Podcasts about sangram vajre

The CEO's Strategic Growth Edge: A Go-To-Market System That Scales“You don't need more leads—you need clarity. Clarity on where your business can grow the most, the fastest, and at the highest margin. That's what a real go-to-market system delivers. It's not about volume anymore—it's about alignment, focus, and making sure every team—marketing, sales, and customer success—is executing toward the same outcome. That's how CEOs scale with confidence.” That's a quote from Sangram Vajre, and a sneak peek at today's episode.Welcome to Revenue Boost: A Marketing Podcast. I'm your host, Kerry Curran—revenue growth expert, industry analyst, and relentless advocate for turning marketing into a revenue engine. Each episode, we bring you the strategies, insights, and conversations that help drive your revenue growth. So search for Revenue Boost in your favorite podcast directory and hit subscribe to stay ahead of the game.In The CEO's Strategic Growth Edge: A Go-to-Market System That Scales, I'm joined by bestselling author and GTM expert Sangram Vajre to discuss why go-to-market isn't a marketing tactic—it's a CEO-level growth system. In this episode, you'll learn the three phases every business must navigate to scale, why alignment beats activity in every growth stage, how CEOs can drive clarity, trust, and margin-focused decisions across teams, and why AI is only a threat if you're still riding the demand-gen horse.If you're a growth-minded CEO or exec, this episode gives you the roadmap and the mindset to scale faster, smarter, and stronger. Be sure to listen through to the end, where Sangram shares three key tips—his ultimate advice for any leader ready to level up their go-to-market strategy. Let's go!Kerry Curran, RBMA (00:00.77)So welcome, Sangram. Please introduce yourself and share a bit about your background and expertise.Sangram Vajre (00:06.992)Well, at the highest level, I feel like I've had the opportunity to be in the B2B space for the last two decades and have had a front-row seat to categories that have shaped how we think about go-to-market. I ran marketing at Pardot. We were acquired by ExactTarget and then Salesforce—that was a $2.7 billion acquisition. It was a huge shift in mindset, going from a $10 million company to a $10 billion one, and I learned a lot.I became a student of go-to-market, if you will. That was in the marketing automation space. Then I launched a company called Terminus, which has been acquired twice now. Along the way, I've written three books. The one we're going to talk a lot about is MOVE, which became a Wall Street Journal bestseller. That book has created a lot of opportunities and work for us.I walked into writing this book, Kerry, thinking I knew go-to-market because I had two $100M+ exits. But I walked out of the process a student of go-to-market because I learned so much. Writing it forced me to talk to folks like Brian Halligan, the CEO of HubSpot, and partners at VC firms who have seen 200 exits—not just the three I've experienced.It really expanded my vision. Now I lead a company called Go-To-Market Partners. We're a research and advisory firm focused on helping companies understand who owns go-to-market and how to run it at a transformational level. Our clients are primarily CEOs and executive teams. That's our focus.Kerry Curran, RBMA (01:46.094)Excellent. Well, I'm very excited to dive in. I first saw you speak at Inbound last fall, and what really resonated with me was the shift from just an ABM program to a company-wide GTM program—one that includes everything from problem-market fit all the way to customer success, loyalty, and retention. Really making GTM the core of revenue growth.So I'd love for you to dive in and share that framework and background.Sangram Vajre (02:23.224)Yeah. And by the way, for people who've never attended Inbound—you should. I've spoken there for eight years straight and always try to bring new ideas. Each year, they keep giving me more opportunities—from main stage to workshops. I think you attended the 90-minute workshop, right? Hopefully it wasn't boring!Kerry Curran, RBMA (02:48.61)Yeah, it was excellent. I love this stuff, so I was taking lots of notes.Sangram Vajre (02:52.814)That was fun. The whole idea was: how can you build your entire go-to-market strategy on a single slide? Now, people might think, “There's no way—you need way more detail.” But it's not about making it complete; it's about making it clear.So everyone can be aligned. For example, in the operating system we've developed, we write research about it every Monday in a newsletter called GTM Monday, read by 175,000 people. The eight pillars are based on the most important questions. And Kerry, I don't know if you'll agree, but I think I've done a disservice for two decades by asking the wrong question.Like, I used to ask, “Where can we grow?”—which sounds smart but is actually foolish. The better question is, “Where can we grow the most, the fastest, the best, at the highest margin?” That's the true business perspective. So the operating system is built around these eight essential questions.If every executive team can align on these—not with certainty, but with clarity—then they can gain a clear understanding of what they're doing, where they're going, who their ICP is, what bets they're making, and which motions to pursue. I've done this over a thousand times with executive teams, helping them build their entire go-to-market strategy on a single slide. And it's like a lightbulb moment for them: “Okay, now I know what bets we're making and how my team is aligned.” It's a beautiful thing.Kerry Curran, RBMA (04:50.988)Yeah, because that's one of the hardest challenges across business strategy and growth: where to invest, where to lean in. So bring us through the questions and framework.Sangram Vajre (05:01.688)Yeah. So the first one is “Where can you grow the most?” The second one is really about what we call the Market Investment Map. I'll give you maybe three or four so people can get an idea. The Market Investment Map is especially useful for companies with more than one product or more than one segment. This is the least used but most valuable framework companies should be using.You might remember from the Inbound talk—I used HubSpot as an example since I was speaking at Inbound. It's interesting because at my last company, Terminus, we acquired five companies in eight years. So we had to learn this process. The Market Investment Map is about matching your best segments to the best products to create the highest-margin offering.If your entire business focuses only on pipeline and revenue—which sounds right—you're actually focused on the wrong things. You may have seen people post on LinkedIn saying, “I generated $10 million in pipeline,” and then a month later, they're laid off. Why? Because that pipeline didn't matter. It might have been general pipeline, but if you looked at pipeline within your ICP—the customers your company really needs to close, retain, and expand—it might have only been half a million. That's not enough to sustain growth or justify your role.So, understanding the business is critical. It's not just about understanding marketing skills like demand gen, content, or design. Those are table stakes. You need to understand the business of marketing—how the financials work, how to drive revenue, and how to say, “Yeah, we generated $10 million in pipeline, but only half a million was within ICP, so it won't convert or drive the margin we need.” That level of EQ and IQ is what leaders need today.Our go-to-market operating system goes deep into areas like this.Kerry Curran, RBMA (07:31.022)And I love the alignment with the ICP. I'm sure you'll get deeper into that. I also know you talk about getting rid of MQLs because the real focus should be on getting closer to the ICP—on who's actually going to drive revenue.Sangram Vajre (07:45.892)Yeah. John Miller, a good friend who co-founded Marketo, has been writing about this too. I was the CMO of Pardot. Then we both built ABM companies—I built Terminus; he built Engagio, which is now part of Demandbase. We've been evangelizing the idea of efficient marketing machines for the last two decades.We're coming full circle now. That approach made sense in the “growth at all costs” era. But in this “efficient growth” era, everything can be measured. The dark funnel is real. AI can now accelerate your team's output and throughput. So we have to go back to first principles—what do your customers really want?I was in a discussion yesterday with executives and middle managers, and the topic of AI came up. Some were worried it would take their jobs. And I said, “Yes, it absolutely will—and it should.” I gave the example I wrote about recently: imagine you were the best horseman, with saddles, barns, and a generational business built around horses. Then Henry Ford comes along with four wheels. You just lost your job—not because you were bad, but because you got infatuated with the horse, not with your customer's need to get from point A to point B.Horses did that—it was better than walking. But then came cars, trains, airplanes. Business evolves. If you focus on your customers' needs—better, faster, cheaper—you'll always be excited about innovation rather than afraid of it. So yes, AI will replace anyone who stays on their horse. If you're riding the demand gen horse or relying only on content creation, a lot is going to change. Get off the horse, refocus on customer needs, and figure out how to move your business forward.Kerry Curran, RBMA (10:21.708)Yeah. So talk a bit about honing in on the ICP. I know in one of the sessions you asked, “Who's your target audience?” And of course, there was one guy in the front row who said, “Everyone,” and we all laughed. But I still hear that all the time. Talk about how important it is, to your point, to know your customer and get obsessed with what they need.Sangram Vajre (10:45.56)Yeah. So the first pillar of the go-to-market operating system is called TRM, or Total Relevant Market. We introduced that in the book MOVE for the first time. It's a departure from TAM—Total Addressable Market—which is what that guy in the front row was referring to during that session. It was epic, and I think he was a sales leader, so it was even funnier in a room full of marketers.But it's true—and real. He was being honest, and I appreciated that. The reality is, we've all been conditioned to focus on more and more—bigger and bigger markets. That makes sense if you have unlimited funds and can raise money. It makes sense if the market is huge and you're just trying to get in and have more people doing outbound.As a matter of fact, a few weeks ago, we did a session where someone said something profound that I'll never forget. He said, “The whole SDR function is a feature bug in the VC model.” That was fascinating—because the whole SDR model was built to get as many leads as possible, assign 22-year-olds to make cold calls, and push them to AEs.We built this because it worked on a spreadsheet. If we generate 1,000 leads, we need 50 callers to convert them. It's math. But nobody really tried to improve it because we had the money. Now we're in a different world. We have clients doing $10–15 million in revenue with five-person teams automating so much.People don't read as many automated emails. My phone filters out robocalls, so I never pick up unless it's someone I know. Non-personalized emails go into a folder I never open. Yet people keep sending thousands of them, thinking it works.For example, I send our GTM Monday newsletter via Substack. It's free for readers, and it's free for me to send—even to 175,000 people. Meanwhile, marketers spend thousands every time they email their list using legacy tools. Why? Because these people haven't opted in to be part of the journey the way Substack subscribers have.The market has changed. Buying big marketing automation tools for $100,000 is going to change drastically. Fractional leaders and agencies will thrive because what CEOs really need is people like you—and frameworks like a go-to-market operating system—to guide them. You and I have the gray hair and battle scars to prove it. What matters now is using a modern