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 Simple291: What is Branding and How Iconic Brands Do It w/Hayley Berlent
Where do great ideas come from? From people who have seen the world from a different point of view. That’s what Hayley Berlent says. And she would know. Hayley…
GTM Made Simple292: How to Bring About Change and Get Everyone on Board
How can a leader bring about change in their organization and get everyone on board? It's Take Over Tuesday and today my host David Lewis is speaking with Ruth…
GTM Made Simple293: How to Make Your Customers Feel at Home
My former boss Marc Benioff, the founder of Salesforce, is a genius at turning customers into evangelists. I have learned so much from him that I now use in my…
GTM Made Simple294: Flashback - How to Measure ABM Success w/ Masha Finkelstein
What if you modeled the way you made friends after account-based marketing? Crazy, right? Maybe not. I recently chatted with Masha Finkelstein and asked her…
GTM Made Simple295: How Commitment Creates Movement
Here’s a big idea that can change your life and maybe the world around you: Commitment creates movement. Commitment is how you achieve anything meaningful in…
GTM Made Simple296: Pivoting from a Startup Leader to a Scale-up Leader w/Brian Halligan
A scaling up company leader needs to shed his startup skin and re-emerge as a whole new animal. (S)he needs to: Let the experts you hired make their best…
GTM Made Simple297: How to Make a Difference at Work and In Your Career
When you work in marketing, whether it is ABM or traditional marketing, you sometimes can get caught up in the latest tools. but for Heidi Melin, the CMO of…
GTM Made Simple298: Flashback - 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 Simple299: Flashback - 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 dissatisfied with their level…
GTM Made Simple300: Sangram Answering Audience Questions
In my 300th episode of the Flip My Funnel podcast, I’m answering questions. Here’s a sample: Steven Loudermilk wants to start a podcast on real estate and asks…
GTM Made Simple301: Building a Culture That Can Take You Public w/ Godard Abel
A lot of entrepreneurs dream of ringing the bell. You’ve poured your blood, sweat, and tears into your venture. Finally, it’s going public. But to get to that…
GTM Made Simple302: How to Do Tech Evangelism The Right Way w/ Dave Isbitski
Does your company need an evangelist? The title is bandied about quite a lot but who is doing it right? We spoke with Dave Isbitski Chief Evangelist for Alexa…
GTM Made Simple303: How & Why to Create Unforgettable Moments for Your Employees w/ James Carbary
It’s not often that you hear a concept that totally blows you away. I was recently speaking with my co-host and podcast producer, James Carbary, Founder of…
GTM Made Simple304: How ABM Breaks Through Noise to Create Awareness w/ Jeremy Middleton
If you’re selling a big ticket item with a long sale cycle, account based marketing is the smartest way to go according to Jeremy Middleton, Senior Director of…
GTM Made Simple305: Relationships Don’t Scale - But Build Them Anyway
Relationships don’t scale. But doing unscalable things can build relationships. As a leader, as a marketer, as a salesperson - what are the things you can do…
GTM Made Simple306: How to Understand Branding w/ David Brier
Welcome to another episode of the #FlipMyFunnel podcast. Today, we sit down with author and speaker David Brier. David is an expert on branding, and he wrote a…
GTM Made Simple307: Evangelism - The Purest Form of Sales w/ Guy Kawasaki
Welcome to another episode of the #FlipMyFunnel podcast. Today, we sat down with Guy Kawasaki, one of the original Chief Evangelists and arguably one of the…
GTM Made Simple308: Flashback - 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 Simple309: Flashback -Engagement: 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 Simple310: Do You Have an Outcome Versus Activity Based Mindset?
