What's Broken in GTM and How to Fix It

Louis Fernandes and Simon Daniels
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Exploring the key go-to-market challenges that SaaS organisations face and how to overcome them to ensure success.

  1. 5D AGO

    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’t have time for the whole episode: Spin selling is over 30 years old. It remains one of the most powerful methodologies in B2B sales. The trouble is that most people reduce it to four types of questions and treat it like a checklist. In reality, SPIN comes from one of the largest pieces of sales research ever conducted, and it's changed the way we think about discovery forever. Listen on as Simon and Louis emphasise that SPIN Selling remains a foundational, research-based methodology for modern sales, including SaaS. While often reduced to a rigid checklist, SPIN’s real power lies in its structured approach to discovery - moving beyond surface-level symptoms to uncover root problems, implications, and business impacts. Misconceptions include treating SPIN as linear and over-focusing on situational questions, which can alienate enterprise buyers in particular. Instead, sellers should prioritize implication and need-payoff questions to create urgency and demonstrate value. SPIN’s flexibility across deal sizes and its alignment with SaaS complexity mean it remains highly relevant today. Ultimately, those who master SPIN’s deeper elements differentiate themselves through insight-driven conversations that drive better outcomes. Read more on this topic in the corresponding edition of Louis’ What's Broken in GTM and How to Fix It newsletter. Other mentions in this episode: SPIN Selling developer Neil Rackham at Huthwaite International  Scott Brinker's 2025 Marketing Technology Landscape Supergraphic What's Broken in GTM and How to Fix It - Ep5 - Mark Walker, Founder, Revved Up What's Broken in GTM and How to Fix It ep22: David Meyer Follow us, get in touch, share your thoughts on anything discussed, or suggest ideas for what we should cover in future episodes via our LinkedIn page. We also appreciate comments and ratings on your podcast provider.

    32 min

  2. SEP 5

    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 more detail on a recent episode of the On_Discourse podcast that Simon’s brother Toby co-hosts.) Next week Louis and Simon attend the CRO Connected Learning Summit, where they will be recording a “live” podcast session so listen out for that in coming weeks. And finally, this episode marks six months of the What's Broken in GTM and How to Fix It podcast! Thanks to everyone who has been listening along, we appreciate your support and input. This week we are kicking off a new series of episodes, focusing on sales methodologies. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’t have time for the whole episode: Sales methodologies often get dismissed as training courses or old school frameworks, but the truth is they're what turn sales from an art into something predictable, repeatable, and scalable. Without a methodology, you are relying on individual heroics. With one, you are building a system that can consistently deliver. Listen on as Simon and Louis emphasise that sales methodologies are not optional and rather are foundational for predictable, scalable, and effective sales execution. Methodologies provide structure, common language, and a framework for coaching, which are critical in an environment where quota attainment remains low and deal complexity is increasing. Misconceptions, such as viewing methodologies as mere training or administrative burdens are debunked, with evidence showing they accelerate deals and improve forecasting accuracy. In the SaaS era, methodologies must adapt to shorter deal cycles, recurring revenue models, and rapid onboarding needs. This episode sets the stage for the forthcoming series exploring SPIN Selling, the Challenger Sale, JOLT, MEDDPICC, and SPICED, concluding that the real value lies in applying these methodologies thoughtfully and in combination. Other mentions in this episode: Christopher Marriott’s LinkedIn post on the Oracle Cloud wind down that Louis mentions Follow us, get in touch, share your thoughts on anything discussed, or suggest ideas for what we should cover in future episodes via our LinkedIn page. We also appreciate comments and ratings on your podcast provider.

