Navigating the Transition to Efficiency

In 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• The pitfalls of relying on outdated KPIs like MQLs and demo requests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