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

LinkedIn: https://www.linkedin.com/in/sangramvajre/

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

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

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

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.

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: 

As an individual contributor:

My favorite quote from the podcast is from Steve Blank - "The answers are never in the building"

Leaders mentioned in this podcast:

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:

Company: www.valize.com

Learning Hub: https://learninghub.valize.com/

LinkedIn: linkedin.com/in/ritamcgrath

Check out her weekly Thoughtsparks

Twitter: @rgmcgrath

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

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

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

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.

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/