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Move: The Go To Market Podcast

Business & Economics Podcasts

MOVE is the go-to-market podcast to guide your business forward. Join host Sangram Vajre, WSJ and USA Today bestselling author, speaker, and co-founder of Terminus, as he meets with the most influential go-to-market leaders and helps you confidently answer: what's my next move?

Location:

United States

Description:

MOVE is the go-to-market podcast to guide your business forward. Join host Sangram Vajre, WSJ and USA Today bestselling author, speaker, and co-founder of Terminus, as he meets with the most influential go-to-market leaders and helps you confidently answer: what's my next move?

Language:

English


Episodes

[Replay] Product-First Marketing: Product Experience Is Your Brand

6/20/2023
Most marketers, if you asked for the number one thing you’d really want to understand in their field, will probably roll their eyes, look at you like you’re stupid and say something like: “Your buyer persona,” or even, “The market, duh.” And most marketers would be wrong… What you need to understand more than anything else is your product. In this Takeover episode, host Amber Khan speaks with Dirk Schart, Chief Marketing Officer & President at RE’FLEKT, who is championing product-first marketing—an approach that creates more cross-team collaboration and, ultimately, more successful marketing. They discuss: • Why writing about your product is not the same as understanding it • Why marketers need to work more closely with product development teams • Practical ways to shift to a product-first mindset Additional Resources: You can find Amber on LinkedIn and on her website, repurposeden.com MOVE: The 4-Question Go-To-Market Framework Key Takeaways: “Go to market is not just the sales channel.” Small departments can make a big impact—with intentional strategy. Good relationships between each team and department in your GTM strategy are the keys to success.

Duration:01:02:30

[Replay] From CMO to CEO: A Conversation with Jeff Perkins

6/23/2022
With so many CMOs becoming the CEOs of their respective companies, it’s time to ask the question for those CMOs looking to follow the same steps: What are the actionable steps to get there? In this replay episode, we speak with Jeff Perkins, CEO at ParkMobile, about his journey from CMO to CEO and his big lessons that every marketer should know to become CEO. What we discussed: This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster. Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player. Additional Resources: MOVE: The 4-Question Go-To-Market Framework

Duration:00:50:01

GTM is a group effort with Muhammad Yasin

6/16/2022
Who owns go-to-market has been our big question so far, but how about what makes up a solid go-to-market strategy? In this episode, Sangram sits down with Muhammad Yasin, marketing expert and host of the Agile Marketing Podcast, to dive into all the aspects of a successful GTM strategy. Muhammad discusses how marketing isn’t the only contributor to GTM strategy, each department is a building block that contributes to overall success. This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster. Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player. Additional Resources: MOVE: The 4-Question Go-To-Market FrameworkKey Takeaways:

Duration:00:19:30

Kyle Lacy is certain marketing owns go to market

5/26/2022
Ask a group of go to market leaders who owns go to market, and most will say the CEO. But this leader? He confidently says otherwise. In this episode, Sangram sits down with Kyle Lacy, SVP of Marketing at Seismic (formerly CMO of Lessonly, which was acquired by Seismic) to dive into his answer to the big GTM question. Kyle confidently says that marketing owns go to market, and he’s sharing his reasoning–from his passionate standard for BDRs reporting up through marketing, to the power of brand on an entire customer lifecycle. This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster. Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player. Additional Resources: MOVE: The 4-Question Go-To-Market Framework Key Takeaways:

Duration:00:18:14

Why Christopher Lochhead HATES the MOVE Book

5/19/2022
Why in the world would I have someone on my podcast who hates my book?! Well, it’s because he isn’t wrong in his reasoning! Christopher Lochhead–author, entrepreneur, advisor, and VC partner–absolutely loves category creation, and he’s got dozens of stories to prove exactly why he’s such a champion of it. He’s sharing these stories (and his very hot takes on the MOVE framework) with us on this episode. This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster. Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Duration:00:26:27

