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 Simple139: Intern to Full Time w/ Connor Schorr & Kaitlin Lutz
Everyone either has an intern, needs an intern, or is trying to develop a process through which the internship position funnels. In this episode I get to speak…
GTM Made Simple13: The Importance of Journaling
Sangram argues the benefit of journaling as a tool for self-reflection and the achievement of goals.
GTM Made Simple140: How To Create Buzz With Your B2B Marketing w/ James Snider
“As B2B Marketers, Our role is to help by creating a huge buzz within our target organizations.” This is exactly what James Snider does every single day with…
GTM Made Simple141: Content Marketing on the Go w/ Joe Chernov
Audio from Joe Chernov's talk at #FlipMyFunnel's Austin conference. In this one, Joe talks about ABM content marketing.
GTM Made Simple142: The 6 Triggers Marketers Are Using to Make You Buy w/ David Lewis
Would you believe me if I told you that mind-control is a very real phenomenon? In fact, you’ve subconsciously been influenced in your buying decisions due to…
GTM Made Simple143: Netflix Culture Code: Giving Employees Context In Their Role
If you really want to look at a great culture deck, check out Netflix. Netflix’s culture code can be summarized by this quote: "If you want to build a ship…
GTM Made Simple144: Storytelling with Your Customers w/ Kyle Hardaway and Ryan Schwartz
Do your customers understand your company's story? Are you able to take them on a journey? In this episode, we're back with Terminus' Kyle Hardaway and Ryan…
GTM Made Simple145: Campaign Based Prospecting w/ Ryan O'Hara
Did you know the average reply rate on a cold email is only 3.5%? To Ryan O'Hara, that number is super depressing and makes him want to cry in the shower…
GTM Made Simple146: A Rockstar ABM Strategy Needs the Right Team w/ Matt Senatore and Joe Quinn
We talk a lot about ABM here at #FlipMyFunnel. Sales, marketing, finding the right accounts -- it’s all part of the show. But what’s most important in driving…
GTM Made Simple147: Creating Meaningful Marketing in the B2B World w/ Soon Yu
“It’s isn’t always the biggest, baddest, or fastest mouse trap that gets the mice. It’s the one with the stinkiest cheese.” And this translates directly to…
GTM Made Simple148: Netflix Culture Code: Highly Aligned, Loosely Coupled
Having issues coordinating your organization’s teams? You’re not alone. Fortunately, Netflix has given us a prime example of how best to tackle the challenge…
GTM Made Simple149: How To Get Everyone Involved In Customer Success w/ David Pyrzenski
Customer success is not the job of one person. It’s the job of your entire organization! Everyone has a role to play. Even for those departments who define…
GTM Made Simple14: How to Hire Great Talent to Build your SDR Team w/ Lucas Ulloque
Hiring & Investing in great talent is crucial to building a successful SDR. Listen in to hear Lucas Ulloque, Director of Sales Development at Terminus, talk…
GTM Made Simple150: Why Sales/Marketing Alignment Is Foundational for NI's ABM Strategy w/ Kristen Novak
In this episode Kaitlin interviews Kristen Novak, Account-Based Marketing Manager for Strategic Accounts at National Instruments.
GTM Made Simple151: ABM in the Enterprise
So you’ve decided that ABM might be right for you. Obviously, I think that’s a smart decision, (otherwise I wouldn’t be doing what I’m doing today!) But how do…
GTM Made Simple152: How Leading With Your Weaknesses Can Fast-Track Your Sales Cycles w/ Todd Caponi
Stop selling as if you’re a perfect 5.0. Products with a 4.2 - 4.5 out of 5 star review sell better than those with a perfect 5.0. Why? Because vulnerability…
GTM Made Simple153: Netflix Culture code: Giving Your Team Freedom
Most huge companies aren’t generally known for the “freedom” they offer their employees. But Netflix isn’t most huge companies. Most huge companies curtail…
GTM Made Simple154: Making Yourself Essential w/ David Pyrzenski
My friend David Pyrzenski talks about the “Essentialism Scale.” In short, how ingrained into your organization is a product? How vital a role do the power…
GTM Made Simple155: How to Execute ABM on a Small Scale w/ Matt Walsh
In today's episode, Kaitlin interviews Matt Walsh, Founder of Noted Analytics all about how to do account-based marketing and sales at a smaller organization…
GTM Made Simple156: How to Break Out of Sales Obscurity by Leveraging Social Selling w/ Koka Sexton
Most of your sales team is using LinkedIn wrong. As a marketer, your job is to teach sales how to leverage their social media to get visibility. Visibility…
GTM Made Simple157: Don’t Be a Commodity. Be a Brand Worth Loving. w/ Ben Baker
