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 Simple351: How to 10X Yourself with Virtual Assistants w/ Bryan Miles
How do you become more than just yourself? How do you scale up your ambitions? How do you summit real mountains and giant business obstacles with equal ease?…
GTM Made Simple352: Get Your ABM Program Unstuck & Moving w/ Lisa Ames
“Where do we go from here?!” Maybe you’re still on the starting blocks. Maybe you’ve passed up ABM 101, and you need to level up. (Or maybe you don’t even know…
GTM Made Simple353: Flashback - Why Every Person Needs a Big Rock to Move
Awhile ago, we did an episode about forcing functions. The LinkedIn messages, emails, and comments just kept rolling in, so we had to revisit this topic…
GTM Made Simple354: How to Build a Strong ABM Program That Scales Successfully w/ Shellie Smith
In this #TakeoverTuesday episode of the #FlipMyFunnel podcast, I (Steve Watt) interviewed Shellie Smith, America's lead for account based marketing at…
GTM Made Simple355: Flashback - Moments matter. Experiences gather. Everything else scatters.
Moments matter, experience gathers, everything else scatters. This episode of the #FlipMyFunnel podcast, Sangram dives into how you can create meaningful…
GTM Made Simple356: Does Your Business Need More Humor? w/ Tom Fishburne
Are people laughing at your business? Maybe you want them to. Humor is not only a great selling tool, but a fantastic way to create internal cultural changes…
GTM Made Simple357: How Marketing & Sales Alignment Increases Revenue w/ Dave Rigotti
Every company aims to achieve marketing and sales alignment. But how to do it? Why not ask a leader at one of the world’s top marketing companies, Marketo? On…
GTM Made Simple358: Flashback - Forcing Functions: Why Every Organization Needs Them
Imagine Steve Jobs getting up at an Apple event and not announcing a new product. No iPhone, iPad, or laptop. Nothing. Seems crazy doesn't it? Forcing…
GTM Made Simple359: How To Enable Your Internal Teams to do ABM w/ Jordan Fanelli and Cassie Sperber
One of the big challenges that I get asked about all the time is, how do I enable my internal teams to do ABM? Well, I recently stumbled upon a couple of folks…
GTM Made Simple360: Flashback - Why Being Respected is More Important Than Being Liked
Today's big idea is that - Being respected is more important than liked. I have been reading and re-reading the book called Radical Candor by Kim Scott and one…
GTM Made Simple361: Why the Success of Your ABM Program is Dependent on Your Organization’s Goals w/ Anamika Gupta
I haven’t met anyone who’s been doing ABM for as long (and as well) as Anamika Gupta, Head of Account Based Marketing at Fujitsu. She’s been practicing ABM…
GTM Made Simple362: How Do You Start an ABM Program? w/ Lauren Vaccarello
When you start an ABM program, the hardest nuts to crack aren’t your target companies, it’s your internal sales team. How do you start an ABM program that wins…
GTM Made Simple363: Flashback - Wake Up Earlier and Supercharge your Day
Mornings. If the hairs on the back of your neck stood up when you read that word, you’re not alone. The snooze button is somehow at the same time the greatest…
GTM Made Simple364: How 1 Team Scored a 95% Win Rate w/ Jillian Gartner
She’s back. A while ago on episode 259 of #FlipMyFunnel, ABMer Jillian Gartner talked about her 95% win rate with ABM. People had questions about how she did…
GTM Made Simple365: Flashback - The Big Idea: 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 Simple366: Listen. Then Listen With Curiosity w/ Mark Greene
We did something a little different on this episode. It’s not about ABM, or sales, or marketing, or even B2B. This episode is about parenting. (But if you…
GTM Made Simple367: Are You Ready to Launch ABM Globally? w/ Brian Kardon
Have you had the fantasy of deploying ABM at a global company and getting to play with all the cool tools? (Hey, if these are your fantasies, who are we to…
GTM Made Simple368: Sangram’s Thoughts on Fatherhood
Sangram’s not only a great leader of the fastest-growing ABM company, but he’s also a thoughtful parent. Recently, he was invited on the Dad the Best I Can…
GTM Made Simple369: How Do You Go from Immigrant to Sales Leader in a Few Years? w/ Lyuda Rogers
Want some inspiration? Want to see if the American dream is alive and well? Just speak with Lyuda Rogers. As an immigrant to the US, she had to create a…
GTM Made Simple370: Flashback - 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 Simple371: Here’s Why Sales Isn’t Sleazy Anymore w/ Daniel Pink
I’m guessing one or two of you have heard of a guy named Daniel Pink. He’s the author of To Sell Is Human: The Surprising Truth About Moving Others and When…
GTM Made Simple372: Leadership Quality Communications w/ Joe Yazbeck
What’s your biggest fear? If you’re anything like the rest of the world, public speaking is probably one of your top three. But what if that was one thing…
GTM Made Simple373: Is Hustling Making Us Happy? w/ Bryan Kramer
You know how to “hustle.” Everyone’s talking about it — TV, the internet, books … content everywhere is reminding us to take part of the “rise, grind, and make…
GTM Made Simple374: How To Take Your Marketing From Good To Great
I gave a talk about this topic of taking your marketing from good to great at several different events, but one of the events in Phoenix, Arizona, B2BMX, sent…
GTM Made Simple375: Are You a Leader Or A Manager?