framework, implementing it, and measuring outcomes differently.Kerry Curran, RBMA (14:08.11)Yeah, you bring up such a valid point. In so many of my conversations, I see the same thing. It's been a sales-led growth strategy for years. Investments went to sales—more BDRs, more cold emails, more tech stack partners.Even as I was starting my consultancy, I'd talk to partners or prospects who'd say, “Well, we just hired more salespeople. We want to see how that goes.” But to your point, without the foundational framework—without targeting the right audience—you're just spinning your wheels on volume.Sangram Vajre (15:06.318)Exactly. One area we emphasize in our go-to-market operating system is differentiation. Everyone's doing the same thing. Let me give you an example. Last week, I looked at a startup's email tool that reads your emails and drafts responses automatically. Super interesting. I use Superhuman for email.Two days later, Superhuman sent an email saying they'd launched the exact same feature. So this startup spent time and money building a feature, and Superhuman—already with a huge user base—replicated and launched it instantly. That startup is out of business.With AI, product development is lightning fast. So product is no longer your differentiator. Your differentiation now is how you tell your story, how quickly you grab attention, how well you build and maintain a community. That becomes your moat. Those first principles matter more than ever. Product is just table stakes now.Kerry Curran, RBMA (16:33.878)Right. And connecting that to your marketing strategy, your communication, your messaging—it also sets up your sales team to close faster. By the time a prospect talks to a rep, your marketing has already educated them on your differentiation. So talk more about the stages and what companies need to keep in mind when applying your go-to-market framework.Sangram Vajre (17:07.482)One of the things we mention in the book—and go really deep into in our operating system—is this 3P format: Problem-Market Fit, Product-Market Fit, and Platform-Market Fit. We believe these are the three core stages of a business. I experienced them firsthand at Pardot, Salesforce, and Terminus through multiple acquisitions.If you remember, I always talk about the “squiggly line,” because no company grows up and to the right in a straight line. If you look at daily, weekly, or monthly insights, there are dips—just like a stock market chart. So the squiggly line shows you can go from Problem to Product, but you'll experience a dip. That's normal and natural. Same thing when you go from Product to Platform—you hit a dip. Those dips are what we call the “valleys of death.”Some companies overcome those valleys and cross the chasm, and others don't. Why? Because at those points, they discover they can market and sell, but they can't deliver. Or maybe they can deliver, but they can't renew. Or maybe they can renew but not expand. Each gap becomes a value to fix in the system.And it's hard. I've gone from $5 million to $10 million to $15 million, all the way to $100 million in revenue—and every 5 to 10 million increment brings a new set of challenges. You think you've got it figured out, and then you don't—because everything else has to change with scale.I'll never forget one company I was on the board of—unfortunately, it didn't make it. The CEO was upset because they were doing $20 million in revenue but didn't get the valuation they wanted. Meanwhile, a competitor doing only $5 million in revenue in the same space got a $500 million valuation. Why? Because the $20M company was doing tons of customization—still stuck in Problem-Market Fit. The $5M company had reached Product-Market Fit and was far more efficient. Their operational costs were lower, and their NRR was over 120%.If you've read some of my research, you know I'm all in on NRR—Net Revenue Retention—as the #1 metric. If you get NRR above 120%, you'll double your revenue in 3.8 years without adding a single new customer. That's what executives should focus on.That's why we say the CEO owns go-to-market. All our research shows that if the CEO doesn't own it, you'll have a really hard time scaling.Kerry Curran, RBMA (20:23.992)That makes so much sense, because everything you're talking about—while it includes marketing functions—is really business strategy. It needs to be driven top-down. It has to be the North Star the whole company is paddling toward.I've been in organizations where that's not the case. And as you said, leadership has to have the knowledge and strategic awareness to navigate those pivots—those valleys of death. So talk about how hard it is to bring new frameworks into an organization and the change management that comes with that. As you evangelize the idea that the CEO owns GTM, what's resonating most with them?Sangram Vajre (21:26.456)Great question. First of all, CEOs who get it—they love it. The people who struggle most are actually CMOs and CROs because they feel like they should be the ones owning go-to-market. And while their input is critical, they can't own it entirely.In all our advisory work, Kerry, we mandate two things:The CEO must be in the room. We won't do an engagement without that. The executive team must be involved. We don't do one-on-one coaching—because transformation happens in teams.People often get it wrong. They think, “We need better ICP targeting, so that's marketing's job.” Or, “We need pipeline acceleration—let sales figure that out.” Or, “We have a retention issue—fire the CS team.” No. The problem isn't a department issue—it's a process and team issue.The CEO is the most incentivized person to bring clarity, alignment, and trust—the three pillars of our GTM operating system. They're the ones sitting in all the one-on-one meetings, burning out from the lack of alignment. The challenge is most CEOs don't know what it means to own GTM. It feels overwhelming.So we help them reframe that. Owning doesn't mean running GTM. It means orchestrating clarity, alignment, and trust. Every meeting they lead should advance one of those. That's the job. When the ICP is agreed upon, marketing should be excited to generate leads for it. Sales should be eager to follow up. CS should be relieved they're not getting misaligned customers. That's leadership. And there's no one more suited—or incentivized—to lead that than the CEO.Kerry Curran, RBMA (24:08.11)Absolutely. And the CFO plays a key role too—holding the purse strings, understanding where the investments should go.Sangram Vajre (24:20.622)Yes. In fact, in the book and in our research, we emphasize the importance of RevOps—especially once a company reaches Product-Market Fit and moves toward Platform-Market Fit.If you're operating across multiple products, segments, geographies, or using multiple GTM motions, the RevOps leader—who often reports to the CFO or CEO—becomes critical. I'd say they're the second most important person in the company from a strategy standpoint.Why? Because they're the only ones who can look at the whole picture and say, “We don't need to spend more on marketing; we need to fix the sales process.” A marketing leader won't say that. A sales leader won't say that. You need someone who can objectively assess where the real bottleneck is.Kerry Curran, RBMA (25:17.836)Yeah, that definitely makes so much sense. Are there other areas—maybe below the executive team—that help educate the company from a change management perspective to gain buy-in? Or is it really a company-wide change?Sangram Vajre (25:33.742)Yeah, you mentioned ABM earlier. Having written a few books on ABM and building Terminus, we've seen thousands of companies go through transformation. We now have over 70,000 students who've gone through our courses. I love getting feedback.What's interesting is that ABM has been great for aligning sales and marketing—but it hasn't transformed the company. Go-to-market is not a marketing or sales strategy. It's a business strategy. It has to bring in CS, product, finance—everyone.Where companies often fail is by looking at go-to-market too narrowly—like it's just a product launch or a sales campaign. That's way too myopic. Those companies burn a lot of cash.At the layer below the executive team, it gets harder because GTM is fundamentally a leadership-driven initiative. An SDR, AE, or director of marketing typically doesn't have the incentive—or business context—to drive GTM change. But they should get familiar with it.That's why we created the GTM Operating System certification. Hundreds of professionals have gone through it—including you! And now people are bringing those frameworks into leadership meetings.They'll say, “Hey, let's pull up the 15 GTM problems and see where we're stuck.” Or, “Let's revisit the 3 Ps—where are we today?” Or use one of the assessments. It's pretty cool to see it in action.Kerry Curran, RBMA (27:35.758)Yeah, and it's extremely valuable. I love that it's a tool that helps drive company-wide buy-in and educates the people responsible for the actions. So you've shared so many great frameworks and recommendations. For those listening, what's the first step to get started? What would you recommend to someone who's thinking, “Okay, I love all of this—I need to start shifting my organization”?Sangram Vajre (28:09.082)First, you have to really understand the definition of go-to-market. It's a transformational process—not a one-and-done. It's not something you define at an offsite and then forget. It's not owned by pirates. It's iterative. It happens every day.Second, the CEO has to be fully bought in. If they don't own it, GTM will run them. If you're a CEO and you feel overwhelmed, that's usually why—you're running go-to-market, not owning it.Third, business transformation happens in teams. If you try to build a GTM strategy in a silo—as a marketer, for example—it will fail. The best strategies never see the light of day because the team isn't behind them. In GTM, alignment matters more than being right.Kerry Curran, RBMA (29:27.982)Excellent. I love this so much. Thank you! How can people find you and learn more about the GTM Partners certification and your book?Sangram Vajre (29:37.476)You can go to gtmpartners.com to get the certification. Thousands of people are going through it, and we're constantly adding new content. We're about to launch Go-To-Market University to add even more courses.We also created the MOVE Book Companion, because we're actually selling more books now than when it first came out three years ago—which is crazy!Then there's GTM Monday, our research newsletter that 175,000 people read every week. Our goal is to keep building new frameworks and sharing what's possible. Things are changing so fast—AI, GTM tech, everything. But first principles still apply. That's why frameworks matter more than ever.You can't just ask ChatGPT to “give me a go-to-market strategy” and expect it to work. It might give you something beautifully written, but it won't help you make money. You need frameworks, team alignment, and process discipline.And I post about this every day on LinkedIn—so follow me there too!Kerry Curran, RBMA (30:54.988)Excellent. Well, thank you so much. This has been a great conversation, and I highly recommend the book and the certification to everyone. We'll include all the links in the show notes.Thank you, Sangram, for joining us today!Sangram Vajre (31:09.284)Kerry, you're a fantastic host. Thank you for having me.Kerry Curran, RBMA (31:11.854)Thank you very much.Thanks for tuning in to Revenue Boost: A Marketing Podcast. I hope today's conversation sparked some new ideas and challenged the way you think about how your organization approaches go-to-market and revenue growth strategy. If you're serious about turning marketing into a true revenue driver, this is just the beginning. We've got more insightful conversations, expert guests, and actionable strategies coming your way—so search for us in your favorite podcast directory and hit subscribe.And hey, if this episode brought you value, please share it with a colleague or leave a quick review. It helps more revenue-minded leaders like you find our show. Until next time, I'm Kerry Curran—helping you connect marketing to growth, one episode at a time. See you soon.

