Alessandro Bogliari, CEO and Co-Founder of The Influencer Marketing Factory, a global influencer marketing agency, talks with great guests about influencer marketing, social media, the creator economy, social commerce and much more.
…
continue reading
Player FM - Internet Radio Done Right
32 subscribers
Checked 3d ago
Added four years ago
Content provided by Passetto. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Passetto or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Similar to GTM Live
Kipp Bodnar (HubSpot’s CMO) and Kieran Flanagan (Hubspot's SVP of Marketing), lead you down the rabbit hole of marketing trends, growth tactics and innovation. On the way you’ll pick up undiscovered strategies to give you that slight edge for success. These are not your typical twitter thread regurgitated marketing tactics that everyone is doing. These are new methods, with unfiltered examination of successful fresh ideas.
…
continue reading
The fun email marketing podcast. Sell more of your online courses, grow your membership and bring in more coaching clients with email marketing that doesn't stink. Sound good? Then join your fellow Email Marketing Heroes for your weekly dose of fun, practical, yet brutally honest email marketing advice. You can listen in to a piping hot, fresh episode every 'Email Marketing Wednesday' or if you prefer learning with your eyes instead of your ears, we turn each episode into a full written blog ...
…
continue reading
Insightful interviews with authors, experts, entrepreneurs, and thought leaders who share valuable marketing tips, growth strategies, and resources. Hosted by John Jantsch, one of America's top small business marketing experts, this show is dedicated to helping you craft effective marketing strategies that will grow your business. Whether you're a small business owner, marketing professional, or marketing agency owner, you'll gain valuable insights and actionable advice on topics such as mar ...
…
continue reading
Some Goodness is hosted by Richard Ellis, a seasoned sales leader passionate about inviting top business minds to share their wisdom. Each episode is only 15-20 minutes, perfect for your commute or workout.
…
continue reading
1
The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.
Brian Burns
11k
278
No BS Allowed - Are you sick of empty suits telling you to work harder? - Learn about The Maverick Selling Method, which models the world's best salespeople and what they do differently. If you are in sales and are passionate about selling, you will like this podcast. The focus is on b2b sales and selling. If you are selling or in sales, this podcast is for you. I cover cold calling, spin selling, challenger sale, solution selling, and advanced selling skills. Strategic selling, LinkedIn, sa ...
…
continue reading
Welcome to the What’s Next! Podcast. I’ve met so many brilliant people as I traveled the globe and have had some fascinating conversations that I’ve wished had been recorded so I could share them with you - this podcast was a way for me to recreate those moments and let you in on some fantastic insights. My current conversations center around one objective: what's next for companies and individuals as they look to innovate and grow. I hope these conversations inspire you as much as they have ...
…
continue reading
Business tips for startups by proven entrepreneurs
…
continue reading
Capitalmind looks at stocks, bonds, funds and the macro to bring you their view on the Indian financial markets. We discuss all things related to investing at our focussed podcast that keeps it simple. For more, go to capitalmind.in and to invest with us, visit capitalmindwealth.com
…
continue reading
Call them changemakers. Call them rule breakers. We call them Redefiners. And in this provocative podcast, we explore how daring leaders from across industries and around the globe are redefining their organizations—and themselves—to create extraordinary impact in today’s rapidly changing world. In each episode, Russell Reynolds Associates Leadership Advisor Hoda Tahoun and former CEO Clarke Murphy host engaging, purposeful conversations with leaders in and out of the business world who shar ...
…
continue reading
Player FM - Podcast App
Go offline with the Player FM app!
Go offline with the Player FM app!
))
Daily Deals
Podcasts Worth a Listen
SPONSORED
<
<div class="span index">1</div> <span><a class="" data-remote="true" data-type="html" href="/series/b2b-agility-with-greg-kihlstrom-martech-e-commerce-customer-success">B2B Agility with Greg Kihlström™: MarTech, E-Commerce, & Customer Success</a></span>
B2B marketing strategy grows ever more complex, with marketers needing to understand strategy, marketing technology, e-commerce, customer success, and more. This show covers it all, from a Business-to-Business perspective. From the creators and host of the award-winning The Agile Brand with Greg Kihlström podcast, comes B2B Agility™, a podcast focused on how B2B marketers and the brands they represent become category leaders and drive optimal results for the business and their customers. The show looks at B2B success in a variety of ways, all with a focus on the intersection of sales, marketing & technology.
MUST LISTEN: The 9 Biggest GTM Dysfunctions in B2B SaaS
Manage episode 485625267 series 2862679
Content provided by Passetto. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Passetto or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
This week on GTM Live, Carolyn and Trevor unpack the 9 go-to-market dysfunctions quietly derailing growth at even the most ambitious B2B companies.
They dig into why so many teams, despite big budgets, headcount, and tools, are still struggling to drive efficient growth.
Spoiler: it’s not the people. It’s the system.
You’ll hear why fragmented data, financial secrecy, and siloed ownership are causing misalignment across marketing, sales, finance, and CS. And what it takes to rebuild GTM as a unified, accountable system.
Trevor breaks down the real role of RevOps (and why it’s failing in most orgs), while Carolyn makes the case for ditching vanity metrics and rethinking how you measure and invest in growth.
If you’re questioning whether your CAC is sustainable or your GTM truly aligned, this one’s for you.
Key topics in this episode:
- The 9 biggest GTM dysfunctions hurting growth
- Why RevOps struggles to drive real impact
- How to align GTM and finance on a shared data model
- The danger of over-investing in top-of-funnel
- Why teams fix symptoms, not systems
- What it actually takes to build a full-funnel growth engine
This episode is powered by Passetto.
We help high-growth companies build the GTM system they should’ve had all along: measurable, connected, and built for real growth. We integrate your CRM, financials, and GTM data to uncover what’s working, what’s not, and what to do next.
Part platform, part advisory. All about clarity.
Learn more at passetto.com.
582 episodes
Share
Manage episode 485625267 series 2862679
Content provided by Passetto. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Passetto or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
This week on GTM Live, Carolyn and Trevor unpack the 9 go-to-market dysfunctions quietly derailing growth at even the most ambitious B2B companies.
They dig into why so many teams, despite big budgets, headcount, and tools, are still struggling to drive efficient growth.
Spoiler: it’s not the people. It’s the system.
You’ll hear why fragmented data, financial secrecy, and siloed ownership are causing misalignment across marketing, sales, finance, and CS. And what it takes to rebuild GTM as a unified, accountable system.
Trevor breaks down the real role of RevOps (and why it’s failing in most orgs), while Carolyn makes the case for ditching vanity metrics and rethinking how you measure and invest in growth.
If you’re questioning whether your CAC is sustainable or your GTM truly aligned, this one’s for you.
Key topics in this episode:
- The 9 biggest GTM dysfunctions hurting growth
- Why RevOps struggles to drive real impact
- How to align GTM and finance on a shared data model
- The danger of over-investing in top-of-funnel
- Why teams fix symptoms, not systems
- What it actually takes to build a full-funnel growth engine
This episode is powered by Passetto.
We help high-growth companies build the GTM system they should’ve had all along: measurable, connected, and built for real growth. We integrate your CRM, financials, and GTM data to uncover what’s working, what’s not, and what to do next.
Part platform, part advisory. All about clarity.
Learn more at passetto.com.