    27 min

  3. AUG 29

    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 interesting people from a wide range of businesses, it turned out to be a great opportunity to road test some of the takeaways from our recent chats on the podcast. Talking of which… The Summer Cognoscenti Interview Series has come to an end and so we thought it would be good to reflect on the fantastic conversations we’ve been having. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’t have time for the whole episode: We've spoken to some brilliant guests, with some amazing insights covering everything from trust as the currency of GTM to alignment, leadership, and talent as being core functions. Listen on as Simon and Louis recap five core themes raised by their guests during the series: alignment, trust, AI, talent and leadership, and execution. Persistent misalignment between marketing and sales, driven by metric conflicts and short-term pressures, remains a critical challenge. Trust emerged as the foundational currency of GTM, vital for both customer acquisition, retention, and growth. While AI offers transformative potential they agree, it must be applied with intent and not as a substitute for critical thinking. Talent strategies should prioritize human qualities and leadership that fosters success. Finally, it’s clear that execution remains the ultimate differentiator, where coherent orchestration across GTM functions determines outcomes and cold calling isn't dead-but brute force is. Huge thanks to our guests, Ian Truscott, Joel Harrison, Sarah Rhodes, Andy Champion, David Meyer, Gerry Hill, and Nicky Briggs for joining us! Other mentions in this episode: Simon’s Summer Reflections Over a Beer LinkedIn post The Solow Paradox        The Diary Of A CEO with Steven Bartlett Follow us, get in touch, share your thoughts on anything discussed, or suggest ideas for what we should cover in future episodes via our LinkedIn page. We also appreciate comments and ratings on your podcast provider.

    33 min

  4. AUG 21

    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 agree. The Summer Cognoscenti Series reaches its finale this week and our guest is Nicky Briggs, VP, Principal Analyst at Forrester Research. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’t have time for the whole episode: In our conversation with Nicky, we unpack ABM evolution, we define what portfolio marketing's growing role actually is, and how we close the loop between strategy and execution in those spaces. Listen on as Nicky tells us about her beginnings as a pioneer ABM practitioner and analyst before making the switch to portfolio marketing. She emphasises the strategic nature of ABM when properly executed and highlights how portfolio marketing helps unify fragmented efforts across go-to-market. A surprising finding from the most recent Forrester portfolio marketing survey though is just how much is being thrown at portfolio teams. Nicky also notes the growing influence of AI on buyer behaviour and marketing execution, as well as making the observation that many ABM tools are rebranding as GTM or revenue marketing platforms. She also critiques the inefficiencies in content creation and product launches, advocating for a more intentional, research-driven approach. Looking ahead, Nicky sees portfolio marketing as a strategic linchpin in go-to-market, provided it maintains focus and avoids becoming overburdened by all those additional executional tasks. Other mentions in this episode: Nicky’s Call For Zero-Waste B2B Marketing blog post Forrester B2B Summit EMEA Follow us, get in touch, share your thoughts on anything discussed, or suggest ideas for what we should cover in future episodes via our LinkedIn page. We also appreciate comments and ratings on your podcast provider.

    30 min

  5. AUG 14

    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 time for the whole episode: In an era of over automated cadences, real human conversations still rule. Cold calling is alive, but the art of conversation needs reviving. That old smile and dial brute force approach is broken. The new winning formula is precision at scale. Genuine curiosity, active listening and human connection are what open doors far more than any gimmicky email subject lines. Listen on as Gerry shares his journey into B2B sales via a thwarted aspiration to play professional rugby, culminating in a key role at Connect and Sell where he helped drive outbound calling as a distinct discipline. He reflects on the evolution of sales, emphasising its scientific nature and the critical role of data and process optimisation. Gerry discusses the inefficiencies in traditional cold calling, pointing to bottlenecks and unpredictable outcomes that hinder productivity. Despite not being embedded in technology himself, Gerry emphasises the importance of tools that facilitate meaningful conversations. And echoing past guests, Gerry highlights trust and grit as key attributes in engaged in outbound calling. Other mentions in this episode:  Jesse Ouellette, Lead Magic Follow us, get in touch, share your thoughts on anything discussed, or suggest ideas for what we should cover in future episodes via our LinkedIn page. We also appreciate comments and ratings on your podcast provider.

