Sangram Vajre is currently CEO and founder of GTM Partners,  a data-driven analyst firm advising companies on their go-to-market strategies. Sangram was also the co-founder and CMO at Terminus and is the author of Account-Based Marketing for Dummies, MOVE and ABM is B2B. Previously, Vajre was head of marketing at Pardot. He has a master's degree in computer science from the University of Alabama. In this episode Sangram and I talk about: - The 7 Different GTM motions for a company and why figuring out your primary and secondary GTM motions are important - Key GTM Metrics - Skillsets for marketers - Why NRR is becoming increasingly important as a metric in 2023 - Evolving role of the CEO and CMO Key people referenced in the podcast: Brian Halligan, Co-Founder at Hubspot Yamini Rangan, CEO at Hubspot Anthony Kennada, Co-Founder and CEO at AudiencePlus Sangram's most popular keynotes: * How to go from Leadership to Belongship * How Dreamers, Doers, and Drivers become PEAK performers * How people actually engage and buy: Future of B2B marketing and sales * How to build a category: Without a community, you are simply a commodity * How to become a CMO when less than 1% of marketers get a shot at the title * Why your go-to-market is broken and how to fix it Books: Authored three books on B2B Marketing - ABM and ABM is B2B. Humbled to be recognized as a marketing strategy expert and one of the top 21 B2B Influencers in the world by the DMN network. My latest book MOVE: the 4-question go-to-market framework is Wall Street Journal and USA Today best seller. MOVE: A Go-To-Market podcast has over 1000 episodes, this is the top 50 business podcast for marketing and sales leaders with over half a million downloads. Peak Community (Private group): Host of an exclusive marketers-only group for CMO and emerging CMO to help grow 1% better each week. Links: Sangram Vajre [email protected] * https://becomingintentional.substack.com/ - my weekly newsletter * https://gtmpartners.com/ - co-founder and CEO of the data-driven go-to-market Analyst firm * https://terminus.com/ - co-founder of a fast-growing B2B company * https://www.peak.community/ - Help CMOs and emerging CMOs to grow 1% better each week * https://www.sangramhere.com/ - 1-minute speaker reel and my speaking topics and examples * MOVE: A Go-To-Market podcast - Host Top 50 business podcast in the world Sangram's goal: positively impact a billion people, together. LinkedIn: https://www.linkedin.com/in/sangramvajre/ --- Support this podcast: https://podcasters.spotify.com/pod/show/shobhana-viswanathan/support

Jeff Schwartz is the VP of Insights and Impact at Gloat. He is the also the author of WORK DISRUPTED (Wiley 2021) and the forthcoming WORKFORCE ECOSYSTEMS (MIT Press 2023) and Adjunct Professor at Columbia Business School. Gloat Research on the Great Resignation 2.0 Orchestrating Workforce Ecosystems:  Highlights from MIT-SMR and Deloitte’s 3rd Annual Study of the Workforce    In this podcast, you will learn about - How to future-proof your career  - Trends in future of work  - How to use the great assessment to evaluate work models  - Journey to 2030: A Human Agenda(Deloitte Research)  - Workforce ecosystems --- Support this podcast: https://podcasters.spotify.com/pod/show/shobhana-viswanathan/support

Jenny Wood has grown from entry-level to an executive role at Google over her 16 years with the company, and she leads a large operations team that helps drive tens of billions of revenue per year. In 2021, she started a passion project within Google called Own Your Career. Through the program she founded, she’s trained tens of thousands of people on: acing a job search, building relationships, personal branding, effective email writing, landing the right mentor, maximizing workplace influence, and most importantly, increasing confidence. A former Harvard Business Publishing writer, Jenny is now writing a book about going above and beyond to unapologetically achieve your goals. Jenny is an FAA-licensed private pilot, a daily hiker, an improv student, a tap dancer, and a zucchini bread connoisseur. She lives in Boulder, Colorado with her two young children and her husband, Jon. She met Jon by chasing him off the NYC Subway, and the New York Times featured their story. In this episode, you will learn how to: - Own your career - Figure out when it is time to leave your role or company - Use frameworks to advance your career Links: Website: https://itsjennywood.com LinkedIn: https://www.linkedin.com/in/jennyilles/ --- Support this podcast: https://podcasters.spotify.com/pod/show/shobhana-viswanathan/support