582 episodes
All episodes
×
1 How to Build Mindshare in the New SEO Era (With Sam Dunning) 44:46
44:46 
Play Later 
Play Later 
Lists 
Like 
Liked44:46
Play Later Play Later Lists Like LikedThis week on GTM Live, Carolyn sits down with Sam Dunning, SEO leader and B2B growth expert, to unpack how SEO has dramatically evolved and what top-performing companies must do to adapt. They dive into why traditional SEO—focused on keywords, rankings, and traffic—is now too siloed, and how modern SEO needs to align with revenue, messaging, and the full customer journey. They also explore outdated SEO metrics, the pitfalls of last-touch attribution, and why shifting to a revenue-influence mindset is essential. You’ll hear what modern SEO looks like in a revenue-led org, how category narrative (not keyword stuffing) is the new growth lever, and how AI is reshaping both content production and search behavior. Together, Carolyn and Sam challenge the idea that SEO can be a standalone marketing channel, it’s a powerful GTM distribution engine when done right. Key topics in this episode: Why SEO can’t be a silo anymore How to reframe SEO as a distribution strategy, not just a traffic engine Why aligning SEO with your company’s POV drives better outcomes How AI is reshaping the content and SEO landscape Why B2B companies need to track influence, not just rankings or leads The biggest SEO measurement mistakes teams still make What high-performing teams are doing differently with content 📣 Share this with any marketer or RevOps leader still tracking SEO like it’s 2015. This episode is powered by Passetto, a GTM advisory and software company that helps B2B SaaS teams achieve true Revenue Visibility. We work alongside revenue leaders to expose data blind spots, build the right data infrastructure, and eliminate the pipeline black hole.Visit passetto.com .…
1 Designing GTM Like a System with Dave Boyce of Winning by Design 48:00
48:00 Play Later Play Later Lists Like Liked48:00
Play Later Play Later Lists Like LikedThis week on GTM Live, Carolyn sits down with Dave Boyce, Executive Chair at Winning by Design and longtime SaaS builder, to explore why GTM systems are breaking, and what modern companies must do differently to build for predictable, customer-centered growth. They dive into what Dave calls “the layers of sediment” that have built up over time, e.g. commissions, org design, reporting structures, and outdated dashboards, and why those legacy systems are misaligned with today’s buying behavior. They also talk about the real challenges CROs are facing right now: Deals are harder to win, old tactics aren’t working, and most GTM teams are stuck optimizing for the wrong outcomes. You’ll hear practical examples of what high-performing companies like Atlassian are doing differently, the importance of empathy in system design, and why the CEO—not just Sales or Marketing—needs to own this transformation. Together, they unpack why most GTM strategies break down. And it’s not because of effort, but because they lack system design. Key topics in this episode: The broken layers of GTM measurement, and why that era is over Why commissions often reinforce short-term, self-interested behavior Why visibility across the full funnel/bowtie is essential for accountability and improvement The "Andon Cord" concept from Toyota and what GTM can learn from it Why the CEO must own GTM system design (and why FP&A is the ideal quarterback) What Atlassian does differently to align around the customer 📣 Share this with an exec who still thinks GTM is a funnel. This episode is powered by Passetto . We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit passetto.com .…
1 GTM Masterclass: How to Actually Measure GTM Performance in B2B SaaS 1:05:23
1:05:23 Play Later Play Later Lists Like Liked1:05:23
Play Later Play Later Lists Like LikedThis week on GTM Live, Carolyn and Trevor walk through a practical, step-by-step breakdown of how companies should be measuring GTM performance—beyond the outdated funnel reports and measurement models that most teams are still relying on. This episode is structured like a mini masterclass: You’ll learn the real stages of the GTM revenue factory, what metrics to track at each one, and how to spot the signals that lead to qualified pipeline before opportunities even exist. They also cover how most common GTM measurement systems fail, and what leading companies are doing instead, and why this shift helps teams make better, faster decisions across Marketing, Sales, and RevOps. Whether you’re struggling to prove impact, spot performance issues early, or get your execs aligned on what’s actually driving growth—this one’s for you. Key topics in this episode: Why funnel reports and common Marketing metrics often give a false sense of progress The disconnect between GTM activity and what leaders actually want to know How to rethink pipeline measurement and what metrics to rely on as your north star What high-performing companies are tracking at each GTM stage How to evolve your dashboard into a true Revenue Command Center This episode is powered by Passetto . We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit passetto.com .…
1 Ditch “Who Sourced the Deal”: 5 Data-Driven KPIs to Measure GTM Success 28:31
28:31 Play Later Play Later Lists Like Liked28:31
Play Later Play Later Lists Like LikedThis week on GTM Live , Carolyn unpacks one of the most deeply ingrained—but damaging—habits in B2B go-to-market: measuring success based on which department sourced the deal. While many marketing leaders know this approach doesn’t reflect reality, changing it is hard, especially in legacy orgs with outdated attribution models, internal inertia, and leadership that still demands simple answers to complex questions. In this solo episode, Carolyn breaks down the real problem: measuring performance by team creates siloed decision-making, warped incentives, and misses what actually moves buyers through the funnel. You’ll hear why the future of GTM performance measurement is about mapping buyer behavior across an interconnected journey, not slicing credit by department. And she shares the exact 5-part framework Passetto uses to help teams ditch "department-sourced" for something far more accurate and impactful. If you’ve ever struggled to prove Marketing’s full impact, or if your exec team is still obsessed with MQLs and last-touch attribution, this episode will hit home. Key topics in this episode: Why “department source” attribution is outdated and misleading The real structure of a modern buyer journey How this model leads to misaligned KPIs and credit battles Why most GTM teams lack the data architecture to measure what matters A new framework to measure engagement, prospecting, and sales as one integrated system This episode is powered by Passetto . We help high-growth and equity-backed B2B SaaS companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit passetto.com .…
1 How to Get Real ROI from Paid Media (with Megan Bowen) 58:41
58:41 Play Later Play Later Lists Like Liked58:41
Play Later Play Later Lists Like LikedThis week on GTM Live, Carolyn sits down with Megan Bowen, CEO of Refine Labs, to unpack why so many B2B companies are pouring budget into paid media, and still missing revenue targets. They break down what’s really going wrong: not too much paid media, but too much spend on a strategy that doesn’t convert. Pipeline is down. Revenue is down. And yet, the response is often to spend more, not better. You’ll hear why performance marketing often fails to deliver real outcomes, how misaligned KPIs drive bad decisions, and what separates newer, agile companies from legacy players still running outdated GTM playbooks. Megan shares insights from working with dozens of growth-stage companies and how leadership mindset, speed of iteration, and willingness to challenge old assumptions can make or break your demand strategy. If you’ve been trying to defend paid spend, or wondering why results are flat despite doing “all the right things”, this episode is for you. Key topics in this episode: Why paid media often fails to convert to pipeline or revenue The difference between new-school and old-school GTM teams Why optimizing for MQLs leads to the wrong outcomes How to rethink measurement for real demand capture What high-performing growth teams do differently This episode is powered by Passetto. We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit passetto.com .…
1 MUST LISTEN: The 9 Biggest GTM Dysfunctions in B2B SaaS 53:09
53:09 Play Later Play Later Lists Like Liked53:09
