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 Simple66: Flood Your Funnel by Being the Smartest Person in the Room w/ Keenan
How can being the smartest person in the room get your prospects to actually pay attention to you? Keenan, CEO/President of A Sales Guy, is here to tell us.
GTM Made Simple67: Be the Hardest Working Person in the Building w/ Kenny Goldman and Derek Grant
In this one, Sangram interviews Kenny Goldman and Derek Grant about how to make an impact no matter your role, experience level, or title.
GTM Made Simple68: V2MOM -The 5 Things Your Entire Team Should Write Down
V2MOM may sound like a corny acronym, but it is one of the most profound ways of understanding where you want to go and how to get there. You owe it to…
GTM Made Simple69: What Are Professional Services and When Should You Buy Them? w/ David Pyrzenski
What are professional services and how/when should you buy and use them? David Pyrzenski is a VP of Professional Services at Terminus, and he has some…
GTM Made Simple70: The Passion of the Nonprofit World w/ Oneisha Freeman
The nonprofit world gets a bad rap, and that’s a shame. Those in the nonprofit world can teach those of us in the ABM world a thing or two about passion and…
GTM Made Simple71: Getting More Diversity in Tech w/ Lori Richardson
More diversity on your sales team means more ROI. But far too often, not enough women apply. So how do you attract more qualified female applicants to your…
GTM Made Simple72: Persistence, Timing, and Humor: Unlikely Tools to Land That Meeting w/ Stu Heinecke
Stu Heinecke, author of How to Get a Meeting with Anyone has a great deal of experience landing sit down meetings with difficult-to-reach people. He came on…
GTM Made Simple73: 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…
GTM Made Simple74: The Power of Video Outreach w/ Morgan Gillespie
Morgan Gillespie from Terminus walks us through the lessons every SDR can learn about using video as your initial form of outreach to future customers. She…
GTM Made Simple75: The AMO You Need for Success on LinkedIn Ads w/ AJ Wilcox
Do you have your AMO? LinkedIn ads are incredibly effective, but they’re spendy, so it’s imperative that you get them right. How do you do that? AJ Wilcox has…
GTM Made Simple76: Putting the "B" Back in B2B w/ Kevin Bobowski
It’s not easy to succeed in a B2B company. There are tons of distractions that will cause you to stray from what works, and to forget your purpose. It is easy…
GTM Made Simple77: How to Measure ABM Success w/ Masha Finkelstein
Have you struggled to measure ABM success with your sales and marketing teams? Have you struggled to understand the concept of ABM? Both of those are very…
GTM Made Simple78: The Secret to More Power and Influence
Cluttered schedules and pipelines are the norm. Imagine how much more productive you could be if you stripped away those things that aren’t worth the time you…
GTM Made Simple79: How to Transition Sales to ABM w/ Mike Venable & Robert Beckwith
Getting your sales team on board with ABM is not always easy. Mike, Robert, and Sangram discuss what transitioning sales to ABM actually entails, and why it's…
GTM Made Simple7: Develop Your 6th Sense on Why Some Companies Succeed w/ Kelly Ford
All around we see a variety of companies thriving and others who are struggling. The secret to why companies succeed can be achieved when market, product and…
GTM Made Simple80: How to Humanize B2B w/ Andrea Neiman
What does "humanizing B2B" mean? And why should you care about it? All of that and more in this episode with the incredible Andrea Neiman. #OneHero
GTM Made Simple81: Fall Crazy in Love with Account-Based Social w/ Amelia Ibarra
You've been sending customized emails from your sales team, and it's going great. Except for social media. How can you make account-based solutions for social…
GTM Made Simple82: 3 Big Questions for Sales Leaders w/ Dan Ross
Our guest today is Dan Ross, SVP of Commercial Sales (SMB) at Salesforce. In this one, Sangram asks Dan three questions about his experience in a leadership…
GTM Made Simple83: 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 Simple84: Balancing Customer Happiness and Success w/ Jason Katz
Keeping customers happy is the goal, right? Not always. Often, a customer won’t stick around with a service provider if they don’t succeed in their goals. Even…
GTM Made Simple85: How Reply Marketing Can Help with Sales w/ Matt Benati
Email marketing is a huge component of a campaign and when we let replies just drop, we lose the potential of future customers. When we focus on reply…
GTM Made Simple86: Forget the Fluff: A Practical Approach to ABM w/ Kristen Wendel
Kristen Wendel, Director of Marketing Operations at Planview, (Previously Director of Marketing Operations at VersionOne) shares how her team uses insightful…
GTM Made Simple87: Book Publishing: Do’s and Don'ts w/ Amy Fandrei
Your story is a good one. It has the ability to connect and resonate. It’s book worthy, but how do you make that leap? Imagine being able to write a book and…
GTM Made Simple88: 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 Simple89: Making the Move from SDR to Marketing w/ Allie Butters
Going through an acquisition can be tough. When adding a transition from sales to marketing, the path becomes steep. Allie Butters, Marketing Lead with…
GTM Made Simple8: Are You a Manager or a Leader? 5 Areas to Examine w/ Sangram Vajre
Are you a manager or a leader? These five assessments will tell you.
