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Where Does Your Time Go?
And why your sales motion might be the reason you have less of it.

In this episode, we sit down with Stu Pike, VP and COO of ServiceNow APAC, to get into what’s actually going on with the GTM motion and what to do about it.

Stu’s seen this from every angle over the last 30 years, and he brings it back to something simple: design your go-to-market around how buyers actually make decisions, not how your org is structured.

Most revenue teams feel this, even if they don’t always say it out loud, it’s not effort that slows things down, it’s friction.

Stuff gets lost between demand gen, sales, solutions, customer success. Deals start to drag and discovery gets repeated. And before you know it, you’re talking more about the internal process than the customer’s problem. That’s usually when trust starts to wobble a bit too.

We get into the handoffs that quietly kill momentum, a really simple question that exposes where things break, and why so many “transformations” fall flat.

We also talk about what’s changing right now, how teams are starting to use AI to carry customer context, clean up CRM gaps, and make coaching way more useful (and less painful).

But the thread running through all of it is time. How do you give it back to your reps, your managers, your leaders so they can spend more of it with customers and, honestly, more of it outside of work too.

If it resonates, give it a share with someone who’s rethinking how their team sells, and don’t forget to subscribe.

Here is the blueprint that Stu refers to

https://fortune.com/2025/10/29/ai-doesnt-fail-on-tech-fails-on-leadership-servicenow-commentary/

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