How can CEOs, CMOs, and revenue leaders truly create a high-performance GTM engine?  This episode is a live event that Chris Walker did with Sangram Vajre (co-founder & CEO at GTM Partners) where they answer exactly that. Key topics from this episode: Who should really own GTM? Moving beyond “marketing vs. sales” The 4 pillars of pipeline creation Why marketing needs more of a business mindset The importance of retention vs. acquisition How to fix broken revenue metrics Why “slow is fast” in GTM How to build an agile GTM team What the future of marketing leadership looks like – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris's short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

Every leader can grow beyond driving performance and business success and create a deep sense of community. In this episode from 2021 Sangram Vajre and I discuss the framework for building a culture of "belongship" in any organization.  The Andy Stanley Leadership Podcast is one of Forbes' 6 Leadership Podcasts To Listen To In 2024 and one of the Best Leadership Podcasts To Stay in the Know for CEOs, according to Industry Leader Magazine. If this podcast has made you a better leader, you can help it by leaving a quick Spotify or Apple Podcasts review. You can visit Spotify or Apple Podcasts, and then go to the “Reviews” section. Thank you for sharing! ____________ Where to find Andy: Instagram: @andy_stanley Facebook: Andy Stanley Official X: @andystanley YouTube: @AndyStanleyOfficial Website: andystanley.com  Where to find Sangram: Instagram: @sangramvajre See omnystudio.com/listener for privacy information.

In this episode of RevOps Champions, Brendon Dennewill engage with Sangram Vajre for an insightful discussion on critical aspects of Revenue Operations (RevOps). The conversation delves into the common challenges companies face in selling and renewals, emphasizing issues like customer retention and the need for expanding into additional personas or product lines. Sangram highlights the importance of having business coaches and frameworks, such as the Entrepreneurial Operating System (EOS), to guide leadership teams through these challenges, ensuring organizational alignment and clarity.The discussion also brings to light the significant role that external advisors and frameworks play in providing the necessary strategic clarity and growth for businesses. Sangram stresses the impact of AI in enhancing business processes, noting that while AI won't replace jobs, those who effectively utilize AI will have a competitive advantage. He underscores the necessity of clean and organized data for effectively leveraging AI tools. The episode further covers customer retention strategies, the importance of managing change within organizations, and the evolving landscape of go-to-market strategies, including HubSpot's expansion and competition with larger players like Salesforce.Towards the end, Sangram and the hosts explore the Go-to-Market Operating System, which comprises various components like RevOps, and its critical role in organizational alignment and growth. They discuss the CEO's ownership of go-to-market decisions and why some companies scale better than others, introducing concepts like the "Five Valleys of Death." The episode concludes with a reflection on the importance of integrating brand and demand, improving pipeline velocity, and ensuring customer time to value and expansion—all essential for maintaining a healthy net revenue retention (NRR). This episode offers B2B leaders invaluable perspectives and actionable strategies to navigate the complexities of the modern business environment effectively.Find more at revopschampions.com

One key to achieving entrepreneurial success is clearly defining and articulating the win both personally and professionally. In this episode from 2021, Sangram Vajre and I discuss six must-have elements to help you define your wins and create a successful organization. The Andy Stanley Leadership Podcast is one of Forbes' 6 Leadership Podcasts To Listen To In 2024 and one of the Best Leadership Podcasts To Stay in the Know for CEOs, according to Industry Leader Magazine. If this podcast has made you a better leader, you can help it by leaving a quick Spotify or Apple Podcasts review. You can visit Spotify or Apple Podcasts, and then go to the “Reviews” section. Thank you for sharing! ____________ Where to find Andy: Instagram: @andy_stanley Facebook: Andy Stanley Official X: @andystanley YouTube: @AndyStanleyOfficial Website: andystanley.com  Where to find Sangram: Instagram: @sangramvajre See omnystudio.com/listener for privacy information.