My goal outcomes determine my daily tasks. Not my inbox. Who's determining your goals? Is it you? Or is it your inbox? That’s what we talked about on today’s…
GTM Made Simple311: How to Operationalize a Word-of-Mouth Strategy w/ Jay Baer
You've got a marketing strategy, a content strategy, a social strategy, an ABM strategy. You may also have a crisis strategy, a sales strategy, a hiring and…
GTM Made Simple312: When Do you Need a Chief Evangelist w/ Dan Steinman
Tech evangelists have been with us since the beginning of the Macintosh operating system. While the evangelist title is undeniably cool, when is it necessary…
GTM Made Simple313: Flashback - To Sell is Human
If we are human, why is it so hard to act like one? What does being human in the corporate world look like? In Daniel Pink’s book, To Sell is Human, Pink…
GTM Made Simple314: Flashback - 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 Simple315: Rewriting History By Reframing The Problem
It’s another episode of Sangram’s Big Idea Friday. In this episode of the Flip My Funnel podcast Sangram talks about how to rewrite history. You can rewrite…
GTM Made Simple316: Is Seth Godin’s 5 Step Marketing Framework Right For You w/ Seth Godin
If there is one person synonymous with marketing excellence, it is Seth Godin. Godin has written 18 bestselling books including Permission Marketing and Purple…
GTM Made Simple317: What Makes A Great Evangelist w/ Ethan Beute & Sangram
As you know, on Tuesdays we have been doing our Takeover series. For this series, Ethan Beute has been hosting awesome interviews, all focused on this idea of…
GTM Made Simple318: Flashback - How to Deliver a TED Talk (or Any Important Talk) w/ James Carbary & Sangram
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 Simple319: How Phononic Used Terminus To Reap Huge ABM Success
For today’s episode of the Flip My Funnel podcast, we spoke with Daniel Englebretson, Director of Integrated Marketing at Phononic. In this show, Daniel and I…
GTM Made Simple320: Stand for Something. (Or Stand for Nothing)
Not everyone agrees with Guy Kawasaki. But no one ignores him. He uses his social influence to speak out about politics. Many told him to stay out of those…
GTM Made Simple321: What You Can Learn from Non-Profits w/ Trent Ricker
For today’s episode of the Flip My Funnel podcast, we spoke with Trent Ricker, CEO and President of Pursuant Group. Trent and I talked about how to Flip the…
GTM Made Simple322: Why Quora’s High-Intent Audience Is Gold w/ JD Prater
For today’s episode of the Flip My Funnel podcast, we spoke with JD Prater, Quora Evangelist at Quora. JD and I talked about why Quora needs to be part of any…
GTM Made Simple323: Cultural Mastery: How to Lead and Sell in the 21st Century w/ Ricardo Gonzalez
You need to communicate and motivate your colleagues and customers. Culture is the invisible water in which we swim, but if you’re not aware of its currents…
GTM Made Simple324: How Do You Earn the Right to Do Business with Your Prospects? w/ Michael McCunney
Think always of your prospect’s challenges, not your solution. If you want to see a company that’s learned how to put their prospects’ challenges first, listen…
GTM Made Simple325: What Oprah’s Wisdom Has Taught Me
Are you ready to live the life of your dreams? You have to be ready to make a hard choice and gamble on the unknown. That’s my life lesson from today’s Big…
GTM Made Simple326: Sales 3.0 - How to Survive and Thrive in the New Landscape w/ Barbara Weaver Smith
Sales 3.0 has arrived and could be about to destroy your sales job. When account-based marketing and sales enablement platforms meet artificial intelligence…
GTM Made Simple327: How to Build the World’s Best Team w/ Jeff Perkins
Retention and talent acquisition take up a lot of bandwidth in conversations today. So Sangram sat down with a real pro, Jeff Perkins, to ask him how he…
GTM Made Simple328: Flashback - Are You a Manager or a Leader? 5 Areas to Examine
Are you a manager or a leader? You don’t have to be one or the other. Neither is better. Leadership needs no title. But to be effective, you need to know where…
GTM Made Simple329: Insights From the 2018 State of ABM Survey w/ Derek and Matt Heinz