Play Later Play Later Lists Like LikedThis week on GTM Live, Carolyn and Trevor unpack the 9 go-to-market dysfunctions quietly derailing growth at even the most ambitious B2B companies. They dig into why so many teams, despite big budgets, headcount, and tools, are still struggling to drive efficient growth. Spoiler: it’s not the people. It’s the system. You’ll hear why fragmented data, financial secrecy, and siloed ownership are causing misalignment across marketing, sales, finance, and CS. And what it takes to rebuild GTM as a unified, accountable system. Trevor breaks down the real role of RevOps (and why it’s failing in most orgs), while Carolyn makes the case for ditching vanity metrics and rethinking how you measure and invest in growth. If you’re questioning whether your CAC is sustainable or your GTM truly aligned, this one’s for you. Key topics in this episode: The 9 biggest GTM dysfunctions hurting growth Why RevOps struggles to drive real impact How to align GTM and finance on a shared data model The danger of over-investing in top-of-funnel Why teams fix symptoms, not systems What it actually takes to build a full-funnel growth engine This episode is powered by Passetto. We help high-growth companies build the GTM system they should’ve had all along: measurable, connected, and built for real growth. We integrate your CRM, financials, and GTM data to uncover what’s working, what’s not, and what to do next. Part platform, part advisory. All about clarity. Learn more at passetto.com .…
1 The Ugly Truth About Pipeline (Real Talk for GTM Teams Running on Broken Systems) 43:11
43:11 Play Later Play Later Lists Like Liked43:11
Play Later Play Later Lists Like LikedThis week on GTM Live, Carolyn sits down with Nick Flamini , host of the Sales Architecture Podcast , to explore the real reasons most go-to-market teams are still struggling—despite all the headcount, tools, and budget. They dig into the myth of “more BDRs = more pipeline,” and why most organizations are missing the data, architecture, and cross-functional alignment required to scale efficiently. Carolyn explains why “go-to-market bloat” is a symptom of deeper system issues, not bad people. She shares how Passetto is helping companies rethink how they connect marketing, sales, finance, and RevOps through a unified GTM data layer. Nick challenges the hype around AI in outbound, and the two unpack why trust, process, and measurement (not volume) are the levers that matter most. If you’ve ever questioned whether your CAC is actually sustainable, or felt stuck trying to prove marketing’s impact, this episode is your blueprint. Key topics in this episode: Why most CRM data is unusable, and what to do about it The epidemic of go-to-market bloat and over-hiring How AI is flooding outbound and eroding trust Why finance must own more of GTM efficiency The trap of MQL targets and performance by team What it takes to build a real full-funnel revenue factory This episode is powered by Passetto . We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit passetto.com…
1 The Hidden Systems Behind REAL Product-Led Growth (with Wes Bush) 47:27
47:27 Play Later Play Later Lists Like Liked47:27
Play Later Play Later Lists Like LikedMost SaaS teams claim they’re “doing PLG,” but very few are doing it well. This week on GTM Live, Carolyn and Trevor sit down with Wes Bush , CEO of ProductLed , to unpack why product-led growth often fails—and what to do about it. They explore why PLG isn’t just a pricing model or trial strategy, but a deep, systems-level shift that most teams underestimate. Wes shares the “PLG iceberg” framework: how surface-level features (like a free trial) are only a fraction of the equation, and what’s really beneath the waterline. Carolyn draws parallels to GTM systems and explains why execution gaps usually stem from unseen issues like misaligned metrics, siloed teams, or weak infrastructure. Trevor reveals why so many companies stall out after initial traction and how to diagnose whether PLG is truly viable for your product and team. If your version of PLG starts and ends with a self-serve signup, this conversation will change your thinking. Key topics in this episode: Why most PLG initiatives stall or fail to scale The “iceberg” analogy for understanding real PLG systems How internal misalignment derails otherwise solid PLG ideas Why surface-level success metrics are misleading What CEOs and GTM leaders get wrong when trying to “go PLG” What foundational systems need to be in place before you can succeed with PLG 📘 Grab Wes Bush’s free e-book “Product-Led Growth: How to Build a Product That Sells Itself” at productled.com/book/product-led-growth This episode is powered by Passetto . We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit passetto.com…
1 Exposing the Attribution Lie That’s Costing You Millions 58:41
58:41 Play Later Play Later Lists Like Liked58:41
Play Later Play Later Lists Like LikedEveryone’s analyzing win rates, but too few teams are asking the harder question: how did that opportunity even begin? This week on GTM Live, Trevor and Carolyn break down the most overlooked stage in go-to-market: what happens before a lead becomes a lead. They unpack why early-funnel signals (the ones that come before forms, meetings, or MQL scores) are where your growth strategy is made or broken. They explain why it’s not enough to measure performance after the fact, and how traditional attribution misses the hidden work happening in the earliest phases of pipeline creation. Carolyn explains how early signal data is shaping a new standard for pipeline visibility, and Trevor shows how to connect that data to real decisions: budget, headcount, channels, and more. If your GTM reporting starts at the opportunity stage, you’re already behind. Key topics in this episode: Why traditional approaches to attribution often tells a false story Why marketing and sales leaders need to rethink “first touch” and “last touch” measurement What happens when early-stage activity is left out of pipeline ROI models How to expose the invisible work that actually drives revenue The GTM gaps that surface when ops teams aren’t tracking signals The early indicators that help you scale GTM programs with confidence This episode is powered by Passetto. We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit passetto.com…
1 Inside the GTM Black Hole: Why Marketing Can't Prove Impact 46:19
46:19 Play Later Play Later Lists Like Liked46:19
Play Later Play Later Lists Like LikedEveryone’s trying to grow pipeline, but only few companies are measuring the part of GTM that actually creates it. This week on GTM Live , Trevor and Carolyn expose why the early-stage “signals” that actually drive pipeline are the ones most teams ignore. They dig into the real problem: teams aren’t tracking signals across the entire pipeline creation journey. Instead, they're relying on last-touch or deal source attribution that tells you nothing about what’s actually working. Trevor explains why so many GTM decisions are disconnected from cost and impact, while Carolyn shares why she believes most attribution reporting is a smokescreen. This episode makes the case for a new standard: tracking what prospects are engaging with before they hit a lead score or sales touches them, and tying that behavior to outcomes. If your prospecting motion isn’t part of your GTM analysis, you’re missing the whole story. Key topics in this episode: Why signal tracking before sales engagement is essential The cost of ignoring the prospecting stage in your GTM model What deal source and lead attribution don’t tell you How to connect early engagement to ROI and pipeline movement The questions every GTM team should ask about efficiency Why companies are misreporting success to the board…
1 Why Your GTM Strategy Isn’t Working (Hint: Attribution, Data, and Unit Economics) 46:45
46:45 Play Later Play Later Lists Like Liked46:45
Play Later Play Later Lists Like LikedThis week on GTM Live , Carolyn and Trevor dive into the messiness of go-to-market strategy: overspending on pipeline, bad attribution models, and why marketers are often stuck doing RevOps jobs. Carolyn breaks down the trap of chasing new logos without clear ROI, while Trevor shares how his IT-to-marketing journey led to launching Passetto to fix these exact issues. They get into why data architecture matters before building strategy, and how single-touch attribution is holding teams back. Stick around for listener Q&A, lessons learned from the trenches, and real talk on what actually drives growth. Key topics in this episode: Why most GTM strategies fall apart without strong data foundations The hidden cost of single-touch attribution What marketing leaders shouldn’t be doing (hint: RevOps) How to think about ROI before chasing pipeline Lessons learned from building Passetto to solve these problems Come hang with us live during our weekly podcast recording—tune in, ask questions, and be part of the convo. Grab your spot at passetto.com/events .…
