PODCAST · business
GTM Made Simple
by Sangram Vajre
Welcome to GTM Made Simple. Join host Sangram Vajre, WSJ and USA Today bestselling author, speaker, and co-founder of Terminus, as he meets with the most influential go-to-market leaders and helps you confidently answer: what's my next move?
Episodes
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Stop Laughing at Gartner. You're Next.
I stopped a CEO roundtable to share this data point: Gartner lost 70% of its value in two years, roughly $30 billion gone. It's tempting to laugh at that. Don't. The same force that gutted Gartner is coming for anyone whose value comes from packaging yesterday's insight, and that's a much bigger...
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There's No Perfect Time to Bet on Yourself
Someone in a recent CEO roundtable asked me what made me the entrepreneur I am today, after building multiple hundred million dollar businesses. The honest answer isn't a strategy. It's a conversation I had with my wife. I was 35, we'd just had our second kid, my wife wasn't working, and I wanted...
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Your Company is One AI Feature Away From Dying
Every B2B founder is one product update away from becoming a feature of ChatGPT or Claude. The biggest threat to your retention isn't your competitor anymore. It's a $20 a month tool that does 80% of what your product does, with none of the friction. In this video I break down what a CEO said in...
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The 1 Question Every SaaS CEO Must Answer
Most CEOs can't answer one question that decides everything: which products create the highest customer value? Not revenue, not cash flow, not hiring. This one. In this video I break down exactly how to answer it, using what I learned going from a $10 million company to a $10 billion one. I ran...
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The GTM OS System That 3,000 Companies Run On
Most go-to-market plans fail, and it's not a marketing or sales problem. It's that CEOs treat go-to-market as an annual event instead of an ongoing process. In this video I walk through the exact process we take 3,000 companies through to run on GTM OS, live, step by step. I break down the five...
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Your Revenue Growth Is Killing Your Business
Figma, Circle, eToro, and a wave of other 2026 IPOs are all down double digits from their peaks, averaging around 44%. They had the growth. They had the hype. What they didn't have was profitable revenue, and the market punished them for it. In this video I break down the most important go to...
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"Are You Here to Win?"
My son's tennis old coach stopped everyone mid-drill and asked one question that applies to every founder, CEO, and leader I know, "Are you here to win?" In this video I break down what happened next, how the entire group raised their level in 15 minutes, and why it changed how I think about…
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Every AI Company is Failing at the Same Thing
Every AI company right now is stuck in problem market fit, and most CEOs have no idea. They think revenue means product market fit. It doesn't. In this video I break down the difference between the three stages every company moves through: problem market fit, product market fit, and platform…
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Where Can You Grow the Most?
There are 8 questions every company needs clarity on to build a real go-to-market operating system, and most businesses never sit down to answer the first one. In this video I walk through how one question took our business from $0 to $1 million in revenue in 9 months, with no marketing team and…
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You Confuse, You Lose - Why No One's Hiring You
If you can't say what you do in one sentence, that's why your fractional pipeline is dry. Most fractional CMOs and CEOs describe themselves like an HR job title, and the market doesn't pay for job titles. It pays for outcomes for a specific kind of company. In this video I break down the three...
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The AI Layoffs Story Is Wrong. Here's What's Really Happening.
Everyone's blaming AI for the wave of layoffs hitting tech right now, but the AI layoffs data tells a different story. I dug into PwC's research on over 1 billion job postings and found something that changed my mind too. In this episode I break down the two tracks the job market is splitting…
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Solo Founders Take Years. Partners Take Months.
I get asked all the time how to grow a business, and my honest answer is: I've never done it alone. From Pardot's exit to Salesforce, to building Terminus, to GTM Partners today, every real jump in growth happened because I found a partner who complemented what I wasn't great at. In this video I...
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Your Product is No Longer Your Moat
Your product is no longer your moat. AI is making product parity faster, cheaper, and more universal than any point in the last 20 years. Whatever your engineers built, someone can replicate it. The real moat, the one that actually protected Salesforce and the one we built at Terminus, was never...
