PODCAST · business
gtmPRO
by Gary, Andy & Tiana
Visit gtmPRO to subscribe and get free access to our frameworks and guides! Practical Go-to-Market guidance specifically for B2B software and service companies between $5MM-$50MM in revenue.
Episodes
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Putting The 'Success' Back In: Customer Success
This episode highlights the evolution of customer success, advocating for a shift from process-driven strategies to genuinely solving customer problems. By implementing an understanding of ideal customer profiles and leveraging AI and analytical tools, companies can profoundly improve their...
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#55: 2025 Customer Success = Empathetic Engagement
Every business leader knows that understanding customers is key to thriving in challenging markets. In our latest episode, we delve into the game-changing role of empathy in customer success By focusing on genuine customer needs and democratizing communication within teams, organizations foster...
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#54: The Best of Digital Sales Rooms
The best of our last series. Unlock the keys to enhancing buyer decision confidence in the world of modern B2B sales through the transformative power of digital sales rooms. You'll gain a deep understanding of how delivering focused, relevant content can help simplify complex software purchasing...
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#53: Digital Sales Rooms and AI Integration with Andy Mewborn
Explore how digital sales rooms are not just a trend but a necessity in creating a buyer-focused selling process. From Andy's journey at Outreach and Tapleo to the inception of Distribute, learn how integrating AI and leveraging existing data can streamline content creation, empowering…
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#52: Revolutionizing Sales Enablement with Ross from Accord
Ever wondered how to balance visionary ideas with practical reality in the startup world? Our discussion with Ross takes you through the rollercoaster of startup funding within the lower middle market, emphasizing the importance of well-defined customer profiles and resource allocation. Learn…
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#51: Transforming Tech Sales: Buyer-Centric Digital Sales Rooms with Gal Aga
Ever wondered how to transform your B2B tech sales strategy into a buyer-centric powerhouse? Join us as Gal, the visionary co-founder and CEO of Aligned, unpacks the revolutionary digital sales rooms his platform offers. This episode equips you with the tools to streamline customer interactions,...
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#50: AI Empowerment in Sales: Building Momentum with Ashley Wilson
Discover the journey of Ashley Wilson, co-founder of Momentum, as she takes us from her early career in marketing and sales at SoftLab to her innovative work with developer tools. With a unique blend of creativity and strategic insight, Ashley's story is a testament to how diverse experiences can...
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#49: The 'Messy Middle' Of The Sales Cycle - Featuring Mark Fershteyn
What if you could revolutionize your sales process and empower your buyers like never before? Join us for a compelling discussion with Mark Fershteyn, the co-founder of Recapped, as we dissect the evolving landscape of buyer enablement in sales. Mark's transition from VP of sales to CEO offers a...
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#48: Redefining ICP: The Real Deal
Master go-to-market strategies by redefining your Ideal Customer Profile (ICP). Our latest episode challenges the traditional approaches to ICP and reveals how a nuanced understanding can transform your business success. With insights from industry professionals, we promise you’ll learn the...
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#47: Optimizing Sales with Precision and Insight
Can freemium models still shine in a crowded marketplace? Join us as we unravel customer acquisition, exploring how to stand out amidst an overwhelming array of choices. We emphasize the importance of understanding and meeting customers where they are, leveraging in-app messaging, and…
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#46: Selling From The Outside In
Imagine a sales process that's as intuitive and reliable as buying from Amazon—our latest episode of the GTM Pro Podcast promises to show you how. We explore the groundbreaking role of digital sales rooms in complex sales processes and why understanding the buyer's procurement journey is crucial...
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#45: Package Recommendation Over Pricing: The Real Sales Pitch
Have you ever wondered how a simple purchase, like a toilet, could transform your understanding of sales dynamics? Inspired by April Dunford's unique shopping experience, we shed light on how strategic package recommendations can transform the way B2B sales are conducted. Join us as we uncover…
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#44: The Ultimate Sales Discovery Framework
What if traditional sales methods are no longer serving you or your clients? In our latest GTM Pro Podcast episode, we unravel the SPICED framework—Situation, Pain, Impact, Critical Event, and Decision—as a transformative tool for sales discovery. Say goodbye to superficial data approaches and...
