In this episode, we sit down with Thomas Neergaard Hansen, President at Amplitude, to delve into the critical role of face-to-face interactions in today's customer-centric world. (00:00) - Introduction (01:25) - Meet Thomas Hansen (11:07) - People have forgotten about face-to-face (17:58) - The customer-centric market motions (32:59) - Build the process for face-to-face (39:45) - Bill Gates and the most embarrassing moment of my career

How do the biggest engineering projects in the world avoid potential disasters? They create a digital replica to address problems before they become problems.Stealing from the world of engineering, in this episode, we walk you through how you can create a digital twin of your GTM engine in order to help you focus on execution. (00:00) - Introduction (02:13) - It starts with a twin (07:26) - Applying a digital twin to business (09:13) - What does the twin consist of? (13:18) - Planning (21:13) - Execution

There are 5 kinds of ROI software provides - and understanding the difference is critical.With Sangram, we discuss that and much more(00:00) - Introduction (01:32) - Say hello to Sangram Vajre (04:48) - Buyers and ROI (07:10) - 5 types of ROI (10:41) - The ROI of slack (17:36) - What ROI do we provide? (21:18) - Changing ROI profile (30:26) - ROI is not just a sales tool (34:20) - Two kinds of people (38:19) - Where do we invest the next dollar Check out GTM Partners here.

Having talked with lots of companies, we're still being asked how to make sales work, or at least work better. So today, we dive into the top 3 signs that sales is broken - and what you can do to fix it.(00:00) - Introduction (02:53) - The signs (05:08) - Trust and accountability (11:22) - Commitment (17:08) - Conflict (27:00) - Bonus: Bowtie

There are three ways marketing gets screwed - we discuss them all to help you unscrew marketing.In the episode, we get into:(00:00) - Introduction (02:05) - 3 reasons marketing gets screwed (03:21) - Your deal or my deal (13:28) - Make marketing do everything (24:38) - We need it now

Our friends over at winning by design is about to drop new research - suggesting that we might just have lost GTM fit.In todays episode, we discuss the research, and as usual what companies can do about it.(00:00) - Introduction (03:49) - Loss of go-to-market fit? (06:25) - Why did we lose it? (15:52) - What do we do now? (17:11) - Cut strategically (22:30) - Run a GTM diagnostic (27:12) - Improve in increments You can find the research here.Also check out David Spitz

Today we talk with Norman about two unconventional underdogs, Google and Uberall, and how they changed the perception.We get into:(00:00) - Introduction (02:13) - Meet Norman (07:20) - Google, the underdog (11:25) - People didn't care about search, but.. (20:26) - Uberall - another underdog (27:14) - Because of us or despite of us (30:17) - Beyond one tactic (32:58) - Getting buy-in (38:26) - Finding the right profile

If sales reps only spend 1/3 of their time selling... What are they doing with their time? And how can you fix it?Also.. Maybe people don't know what selling entails? Irregardless, we dive into:(00:00) - Introduction (01:56) - Just 30% of time spent on selling?! (06:43) - Find out the status (11:21) - Eleminate (15:38) - Delegate (23:27) - Simplify Find the salesforce report on sales here.

It's time to wrap the year - and what better way than to revisit some of the great conversations we've had with our guests.In this episode, you'll hear:(00:00) - Introduction (04:43) - Sales forecasts suck (06:32) - RevOps aren't system admins (09:13) - Jacco van der Kooij: Recurring revenue (12:58) - Chris Walker: You're gonna cheat (17:42) - Kyle Poyar: Raise the prices (23:34) - Chris Orlob: Quotas (27:11) - Udi Ledergor: Brand.. it's not what you think

How do you get more predictive and more foresight? You make GTM forecasting a part of your rituals. And that's exactly what we discuss in todays episode(00:00) - Introduction (03:42) - How to use a GTM forecast (08:57) - Making it a ritual (14:47) - Next quarter (18:53) - Foresight in Marketing (24:32) - A different view into sales (29:20) - The forgotten child