    49 min

  6. AUG 7

    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 that he has achieved the status of ambassador for Winning by Design's revenue architecture. Simon and Louis agree that the Ferrero Rochers are now on him! This week the Summer Cognoscenti Series guest David Meyer is co-founder and CRO at revenue optimisation agency Clarify B2B. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’t have time for the whole episode:  David sits at the intersection of sales, marketing, and pipeline in a way few others do. As the CRO of a demand generation agency he sells to marketing, but delivers results for sales, especially in large, complex enterprise tech environments. Expect some real-world insight from someone who's spent 22 years navigating the frontline tensions between sales and marketing. Listen on as David shares his unconventional path into sales (aka a degree in marine biology!), before going on to discuss the challenges and nuances of aligning sales and marketing functions, and the importance of shared language, trust, and metrics. An important element of this is to act as a translator between sales and marketing to bridge cultural and linguistic divides, such as terms like “enablement” that mean different things depending on who you ask! David also highlights the importance of talent development and equipping teams with the right tools and processes to succeed in high-variance, high-stakes sales environments. In particular, he looks for signs of "fellowship" and "authority" when developing talent. And we also make an audacious bid to add a fourth “C”, context, to Andy Champion’s “Three C’s” (discussed last week)! Follow us, get in touch, share your thoughts on anything discussed, or suggest ideas for what we should cover in future episodes via our LinkedIn page. We also appreciate comments and ratings on your podcast provider.

    38 min

  7. JUL 31

    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, Ian was keen to learn more, not least about the beer he was drinking at the time of catching-up on the reading that inspired the post! Returning to our own podcast and this week the Summer Cognoscenti Series guest is  Andy Champion SVP and GM International at intent data provider 6Sense. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’t have time for the whole episode: Andy started his career in the Army and  we explore how those foundational values from military service translate into effective leadership in today's fast moving, complex, SaaS environment. Listen on as Andy shares a reflective and practical view of leadership shaped by his military background and extensive experience in B2B SaaS. Andy discusses servant leadership, trust, and psychological safety as foundational principles, advocating for leaders to facilitate rather than dominate. He goes on to highlight the importance of pattern recognition, collective decision-making, and developing future leaders through stretch opportunities. We are also treated to “Andy’s Three Cs” of curiosity, coachability, and commitment as key traits to look for when recruiting. Taken together, Andy’s insights offer a compelling blueprint for effective leadership in today’s evolving SaaS landscape. Other mentions in this episode: Jon Clarke, Data Partnerships Director at intent data platform 6Sense Jon’s appearance on What's Broken in GTM and How to Fix It Follow us, get in touch, share your thoughts on anything discussed, or suggest ideas for what we should cover in future episodes via our LinkedIn page. We also appreciate comments and ratings on your podcast provider.

    34 min

  8. JUL 24

    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 have time for the whole episode: Sarah shares some candid insights into the shifting recruitment landscape, the impact to market conditions on hiring behaviours, and what it really takes to find, hire, and retain top SaaS sales talent. She also discusses how market conditions have shifted, influencing hiring behaviours across the SaaS landscape. In a more cautious or volatile market, companies may hesitate to invest in top-tier talent or delay hiring decisions, despite the ultimately negative impact on growth. Another key point Sarah raises is the importance of senior sales talent in SaaS. Hiring at this level isn’t just about filling a role; it’s about finding individuals who can drive revenue, shape culture, and scale operations. The businesses willing to take some risks in their approach to growing teams and bringing on new talent, Sarah tells us, are the ones that will succeed. And don’t forget, interviews are a two-way process with the candidate evaluating the employer just as much as the other way round! Follow us, get in touch, share your thoughts on anything discussed, or suggest ideas for what we should cover in future episodes via our LinkedIn page. We also appreciate comments and ratings on your podcast provider.

    39 min
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Exploring the key go-to-market challenges that SaaS organisations face and how to overcome them to ensure success.

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