Driving Growth: The Go-To-Market Podcast

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Driving Growth: The Go-To-Market Podcast

Roadmap Agency

24 episodes

1 week ago

Welcome to Season 2 of the Driving Growth Podcast, the show for traditional B2B companies building modern, scalable go-to-market systems. In Season 1, we unpacked the fundamentals of GTM strategy and learned from leaders who shared how their sales and marketing engines matured over time. This season, we’re going deeper and shifting the conversation from plans to performance. You’ll hear practical insights on: - Turning sales and marketing plans into a unified revenue plan - Trade shows, net...

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Entrepreneurship

All content for Driving Growth: The Go-To-Market Podcast is the property of Roadmap Agency and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

Welcome to Season 2 of the Driving Growth Podcast, the show for traditional B2B companies building modern, scalable go-to-market systems. In Season 1, we unpacked the fundamentals of GTM strategy and learned from leaders who shared how their sales and marketing engines matured over time. This season, we’re going deeper and shifting the conversation from plans to performance. You’ll hear practical insights on: - Turning sales and marketing plans into a unified revenue plan - Trade shows, net...

Show more...

Entrepreneurship

Episodes (20/24)

Driving Growth: The Go-To-Market Podcast

Driving Growth Podcast: Season 2 Trailer | From GTM Strategy to Revenue Execution

Welcome to Season 2 of the Driving Growth Podcast, the show for traditional B2B companies building modern, scalable go-to-market systems. In Season 1, we unpacked the fundamentals of GTM strategy and learned from leaders who shared how their sales and marketing engines matured over time. This season, we’re going deeper and shifting the conversation from plans to performance. You’ll hear practical insights on: - Turning sales and marketing plans into a unified revenue plan - Trade shows, net...

1 week ago

1 minute

Driving Growth: The Go-To-Market Podcast

Building Revenue Systems with Data, People, and AI — A Conversation with GTM Leader Kirko Papajanis

In this episode of Driving Growth, Steve Whittington sits down with go-to-market veteran Kirko Papajanis to unpack 25 years of building revenue systems across technology, enterprise sales, and B2B markets. Kirko shares actionable insights on hiring for humility, defining results-based roles, building data-driven GTM motions, and using research-backed ABM strategies to unlock predictable revenue. The conversation also dives into modern AI tools for revenue operations, customer journey audits, ...

3 weeks ago

21 minutes

Driving Growth: The Go-To-Market Podcast

Bonus Episode: Trade Shows Are The Underrated Strategy for Real Connection

In this bonus episode of Driving Growth, Steve Whittington, CEO and strategist, shares his insights on the integration of sales and marketing, the importance of trade shows, and the evolving customer journey. He emphasizes the need for alignment within revenue teams and the role of AI in enhancing productivity. The discussion also covers the significance of customer experience and the necessity of validating customer journeys to ensure effective marketing strategies. Our special thanks to An...

1 month ago

33 minutes

Driving Growth: The Go-To-Market Podcast

From Hopecasting to Forecasting: Building a Predictable Revenue Engine

In this episode of Driving Growth, host Steve Whittington tackles one of the biggest challenges in B2B sales: the difference between forecasting and “hopecasting.” He breaks down how to move from intuition-driven projections to math-based, measurable forecasting systems built on deal velocity, close rates, and retention data. With practical insights on how to map growth from existing accounts and fill pipeline gaps, Steve shares a clear roadmap to turn revenue goals into predictable outcomes....

1 month ago

19 minutes

Driving Growth: The Go-To-Market Podcast

Customer-Driven Growth in Manufacturing: David Koss on Hunter Wire’s Legacy and Future

What does it take to grow a manufacturing business across three generations? In this episode of Driving Growth, host Steve Whittington sits down with David Koss, President of Hunter Wire, to explore how customer-centric values, repeatable systems, and account-based growth strategies are shaping the company’s future. David shares lessons from transitioning into leadership, balancing legacy with modernization, and building a value proposition rooted in solutions and relationships. Whether you’r...

