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 Simple229: From Peer to Coach- Being a Young Leader in a Rapidly Growing Company w/Christina Simms
Leadership is difficult. Young leadership is harder. When your peers on Friday become your direct reports on Monday, awkward is often the best-case scenario…
GTM Made Simple230: Flashback - How to Build a Killer B2B Brand w/ Edward Ford
What do you think of when you think about brand marketing? Most people probably think about fluff. And this couldn’t more true than in the B2B and SaaS world…
GTM Made Simple231: 3 Ways to Challenge Your Marketing Team to Drive the Only Metric That Matters w/ Karen Steele
Everyone owns revenue. It’s not sales job, it’s our job. The silos of organizations have to be destroyed in order for us all to get back to the one thing that…
GTM Made Simple232: 5 Skills Every ABMer Must Have w/ Brittney Overstreet
“Not all accounts are the same — often, they each need a personal, detailed approach.” It’s not every day you meet an account based marketer like Brittney…
GTM Made Simple233: 6 John Wooden Quotes that will change your life
Who is John Wooden? John Robert Wooden (October 14, 1910 – June 4, 2010) was an American basketball player and head coach at the University of California at…
GTM Made Simple234: Do your SDRs talk to your Customer Success team? w/ Ryan Vitello
Can you name the only two customer-facing roles in your business? Your sales development team and your customer success team. But how often do they…
GTM Made Simple236: “Stop Giving So Many CTAs” & 2 Other B2B Hacks You Can’t Live Without w/ Randy Frisch, Katie Cantwell, and Tyler Lessard
We talk a lot about using marketing and sales tactics that re-humanize B2B and make it personal. This episode isn’t just a one scoop of B2B sales and marketing…
GTM Made Simple237: Why a 1.5x Pipeline Is Actually More Valuable than 5x Pipeline w/ Andy Paul
Like radical ideas? Here’s one: You don’t need a bigger pipeline. You just need to create more value for your current prospects. Radical, right? That’s just…
GTM Made Simple238: How to Conduct Effective 1 on 1’s with the CARE Format
The 1 on 1 meeting. A lot of us have them on a regular basis. They may be useful meetings to check in with managers or direct reports. They may be time to…
GTM Made Simple239: How to Report on Rev Ops at the Board Level w/ Brad Smith
Revenue Ops has a tough job already. But reporting at the board level adds an extra layer of complexity. On this episode of the #FlipMyFunnel podcast, we…
GTM Made Simple240: How Optymyze Defines TAM and Measures ABM w/ Renny and Sarah
The idea of ABM is really about alignment. It's about focusing. It's about concentrating on the group of accounts that are going to provide the highest value…
GTM Made Simple241: Transforming ABM at Terminus w/ Todd McCormick
Though a leader in helping others implement Account Based Marketing (ABM), Terminus struggled to implement ABM principles itself until two years ago. Todd…
GTM Made Simple242: How to Never Lose a Customer EVER Again w/ Joey Coleman
In our pursuit of conversion rates, we’ve often missed customer retention. Our thrill of the chase has left many of our prospects disasatisfited with their…
GTM Made Simple243: Want to Be a Better Communicator? Do These 3 Things
In this one, Sangram does a book review of Communicating for a Changeby Andy Stanley and Lane Jones.
GTM Made Simple244: Flashback - 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 Simple246: 8 Video Tips for B2B Sales Pros w/ Jason Price
By now, you’ve probably heard you should be using videos somewhere in your B2B sales cycle. But … how do you do it? Where does video fit in the sales cycle?…
GTM Made Simple247: Why Companies Like HubSpot Are Tripling Down on Podcasting w/ Sam Balter
Many companies are wondering about podcasting. Should they get in the game? The truth is if you’re not active in podcasting, it's like not having a blog —…
GTM Made Simple248: A 5-Part Formula to Effective Communication
Here comes part 2 of the book review of “Communicating for a Change” by Andy Stanley and Lane Jones. Andy lays out a 5-part formula to communicate more…
GTM Made Simple249: Flashback - 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 Simple250: The Top 3 Priorities of a CMO Who Just Happened to Raise $103M with $1.6B In Valuation w/ Jen Grant
Do you have a Department of Customer Love? Maybe that should be one of your marketing priorities heading into the new year. In this episode of the…
GTM Made Simple251: Flashback - 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 Simple252: All-Time Most Downloaded Episode on Customer Success vs. Customer Happiness w/ Lincoln Murphy
In this one, we're replaying our most downloaded podcast episode, an interview with Lincoln Murphy in which he discusses the difference between customer…
GTM Made Simple253: Best of 2018 - The Importance of Journaling
Sangram argues the benefit of journaling as a tool for self-reflection and the achievement of goals.
