What's Broken in GTM and How to Fix It

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What's Broken in GTM and How to Fix It

Louis Fernandes and Simon Daniels

34 episodes

6 days ago

Episode 34 - Sales Methodologies pt7 - Dinner Party Discussion Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week we bring our sales methodologies series to a close with a fantastic dinner party discussion when we're joined by Ambre Jeanneau, Ian Truscott and Helen Sutton. Here’...

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Episode 34 - Sales Methodologies pt7 - Dinner Party Discussion Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week we bring our sales methodologies series to a close with a fantastic dinner party discussion when we're joined by Ambre Jeanneau, Ian Truscott and Helen Sutton. Here’...

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Episodes (20/34)

What's Broken in GTM and How to Fix It

Sales Methodologies pt7 - Dinner Party Discussion

Episode 34 - Sales Methodologies pt7 - Dinner Party Discussion Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week we bring our sales methodologies series to a close with a fantastic dinner party discussion when we're joined by Ambre Jeanneau, Ian Truscott and Helen Sutton. Here’...

6 days ago

48 minutes

What's Broken in GTM and How to Fix It

Sales Methodologies pt6 - SPICED

Episode 33 - Sales Methodologies pt6 (SPICED) Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Simon shares exciting news about his new role, bringing a revenue operations capability to account based marketing consultancy MomentumABM. Louis and Simon agree that ensuring ABM has solid op...

1 week ago

25 minutes

What's Broken in GTM and How to Fix It

Summer Cognoscenti Interview: Sarah Rhodes (repeat)

Episode 32 - Summer Cognoscenti Interview: Sarah Rhodes (repeat) Welcome to episode 32of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week Louis is unable to join us for personal reasons, and so we're taking the opportunity to hear again the fabulous Summer Cognoscenti conversation we had...

2 weeks ago

32 minutes

What's Broken in GTM and How to Fix It

Sales Methodologies pt5 - MEDDPICC with Pim Roelofsen

Episode 31 - Sales Methodologies pt5 - MEDDPICC with Pim Roelofsen Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week we continue the sales methodology series as we move on to MEDDPICC, which focuses on deal qualification, and we're joined by Pim Roelofsen, Chief Revenue Officer...

3 weeks ago

46 minutes

What's Broken in GTM and How to Fix It

Sales Methodologies pt4 - The JOLT Effect with Ted McKenna

Episode 30 - Sales Methodologies pt4 - The JOLT Effect with Ted McKenna Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. While putting together a presentation on his favourite topic of buying groups Simon discovered a word apparently missing from American English compared to British Eng...

1 month ago

48 minutes

What's Broken in GTM and How to Fix It

Live at CRO Connected Autumn Summit - The Human Element in the Age of AI

Episode 29 - Live at CRO Connected Autumn Summit - The Human Element in the Age of AI. Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week’s episode was recorded live in front of the audience at the recent CRO Connected Autumn Summit where we undertook a group exercise to examine...

1 month ago

33 minutes

What's Broken in GTM and How to Fix It

Sales Methodologies pt 3 – Challenger Sale

Episode 28 - Sales Methodologies pt3 - Challenger Sale. Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis and Simon reflect on last week’s CRO Connected Autumn Summit and discuss their favourite sessions, especially the Scared So What framework overview with Dr Grant Van Ulbrich, A...

1 month ago

33 minutes

What's Broken in GTM and How to Fix It

Sales Methodologies pt2 – SPIN Selling

Episode 27: Sales Methodologies pt2 – SPIN Selling. Welcome What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week we are looking at the first model in our new topic arc focusing on sales methodologies, starting with SPIN Selling. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’...

1 month ago

31 minutes

What's Broken in GTM and How to Fix It

Sales Methodologies pt1 - Overview

Episode 26: Sales Methodologies pt1 - Overview. Welcome What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis went viral on LinkedIn when he wrote about his son Max heading off on his gap-year travels, invoking a discussion as to what LinkedIn is for these days. (A topic covered in considerably m...