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I Hit $1M in 9 Months Twice. These 8 Questions Are Why.
I took two companies from $0 to $1 million in revenue in just 9 months. Once with Terminus in 2014 and again with GTM Partners in 2021. One was funded, one wasn't. One was an up market, one wasn't. The 8 questions I'm sharing here are the reason both worked. These 8 questions are what I ran every...
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The GTM OS System That 3,000 Companies Run On
Most go-to-market plans fail, and it's not a marketing or sales problem. It's that CEOs treat go-to-market as an annual event instead of an ongoing process. In this video I walk through the exact process we take 3,000 companies through to run on GTM OS, live, step by step. I break down the five...
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How to Tell If Your Revenue Is Actually Profitable (Most Can't)
Profitable revenue and momentum revenue are not the same number, and confusing the two is what kills businesses that look healthy on paper. In this video, I break down the OpenAI growth trap, why 99% of companies can't afford to run their GTM the way the top 0.01% does, and the four questions…
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3 Zones That Determine If Your Business Survives
Most companies don't fail because of bad products or bad marketing. They fail because they're stuck in the muddy middle and don't know it. In this episode, I walk through the three business zones every CEO needs to understand: the winning zone, the competitive zone, and the instability zone. I…
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AI Was Never Built to Cut Jobs
The companies using AI just to cut costs will be gone in a few years. I break down what the companies actually winning with AI have in common, why growth is not optional right now, and why James Clear's systems principle from Atomic Habits explains every company you've watched fall apart in the...
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Brand Drives Demand. Clay Just Proved It With 6 Million Impressions.
Clay generated 6 million LinkedIn impressions in three months without running a single ad. Here's what they actually did and why it works. Most B2B companies spend 70 to 80% of their GTM budget chasing demand. Clay flipped that. I've seen this playbook before. I ran it at Terminus ten years ago...
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You Don't Have a Sales Problem. You Have a GTM Problem.
You don't have a marketing problem. You don't have a sales problem. You have a go-to-market problem and most CEOs never see it coming. In this episode I break down what go-to-market actually means (most definitions are wrong), why the CEO is the only person who can own it, and the 8-question GTM...
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The Simple Fix That Makes Context Switching Way Easier
Context switching kills focus, but it doesn't have to. In this video, I share the exact system I use to stay mentally prepared for every meeting on my calendar before it ever starts. The strategy is simple: rate every meeting green, yellow, or red. When a hard meeting is sitting on your calendar...
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How to Close $10k, $50k, and $300k Deals FAST
Most sales teams treat a $10K deal and a $300K deal exactly the same way. That's why they keep losing the big ones. In this video, I break down how the entire GTM strategy has to change based on deal size, why trust is the only currency that matters at $300K, and how an executive roundtable…
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Why I'm Bringing This Podcast Back After 1,000 Episodes
Starting today, this show is Go-To-Market Made Simple. New episodes drop every weekday, pulling from CEO roundtables, founder hackathons, closed-room conversations, and the research 100,000+ people already read at runongtmos.com. The premise is simple: product isn't the moat anymore, anyone can...
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Go-To-Market Isn't Complicated. We Just Made It That Way.
Go-to-market shouldn't be this complicated. But most businesses make it that way, and it's why most marketing campaigns fail, most launches flop, and most companies never land on a go-to-market motion that actually works. I'm Sangram Vajre. I've built two $200M+ companies, written three books on...
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[Replay] Product-First Marketing: Product Experience Is Your Brand
Most marketers, if you asked for the number one thing you’d really want to understand in their field, will probably roll their eyes, look at you like you’re stupid and say something like: “Your buyer persona,” or even, “The market, duh.” And most marketers would be wrong… What you need to...