GTM Made Simple254: Best of 2018 - Glass Balls vs Rubber Balls w/ Meg Zelman
Meg Zelman is one of our rockstars at Terminus. As a new mom, Meg has a lot on her plate. She likes to think of everything on her to-do list as either a glass…
GTM Made Simple255: Best of 2018 - 3 Things to Know About 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 Simple256: Building a Moat, Finding Your Fit’s Source, and Playing the Long Game for Yourself w/ Rand Fishkin
Companies are hard to build and hard to sustain. They require protection from competition in the form of a moat. They require intelligence data on their ideal…
GTM Made Simple257: The 4-Part SEO Framework That Helped This Marketer Outrank Wikipedia w/ Gaetano DiNardi
We all know about the importance of ranking well on Google. A potential customer goes onto the trusted search engine to find a solution to their problem… and…
GTM Made Simple258: Jeff Bezos & His Philosophy on Growth – Part 1
This is part one of a four-part series reviewing the Amazon shareholder letter written by Jeff Bezos in 1997 and his big idea around Day 1. Take a look at all…
GTM Made Simple259: How Thomson Reuters Runs Their ABM Program at Scale With These 5 Strategies w/Jillian Gartner
95%. That was her 2018 win rate. When she used ABM, she won, 95% of the time. Jillian E. Gartner doesn’t leave ABM deals on the table. She’s so good in fact…
GTM Made Simple260: How Consistency Creates Massive Outcomes
When you exercise or start learning a new skill or a new language, there’s one major element that determines the outcome of that endeavor: Consistency. If you…
GTM Made Simple261: How to Build World Class Teams w/ Corinne Sklar - CMO Bluewolf, An IBM Company
Everybody company wants it, but not every company gets it. In fact, of the tens of thousands of companies out there, few ever quite get to say that they’ve…
GTM Made Simple262: 3 Specific Ways to Make Your Organization More Productive w/ Andrew Hurley
For summer reading what sounds better? Inching along on 16 unfinished books? Or reading 3 great ones cover to cover? Obviously the second. So why are we so…
GTM Made Simple263: Jeff Bezos’ Philosophies on Customer Obsession - Part 2
Welcome to part 2 of our 4-part series on the philosophies of Jeff Bezos. These episodes are based on Jeff’s letters to his shareholders over the last 21 years…
GTM Made Simple264: Flashback - 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 Simple265: Joy Is Forever; Happiness Is Temporary
Most of us chase temporary happiness, when we should be chasing everlasting joy. What does that really mean? Sangram unpacks the entire concept on this…
GTM Made Simple266: What An NFL Pro Thinks About Leadership, Trust, and Small Wins w/ Reggie Rivers
What if you didn’t have to wait until you were “in charge” to lead those around you? Authority doesn’t always equal leadership. Regardless of your position…
GTM Made Simple267: How to Instantly Connect with Your Future Customers w/ Logan Lyles
Deals don’t come easily. The days of cold-calling and spray-and-pray emails are quickly fading. What’s a salesperson to do in today’s climate of increased…
GTM Made Simple268: Jeff Bezos & His Philosophy on the Employee as an Owner
Mission, People, & Culture: They form what Sangram calls the magic triangle. Every company has to address these 3 issues, and few address them quite like…
GTM Made Simple269: Flashback - How to Double Your Win Rate with ABM w/ 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 Simple270: Passion Trumps Resume
Is it better to hire or choose partners who have an impressive CV, or who will roll up their sleeves and do whatever needs to be done to bring a project to…
GTM Made Simple271: How to Be Humble and Run Amazing Social Media Campaigns w/ Caitlin Angeloff
Most companies are using social media, but that doesn’t mean they are using it correctly. There’s no single secret formula to having successful social media…
GTM Made Simple272: 4 Simple Tweaks That Will Radically Increase Your Daily Productivity w/ Bryan Wish
Often, it’s not the small things, but the big things that truly determine our daily productivity. The smallest tweaks can have the largest impact. Bryan Wish…
