The B2B Playbook #194: Why Your GTM is Misfiring, and how to fix it from the Frontlines (The Circuit - Ep 1)
If your sales and marketing teams feel like they’re running different races, this episode will show you the framework to fix it – fast.
We break down the exact sales and marketing alignment framework we use with revenue leaders to unite GTM teams, reduce wasted spend, and win more deals. You’ll see why the old playbooks like Predictable Revenue create silos – and how our “Circuit” model hardwires sales, marketing, and customer success into one connected system.
We’ll walk you through cataloguing the market to capture first-party intent, feeding that intelligence into marketing for targeted trust-building campaigns, and closing the loop with customer success so deals stick and expand.
Tune in and learn:
+ Why most GTM teams are misaligned – and the root cause
+ How to capture first-party market intelligence that makes marketing commercially viable
+ The step-by-step framework for aligning sales, marketing, and customer success
This is a must-watch if you lead sales, marketing, or customer success and want a system that unites your teams around the same revenue goal.
Want access to the GTM Map that's blurred out? Register for our next webinar: 🔗 https://theb2bplaybook.com/cro-school
-----------------------------------------------------
🔗 Links + CTAs
-----------------------------------------------------
🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school
🔗Want access to our GTM Map? Register for our next webinar at https://theb2bplaybook.com/cro-school
🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course
💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency
-----------------------------------------------------
🧑🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses
📺 YouTube: https://www.youtube.com/@theb2bplaybook
📩 Newsletter: https://theb2bplaybook.com/newsletter/
📚 Latest content: https://theb2bplaybook.com/
-----------------------------------------------------
00:00 Welcome to The Circuit: Why GTM Misfires Happen
01:20 The Big Promise: A Framework for Fixing GTM from the Frontlines
03:40 Why Sales & Marketing Misalignment Costs You Revenue
05:50 The Predictable Revenue Problem No One Talks About
08:15 How Team Incentives Broke the GTM System
10:30 The Fallout: Low-Quality Meetings & Rising CAC
13:20 Marketing’s MQL Trap – and How to Escape It
15:40 Why Traditional Sales Methodologies Aren’t Enough
18:00 The Real Cost of Sales Overpromising & CS Under-delivering
21:00 Old Principles, Modern Twist: The Case for Cataloging
24:10 Step 1: How BDMs Capture First-Party Intent
28:30 Step 2: Turning Catalog Data into Marketing Firepower
32:20 Step 3: Live Quoting Days & Seamless Handoffs
36:00 Step 4: Customer Success as a Growth Engine
39:20 The Circuit vs Predictable Revenue – Side-by-Side
42:00 Why Cataloging Builds Long-Term Alignment
45:10 Real-World Wins: From Stalled Deals to Biggest Ever
48:20 How to Pilot This Framework in Your Organisation
51:00 Next Steps: CRO School, Health Checks & Roundtables
-----------------------------------------------------
S07 E194 - The B2B Playbook
#b2b #b2bmarketing #revenue #revenuealignment #salesandmarketing #sales