The GTM Reset – The B2B Operating System Podcast

Nigel Maine
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The GTM Reset is a B2B revenue strategy podcast for CEOs and commercial leaders who know the standard go-to-market model is no longer fit for purpose.   Episodes are the audio edition of the salesXchange live show exploring how B2B firms can replace fragmented GTM activity with a structured commercial operating system. If pipeline feels inconsistent, Martech keeps expanding, sales capacity is under pressure, and ARR per employee is going the wrong way, the issue is not more activity. The issue is the operating model. Hosted by Nigel Maine, founder of salesXchange, this podcast explores how SaaS and B2B companies replace fragmented go-to-market activity with a visible, structured commercial operating system. Episodes cover:  Market visibility across the total addressable market  Weekly broadcasting for trust and authority  Anonymous buyer behaviour in B2B  Meeting-readiness systems and AI-assisted preparation  Revenue infrastructure, telemetry and commercial control  The retraining of sales, marketing and customer success teams  Many episodes are audio editions of the live show. Where visuals or illustrations are referenced, links are included in the episode description so listeners can watch the full version and access the supporting resources. This is not another demand generation podcast. It is a practical challenge to broken B2B GTM and a guide to what replaces it. www.salesxchange.co.uk

  1. 2D AGO

    10,000 Prospects & 2 SDRs - Impossible Maths

    Many B2B companies have a Total Addressable Market of thousands of organisations, yet their entire pipeline strategy relies on a small number of SDRs making cold calls. But when you actually run the numbers, the mathematics collapses. In this episode Nigel Maine explains: • Why outbound prospecting saturates quickly • The hidden maths behind BDR productivity • Why Martech often made the problem worse • How broadcast visibility changes the economics of pipeline generation We also look at why companies like OpenAI, Salesforce and HubSpot are investing in media platforms, and what that means for the future of B2B growth. ============================== If this episode resonates, start with the three papers below. They explain the strategic thinking behind the salesXchange approach and are the best first step for any CEO or GTM leader reviewing how their business develops pipeline, trust and revenue. ➡︎ Revenue Reset Why many modern GTM engines are structurally misaligned. https://salesxchange.co.uk/download/index.php?file=revenue-reset&utm_source=youtube&utm_medium=livestream&utm_campaign=gtm_live_2026&utm_content=revenue_reset ➡︎ GTM Landscape A map of how modern B2B revenue systems are evolving. https://salesxchange.co.uk/download/index.php?file=gtm_landscape&utm_source=youtube&utm_medium=livestream&utm_campaign=gtm_live_2026&utm_content=gtm_landscape ➡︎ GTM Architecture Audit A practical framework to assess whether your current revenue engine is structurally aligned. https://salesxchange.co.uk/download/index.php?file=gtm_audit&utm_source=youtube&utm_medium=livestream&utm_campaign=gtm_live_2026&utm_content=gtm_audit For organisations considering change If your business is reviewing how modern B2B buying really works, the salesXchange Academy is the strategic starting point. The Academy is the training and adoption layer for the salesXchange Operating System. It is designed to help CEOs and GTM teams replace outdated assumptions, align around a modern operating model, and prepare for wider change. The programme includes: • 20 modules • 170 bite-sized lessons • 30+ hours of training • playbooks, templates and GTM frameworks • quizzes and practical exercises • CPD certification Explore the Academy: https://academy.salesxchange.co.uk/?utm_source=youtube&utm_medium=livestream&utm_campaign=gtm_live_2026&utm_content=academy Speak with us directly If you want to discuss your current GTM architecture, revenue model or readiness for change, you can request a private strategy discussion here: https://salesxchange.co.uk/gtm-ceo/gtm-audit?view=article&id=301:gtmos-audit-questionnaire&catid=52&utm_source=youtube&utm_medium=livestream&utm_campaign=gtm_live_2026&utm_content=strategy_call

