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 Simple698. How Inbound is Rebooting Inbound: A 20k+ Event Reimagined
When it became obvious live events weren’t going to happen this year, many events tried to move online. But that was a mistake… You can’t just do the same…
GTM Made Simple697. Pivoting from a Startup Leader to a Scale-up Leader
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 Simple696. How to Be a Kick-Ass CMO of an Iconic Brand
Ever wonder what it’s like to be a CMO of a sales and marketing behemoth? We just got a pretty good idea of what it’s like from HubSpot CMO Kipp Bodnar. What…
GTM Made Simple695. Keeping the Faith: Faith-Based Leadership Through Crisis
We all have to have faith that we will get through the pandemic to keep our sanity and to come out on the other side stronger. In the mean-time, as leaders, we…
GTM Made Simple694. Award-Winning Lessons You Need for Your Next Demand Generation Campaign
Stop focusing on one thing at a time! If you focus too much on one thing, you’re actually trapping yourself. This episode I sit down with Daniel Englebretson…
GTM Made Simple693. Why Terminus Embraces Their Competitors
The script has flipped. Embracing the competition? Aren’t we supposed to hate each other? Not according to #FlipMyFunnel founder and host, our very own Sangram…
GTM Made Simple692. 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? -------------- Join me for weekly…
GTM Made Simple691. CMO to CEO: How Marketing Leaders Can Make The Ultimate Transition
Bigger is not always better. Especially if you want to be CEO. Whether you’ve always had your mind set on being the leader or not, joining a small startup has…
GTM Made Simple690. Changes in Marketing Under COVID-19
There’s a pandemic raging. Events are being canceled left and right. So, what do you do in a time like this? Step up your ABM game! That’s what Dan…
GTM Made Simple689. Here’s What Every 1:1 ABM Strategy MUST Have to Be Successful
Amber Bogie, senior marketing manager at Planview, Inc., has an amazing amount of insight on 1:1 personalized marketing campaigns. This insight led her to win…
GTM Made Simple688. How Drift Uses Branding and Category Design to Drive Growth
The times, they are a-changin’. In the old days, you might have gotten away with promoting the best feature of your product, making a transaction, and sending…
GTM Made Simple687. How to Not LOSE Your Family to WIN the World
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 Simple686. CMO to CEO: How Marketing Leaders Can Make The Ultimate Transition
There are several steadfast qualities that make a great leader. Are those traits inherent in a leader, or are they learned? The answer: both. FMF guest-host…
GTM Made Simple685. How Should You Adjust to COVID-19? By Helping
Helping is the new selling. If you haven’t heard me say it a dozen times already, you will. And Brooke Beach, CEO at Marketwake Agency, agrees with me. We are…
GTM Made Simple684. How One ABM Strategist Quadrupled Conversion Rates in 6 Months
What if you could start over with your ABM Strategy? What if you could rethink the whole process, redesign your toolbox, and refresh the screen? That’s exactly…
GTM Made Simple683. The Physical Therapist Who Built a $100M SaaS Company
Inspiration can hit us anywhere. Most times, it’s not when we’re forcing it. It tends to reveal itself in the most mundane of activities. But, when it shows…
GTM Made Simple682. 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 Simple681. CMO to CEO: How Marketing Leaders Can Make The Ultimate Transition
Were you destined to become a CEO? Perhaps you’ve known since you were little that you were meant to lead. Maybe throughout your whole career, you’ve been…
GTM Made Simple680. The Opportunities Hidden Behind Every Crisis
What do you do when things go bad? Try saying: “Good!” Every crisis hides an opportunity, you just need to find it. So says Brett Hagler, CEO at New Story, a…
GTM Made Simple679. Here’s How You Can Build an Award-Winning Pipeline Acceleration Campaign
It’s easier than ever to build a pipeline acceleration campaign, providing you have the right tools and team members in place. In this special FlipMyFunnel…
GTM Made Simple678. Category Creation: How to Build a Movement
Select the best approach to entering the marketplace: A) Category creation B) Building a better mousetrap The answer? Both. We sat down to discuss market…
GTM Made Simple677. Having the Conversation About Mental Health Awareness and Assistance
You don’t get a nickname like “Saywhatsales” unless you’re speaking some truth. That’s easier said than done in a tough sales environment, but it seems even…
GTM Made Simple676. CMO to CEO: How Marketing Leaders can Make the Ultimate Transition
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…
GTM Made Simple675. How to Go from Physical Events to Digital Events
For many companies, events are the lifeblood of their business. But social distancing presents a huge challenge: How do you meet up without meeting up? In this…
GTM Made Simple674. Sales Leadership: One Mistake Can Make It or Break It
Derek Grant is the VP of Sales at SalesLoft and won an ABMie for Best Sales Leader. We caught up with Derek at the #FlipMyFunnel Conference and talked all…
GTM Made Simple673. 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 Simple672. 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 Simple671. Changes You Have to Make When Switching to an ABM Model
So, you’re gonna go for it, huh? You’ve aimlessly chased those little guppies for too long now Good for you! Why continue trying to corral little tiny leads…
GTM Made Simple670. How to Build an A-Team in the Midst of Crisis
The world has been completely disrupted over the last few months. And that presents us with unprecedented opportunities… But first, we need to disrupt…
GTM Made Simple669. How to Execute ABM on a Small Scale w/ Matt Walsh
In today's episode, Kaitlin interviews Matt Walsh, Founder of Noted Analytics all about how to do account-based marketing and sales at a smaller organization.
