Podcast
GTM Live
Hosted by Passetto · EN
GTM Live is a new evolution of Revenue Vitals by Chris Walker, now hosted by Carolyn Dilks & Trevor Gibson, Co-Founders of Passetto — a part tech, part advisory GTM agency for high-performing B2B SaaS companies.
This weekly live show is built for CEOs, CFOs & Revenue Leaders who know the current way GTM is executed & measured is broken, and are ready for something better.
We cut through the noise & ditch outdated playbooks. No fluff. No vanity metrics. Just honest, modern conversations about how to track & optimize GTM for what actually matters: unit economics, efficiency & long-term growth.
82episodes
Episodes
Newest firstAll episodes
The Biggest Lie in Account-Based Marketing (And Why Most ABM Campaigns Never Create Pipeline)
Today01:01:40Summary readyThe biggest problem with most ABM programs isn't execution, it's that they try to personalize at scale before they truly understand their buyers.Everyone wants the results of account-based marketing. Few organizations build the foundation required to make it work.In this episode, Carolyn sits down with Steve Armenti, former ABM leader at Google and founder of Twelfth Agency, to unpack one of the biggest misconceptions in modern B2B marketing.Together they explore why high-volume personalization is becoming less effective, why AI can't replace strategy, and why the highest-performing GTM teams build what Steve calls a "market of one", a deep understanding of every target account before scaling outreach.You'll learn:Why most ABM programs never create real demandThe hidden flaw in high-volume personalizationWhy AI amplifies strategy instead of replacing itHow leading GTM teams build a 360° account viewThe "market of one" framework for modern B2B growthIf your ABM strategy isn't producing the pipeline you expected, this episode may change what you believe the real problem is.-----------------------------------------------------The difference between guessing and knowing is almost always hiding in the data you already have.In less than 30 days, Passetto builds the marketing measurement system that gives marketing leaders continuous visibility into what's driving pipeline and revenue—and the evidence to confidently make and defend their next investment decision.🚀 Get started → https://www.passetto.com/book-a-call-----------------------------------------------------Check out Twelfth Agency: https://twelfth.agency/ Subscribe to Passetto’s YouTube channel: https://www.youtube.com/@PassettoGTM
SummaryWhy Paid Search Keeps Failing B2B (impression-share traps, demand capture vs. creation, when to pull the plug)
2w ago00:53:52Summary readyIn this episode, Carolyn sits down with Liam MacCormack, a fractional head of growth who's spent years in the weeds of B2B paid search, to unpack why the channel keeps burning B2B budgets and what to do about it.They get into the market forces making paid search harder than ever: rising CPCs, zero-click search, and agencies still optimizing like it's 2015. Then they go tactical on a real client scenario — a high-ACV company that's switched agencies multiple times and still can't make it work — and what that reveals about when a channel is worth fixing versus when it's just draining spend.Topics covered:Why "you need to spend more on impression share" is the most seductive upsell in paid search, and the one metric that actually tells you if it's trueThe profile of a company paid search works for, and the profile where it's a waste of moneyWhy paid search is a demand-capture channel, and what that means for how you budget itHow to know when to cut the channel, cut the budget in half, or let it run as a tertiary sourceWhy branded search is propping up most agency reporting, and the one question to ask to find outIf your paid search has been underperforming for quarters and the answer is always "give it more time," this one's worth your attention.-----------------------------------------------------🔗 LINKS + RESOURCES📹 How to Survive B2B Marketing in 2026: https://www.youtube.com/watch?v=IlEqVWVuwdo📹 How to Build a Killer GTM Strategy for B2B SaaS: https://www.youtube.com/watch?v=YFK9LvMslOc📹 Ultimate Guide to Marketing Measurement in 2026: https://www.youtube.com/watch?v=d9yfdYi0X4I-----------------------------------------------------Marketing has evolved. Measurement hasn't. You're still running on a 20-year-old methodology that can't see most of the value you create.Passetto’s 14-day Sprint fixes that — showing you where you're creating real value, where you're wasting effort, and which levers will actually drive your next stage of growth.Your best work shouldn't die in data darkness.Get your full pipeline & revenue breakdown in 2 weeks: https://www.passetto.com/book-a-call-----------------------------------------------------
