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B2B Revenue Vitals
RV235 - Create A High Performing GTM Engine | with Sangram Vajre
Feb 7, 2025
Sangram Vajre, co-founder and CEO of GTM Partners, is a leading expert in go-to-market strategy. He shares insights on who should truly own the GTM process and the essential shift beyond the traditional marketing vs. sales battle. The conversation highlights the four pillars of pipeline creation and emphasizes a business mindset in marketing. Sangram also explains why 'slow is fast' can lead to better long-term results, alongside the importance of balancing customer lifetime value with acquisition costs for sustainable growth.
01:02:08
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Quick takeaways
- CEOs, CMOs, and revenue leaders must adopt a cohesive approach to GTM strategies that transcends traditional marketing and sales boundaries.
- Marketers should embrace a business-oriented mindset, utilizing financial data and unit economics to drive profitability and informed decision-making.
Deep dives
The Importance of a Holistic Go-To-Market Strategy
Go-to-market (GTM) strategies require a comprehensive approach that aligns marketing with overall business goals. Both speakers emphasize that effective marketing impacts various departments, such as sales and customer success, highlighting the need for cohesive processes. Marketing is often viewed in silos, hindering visibility and creating disconnects that affect overall company performance. A successful GTM approach should break down these barriers, facilitating collaboration across teams and focusing on creating real value for the business.
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Discover
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Listen to the best highlights from the podcasts you love and dive into the full episode