Anthony Kennada is Co-Founder and CEO at Audience Plus. He was the founding CMO of Gainsight where he is credited with creating the Customer Success category  along with his team-- a novel business imperative, profession and software category that helps subscription companies grow sustainably by becoming customer is epic. He has also been the CMO of incredible companies like Hopin and Front. By focusing on human first community building, content marketing, live events and creative activations, we developed a new playbook for B2B marketing that built the Gainsight brand and fueled the company’s growth from $0 to $100M+ ARR, and eventual acquisition by Vista Equity at a $1.1B valuation. He also published his marketing playbook at Gainsight with Wiley in 2019 in a book titled Category Creation: How to Build a Brand that Customers, Employees, and Investors Will Love. The book debuted as a number one new release on Amazon. He has also previously worked at Box, LiveOffice and Symantec, and serve as an investor, advisor and board member to enterprise software startups around the globe. In this episode, listeners will: - Understand the basics of category creation - What's next in category creation - Why every company should think like a media company - Is a marketer born or made? Other References Geoffrey Moore, Crossing The Chasm:  https://spotifyanchor-web.app.link/e/cvO61IFFRwb Eddie Yoon, Category Creation: https://spotifyanchor-web.app.link/e/EUy63TPFRwb Useful links: LinkedIn: https://www.linkedin.com/in/akennada/ Twitter: @akennada Category Creation: https://tinyurl.com/ycxu4c3y --- Support this podcast: https://podcasters.spotify.com/pod/show/shobhana-viswanathan/support

David Allen is an author, consultant, and Founder of the David Allen Company. He is widely recognized as the world's leading authority on GTD(Getting Things Done) a system of personal and organizational productivity. His thirty years of pioneering research, coaching and education of some of the world's highest-performing professionals, corporations and institutions, has earned him Forbes' recognition as one of the top five executive coaches in the United States, and as one of the "Top 100 thought leaders" by Leadership magazine. Fast Company hailed David Allen "One of the world's most influential thinkers" in the arena of personal productivity, for his outstanding programs and writing on time and stress management, and his groundbreaking methodologies in management and executive peak performance. Time Magazine labeled his first book, Getting Things Done as "the defining self-help business book of the decade." David Allen is the author of three books; the international bestseller, Getting Things Done: the Art of Stress-Free Productivity ("GTD" as the method is popularly known), Ready for Anything, and Making It All Work: Winning at the Game of Work and Business of Life. Getting Things Done has been a perennial business bestseller since it's publication in 2001, and is now published in 28 languages. Getting Things Done has spawned an international movement of devoted adopters from executives, techies, soldiers, entrepreneurs, university professors, musicians, students and the clergy. It has given rise to a thriving "GTD" industry of web sites, blogs and software applications. Internet searches bring up tens of millions of references. In this episode, he talks candidly about his own journey, and how anyone can become productive. Links:  Website: https://gettingthingsdone.com/ LinkedIn: https://www.linkedin.com/in/davidallengtd/ YouTube:  https://www.youtube.com/watch?v=CHxhjDPKfbY https://www.youtube.com/watch?v=8ETZJSXK7zs&t=2s --- Support this podcast: https://podcasters.spotify.com/pod/show/shobhana-viswanathan/support

Dr. Zoe Chance is a writer, teacher, researcher, and climate philanthropist obsessed with the topic of interpersonal influence. Powerful concepts that you will learn in this podcast: - The Magic Question - Gator and Judge Thinking - The Power of No Dr. Zoe Chance earned her doctorate in behavioral science from Harvard and now teaches “Mastering Influence and Persuasion,” the most popular course at Yale School of Management. Her research has been published in top academic journals and covered in global media. Zoe speaks internationally for Fortune 500 firms and leading NGOs, and gave a popular TEDx talk, How to Make a Behavior Addictive. Her framework for behavior change is the foundation for Google’s global food policy that helps over 100,000 people make healthier choices every day. Before focusing on academic pursuits, she also managed a $200 million segment of the Barbie brand for Mattel. Here’s why what she has to say should matter to you: Zoe teaches smart, kind people to raise money for charity, get elected to political office, fund startups, start movements, save lives, find love, negotiate great deals and job offers, and even get along better with their kids. In other words, she helps people to use their superpower of influence as a force for good. --- Support this podcast: https://podcasters.spotify.com/pod/show/shobhana-viswanathan/support

Rita McGrath is a best-selling author, sought-after speaker, and longtime professor at Columbia Business School. As one of the world’s top experts on innovation and growth, Rita’s work is regularly published in the Harvard Business Review. She is consistently ranked among the Top 10 management thinkers in the world and was ranked #1 for strategy by Thinkers50.  Rita is the author of the best-selling The End of Competitive Advantage (Harvard Business Review Press, 2013). Her most recent book is Seeing Around Corners: How to Spot Inflection Points in Business Before They Happen (Houghton Mifflin In this episode Rita McGrath talks about the importance of inflection points in business and why they are even more relevant in today's world. What you will take away from this podcast: As a leader:  How to spot weak signals and leverage them for competitive advantage Tools to help you navigate the future of work in an increasingly complex and competitive world Frameworks to adapt your leadership style Lessons from other leaders As an individual contributor: How to use inflection points to guide your own career How to look for early markets and use cases where weak signals are getting stronger How to influence your company leadership around weak signals My favorite quote from the podcast is from Steve Blank - "The answers are never in the building" Leaders mentioned in this podcast: Andy Grove Jeff Bezos Satya Nadella Books Referenced:  Only The Paranoid Survive - Andy Grove The End of Competitive Advantage: Rita McGrath Seeing Around Corners: How to spot inflection points in business before they happen Rita's Book Recommendations: Smart Growth - Whitney Johnson Arriving Today - Christopher Mims Winning The Right Game - Ron Adner Links: ritamcgrath.com  (Personal Website) ritamcgrath.com/blog  (Blog) www4.gsb.columbia.edu/cbs-directory/detail/494874/Rita%20McGrath  (Company Website) Company: www.valize.com Learning Hub: https://learninghub.valize.com/ LinkedIn: linkedin.com/in/ritamcgrath Check out her weekly Thoughtsparks Twitter: @rgmcgrath --- Support this podcast: https://podcasters.spotify.com/pod/show/shobhana-viswanathan/support

