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 Simple577. 5 Ways You Know You Are A One Night Stand Marketer
Marketers love trying to close the deal after the first meeting, and oftentimes, they're more focused on conversions than conversations. This is what we call a…
GTM Made Simple576. Evangelism: The Purest Form of Sales
On today's episode, we sat down with Guy Kawasaki, one of the OG Chief Evangelists (and arguably the most notable). Guy was Chief Evangelist at Apple, and is…
GTM Made Simple575. How to Manage Your Energy Clock
For most of my career, I didn’t block out times on my calendar. I thought being the best servant leader I could be meant my time was my team’s time. Then a…
GTM Made Simple574. Why Self Reflection Is Important in Your Career
Our #WomenInMartech community is constantly growing and evolving and we are honored to celebrate them every chance we get. The game changer for this month is…
GTM Made Simple573. How Do You Earn the Right to Do Business with Your Prospects?
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 Simple572. How Leading With Your Weaknesses Can Fast-Track Your Sales Cycles
Stop selling as if you’re a perfect 5.0. Products with a 4.2 - 4.5 out of 5 star review sell better than those with a perfect 5.0. Why? Because vulnerability…
GTM Made Simple571. The Keys to Becoming A Great Evangelist
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 Simple570. Evolve Your Enterprise with Yanik Silver
In the past few years, it seems like more companies have exploded onto the scene with great big missions. And older companies are making waves for their…
GTM Made Simple569. Design: a Helpful Tool for Sales and Marketing
Design has a huge impact on sales and marketing. Brand logos help make a connection between the buyer and the brand by recognizing its design. Consider brands…
GTM Made Simple568. Creating Meaningful Marketing in the B2B World
“It’s isn’t always the biggest, baddest, or fastest mouse trap that gets the mice. It’s the one with the stinkiest cheese.” This translates directly to…
GTM Made Simple567. 4 Keys to Successful Marketing-SDR Orchestration
Account-based marketing is a pretty limiting (and even misleading) term. The truth is, marketing is only a portion if the story. The real goal is account-based…
GTM Made Simple566. When Do You Need a Chief Evangelist?
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 Simple565. The Next Big Thing in B2B is the Newsletter
It always amazes me when old things make a comeback. Whether it’s the music you liked when you were a kid, questionable fashion choices (how many times are…
GTM Made Simple564. Four Dimensions of Account Selection
If you only had to sell to one account, what would that account look like? In a world where account based marketing is key, Matt Amundson, VP of sales and…
GTM Made Simple563. 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 Simple562. What An NFL Pro Thinks About Leadership, Trust and Small Wins
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 Simple561. Why Quora’s High-Intent Audience Is Gold
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 Simple560. Kalpit’s Remarkable Journey from Programmer to CEO
Everyone gets their start somewhere, but very few end up making it to the CEO level. Even fewer climb that far up the ladder at the very company that gave them…
GTM Made Simple559. How AI Is Changing ABM
AI is more than just predictive marketing or marketing automation because it helps you see patterns that would otherwise be invisible. ----- Join Sangram's…
GTM Made Simple558. How to Never Lose a Customer EVER Again
Newer isn’t always better. Take your flashy new car which is like 90% computer at this point. It’s great... Until it breaks down and you need to hire Bill…
GTM Made Simple557. How to Make Your Accounts Love the Fact That You're Targeting Them w/ Tyler Lessard
What if the most exciting part of your day was being marketed to? It’s not as crazy as it sounds. Tyler Lessard, CMO of Vidyard, spoke at a #FlipMyFunnel event…
GTM Made Simple556. How to Do Tech Evangelism The Right Way
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 Simple555. How to Write a Book with Allen Gannett
Admit it: There’s a book you’ve always wanted to write bouncing around your head somewhere. It’s revolutionary; it'll change the world! But you have no idea…
GTM Made Simple554. 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 Simple553. How to Measure ABM Success w/ Masha Finkelstein
Have you struggled to measure ABM success with your sales and marketing teams? Have you struggled to understand the concept of ABM? Both of those are very…
GTM Made Simple552. Want to Be a Better Communicator? Try These 3 Things.
Change is in inevitable. And so is communication. On today's throwback episode, we're talking about Lane Jones and Andy Stanley's book, Communicating for a…
GTM Made Simple551. 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 Simple550. Why Great Leaders Serve Others First with Patrick Lencioni
What does being a leader really mean? Is it the title? Is it the responsibilities? Is it the number of people you’re in charge of? Determining your definition…
GTM Made Simple549. Why Moving On Could Be Good for your Career
Are you growing in your career? If not, you’re putting yourself at risk. In this throwback episode, we talked with Autumn Coleman from Oracle, about a possibly…
GTM Made Simple548. How This Terminus User is Adopting ABM to Drive Growth
Jeremy Middleton is the Senior Director of Digital Marketing at Pramata. This episode of #FlipMyFunnel comes from a recent Terminus Customer of the Month event…
GTM Made Simple547. 4 Controversial B2B Marketing Trends You Need to Start
We have some “contrarian” advice for all B2B Marketers, and it comes straight from LinkedIn: First piece of advice: The only advantage you can gain is in going…
GTM Made Simple546. How a Leader Brings About Change and Gets Everyone on Board
A lack of consistency in the marketing community seems to be the only consistency. Change is constantly being thrust upon us and yet we’re still surprised when…
GTM Made Simple545. 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 Simple544. How to Scale Content Marketing for an ABM Strategy
Not all accounts are created equal. If you really want to scale content marketing, you have to start treating your accounts differently. In this episode…
GTM Made Simple543. Methods, Models, and Metrics of Account-Based Revenue
Trish Bertuzzi with Bridge Group, Inc. discusses why account types matters and techniques to make the most out of your account-based marketing strategy. ------…
GTM Made Simple542. Is Seth Godin's 5-Step Marketing Framework Right for You?