Author's Cut: The "E" in MOVE

5/12/2022
Where can we grow the most? It's the first question most GTM leaders ask themselves...but hold up! There's a reason this one comes last... In this week's Author's Cut episode, Bryan and Sangram dive into the last (but not least) letter of the MOVE framework: the "E" for Expansion. Listen in to learn how to know when it's time to expand, where you should expand your business, and how you can measure KPIs that matter. This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster. Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player. Additional Resources: MOVE: The 4-Question Go-To-Market Framework Key Takeaways:

Duration:00:07:22

Author's Cut: The "V" in MOVE

5/5/2022
There are important processes that every go-to-market leader should have in place to know they’re on the right track. Do you know what they are? In this episode, co-authors Sangram and Bryan are breaking down the “V” in the “MOVE” framework–velocity–and how organization can use the enablement ramping to scale their business effectively, no matter what stage they’re in. This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster. Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player. Additional Resources: MOVE: The 4-Question Go-To-Market Framework Key Takeaways:

Duration:00:07:23

Author’s Cut: The “O” in MOVE

4/28/2022
Every company wants to scale well. How can they guarantee that they’ll do it right? The answer: revenue operations. In this episode, Sangram and Bryan dive into the “O” of the MOVE framework–operations. They talk about exactly what your operations team, tactics, and strategy should look like at every stage of your business. Consider this episode your RevOps 101 course. This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster. Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player. Additional Resources: MOVE: The 4-Question Go-To-Market FrameworkKey Takeaways:

Duration:00:07:19

Author’s Cut: The “M” in MOVE

4/21/2022
TAM is out - TRM is in. In this episode of Author’s Cut, co-authors of the MOVE book Bryan Brown and Sangram Vajre talk about the “M” in the MOVE framework - Market. Bryan and Sangram explain why they think “Total Addressable Market” may not be the best baseline for your marketing strategy...it’s actually “Total Relevant Market”. Here’s how you find your TRM, segments, and cohorts–and use them to determine who you should market to. Next week, they talk about the "O" - This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster. Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player. Additional Resources: MOVE: The 4-Question Go-To-Market Framework Key Takeaways:

Duration:00:05:29

The Product-led Growth Playbook

4/14/2022
When you’re building a company around your product, there are a few crucial mistakes you need to avoid. The perfect person to walk us through the playbook for product-led growth is my friend Scott Voigt, Founder & CEO at FullStory. In this episode, he shares the story behind FullStory, why he chose to grow his company alongside his product, and how to apply his learnings to your own go-to-market strategy–no matter what stage you’re at. This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster. Listening on a desktop & can’t see the links? Just search for "MOVE Sangram Vajre" in your favorite podcast player. Additional Resources: MOVE: The 4-Question Go-To-Market Framework Key Takeaways:

Duration:00:25:39

There’s A New GTM Roommate

4/7/2022
Sales and marketing: it’s time to make some room. Say hello to customer success–the new roommate in the go-to-market space. Every GTM strategy must include not only sales and marketing, but customer success, too! And I’ve brought in two great friends and brilliant GTM leaders to talk about this new roommate. Kelly Ford Buckley, General Partner & Fintech Investor at Edison Partners, and Jay Baer, Founder of Convince & Convert, join me on this episode–you’re not going to want to miss it. Let’s go! This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster. Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Duration:00:28:46

There’s a new GTM roommate

4/7/2022
Sales and marketing: it’s time to make some room. Say hello to customer success–the new roommate in the go-to-market space. Every GTM strategy must include not only sales and marketing, but customer success, too! And I’ve brought in two great friends and brilliant GTM leaders to talk about this new roommate. Kelly Ford Buckley, General Partner & Fintech Investor at Edison Partners, and Jay Baer, Founder of Convince & Convert, join me on this episode–you’re not going to want to miss it....

