GTM Live
Passetto
GTM Live is a new evolution of Revenue Vitals by Chris Walker, now hosted by Carolyn Dilks & Trevor Gibson, Co-Founders of Passetto — a part tech, part advisory GTM agency for high-performing B2B SaaS companies.
This weekly live show is built for CEOs, CFOs & Revenue Leaders who know the current way GTM is executed & measured is broken, and are ready for something better.
We cut through the noise & ditch outdated playbooks. No fluff. No vanity metrics. Just honest, modern conversations about how to track & optimize GTM for what actually matters: unit economics, efficiency & long-term growth.
This weekly live show is built for CEOs, CFOs & Revenue Leaders who know the current way GTM is executed & measured is broken, and are ready for something better.
We cut through the noise & ditch outdated playbooks. No fluff. No vanity metrics. Just honest, modern conversations about how to track & optimize GTM for what actually matters: unit economics, efficiency & long-term growth.
Episodes
Mentioned books
Jul 14, 2020 • 23min
36 - What is Sales Enablement? | Roderick Jefferson
We brought Roderick Jefferson onto the State of Demand Gen podcast to learn his take on Sales Enablement. He shares his knowledge and experience as it relates to what exactly sales enablement is, what metrics matter from an enablement perspective, how sales has changed in 2020, and where sales enablement falls in the org chart.
For more content, subscribe to State of Demand Gen on Spotify or Apple Podcasts.
Tired of just listening?
Check out Refine Labs on LinkedIn and YouTube.
Jul 8, 2020 • 52min
35 - How to Run Profitable Adwords Campaigns | Demand Gen Live S1 x16
On the 16th installment of Demand Gen Live, Chris Walker (CEO, Refine Labs) and Gaetano DiNardi (Director of Demand Gen, Nextiva) discuss how to run profitable Adwords campaigns, why aligning with revenue causes lead quantity to drop, and the future of the SDR role. They also hosted a live Q&A and a repeat attendee shared her experience with using the skills she has learned in the Demand Gen Live sessions.
For more content, subscribe to State of Demand Gen on Spotify or Apple Podcasts.
Tired of just listening?
Check out Refine Labs on LinkedIn and YouTube.
Jul 7, 2020 • 26min
34 - Rethinking Demand Generation | SaaS-Story in the Making with Matt Wolach
Chris joined Matt Wolach on the SaaS-Story in the Making podcast to discuss his methodology as it relates to demand generation and reframing the traditional model.
For more content, subscribe to State of Demand Gen on Spotify or Apple Podcasts.
Tired of just listening?
Check out Refine Labs on LinkedIn and YouTube.
Jul 2, 2020 • 54min
33 - Back-To-Market Strategy Series | Skaled Consulting
There's been a lot of talk around the "new normal" lately. But what exactly IS the new normal and how will it affect your business moving forward? In the second episode of Skaled Consulting's Back-To-Market Strategy Series, Chris Walker talks with Jake Dunlap (CEO, Skaled Consulting) and Joe Mullings (CEO, The Mullings Group) about building and scaling your back-to-market strategy as it applies to Marketing, Sales, and Talent.
For more content, subscribe to State of Demand Gen on Spotify or Apple Podcasts.
Tired of just listening?
Check out Refine Labs on LinkedIn and YouTube.
Jul 1, 2020 • 1h 2min
32 - Modern Ways to Drive Brand Awareness | Demand Gen Live S1 x15
Chris and Gaetano discuss the following points as well as questions that popped up in the live chat: Return on Ad Spend (ROAS) vs. Customer Acquisition Cost (CAC), why growth-stage companies should not market like industry giants, how to measure brand marketing, and why B2B companies are not all in LinkedIn marketing.
For more content, subscribe to State of Demand Gen on Spotify or Apple Podcasts.
Tired of just listening?
Check out Refine Labs on LinkedIn and YouTube.
Jun 30, 2020 • 26min
31 - Enterprise Sales and Starting a Small Business with Josh Wagner (LeadMD)
Throwback to when we stopped in with LeadMD (Phoenix, AZ) where Chris Walker (CEO, Refine Labs) and Josh Wagner (Enterprise Account Executive, LeadMD) discussed B2B Sales and the SDR model, how building a side hustle gives you strong business experience, and how B2B companies should be applying B2C marketing approaches.
For more content, subscribe to State of Demand Gen on Spotify or Apple Podcasts.
Tired of just listening?
Check out Refine Labs on LinkedIn and YouTube.
Jun 26, 2020 • 37min
30 - Sales, Process, and Innovation with Franklin Williams
Franklin Williams (Skaled Consulting) chatted with us about the outdated SDR/AE model and what needs to change for the model to work for the way buyers are buying today. The SDR function was originally created to serve as a conversation starter in an effort to remove that repetitive task from the AE's plate, but now makes the task almost redundant.
For more content, subscribe to State of Demand Gen on Spotify or Apple Podcasts.
Tired of just listening?
Check out Refine Labs on LinkedIn and YouTube.
Jun 24, 2020 • 1h 3min
29 - Top-Down SEO Analysis | Demand Gen Live S1 x14
This installment of Demand Gen Live features: a Facebook retargeting demonstration, a conversation about what chat bots are doing to sales, a full top-down SEO analysis with Gaetano, when to use a company page on LinkedIn vs. an employee profile, and Chris and Gaetano's thoughts on whether or not sales enablement should fall under demand gen.
The video version of this recording, complete with the Facebook retargeting and SEO analysis screenshares, is available on our YouTube channel here:
https://www.youtube.com/channel/UC0K09cBbbyOJm-LGKl59Ybg
Jun 20, 2020 • 1h 9min
28 - Why Customer Success is so Misunderstood with Megan Bowen (VP of CS, Platterz)
This episode features a throwback to our chat with Megan Bowen (VP Customer Success, Platterz). We discuss some of the reasons why Customer Success is so misunderstood, where the CS function fits into the org chart, and why all departments should have visibility into customer segmentation, the ICP, and the customer journey.
For more content, subscribe to our podcast on Spotify or Apple Podcasts.
Tired of just listening?
Check out Refine Labs on LinkedIn and YouTube.
Jun 17, 2020 • 57min
27 - How to Set Up Audience Targeting in Facebook Ads Manager | Demand Gen Live S1 x13
On this week's Demand Gen Live, Chris walked the group through setting up audience targeting in Facebook Ads Manager, then discussed with Gaetano how to deal with negativity on LinkedIn, what's the right balance of inbound and outbound in a marketing mix, how to incentivize referrals, and how important backlinks are to your SEO strategy.
