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 Simple638. 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 Simple637. What Makes a Great Chief Marketing Officer
In this throwback episode, Alex Gobbi, CMO at Secureworks, and Kira Mondrus, CMO of QASymphony, discuss their important role at their respective companies…
GTM Made Simple636. The Power of Communication For Success In Leadership
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 Simple635. How to Be a Great Leader While Working Through Mental Health
Since the COVID crisis began, social isolation is on everyone’s mind. But for those with social anxiety, it doesn’t take a crisis to feel the harmful effects…
GTM Made Simple634. A Peek Into Marketing Skillsets & Tech
It can be hard to hire people in marketing because the skill sets requirements are so different. It’s not like hiring in sales where the skill sets are a bit…
GTM Made Simple633. 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 Simple632. 4 Winning Attributes of a Top Marketer
Jumping into a new marketing position, or taking marketing leadership in a new industry? What should you focus on in the first few days in your new position?…
GTM Made Simple631. Leadership Quality Communications
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 Simple630. 3 Ways to Be a More Effective Leader Right Now
First, COVID-19 altered the world, perhaps forever. Now waves of understandable protest and anger engulf the country. The only good news is it seems like we…
GTM Made Simple629. 3 Things to Know About Pitching ABM to Your Board
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 Simple628. How Do You Go from Immigrant to Sales Leader in a Few Years?
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 Simple627. Think and Grow Rich Company Culture
In order to cultivate exceptional company culture, you need to think and grow rich. In this throwback episode, Sangram sits down with Katie Burke, Chief People…
GTM Made Simple626. Marketing Automation Unleashed
Marketing automation platforms can be complex. There is a specific process to follow for set up, and then once the technology is set up it’s time to dig in!…
GTM Made Simple625. How to Come Out of Quarantine Healthier & More Productive
How do you want to leave quarantine? Lazy? In pajamas? Convinced ice cream is a breakfast food? Personally, I’d prefer to be healthier and more productive…
GTM Made Simple624. What It Takes to be a Modern CMO
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 Simple623. How One Team Scored a 95% Win Rate
On this episode, we’ll unpack Jillian Gartner's 3-tiered ABM approach, how she ensures marketing & sales are always working in tandem, and the different…
GTM Made Simple622. Why Self Reflection Is Important in Your Career
Knowing yourself is important. In a throwback interview with Cory Munchbach, the Senior VP of Strategy at Blueconic, we asked her what she believes is most…
GTM Made Simple621. Conversational Marketing’s Human Advantage
When you hear the words “conversational marketing,” what comes to mind? Do you embrace the idea of a chatbot to interact with visitors to your website, or does…
GTM Made Simple620. How to Motivate Buyers in the Age of Infinite Media
We live in an era of infinite media. We create 500x more data and there are 100x more mobile connections than 2007. It’s a radically different environment. The…
GTM Made Simple619. Account-Based Marketing for Small Teams
There's a myth out in the universe that small teams cannot excel at ABM. Well, Charles Kollo of MessageGears is here to break that myth. As Terminus' Customer…
GTM Made Simple618. How To Enable Your Internal Teams to do ABM
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 Simple617. Consequences of Not Prioritizing the Customer (and How to Get Back on Track)
Businesses go under for a lot of reasons. But there’s one that stands out more than others: Churn. When you don’t prioritize the customer, there are…
GTM Made Simple616. The Customer Abundance Formula-Customer Retention Done Right
Wharton School of Business Professor Peter Fader schools us on the idea of customer centricity. The idea of getting to know them in order to predict their…
GTM Made Simple615. How CMOs Lead in Uncertain Times
Think about the most famous leaders in history. Were any of them known for leading through easy times? Responding to crises is what defines a leader. How will…
GTM Made Simple614. How to Schedule Your Day to Be Exceptional
For routine jobs, an hourly schedule is perfect for keeping you organized and focused. But, if your job doesn’t support that, you still need some sort of…
GTM Made Simple613. How to Build a Strong ABM Program That Scales Successfully
What if one day your newly appointed CEO announced to Wall Street that your company was going to become account based? You’d probably set up some teams and…
GTM Made Simple612. Don’t Be a Commodity. Be a Brand Worth Loving.
With Sangram as the anecdote, we learn how the power of storytelling and personal branding can build a community, allowing you to become a leader of your…
GTM Made Simple611. Conversion Optimization: It’s Science!
Science and marketing come together, as Conversion Optimization “Evangelist,” Brian Massey joins our special guest host, Casey Cheshire to preach all things…
GTM Made Simple610. LinkedIn Live: How to Build a Best-in-Class Work-from-Home Culture
As the workplace apocalypse rages on under COVID-19, so many of us are adjusting to the nuances of working from home. But in between dogs barking on Zoom…
GTM Made Simple609. Throwback to Our First 100 Episodes!