1 month ago

20 minutes

Driving Growth: The Go-To-Market Podcast

Sales AI 101: Five Essential Plays for B2B Teams

AI isn’t the future of sales, it’s happening right now. In this solo episode of Driving Growth, host Steve Whittington breaks down the five foundational AI plays every B2B sales team should be using today. From lead profiling and AI-powered call recaps to proposal creation, email drafting, and deal analysis inside CRMs, Steve shares practical ways to accelerate pipelines, reduce workload, and close more deals. If your team hasn’t yet embraced these AI basics, this episode is your blueprint fo...

2 months ago

16 minutes

Driving Growth: The Go-To-Market Podcast

The Art of Sales: Building Trust and Lasting Relationships with Lenny Andrichuk

In this episode of Driving Growth, Steve Whittington sits down with veteran sales leader Lenny Andrichuk to explore the human side of sales. From his early days selling newspapers to decades of building business development in engineering, Lenny shares timeless lessons on why trust, authenticity, and genuine connection matter more than quick wins. He unpacks how long-term contracts are built on relationships, why retention often beats acquisition, and how to reframe sales as creating impact a...

2 months ago

19 minutes

Driving Growth: The Go-To-Market Podcast

Bonus episode: How AI and EOS Helped This CEO Build Two Profitable Companies

Welcome to a special bonus edition of the Driving Growth podcast. In this guest appearance, Steve Whittington talks about growth strategies, go-to-market systems and work life balance with E-coffee with Experts. From riding the dot-com wave (and crash) to running two successful businesses today, Steve breaks down what actually works when it comes to growing a B2B company. He shares why most sales forecasts are just “hope-casts” (you’ll love that term), how to build predictable revenue using...

3 months ago

13 minutes

Driving Growth: The Go-To-Market Podcast

Building a Demand Generation Map: How to Align Marketing, Sales, and Growth

In this episode of Driving Growth, host Steve Whittington breaks down the power of a demand generation map and why every B2B company needs one. He explains how mapping your customer journey helps you create, capture, and nurture demand more efficiently while aligning marketing and sales into a single system. From understanding your buyers and reducing leaks in your funnel to tracking the right metrics and shortening deal velocity, Steve shows how a demand generation map becomes the GPS for pr...

3 months ago

20 minutes

Driving Growth: The Go-To-Market Podcast

Scaling Startups with Systems and Authentic Leadership featuring Shannon Harvard

Shannon Harvard, VP of Sales at Overstory Media Group, joins host Steve Whittington to discuss what it takes to build a go-to-market system from the ground up. Shannon shares lessons from her corporate media background and how she applied them in the startup world, from establishing KPIs and sales infrastructure to navigating crises with resilience. She also dives into the importance of authentic leadership, empowering teams in hybrid environments, and using transparent data systems to drive ...

3 months ago

20 minutes

Driving Growth: The Go-To-Market Podcast

Mastering Discovery Calls: Frameworks for Sales Success

Host Steve Whittington breaks down the art of the discovery call, showing why it’s the most critical step in building a predictable revenue system. In this solo episode, Steve walks through how to prepare with research, use the ACE framework (Agenda, Confirm, Expectations) to structure conversations, and apply active listening and playbooks to uncover true customer needs. He also shares best practices for documenting and closing calls with clear next steps, turning discovery into a repeatable...

4 months ago

16 minutes

Driving Growth: The Go-To-Market Podcast

Building a Profit-Generating Sales Pipeline with Leslie Venetz

Sales leader and author Leslie Venetz joins host Steve Whittington to share her proven strategies for outbound sales success. In this episode, Leslie unpacks the critical role of active listening, how to shift from product-centric to outcome-focused messaging, and what it takes to build a repeatable revenue pipeline. She also discusses how to foster trust-based sales cultures, why cold calling still works, and key takeaways from her new book Profit Generating Pipeline. Whether you're leading ...

4 months ago

24 minutes

Driving Growth: The Go-To-Market Podcast

Unlocking Growth Through Account Management: Turning Customers Into Strategic Partners

In this episode of Driving Growth, Steve Whittington dives into one of the most overlooked growth levers in B2B: account management. Learn how to tier your accounts, create actionable account plans, and operationalize your customer retention and expansion strategies. Whether you're managing a dealer network, running a professional services firm, or building a go-to-market system for your manufacturing business, this episode outlines the step-by-step process for transforming your post-sale app...