GTM Made Simple668. Marketing Within The Deal: Reaching Deeper Into The Funnel To Impact Win Rates
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 Simple667. How to Break Out of Sales Obscurity by Leveraging Social Selling
Most of your sales team is using LinkedIn wrong. As a marketer, your job is to teach sales how to leverage their social media to get visibility. Visibility…
GTM Made Simple666. Making Your Data Actually Work For You
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 Simple665. Why It Pays to Double Down on Brand in a Recession
During this crisis, we need to do things differently. And in marketing, that means adopting a new mindset… The creative mindset of an entrepreneur. On a recent…
GTM Made Simple664. Why Sales/Marketing Alignment Is Foundational for NI's ABM Strategy
In this throwback episode, Kaitlin interviews Kristen Novak, Account-Based Marketing Manager for Strategic Accounts at National Instruments. ------------ Join…
GTM Made Simple663. How to Get Over the Fear and Dive Into ABM
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 Simple662. Why the Success of Your ABM Program Is Dependent on Your Organization’s Goals
I haven’t met anyone who’s been doing ABM for as long (and as well) as Anamika Gupta, Head of Account Based Marketing and Deal Based Marketing at Fujitsu…
GTM Made Simple661. What You Need to Know to Operationalize Your ABM Program
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 Simple660. How to Build Brand Loyalty in the Midst of a Crisis
The most important question you can ask your customers in a crisis: How can I help? It gives you a chance to do good for others in trying times. And builds…
GTM Made Simple659. Aligning Sales and Marketing on the Same Content Map
More than ever, sales and marketing need to be on the same page and providing content. In this interview Ryan O’Hara, VP of Growth and Marketing at LeadIQ…
GTM Made Simple658. How to Achieve Sales and Marketing Alignment in 3 Steps
At B2BMX, Shahid Javed, Director of Enterprise Marketing at Hughes Network Systems, shared the three step process he followed to successfully achieve sales and…
GTM Made Simple657. Forcing Functions: Why Every Organization Needs Them
Forcing function are the greatest reason why innovation happens in companies at a rapid scale. ------- Join me for weekly special LinkedInLive sessions where I…
GTM Made Simple656. Tactical Tips for Working With Sales
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 Simple655. Keeping Your Brand Relevant in a Crisis
It took social distancing to remind us… But we all realize how important the personal touches are in every facet of our lives. So, how do we make sure to keep…
GTM Made Simple654. How To Create Buzz With Your B2B Marketing
“As B2B Marketers, our role is to help by creating a huge buzz within our target organizations.” This is exactly what James Snider does every single day with…
GTM Made Simple653. 3 Things Marketers Have to Understand if They Want to Support Sales
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. Unfortunately…
GTM Made Simple652. Execution vs. Vision: A No-Brainer
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 Simple651. How to Avoid Creating a Corporate Culture by Accident
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 Simple650. Disrupt Yourself: How to Grow & Change for the Better
After living through the pandemic for months, it’s easy to see the silver linings in the disruption. Can we get similar benefits by disrupting ourselves? My…
GTM Made Simple649. Why You Might Be an Asymptomatic Carrier of Racism
I don't have the symptoms of racism. I don't use the "n" word. I don't tell racist jokes. I don't discriminate against people. I'm sympathetic to the black…
GTM Made Simple648. How Mentoring Relationships Bring Races Together w/ Kwame Johnson
He sat in jail. In and out of the hole. It was in jail that he met his father for the first time...because his father was in the cell next to his. He was 17…
GTM Made Simple647. Don’t Just Be a Thought Leader, Be an Action Leader w/ Morgan Ingram
In the wake of George Floyd’s murder, we need more than black squares on our profiles. We need more than words. More than thought leaders. We need action…
GTM Made Simple646. You Should be Able to Bring Your Whole Self to Work w/ Tenisha Griggs
I’m only on the second Passing the Mic episode and one thing has already stunned me: how little I know about people I’ve known or worked with for years. Why…
GTM Made Simple645. How Can We Join the Fight Against Systemic Racism? w/ Nikki Ivey
When the news of George Floyd’s death broke, I was trying to stay positive and hopeful for the future. That’s who I am. I was called out on it. And rightly so…
GTM Made Simple644. Trends in Sales and Marketing
In this throwback episode, Kaitlin Lutz discusses trends in sales and marketing. ------ Join me for weekly special LinkedInLive sessions where I interview your…
GTM Made Simple643. 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 Simple643. Do You Have A Beginner’s Mindset?
In a small company, it’s easy to know what to do next. The approval process is small -- your boss has a desk right next to you and you ask them, “Hey, here’s…
GTM Made Simple641. What It Really Means to be a Leader Taking Action
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 Simple640. How to Successfully Use the TEAM Approach in Your ABM Strategy
One thing about a pandemic: It’s a great time for trying new things. And it’s never been a better time to start on your ABM strategy. But where do you begin?…
GTM Made Simple639. How to Build a Killer B2B Brand
The B2B and SaaS worlds aren’t known for being brand centric. Why not? Because most people associate brand building and brand marketing with fluff. According…