    54 min

  2. 6D AGO

    Enterprise Buyers Do Not Think Like Consumers - Here's Why

    The weekly GTM Operating System broadcast for B2B CEOs. Rethinking how enterprise companies generate revenue. For more than a decade, many B2B go-to-market strategies have quietly adopted thinking from the consumer marketing world. Funnels, lead capture, attribution dashboards and Martech stacks were designed around consumer behaviour. The problem is simple. Enterprise buyers do not behave like consumers. In this session we examine why this assumption is distorting revenue performance across the B2B sector. In this episode we explore: Why consumer marketing logic entered B2B strategyHow enterprise buyers actually discover and evaluate vendorsWhy friction-heavy lead capture often repels senior decision makersWhat a modern B2B revenue architecture needs to look likeThis broadcast is part of the ongoing exploration of the salesXchange New Business Operating System for B2B, designed to replace fragmented Martech stacks with a structured revenue architecture. If this episode resonates, start with the three papers below. They explain the strategic thinking behind the salesXchange approach and are the best first step for any CEO or GTM leader reviewing how their business develops pipeline, trust and revenue. Why many modern GTM engines are structurally misaligned:  Download the Revenue Reset, a map of how modern B2B revenue systems are evolving: Download the GTM Landscape, and a practical framework to assess whether your current revenue engine is structurally aligned. Download the GTM Architecture Audit.  If you want to understand the full system in sequence, begin with the foundational documents (downloadable PDFs): Revenue ResetGTM LandscapeGTM Architecture AuditGTM Strategy Call Request If you want to discuss your current GTM architecture, revenue model or readiness for change, you can request a private strategy discussion. This links to our online form and discovery process we call sX Connect. Seeing is believing! For organisations considering change; If your business is questioning the effectiveness of existing strategies, you need to review how modern B2B buying really works.  The salesXchange Academy is your strategic starting point. The Academy is the training and adoption layer for the salesXchange Operating System. It is designed to help CEOs and GTM teams replace outdated assumptions, align around a modern operating model, and prepare for wider change.  The programme includes: 20 modules170 bite-sized lessons30+ hours of trainingplaybooks, templates and GTM frameworksquizzes and practical exercisesCPD certificationExplore the Academy! Speak with us directly If you want to discuss your current GTM architecture, revenue model or readiness for change, you can book a private strategy discussion, although we do recommend you complete our online discovery.  Take me to the Form.

    1 hr

  3. 6D AGO

    Why Martech Cannot Fix a Broken Model and the New Business Operating System

    The weekly B2B Operating System broadcast for CEOs.  Replace outdated Martech.  Engineer predictable revenue. If adding tools has not improved predictability, the issue is not technology. It is architecture. In this session we examine: Why Martech stacks expand while predictability declinesHow dashboards replaced structural diagnosisWhy automation amplifies inefficiencyHow the B2B Operating System re-sequences architecture before toolsThis broadcast demonstrates Stage Four of the B2B OS — the live visibility layer delivered through sX Live. Stage Five intersects through sX Connect, where organisations activate the system in a structured way. Organisations typically enrol one senior commercial leader into the GTM OS Course before infrastructure deployment to ensure alignment. Before infrastructure is replaced, alignment is secured through the GTM OS Course.  A 20-module, CPD-certified programme retraining commercial teams in modern GTM architecture. A complimentary lesson is available for evaluation. If you want to understand the full system in sequence, begin with the foundational documents (downloadable PDFs): Revenue ResetGTM LandscapeGTM Architecture AuditGTM Strategy Call Request If clarity on sequencing is required inside your organisation, request a private GTM Strategy Call: This links to our online form and activates sX Connect. Seeing is believing!

    43 min

  4. APR 7

    The B2B Operating System That Fixes Your Revenue Leaks

    This is the audio edition of B2B GTM Live with Nigel Maine from salesXchange. This episode was originally broadcast as a live show with supporting visuals and illustrations. To watch the full video version and access the supporting resources, use the links below. In this episode, Nigel explains why many B2B growth problems are not execution failures but architectural failures. When pipeline looks busy, Martech is running, and SDRs are active, yet growth remains weak or unpredictable, the issue is often the commercial model itself. This session explores the shift in buyer behaviour that has broken the traditional funnel, why anonymous research and delayed engagement change the GTM equation, and why modern B2B firms need a system built around visibility, trust, education and readiness rather than more campaigns and more tools. Key themes in this episode:  Why growth problems are often architectural, not tactical  How modern B2B buyers stay anonymous for longer  Why traditional GTM assumptions no longer hold  What a B2B Operating System looks like in practice  Why CEOs must rethink visibility, credibility and commercial structure Watch the full video and access the supporting resources: Episode #01 Start with the foundational documents: Revenue ResetGTM LandscapeGTM Architecture AuditRequest a private GTM Strategy Call: If clarity on sequencing is required inside your organisation, request a private GTM Strategy Call: This links to our online form and activates sX Connect. Seeing is believing!

