Sales Transformation Lab · 2025-11-21 · 43 min
Jonny Adams brings decades of hands-on experience driving high-impact transformation and commercial excellence across professional services, technology, and financial sectors in Europe and the US. In this episode, he dives deep into what it takes to achieve Go-to-Market (GTM) transformation, aligning strategy, people, and technology to deliver measurable growth. You’ll learn: What GTM transformation really means and why it matters for your growth mandate. Key internal and external components: market insights, proposition clarity, planning, team design, and tools. Triggers for transformation: investment growth, PE consolidation, and new C-suite hires. Leadership challenges in transformation: alignment, tenure, and change management pitfalls. How to select the right vendors and avoid technology fatigue. The importance of people, mindset, and capability assessment to ensure the right talent in the right roles. Multi-functional alignment: why Marketing and Sales KPIs must talk the same language.
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