There's so much confusion around what a modern go-to-market is, and what marketing's role is in developing and executing against a successful GTM strategy.In the first episode of The Marchitect, Sangram Vajre, Founder at GTM Partners, Trinity Nguyen, VP Marketing at UserGems, and Yi Lin Pei, Founder at Courageous Careers share:the modern go-to-market, and the role of the CMO and their PMM leaderthe difference between marketing the business, and the business of marketingthe key characteristics of a modern CMO & PMM leaderwhat GTM motions should be top of mind for modern marketersCredits:The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.Guests: Sangram Vajre, Trinity Nguyen and Yi Lin PeiProducer: Grayson OttenbreitEditor: Stephen Despins

We've spent 13 episodes uncovering key insights from experts in enablement, sales, marketing, customer success, revenue operations, and more. To celebrate the growth, learning, and invaluable wisdom we've heard along the way, we're gathering the best of the best all into one episode.So whether you've tuned into every minute or are new to the Go-to-Market Magic scene, join us as we revisit some of the most insightful guests and captivating episodes we had the joy of creating. Here are the key takeaways:Toby Carrington emphasizes senior executives' role in guiding sales by providing strategic, value-rich interactions early in the sales cycle.Sangram Vajre shares that customer success teams should go beyond product features to act as business advisors and help articulate customer ROI stories.Sam McKenna focuses on the significance of humanizing sales interactions and improving the structure and substance of discovery calls.David Fisher advises a targeted approach to social selling to engage the right audience rather than pursuing a large, indiscriminate reach.Paul Norford champions the development of enablement resources for internal teams and channel partners, considering them an extension of the sales force.Juliana Stancampiano discusses AI's potential to enable SMEs to document and distribute institutional knowledge that is often unconsciously held by experts.Mark Kosoglow promotes the shift towards valuing post-sale success and maintaining customer relations alongside alignment between sales, marketing, and customer success initiatives.Dave Lichtman introduces the concept of a hybrid enablement function that integrates full-time personnel with specialized contractors, ensuring agility and breadth in enablement. It's a mix of conversations, lessons, and actionable advice that will inspire, motivate, and prepare you to elevate your approach to enablement.Jump into the conversation:[00:00] Introduction[03:24] The importance of human connection in sales discussions[09:01] Improving sales through insights and relationships[11:00] Timing is crucial for successful senior executive engagement[15:51] Supporting CS leaders to succeed[17:46] Overcoming lip service to achieve real alignment[21:46] Value delivery in small, incremental steps[22:59] Understanding go-to-market, sticky products, and psychology[27:53] Prioritize internal and external team enablement strategies[32:35] Processes can be challenging[34:30] AI streamlines lesson creation and improves learning content[36:22] Watch out for season two Continue the conversation with these resources:See how to kick go-to-market chaos to the curb with better enablement. Learn more.  Seismic is bringing the future of enablement to Boston, New York City, and Sydney for one day only as part of our Seismic City Tour. Join us!

Sangram Vajre is one of the best-known category designers in B2B SaaS, with community and events being critical parts of his playbook. Not only did Sangram bring the account-based marketing category to life during his time at Terminus, but he's also used the same playbook to launch a successful paid community (Peak), and now a service business (GTM Partners). In this recording of our life AMA with Sangram, you'll learn how community and events can help drive your category strategy.We touch on topics like:Sangram's playbook for events that turn communities into content to design a categoryWhy it's not too late to build a category and community in your spaceThe mindset and team it takes to pull these feats offThis conversation is moderated by the founders of Category Thinkers, Pablo Gonzalez, John Rougeux, and Mike "Damp" Damphousse.This episode is sponsored by:Category Design AdvisorsBeTheStage.live

Sangram Vajre knows what it takes to start and scale a business because he's done it successfully time and time again, and in this episode, he's sharing his secrets with you. The entrepreneur started at Salesforce, where he studied the billion-dollar business and used what he learned to launch his own company. Now, Sangram is the Co-Founder and CEO of GTM Partners. Listen as Sangram discusses the tricks of the trade and the mindset that can help entrepreneurs break free from chaos and enjoy their journey.  Learn more: https://gtmpartners.com/  

There are 5 kinds of ROI software provides - and understanding the difference is critical.With Sangram, we discuss that and much more(00:00) - Introduction (01:32) - Say hello to Sangram Vajre (04:48) - Buyers and ROI (07:10) - 5 types of ROI (10:41) - The ROI of slack (17:36) - What ROI do we provide? (21:18) - Changing ROI profile (30:26) - ROI is not just a sales tool (34:20) - Two kinds of people (38:19) - Where do we invest the next dollar Check out GTM Partners here.

Don't forget to check out Casey's other podcast Creating The Greatest Show which is all about the ins and outs of creating a great podcast!Learn more at https://ringmaster.com/creating-the-greatest-show/?utm_source=podcast&utm_medium=audio_ad&utm_campaign=cgs_cross_promo_on_hcmToday's guest is a seasoned marketing leader and thought leader. Introducing Avi Bhatnagar, Vice President of Growth Marketing at Commvault. Today, Avi and Casey are coming together to address and dispel five misconceptions about PLG (Product-Led Growth), how PLG isn't just for SMBs; larger enterprises can also benefit by involving cross-functional teams and promoting inclusivity within the buying committee. Furthermore, PLG's success depends on alignment across executive, sales, marketing, customer success, pricing, and operations teams—not just the product team. Connect with Avi Bhatnagar:LinkedIn: https://www.linkedin.com/in/avi-bhatnagar-b946642 Commvault: https://www.commvault.com Twitter: https://twitter.com/avibay Metallic.io: https://metallic.io Shoutouts:Openview Partners: https://openviewpartners.com/blog/category/product-led-growth Wes Bush on LinkedIn: https://www.linkedin.com/in/wesbush Hila Qu on LinkedIn: https://www.linkedin.com/in/hilaqu Sangram Vajre on LinkedIn: https://www.linkedin.com/in/sangramvajre Ways to Tune In:Apple Podcasts:  https://podcasts.apple.com/us/podcast/the-hard-corps-marketing-show/id1338838763Amazon Music/Audible: https://music.amazon.com/podcasts/0f4497c6-b402-4cad-9018-1e41b7e8f2bb/the-hard-corps-marketing-showSpotify:  https://open.spotify.com/show/1vVLpNI1LssMTiL6KdsamnStitcher: https://www.stitcher.com/podcast/the-hard-corps-marketing-showGoogle Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL3RoZS1oYXJkLWNvcnBzLW1hcmtldGluZy1zaG93YouTube: https://youtu.be/QTEHVoXNxBgHard Corps Marketing is produced and sponsored by Ringmaster, on a mission to create connections through branded podcasts. Learn more at https://ringmaster.com/ 

What is up PartnerUp!Sangram Vajre, Co-Founder and CEO at GTM Partners, joins the show to discuss ecosystem, Nearbound, and category creation. He shares insights he learned while building Terminus, which was an early company in the ABM space. Sangram, Jared, and Isaac discuss how partner people can interface with CEO's. They dive into how to show that partnerships can fit into the larger vision of the company. Sangram gets specific on what he is seeing with events, community, and AI in the market. He divulges how GTM Partners is taking advantage of those trends, and Sangram, Jared, and Isaac discuss the importance of embracing change.Never miss an episode of the world's number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you're a visual person, sub to our YouTube, and see the full recording of us learning out loud.Share the episode with your commentary on LinkedIn or Twitter and we'll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We're real people. You can check out all past and future PartnerUp episodes and subscribe to the world's number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.P.S. If you want the Nearbound Sales Blueprint that just dropped, head over to https://nearbound.com to get it entirely for FREE.P.P.S. If you haven't heard, we just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, again, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