Purpose of episode: Without a community, you’re just a commodity. Mission: Ben did a personal brand exercise with Sangram consulting him on: What he is good at…
GTM Made Simple158: A 4-Part Framework to Build World-Changing Movements
It’s easier than ever to build a community. What you do with that community can literally result in changing the world. In this one, Sangram chats about the…
GTM Made Simple159: The Power of Video Outreach w/ Morgan Gillespie
We're off in Boston for the #FlipMyFunnel 2018 event! So please enjoy this episode with Morgan Gillespie from Terminus as she walks us through the lessons…
GTM Made Simple15: Direct Mail Is Alive and Kicking With Account-Based Marketing w/ Sudhir Kumar
How could something as low-tech as direct mail possibly be effective in the digital age? Sudhir Kumar, Marketing Director at BPI ROK, wrote a great article on…
GTM Made Simple160: Interview With an Award-Winning Sales Leader w/ Derek Grant
Derek Grant is an incredible sales leader. He is the VP of Sales at SalesLoft and recently won an ABMie for Best Sales Leader. We caught up with Derek at the…
GTM Made Simple161: ABM that Sales Won't Roll Their Eyes At w/ Sonjoy Ganguly, Mike Burton, & Anastasia Pavlova
Account Based Marketing isn’t new. Any sales profession will tell you that ABM started as account based sales. Sales has been doing it for years. It’s only…
GTM Made Simple162: Why Building Community Is The Single Most Important Thing You Can Do For Your Business w/ Judd Borakove
Religion, fitness clubs, and even brands all have followings for the same reason—they create communities that meet a basic human need to belong to something…
GTM Made Simple163: Want to Build a World-Changing Movement? You Need 1 of These 4 Skills
Do you have what it takes to build a world-changing movement? You probably do! All you need is 1 of these 4 skills: Futurism Thought Leadership Influence…
GTM Made Simple164: Flashback - How to Hire Great Talent to Build Your SDR Team w/ Lucas Ulloque
Today, we're replaying one of our early episodes, a great interview with Lucas Ulloque that you might have missed if you recently subscribed to the show…
GTM Made Simple165: Here's How You Can Build an Award-Winning Pipeline Acceleration Campaign w/ Justin Keller
It’s easier than ever to build a pipeline acceleration campaign, providing you have the right tools and team members in place. In this special FlipMyFunnel…
GTM Made Simple166: Building an ABM Playbook
Three knowledgeable guests share their experience with account based marketing at the 2017 Revenue Summit. Avi Bhatnagar, Julia Stead, and Bassem Hamdy talk…
GTM Made Simple167: Startup Lessons Learned Through the Eyes of My 14-Year-Old Nephew
Sangram's nephew spent 4 days at Terminus. Here's what he learned.
GTM Made Simple168: MBA vs Startup - How Would You Spend $100K?
On a recent episode of the #FipMyFunnel podcast, we talked about this very topic. How would you spend $100k? Starting a startup, or getting an MBA? Because at…
GTM Made Simple169: Flashback - 3 Questions to Determine Strategy in Business w/ Brian Brown
Today, we're replaying an interview with Bryan Brown, Chief Product Officer at Terminus, who shares his wisdom on strategy that has served him during his 17…
GTM Made Simple16: Insights From 10 Years of Inbound Marketing w/ Kipp Bodnar
Marketers aren’t trusted because more often than not, they don’t take time to develop relationships. Kipp Bodnar, CMO at HubSpot, has over 10 years of…
GTM Made Simple170: How One ABM Strategist Quadrupled Conversion Rates in 6 Months w/ Jeremy Middleton
What if you could start over with your ABM Strategy? What if you could rethink the whole process, redesign your toolbox, and refresh the screen? That’s exactly…
GTM Made Simple171: 3 Tips You Should Use to Master Personalization w/ Matt Heinz
In this interview adapted from the B2B Growth Show, Logan Lyles sits down with Matt Heinz, President of Heinz Marketing, who explains the secret of how you can…
GTM Made Simple172: What Makes a Great Chief Marketing Officer w/ Alex Gobbi & Kira Mondrus
Alex Gobbi, CMO at Secureworks, and Kira Mondrus, CMO of QASymphony, discuss their important role at their respective companies. They share their expertise on…
GTM Made Simple173: Using the 7x7 Framework for Communicating Change
Have you ever been super excited about change at work? Have you ever been confused, or frustrated, as to why not everyone is on the same page as you?…
GTM Made Simple174: Flashback - How to Use ABM to Upsell and Expand Your Business Offerings w/ Chris Reene
ABM is not about doing using the same tactics over and over again. It’s about using creative means (cross-selling, upselling, and encouraging expansion) to hit…
