You're getting traffic but nobody's buying. Your competitors seem to convert effortlessly while you watch potential customers slip away. The problem isn't your product. It's your funnel. Most founders build sales funnels backwards, starting with tech stack instead of buyer psychology. Building a sales funnel feels overwhelming because most advice focuses on tools, not thinking. You need clarity before complexity. You need psychology before platforms. Most importantly, you need to understand why people buy before you can build systems that help them do it.
The traditional buyer journey-the familiar path from awareness to consideration to decision-is disappearing. Today's buyers are moving faster, skipping steps and often making decisions after a single trusted source validates your brand. What's driving this shift? Earned media and AI-driven research tools. Public relations has always been seen as a credibility builder-a way to get your brand noticed and trusted.
This week on Playbook Broken, we're speaking with Sangram Vajre, co-founder of Terminus and GTM Partners, who delivers sharp, unapologetic insights into modern go-to-market (GTM) strategies. Sangram discusses why the traditional sales funnel is outdated and how SaaS is transforming into services software. He emphasizes the importance of metrics over meetings and proposes a redefined approach to GTM. This episode also explores the impact of AI, services becoming the front end of software and the shift towards fractional roles in organizations.