1 RV240 - The End Of An Era (And Beginning Of A New One) - Go To Market Live Episode 45 24:18
24:18 Play Later Play Later Lists Like Liked24:18
Play Later Play Later Lists Like LikedAfter a month-long sabbatical that took him across Australia, New Zealand, and Fiji, Chris Walker returns to Revenue Vitals with a life-changing announcement. In this deeply personal episode, Chris reveals a profound shift in his perspective and purpose that has led him to hand over hosting duties to Carolyn Dilks (Co-Founder and Managing Partner @ Passetto) who will be rebranding the show to “GTM Live”, while he embarks on a new mission. Sharing intimate details about his personal transformation through self-reflection and experiencing "operating system upgrades," Chris outlines his new mission for helping others unlock their innate human potential. This is the start of a new chapter for Revenue Vitals, which will now become “GTM Live” hosted by Carolyn Dilks. And it is a new chapter for Chris, who will be announcing his new podcast and mission in even more details soon. Stay tuned for more.…
1 RV239 - The Bootstrap Advantage (My CEO Consulting Call) 8:25
8:25 Play Later Play Later Lists Like Liked8:25
Play Later Play Later Lists Like LikedIn this unique episode, Chris shares the unfiltered audio from a consulting call with an entrepreneur. Chris offers advice from his personal experience building multiple businesses to 7 and 8 figures in revenue. Here’s what you’ll learn in this episode: Why raising VC money might be a sign that your business model needs rethinking The advantages of bootstrapping a SaaS company to $5-10M ARR How a SaaS + services model creates better financial outcomes and product development Why "slow is fast" in building sustainable businesses The dangers of rapid scaling and how it often leads to revenue regression How to structure equity and compensation in early-stage companies The math behind exit outcomes and why 100% ownership of a smaller company often beats partial ownership of a larger one Building customer success into your model rather than outsourcing it Why the feedback loop from direct customer service dramatically improves product development Real numbers from Chris's journey growing his agency from $11M to $22M and back to $12M…
1 RV238 - How To Outcompete $100M Giants (Live Fireside Chat) 52:24
52:24 Play Later Play Later Lists Like Liked52:24
Play Later Play Later Lists Like LikedToday’s episode is a live fireside chat recorded at Warmly’s office, where Chris covers why smaller software companies can move faster than larger ones, what customers actually want versus what they say they need, and practical ways to measure what matters in marketing. Here’s what you’ll learn in this episode: Why smaller companies have distinct advantages over $100M+ companies today The critical importance of making customers successful with your product (not just selling it) How AI is accelerating product development and changing business operations Why competitive differentiation now requires more than just features and messaging The shift from "giving away customer success" to charging for services that drive results Rethinking traditional department structures like marketing, sales, and RevOps Why attribution models are fundamentally flawed and how to approach measurement differently The problem with sales compensation models that don't align with today's buying journey Creating defensibility through customer proximity, delivering results, and leveraging proprietary data How to consider pricing models based on deliverables instead of traditional subscriptions…
1 RV237 - Stop Overcomplicating Marketing Measurement | Go To Market Live Episode 44 51:37
51:37 Play Later Play Later Lists Like Liked51:37
Play Later Play Later Lists Like LikedWhen Chris Walker looked at his bank account in 2019, he had $3,000 and student loan debt. In this week’s GTM Live episode, he shares an overview of the choices that led to building successful multi-million dollar companies over the next 6 years, and the personal cost of those decisions. He then spends the majority of the episode examining why B2B companies struggle to measure marketing results effectively, and details the surprising pattern he has seen while helping over 50 companies solve this exact problem. Here’s what you’ll learn in this episode: Some uncomfortable truths about building a business The real reason most CMOs can't fix marketing measurement, even when they want to (hint: it's not about their skills or dedication) How marketing leaders can be empowered to focus on their core strengths rather than ROI spreadsheets Finding the right balance between over-complicating and over-simplifying marketing measurement approaches (and what to actually track) How companies waste millions on marketing programs while scrutinizing much smaller expenses Why most RevOps teams end up grading performance instead of guiding strategy (and how to fix this) A straightforward way to look at marketing data that everyone in the company can understand and trust How companies can avoid spending 18 months building the wrong solution to their marketing measurement problems…
G
GTM Live
1 RV236 - The Role of Finance Leaders in GTM Success 1:04:37
1:04:37 Play Later Play Later Lists Like Liked1:04:37
Play Later Play Later Lists Like LikedIn this episode, Chris joins FP&A Tomorrow host Paul Barnhurst (a.k.a. The FP&A Guy ) to talk about the intersection of finance and GTM. Chris shares his perspective on why most B2B companies get GTM investments wrong, the inefficiencies in traditional marketing measurement, and how CFO's and finance teams can play an incredibly strategic role in driving revenue efficiency. Key topics from this episode: The disconnect between finance and GTM teams—and how to fix it Why most companies mis-allocate GTM investments The problem with measuring marketing ROI through attribution models How finance can take ownership of GTM efficiency The four key stages of a revenue factory and why companies need to rethink pipeline creation The impact of content strategy on brand awareness, demand generation, and revenue growth Why finance leaders should actively participate in GTM strategy rather than just measuring its outcomes How Chris is building Passetto and Refine Labs to solve the GTM efficiency problem…
G
GTM Live
1 RV235 - Create A High Performing GTM Engine | with Sangram Vajre 1:02:08
1:02:08 Play Later Play Later Lists Like Liked1:02:08
Play Later Play Later Lists Like LikedHow 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…
G
GTM Live
1 RV234 - The Pipeline Creation Framework | Go To Market Live Episode 43 45:32
45:32 Play Later Play Later Lists Like Liked45:32
Play Later Play Later Lists Like LikedWhy do so many companies struggle to generate pipeline efficiently? In this episode, Chris shares exactly why (and new and more effective GTM strategies). Whether you're a CMO, CRO, CEO, or CFO, this episode will challenge your thinking and help you build a smarter GTM strategy with marketing investments that are actually delivering returns. Key topics from this episode: The Fundamental Flaws in Pipeline Creation The 3 Phases of Pipeline Creation Why "Marketing vs. SDRs" is a Broken Debate How to Fix Attribution & Measurement Rethinking RevOps & Sales Productivity The Hidden Costs of Inefficiency How CMOs, CROs, and CFOs Can Align on GTM Efficiency…
G
GTM Live
1 RV233 - My Lessons From Scaling to $22 Million 48:41
48:41 Play Later Play Later Lists Like Liked48:41
Play Later Play Later Lists Like LikedChris joined Brad Zomick’s show (LinkedIn Famous), where he shared insights on personal growth as a founder, his learnings from executing on LinkedIn for 5 years, and the new playbook founders can use to build and grow their companies. Key topics from this episode: The right way to approach LinkedIn (hint: vanity metrics don’t matter) Personal growth and intuition as a founder Learnings and mistakes from scaling Refine Labs & Passetto Live events as a compounding asset Why founders should re-think the VC-funded model The future of social media in B2B Why the most important thing as a founder is to take action…
G
GTM Live
1 RV232 - The 3 Pillars of GTM Success | Go To Market Live Episode 42 50:52
50:52 Play Later Play Later Lists Like Liked50:52