    52 min

  5. 12/18/2023

    B2B Strategy 2024 & End of Year Show #12

    Probably the most significant show so far as we talk about what we've learned about B2B new business development during this year. We maintain, 'if you do what you've always done, you'll get what you've always got'.  B2Bs have been misled to follow big tech and over the years new business development has been handed over to marketing, who have never sold direct or communicated direct to decision makers, yet they have been driving all activity that determines new sales. Pipelines have diminished, sales are never enough and yet there appears to be no solution on the horizon - until now. Join us as we review 2023 and share our plans and strategies for next year. Yes, we still have even more to explore that B2Bs are not doing. It's going to be great!

    1h 15m

  6. 12/07/2023

    Getting On The Radar of B2B Prospects - #11

    If your prospects don’t know who you are or what you do, you’re finished!   After decades in the trenches, and a massive amount of research and analysis, we have discovered and documented the strategy you need to communicate to your ideal prospects, keep them engaged and get their respect to the point of wanting to do business with you.   If you’ve been in sales for any amount of time, you will know by now that marketing departments keep failing and they refuse to research and change for fear of being given the boot for not doing this earlier.   B2B buyers, MDs CEOs or employees do not want to be pestered by BDRs or spammed by marketers. That’s why you need to watch this weeks’ live stream to get the inside track on what you can do as a salesperson in your organisation that will start to change how your prospects respond to you.

    1h 7m

  7. 12/01/2023

    Achieve B2B Sales Success: A Live Show Blueprint You Can Use - #10

    In today's rapidly evolving business landscape, staying ahead in the B2B space demands innovative approaches to sales and marketing. One such groundbreaking strategy is the integration of live broadcast programs, akin to magazine-style shows, into your business development toolkit. This concept, while relatively new, is proving to be a game-changer for those who embrace it. For sales professionals and CEOs, understanding and mastering this approach is no longer just an option, but a necessity. The traditional methods of reaching out to potential clients and partners are becoming increasingly saturated. In such a scenario, live shows offer a unique platform to engage with your audience, showcase your brand's personality, and provide value in a dynamic and interactive manner. The essence of this strategy lies in its ability to combine various segments — from insightful interviews with industry leaders to practical demonstrations of your products or services. It also allows for the seamless integration of advertisements, ensuring that your marketing efforts are not intrusive but rather an organic part of the content. This holistic approach not only elevates your brand's visibility but also establishes your company as a thought leader in your industry. As we delve deeper into this exciting new avenue, our live stream show, "LiveShow Blueprint: B2B Success," will serve as a comprehensive guide. We'll explore the most effective processes to organize and execute a live show, identify various engaging segments, and plan the inclusion of advertisements and guest appearances. This is an unmissable opportunity for salespeople and CEOs committed to pioneering in the B2B realm and driving substantial revenue growth. Join us to unlock the full potential of live broadcast programs in your business strategy.

    1h 7m

  8. 11/25/2023

    Increasing Revenue - Live Q&A for B2B Tech, SaaS & Services - #09

    Ask your questions about new business development and prospect engagement on LinkedIn -  or you can post/ask beforehand. Call: 0800 970 9751 Text: 07547 187383 Email: nigel@salesxchange.co.uk Chat: https://lnkd.in/eUH6aEWK This is an opportunity to get advice, help or ideas on direction when it comes to new business development for B2B technology, SaaS and Services organisations and exploring ways of changing the outcome on your existing activities. We’ll also be giving some updates on the work we’re doing now and over the next few months as this approach is constantly developing as you would expect. Our shows are to challenge the existing status quo of demand gen, ABM, pay-per-click and some of the more unsavoury tactics adopted by marketing departments to help you review your new business activities and grow your profitability.

    1h 19m
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About

The GTM Reset is a B2B revenue strategy podcast for CEOs and commercial leaders who know the standard go-to-market model is no longer fit for purpose.   Episodes are the audio edition of the salesXchange live show exploring how B2B firms can replace fragmented GTM activity with a structured commercial operating system. If pipeline feels inconsistent, Martech keeps expanding, sales capacity is under pressure, and ARR per employee is going the wrong way, the issue is not more activity. The issue is the operating model. Hosted by Nigel Maine, founder of salesXchange, this podcast explores how SaaS and B2B companies replace fragmented go-to-market activity with a visible, structured commercial operating system. Episodes cover:  Market visibility across the total addressable market  Weekly broadcasting for trust and authority  Anonymous buyer behaviour in B2B  Meeting-readiness systems and AI-assisted preparation  Revenue infrastructure, telemetry and commercial control  The retraining of sales, marketing and customer success teams  Many episodes are audio editions of the live show. Where visuals or illustrations are referenced, links are included in the episode description so listeners can watch the full version and access the supporting resources. This is not another demand generation podcast. It is a practical challenge to broken B2B GTM and a guide to what replaces it. www.salesxchange.co.uk

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