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#43: Enhancing GTM Efficiency With Buyer Zones
Ready to transform your Go-To-Market strategy and drive sustainable growth? We discuss actionable insights for boosting GTM efficiency and securing customer retention for B2B software and service companies under $50 million in revenue. We'll break down David Spitz's critical observations on the...
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#42: Overcoming 'No Decision' Outcomes and Boosting Buyer Confidence (Part two)
How can small B2B software and service companies overcome the growing trend of 'no decision' outcomes? Join us to find out why traditional go-to-market strategies are struggling to keep up and how incremental improvements can lead to significant growth. Our conversation highlights how educating...
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#41: Stop Losing Customers to 'No Decision'
Is your B2B tech company struggling to make sense of today's chaotic market landscape? Discover the secrets to economic uncertainty in our latest GTM Pro Podcast episode. We promise you'll gain actionable insights on getting through the saturated software market, understanding buyer cynicism, and...
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#40: The End of The Content Series - Forgetting the Funnel with Gia Laudi
Gia from Forget the Funnel joins us to unpack her transformative journey from traditional digital marketing to pioneering customer-led growth in the SaaS world. Struggling with customer research? This episode breaks down common challenges and misconceptions, emphasizing the understanding of ideal...
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#39: Emma Stratton on Clear Messaging and Value-Driven Communication
Mastering B2B messaging with clarity and precision has never been so easy. Join us as special guest -Emma Stratton unveils her journey from journalism and travel writing to becoming a renowned consultant in B2B tech messaging. Ever wondered how to humanize complex B2B products? Find out how...
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#38: Content From a Sales POV - Featuring Jen Allen-Knuth
Learn how to build resilient GTM sales strategies with our special guest, Jen Allen-Knuth. Discover how understanding your customer's world and addressing their problems, rather than showcasing solutions, can revolutionize your sales approach. Jen's experiences highlight the power of delivering a...
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#37: Brendan Hufford on Structuring the Content Engine
How do you transform a rough patch in your life into an inspiring and thriving career? Join us in this episode as we sit down with Brendan Hufford, a former high school teacher who conquered personal and professional hurdles to become a leading authority in content, SEO, and marketing. Now the...
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#36: Fuel For Your Content Engine - The Content August Series Intro
We are SO excited to present our latest gtmPRO series 🥁 🥁 🥁 🥁 🥁 "Content August" with THE ultimate special guests who preach the buyer led growth language 🙌 This episode will give you a sneak peak on our starring guests: Mary Keough (OUT NOW!!) - Where Product and Content Marketers meet...
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#35: Where Product and Content Marketers Meet: Insights from Mary Keough
Welcome to our first episode of the Content August Series! This episode is packed with wisdom on conducting insightful customer research and translating those insights into compelling content. Unlock the secrets of strategic content creation and product marketing with our special guest, Mary...
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#34: The Real Competitive Landscape In The Mind of Your Buyer
Do you really know who is your competition in the mind of the buyer? On this episode of the GTM Pro Podcast, we promise to decode buyer behavior, examining both the emotional and logical factors that influence purchasing decisions. Discover how to build buyer confidence, convey best practices…
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#33: Mid-Year Reboot: From Struggles To Success
What if missing your first-half revenue targets didn't spell disaster but an opportunity for strategic recalibration? Join us as we dissect the complex revenue challenges faced by B2B Lower Middle Market SaaS companies during the chaotic mid-year period. We tackle everything from soaring costs…
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#32: Putting On Your Buyer Hat
Are your B2B sales strategies truly buyer-focused, or are you missing the mark? Join us as we explore the transformative shift towards a buyer-led growth framework tailored for lower middle market B2B software and services companies. We discuss the critical importance of understanding buyer...
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#31: Elevate Your Go-to-Market Strategy: Thought Leadership and Beyond
In this episode, you're promised deep insights into decoding customer behavior and understanding the true jobs your products are hired to do. We tackle the pitfalls of random acts of marketing and emphasize the critical need for a cohesive strategy that helps revenue leaders understand the…
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#30: Redefining GTM Strategy for Modern Markets
Want to redefine your go-to-market strategy and leave outdated models behind? In this episode of the GTM Pro Podcast, we unlock the secrets to refining your GTM approach by leveraging investigative journalism. Traditional models like predictable revenue are fading in effectiveness, so we delve…
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#29: Outbound Roundup: The Best of Matt, Jesse, Mark, Tito, and Kyle
Ready to transform your outbound sales game? Discover how this new AI business model era is reshaping sales and marketing for B2B software and services companies and how to drive outbound to your advantage. Join Tiana and our insightful guests Jesse, Matt, Mark, Tito, and Kyle as we uncover the...