Play Later Play Later Lists Like LikedThis is the first GTM Live episode of 2025, and Chris shares his most recent GTM strategies to help you win. These lessons are especially crucial for companies who want to scale past $10 million ARR. Key topics from this episode: The 3 Pillars of GTM Success : GTM Strategy, GTM Optimization, and GTM Operations. Cost of Growth : Reframing GTM efficiency as "cost of growth" to measure true ROI and organizational health. AI and Copycat Products : How AI is accelerating product cloning and forcing companies to change how they differentiate. Challenges of PLG Integration : The pitfalls of mixing product-led and sales-led growth motions together in established companies. Smaller, Agile Teams : The shift towards AI-enabled, lean marketing and sales teams for efficiency and flexibility. Flawed Metrics : Why reliance on outdated KPIs like MQLs and traditional attribution models is a mistake. Siloed Departments : The need to remove organizational silos to create a Unified Revenue Factory. Future-Proofing Sales and Marketing : Strategies to align compensation, integrate data, and streamline processes for sustainable pipeline creation.…
G
GTM Live
1 RV231 - Chris Walker & Dave Gerhardt Talk B2B Marketing 48:28
48:28 Play Later Play Later Lists Like Liked48:28
Play Later Play Later Lists Like LikedThis is a must-listen episode where Chris Walker joined Dave Gerhardt (Founder & CEO of Exit Five) on the B2B Marketing with Dave Gerhardt podcast. Key topics from this episode: Why being “early” in seeing how marketing is changing is often misunderstood as being wrong How to manage negativity on social media while staying focused on your goals Using podcasts, live events, and social media to gather actionable customer insights in real time Breaking down marketing into Strategy vs. Pipeline Creation for clarity and efficiency Why AI is an accelerant for creativity and execution, not a replacement for strategic thinking How smaller and more agile marketing teams are outperforming larger ones Calculating true marketing ROI by accounting for headcount, tools, and overall efficiency How senior marketing leaders can improve outcomes by staying hands-on and closer to the execution process…
G
GTM Live
1 RV230 - MUST LISTEN: 2025 GTM Predictions (and Beyond) 41:16
41:16 Play Later Play Later Lists Like Liked41:16
Play Later Play Later Lists Like LikedIn this episode, Chris Walker talks with hosts Mikkel Kiærulf Plæhn and Toni Hohlbein about the GTM challenges B2B companies face. He shares common mistakes companies are making, how to better use data for decision-making, and predictions for what the future of GTM looks like. Key topics from this episode: Why unit economics at the top of the funnel are the root of most GTM inefficiencies The CEO’s pivotal role in aligning the entire GTM function Why current data structures fail executives and how to fix them Predictions for 2025: Centralized decision-making, smaller teams, and AI-native organizations The pitfalls of relying on outdated KPIs like MQLs and demo requests Why traditional attribution models hinder strategic decision-making How AI will reshape GTM strategies and why data architecture is critical The shift from RevOps to a more streamlined approach to operations Chris’s vision for post-sale functions: Aligning customer success with measurable outcomes Strategies for improving per-rep productivity and scaling efficiently…
G
GTM Live
In this episode, Chris Walker joins a live event by Finn Thormeier to share his current approach to content, and what it takes to create a B2B content strategy in 2025 that actually works. Topics covered in this episode: Chris’s current content approach and strategy while building Passetto The problem with sharing your IP too freely in your content Lead gen vs. audience building Invite-only events as a secret weapon When to focus on niche vs. broad content How to develop your content POV’s The most effective way to source weekly content topics Who should be the face of your content brand Why distribution won’t save bad strategy How to measure results from content The future of content creation roles…
G
GTM Live
1 RV228 - The Portfolio Approach to GTM Investments | Go To Market Live Episode 41 43:53
43:53 Play Later Play Later Lists Like Liked43:53
Play Later Play Later Lists Like LikedIn this episode, Chris Walker shares how GTM teams can achieve better results. He breaks down the steps revenue and marketing leaders can take to understand their spending, measure their impact, and drive more effective outcomes. Key topics include: Transitioning from growth-at-all-costs to efficiency-first strategies The critical role of financial data in optimizing GTM investments How to build a closed-loop feedback system for greater pipeline efficiency The problem with blanket cost-cutting and why it doesn’t solve GTM inefficiencies Rethinking the marketing leader’s role: From tactician to strategic revenue driver The concept of marketing as a portfolio of investments and how to optimize it Why marketing and sales alignment is critical but often misunderstood…
G
GTM Live
1 RV227 - MUST LISTEN: Solving GTM Efficiency | Go To Market Live Episode 40 50:03
50:03 Play Later Play Later Lists Like Liked50:03
Play Later Play Later Lists Like LikedIn this episode, Chris Walker shares why many companies have GTM efforts that fail to deliver the expected results, which can often result in missing out on hundreds of millions of dollars of shareholder value. He breaks down the root causes—disconnected teams, poor data, and misaligned goals—and provides actionable steps to address them. Key topics include: Why the CEO—not the CFO—should be responsible for fixing GTM efficiency. The inefficiency of traditional KPI systems and how they hinder strategic decision-making. How to align GTM strategies across finance, marketing, sales, and RevOps. How flawed data architecture leads to misaligned budgets and reduced pipeline efficiency. The importance of early-warning metrics like pipeline efficiency to avoid costly performance degradation. Practical ways to integrate financial data with CRM insights for better executive-level decisions. Why AI, SDRs, and marketing teams must unite under a shared accountability framework. Transforming the prospecting engine: A case for marketing-led SDR management.…
G
GTM Live
1 RV226 - How To Fix The Broken Revenue Factory 49:04
49:04 Play Later Play Later Lists Like Liked49:04
Play Later Play Later Lists Like LikedIn this episode, Chris Walker talks with host Nick Flamini about practical ways to improve go-to-market strategies, strengthen the connection between finance and marketing, and make small teams more effective with AI. Key topics include: Why CFOs should lead the go-to-market planning model that drives how marketing operates. The inefficiencies in traditional SDR roles and how to rethink sales processes with AI and full-cycle AEs. Why companies must adopt a portfolio approach to marketing investments to maximize ROI. The fallacy of blanket advice and how businesses can find the right strategies for their unique circumstances. Why bootstrapping to $10M ARR is the new benchmark for success. How to transform event participation into a high-ROI strategy without costly trade show booths. The shift to AI-powered small teams and why they’re outperforming large, traditional teams. Rethinking inbound marketing and why it no longer serves as the best practice for B2B companies. Listen to the full episode to learn actionable strategies for building a more efficient and effective revenue engine.…
G
GTM Live
1 RV225 - The Future of AI in GTM | Go To Market Live Episode 39 53:40
53:40 Play Later Play Later Lists Like Liked53:40
Play Later Play Later Lists Like LikedIn today's episode, Chris shares how AI will completely redefine GTM strategies over the next 18 months, including its impact on RevOps, marketing efficiency, and SaaS companies overall. Key topics include: How AI is transforming low-level marketing, design, and ops roles. The shift towards smaller, AI-enabled teams with higher efficiency. Why "free advice" from platforms like LinkedIn can be costly for businesses. The future of intellectual property and thought leadership in a world driven by AI. The critical need for CFOs to lead go-to-market efficiency and strategy. Restructuring RevOps for transformational growth. How smaller, agile companies can outpace legacy SaaS giants. Predictions for 2025 and beyond: The convergence of AI, SaaS, and results-oriented pricing. Chris also discusses his evolving philosophy on entrepreneurship, leadership, and content creation. Listen to today's episode to learn how you can prepare for the future of GTM, and win.…
G
GTM Live
1 RV224 - Listen To My Coffee Meeting (Advice For Founders) 46:34
46:34 Play Later Play Later Lists Like Liked46:34