SummaryThe Rise and Fall of the MQL — Live Workshop Recording with Jon Miller
4w ago00:47:32Summary readyThe MQL is marketing's worst open secret. Everyone in the room knows the number is gamed. The leads are low-intent, the scoring is guesswork, and the pipeline isn't growing. Yet marketing keeps getting graded on the one metric nobody actually trusts.In this workshop, Carolyn and Amber sit down with Jon Miller to take apart the metric the entire B2B playbook still runs on and walk through anonymized customer data showing exactly what it costs. Hand raisers in this account converted 83X better than MQLs and qualified faster. The MQLs that didn't convert got worked for two months before anyone disqualified them. That's the drain nobody puts on a slide.What this workshop covers:Why the MQL became gospel and the moment a sound idea turned into a volume game sales learned to ignoreThe gumball machine fallacy: why "more budget in, more pipeline out" assumes a linear process that buying stopped being years agoNonlinear buying, the dark funnel, and why one overwritten lead record erases the history you actually needReal customer data: MQLs accounted for under 6% of pipeline while hand raisers drove 39% of closed-won revenueJon's three-tier lead model and why waiting for hand raisers alone forfeits first-mover advantage and your future pipelineThe KPI cheat sheet: pipeline velocity, brand-question surveys, post-sale revenue metrics, and the numbers a board actually speaksWhat the shift means for your MarTech stack as AI moves orchestration from rules to reasoningThe leaders who get out from under the MQL don't kill it overnight. They layer in metrics their CFO and head of sales already recognize and stop defending volume that was never converting.-----------------------------------------------------🔗 LINKS + RESOURCES📹 How to Survive B2B Marketing in 2026: https://www.youtube.com/watch?v=IlEqVWVuwdo📹 How to Build a Killer GTM Strategy for B2B SaaS: https://www.youtube.com/watch?v=YFK9LvMslOc📹 Ultimate Guide to Marketing Measurement in 2026: https://www.youtube.com/watch?v=d9yfdYi0X4I-----------------------------------------------------Marketing has evolved. Measurement hasn't. You're still running on a 20-year-old methodology that can't see most of the value you create.Passetto’s 14-day Sprint fixes that — showing you where you're creating real value, where you're wasting effort, and which levers will actually drive your next stage of growth.Your best work shouldn't die in data darkness.Get your full pipeline & revenue breakdown in 2 weeks: https://www.passetto.com/book-a-call-----------------------------------------------------
SummaryBrand Is Trust: Gong's Udi Ledergor on Marketing in the AI Era
Jun 2300:39:21Summary readyThe marketing funnel you've built your whole strategy around? It never described how people actually buy. It was a tidy oversimplification, and in a world of zero-click search and AI-saturated channels, it's never held up worse.In this episode, Amber sits down with Udi Ledergor — Gong's first marketer, now Chief Evangelist, author of Courageous Marketing, and the guy who ran a Super Bowl ad and coined a category on the way to $500M in ARR.Udi's argument cuts against the "hack-everything" reflex of modern GTM: brand isn't a vibe, it's trust, and trust is the only thing that makes a buyer go straight to you instead of crawling through a funnel. What this episode covers:Why brand comes down to one thing, trust, and how raving fans replace the funnel entirelyThe unconventional bets behind Gong's brand: the Super Bowl spot, the bulldog, the 2021 enterprise rebrandWhy Courageous Marketing never mentions AI on purpose, and what makes a marketing principle timelessThe two-headed dragon: what actually fixes sales and marketing alignment (hint: do you know how your CRO takes their coffee?)Why a marketing team not working from the same data as sales is committing a crime against its own companyHow AI agents now prove marketing's hard impactThis episode unpacks exactly why the companies winning right now are the ones people demand their employer buy.-----------------------------------------------------🔗 MORE FROM UDI📖 Grab a copy of Udi’s book Courageous Marketing 📖Follow Udi on LinkedIn-----------------------------------------------------Marketing has evolved. Measurement hasn't. You're still running on a 20-year-old methodology that can't see most of the value you create.Passetto’s 14-day Sprint fixes that — showing you where you're creating real value, where you're wasting effort, and which levers will actually drive your next stage of growth.Your best work shouldn't die in data darkness.[Get your full pipeline & revenue breakdown in 2 weeks]