GTM Made Simple90: How Should You Budget for ABM?
In this episode, Kaitlin Lutz talks with Sam Melnick, VP of Marketing at Allocadia, all about how to budget for ABM. This episode is based off a blog that Sam…
GTM Made Simple91: Ready, Set, Start: Rocking ABM Account Selection from A to Z w/ Lisa Skinner
The world is full of marketing challenges. Win rates need to be higher, there’s a lack of sales and marketing alignment, a businesses need to be more efficient…
GTM Made Simple92: Tour of Duty w/ David Keil
How do some companies create loyalty between themselves and their employees while others watch talented staff and executives click through a turnstile?…
GTM Made Simple93: How to Tell Better Business Stories
What do all great movies have in common? According to Donald Miller’s Building a Story Brand, there’s a hero, a problem, and a guide. Most companies think that…
GTM Made Simple94: Glass Balls vs Rubber Balls w/ Meg Zelman
On this episode of the #FlipMyFunnel podcast, we give a huge shout out to all the moms. Whether they’re full time working moms or stay-at-home moms, or…
GTM Made Simple95: Chasing Moments as an SDR w/ Seyar Karimi
Why is it important to "chase moments" both personally and professionally? Seyar Karimi is a Senior Business Development Representative at Uberflip. Seyar…
GTM Made Simple96: ABM Success: Invoca's Journey from Implementation to Optimization w/ Julia Stead
Julia Stead, Director of Demand Generation for Invoca, discusses the successes and challenges of their implementation and optimization of ABM over a one-year…
GTM Made Simple97: In Search of the Customer Promised Land w/ Andy Raskin
How would you want customers to answer this question: How has (insert your company’s name) changed your life? According to strategic storytelling consultant…
GTM Made Simple98: The 22 Immutable Laws of Marketing: A Breakdown from Sangram
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 Simple99: Keys to Customer Success: Humans Welcome. w/ Ryan Schwartz & Kyle Hardaway
Relationships are built with intention. This week we sat down with Ryan Schwartz and Kyle Hardaway from Terminus to discuss customer success. There are several…
GTM Made Simple9: How to Get #OneTeam Buy-In
How do you get total #OneTeam buy in from the entire organization?
GTM Made Simple206: The 3 Steps You Need To Launch Your ABM Strategy w/ Elle Woulfe
If you’re starting your ABM strategy with the M in ABM before the A, you’re doing it wrong. Elle Woulfe is the VP of marketing at PathFactory where she helps…
GTM Made Simple207: Could a Freelancer Replace Your Full-Time Staff Member?
If current trends in independent contracting continue, 50% of the workforce will be comprised of freelancers by 2027. Is your company ready for this? According…
GTM Made Simple208: 5 Things I Learned From the Conex Conference
I was recently lucky enough to attend Conex, a content experience conference put on by UberFlip. It was 3 days of incredible speakers, life lessons, and even a…
GTM Made Simple209: 3 Reasons Why Sales Should Care About ABM w/ Alex Latraverse
In this one, Sangram talks to Alex Latraverse, VP of Enterprise Sales at Terminus, about the relationship between sales and ABM.
