Why I’m starting GTMBA (Chris’ version)

Sales > consulting & GTM is changing in tech

Before Julian and I launched into producing content related to tech, sales, startups, and AI, I thought it necessary to document my "why" for starting GTMBA—an idea we've both had in mind for quite some time.

It took me a couple of career pivots to realize a few things:

• I am passionate about all things GTM, particularly sales and marketing

• A lot of career advice is bullshit and riddled with dogma (which is, as Steve Jobs put it, living with the results of other people's thinking)

• I am deeply passionate about startups - specifically dev tools, AI, infra, and sales tech tools, especially Clay

After 18 months in strategy consulting, I recently returned to startups and sales, and I couldn't be happier (I wrote about that here). To fully immerse myself in the tech landscape, I wanted to create a blog that thoughtfully outlines the trends Julian & I see as early sales hires at a startup that provides the "picks and shovels" of the AI wave.

One of the biggest misconceptions I've seen in my 33 years is how negatively sales jobs are viewed, especially in what would be called "elite" circles. I wish high-performing people would stop looking at them so negatively.

Ironically, in many "elite" roles, your job becomes sales once you reach a senior level. Partner at a law, consulting, or financial firm? Sales. Entrepreneur? Sales. You're always convincing people to give you money, sharing your vision, or recruiting others—it's all sales.

As they say, to sell is human. More people should get into sales earlier in their careers rather than waste their lives staring at Excel and hating their jobs just because someone 20 years older than them told them to go into banking, which is projecting their confirmation bias.

For context, my parents didn't go to college, and I had a great undergraduate experience at Penn State. After working for ~5 years in Big Tech, I wanted to further my education as the first in my family to attend college by getting into a top MBA program. I chose Columbia Business School in March 2021. I feel like I’ve seen it all, from non-college-educated hustlers to the most privileged at the top universities.

It wasn't until I attended an Ivy League school that I realized how much dogma exists regarding career decisions. Too many people pursue banking or consulting without considering whether it will make them happy or even good at it.

There's a prestige trap—everyone chases Goldman Sachs or McKinsey. It makes sense, though. Many kids I went to school with grew up with dads at Goldman or McKinsey, following in their footsteps. Their parents probably encouraged a linear path: get into a prestigious high school, attend a top college, and land a job at a top finance or consulting firm.

I'm a huge Colin Cowherd fan, and he once said:

• "The biggest difference between the West Coast and the Northeast is how people think. The Northeast is about tradition—prep schools, Ivy League, and following the same career paths for generations. But the West Coast is more progressive—tech and startups are about innovation and breaking away from 'how things have always been done.'"

I couldn't agree more. I want to start GTMBA to bring that West Coast innovation and progressive thinking to the Northeast. I also want to connect with other early-stage GTM-ers using AI to excel in their jobs.

Too often, people follow a path considered prestigious instead of critically thinking about what aligns with their strengths, passions, and opportunities for financial reward.

I think the disdain for sales stems from its lower barrier to entry—where the prestigious universities or jobs like Goldman Sachs pride themselves on exclusivity, and the high barrier to entry drives their perspective.

I'll admit, I fell into the "let's try consulting to get into McKinsey" trap (I got dinged in the final round). I got into a top consulting firm, but once there, I was shocked by how unintellectually stimulating the work was, how old-school the thinking was, and how much my peers disliked their jobs.

Eighteen months later, I pivoted back to startups and couldn't be happier.

Since leaving, I've had countless calls with friends trying to transition into tech/AI. The pattern in these conversations compelled me to co-launch GTMBA with Julian Sheinbaum.

I'm glad that more people are considering tech and startups over traditional paths (see this article on people leaving consulting and this one on MBAs buying small businesses). See screenshots below:

I wish I had learned this sooner. Now, I want to help those looking to make a similar transition and rethink their sales careers.

Sales is the ultimate life cheat code. In your personal life, being good at sales helps you save a ton of money, get what you want more, and attract higher-value mates. From a professional standpoint, you make the most per hour you work (behind the CEO), and it’s a thrilling day-to-day.

As mentioned, the most highly compensated people (after the CEO) are often salespeople. And what’s funny is that when you're doing well, people hate that you're making good money while they grind away on Excel. But no one cares when your variable compensation isn't coming through - they only see the good moments without the bad, but without the risk, the reward isn’t there. This existence of the highs and lows in sales makes it so thrilling and fun.

The job of a salesperson is critical to any organization. For me, it’s the perfect intersection of Ikigai - something I’m good at, like doing, is vital for any business, and I can get paid for it.

The audience Julian and I want to help:

• The undergrads and MBAs who want to get into tech but don't know where to start & would thrive in sales/GTM work

• People who are unhappy in banking/consulting and feel stuck and want to break into startups but don't know how

• Current salespeople looking to level up and be more consultative while learning cutting-edge AI GTM tools

What we plan to write about:

• Trends we're seeing in tech

• Awesome GTM tools, especially how we use Clay (more on that soon)

• Other musings on startups/GTM/tech

Glad to have you along for the ride.