GTM Confessions

Whether or not we’d like to admit it, software has become more commoditized in the last five years than ever before. It’s extremely easy for a competitor to quickly steal your market share by offering only a portion of your functionality at a significantly cheaper cost. Plus, every software company seems to be using convoluted messaging that doesn’t clearly articulate what their product actually does. Combine that with the challeng...

In this GTM Advice episode, Rachel Elsts Downey, Founder and CEO at Share Your Genius, answers a fast round of questions and shares her go-to-market advice with you. 

Check out how Rachel answered the following questions:

1. What is the biggest go-to-market challenge today? How would you tackle this challenge?
2. Where would you focus your efforts if you had limited resources and had to drive immediate results?
3. How do you ensure there is...

It seems like every B2B company has a podcast…but that’s not actually the case. Podcasting is still a blue ocean and only a fraction of podcasts exist compared to blogs. So, how do you know if it makes sense for your company to launch a podcast? What does it entail? How should you think about measuring podcast effectiveness? Should you consider a podcast for your personal brand? 

That’s why we’re talking with Rachel Elsts Downey, Fo...

In this GTM Advice episode, Ryan O’Hara, Founder and CEO at Pitchfire, answers a fast round of questions and shares her go-to-market advice with you. 

Check out how Ryan answered the following questions:

1. What is the biggest go-to-market challenge today? How would you tackle this challenge?
2. Where would you focus your efforts if you had limited resources and had to drive immediate results?
3. How do you ensure there is alignment across ...

When did B2B marketing get so boring? It seems like every company is using the same old tactics with the same messaging structure making it impossible for anyone to stand out. In fact, creativity and marketing and sales tactics are often frowned upon by some companies. Every go-to-market professional seems to have a story about when they were told to not use a specific word, change or take down their LinkedIn post, or asked why the...

In this GTM Advice episode, Kara Smith Brown, CEO at Lead Coverage, answers a fast round of questions and shares her go-to-market advice with you. 

Check out how Kara answered the following questions:

1. What is the biggest go-to-market challenge today? How would you tackle this challenge?
2. Where would you focus your efforts if you had limited resources and had to drive immediate results?
3. How do you ensure there is alignment across all...

Go-to-market strategy. Everyone talks about its importance. It’s typically a key portion of every all-hands call, board meeting, etc. But what does it take to really craft a go-to-market strategy that can work for your business? Who do you need to get on board with you with GTM strategy? What should your ICP look like? When do you chase “whales”? Where does intent data fit in? Should you mimic what your competitors are doing or try...

In this GTM Advice episode, Leslie Greenwood, Co-founder at Wednesday Women, answers a fast round of questions and shares her go-to-market advice with you. 

Check out how Leslie answered the following questions:

1. What is the biggest go-to-market challenge today? How would you tackle this challenge?
2. Where would you focus your efforts if you had limited resources and had to drive immediate results?
3. How do you ensure there is alignment...

What does it take to build an engaged community? It seems simple enough initially. Bring people together with similar interests and provide them with a way to engage with each other. If only it were that simple. In fact, community creation and long-term management are far from simple. It’s highly complex and takes significantly more resources than most companies expect. 

That’s why we're talking with Leslie Greenwood, co-founde...

In this GTM Advice episode, Sam Smith, Technical Advisor at Neighbor Serve, answers a fast round of questions and shares her go-to-market advice with you. 

Check out how Sam answered the following questions:

1. What is the biggest go-to-market challenge today? How would you tackle this challenge?
2. Where would you focus your efforts if you had limited resources and had to drive immediate results?
3. How do you ensure there is alignment acr...

One of the functional areas that have to balance the needs of the entire go-to-market team the most is product. They are constantly trying to achieve their product vision while dealing with countless requests from sales, customer success, the CEO, and more. It’s almost impossible for them to make everyone happy.

That’s why we’re talking with Sam Smith, Technical Advisor at Neighbor Serve. Sam is a technical cofounder and startup vet...

In this GTM Advice episode, Lindsay Tjepkema, Founder at Human  Brands Win, answers a fast round of questions and shares her go-to-market advice with you. 

Check out how Lindsay answered the following questions:

1. What is the biggest go-to-market challenge today? How would you tackle this challenge?
2. Where would you focus your efforts if you had limited resources and had to drive immediate results?
3. How do you ensure there is alignment...

Every marketer knows the importance of building and investing in a brand, but that’s not usually the case for the rest of the company. Many CEOs, board members, and VCs, often challenge marketing leaders about investing in building a brand especially when the company is first starting. They prefer that all marketing activity be focused on demand generation. This sets up the eternal battle of brand vs demand. 

That’s why we’re talkin...

In this GTM Advice episode, Connie Glover, GTM Strategist and Master Storyteller at CMarie Marketing Studio, answers a fast round of questions and shares her go-to-market advice with you. 

Check out how Connie answered the following questions:

1. What is the biggest go-to-market challenge today? How would you tackle this challenge?
2. Where would you focus your efforts if you had limited resources and had to drive immediate results?
3. How ...

How did we get there? Marketing has gone from being responsible for building brand awareness to now being responsible for almost every interaction from when a prospect first hears about your brand until they are a qualified opportunity and passed along to the sales team. More responsibilities with higher expectations, but rarely a significant increase in resources. 

That’s why we’re talking with Connie Glover, GTM Strategist, at CMa...

In this GTM Advice episode, Jack Wilson, EVP of North America at amplify5, answers a fast round of questions and shares her go-to-market advice with you. 

Check out how Jack answered the following questions:

1. What is the biggest go-to-market challenge today? How would you tackle this challenge?
2. Where would you focus your efforts if you had limited resources and had to drive immediate results?
3. How do you ensure there is alignment acr...

How do you balance a changing buying process, countless technologies to use, unrealistic expectations, and an extremely crowded market? That’s the challenge facing Chief Revenue Officers (CROs). Not to mention that there seems to be significant debate about what the role of CRO actually entails and where CROs should focus their attention. 

That’s why we’re talking with Jack Wilson, EVP of North America, at amplify5 leveraging his ex...

In this GTM Advice episode, Maureen West, VP of Marketing at Brillion, answers a fast round of questions and shares her go-to-market advice with you. 

Check out how Maureen answered the following questions:

1. What is the biggest go-to-market challenge that exists today? How would you tackle this challenge?
2. Where would you focus your efforts if you had limited resources and had to drive immediate results?
3. How do you ensure there is al...

Product marketing is one of the most misunderstood roles in SaaS. Most companies avoid hiring the role until they’ve achieved millions in ARR. There is an ongoing debate on where product marketing should lie with the most common answers being product or marketing. Product marketers are often seen as the creators of countless slide decks and old-school sell sheets. It’s an interesting dichotomy because product marketing should actua...