A lot of people have trouble differentiating whether they’re a leader or a manager. It’s not good or bad to be one or the other. They both are equally…
GTM Made Simple376: What Do You Do With A Gun Pointed In Your Face? w/ Erik Seversen
Fear can be devastating. On the other hand, as Erik Seversen discovered, it can be one of the most energizing forces around. On today’s episode of the…
GTM Made Simple377: The Power of Communication For Success In Leadership w/ Joe Yazbeck (Part 2)
Communication is the single most important activity for any leader, professional, or executive, but why is that? How does effective communication lead to more…
GTM Made Simple378: The Dark Side of the Word “Hustle” w/ Jill Rowley
Jill Rowley has been exceptionally vulnerable on social media about her work/life balance. Work is her great passion in life, and her career has taken a high…
GTM Made Simple379: Bringing Oracle’s Account-Based Strategy To Life: A Tale Of Two Campaigns
The closing session at the B2B Marketing Exchange was really fantastic. It was all about ABM — specifically how Oracle brought their ABM strategy to life…
GTM Made Simple380: To Break Through, Be Willing to Break Your Routine
You’ve heard the advice: Wake up at 5 am and get your routine right Take cold showers to spark up your creative brain Have a routine to gain maximum…
GTM Made Simple381: Why And How To Create A LinkedIn Course w/ Joshua Mitchell
We at #FlipMyFunnel are huge fans of LinkedIn--it’s evident in how much we post and engage with others on the platform. Recently, our Co-Founder even launched…
GTM Made Simple382: What It Really Means to be a Leader Taking Action w/ Joe Kerner
The point of leadership is to produce some desired and intended end result. To actually get something done. Think about the word “executive”. The word…
GTM Made Simple383: A View from The Other Side: Living with a Workaholic w/ Susanne Justice-Hidalgo
It started with the occasional missed dinner. A few late emails here and there. But it didn’t stop. Workaholism isn’t always obvious; it’s an insidious force…
GTM Made Simple384: Optimizing ABM Execution To Outperform Organizational Expectations
One of the highlights for us at B2BMX was a panel discussion where four experts talked about ABM strategies they’ve deployed at their companies. The panel…
GTM Made Simple386: How to Implement Radical Candor in Your Organization w/ Kim Scott
Everybody struggles with radical candor. To care personally about everyone you work with, but also to challenge them directly, is something we all constantly…
GTM Made Simple387: How to Avoid Creating a Corporate Culture by Accident w/ Joseph Kerner
Culture is one of the hottest topics in business today. But don’t worry: for those of you who aren’t into buzzwords or generalities, there’s still plenty of…
GTM Made Simple388: The Difference Between Hard Work & Hustle
We’ve all heard that we should hustle. We read it on t-shirts, speakers shout it to us at conferences, and podcasts blare it in our ears. But when is too much…
GTM Made Simple389: 3 Things Marketers Have to Understand if They Want to Support Sales w/ Pam Didner
Trying to support sales as a marketer can be . . . painful. Everything is always last minute. They don't know where things are. That’s the perception…
GTM Made Simple390: To Say ‘Yes’ to 1 Big Thing, You Have to Say ‘No’ to Everything Else
This week, Sangram’s preaching to himself — Because this week’s big idea, is an issue many of us still wrestle with. Maybe you’re the lady or the guy who likes…
GTM Made Simple391: Marketers Are the Linchpin of the Entire Organization w/ Meagen Eisenberg
Describe your idea of a modern CMO. Now ask someone else. Now ask another person. See all the different ideas that come together? If one person were able to…
GTM Made Simple392: Tactical Tips for Working With Sales w/ David Tam
In the end, B2B marketing is all about driving leads and turning those leads into opportunities and net new revenue. To make that happen, you must work closely…
GTM Made Simple393: Office Hours
On Office Hours we talk about all things marketing, sales, and customer success. I’m doing office hours on LinkedIn Live every Friday, or you can catch the…
GTM Made Simple394: How to Achieve Sales and Marketing Alignment in 3 Steps w/ Shahid Javed
A lot of us know that now. But we get stuck when it comes to implementing that alignment on a daily basis. I mean, they’re such different functions. One is…
GTM Made Simple395: You Don’t Need More Resources. You Need To Be Resourceful.