If marketing wants to have a strategic seat at the table, CMOs need to be in the business of marketing (opposed to marketing the business). Effective CMOs with sway create markets. They unite the C-Suite as one. They shepherd in the Go-To-Market (GTM) strategies that grow the business.  In this episode, we explore the core elements that make a B2B GTM strategy truly effective with three renowned B2B marketers: Bryan Law of ZoomInfo, Amanda Malko of G2, and Sangram Vajre of GTM Partners. They share what it takes to build strong B2B GTM motions, the telltale signs of a faulty strategy, and why NRR (Net Revenue Retention) should probably be your new favorite metric. Join us as we unravel these insights and more, ensuring you walk away with actionable takeaways to supercharge your B2B GTM strategies. For full show notes and transcripts, visit https://renegade.com/podcasts/ To learn more about CMO Huddles, visit https://cmohuddles.com/

In a recent interview GTM Disrupted host Mike Smart sat with Sangram Vajre, best-selling author and Co-Founder/CEO of GTM Partners, a data driven go-to-market analyst firm to chat about the urgent need for B2B companies to modernize their go-to-market functions. Sangram shares his experience and insights on how to use a go-to-market framework to scale a company at every stage to sustain growth. His call to action for B2B companies that struggle with stagnant Net Recurring Revenue (NRR) is based on clarity, alignment and trust starting at the C-Suite. Sangram's Bio: Sangram has been at the forefront of the B2B marketing trends for over a decade. He is the author of two books on B2B marketing the most recent one “MOVE The 4-question go-to-market framework” is a Wall Street Journal best seller. Sangram believes his primary job is being a great husband and Dad. His side gig is running GTM Partners. Prior to his most recent side gig, he was co-Founder and Chief Evangelist of Terminus the ABM platform company. He has also served as head of marketing for Pardot, a Salesforce company. To Learn more about Sangram to go - https://www.linkedin.com/in/sangramvajre/ Correction Please Read: At 21 minutes into the show I stated that Product Board acquired the product management community “Mind the Product”. Correction – on February 1, 2022 Pendo.io Inc. announced that it acquired Mind the Product the terms were not disclosed.

Learning how to help your customers tell a good ROI story is critical to success as a go-to-market organization these days.Sangram Vajre, Co-Founder and CEO of GTM Partners, joins the show to share how to overcome today's common GTM challenges and his vision for the future of go-to-market. The discussion touches on the importance of velocity in scaling a business, the role of customer success in delivering value, and how to align go-to-market organizations by using the right metrics. Here are the key takeaways from our conversation with Sangram: Why Marketing teams should focus on the flywheel, not the funnel: Instead of fine-tuning the funnel to acquire new customers, Sangram argues that it's more financially lucrative to retain and upsell existing ones. Why Customer Success should focus on ROI, not product features: Sangram makes the case for Customer Success teams learning to align with their customers' business objectives. By telling a compelling ROI story, renewals are a no-brainer. How to align your GTM organization with a “North Star” metric: Decide on a shared metric that drives your organization toward a common goal. Sangram recommends NRR to unite Sales, Marketing, and Customer Success teams toward a cohesive strategy. Jump into the conversation: [00:42] Who is Sangram Vajre [03:25] 15 common go-to-market problems [04:38] How flywheels are the new funnels[13:03] The importance of showing customers ROI to help prevent churn[20:09] Heather and Steve's highlights from the episode [20:52] How to measure value and promote customers through customer successContinue the conversation with these resources: Read Sangram's book, Move: The 4-Question Go-to-Market Framework, to learn more about the concepts discussed in this episode. Use Seismic's ROI calculator to learn about the potential savings and ROI of an investment in Seismic. (Yes, we drink our own champagne.) Check out The Comprehensive Guide to GTM, including the 15 common GTM challenges that Sangram mentions in today's episode. In this Forbes article, Seismic's CRO and President Hayden Stafford breaks down three steps to operationalizing outcomes to create a compelling ROI story, putting customer experience at the forefront. 

For some, marketing is all about leads, leads and more leads. But according to industry veteran Sangram Vajre, Co-founder and CEO of the new go-to-market analyst firm GTM Partners, it's possible to double revenue every five years without adding new customers — it all rests in how companies go to market. During this episode of the #B2BMX podcast, Hosts Klaudia Tirico and Kelly Lindenau chat with Sangram about the importance of companies needing to change their vocabulary and way of measuring success to create more efficient and responsible growth. Tune in to learn: The two key acronyms for success — ROI and NRR; How AI can help B2B marketing and sales professionals; How can practitioners can position themselves to embrace the future of marketing and sales; and How Sangram's new company looks to help others change the way they go to market. RELATED LINKS Connect with Sangram here! Learn more about GTM Partners. Check out the agenda and register for B2BSMX 2023 — use code PODCAST25 at checkout and receive 25% off your ticket!

In today's episode of Category Visionaries, we speak with Sangram Vajre, CEO and Co-Founder of GTM Partners and Co-Founder of Terminus, pioneers of the Account-Based Marketing (ABM) category. Topics discussed:  Sangram's career background as the CEO and Co-Founder of GTM partners, and what led him to found Terminus The origins of ABM The role events play in creating a new category The power of podcasting to support category creation efforts Why Terminus partnered with competitors to create demand for the ABM category The most common challenges of category creation Sangram's advice for founders getting ready to embark on their own category creation journeys  Sangram's next big move with GTM Partners 

Brett revisits a digital event he hosted called “What's the ROI of our Content Marketing Program.” Joining him are content marketing leaders including: Sangram Vajre of GTM Partners, Nate Turner of Ten Speed, Thomas Peham with Storyblok, and Amrita with Superside. They have a lively conversation about the evolution of content marketing, content technology, conversion, and gated content.2:35 Introductions7:00 Amrita on content marketing and conversion19:12 Thomas on culture of content26:50 Thomas on content Technology30:00 Nate on content distribution39:54 Sangram on content and LinkedIn48:50 Forms/un-gated content53:20 What content should we focus on57:38 OutroModern Day Marketer The Newsletter (subscribe)Follow The Juice:| Website | Blog | Twitter | LinkedInFollow Brett:| Twitter | LinkedIn 

In this episode, we sit with two Go-To-Market experts: Sangram Vajre, GTM Partners & Karen Steele, CMO of Sendoso to better understand what separates winning companies from less successful ones.If your team is struggling with your GTM strategy and motions, we'll give you the things you need to conquer your Go-to-Market! More precisely, how to design a high-performing go-to-market team and how to take a disciplined approach to define the GTM process to set you up for success.

If you are just putting things together, and you're purely seeking the truth, it would be crazy not to see the truth in front of you. In this episode, Sangram Vajre describes his journey as an entrepreneur and how it's helped him build multiple successful businesses. He introduces his book “Move” and how it helps companies make the right moves to achieve their goals. Sangram shares how his life and marriage were restored once he and his wife started seeking God together and pursuing Him wholeheartedly. Let's dive in!

