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 Simple193: Book Review Week - The 22 Immutable Laws of Marketing
Despite being a mere two hour read, The 22 Immutable Laws of Marketing provides immense clarity. Detailed amongst the 22 immutable laws, reside lifelong…
GTM Made Simple194: Book Review Week - The Last Career Guide You Will Ever Need
What if the best career advice you could get came from a comic book? If you haven’t read Daniel Pink’s The Adventures of Johnny Bunko: The Last Career Guide…
GTM Made Simple195: What It Takes To Write A Book w/ David Lewis
You don’t have to be a writer to write a book. Do you have something to say? Are you knowledgeable on a certain topic that the majority of the world may not…
GTM Made Simple196: Flashback - How to Avoid the Status Quo w/ Joseph Jaffe
In this episode we hear from Joseph Jaffe, Co-Founder & CEO of Evolution.
GTM Made Simple197: How to do NewsJacking on new rules of PR w/David Meerman Scott
This was a LIVE podcast we did at Inbound conference with NYT best seller David Meeran Scott on new rules of newsjacking, working with Tony Robbins, and agile…
GTM Made Simple198: Flashback - Are You a Manager or a Leader? 5 Areas to Examine
Are you a manager or a leader? These five assessments will tell you.
GTM Made Simple199: Ensuring ABM Accuracy, How To Ensure Each Cookie Is A Person You Want To Target, Even When There Are Millions of Them! w/ w/ Daniel Hellerman
Let’s face it. Advertising is hard. When you’re trying to market your product or business, you rely on cookies. Those things that follow your online activity…
GTM Made Simple19: How to Give Your SDRs Enough Time for Personal Connections w/ Todd McCormick and Peter Herbert
Don’t let your SDRs waste their time chasing 500 different accounts. In this one, Todd McCormick and Peter Herbert talk about how to give your SDRs time back…
GTM Made Simple200: Celebrating 200 Episodes of the #FlipMyFunnel Podcast!
Cue the Rocky theme music, we’ve made it to 200 episodes! We started this journey on January 1st and don't plan on ending anytime soon. A huge thank you goes…
GTM Made Simple201: Flashback - 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 Simple202: What for-profit can learn from nonprofit w/ Katie Bisbee
The nonprofit world gets a bad rap. Images of people sitting around in circles talking about being nice, operating without a clear set of goals, using…
GTM Made Simple203: How to Deliver a TED Talk (or Any Important Talk)
Delivering a talk is a critical skill whether you are speaking to an intimate gathering in the boardroom or a crowd of thousands for a keynote. The advent of…
GTM Made Simple204: How to Run a Board Meeting as a Rockstar CMO w/ Tim Kopp
It can be intimidating to go before a board. Especially as a new CMO. But this doesn’t have to be the case. There are strategies and facts that you should be…
GTM Made Simple205: Executing a Successful ABM Campaign at Scale w/ Heidi Vandermeer
A successful ABM campaign is tough. Doing it at scale is even tougher. So we thought we’d talk to someone who has quite literally won an award for her ABM…
GTM Made Simple20: Customer Experience is Everyone's Responsibility w/ Sue Duris
Sue Duris, Director of Marketing and Customer Experience at M4 Communications, wrote about three things C-suite Execs must do in order to NOT be lying when…
GTM Made Simple21: The Big 5 Metrics for Account-Based Marketing w/ Jon Miller
Jon Miller, CEO of Engagio, shares the big 5 metrics for account-based marketing.
GTM Made Simple22: The 5 Factors of Success in Entrepreneurial Leadership w/ Godard Abel
In this one we talk to Godard Abel, Co-founder and Executive Chairman at G2 Crowd and CEO at SteelBrick before he sold it to Salesforce, about how there are…
GTM Made Simple23: Lessons Learned From My First Sale at Terminus
Selling to the first customer is not an easy task but there are lots of lessons that can come out of it. Sangram shares his experience to sell to the first…
GTM Made Simple24: 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 Simple25: Consequences of Not Prioritizing the Customer and How to Get Back on Track
Businesses go under for a lot of reasons. But there’s one that stands out more than others: Churn. When you don’t prioritize the customer, there are…
GTM Made Simple26: The Other ABM: How Attention Based Marketing Fast Tracks Sales Readiness w/ Elle Woulfe
Elle Woulfe, VP of Marketing at LookBookHQ, discusses how ABM holds on to a marketer’s most precious commodity—buyers’ attention.