Today's episode is a throwback to when we were able to celebrate 100 episodes of the FlipMyFunnel Podcast. Now we're well over 600 episodes, and we're not…
GTM Made Simple608. Deep Personalization, and the Next Generation of ABM
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 Simple607. How Do You Operationalize Word of Mouth Strategy?
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 Simple606. No Bullsh*t Approach to Buyer Personas
Our very special guest host Casey Chesire of The Hardcore Marketing Show takes over the Flip My Funnel Podcast today! Casey lives up to his reputation for fun…
GTM Made Simple605. From LinkedIn Live: Leadership in Uncertain Times
Sure, the COVID-19 crisis is unprecedented in modern times. But we’ve had our fair share of crises. The dot-com bubble, 9/11, the Great Recession — for many…
GTM Made Simple604. Chasing Moments as an SDR
Our days are made up of moments, but how many of us stop long enough to really see them? We sat down with Uberflip Sales Development Rep Seyar Karimi to talk…
GTM Made Simple603. What Makes a Good ABM Company Great
In this episode, I (Steve Watt) had the opportunity to interview two true leaders in the ABM space, Matt Senatore and Steve Casey. Matt is the Service Director…
GTM Made Simple602. Why Valuing People Over Transactions is Key to Success
In 2008, Dale Dupree found himself heading back home to help out at the family business. He never would have guessed that selling copiers would lay the…
GTM Made Simple601. Measuring the Hard-to-Measure with Marketing Mix Modeling
Sometimes in life, it’s the hard-to-measure things that make the biggest impact. Can you quantify your love for family and friends, your artistic…
GTM Made Simple600. Melinda Sung on Going from Intern to VP
These days, it’s no secret that most people hop around multiple jobs in their careers. Gone are the days of having any expectation to retire from the same…
GTM Made Simple599. How Should You Budget for ABM?
Sam Melnick, VP of Marketing for Marketing Performance Management firm Allocadia, provides a framework for thinking about the best way to allocate budget for…
GTM Made Simple598. An Inside Look at Oracle’s Account-Based Strategy
Ready for an account-based strategy treat? This week Steve Watt continues as a guest host on this takeover episode. He interviewed Kelvin Gee, Sr. Director of…
GTM Made Simple597. 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 Simple597. ABM is About Trust More than Awareness
So, you’re an ABM marketer of a little fish in a sea of big fish. A lot of people think that marketing a small to medium-sized B2B company in a market…
GTM Made Simple596. Bob Burg on The Go-Giver Influencer
Ah, influencers. They seem so modern, right? As though spawned by LinkedIn and Instagram — or at least no further back than Myspace. But influencers must go as…
GTM Made Simple594. How Reply Marketing Can Help with Sales
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 Simple593. 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 Simple592. Why Experimenting is the New Marketing
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 Simple591. Readying Your Tech Stack for ABM Success
Are you one of those people who just has to have the latest smartphone, even if the one you own is working just fine? Do you preorder it before you even read…
GTM Made Simple590. What It Takes to Become a Vision-Driven Leader
At what point in life did you realize you really needed to start writing things down? We all eventually need to keep track of things, otherwise, they slip…
GTM Made Simple589. How To Humanize B2B
Vulnerability is not a weakness, as you may have been told. Vulnerability and self-awareness are actually keys to great leadership, especially in marketing…
GTM Made Simple588. Insights From the State of ABM Survey
A few years ago now, 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 Simple587. The Creative Curve
According to my friend Allen Gannett, the CEO of TrackMaven, and one of the keynote speakers at the very first #FlipMyFunnel conference, anybody can be a…
GTM Made Simple586. Where ABM and Demand-Gen Meet
When you buy a new suit, do you throw out all your old suits? Unless they’re all riddled with holes and covered in stains, why would you? They still work. And…
GTM Made Simple585. The 3 Things Millennials Want From Leaders
Are you struggling to manage your millennial talent? Millennials are the largest section of the workforce now. Yet, somehow, a lot of leaders seem to think…
GTM Made Simple584. The AMO You Need for Success on LinkedIn Ads
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 a strategy. Bring your…
GTM Made Simple583. Sales 3.0: How to Survive and Thrive in the New Landscape
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 Simple582. Creating Video Content: 4 Reasons You've Probably Never Considered
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 Simple581. Exclusivity for All: How to Leverage ABM to Treat Everyone Like VIPs
Have you ever been to one of those delis with the signed pictures of celebrities all over the wall? Maybe they had a sandwich named after the most prestigious…
GTM Made Simple580. How to Think Like Bezos and Grow Like Amazon
How well do you know your customer experience? Have any of your friends, family, neighbors, enemies or old middle school teachers ever tried to buy your…
GTM Made Simple578. Engagement: Marketing 2.0
These days answering a call from a number you don’t recognize seems as outdated as driving without a seatbelt. It would be just as reckless to not send it to…