Summary:This week on How to Win: Jonathan Anguelov, co-founder & CSO at Aircall, a cloud-based call center and phone system that seamlessly integrates with common productivity and help desk tools. Since its founding in 2014, Aircall has raised over $226M in funding and now sits at over $100M ARR with over 700 global employees. In this episode we discuss the massive opportunity Aircall saw in the market, how they got an early leg up on the competition by being specific about their ICP, and why innovation remains a core part of their strategy. I share my thoughts on the wisdom of entering a market with lots of demand, how to choose which JTBD to focus on when your product support multiple, and why there is so much value in hiring folks with deep expertise (even if they come with a higher price tag). Key Points: Jonathan explains the opportunity Aircall saw in the market (01:13) Jonathan describes the competitive landscape that Aircall initially entered (03:16) I explore the benefits of entering a high-demand market with a quote from Terminus' Sangram Vajre (05:13) Jonathan maps out Aircall's go to market strategy (06:53) I take a look at choosing a job to be done to focus on with a quote from Olivine Marketing's Raechel Lambert (09:27) How Aircall nailed their ICP and identified their greatest need (10:43) I unpack what a go to market strategy is with a quote from DemandMaven's Asia Matos (13:20) How does Aircall allocate their funding strategically? (16:42) I discuss the value of hiring for experience with a quote from Malcolm Gladwell on the ten thousand hour rule (18:30) What advice does Jonathan have for fellow founders? (21:48) Wrap up (24:59) Mentioned:Jonathan Anguelov LinkedInJonathan Anguelov TwitterAircall WebsiteAircall LinkedInMarketing a movement over a product with Terminus' Sangram VajreRaechel Lambert LinkedInAsia Matos LinkedInMalcolm Gladwell WebsiteMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

Oh, do we love any and all conversations with Sangram Vajre! At the heels of co-founding his new venture GTM Partners and co-authoring the WSJ best-selling book MOVE: The 4-Question Go-To-Market Framework, we invited Sangram to join a CMO Huddles Bonus Huddle (re: a private Q&A) to help B2B CMOs rethink their GTM strategy and wow…  He did not disappoint. Tune in for a fantastic episode with a seasoned marketer-at-heart that covers the CMO's role in GTM, signs your GTM strategy might be broken, which metrics matter in the world of GTM, and a whole lot more. For full show notes and transcripts, visit https://renegade.com/podcasts/ To learn more about CMO Huddles, visit https://cmohuddles.com/

We've all heard the term “go-to-market”. But do we really know what it means? And, more importantly, do we know what it takes to do it right? Go-to-market strategy will make or break your business. Apologies for the dramatics, but it's gotta be said. You can have the best product in the world, but you won't see a dollar of revenue until you build a solid go-to-market strategy for it. Then, it's time for product marketing to step in for the W.I.N. In this special episode of the Marchitect recorded at Clozd's WIN LOSS WEEK, we talk all things winning—how to win and how to win MORE. You'll hear from go-to-market experts Sangram Vajre, best-selling author of MOVE and co-founder of Terminus and Peak Community, Amanda Malko, CMO at G2, and Kyle Lacy, Former SVP Marketing at Seismic.Sangram, Amanda, and Kyle give us their take on GTM strategy (with key tips for success) and walk us through how they work with product marketing to position to W.I.N.

Ideation. Transition. Execution. These are the three stages of business growth every C-suite leader must navigate throughout the life of their company. Surviving each one is not good enough. You want to thrive, evolve, and, when necessary, transform. But who do you market to? What do you need to operate effectively? When can you scale your business, and in which areas can you grow the most? As the markets change, so will your answers. But these four questions will help you focus on the who, what, when, and where of your business— and they remain the same. In this keyonte, Sangram Vajre will provide you with a four-question framework that will reveal your next steps and propel you forward, no matter the size of your company or the stage you're in. You'll learn how to take your business from ideation to execution and predict your next MOVE more confidently.Check out upcoming DigiMarCon Digital Marketing, Media and Advertising Conferences & Exhibitions Worldwide at https://digimarcon.com/events/

In this episode, Sangram Vajre and A. Lee Judge discuss the importance of B2B marketing.Sangram Vajre and Lee chat about sales and marketing alignment, Sangram's MOVE framework, and how organizations should facilitate their Go-To-Market strategy. Plus other insights into the realm of the Business of Marketing.Sangram Vajre shares his expertise on B2B Marketing, Startup Culture, Marketing Technology, and Sales & Marketing Alignment.Conversation points: What are the forces supporting the crusade to align Sales and Marketing? What would you say are some of the biggest forces working against Sales and Marketing alignment? What are the metrics that most companies are focused on and those effects on Go-To-Market? Can you give us a brief journey of some of the notable ventures and communities that you have created?  Tell us about Move: The Go To Market Podcast. About the name of the show and the MOVE framework, what does the acronym MOVE represent? Would you ever consider starting a service business? And If so, could you apply MOVE to a service business? A. Lee Judge is the host of The Business of Marketing podcast.Please follow the podcast on your favorite podcast listening platform.This podcast is produced by Content Monsta - A leading producer of B2B Content.

In today's episode, John Duisberg chats with Sangram Vajre. Sangram is a Partner at GTM Partners, the consulting firm making go-to-market simple for CEOs and revenue executives, as well as co-founder of Terminus, the account-based engagement platform helping companies build pipeline and revenue. He is recognized as a marketing strategy expert and one of the top B2B influencers in the world. Sangram Vajre sits down with John to discuss creating a winning culture, empowering local leaders in a dispersed workforce, and putting the right people in the right roles for success. RESOURCES RELATED TO THIS EPISODE Visit Terminus.com Follow Sangram Vajre on LinkedIn CREDITS Theme Music

In this replay episode that originally aired in March 2021, Dan Sanchez interviews Sangram Vajre, co-founder of Terminus, host of the #FlipMyFunnel podcast, & author of ABM is B2B. They discuss… Why ABM isn't a better form of marketing, it's a different form How organizations can view go-to-market as a product, not a strategy 4 questions Sangram's new book will answer about ABM in customer service

Doug Landis (Growth Partner at Emergence Capital and Advisor to companies like Sales Assembly) mentioned in a recent Forbes article: “When selling to larger companies you must come to every social, email and live conversation with a point of view about their business...You have to know what they are focused on as those strategic initiatives for the business will trickle down to every department across the organization.” You need to show the role you can play in their strategic initiatives and the impact you will have otherwise, and you will just be another item on their list of things to do eventually.You cannot come to every interaction with a point of view about your future customers' businesses if your team does not have a clear point of view about their business. Unfortunately, too many teams do not have a POV and even the experts are getting POVs wrong.  In the podcast below, Kristina Jaramillo (President of Personal ABM) shares:·         Why a VR tech firm targeting the Fortune 1000 with solutions to help with employee training and engagement are only getting interest from Directors and below and are not capturing attention from VPs and the C-suite. ·         Why a digital asset management tech firm was challenged to compete with Bynder that would win on price and with suites like Adobe and Sitecore.·         How top marketers like Sangram Vajre are getting POVs wrong and how its limiting the ability of GTM teams to create a category, drive demand with status quo accounts and teach for differentiation.  ·         How you need to build the foundation (including creating your POV) before you can effectively complete ABM where you can come to each interaction with a POV about your future clients' businesses. We need to build the foundation to change sales and marketing motions as it is our POV that you are just doing targeted demand gen if you are not changing sales and marketing motions, interactions, and experiences. This is why companies are challenged to go upmarket, why they have accounts go dark after sales engagement and why sales cycles are too long. 

