GTM Live

Wes Bush, CEO of ProductLed and an expert in product-led growth, joins the conversation to reveal the hidden systems that underpin real product-led strategies. He cleverly introduces the "PLG iceberg" framework, highlighting how surface-level features often obscure deeper issues. Discussion includes why many PLG initiatives stall, how internal misalignment can derail plans, and the common pitfalls that CEOs and GTM leaders face. Wes emphasizes the importance of foundational systems that must be in place before achieving true product-led success.

This discussion dives deep into the often-overlooked early stages of the sales pipeline. The speakers shed light on why traditional attribution methods can mislead teams by ignoring crucial early-funnel signals. Discover the vital role of customer interactions that happen before leads are generated and how these affect growth strategies. They advocate for enhancing data capture through effective tracking while stressing the importance of aligning marketing and sales teams for better insights. Learn how to expose the hidden work driving revenue!

Discover why tracking early-stage signals in the pipeline is crucial for marketing success. Teams often overlook the critical prospecting phase, leading to distorted attribution that misrepresents impact. Learn how to connect initial engagement with ROI and understand the true cost of ignoring these signals. The podcast dives into the challenges of data visibility and the importance of a coordinated approach between sales and marketing. Join the conversation about navigating the complexities of the 'dark funnel' and uncovering real marketing effectiveness.

The hosts tackle the pitfalls of go-to-market strategies, uncovering how bad attribution models and unclear ROI lead to wasted resources. They highlight the heavy reliance on single-touch attribution, revealing its hidden costs. There's a deep dive into the importance of strong data foundations before strategizing. Listeners learn what marketing leaders should avoid, like getting caught up in RevOps tasks, and hear valuable lessons from the development of Passetto. The discussion emphasizes aligning marketing efforts with actionable insights for true growth.

A month-long adventure across Australia and the South Pacific sparks a life-changing revelation for Chris Walker. He shares insights on redefining freedom and encourages listeners to expand their understanding beyond wealth to include creativity and health. Overcoming limiting beliefs becomes a key theme, with practical tips for personal development. As Chris transitions hosting duties to Carolyn Dilks, he hints at a new mission focused on unlocking human potential. Exciting changes are on the horizon for both the show and Chris's journey!

Explore the unfiltered insights from a consulting call with a savvy entrepreneur. Discover why bootstrapping a SaaS company can lead to better financial outcomes and how a SaaS plus services model enhances product development. Learn the risks of rapid scaling that can regress revenue and the importance of building customer success directly into your operations. Chris shares real figures from his own business journey, illustrating the value of ownership versus equity when aiming for successful exits.

Smaller software companies have unique advantages over their larger counterparts, allowing them to adapt more quickly. The discussion reveals that customer success goes beyond mere sales—it's about truly understanding their needs. AI is reshaping product development, making it essential to rethink traditional business structures. There's a shift towards charging for success-driven services rather than giving them away. The flaws in current attribution models and sales compensation are also critiqued, emphasizing a need for innovative strategies in today's competitive landscape.

A journey from financial struggle to multi-million dollar success highlights the sacrifices behind entrepreneurship. Discover the hidden costs of success and how B2B companies falter in measuring marketing effectiveness. Learn why CMOs often can't fix measurement issues and how simplifying approaches can lead to better results. Explore the balance between ROI and long-term strategy, and the need for collaboration between marketing and finance to enhance accountability. Uncover methods to avoid wasted resources and ensure everyone has a clear understanding of marketing data.

In this discussion, Chris Walker, CEO of Poceto and executive chairman of Refine Labs, shares rich insights on the role of finance leaders in go-to-market strategies. He examines the disconnect between finance and GTM teams and suggests how to rectify it. Chris critiques traditional marketing measurement and advocates for finance to take ownership of GTM efficiency. He emphasizes the importance of strategic content distribution for revenue growth and highlights the need for finance professionals to be actively involved in shaping GTM strategy.

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.