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#28: The Final Outbound Chapter: Sales Success with Kyle Norton
What if you could transform your sales strategy and master the art of go-to-market discussions in the boardroom? Join us as we sit down with Kyle Norton, who has successfully overtaken the challenges of high-pressure sales environments at Vision Critical, League, Shopify and Owner.com. Kyle takes...
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#27: Outbound Evolution: The New Business Model Era
Join us as we go over the past 4 editions of Outbound May, where industry thought leaders Matt McFee, Jesse, Mark, and Tito explore the "creative data tinkerer" role in B2B outbound strategies for LMM companies. We discuss: How AI tools like GPT and Gemini are reshaping data usage and why a…
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#26: Sales Mastery Unleashed: A Dominant B2B Outbound Engine with Tito Bohrt
Unlock the secrets of a high-octane B2B sales engine with our latest GTM Pro Podcast guest, Tito. With 13 years under his belt, this outbound sales maestro takes us through the blueprint of targeting and securing those big-ticket accounts that can transform your revenue stream. Tito doesn't just...
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#25: Sales Synergy: Refactoring Go-to-Market Mastery with Mark Kosoglow
Discover how to craft a winning go-to-market strategy with insights from Mark Kosoglow, as he shares his journey from educational product sales to leading tech sales with giants like Outreach and Catalyst. Mark’s expertise will show you how refining your go-to-market approach can drive...
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#24: Outbound Innovation: Tech Sales and Strategy with SaaS Expert Jesse
Happy Friday PROs, and welcome to our second edition of Outbound May! Unlock the secrets to revolutionizing your outbound sales strategy as we sit down with Jesse, the bootstrap founder and SaaS sales guru with 15 years under his belt. He's here to pull back the curtain on scaling a tech company...
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#23: Inbox Conquest: Elevating B2B Outbound with Email Guru Matt McFee
Happy Friday PROs! Explore the essentials of outbound B2B communications in this episode with Matt McFee, email marketing expert and co-founder of Inbox Monster. With a rich background at companies like 24/7 Real Media and Yahoo, Matt dives deep into the nuances of email and SMS marketing,...
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#22: Marketing Maven's Blueprint: Engine Revving Strategies for B2B Success Under $50M
Happy Friday PROs! Unlock the secrets to constructing a powerhouse marketing team in the B2B software and service industry with our latest podcast episode. We will go through the intricate maze of marketing essentials, crucial for companies striving under the $50 million mark. Inspired by…
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#21: The Revenue Architect's Guide to the Lower Middle Market
Hello PRO's! Do you really know the Lower Middle Market? Do you want to know more? Then this is for you. Unlock the secrets to the lower middle market as we gather insights that shatter the one-size-fits-all approach to B2B software and services strategies. Discover why companies with revenues of...
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#20: Team Pudding: From Sales Sidekick to Revenue Driver in Go-to-Market Tactics
Can marketing really be the strategic powerhouse of a go-to-market engine? We're challenging the old-school notion that marketing merely plays second fiddle to sales. Tune in to our latest GTM Pro Podcast episode, where we dissect the evolution of go-to-market strategies for B2B software and...
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#19: Marketing Master Playbook with Bill Macaitis
Good day PROs! Join us in getting to know the transformative insights of Bill Macaitis, the marketing mastermind behind Slack, Zendesk, and Salesforce, as he shares the playbook for modern B2B marketing and growth strategies. Core topics: Mastering Go-to-Market Strategies for Revenue Leaders…
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#18: Product Led Growth. Are we ready for it?
Hello PROs! Welcome to our podcast. Tune in as we dissect product-led growth (PLG) strategies that are shaping success stories for businesses in the $5 to $50 million revenue bracket. We're not just skimming the surface; prepare for a deep dive into the practical application of PLG in the complex...