If you are in love with your product, you will never be able to build a category. Categories are about problems, not about products. Today's guest for Coffee with Closers is convinced that if you want to create one, you've got to fall in love with the problem, not the product. Meet Sangram Vajre - a WSJ and USA Today best-selling author, keynote speaker, and co-founder of Terminus – an ABM platform for B2B marketers. Sangram is an expert in developing the go-to-market strategy and creating a category to dominate the marketplace. Stay tuned for our conversation where Sangram shares practical advice for B2B markets on how to build a very strong and successful brand. Coming up: ►What do marketers need to know about go-to-market strategy? ►Where to find the fine balance between acquiring customers, building brand awareness, and capturing the existing demand? ►How to get away from the trap of trying everything to immediate ROI? ►How to make sure your content is not created in vain and that it's actually going to be consumed? Enjoy the episode! ------------------------------------------------------------------------------------------------------------------------------- ►Find Sangram Vajre on LinkedIn https://www.linkedin.com/in/sangramvajre/ ►Visit Terminus at https://terminus.com/ ------------------------------------------------------------------------------------------------------------------------------- This series is brought to you by OneIMS - a leading digital marketing agency helping businesses win new customers. ►Request your FREE marketing ROI audit at https://www.oneims.com/ ►Follow OneIMS online! ►Subscribe to our channel here: https://www.youtube.com/user/oneims ►Listen to our podcast https://open.spotify.com/show/0rq9sO5hIdnMlsY3M7jqYf?si=fLmIEu88QMi6QFU8p6h_Gw ►Visit our website here: https://www.oneims.com/ ►Follow OneIMS online: Facebook:https://www.facebook.com/OneIMS/ LinkedIn: https://www.linkedin.com/company/oneims/ Instagram: https://www.instagram.com/oneims/ Twitter: https://twitter.com/oneims?lang=en

The average man thinks about "finishing well" in his 60s or 70s.   Not so for Sangram Vajre.   He started putting serious thought into this in his 30s.   The result? A helpful framework for all of us, regardless of our age.   You can only finish well later if you start living well today.

Key Points: Sangram explains the problem he identified that inspired Terminus (01:00) How Sangram developed the FlipMyFunnel framework in Terminus' first year (02:31) My thoughts on community creation as a moat (04:37) I explain the benefits of developing your company around a clear point of view (07:19) Why Terminus defined their category as account base marketing, rather than the narrower niche of account-based advertising (08:19) I unpack the importance of having both focus and broader resilience in your company with a quote from Strava's Mark Gainey (09:44) Sangram describes three stages companies go through: problem-market fit, product-market fit, and platform-market fit (11:39) Terminus' approach to acquisition (14:00) I describe the advantages of growing via acquisition with a quote from Cisco's former Chief Technology and Strategy Officer, Padmasree Warrior (15:40) How Terminus continued to build demand through community events (18:58) I explain why having a strong point of view is so compelling, with a quote from Celonis' Dave Peterson (20:36) Why Terminus embraces competitors as a sign of a healthy category (22:28) Why creating a new subcategory may be easier than winning a brand preference war (25:10) Wrap up (31:59) Mentioned:Sangram Vajre LinkedInSangram Vajre TwitterTerminus LinkedInTerminus WebsiteMark Gainey LinkedInPadmasree Warrior LinkedInDave Peterson LinkedInMailChimpAugustAmp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating Intensity by Frank SlootmanMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

TAM is out - TRM is in.In this episode of Author's Cut, co-authors of the MOVE book Bryan Brown and Sangram Vajre talk about the “M” in the MOVE framework - Market. Bryan and Sangram explain why they think “Total Addressable Market” may not be the best baseline for your marketing strategy...it's actually “Total Relevant Market”. Here's how you find your TRM, segments, and cohorts–and use them to determine who you should market to. Next week, they talk about the "O" - This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.Additional Resources:MOVE: The 4-Question Go-To-Market FrameworkKey Takeaways:Total relevant market is who you should actually be focusing your marketing energy onThe way you market should change as your go-to-market strategy shifts and growsGo and ask your organization what stage of the business you're in. Don't rush into the next one, until you nail this one!

In this episode, Sangram Vajre, co-founder of Terminus and 3x author including the best-seller “MOVE: The 4-Question Go-to-Market Framework,” joins Toph & Ryan to discuss the new modern marketing approach to SEO, how content creation is the superior approach for reaching page one and driving better results, and much more.---------Quotes“It's so important to use the word 'marketing' as opposed to 'content', because at that time, even though we did not know... we could feel that this is going to spill over into a better way of marketing. It's a better way of creating demand. It's a better way of all the things that marketing needs to do... It's going to have ripple effects on the revenue and the business outcomes, and you don't want to miss out on what value is going to drive your customers."---------Key TakeawaysWhy content created for SEO is complementary to account-based marketingThe customer's journey no longer follows a linear model. Organic alignment to the customer journey is now more important than everBeing intentional in your approach is more important than being brilliant---------Time Stamps:* (1:15) Meet Sangram Vajre, Co-Founder at Terminus* (3:56) Webinars as a go-to-market strategy* (6:08) Sangram's journey to co-founding Terminus* (9:58) How ABM runs parallel to SEO content creation* (15:15) A new way to think of pillar-based content * (23:10) Inspiration behind Sangram's best-selling book* (26:29) Quick Hits--------SponsorThis podcast is brought to you by DemandJump. Tired of wasting time creating content that doesn't rank? With DemandJump you know the exact content to create to increase 1st-page rankings and drive outcomes. Get started for free today at DemandJump.com.--------LinksConnect with Sangram on LinkedInConnect with Christopher on LinkedInConnect with Ryan on LinkedInLearn more about TerminusRead MOVE: The 4-Question Go-to-Market FrameworkLearn more about DemandJump

Most businesses are underdelivering because they still market to their prior business stage, rather than the one they're currently in.You have to transform to fit your market.On this episode of MOVE: Author's Cut, Co-authors Sangram Vajre and Bryan Brown explain the ‘M' in the MOVE framework— discussing why it's so important to market to the right audience when moving to a new business stage.What we discussed:The M in the MOVE frameworkThe call to action for companiesThis is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.

Welcome to Innovation Meets Leadership! I'm your host, Natalie Born. In this episode, Sangram Vajre from Season 1 is back! He discusses what the go-to-market means and why low retention rates translate to the death of organizations. He expounds on the four leaky buckets to consider when solving the common problems businesses face. Bestselling author Sangram Vajre co-founded Terminus in 2014 and ever since has been teaching the business of marketing with his signature frameworks. He's an international keynote speaker, was named one of the top twenty-one B2B marketing influencers in the world, and is the host of a top-fifty business podcast called FlipMyFunnel. Bryan Brown is Chief Strategy Officer at Terminus and a SaaS visionary in the marketing and sales tech industry. From co-founder to scale with multiple exits, he has envisioned and brought to market software that has shaped the way thousands of businesses grow and communicate with their customers. All resources, templates, scorecards, and frameworks from this book can be found on www.themovebook.com. Main Takeaways: ● Embracing our Business Journey by Exploring the Go-To-Market ● How Retention Rate Translates to the Company Valuation ● Solving the Problem by Targeting the Retention Angle Key Quotes: “You can't solve all of it at one go… Really get into that and say, we're gonna pick this first problem, or the second, or the third.” - Sangram Vajre Be sure to check out full show notes at https://innovationmeetsleadership.com/resources Connect with Sangram Twitter: @sangramvajre Instagram: @sangramvajre LinkedIn: https://www.linkedin.com/in/sangramvajre/ Terminus Website: https://terminus.com/ Move: Themovebook.com These are proven solutions to advance your leadership and innovation process. Check out our website innovationmeetsleadership.com or connect with us on Instagram or Facebook @innovationmeetsleadership Don't forget to subscribe and leave a 5-star review. Let's go transform something! --- Send in a voice message: https://anchor.fm/natalie-born/message Support this podcast: https://anchor.fm/natalie-born/support

Today's guest, Sangram Vajre, Co-Founder and Chief Evangelist Officer at Terminus, talks with us about becoming a founder donor for a non profit that is 3d printing houses, why he looks at the world through a lens of charitable giving, along with advice on how to course correct your Go-to-Market organization if you've gone off track. Join us as we discuss: - What prompted him to become a founding donor with New Story Charity - How to know if your Go to Market org is broken - The five “valleys of death” you may find yourself in - How to climb your way out of those valleys - The journey from point solution provider to platform provider Check out these resources we mentioned during the podcast: - Sangram's new book, MOVE: The 4 Question Go-to-Market Framework - New Story Charity, the non profit that Sangram is donating all book profits to. Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Today's guest, Sangram Vajre, Co-Founder and Chief Evangelist Officer at Terminus, talks with us about becoming a founder donor for a non profit that is 3d printing houses, why he looks at the world through a lens of charitable giving, along with advice on how to course correct your Go-to-Market organization if you've gone off track.Join us as we discuss:- What prompted him to become a founding donor with New Story Charity- How to know if your Go to Market org is broken- The five “valleys of death” you may find yourself in- How to climb your way out of those valleys- The journey from point solution provider to platform providerCheck out these resources we mentioned during the podcast:- Sangram's new book, MOVE: The 4 Question Go-to-Market Framework- New Story Charity, the non profit that Sangram is donating all book profits to.Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, or our website.Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

There are five Valleys of Death that every company faces when scaling their business. In Episode 42, Sangram Vajre, co-founder of Terminus and best selling author of MOVE: The 4-Question Go-to-Market Framework, shares the best methods that every company should know to avoid dying in these valleys. Sangram became a student of Go-to-Market while trying to answer the question - “What makes a company go from good to great?” Join us and learn from the best how to answer the questions that come up in each evolution of your business.

