Shows / GTM Made Simple
GTM Made Simple
I'm Sangram Vajre. I've built two $200M+ companies, written three books on go-to-market, and designed a GTM operating system that over 3,000 companies operate on today. If I've learned anything, it's this: go-to-market is the business. Keep it simple, and it scales. This is Go-To-Market Made Simple. Every episode, you're getting a backstage pass to three things I work on daily: the closed-room conversations I have with CEOs and founders working through real GTM challenges, the systems and…
Episodes
GTM Made Simple467: The Self-Guided Career: How to Work in Full Color
It’s a little unbelievable that 18-year-olds are asked to choose a career path. Whether it be joining the workforce or picking a college major, it’s a ton of…
GTM Made Simple468: Why Every Person Needs a Big Rock to Move
Co-hosted by both Sangram and James Carbary, this episode tackles “big rocks, rolling thunder, and small wins.” Sangram shares his secrets what it takes to…
GTM Made Simple469: How To Cut Through The Noise And Build Awareness
Have you ever wondered how your marketing strategy ballooned to something that is too complex and not tightly intertwined? Today, we’re bringing you a recap…
GTM Made Simple470: Are You a Leader Or A Manager?
A lot of people have trouble differentiating whether they’re a leader or a manager. It’s not good or bad to be one or the other. They both are equally…
GTM Made Simple471: What Makes a Great Chief Marketing Officer
The role of chief marketing officer (CMO) is incredibly important. It’s also often misunderstood. What does it look like to be a modern CMO? It looks like…
GTM Made Simple472. How This Dad Runs Toward Joy (Instead of Chasing Happiness)
It can be easy to default to chasing the next taste of happiness. Yet, why look for the next best thing when there are opportunities to harness joy everywhere…
GTM Made Simple473. How (& Why) to Create Unforgettable Moments for Your Employees
It’s not often that you hear a concept that totally blows you away. In this week's throwback episode, I share a conversation I had not too long ago with my…
GTM Made Simple474: Why Valuing People Over Transactions is Key to Success
In 2008, Dale Dupree found himself heading back home to help out at the family business. He never would have guessed that selling copiers would lay the…
GTM Made Simple475. To Break Through, Be Willing to Break Your Routine
You’ve heard the advice: Wake up at 5 am and get your routine right Take cold showers to spark up your creative brain Have a routine to gain maximum…
GTM Made Simple476: 5 Key Takeaways from Daniel Pink's 'To Sell Is Human'
Daniel Pink’s “To Sell is Human” is groundbreaking. In this throwback episode, Sangram breaks down five of the key lessons he’s learned from reading Pink’s…
GTM Made Simple431: The CEO With a 100% Approval Rating on Glassdoor w/ Bob Glazer:
After over 100 reviews, Acceleration Partners has a 100% approval rating on Glassdoor. And not just the company, but also the leadership. We wanted to find out…
GTM Made Simple432: Culture Eats ABM For Breakfast, Pt. 1: Improve Company Culture Today
Starting a B2B business with your life partner is bound to create some interesting company culture. One couple who’s crushing it at B2B business and company…
GTM Made Simple433: Enabling Sales to Have More Valuable Conversations w/ Jillian Gartner and Jake Dunlap
It can feel like an eternal struggle to harmonize sales and marketing. That’s why we asked a couple of industry titans about their take on sales and marketing…
GTM Made Simple434: Here’s Why One ABM Team Turned Off Every Single Registration Wall On Their Site w/ Nick Panayi
Today, we’re continuing our series on enterprise ABM, where we're digging deep into what account-based marketing looks like in some really large, complex…
GTM Made Simple435: Why Being Respected is More Important than Being Liked
Aretha Franklin had it right. R-E-S-P-E-C-T When it comes down to it, being respected is more important than being liked. Being respected is a long term play…
GTM Made Simple428: Summer Splash — Engaging the Full Buying Committee
We recently launched a webinar series through Terminus titled “Make a Splash With ABM This Summer.” In part two of the series, we invited Justin Keller, VP of…
GTM Made Simple429: Why Terminus Embraces Their Competitors w/ Sangram Vajre`
The script has flipped. Embracing the competition? Aren’t we supposed to hate each other? Not according to #FlipMyFunnel founder and host, our very own Sangram…
GTM Made Simple430: To Serve Your Customers Best, Serve Your Employees First
Happy employees will go the extra mile to serve their customers because they feel valued, respected, and cared for by their organization. One of the best ways…
GTM Made Simple100: Celebrating 100 Episodes of the #FlipMyFunnel Podcast!