Play Later Play Later Lists Like LikedToday’s episode is possibly the most unique episode ever published on Revenue Vitals. It's the audio from a private coffee meeting I had with an entrepreneur who is looking to start an agency. Note - You will only be able to hear my audio, but I think you’ll get a lot of value from it. I shared my recent learnings around topics like: Lessons learned from building multiple businesses Getting to $20k / month as a solo-consultant vs. scaling an agency How to optimize pricing Differences in business needs at various growth stages (e.g., early-stage startups vs. mature organizations) Using financial models and unit economics to drive strategic decisions Structuring equity and compensation to incentivize long-term employee retention The challenges with stock options and equity in startup and growth-stage businesses The power of creating content on LinkedIn + podcasts as a Founder Listen to this full episode, and let me know if you’d like me to create more content around these topics for Founders and CEO’s.…
G
GTM Live
1 RV223 - Evolving The CMO Role (Art vs. Science) 46:03
46:03 Play Later Play Later Lists Like Liked46:03
Play Later Play Later Lists Like LikedIn today’s episode, I’m sharing my interview on The Long Game podcast where we covered a variety of great topics like: Being Misunderstood on LinkedIn Attribution is a Tool (Not the Answer) Reimagining the Role of the CMO Demand Creation vs. Brand Awareness Bootstrapping vs. Venture Capital Why SaaS + Services is a Great Model LinkedIn's B2B Potential And more……
G
GTM Live
1 RV222 - Attribution is the problem (not the solution) | Go To Market Live Episode 38 49:30
49:30 Play Later Play Later Lists Like Liked49:30
Play Later Play Later Lists Like LikedWelcome to Revenue Vitals, a weekly show where Chris Walker challenges the traditional status quo of B2B go-to-market strategies, covering areas like Digital Demand, RevOps, Sales Development, and GTM Strategy. In this episode (GTM Live #38), Chris talks about: Why attribution models are more of the problem than the solution The limitations of traditional KPI systems in marketing and sales Breaking away from the inbound vs. outbound debate How a factory-like GTM structure can streamline pipeline creation The challenges of working with partners and the pitfalls of PLG models The critical role of RevOps in strategic GTM alignment Redefining SDR roles and the value of integrated data And more… Listen to this full episode to learn how you can reshape your company's go-to-market approach for greater efficiency and growth. – GTM Live is a weekly live event every Tuesday at 12pm CST. Register here to have Chris answer your specific questions.…
G
GTM Live
1 RV221 - My POV and Messaging Framework (to 10x Growth) 49:17
49:17 Play Later Play Later Lists Like Liked49:17
Play Later Play Later Lists Like LikedChris Walker joins Erik Jacobson (CEO at Hatch.fm) to talk through Chris's recent update to his strategic narrative, POVs, and messaging at Passetto, which has resulted in generating more pipeline and revenue in the month of October alone than all of 2024 combined up to that point. Listen to this episode to hear Chris’s framework on how to turn what you say (your message) into 10x growth.…
G
GTM Live
1 RV220 - Who Owns GTM? | Go To Market Live Episode 37 51:58
51:58 Play Later Play Later Lists Like Liked51:58
Play Later Play Later Lists Like LikedWelcome to Revenue Vitals, a weekly show where Chris Walker challenges the traditional status quo of B2B go-to-market strategies, including Digital Demand, RevOps, Sales Development, and GTM Strategy. In this episode (from GTM Live #37), Chris talks about: Who should own the GTM strategy (hint: it’s not the CMO) Why GTM should function like a factory Post-sale reporting lines Attribution vs. business-level KPI’s CMO & CEO alignment LTV:CAC vs. GTM Efficiency Larger vs. smaller team dynamics And more… Listen to this full episode to hear how these frameworks can transform your company’s GTM approach. *** If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here . Can’t make the event but have a question for Chris? Submit it here .…
G
GTM Live
1 RV219 - MUST LISTEN: How Your Pipeline Problem Costs You $50MM+/Quarter | Go To Market Live Episode 36 53:00
53:00 Play Later Play Later Lists Like Liked53:00
Play Later Play Later Lists Like LikedIn this week’s live event, Chris discusses the insights he gained from attending the Pavilion Go-To-Market 2024 conference. He critiques the prevalent issues plaguing current marketing and sales strategies, emphasizing the importance of efficient pipeline creation as a determinant of successful business operations. He reflects on the conference's average content but highlights the value of networking and real-world insights gathered from industry leaders. Chris dissects the persistent pipeline problems faced by companies and communicates the necessity for a cross-functional alignment involving CEOs, CFOs, and boards to rectify marketing inefficiencies. He stresses the detrimental effects of outdated growth methodologies and proposes a shift towards a model that better reflects true business performance. He maintains that outdated concepts fill boardroom discussions, preventing effective problem-solving and strategic advancements. He points to the ripple effects of such misalignment - increased CAC, decreased growth efficiency, and deceptive performance metrics. If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here . Can’t make the event but have a question for Chris? Submit it here .…
G
GTM Live
1 RV218 - Aligning Marketing and Finance for Growth | Go To Market Live Episode 35 46:40
46:40 Play Later Play Later Lists Like Liked46:40
Play Later Play Later Lists Like LikedIn this week’s live event, Chris is joined by Tom Wentworth, CMO of Recorded Future, to discuss the intricate collaboration between marketing leadership and finance. They dive deep into the often-overlooked aspect of bringing business acumen into financial planning, emphasizing the importance of marrying marketing metrics with business objectives to drive enterprise value. With Recorded Future's forthcoming acquisition by Mastercard, Tom shares valuable insights on aligning marketing strategies with organizational growth goals. The conversation shifts to annual planning and the use of marketing metrics that truly reflect a company's health. Chris and Tom examine the pitfalls of traditional marketing metrics and highlight how marketing leaders can better prepare for board meetings and annual strategy planning. The dialogue outlines the significance of FP\&A in marketing processes and explores Tom's approach to integrating financial metrics into marketing planning. Keywords like pipeline creation, win rates, and ROI underline the episode, making it valuable for marketing professionals and business strategists looking to enhance their financial alignment. If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here . Can’t make the event but have a question for Chris? Submit it here .…
G
GTM Live
1 RV217 - MUST LISTEN: How to Fix Your Pipeline Problem via Marketing ROI | Go To Market Live Episode 34 48:04
48:04 Play Later Play Later Lists Like Liked48:04
Play Later Play Later Lists Like LikedIn this week’s live event, Chris is focused on reinforcing the importance of unified metrics and financial acumen. He also covers marketing efficiency, effective brand marketing strategies, and the role of ROI in driving business success. Addressing listener feedback and industry misconceptions, Chris provides a comprehensive analysis of marketing performance metrics. He argues against the widespread undervaluation of marketing ROI, emphasizing its crucial role in achieving pipeline targets. Chris highlights how a misalignment in understanding these metrics can lead to significant revenue loss, illustrated by a case study involving a company with a $95 million pipeline deficit. Chris Walker also tackles the skepticism around brand marketing, asserting that an effective blend of marketing investments translates to tangible business results. He busts the myth that only performance marketing yields measurable outcomes by illustrating the dynamics of performance marketing inefficiencies and the long-term ROI benefits of brand marketing. This episode serves as a clarion call for better integration of financial acumen in marketing roles, urging professionals to adapt their strategies to ever-evolving market demands. If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here . Can’t make the event but have a question for Chris? Submit it here .…
G
GTM Live
1 RV216 - GTM Efficiency | Go To Market Live Episode 33 45:28
45:28 Play Later Play Later Lists Like Liked45:28