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 Simple541. Creating a Frictionless Customer Experience
What do coaching soccer and being a CMO have in common? Well, actually, a lot. Gene Foca is currently the CMO of Getty Images. Before that he was the SVP of…
GTM Made Simple540. The 3 Secrets to Unlock your Entrepreneurial Mindset
It seems like entrepreneurs are a special breed of people. Where do they get their energy? Their time-management skills? Their focus? Is it the freedom their…
GTM Made Simple539. Consequences of Not Prioritizing the Customer and How to Get Back on Track
Businesses go under for a lot of reasons. When you don’t prioritize the customer, there are consequences. And they’re not pretty. In a blog post on our site…
GTM Made Simple538. Never Stop Loving Your Customers, Even When They Leave
When a customer churns, this is a tremendous opportunity for you to: Get feedback on your company’s good, bad and ugly Assess what the lost customer really…
GTM Made Simple537. Building an ABM Playbook
Account based marketing is an extremely popular way of doing business - and for good reason. This method of honing in on specific personas and providing value…
GTM Made Simple536. A Silicon Valley CMO Shares Her 6 Secrets of Success
Being a successful chief marketing officer requires several characteristics and skills: Surround yourself with mentors/advisors Do your on boarding homework…
GTM Made Simple535. How to Be an Effective CMO
How to be a good CMO: Think like a CFO. Act like a CRO. Talk like a CMO. Of course, there’s a little more to it than that. But you get the picture. In this…
GTM Made Simple534. Customer Experience is Everyone's Responsibility
Sue Duris, Director of Marketing and Customer Experience at M4 Communications, wrote about three things C-suite Execs must do in order to NOT be lying when…
GTM Made Simple533. How to Become an Account-Based Marketing Rock Star
Q: How do you know when you’re an ABM ROCK STAR? A: When the lawyers are afraid to stop you because you’re making the company too much money. This is exactly…
GTM Made Simple532. Are You a Manager or a Leader? 5 Areas to Examine
There's no right or wrong answer! Leadership needs no title. However, to be effective, you do need to know where you are on the spectrum. These five…
GTM Made Simple531. 4 Ways to Set Yourself Up for a Productive Work Week
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 Simple530. Becoming an Effective Storyteller w/ Bob Goff
You know a good storyteller when you hear one. They’re usually engaging, relatable, and very likable. Some storytellers, like my last guest on FMF, just have…
GTM Made Simple528. How to Double Your Win Rate with ABM
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 Simple527. Customer Success vs. Customer Happiness
On today's throwback episode of the FlipMyFunnel Podcast, Lincoln Murphy discusses the difference between customer success and customer happiness. ---- Join…
GTM Made Simple526. Engage. Nurture. Close: How Our Director of Partnerships Closes Insane Deals With Content Collaboration
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 Simple525. How to Find a True Product-Market Fit
The fastest email experience ever made — who wouldn’t want that? Well, actually, when Superhuman was first finding its footing, there weren’t too many people…
GTM Made Simple524. Direct Mail is Alive and Kicking with Account-Based Marketing
How could something as low-tech as direct mail possibly be effective in the digital age? Sudhir Kumar, Marketing Director at BPI ROK, wrote a great article on…
GTM Made Simple523. 3 Things B2B Marketers Can Learn From The B2C Sphere
In this throwback episode, we brought in our very own Bryan Brown, Chief Product Officer at Terminus, to chat about the difference between B2B and B2C…
GTM Made Simple522. Netflix Culture Code: Giving Employees Context In Their Role
If you really want to look at a great culture deck, check out Netflix. Netflix’s culture code can be summarized by this quote: "If you want to build a ship…
GTM Made Simple521. 3 Specific Ways to Make Your Organization More Productive
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 Simple520. 4 Detailed Recipes for a Successful ABM Program
There’s not much better than grandma’s homemade apple pie. The problem is she never writes it down! Mixing up that scrumptious pie is nearly impossible without…
GTM Made Simple519. Fanocracy: How B2B Companies Can Tap Into Fandom
Think of five brands off the top of your head that have a mega fan base. It’s likely that the brands you listed had something to do with entertainment, sports…
GTM Made Simple518. How to Hire Great Talent to Build your SDR Team
Hiring and developing great talent is a real challenge for any organization. When you hire someone great for your organization, it can do great things for you…
GTM Made Simple517. Thomson Reuters Runs Their ABM Program With These 5 Strategies
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…