Cue the Rocky theme music, we’ve made it to 100 episodes! 100 episodes since January 1st. We’re pretty pumped about that. And we’re taking a minute to…
GTM Made Simple101: 8 Keys for Integrating ABM with Your Sales Team’s Existing Target Account Programs w/ Matt Heinz
In honor of releasing our 100th episode, we’re taking the time to look back at some of our favorite episodes from the past few months! We’re starting with our…
GTM Made Simple102: Want Success in Business? Follow These 4 Steps w/ David Cancel
One-time success in business means nothing. To really “make it,” you’ve got to learn how to find that same amazing result again and again. As part of our…
GTM Made Simple103: Importance of Journaling
You can commit to the rest of your 2018 goals by doing one thing right now. Start journaling. As part of our flashback series (celebrating 100 episodes of the…
GTM Made Simple104: The Future of Lead Scoring w/ Bryan Brown
Is lead scoring still relevant? In the past, lead scoring was a way to determine if someone was a good-fit account. But it plays such a smaller role today with…
GTM Made Simple105: How to Schedule Your Day to Be Exceptional w/ Morgan Ingram
For routine jobs, an hourly schedule is perfect for keeping you organized and focused. But, if your job doesn’t support that, you still need some sort of…
GTM Made Simple106: How The Top SDRs Overcome Obscurity & Crush The Competition w/ Ralph Barsi
Obscurity is one of the biggest problems that most SDRs deal with early on in their careers. If nobody knows who you are, how can you ever break out and become…
GTM Made Simple107: 3 Must-Have Elements of a Scalable Company w/ Chandar Pattabhiram
What three things does it take to build a $1B software company? How do you move from the siloed, 4 Horsemen approach of pipeline generation to an allbound…
GTM Made Simple108: The Last Career Guide You'll Ever Need
What if the best business advice you could get was told in the form of a japanese comic book? In this episode Sangram talks about Daniel Pink’s book “The…
GTM Made Simple109: 3 Hacks to Be a Great Account Executive w/ Meg Zelman
You’ve got a quota to carry & a number on your back. Sales can be a grind, but rockstar salespeople find a way to constantly up their game. Senior Account…
GTM Made Simple10: Two Mistakes Management Makes with Sales Development
I see it constantly. Well-meaning management teams making critical mistakes with their sales development. What are those mistakes? Our friend Joe Toste…
GTM Made Simple110: Account-Based Marketing for Small Teams w/ Charles Kollo
There's a myth out in the universe that small teams cannot excel at ABM. Well, Charles Kollo of MessageGears is here to break that myth. As Terminus' Customer…
GTM Made Simple111: 4 Keys to Successful Marketing-SDR Orchestration w/ Craig Rosenberg
There are 4 keys to orchestrating a marketing-SDR campaign, but it all starts with getting the whole organization to collaborate successfully. --------------…
GTM Made Simple112: The Creative Curve w/ Allen Gannett
Allen has written a book called The Creative Curve, in which he explores the myth that we are born creative, and how you too can be a creative genius. All it…
GTM Made Simple113: Working in Love Vs. Working in Fear
I believe we act out of two different ways to every situation in life: Out of love or out of fear. Let me explain. In fear, you play the short game. You’re…
GTM Made Simple114: When to Bring in a Revenue Operator w/ Brad Smith
Brad Smith is an expert at developing a strong revenue operations team. He encourages companies to evaluate their need for a revenue operations team and be…
GTM Made Simple115: What It Takes To Be A Modern CMO w/ Kyle Lacy & Justin Keller
Modern CMO’s wear a bunch of different hats. And that involves being an expert in several different fields. Today we’re joined by two CMO’s who have had to…
GTM Made Simple116: Personalize the B2B Customer Journey to Boost Demand w/ Jason Jue
B2B customers are changing, and it is more important than ever to be customizing the customer journey in order to boost demand. But how do you do that? Jason…
GTM Made Simple117: Transitioning From CMO to CEO w/ Mark Stouse
Making the leap from CMO to CEO takes you from a position requiring deep, specific knowledge to one that needs a broad perspective. How can professionals…
GTM Made Simple118: The Future of ABM (Part I): The Brutal Truth
Account Based Marketing is B2B Marketing. That might sound like a bold statement, but it’s true! If you look at marketing trends over the past 15 years, it’s…
GTM Made Simple119: How to Get Started With ABM Content w/ Shauna Ward
A lot of people seem to think that Inbound and ABM have opposite strategies when it comes to content. That’s not true! With ABM, it is a similar mindset, but a…
GTM Made Simple11: My ABM Journey: Don’t Make The Mistakes I Did w/ Jeff Soriano
In this talk, Jeff Soriano discusses why successful ABM is about changing your mind.