GTM Made Simple27: Think and Grow Rich Company Culture w/ Katie Burke
In order to cultivate exceptional company culture, you need to “Think and Grow Rich.” Sangram sits down with Katie Burke, Chief People Officer of Hubspot, to…
GTM Made Simple28: You Should Read These 3 Books
Reading is an invaluable way to keep your mind fresh and able to confront the obstacles of day-to-day life. Here are three of my favorite books.
GTM Made Simple29: The Player-Coach Relationship Between SDRs and Their Managers
Transitioning to quality from quantity in sales is tough on everyone in your organization, but as you’ll learn from Terminus’s Ryan Vitello and Stuart English…
GTM Made Simple30: How to Scale Content Marketing for an ABM Strategy
Not all accounts are created equal. If you really want to scale content marketing, you have to start treating your accounts differently. In this episode…
GTM Made Simple31: How to Make Your Accounts Love the Fact That You're Targeting Them w/ Tyler Lessard
What if the most exciting part of your day was being marketed to? It’s not as crazy as it sounds. Tyler Lessard, CMO of Vidyard, spoke at a #FlipMyFunnel event…
GTM Made Simple32: How Advocate Marketing Is Building Successful Companies w/ Mark Organ
The world is changing. We all know this. Think about it: What do we do before we try a product or a service? We go and find reviews and information from others…
GTM Made Simple33: How Being an Immigrant Shaped My Success
Being an immigrant has been a tremendous advantage for Sangram. As he explains in this one, being an immigrant means he had to be self-reliant. It means he had…
GTM Made Simple34: The Future of Lead Scoring w/ Bryan Brown
There might not be a future for lead scoring. In the past, lead scoring was a way to determine if someone was a good-fit account. But it plays such a smaller…
GTM Made Simple35: Why Moving On Could Be Good for your Career
What if moving on from your current organization was the best career move you could possibly make?
GTM Made Simple36: Pivoting a 175 Year-Old Company to ABM w/ Derek Slayton
How you define “The Universe” matters. At least, it did when a 175-year-old company switched to ABM. Derek Slayton, GM & Global Leader, Sales & Marketing Line…
GTM Made Simple37: 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 today's #FlipMyFunnel podcast, we spoke with Scott Dorsey, who spent over a decade…
GTM Made Simple38: A Modern Approach to PR
Sangram discusses how Terminus used innovative marketing techniques to advertise their new partnership with LinkedIn.
GTM Made Simple39: 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 Simple40: 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 Simple41: How Predictive Empowers Your ABM Strategy Throughout the Flipped Funnel w/ Tony Yang
Are you taking advantage of predictive? At a #FlipMyFunnel event Tony Yang, VP of Marketing at Conversion Logic and former VP of Demand at Mintigo, talked…
GTM Made Simple42: Execution vs. Vision: A No-Brainer w/ David Politis
Why do some companies become great and others disappear? Short answer: execution. In this one we talk to David Politis, founder and chief executive of…
GTM Made Simple43: The 5 Ultimate Productivity Hacks
We all have the same 24 hours in each day. The big question is, how do you make the most of those 24 hours? Sangram shares his top 5 productivity hacks to get…
GTM Made Simple44: 3 Questions to Determine Strategy in Business w/ Bryan Brown
Bryan Brown, Chief Product Officer at Terminus, shares his wisdom on strategy that has served him during his 17 years of success in the marketing tech…
GTM Made Simple45: How AI Is Changing ABM
AI is more than just predictive marketing or marketing automation because it helps you see patterns that would otherwise be invisible.