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#17: Positioning in the Lower Middle Market with Anthony Pierri
Happy Friday PROs! Welcome to one of our favorite episodes yet, accompanied by the positioning master, Anthony Pierri. In this episode, Anthony reveals the alchemy of positioning and messaging that transforms Lower Middle Market companies into market contenders. He schools us in the mastery of...
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#16: Attribution. Should we even bother?
Happy Friday! Is this the death of attribution for LMM companies? If so, what should we do in it's place? As boards, in many ways, we want to see a set of metrics around the performance of marketing, but what if by aiming for the perfect number, we are generating nothing but false positives? Join...
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#15: Net Revenue Retention: The Golden Ticket Debate
Good day PROs! Ever thought about the effects of CS on Net Revenue Retention? Listen to this episode to get the golden ticket on who does your company really serve, and how to mordenize CS to understand why LMM companies really need them. Happy listening! Go be a PRO! Conversation starter: Mark...
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#14: The Investigative Journalist: A Secret Weapon To Your Revenue Engine
Welcome PROs! Is the key to unlocking your B2B company's potential hidden in the most unexpected of roles? Join us as we introduce the hero of the B2B world—the investigative journalist—whose curiosity could very well be the linchpin in refining your Ideal Customer Profile. In this episode, we...
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#13: The Buyer Zones: Presented By Yield Group
Happy Friday PROs! Struggling to align your marketing priorities with your company's growth goals? Uncover the insights to revolutionizing your lower middle-market company's approach to the buyer's journey. Presenting our one and only buyer journey zones map, a game-changer for businesses…
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#12: Buyer research with a little "r"
Happy Friday PRO! In this episode, while missing our superstar Gary, Andy and Tiana take a deep dive into the essence of customer-centric exploration. What do you think when you listen to the word "research"? Expensive? Huge team? Well not this time. Join us as we explain our research methods,...
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#11: Building a Powerhouse B2B Software Brand Without the Big Budget
Welcome back PROs! Unlock the competitive edge your B2B Software and Services company wants, even operating under the 50 million revenue mark. This week, Andy and Gary delve into the strategies that will set your product apart in a fiercely contested market. Discover how a standout website,...
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#10: Decoding B2B Sales: Show the d@#! product (Lower Middle Market Edition)
Hey there PROs! Ever found yourself navigating the B2B sales landscape and thinking there's got to be a simpler way? Our guest, Eric Dodds from RudderStack shares that sentiment, and in this episode, we talk about easing the often complex sales process for businesses under $50 million in revenue....
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#9: AI + Sales: The Unintended Impact Of Which We Should Be Aware
Hello Everyone! Sales + AI = Efficiency = Profit Right? Yes, and no. You might want to take a pause and rethink it. Deploying technology into any process ever has always meant efficiency, and in those means better ways to handle the process. But in an era where people are absolutely tired of…
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#8: Tracking your competitors: Strategies for GTM Mastery
Welcome again gtmPROs! In this episode, we talk about competitive mastery with Patrick Campbell's open-source intelligence from B2B software and services. If you belong to the Lower Middle Market environment, and want to understand the tempest of market rivals, this episode is for you. Showcasing...
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#7: The End of Customer Success (as we know it)
Have we entered a new era of Customer Success? Welcome gtmPROs! Join us in this episode for a candid discussion on the future of Customer Success in an era where AI and automation are making their mark. We'll talk about how technology is reshaping roles in sales and marketing and why we believe...
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ABOUT THIS SHOW
Visit gtmPRO to subscribe and get free access to our frameworks and guides!
Practical Go-to-Market guidance specifically for B2B software and service companies between $5MM-$50MM in revenue.
HOSTED BY
Gary, Andy & Tiana
CATEGORIES
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Frequently Asked Questions
How many episodes does gtmPRO have?
gtmPRO currently has 56 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is gtmPRO about?
Visit gtmPRO to subscribe and get free access to our frameworks and guides! Practical Go-to-Market guidance specifically for B2B software and service companies between $5MM-$50MM in revenue.
How often does gtmPRO release new episodes?
gtmPRO has 56 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to gtmPRO?
You can listen to gtmPRO 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 gtmPRO?
gtmPRO is created and hosted by Gary, Andy & Tiana.
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