GTM Made Simple273: Part 4 of the Bezos Letters: Why It’s Always Been Day 1 At Amazon
“Day 2 is … followed by death. That’s why It will always be day 1 at Amazon.” — Jeff Bezos Here it is: The final chapter of our 4-part series on Jeff Bezos’…
GTM Made Simple274: How to Scale up Your Account-Based Marketing w/ Daniel Day
Daniel G. Day, Director of Account-Based Marketing (ABM) and Market Planning at Snowflake Computing is an ABM rock star. Snowflake Computing is a cloud-based…
GTM Made Simple275: Struggle Creates Change, Change Creates Growth
When was the last time you really grew? Did you grow when you were happy and lucky? Did you grow when everything was going your way? Or did you grow when there…
GTM Made Simple276: Community Building, Instagram, and Failing Forward w/ Amanda Nelson
Ready for an amazing example of community marketing done right? On this episode of the #FlipMyFunnel podcast, we brought in an expert marketer to explain the…
GTM Made Simple277: Flashback - The Creative Curve w/ Allen Gannett
We're bringing it back to another one of our favorite episodes for Flashback Tuesday! What do The Beatles, Elon Musk, JK Rowling, & Steve Jobs have in common?…
GTM Made Simple278: Customer Obsession: Making Patriots Fans Out of Your Customers
Patriot's fans. You either love 'em, hate 'em, or you're one of 'em. But no one can deny their team loyalty and passion for evangelizing. We all want our…
GTM Made Simple279: Never Stop Loving Your Customers, Even When They Leave w/ Jason Katz & Ryan Vitello
When a customer churns, this is a tremendous opportunity for you to: Get feedback on your company’s good, bad, and ugly Find out what the lost customer really…
GTM Made Simple280: 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 Simple281: Why Experimenting is the New Marketing w/ Jim Ewel
Question: If your company had 40 events per year instead of 1, would you improve as if you had 40 years worth of learning? This question has to do with the…
GTM Made Simple282: A Silicon Valley CMO Shares Her Six Secrets of Success w/ Jennifer Dimas
Being a successful CMO requires several characteristics and skills: Surround yourself with mentors/advisors Do your on boarding homework Understand your brand…
GTM Made Simple283: How Salesforce Succeeded Turning Tactics Into Strategy
#FlipMyFunnel host Sangram Vajre and Sweet Fish Media Founder James Carbary discuss the insights from Marc Benioff’s book Behind The Cloud. They focused on one…
GTM Made Simple284: Flashback -Methods, Models, and Metrics of Account-Based Revenue w/ Trish Bertuzzi
The marketing game has changed again. And with that, the way we approach business accounts. No longer does it make sense to cast a wide net. Rather, we need to…
GTM Made Simple285: Moments Matter, Experience Gathers, Everything Else Scatters
A little poetic spin on this week’s #BigIdeaFriday: Moments matter, experience gathers, everything else scatters. This episode of the #FlipMyFunnel podcast…
GTM Made Simple286: How to Lead When You Are Not in Charge w/ Clay Scroggins
Some kids want to be firemen when they grow up. Others want to be doctors or engineers or fitness gurus. Clay Scroggins wanted to be a leader. And he’s been a…
GTM Made Simple287: Creating a Frictionless Customer Experience w/ Gene Foca
Today's host is David Lewis, Founder of DemandGen. What do coaching soccer and being a CMO have in common? Well, actually, a lot. Gene Foca is currently the…
GTM Made Simple288: The 3 Things Marc Benioff Focused On to Get Results
Everybody knows you can’t be good at everything. You especially can’t be good at everything all at the same time. So, what do you do? Focus on the 20 percent…
GTM Made Simple289: How This Terminus User is Adopting ABM to Drive Growth
Why do I want to brag about Pramata who’s web traffic has gone down? To be clear, it’s gone down directly because of using Terminus. Jeremy Middleton is the…
GTM Made Simple290: Why Being Respected is More Important Than Being Liked
When it comes down to it, being respected is more important than being liked. Being respected is a long term play for somebody’s betterment. Being liked is a…