SummaryWhat to Do When Your RevOps Team Is the Blocker to Your Marketing KPIs
Jun 1600:42:16Summary ready📹 NEW on YouTube: Ultimate Guide to Marketing Measurement in 2026There's no excuse left for not knowing what's driving revenue. The tools are here. The data is here. Operating without the answer has crossed from forgivable into malpractice.In this episode, Carolyn and Amber get into the marketing measurement problem every marketing leader is living with, and the reason it never gets solved. Your rev ops team is skilled, but they're also buried keeping the lights on. And the build-vs-buy reflex defaults to "build," and nobody's counting what the wait actually costs you.Both hosts have lived this from the inside: the end-of-quarter scramble, stitching opportunities together one by one, chasing reps to find out if a lead was ever even worked. They name why it keeps happening and what to do instead.What this episode covers: Why leaning on rev ops to fix marketing measurement rarely works and the real cost of waiting another 6-9 monthsThe build-vs-buy trap: why "best practice says build it" has become a dirty word when your job is on the line nowHow the top 1% use AI to do what was never possible before, while everyone else just automates KPIs they already hadThe hard metrics that actually move a board: win rate by account tier, sales velocity when marketing's involved, speed-to-lead, web-form conversion velocityWhy speed-to-lead is a marketing metric, not a sales one — and how quantifying revenue leakage unlocks budget and buy-inHow to walk into a QBR with two or three defensible numbers and a plan, instead of a "here's what marketing did" slide that lands as "so what?"Finding your one real growth lever: is the problem before pipeline creation, or in your ability to close?The leaders who break out of this don't wait for the data to magically come together. They show up with the few hard numbers their CFO and head of sales actually speak, and stop trying to prove their value every single quarter.-----------------------------------------------------Marketing has evolved. Measurement hasn't. You're still running on a 20-year-old methodology that can't see most of the value you create.Passetto’s 14-day Sprint fixes that — showing you where you're creating real value, where you're wasting effort, and which levers will actually drive your next stage of growth.Your best work shouldn't die in data darkness.[Get your full pipeline & revenue breakdown in 2 weeks]
SummaryHow AI Natives Are Using Claude Code to Rewrite GTM — with Jordan Crawford (Uncut in the Desert)
Jun 200:23:48Summary readyIn this episode, recorded out in the New Mexico desert at ChiliPalooza, Jordan Crawford makes a blunt case to B2B SaaS: the methodologies you built your career on are about to age out, and the only way through is to get your hands on Claude Code.Jordan's spent his whole job lately doing one thing: teaching clients to work with AI. And what he's found cuts against almost everything sales and marketing teams currently do.What this episode covers:Why the constraint on building things isn't budget or headcount anymore, it's imaginationThe SDR question every revenue leader is asking today: we went all-in, we see the volume, and we don't know what's working...so now what?How Jordan rebuilds prospecting strategies from what customers actually did, not what a rep thinks they wantWhy being wrong fast and cheap beats being right slowly: "you can beat any grandmaster if you get two moves to their one"The truth about a sloppier world, and why polish is no longer the pointWhy the gap between people who are great at this and people who are bad at it comes down to how you think, not skillWhy the "graybeards" built on ten-year-old playbooks are going away, and what replaces themThe people who get in the tool will build things the graybeards can't imagine. The ones who don't will spend the next few years explaining a methodology nobody's buying.-----------------------------------------------------🔗 MORE FROM JORDANFollow Jordan Crawford on LinkedInOn the Edge by Blueprint (Jordan’s Substack)Blueprint – AKA the OG GTM Engineer-----------------------------------------------------Marketing has evolved. Measurement hasn't. You're still running on a 20-year-old methodology that can't see most of the value you create.Passetto’s 14-day Sprint fixes that — showing you where you're creating real value, where you're wasting effort, and which levers will actually drive your next stage of growth.Your best work shouldn't die in data darkness.[Get your full pipeline & revenue breakdown in 2 weeks]