Sangram Vajre is the co-founder of Terminus, the leader in account-based marketing, and the host of The Flip My Funnel Podcast. He joins the podcast to discuss is his new book, MOVE-The 4-Question Go-To-Market Framework, and explains the MOVE framework and the 3 P's (problem-market fit, product market fit, platform-market fit). 0:00 Intro 1:05 Conversation with Sangram 3:10 Growing on LinkedIn 4:30 Consistency 5:50 Community of modern-day marketers 10:05 New book 12:53 Working at Pardot 17:35 McDonald's 19:00 Joe Rogan's podcast 19:55 Is your go-to-market broken 25:06 MOVE framework— Market, Operations, Velocity, Expansion 29:40 Collaborating on book 32:00 Making personalized videos 36:45 Roles in go-to-market function 38:44 Content within MOVE framework 40:07 Order book 40:42 Outro Join The JuiceORDER SANGRAM'S BOOK MOVE HERE Follow Sangram| Twitter | LinkedIn | Terminus | The FlipMyFunnel Podcast Follow Brett:| Twitter | LinkedIn    

In this special episode of The Data Room, we're joined by co-host Dan Quirk (host of Go-to-Market Excellence podcast) and Sangram Vajre, Chief Evangelist and Co-Founder of Terminus. Sangram discusses the process of authoring his latest book, MOVE: The 4-Question Go-to-Market Framework and the benefits of prioritizing your go-to-market strategy. An overview of the MOVE framework, built out of interviews with hundreds of companies (1:25) The nuances between the business stages of problem fit, product fit, and platform fit (5:35) Two arguments why go-to-market is broken in many organizations (9:30) A look into revops at Terminus and why an unbiased scorecard makes executive meetings more productive (12:23) For more information on Sangram and MOVE: The 4-Question Go-to-Market Framework, visit themovebook.com Check out our additional conversation with Sangram on the Go-to-Market Excellence podcast (found wherever you listen to your favorite podcasts).

RevOps is one of the most important roles in any organization, second only to the CEO, and it will stay that way over the next three to five years. Why is it so important and how do you implement a go-to-market framework that works for your team? In this wide-ranging conversation, special co-host Heather Quitos and I interview Sangram Vajre, Co-Founder and Chief Evangelist at Terminus, about his new book MOVE and the lessons that it teaches us about the RevOps function. We discuss: Who owns GTM Why RevOps is the second most important role in any organization Why GTM effectiveness is more important than GTM efficiency The positive side effects of an autonomous RevOps team Building a GTM tech stack strategically Check out these resources we mentioned during the podcast: The Data Room podcast Flip My Funnel podcast The MOVE: The 4-Question Go-To-Market Framework Have an idea for a guest or show topic? Email me at dan@scaleMatters.com. Hear more go-to-market excellence by subscribing in Apple Podcasts , Spotify , or wherever you listen to podcasts. Listening on a desktop & can't see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

Drew and the guys discuss the concept of "belongship". "Belongship" is a concept deeply explored by Sangram Vajre.

Jonathan and Brett have finally met the entire The Juice team in-person, face-to-face, in the flesh. Sangram Vajre, co-founder at Terminus, met with them to discuss finding their ideal customer, a specific individual like “Holly.” 0:00 Intro 1:10 Conversation with JG 4:00 Meeting with Sangram 7:20 Holly the individual 9:10 Brett's career in marketing 12:05 User-based marketing 14:30 Finding ideal user for The Juice 18:40 Outro Join our waitlist and sign up for our newsletter here.Follow The Juice:| Website | Blog | Twitter | LinkedInFollow Jonathan:| Twitter | LinkedInFollow Brett:| Twitter | LinkedIn  

One of your main goals as an entrepreneur is to grow your business. While there are many ways you can go about that, Sangram Vajre, co-founder at Terminus, believes that the most important thing is for you to truly understand the go-to-market and what a good market is. He tells Vijay Damojipurapu that go-to-market is a process of transforming your business consistently and there are different stages that can help you with it. There's the ideation stage, transition stage and the execution stage. All these stages combined with a great understanding of the platform market fit and product market fit will create path to your business' success. Love the show? Subscribe, rate, review, and share! http://stratyve.com/

Today I am joined by author, international keynote speaker, host of FlipMyFunnel Podcast, and co-founder of Terminus, Sangram Vajre. Sangram is passionate about being a positive impact on people's lives. He believes that a clear sense of belonging must exist within your community to be a successful organization. Main Takeaways in this episode: 1.) Sangram's thought leadership idea - belongship 2.) Sangram's PEAK Framework Be sure to check out full show notes at https://innovationmeetsleadership.com/resources You can connect with Sangram on LinkedIn @sangramvajre, or visit his company website https://terminus.com/ These are proven solutions to advance your leadership and innovation process. Check out our website innovationmeetsleadership.comor connect with us on Instagram or Facebook @innovationmeetsleadership Don't forget to subscribe and leave a 5-star review! Let's go transform something! --- Send in a voice message: https://anchor.fm/natalie-born/message Support this podcast: https://anchor.fm/natalie-born/support

You've seen ABM work wonders for other agencies. You're completely convinced that your organization should give it a go.   The only thing? Your C-suite isn't convinced.   How do you respectfully communicate to the C-suite that ABM is the answer?   Live from INBOUND 2019, Sangram outlines the methods B2B sellers and marketers can use to convince upper management to take a chance on ABM.   In this episode, Sangram covers: Finding the right ABM accounts Aligning sales and marketing Running an experimental ABM program ABM metrics To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.   Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

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 TED Talks has helped shape the public's expectations for what a meaningful address actually sounds like. Many business professionals, however, struggle with this new style of public speaking.   On the #FlipMyFunnel podcast, Sangram Vajre and James Carbary discuss the book How to Deliver a TED Talk: Secrets of the World's Most Inspiring Presentations by Jeremy Donovan. They consider Donovan's five major major components to delivering a top-shelf speech: how to open, how not to open, the use of the pause and "you," making someone else the hero, and how to close.   Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.   This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

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 Vajre. He emphasizes the power of bringing competitors together to cultivate growth.  FMF guest-host John Rougeux swaps spots with Sangram in this topsy-turvy #TakeoverTuesday episode. We learn about category creation versus category leadership, the advantage in building a community, having passion for the problem instead of the product, and more. John Rougeux is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?  

Is it better to hire or choose partners 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? Sangram Vajre, chief evangelist and co-founder of Terminus, knows the answer. “Passion trumps resume. Every day and twice on Sunday.” “Passion is something that can cut through fear and create love for who we are and what we do. It's an important idea for anyone who's in any kind of leadership role that requires cross-functional support or buy-in. It's about making our customers heros in their own organization.” Listen to the Passion Trumps Resume podcast and find out what else makes Vajre and Terminus so successful. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?