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[Replay] From CMO to CEO: A Conversation with Jeff Perkins
With so many CMOs becoming the CEOs of their respective companies, it’s time to ask the question for those CMOs looking to follow the same steps: What are the actionable steps to get there? In this replay episode, we speak with Jeff Perkins, CEO at ParkMobile, about his journey from CMO to CEO…
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GTM is a group effort with Muhammad Yasin
Who owns go-to-market has been our big question so far, but how about what makes up a solid go-to-market strategy? In this episode, Sangram sits down with Muhammad Yasin, marketing expert and host of the Agile Marketing Podcast, to dive into all the aspects of a successful GTM strategy. Muhammad...
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Kyle Lacy is certain marketing owns go to market
Ask a group of go to market leaders who owns go to market, and most will say the CEO. But this leader? He confidently says otherwise. In this episode, Sangram sits down with Kyle Lacy, SVP of Marketing at Seismic (formerly CMO of Lessonly, which was acquired by Seismic) to dive into his answer to...
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Why Christopher Lochhead HATES the MOVE Book
Why in the world would I have someone on my podcast who hates my book?! Well, it’s because he isn’t wrong in his reasoning! Christopher Lochhead–author, entrepreneur, advisor, and VC partner–absolutely loves category creation, and he’s got dozens of stories to prove exactly why he’s such a…
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Author's Cut: The "E" in MOVE
Where can we grow the most? It's the first question most GTM leaders ask themselves...but hold up! There's a reason this one comes last... In this week's Author's Cut episode, Bryan and Sangram dive into the last (but not least) letter of the MOVE framework: the "E" for Expansion. Listen in to...
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Author's Cut: The "V" in MOVE
There are important processes that every go-to-market leader should have in place to know they’re on the right track. Do you know what they are? In this episode, co-authors Sangram and Bryan are breaking down the “V” in the “MOVE” framework–velocity–and how organization can use the enablement...
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Author’s Cut: The “O” in MOVE
Every company wants to scale well. How can they guarantee that they’ll do it right? The answer: revenue operations. In this episode, Sangram and Bryan dive into the “O” of the MOVE framework–operations. They talk about exactly what your operations team, tactics, and strategy should look like at...
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Author’s Cut: The “M” in MOVE
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...
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The Product-led Growth Playbook
When you’re building a company around your product, there are a few crucial mistakes you need to avoid. The perfect person to walk us through the playbook for product-led growth is my friend Scott Voigt, Founder & CEO at FullStory. In this episode, he shares the story behind FullStory, why he…
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There’s A New GTM Roommate
Sales and marketing: it’s time to make some room. Say hello to customer success–the new roommate in the go-to-market space. Every GTM strategy must include not only sales and marketing, but customer success, too! And I’ve brought in two great friends and brilliant GTM leaders to talk about this…
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Commiting to Kindness for a Better Business
With what is happening all over the world, we have a throwback today with Alicia Esposito, Director, Content + New Media @ G3 Communications, talking with Cole Baker-Bagwell, Founder & Chief Kindness Advisor at Cool Audrey, Inc, about her experience working in an environment that prioritizes...
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The Telltale Signs Your Go-To-Market Framework is in Danger
It’s pretty easy to feel when something is off or not-aligning within a business. But figuring out what those tangible go-to-market issues are so that you can fix them is a different story. Recognizing the issues quickly is the shortest route to recovery. On this episode of MOVE: Author’s Cut,...
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Target Market Relevancy: How To Sell to Your Best Customers
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—...
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Scott Dorsey & the 4 Disciplines of Go-To-Market Strategy
Within the topic of go-to-market, there are 4 disciplines: Sales led Customer led Product led Category led And while it’s still uncertain which option is the best approach, there is one common thread among all 4 — understanding the customer. At the end of the day, it’s still all about the…
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How Go-To-Market Has Changed: From Product to Customer
Go-to-market used to be all about the product getting to market. Now, it’s increasingly about connecting with the market and then bridging it back to the product. The best way to connect to your market: Focus on the story your brand is putting forth. Geoffrey Moore, is an author, speaker, &…
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How To MOVE Through the 3 Stages of Go-To-Market
When it comes to go-to-market, there’s 3 stages that companies find themselves in: -Ideation -transition -execution But without knowing where you are, you’re going to struggle with where to go next. On this episode of MOVE: Author’s Cut, Co-authors Sangram Vajre and Bryan Brown, break down these…
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The Godfather of Marketing’s Masterclass on Go-To-Market
When we think of the best point of contact with a customer, we often think it’s a salesperson. The real answer: Customer success. It’s more important to align your business value with customer needs than pressuring them with a product. Geoffrey Moore, is an author, speaker, & advisor best known…
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Welcome to MOVE: The Go to Market Podcast
The Flip My Funnel Podcast is now MOVE: The Go-to-market Podcast. Bryan Brown and Sangram Vajre–co-authors of MOVE: The Go to Market Framework–give listeners an exclusive behind-the-scenes look at how the MOVE framework came to be, and how excited they are to shed some light on the story behind...