SummaryThe Pressure B2B Marketing Leaders Don’t Talk About Enough
May 2800:47:45Summary readyYou can't be a great marketer if your nervous system is stuck in survival mode.If you're a marketing leader, you know the feeling. The 12AM Slack from the CEO. The “where's-the-pipeline?” question that never goes away. The low-grade anxiety running underneath every campaign, every board deck, every quarter. In this episode, Carolyn and Amber connect the inner game to the measurement problem. The anxiety marketers carry isn't a personal failing. It's the tax you pay for being judged by numbers that miss your real contribution: shaping how the market perceives you, long before anyone fills out a form.And here's what nobody in GTM is actually talking about: you cannot build the future you want while your body is locked in defending the present. Your brain chemistry doesn't know the difference between the meeting you're dreading and the one that's already over — it reacts the same way to both. And when you live in that state, you can't create. You can only react.What this episode covers:The breakthroughs from both Amber and Carolyn’s recent vacationsWhy so many B2B marketers are operating from low-grade panic, and why it’s costing them their best workHow belief and brain chemistry shape what you're able to create, and why you have to embody the outcome before it shows upWhy marketing's real job is shaping brand perception in-market, and why traditional KPIs can't see that workHow to use zero-party data — what customers tell you directly — to inform the customer journey instead of guessing from last-touch behaviorThree books that reshaped how Carolyn thinks about wealth, awareness, and building a future you can't yet see: Happy Pocket Full of Money, The Power of Awareness, and Dr. Joe Dispenza's Becoming SupernaturalIf you're a marketing leader tired of doing your best work from a place of panic, and tired of watching it disappear into numbers that can't measure it, this one's for you.-----------------------------------------------------Want answers now?🔎 The fastest way to understand how marketing is driving pipeline and revenue → All your data, connected, so you can see what’s working and what to do next.[Get your full pipeline & revenue breakdown in 2 weeks]-----------------------------------------------------Not ready for that yet?🎯 Understand why it’s been so hard to see what’s working → We’ll show you where your visibility breaks and why your current KPIs can’t answer these questions.[Apply for a 1-hour marketing KPI assessment]-----------------------------------------------------
SummaryHow to Make Marketing Influence Defensible to Your CFO
May 1200:27:30Summary ready📹 NEW on YouTube: MQLs are Dead. Here’s What B2B Marketers Should Track InsteadYou can't be a great marketer if your best work doesn't show up in your data.If you're a marketing leader, you've spent years being measured by "Marketing Sourced" pipeline and revenue. And you've spent just as long watching your other work — your influence, your perception-shaping, your role inside active deals — get written off as fluffy or unmeasurable. A marketing function that can only point to sourced pipeline is telling leadership one thing: we're only good at the last mile: demand capture. But there's a proven way to turn marketing influence into a hard, defensible number — one that proves real business impact and real revenue results to your CFO and board.What this episode covers:The industry shift toward perception marketing and creating the conditions for buyers to choose you, and why traditional KPIs can't see itWhy the engagement and awareness stage is far longer than most marketing teams realizeHow to measure marketing's role inside active sales cycles, not just at the top of the funnelThe cohort analysis every marketing leader should be running: opportunities with marketing engagement vs. those without, and what win rate, sales cycle length, and deal size reveal about your real contributionHow TOFU work compounds into pipeline velocity across the full lifecycleHow to show up as a value creation partner to the rest of the business, not just a lead-gen functionIf you're a marketing leader tired of watching your best work disappear into someone else's pipeline number, this one's for you.