GTM Made Simple210: Flashback - What It Takes To Be A Modern CMO w/ Kyle Lacy & Justin Keller
Modern CMOs wear a bunch of different hats. And that involves being an expert in several different fields. They have to be obsessed with the entire customer…
GTM Made Simple211: Turn Your Pitch Into Your REASON w/ Dale Dupree
Surface level stuff is bullcrap. Prospects hear the same stuff everyday. “My product can save you 15% or more.” “This tool could really benefit your business.”…
GTM Made Simple212: How to Be an Amazing Fractional CMO w/ Dave Knox
Fractional CMOs are new in marketing, and it makes sense. A perfect fulltime CMO may not be what the company needs right now, but a proven marketing expert…
GTM Made Simple213: 5 Things We Learned From HYPERGROWTH
We love conferences and events at #FlipMyFunnel. They’re incredible places to hear from the best leaders in the industry, network and build lifelong…
GTM Made Simple214: Authenticity and Ferraris: One Employee’s Final Thoughts on His Time at Terminus
There comes a time in the life of every founder when they have to say goodbye to a team member. It’s never fun to lose people, but it’s especially bittersweet…
GTM Made Simple215: 3 Mergers And Acquisitions To Watch
News flash! Things are heating up from a mergers and acquisition standpoint in the marketing space. From owning the B2B space to improving personalization in…
GTM Made Simple216: 4 Controversial B2B Marketing Trends You Need to Start. Yesterday. w/ Peter Weinberg
We have some “contrarian” advice for all B2B Marketers, and it comes straight from LinkedIn: First piece of advice: The only advantage you can gain is in going…
GTM Made Simple217: Flashback - 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 Simple218: Forcing Functions: Why Every Organization Needs Them
Forcing function are the greatest reason why innovation happens in companies at a rapid scale. Think annual conferences like salesforce - the teams know that…
GTM Made Simple219: Mindful Leadership: How It Brings Your Life Into Balance w/ Alex Latraverse
We all like honest people. People who can inspire us with their successes, and expose their downfalls. But when those people can communicate what they’ve…
GTM Made Simple220: How To Practice Fearlessness In Marketing w/ Madison Bennett
Fearlessness is taking the keys to the Ferrari. That’s one of our core values at Terminus. But what does it look like to be fearless in marketing? Marketing…
GTM Made Simple221: The Perfect Marriage of Automation & Personalization w/ Kyle Porter
Empathetic listening, one-on-one conversations, and building amazing, personal touches are vital to your customer experience. Creating scalable, repeatable…
GTM Made Simple222: Creating Video Content: 4 Reasons You've Probably Never Considered w/ Ethan Beute
Most of the crazy community in #ABM believes passionately in the problems we solve and the value we deliver. We love what we’re doing, and we’re excited to…
GTM Made Simple223: 5 Ways to Be Productive as a Travel Warrior
Here are five ideas for maximizing your time and energy on the road: 1) Don’t drink 2) Eat salads 3) Work out in the morning 4) Sleep early 5) Read more on…
GTM Made Simple224: How an SDR Created a Makeshift ABM Playbook and Landed at Our Door w/ Kenny Brady
“Funny story: I was going through your open positions to pitch you on our staffing services. Instead, I think you have a position that was written just for…
GTM Made Simple225: How a 4-Time CMO Says You Should Create Your Ideal Customer Profile w/ Kirby Wadsworth
ABM is easy as soon as soon as you define your original ideal customer profile. But that’s just like the old Steve Martin answer on how to be a millionaire…
GTM Made Simple226: 3 ABM Truths and a Lie w/ Katie Bullard
“When we first decided to get serious about ABM, we were amazing at it.” “That’s the one lie I will tell you.” Everything else, was action-packed truth. For…
GTM Made Simple227: How Your Business and Brand Become the Most Trusted Voice w/ Marcus Sheridan
Sales teams make more money than marketers for one crazy simple reason: They speak the same language as the business owners. Marketers are great at describing…
GTM Made Simple228: Why Every Person Needs a Big Rock to Move w/ Sangram & James Carbary
A few weeks ago, we did an episode about forcing functions. The LinkedIn messages, emails, and comments just keep rolling in, so we had to revisit this topic…