Play Later Play Later Lists Like LikedIn this week’s live event, Chris is joined by finance expert David Spitz to dig into the intricacies of go-to-market efficiency, a crucial metric for SaaS companies. As businesses navigate 2025 planning and budget setting, understanding key performance indicators is indispensable. David provides a detailed exploration of how public SaaS companies are evolving in their approach to marketing efficiency, following the dramatic shifts seen post-2021 due to economic pressures and the end of the "growth at all costs" era. By examining data from about 80 public SaaS companies, David highlights the decline in growth rates from 34% in 2021 to a median of 17%, driven by various macroeconomic factors. Despite reduced sales and marketing expenditures, the cost of acquiring new revenue has increased significantly, doubling compared to previous years. The episode further illustrates the link between go-to-market efficiency and enterprise value, offering insights into how companies can adjust their strategies to ensure sustainable growth and better valuation. If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here . Can’t make the event but have a question for Chris? Submit it here .…
G
GTM Live
1 RV215 - Fixing Your Broken Marketing ROI | Go To Market Live Episode 32 54:32
54:32 Play Later Play Later Lists Like Liked54:32
Play Later Play Later Lists Like LikedIn this week’s live event, Chris starts by discussing the misconceptions surrounding marketing ROI within the B2B space. He criticizes the conventional wisdom that overly focuses on attributing ROI at the campaign level and stresses the necessity of examining ROI from an entire department perspective. This shift, he argues, allows for more creative and impactful marketing strategies that align better with business-level outcomes. Throughout the episode, Chris discusses real-world scenarios, including his consultation with a large SaaS company struggling with declining marketing efficiency. He emphasizes the importance of viewing the GTM strategy as a cohesive "revenue factory," where various departments work together harmoniously to drive core business metrics. He shares insights on diagnosing and resolving inefficiencies by using data smarter, stressing the dangers of being too granular with metric segmentation and the flaws of the four-funnel model that many companies adopt. If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here . Can’t make the event but have a question for Chris? Submit it here .…
G
GTM Live
1 RV214 - Marketing Strategies to go From $1MM to $10MM ARR | Team8 Accelerate Founders Workshop 47:16
47:16 Play Later Play Later Lists Like Liked47:16
Play Later Play Later Lists Like LikedChris joined moderator Asaf Azulay and a group of founders and CEOs on Team8 Marketing’s Acceler8 Workshop. Chris covers the most common B2B Marketing mistake that he sees companies make when it comes to scaling: financial planning process relating to GTM programs. He talks about how this leads to overlapping costs and nobody focused on creating net new demand for their product or service. He also recommends having business KPIs that are separate from Attribution, so that you can more easily find a root cause of any issues. He also answers audience questions, giving tactical advice and feedback for early stage companies. If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here . Can’t make the event but have a question for Chris? Submit it here .…
G
GTM Live
1 RV213 - Transforming Your GTM Strategy into a Revenue Factory | Go To Market Live Episode 31 53:40
53:40 Play Later Play Later Lists Like Liked53:40
Play Later Play Later Lists Like LikedIn this week’s live event, Chris is joined by Jacco van der Kooij, founder of Winning by Design, to discuss the nuances of running your Go-to-Market strategy as a revenue factory. The session kicks off with discussions on the pivotal role of GTM and how the focus has shifted towards growth, efficiency, and sustainability in today's economy. Jacco draws from his vast experience to explain how businesses need to transition from a 'growth at all cost' mindset to one that emphasizes unit economics and sustainable scaling. The episode covers essential concepts such as the "revenue architecture framework," the importance of GTM efficiency, and the measurement of net new ARR. Jacco provides a comprehensive explanation of how companies can adopt a factory model approach to their GTM strategy. He discusses the significance of production lines and the categorization of high-touch to low-touch models, and how these can be leveraged to drive cost-efficient, scalable, and durable growth. The conversation also touches on common hurdles faced by companies, the declining availability of IPO slots, and the impact of market dynamics on revenue generation. If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here . Can’t make the event but have a question for Chris? Submit it here .…
G
GTM Live
1 RV212 - From Solo Consultant to Industry Leader: Chris Walker on the Leader Leverage Podcast 19:52
19:52 Play Later Play Later Lists Like Liked19:52
Play Later Play Later Lists Like LikedChris joined Andrew Kappel, host of the Leader Leverage Podcast, to talk about his transition into a leadership role and how that’s affected his perspective on GTM strategies. Chris outlines the critical leverage points in early-stage businesses and emphasizes the significant impact of engaging with actual customers to refine products and services. He discusses the foundation of Passetto, explaining how it merges financial and go-to-market data to enable CEOs and CFOs to make strategic decisions based on comprehensive, real-time insights. Key Takeaways : Leverage Points in Business Development: Listening to customers and iterating based on their feedback helps refine services and identify target markets. Integrating Marketing and Financial Data: Passetto aims to bridge the gap between CRM and financial data, helping executives understand why business metrics are changing and what actions to take. Role of CEO and CFO in Go-to-Market Strategies: Strategic reallocation of budgets and resources should be driven by executives with a comprehensive view of the company's performance, not just department-level metrics. The Necessity of Blending Technology and Services: Combining BI tools with consulting helps businesses not merely track metrics but also make informed strategic decisions. Transformation Through Technology: Passetto’s unique approach positions it not as a competitor to typical SaaS companies but as a modern alternative to consulting giants like McKinsey or Gartner. – The next Expert Session, featuring Malin Wijenayake will take place on September 17 at 11am central. Register here . If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here . Can’t make the event but have a question for Chris? Submit it here .…
G
GTM Live
1 RV211 - MUST LISTEN: The Complete Go-To-Market KPI Stack | Go To Market Live Episode 30 47:43
47:43 Play Later Play Later Lists Like Liked47:43
Play Later Play Later Lists Like LikedIn this week’s live event, Chris covers the optimization of go-to-market efficiency, presenting practical examples using realistic data. He explores the critical importance of KPI stacks and revenue breakpoints, spotlighting real company scenarios and offering strategic insights. Highlights include combating poor unit economics, balancing marketing experiments with immediate ROI needs, and unifying metrics for executive clarity. He also answers questions about successful metrics for evaluating marketing performance and the importance of strategic reallocation. The next Expert Session, featuring Malin Wijenayake will take place on September 17 at 11am central. Register here . If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here . Can’t make the event but have a question for Chris? Submit it here .…
G
GTM Live
1 RV210 - How GTM Efficiency Impacts Revenue Multiple and Enterprise Value | Go To Market Live Episode 29 34:00
34:00 Play Later Play Later Lists Like Liked34:00
Play Later Play Later Lists Like LikedIn this week’s live event, Chris shares invaluable insights into how SaaS companies can strategically optimize their marketing and sales spend to enhance their enterprise value. This episode focuses on the correlation between go-to-market efficiency and revenue multiples, presenting findings that challenge the conventional wisdom of growth-at-all-costs in favor of more sustainable, efficient business practices. This discussion brings to light why traditional metrics might not suffice in today's market conditions. Chris walks through the new concept of GTM efficiency percentage and breaks down its calculation method. From clarifying the inclusion of customer success costs to discussing the varying stages of company growth, this episode dives deep into the financial metrics that matter. It explores how tools like this can illuminate potential pitfalls, especially for companies seeking to navigate the complex landscape from Series B funding to successful IPOs. The next Expert Session, featuring Malin Wijenayake will take place on September 17 at 11am central. Register here . If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here . Can’t make the event but have a question for Chris? Submit it here .…