GTM Made Simple46: Making Moments Matter w/ Jeffrey Rohrs
Marketers need to look at technological advancements to help make the customer’s journey more focused and to make each moment matter. Listen in to hear Jeffrey…
GTM Made Simple47: 4 Steps to Defining Your Brand Like a Genius w/ Tim Kopp
Positioning your brand. People love to overcomplicate this. Or ignore it altogether because they have no idea how to tackle it. So Sangram talked to Tim Kopp…
GTM Made Simple48: 5 Lessons Learned From Doing a Daily Podcast
The last two months have blown my mind. After cracking the iTunes charts and over 800,000 LinkedIn views in 2 months, without spending a dime in ad money…
GTM Made Simple49: A Day in the Life of an Account Executive w/ Brad Wilkerson and Jim Tocci
Two weeks ago, Jim Tocci and Brad Wilkerson talked about what makes for a successful SDR. Today, they talk about what makes for a successful AE. The two, it…
GTM Made Simple50: Start With One w/ Matt Amundson
Imagine a world where your business could only sell to one company. What would you do? What would you ask your team to do? in this episode Kaitlin, Sangram…
GTM Made Simple51: Methods, Models, and Metrics of Account-Based Revenue w/ Trish Bertuzzi
Trish Bertuzzi with Bridge Group, Inc. discusses why account types matters and techniques to make the most out of your account-based marketing strategy.
GTM Made Simple52: Customer Success vs. Customer Happiness w/ Lincoln Murphy
Lincoln Murphy discusses the difference between customer success and customer happiness.
GTM Made Simple53: 5 Keys to Your Personal Brand
We all have a personal brand, whether we like it or not. The question is, how are you taking care of yours? Are you nurturing it, or ignoring it? Here are 5…
GTM Made Simple54: 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 Simple55: Design: a Helpful Tool for Sales and Marketing w/ Shannel Wheeler
Design has a huge impact on sales and marketing. It helps with brand strategy, consistency, and trust.
GTM Made Simple56: A Proven Process to Implement ABM/ABS & Reach Decision Makers w/ Steven Bryerton
Steven Bryerton and the team at DiscoverOrg jumped from just under $1 million in revenue to $70 million in around 7 years. Learn the specific tactics they…
GTM Made Simple57: Your Ideal CMO May Not Exist w/ Tim Kopp
Your org is growing. Time to hire the perfect CMO. But that person doesn’t exist. At least not the way you think. You’re probably thinking of a CMO who can …
GTM Made Simple58: The 3 Parts of the Magic Triangle
Sangram explains the concept of the magic triangle and how its three parts can foster an environment where employees feel that they are unified and driven to…
GTM Made Simple59: 3 Things B2B Marketers Can Learn From The B2C Sphere w/ Bryan Brown
In this episode, we brought in our very own Bryan Brown, Chief Product Officer at Terminus, to chat about the difference between B2B and B2C marketing and what…
GTM Made Simple60: Why Self Reflection Is Important in Your Career w/ Cory Munchbach
Our #WomenInMartech community is constantly growing and evolving and we are honored to celebrate them every chance we get. The game changer for this month is…
GTM Made Simple61: How to Avoid the Status Quo w/ Joseph Jaffee
In this episode we hear from Joseph Jaffe, Co-Founder & CEO of Evol8tion.
GTM Made Simple62: Why Engagement is Marketing 2.0 w/ Jill Rowley
Marketing in today’s world is all about engaging with a potential buyer. Or at least it should be. But too often, a seller simply automates the process…
GTM Made Simple63: 5 Ways You Know You Are A One Night Stand Marketer
Marketers love trying to close the deal after the first meeting. Are you a one night stand marketer? Are you more focused on conversions than conversations?…
GTM Made Simple64: What Makes a Bad Sales Call Bad, and a Good Sales Call Good? w/ Alex Latraverse
Alex Latraverse, VP of Strategic Sales at Terminus discusses the qualities and practices that make a good sales call, and a bad sales call.
GTM Made Simple65: Ten Minute Teardowns
Sangram and Kaitlin discuss the topics for some of the 10 minute teardowns at the upcoming #FlipMyFunnel Conference. Sign up for the #FlipMyFunnel Conference…