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The pitfalls of relying on outdated KPIs like MQLs and demo requests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