When it comes to having bigger teams, more resources is what creates more opportunities to get more done. Right? On today’s episode, Sangram talks us through…
GTM Made Simple396: The Journey From A Garage To A Publicly Traded Company: Overcoming Startup Challenges
We have been interviewing some incredible guests in the last few months. We had Seth Godin. We had Daniel Pane. We had Kim Scott. And all in all, I think…
GTM Made Simple397: What You Need to Know to Operationalize Your ABM Program w/ Leah Allan
ABM takes both a strategic approach and an operational approach to be successful. But a lot of companies run into roadblocks at some point along the way. And…
GTM Made Simple399: How to Get Over the Fear and Dive Into ABM w/ Marty Thompson
Marty once launched his own ad agency that he named Two Bananas. Today, he’s the CMO at Clear Software in Indiana. I knew he was the perfect person to join me…
GTM Made Simple400: Be Patient and Have a Great Attitude
When was the last time you felt like you had everything you could ever want? Like you had it, like you made it? Most of us have experienced that high in one…
GTM Made Simple401: GrowthIQ: Modernizing a Growth Study and the Three Reasons Why We Can’t Stand the Funnel w/ Tiffani Bova
How far back was the funnel invented? Go ahead, give your best guess. 1920s? 30s? 2000? What’s the answer? Give up? The funnel has been around since the 1890s…
GTM Made Simple402: Making Your Data Actually Work For You w/ Nicola Frazer-Reid
What if you could put all those years of collecting data right to work? (And what would you do if it told you to take an account-based strategy for your entire…
GTM Made Simple404: Marketing Within The Deal: Reaching Deeper Into The Funnel To Impact Win Rates w/ Dave Bruno
It’s been 27 years since the movie Glengarry Glen Ross came out. The one with Alec Baldwin’s famous “Coffee is for closers” scene. Ever seen it? It’s in just…
GTM Made Simple405: How to Not LOSE Your Family to WIN the World, Pt. 1
We need to get back to our families. If we’re working long hours, but not connecting with our families, what’s it all for? It can be extremely hard for busy…
GTM Made Simple406: B2B Sales: Why Transparency Sells Better Than Perfection w/ Todd Caponi
What do customers expect from your company? Are you owning your spot in the market? Or are you trying to be everything for everyone? When it comes to leading a…
GTM Made Simple407: Changes You Have to Make When Switching to an ABM Model w/ Shari Johnston
You’ve aimlessly chased those little guppies for too long now Why continue trying to corral little tiny leads when you could be putting your resources towards…
GTM Made Simple408: How to Play to Your Strengths With an Account-Based Model w/ Kelvin Gee
How are you changing the game? Is your team playing to its strengths? Or, is it simply sticking to tradition? Account-based marketing has stormed the B2B…
GTM Made Simple409: How B2B Organizations Are Building Teams & Strategies To Improve Pipeline Collaboration & Visibility
If you're a marketer today, you are a revenue marketer. But you probably already know that. Many of you have held marketing ops roles or sales ops roles, but…
GTM Made Simple410: How to Not LOSE Your Family to WIN the World, Pt. 2
We need to get back to our families. If we’re working long hours, but not connecting with our families, what’s it all for? It can be extremely hard for busy…
GTM Made Simple411: How to Work for Your Passion and Get Paid for It Too w/ Jess Ekstrom
Passion and a paycheck. Oftentimes, these two things don’t go hand-in-hand in our lives. Why not? We had the chance to contemplate this idea with Jess Ekstrom…
GTM Made Simple412: CMO to CEO: How Marketing Leaders can Make the Ultimate Transition w/ Katie Bullard
Feeling replaceable is tough. Unless you’re moving up. That’s what Katie Bullard, president of DiscoverOrg, did. Throughout her career, she has been shrewd…