Today’s guest is April Dunford, positioning expert and the author of the book Obviously Awesome.  April Dunford is an executive consultant, speaker, and author who helps companies make complicated products easy for customers to understand and love. She is a globally recognized expert in Positioning, having launched 16 products across her 25-year career as VP Marketing at a series of successful startups. Positioning as a concept has been around since 1969 when it was first introduced by Jack Trout and Al Ries. The idea became mainstream marketing knowledge after Ries and Trout published“Positioning: The Battle for Your Mind” in the early 80’s and marketers have been taught this style of positioning ever since. Ries and Trout argued that Positioning was the solution to standing out in a noisy marketplace filled with too many products and too many marketing messages trying to promote them. Positioning is the act of giving those customers a map of the current landscape and then instructing them where they fit and why one solution is better than the others around them. April points out that positioning has a positioning problem today and provides a 10 step positioning playbook for companies and marketers to adopt. Developing a positioning statement is often done as a fill-in-the-blank “Mad Libs” exercise based on a template.  In this podcast April tells us what good positioning should look like with examples. She wants us to be cognizant that the  early adopting customers may not be your eventual mainstream ones (as Geoffrey Moore has written about in his iconic book Crossing the Chasm). The history of Twitter, is an example of how a venture whose founders thought it would do one thing ended up doing something entirely different once they were exposed to the market. Website: aprildunford.com LinkedIn: https://www.linkedin.com/in/aprildunford/ Twitter: @aprildunford --- Support this podcast: https://podcasters.spotify.com/pod/show/shobhana-viswanathan/support

Andrew J Taggart is a practical philosopher who works with executives and entrepreneurs. He challenges them to look at life with a "first principles" approach. In this podcast, we discuss the benefits of meditation in leading a "more examined life", and not merely to increase work productivity. We also talk about how philosophy can be the scaffolding to ask "questions that matter". Andrew gives listeners 3  practical quick meditations to get started on to Be a better leader Be more empathetic Reclaim a sense of control Andrew's superpower is the "art of the question" and engaging in dialogic conversation to figure out how to dislodge the "pebble in the shoe". Books Referenced: Sources of the Self :Charles Taylor Secular Age: Charles Taylor The Three Pillars of Zen: Phillip Kapleau Philosophy As a Way of Life: Pierre Hadot Concepts We Talked About: Rinzai Zen Buddhism Vipassana  Learn More about Andrew" Andrew's website: https://andrewjtaggart.com/ LinkedIn: https://www.linkedin.com/in/andrew-taggart-17157a12/ Twitter: https://twitter.com/andrewjtaggart --- Support this podcast: https://podcasters.spotify.com/pod/show/shobhana-viswanathan/support

Sylvia is an inquirer of our future, conducting foresight research on the future of work and life-long learning, the future of health, well-aging, and social interaction, as well as transformations in mobility and retail. She closely monitors the future of the mind and transhumanism. Sylvia also investigates Artificial General Intelligence and AI ethics. She has launched an "Ethics and Philosophy of Futures" think tank within the Association of Professional Futurists. She is involved in the future of our oceans and supports positive ocean tech startups as a mentor with the Sustainable Ocean Alliance. This past year, she focused her research on mental health in the workplace and remote work environments, and on the home of the 2020s, developing a resilient housing framework. Sylvia has been advising 500+ tech companies on \strategy, business development, and funding for the past 15 years - as an IT consultant at Accenture, Head of Technology at Business France North America, General Manager at French Tech Hub, and Cofounder at big bang factory.  She teaches go-to-market strategy and futures studies and is a published author of speculative fiction with Fast Future Publishing. LinkedIn: https://www.linkedin.com/in/sylvialeroux/ Website: https://siliconhumanism.home.blog/ Here's a link to Sylvia's mental fitness exercises to stretch your time horizon: https://siliconhumanism.home.blog/2021/12/04/futures-thinking-12-mental-fitness-exercises-to-stretch-your-time-horizon/ --- Support this podcast: https://podcasters.spotify.com/pod/show/shobhana-viswanathan/support