GTM Made Simple120: 3 Things to Know When Pitching ABM to Your Board w/ Megan Lueders
Megan Lueders has led the marketing team at Zenoss into a new phase of account-based marketing. She shares how to successfully look at this new approach and…
GTM Made Simple121: How to Align Your MarTech Tools to Fuel Growth w/ Kim Hajec
The sales & marketing world is getting more and more complex. How do you navigate this landscape effectively with your MarTech tools? How do you even know…
GTM Made Simple122: 4 Winning Attributes of a Top Marketer w/ Robby Gulri
Jumping into a new marketing position, or taking marketing leadership in a new industry? What should you focus on in the first few days in your new position?…
GTM Made Simple123: The Future of ABM (Part 2): The 3 Stages of Marketing and Sales Evolution
Did you know that less than 1% of leads turn into customers? Sales & Marketing must be doing something wrong. If you are still dead set on increasing the…
GTM Made Simple124: Life as a Category Builder w/ Tim Kopp
Is the problem that your company is looking to solve big enough? Many companies spend too much time thinking about whether or not they have product/market fit…
GTM Made Simple125: A Peek Into Marketing Skillsets & Tech w/ Kyle Lacy & Justin Keller
It can be hard to hire people in marketing because the skill sets requirements are so different. It’s not like hiring in sales where the skill sets are a bit…
GTM Made Simple126: What's Working With ABM Content w/ Bill Kent
You can’t give away a Tesla every time you need response. It’d be great if you could, but that sort of content creation just isn’t scalable for most of us. So…
GTM Made Simple127: Using AI to Increase Effectiveness in the Buyer Journey w/ Chandar Pattabhiram
Chandar Pattabhiram, CMO at Coupa sheds light on the difference between AI and Machine Learning and their future use-cases in marketing departments. He…
GTM Made Simple128: The Future of ABM (Part 3): Authenticity-Based Marketing
The future of ABM is Authenticity-Based Marketing. Am I just using that “Authenticity” buzzword again? No! At the end of the day authenticity will always…
GTM Made Simple129: Changing Your Sales Process to Fit Account-Based Marketing w/ Riley Rogers & Connor Schorr
The transformation into account-based marketing can be unclear. I had a chance to speak with Riley Rogers and Connor Schorr, both SDR’s at Terminus who…
GTM Made Simple12: Why Same is Lame, and How to Create Word of Mouth w/ Jay Baer
In this one I interview Jay Baer, NYT Best Selling author, blogger, and founder of Convince and Convert, about his 25 years in digital marketing, how to create…
GTM Made Simple130: How to Build a Killer B2B Brand w/ Edward Ford
The B2B and SaaS worlds aren’t known for being brand centric. Why not? Because most people associate brand building and brand marketing with fluff. According…
GTM Made Simple131: Scalable ABM for SMBs: A Marketo Case Study w/ Anastasia Pavlova
As a small to mid-sized company, how do you really create a focus on scalable content creation for ABM? When you can’t spend tens or hundreds of thousands of…
GTM Made Simple132: B2B Marketing: Universities vs. Companies w/ Professor Scott Davis
Sangram interviews marketing Professor Scott Davis and marketing students Kaitlin Lutz on the ins and outs of marketing at universities vs. marketing in the…
GTM Made Simple133: Do You Have A Beginner’s Mindset?
In a small company, it’s easy to know what to do next. The approval process is small -- your boss has a desk right next to you and you ask them, “Hey, here’s…
GTM Made Simple134: The Importance of Engagement in Lead Scoring w/ Sunny Bradshaw
Think about how your company’s lead scoring. Is it based on arbitrary customer activities and point scoring values? There’s a better way to go about it! Sunny…
GTM Made Simple135: Key Trends in Sales and Marketing for 2018
Kaitlin interviews some of the best B2B marketing and sales professionals in the game. They all answer the question, "What are the trends you're seeing in…
GTM Made Simple136: Fireside Chat: Women in Tech
Description: Back in the day, #FlipMyFunnel held an event in good ole' Austin Texas. Though this was a little over a year ago, these women have some incredible…
GTM Made Simple137: 7 Steps to Financial Fitness w/ Bob Stammers
Most people do not learn personal finance or investing in school. Why is this a problem? Because, you spend your whole life working to bring in money, but then…
GTM Made Simple138: How to Make Better Decisions
Everybody is a leader. Leadership should never be defined by a title. But the choice to be a leader is hard. At the end of the day, it comes down to your…