Duration:00:28:45

Commiting to Kindness for a Better Business

3/25/2022
With what is happening all over the world, we have a throwback today with Alicia Esposito, Director, Content + New Media @ G3 Communications, talking with Cole Baker-Bagwell, Founder & Chief Kindness Advisor at Cool Audrey, Inc, about her experience working in an environment that prioritizes kindness and mindfulness and all the benefits that come from it. Cole covers: Check out this additional resource mentioned in the episode: coolaudrey.com And be sure to check out the PEAK Community to get involved in conversations like this happening every day! This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster. Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Duration:00:33:40

The Telltale Signs Your Go-To-Market Framework is in Danger

3/21/2022
It’s pretty easy to feel when something is off or not-aligning within a business. But figuring out what those tangible go-to-market issues are so that you can fix them is a different story. Recognizing the issues quickly is the shortest route to recovery. On this episode of MOVE: Author’s Cut, Co-authors Sangram Vajre and Bryan Brown, point out common issues that show your go-to-market is broken and how to respond. What we discussed: This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster. Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Duration:00:04:57

The Importance of a Product-Led Organization

3/17/2022
If you’re a company that serves an enterprise, you might configure your service to meet every need of that one customer; but what about when customer two comes along? If you’re looking to scale your company, you need to lead with product instead. We speak with Scott Voigt, Founder & CEO at FullStory, about his insistence for a product-led approach and how it has succeeded with his own company. What we discussed: This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here....

Duration:00:36:53

Target Market Relevancy: How To Sell to Your Best Customers

3/11/2022
Most businesses are underdelivering because they still market to their prior business stage, rather than the one they’re currently in. You have to transform to fit your market. On this episode of MOVE: Author’s Cut, Co-authors Sangram Vajre and Bryan Brown explain the ‘M’ in the MOVE framework— discussing why it’s so important to market to the right audience when moving to a new business stage. What we discussed: This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Duration:00:05:21

Recognizing When Company Alignment is Off: Tips & Strategies

3/3/2022
When a company doesn’t have alignment, it’s easy to see; such as one person sucking the air out of the boardroom. Or maybe it’s a company experience that changes the minute you move from prospective to active customer. But then, how do we fix this? How can we help companies see the true benefit of removing departmental silos? If you’re looking to scale, alignment is an absolute. We speak with Kelly Ford Buckley, General Partner & Fintech Investor at Edison Partners, and Jay Baer, Founder...

Duration:00:26:36

Recognizing When Company Alignment is Off: Tips & Strategies

3/3/2022
When a company doesn’t have alignment, it’s easy to see; such as one person sucking the air out of the boardroom. Or maybe it’s a company experience that changes the minute you move from prospective to active customer. But then, how do we fix this? How can we help companies see the true benefit of removing departmental silos? If you’re looking to scale, alignment is an absolute. We speak with Kelly Ford Buckley, General Partner & Fintech Investor at Edison Partners, and Jay Baer, Founder...

Duration:00:27:35

Scott Dorsey & the 4 Disciplines of Go-To-Market Strategy

2/17/2022
Within the topic of go-to-market, there are 4 disciplines: And while it’s still uncertain which option is the best approach, there is one common thread among all 4 — understanding the customer. At the end of the day, it’s still all about the customer and providing an incredible experience. We speak with Scott Dorsey, Managing Partner at High Alpha, about the 4 categories, why the customer should always come first, and how culture impacts a business. What we discussed: Check out this resource mentioned in the episode: MOVE: The 4-Question Go-To-Market Framework This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster. Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Duration:00:46:27

How Go-To-Market Has Changed: From Product to Customer

2/11/2022
Go-to-market used to be all about the product getting to market. Now, it’s increasingly about connecting with the market and then bridging it back to the product. The best way to connect to your market: Focus on the story your brand is putting forth. Geoffrey Moore, is an author, speaker, & advisor best known for Crossing the Chasm and Zone to Win with the latest book being The Infinite Staircase; he is also a partner at Wildcat Venture Partners. We speak about go-to-market, how people are getting the strategy wrong, and what the future holds. What we discussed: Check out this resource mentioned in the episode: MOVE: The 4-Question Go-To-Market Framework This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

Duration:00:18:59