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1000: The End of The Flip My Funnel Podcast? What Happens Next...
On this final episode of The Flip My Funnel podcast, we look back on some of the show's highlights. Building an entirely new category of ABM, this show functioned as a way to educate, define, and bring the community together. But the conversation is evolving and so. are. we. Sangram Vajre of...
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999: From CMO to CEO: Lessons For Any Aspiring Marketer
With so many CMOs becoming the CEOs of their respective companies, it’s time to ask the question for those CMOs looking to follow the same steps: What are the actionable steps to get there? We speak with Jeff Perkins, CEO at ParkMobile, about his journey from CMO to CEO and his big lessons that...
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998: Knowing Who Owns Strategy: How To Align Your Business
When a business is aligned, culture thrives, revenue and value creation is balanced, and it promotes exponential growth. But only if marketing leads the way. Otherwise, if everyone thinks they own the strategy, no one will own it. We speak with Kelly Owen Grover, Vice President of Growth at...
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997: The Modern Leader: Strategies to Maintain High-Level Employees
Being a leader today just isn’t the same as it used to be. Almost anyone in a leadership position today will tell you that it’s 110% harder. And why? The caliber of employees has changed. We speak with Tim Elmore, Founder and CEO at Growing Leaders, Inc., about why the employees of today have...
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996: Chief Evangelism: How To Make a Customer a Brand Believer
An evangelist stems from the idea of bringing the good news. In business, the chief evangelists' role is to help people buy into the vision of the company. And that’s exactly what our guest today has done for Apple and Canva. On this episode of our Takeover Tuesday series, we speak with Guy...
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995: LinkedIn Conversation Ads: Tips To Integrate into Your ABM Strategy
If you’re a B2B marketer, you’ve probably heard from executives that LinkedIn is pointless, expensive, and doesn’t deliver quality leads. Our guest, however, feels different. For them, LinkedIn conversation ads have been a game changer. Corrina Owens, Senior ABM Manager at Gong, discusses why…
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994: A Guide To Digital-First ABM: Insight & Strategies
If you ask 10 people what the definition of ABM is, there’s a high likelihood that you’ll receive 10 different responses. But proceed with caution: Don’t let the terminology get in the way of delivering great marketing. Corrina Owens, Senior ABM Manager at Gong, walks us through her…
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ABOUT THIS SHOW
Welcome to GTM Made Simple. Join host Sangram Vajre, WSJ and USA Today bestselling author, speaker, and co-founder of Terminus, as he meets with the most influential go-to-market leaders and helps you confidently answer: what's my next move?
HOSTED BY
Sangram Vajre
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Frequently Asked Questions
How many episodes does GTM Made Simple have?
GTM Made Simple currently has 1000 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is GTM Made Simple about?
Welcome to GTM Made Simple. Join host Sangram Vajre, WSJ and USA Today bestselling author, speaker, and co-founder of Terminus, as he meets with the most influential go-to-market leaders and helps you confidently answer: what's my next move?
How often does GTM Made Simple release new episodes?
GTM Made Simple releases new episodes frequently with a large back catalog of 1000 episodes. Check the episode list for recent publication dates.
Where can I listen to GTM Made Simple?
You can listen to GTM Made Simple on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts GTM Made Simple?
GTM Made Simple is created and hosted by Sangram Vajre.
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