GTM Made Simple175: Personalized Marketing and 1:1 Campaigns in an ABM World w/ Amber Bogie
Amber Bogie, senior marketing manager at Planview, Inc., has an amazing amount of insight on 1:1 personalized marketing campaigns. This insight led her to win…
GTM Made Simple176: Humanizing Sales Chat in a Bot Filled World w/ Chris Handy
Chris Handy, customer marketing leader at Drift, shares his knowledge about how to conduct sales chat in the world of bots. He wants others to understand how…
GTM Made Simple177: Flashback - 5 Ways to Build A Winning Company w/ Scott Dorsey
How do you go from a one-person company to being listed on the NYSE? On this #FlipMyFunnel podcast, we spoke with Scott Dorsey, who spent over a decade…
GTM Made Simple178: Flashback - 5 Lessons Learned From Doing a Daily Podcast
The first two months that this podcast was live blew our mind. After cracking the iTunes charts and over 800,000 LinkedIn views in 2 months, without spending a…
GTM Made Simple179: Flashback - A Day in the Life of an SDR w/ Jim Tocci and Brad Wilkerson
They are organized. They stick to a process. They focus on the wins. They are vital to many organizations. Many times, people within the B2B space do not fully…
GTM Made Simple17: Blockchain Marketing: From Customer to Investor w/ Travis Wright
In this episode Travis Wright, author of the book Digital Sense, talks about blockchain and the applications to us as marketers.
GTM Made Simple180: Award-Winning Lessons You Need for Your Next Demand Generation Campaign w/ Daniel Englebretson
Stop focusing on one thing at a time! If you focus too much on one thing, you’re actually trapping yourself. This episode I sit down with Daniel Englebretson…
GTM Made Simple181: Humanizing ABM: The Lifeboat for the Perfect Storm w/ Daniel Gaugler
In a world where Netflix and Pandora have set the precedent for ultra personalized content, the job of salesperson and marketer has become harder than ever…
GTM Made Simple182: How to double your win rate with ABM - Daniel Oxenburgh
What one area in B2B Marketing should you focus on for the greatest impact, that by focusing on in it for the next 6 months, your win rate will double? Meet…
GTM Made Simple183: Flashback - The Difference Between Giving Up and Letting Go
Everybody has those days when it feels like the cards are stacked against them. But how do tell the difference between giving up, and simply deciding to let…
GTM Made Simple184: Flashback - From Peer to Manager w/ Alex Latraverse
When you’re a manager—especially a new one—it’s easy to forget that leaders are at their best when the people under them are at theirs. Here’s how to get back…
GTM Made Simple185: Flashback - 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 Simple186: Aligning Sales & Marketing on the Same Content Map w/ Ryan O'Hara
More than ever, sales and marketing need to be on the same page and providing content. In this interview Ryan O’Hara, VP of Growth and Marketing at LeadIQ…
GTM Made Simple187: Community Is the New Book Value Metric for Your Brand (Or Business) w/ Anand Thaker
Community is the new book value metric for your brand (or business). Anand Thaker joined me for this episode to dive deep into this idea. Besides being a great…
GTM Made Simple188: Wake Up Earlier and Supercharge your Day
What would your day look like if you were to commit to waking up an hour early? Just one hour earlier than you normally do? What could you get done? The book…
GTM Made Simple189: How Pardot Sold Their Company for Roughly $100M in Five Years w/ David Cummings
David Cummings co-founded Pardot during the heat of the recession. Initially, David wanted to replace the function of the traditional contact forms you find on…
GTM Made Simple18: 3 Steps to Marketing Magic
There are three steps marketing teams are taking to humanize the B2B process, and they all involve creating better environments for positive work relationships.
GTM Made Simple190: Flashback - How To Humanize B2B w/ Andrea Neiman
Vulnerability is not a weakness, as you may have been told. Vulnerability and self-awareness are actually keys to great leadership, especially in marketing…
GTM Made Simple191: Book Review Week - 3 Lessons from Peter Drucker's "The Effective Executive"
Effective enterprise leaders ask themselves two questions: What needs to be done? What is right for the company? Peter Drucker gives both of these points away…
GTM Made Simple192: Book Review Week - To Sell Is Human
Daniel Pink’s fabulous book “To Sell is Human” is groundbreaking. In this episode, Sangram breaks down five of the key lessons he’s learned from reading Pink’s…