A few months ago, we joined with Heinz Marketing to release our annual State of ABM Survey Report. The report is based on a survey with 470 companies, and…
GTM Made Simple330: Flashback - 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 Simple331: Running an Agency With Your Wife and Crushing It w/ Mike and Nikole Rose
Most people don't have their profit and loss statements sitting around the office blown up to a 4x6 foot size. But Nikole and Mike Rose do. The founders of…
GTM Made Simple332: ABM for Humans: Relationship-Based Marketing w/ Justin Keller
Marketing departments think in terms of accounts, not the humans in the target department of the target company. We need to start thinking about…
GTM Made Simple333: Flashback - 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 Simple334: How to Practice ABM Using the TEAM Framework
We have a surprise for you: Instead of our host, Sangram, interviewing someone, he was actually interviewed for a webinar called the 4 Steps to ABM Success…
GTM Made Simple335: Flashback - 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 Simple336: How Do You Become a Sensational Leader w/ Duane Cummings
In a recent podcast I spoke with Duane Cummings, speaker, author, former CEO of Leadercast. and host of the Leadercast podcast. Here are just a few highlights…
GTM Made Simple337: Breaking Through the Digital Noise to Create Magic w/ Justin Keller and Sruthi Kumar
Every month we’re pelted with 600,000 brand impressions. Does that make you feel exhausted? Me too. Sruthi Kumar works for Sendoso is the world’s first ever…
GTM Made Simple338: Flashback - The Last Career Guide You'll 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 Simple339: An Inside Look at Oracle’s Account-Based Strategy w/ Steve Watt and Kelvin Gee
Ready for an account-based strategy treat? This week I'm so excited to have another #TakeoverTuesday guest but on Thursdays for the next few weeks with Steve…
GTM Made Simple340: Flashback - Passion Trumps Resume
Is it better to hire people who have an impressive CV, or who will roll up their sleeves and do whatever needs to be done to bring a project to fruition?…
GTM Made Simple341: Multiply Your Sales with the Go-Giver Mindset w/ Bob Burg
If you’re like most salespeople, you like to think of yourself as a Go-Getter. What if I told you, you’ve got it exactly the opposite? You need to reverse the…
GTM Made Simple342: A Tale of Two ABM Programs w/ Jess Engel & Bre Gaul
As it turns out, the size of your ABM program doesn’t really matter. Whether you’re a team of two or 1,000, the tactics of successful ABM are mostly the same…
GTM Made Simple343: Flashback - 5 Ways You Know You Are A One Night Stand Marketer
Are you a one-night-stand marketer? Are you constantly trying to close the deal after only the first encounter? Here’s how you know I’m describing you: You…
GTM Made Simple344: What Makes a Good ABM Company Great w/ Matt Senatore & Steve Casey
In this episode, my guest host (Steve Watt) had the opportunity to interview two true leaders in the ABM space, Matt Senatore and Steve Casey. Matt is the…
GTM Made Simple345: Flashback - 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 Simple346: Stop Leading With Your Product & Start Talking About the Problem w/ Keenan
Why do we buy a car? Because we have a transportation problem. Why do we take medicine? Because we have a pain problem. Why do we buy software? Because we have…
GTM Made Simple347: Sales Development - The Unsung Heroes of ABM w/ Sarah Tosh & Mavis Norwich
In another Takeover Tuesday episode of the Flip My Funnel podcast I (Justin Keller) had the opportunity to talk with two amazing Sales Development leaders…
GTM Made Simple348: Flashback - 6 Quotes From John Wooden That Will Change Your Life
He wasn’t good at coaching basketball. He was legendary. In 12 years, John Wooden won 10 D1 titles, 7 of which were back-to-back. (No other coach has won 5 in…
GTM Made Simple349: Good to Great - Taking ABM to the Next Level w/ Meredith Fuller
Sometimes it’s good to take things up a notch. Perhaps your ABM program has some wings, or you have some ABM tech … but you want to take things deeper. This is…
GTM Made Simple350: Flashback - 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…