Most go-to-market strategies fall short, not because of effort, but because of focus

In this episode of Edge of Growth, Hannah Ajikawo sits down with Lindsay Rios, Fractional CRO at ILC, to uncover the one thing that’s missing in almost every GTM strategy and how fixing it can unlock sustainable growth.

Key Insights:

• Why a properly defined ICP (ideal customer profile) is non-negotiable.

• How to align your revenue teams to stop wasting resources.

• A step-by-step framework for turning strategy into measurable results.

Whether you're building or refining your GTM plan, this episode is packed with actionable takeaways for leaders aiming to scale smarter.

Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠ for instant insights.

Sign up to the ⁠Symbiotic Sale⁠. A weekly newsletter to help guide your GTM in a digestible way.

Leadership can make or break an organisation’s success. In this episode of Edge of Growth, Hannah Ajikawo sits down with Volker Ballueder, executive coach at Obnatus, to discuss how to improve your leadership team’s performance and its direct impact on revenue.

💡 Key insights include:

Why emotional intelligence is a must-have for effective leaders. The importance of self-awareness and how to develop it. Practical strategies for fostering resilient, high-performing teams.

Whether you’re an executive or a team leader, this episode will give you the tools to elevate your leadership game and build a thriving organisation.

Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠ for instant insights.

Sign up to the ⁠Symbiotic Sale⁠. A weekly newsletter to help guide your GTM in a digestible way.

Is a flatter organisation the key to growth in 2025 and beyond? Join Hannah Ajikawa and Lydia Sugarman, CEO of Ventive, as they explore how RevOps is transforming modern businesses. Discover why aligning people and technology is critical, how flatter structures improve efficiency, and what leaders must do to stay ahead in a rapidly evolving landscape Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠ for instant insights.

Sign up to the Symbiotic Sale. A weekly newsletter to help guide your GTM in a digestible way.

Struggling to turn website traffic into paying customers? In this episode of Edge of Growth, Jennifer Coetzee, co-founder of Humanoid.biz, shares how SMBs can transform their marketing without the overwhelm.

Learn how to maximise owned channels, leverage AI and automation, and create practical strategies that work even with tight budgets. If your goal is to make marketing simple and effective, this is an episode you don’t want to miss!

Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠ for instant insights.

Sign up to the ⁠Symbiotic Sale⁠. A weekly newsletter to help guide your GTM in a digestible way.

Start the new year with actionable insights from Lisa Kelly, founder of Radical Results, on this special episode of Edge of Growth.

Lisa dives into the three key strategies businesses need to succeed in 2025, from building trust and intentionality to uncovering hidden opportunities in untapped industries.

Whether you're refining your go-to-market team or searching for your next growth lever, this episode is packed with real-world advice to help you get ahead.

Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠ for instant insights.

Sign up to the ⁠⁠Symbiotic Sale⁠⁠. A weekly newsletter to help guide your GTM in a digestible way.

Discover the next generation of lead generation with Mike Adams, founder of Introstars. In this episode of Edge of Growth, Mike reveals how warm introductions, referral programs, and leveraging super connectors can transform your go-to-market strategy. Learn why trust beats cold outreach and how to operationalize relationships to drive real results

Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠ for instant insights.

Sign up to the ⁠⁠Symbiotic Sale⁠⁠. A weekly newsletter to help guide your GTM in a digestible way.

This week on The Edge of Growth, Hannah Ajikawo dives into the art and science of identifying and engaging the right audience with special guest Jemi Crooks, founder of the Thinkfluencer Lab. Jemmi, a consumer psychologist with over 15 years of experience across B2C and B2B, shares her expertise on redefining thought leadership and unlocking the secrets to building authentic, impactful connections.

Together, Hannah and Jemmy explore:

• Why understanding both your buyer and their end customer is critical for success.
• How to go beyond firmographics and uncover deeper human insights about your target audience.
• The importance of knowing your "why" and how to articulate the unique value you bring to your market.
• How companies can empower employees to share authentic stories and act as influencers to drive brand trust.
• Why efficient growth in 2025 requires businesses to slow down, reflect, and refine their strategies.
• The role of AI in shaping the future of sales and engagement while maintaining the human connection.

Whether you’re a business leader, marketer, or an ambitious professional aiming to elevate your thought leadership, this episode is packed with practical takeaways and inspiration to help you identify your ideal audience and engage with impact.

Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠ for instant insights.

Sign up to the ⁠⁠Symbiotic Sale⁠⁠. A weekly newsletter to help guide your GTM in a digestible way.

In this week’s Edge of Growth, host Hannah Ajikawo welcomes Kerry Curran, founder of Revenue-Based Marketing Advisors, to unpack one of the hottest topics in B2B growth: how to successfully move upmarket and drive high-consideration purchases.

With over 20 years of experience working with Fortune 500 companies, Kerry shares actionable insights on how scale-ups can navigate the complex process of selling to enterprise customers and transform their go-to-market strategies. Together, Hannah and Kerry explore:

• What defines a high-consideration B2B purchase and why it requires a distinct approach.
• Why moving upmarket must be a company-wide initiative and not just a sales tactic.
• How to get into the buyer’s consideration set and stay top of mind for future opportunities.
• Tactics to shorten sales cycles and remove friction in the buyer’s journey.
• The importance of operational readiness, trust-building, and aligning with enterprise expectations (think security, data privacy, and DEI initiatives).
• How to empower internal teams to act as thought leaders and drive influence in your market.

Packed with examples, practical advice, and insights on marketing and sales alignment, this episode will give you the roadmap you need to confidently approach enterprise sales and unlock sustainable growth.

Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠ for instant insights.

Sign up to the ⁠⁠Symbiotic Sale⁠⁠. A weekly newsletter to help guide your GTM in a digestible way.