2 months ago

26 minutes

What's Broken in GTM and How to Fix It

Summer Cognoscenti Interview Series Wrap-up

Episode 25: Summer Cognoscenti Interview Series Wrap-up. Welcome What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis and Simon agree how much they enjoyed the recent ON_Discourse Supper Club dinner in London to which Simon’s brother Toby invited them. As well as a lively evening with a bunch of...

2 months ago

32 minutes

What's Broken in GTM and How to Fix It

Summer Cognoscenti Interview: Nicky Briggs

Episode 24: Nicky Briggs – Portfolio marketing. Welcome What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis and Simon reflect on how quiet is around these parts right now and whether the summer lull will come to an end sooner…or later! Decisions have to start being made at some point, they agre...

2 months ago

30 minutes

What's Broken in GTM and How to Fix It

Summer Cognoscenti Interview: Gerry Hill

Episode 23: Gerry Hill - Outbound Sales, Trust and Cold-Calling Mastery. Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week our Summer Cognoscenti Series guest is Gerry Hill ex-VP EMEA at ConnectAndSell. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’t have ...

2 months ago

49 minutes

What's Broken in GTM and How to Fix It

Summer Cognoscenti Interview: David Meyer

Episode 22: David Meyer, Clarify B2B - real-world insight from navigating the frontline tensions between sales and marketing. Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis is in Cornwall, where his son is attending a ski chalet hosting course. While there, word has reached him ...

3 months ago

38 minutes

What's Broken in GTM and How to Fix It

Summer Cognoscenti Interview: Andy Champion

Welcome to episode 21 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Simon has been moonlighting again and appearing on another podcast, none other than Rockstar CMO with Ian Truscott. Picking up on Simon’s recent LinkedIn post sharing some links about campaign design, set-up, and measurement...

3 months ago

34 minutes

What's Broken in GTM and How to Fix It

Summer Cognoscenti Interview: Sarah Rhodes

Welcome to episode 20 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week the Summer Cognoscenti Series continues with Sarah Rhodes, recruitment director and co-founder at go-to-market recruitment specialists, n8talent. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’t hav...

3 months ago

39 minutes

What's Broken in GTM and How to Fix It

Summer Cognoscenti Interview: Joel Harrison

Welcome to episode 19 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week, Louis attended the CRO Connected get together, a breakfast briefing courtesy of Jodie Battson at Alpha Group, and was introduced to the redoubtable – and potential future guest (hint, hint!) – Scott Vaughan. Simon...

3 months ago

32 minutes

What's Broken in GTM and How to Fix It

Summer Cognoscenti Interview: Ian Truscott

Welcome to episode 18 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis has been deepening his wine tasting knowledge and expertise, gaining his next set of qualifications. He’s getting quite good at it, he reckons… And it turns out that the Portuguese drink more wine per capita of any nat...

3 months ago

40 minutes

What's Broken in GTM and How to Fix It

Summer Cognoscenti Interview: Ambre Jeanneau, Revenue Enablement Leader

Welcome to episode 17 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week we close-out the revenue operations and enablement arc with another fantastic guest, and the first in our Summer Cognoscenti Series, Ambre Jeanneau, to help us really understand the enablement aspect in real life. ...

4 months ago

34 minutes

What's Broken in GTM and How to Fix It

Revenue Operations and Enablement (part 3)

Welcome to episode 16 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. We share insights from the recent revenue leaders dinner Louis co-hosted with Tim Ogle at Toggle Switch Consulting, to which Simon was kindly invited! The discussion during the evening focused on attracting, developing, and ...

4 months ago

37 minutes

What's Broken in GTM and How to Fix It

Revenue Operations and Enablement (part 2)

Welcome to episode 15 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis and Simon spent the day recently at Inspire, the 6Sense customer conference, courtesy of Andy Champion and Jon Clarke. The both agreed it was a great event, especially sessions from Saima Rashid, April Dunford, and Gem...

4 months ago

29 minutes