G
GTM Live
1 RV209 - High-Efficiency Outbound Strategy Secrets | TLDR: The B2B SaaS Growth Podcast 28:49
28:49 Play Later Play Later Lists Like Liked28:49
Play Later Play Later Lists Like LikedChris joined Ishaan Shakunt, founder @ Spear Growth, on the TLDR podcast to talk about outbound marketing, offering a stark contrast to traditional high-volume approaches. Chris emphasizes the importance of strategic, personalized outreach over sheer quantity, focusing on the sender's credibility, the specificity of the offer, and the optimal timing of outreach. He breaks down the tools and methodologies he employs, including LinkedIn Sales Navigator and RB2B for identifying potential leads and outlines the manual, thoughtful process he follows to ensure each interaction is meaningful and impactful. Chris also highlights the significance of crafting compelling, unique offers that are closely aligned with the needs of the ideal customer profile (ICP). He shares his personal outreach strategy, which remarkably boasts a 60% message-to-meeting conversion rate, and underscores the necessity of having a deep understanding of one's product and market to achieve such success. By illuminating his hands-on, data-driven approach, Chris provides invaluable insights that challenge conventional outbound practices and offer a blueprint for more effective and efficient lead generation. – The next Expert Session, featuring Malin Wijenayake will take place on September 17 at 11am central. Register here . If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here . Can’t make the event but have a question for Chris? Submit it here .…
G
GTM Live
1 RV208 - Revenue Planning and KPIs for 2025 | Go To Market Live Episode 28 43:19
43:19 Play Later Play Later Lists Like Liked43:19
Play Later Play Later Lists Like LikedIn this week’s live event, Chris covers revenue planning for 2025, the fundamental differences between KPI metrics and attribution, and the importance of clear segmentation in go-to-market strategies. Chris highlights the crucial distinction between key performance indicators (KPIs) and attribution metrics in business planning. He offers actionable advice on identifying revenue inefficiencies, understanding unit economics, and aligning go-to-market efforts with company-wide objectives. Chris advises against the segmentation of responsibilities by attribution sources, such as marketing or sales, and instead promotes a holistic approach to evaluating performance metrics. For businesses grappling with complex revenue models, Chris's insights serve as a roadmap to achieving a more streamlined and effective sales funnel. – The next Expert Session, featuring Malin Wijenayake will take place on September 17 at 11am central. Register here . If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here . Can’t make the event but have a question for Chris? Submit it here .…
G
GTM Live
Chris Walker joins Erik Jacobson, CEO at Hatch, to host a LinkedIn strategy masterclass, covering strategies, evolving trends, and practical tips. Chris starts by reflecting on his LinkedIn journey, from starting in his living room to becoming one of the highest producing content creators on the platform. Chris and Erik discuss how LinkedIn's algorithm has changed, the significance of fresh content, and the enormous opportunities that the platform offers for B2B companies. Chris explains the nuances of his LinkedIn strategy, emphasizing the importance of persistence and content that resonates with the intended audience. The conversation moves through setting correct goals, creating engaging content, and navigating LinkedIn’s platform tactics. Chris shares his morning routine of LinkedIn postings and the balance between personal branding and using multiple profiles for company success. The episode is rich with insights on how to effectively leverage LinkedIn for maximum business impact, especially for B2B players. The next Expert Session, featuring Malin Wijenayake will take place on September 17 at 11am central. Register Here . If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here . Can’t make the event but have a question for Chris? Submit it here .…
Welcome to Player FM!
Player FM is scanning the web for high-quality podcasts for you to enjoy right now. It's the best podcast app and works on Android, iPhone, and the web. Signup to sync subscriptions across devices.
Daily Deals
Daily Deals
Similar to GTM Live
Alessandro Bogliari, CEO and Co-Founder of The Influencer Marketing Factory, a global influencer marketing agency, talks with great guests about influencer marketing, social media, the creator economy, social commerce and much more.
…
continue reading
Kipp Bodnar (HubSpot’s CMO) and Kieran Flanagan (Hubspot's SVP of Marketing), lead you down the rabbit hole of marketing trends, growth tactics and innovation. On the way you’ll pick up undiscovered strategies to give you that slight edge for success. These are not your typical twitter thread regurgitated marketing tactics that everyone is doing. These are new methods, with unfiltered examination of successful fresh ideas.
…
continue reading
The fun email marketing podcast. Sell more of your online courses, grow your membership and bring in more coaching clients with email marketing that doesn't stink. Sound good? Then join your fellow Email Marketing Heroes for your weekly dose of fun, practical, yet brutally honest email marketing advice. You can listen in to a piping hot, fresh episode every 'Email Marketing Wednesday' or if you prefer learning with your eyes instead of your ears, we turn each episode into a full written blog ...
…
continue reading
Insightful interviews with authors, experts, entrepreneurs, and thought leaders who share valuable marketing tips, growth strategies, and resources. Hosted by John Jantsch, one of America's top small business marketing experts, this show is dedicated to helping you craft effective marketing strategies that will grow your business. Whether you're a small business owner, marketing professional, or marketing agency owner, you'll gain valuable insights and actionable advice on topics such as mar ...
…
continue reading
Some Goodness is hosted by Richard Ellis, a seasoned sales leader passionate about inviting top business minds to share their wisdom. Each episode is only 15-20 minutes, perfect for your commute or workout.
…
continue reading
1
The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.
Brian Burns
11k278
No BS Allowed - Are you sick of empty suits telling you to work harder? - Learn about The Maverick Selling Method, which models the world's best salespeople and what they do differently. If you are in sales and are passionate about selling, you will like this podcast. The focus is on b2b sales and selling. If you are selling or in sales, this podcast is for you. I cover cold calling, spin selling, challenger sale, solution selling, and advanced selling skills. Strategic selling, LinkedIn, sa ...
…
continue reading
Welcome to the What’s Next! Podcast. I’ve met so many brilliant people as I traveled the globe and have had some fascinating conversations that I’ve wished had been recorded so I could share them with you - this podcast was a way for me to recreate those moments and let you in on some fantastic insights. My current conversations center around one objective: what's next for companies and individuals as they look to innovate and grow. I hope these conversations inspire you as much as they have ...
…
continue reading
Business tips for startups by proven entrepreneurs
…
continue reading
Capitalmind looks at stocks, bonds, funds and the macro to bring you their view on the Indian financial markets. We discuss all things related to investing at our focussed podcast that keeps it simple. For more, go to capitalmind.in and to invest with us, visit capitalmindwealth.com
…
continue reading
Call them changemakers. Call them rule breakers. We call them Redefiners. And in this provocative podcast, we explore how daring leaders from across industries and around the globe are redefining their organizations—and themselves—to create extraordinary impact in today’s rapidly changing world. In each episode, Russell Reynolds Associates Leadership Advisor Hoda Tahoun and former CEO Clarke Murphy host engaging, purposeful conversations with leaders in and out of the business world who shar ...
…
continue reading
Player FM - Podcast App
Go offline with the Player FM app!
Go offline with the Player FM app!
