Mike Mattson: An Unlikely Path from Accounting to Sales Leadership

In this engaging episode of Next-Gen GTM, host Josh Ellars (OpenGTM) talks with Mike Mattson (GrowthPath) about his unique journey from an accountant to a sales professional, eventually becoming a head of sales and a founder.

Mattson shares invaluable insights from his rich career trajectory, focusing on the transformative power of data-driven strategies and the significance of active listening in achieving organizational growth. Highlighting his time at OpenGov, which was just sold for $1.8 billion, Mattson emphasizes the lessons learned from scaling companies efficiently in today’s fast-paced market.

Key Takeaways:

Career Evolution: Mike Mattson's career journey is a testament to adaptability and growth, transitioning from accounting to becoming a pivotal figure in sales and leadership, demonstrating the importance of continuous learning and evolution in one’s career.

Data-Driven Growth: A core theme of the conversation is the strategic emphasis on being data-driven. Mattson credits the success at OpenGov to building a data-driven strategy, underscoring the value of data in making informed decisions and understanding market dynamics.

Active Listening: The significance of active listening was highlighted as a crucial skill for understanding customer needs and market trends. Mattson shares how tools like Gong helped OpenGov record and analyze sales calls, leading to improved strategies and customer engagement.

Cross-Functional Collaboration: Mattson discusses the importance of creating a culture of transparency and collaboration, especially between go-to-market teams and product development, ensuring that products meet the evolving needs of the market.

Adapting to Change: The conversation delves into the importance of staying ahead of market trends and being open to adopting new technologies and strategies, illustrating the need for businesses to be agile and forward-thinking.

Learning and Adaptability: Both Ellars and Mattson emphasize the importance of active learning and seeking out new information and strategies to remain competitive and effective in go-to-market roles.

GrowthPath: Mattson introduces his new venture, GrowthPath, aimed at helping organizations navigate the complexities of growth in today’s market, focusing on efficient capital allocation, product-market fit, and strategic growth planning.

This episode offers valuable insights for anyone interested in the intricacies of go-to-market strategies, organizational growth, and the power of adaptability and data-driven decision-making in the modern business landscape.

Chapters:

00:00 Introduction and Background

05:00 Mistakes in Go-to-Market Strategies

08:00 Importance of Data-Driven Approach

13:00 Aligning Go-to-Market with Product and Engineering

21:00 Prioritizing Active Learning

23:00 Introduction to GrowthPath

24:00 Key Takeaways

< Listen to full episode >

________