5 months ago

25 minutes

Driving Growth: The Go-To-Market Podcast

From Startup to Industry Leader: Brett Schmidt on Customer-Centric Growth at CORR Grain

In this episode of Driving Growth, host Steve Whittington sits down with Brett Schmidt, CEO and co-founder of CORR Grain, to explore how a Saskatchewan-based startup became a major force in Western Canada’s agriculture sector. Brett shares how deep customer listening, a strong internal culture, and CRM adoption helped CORR Grain scale sustainably. Tune in to hear real-world insights on account management, customer retention, and building a data-driven go-to-market system in a traditional B2B ...

6 months ago

22 minutes

Driving Growth: The Go-To-Market Podcast

Why a Weekly Scorecard is the Secret to Predictable Sales Growth

In this episode of Driving Growth, Steve Whittington unpacks how implementing a weekly sales scorecard can transform your B2B team's performance. Learn why most teams miss revenue targets—not due to lack of effort, but lack of clarity on leading indicators—and how to fix it with a mathematical model, regular measurement, and a system-driven culture. If you're ready to turn your business into a revenue factory, this episode is your blueprint. Download the Revenue Factory Toolkit at weareroadma...

6 months ago

17 minutes

Driving Growth: The Go-To-Market Podcast

From Apple to App Dev: Chad Jones on Founder-Led Sales and Building a Revenue Machine

Chad Jones shares the journey from working at Apple to founding Push Interactions, a custom app development firm. He reflects on the pivotal role of brand positioning, evolving sales strategies, and learning the hard truths of go-to-market execution. Chad opens up about transitioning from founder-led sales, the missteps in hiring, and how aligning with the right clients has led to their most successful year yet. Download the Revenue Factory Toolkit at weareroadmap.com/podcast and start turnin...

6 months ago

22 minutes

Driving Growth: The Go-To-Market Podcast

How to Build a Real Sales Process That Scales

In this episode of Driving Growth, host Steve Whittington breaks down the essential components of a scalable, inspectable B2B sales process. Learn how to align your sales process with your revenue model, choose the right sales model, integrate sales methodologies, and design buyer-centric stages that drive results. Steve also explains the power of sales collateral, CRM integration, and how to strategically apply force and friction to accelerate deal velocity. Whether you're selling through ch...

7 months ago

20 minutes

Driving Growth: The Go-To-Market Podcast

From Services to Systems: Building Sustainable Growth with Sam Jenkins

In this episode of Driving Growth, Steve Whittington sits down with Sam Jenkins, Managing Partner at Punchcard Systems and CEO & Co-Founder of Standard Field Systems. Sam shares his journey from hands-on technologist to entrepreneur and thought leader, building service and product-based tech companies with a focus on long-term sustainability, leadership development, and scalable systems. They discuss how Punchcard Systems is evolving from a professional services firm into a systematized,...

7 months ago

23 minutes

Driving Growth: The Go-To-Market Podcast

How to Define Your Ideal Customer Profile (ICP) and Drive Growth

To grow your business by 30–40%, focus on doubling down on your Tier 1 clients — the ones who buy the most and work best with you. In this episode, Steve Whittington dives deep into a foundational part of any go-to-market system: customer understanding, identifying your Ideal Customer Profile (ICP) and the key personas within it. You’ll learn how to segment your existing customers by revenue tiers, define firmographic and psychographic traits of your ideal clients, and map out the buying comm...

8 months ago

23 minutes

Driving Growth: The Go-To-Market Podcast

Building a Revenue Flywheel: Sales Strategies for Predictable Growth

In this episode of Driving Growth, host Steve Waddington sits down with Robbie Butchart, Chief Revenue Officer at Launchcode and VP of Sales at Patronscout, to discuss what it takes to build a predictable revenue engine. Robbie shares insights from his 20+ years in B2B sales and business growth, covering topics like go-to-market strategies, breaking down silos, aligning teams around revenue, and leveraging AI for sales enablement. Whether you're scaling a startup or optimizing an established ...

9 months ago

22 minutes