-----------------------------------------------------Want answers now?🔎 The fastest way to understand how marketing is driving pipeline and revenue → All your data, connected, so you can see what’s working, your real business impact, and where to double down.[Get your full pipeline & revenue breakdown in 2 weeks]-----------------------------------------------------Not ready for that yet?🎯 Understand why it’s been so hard to see what’s working → We’ll show you why your current KPIs can’t answer these questions.[Apply for a 1-hour working session]-----------------------------------------------------This episode is powered by Passetto. If your marketing dashboards aren't giving you straight answers, you're in good company. Most Marketing teams simply don't have the KPIs to understand how they are driving pipeline and revenue across the full buyer journey, and where budget is being wasted.Passetto changes that, giving marketing leaders the KPIs they need to act with confidence in today's B2B buying era.
SummaryYour Marketing QBR Deck Is Being Run by a 120-Year-Old Model
May 500:18:12Summary readyEvery B2B marketer knows the funnel concept is broken. Yet that same model your team is being measured on right now was invented in 1898, and it's surviving because nobody at the top has been given permission to use anything else.Carolyn and Amber react to a recent article in Adweek from Professor Mark Ritson, where he calls the funnel the "cockroach of marketing concepts", a 128-year-old model that has outlived every attempt to replace it. They break down why every critique fails to land, and why the real problem isn't the funnel. It's the classrooms teaching it, the boards demanding it, and the marketers who can't challenge it without risking their careers.Topics covered in this episode:Why a model from 1898 still anchors how B2B companies measure marketing in 2026The gap between what the funnel was designed to do (a market snapshot) and what it's used for (SQL-to-opp conversion, MQL targets)Why every "funnel is dead" critique fails to kill it, and who actually keeps it aliveThe Amazon "full funnel campaigns" moment, and what it says when even the best companies are still using the languageWhy a snapshot in time tells you nothing about where to move budget, why CAC is up, or what to do when pipeline missesIf you've tried to kill the funnel inside your own org and watched it survive every conversation, this is the episode. The cockroach isn't the funnel. It's the system that keeps demanding it.-----------------------------------------------------Want answers now?🔎 The fastest way to understand what’s actually driving pipeline and revenue → All your data, connected, so you can see what’s working and what to do next.[Get your full pipeline & revenue breakdown in 2 weeks]-----------------------------------------------------Not ready for that yet?🎯 Understand why it’s been so hard to see what’s working → We’ll show you where your visibility breaks and why your current model can’t answer these questions.[Apply for a 1-hour working session]-----------------------------------------------------🎥 JOIN our Weekly Recordings on Wednesday at 1pm ET / 10am PT: [RSVP for GTM Live]-----------------------------------------------------This episode is powered by Passetto. If your marketing dashboards aren't giving you straight answers, you're in good company. Most Marketing teams simply don't have the visibility to understand how they are driving pipeline and revenue and where budget is being wasted.Passetto changes that, giving marketing leaders the comprehensive data they need to act with confidence.
SummaryIdentifying Your Marketing Levers When the CRM Data Isn’t Perfect (data trust, finding leverage fast, AI analytics hallucinations)
Apr 2700:44:00Summary ready📹 NEW on YouTube: 5 Quick Ways to Fix Your B2B Marketing Tracking In this episode, Carolyn and Amber get into the data paralysis that's stalling most GTM teams right now, and why waiting for perfect data is just a slower way of doing nothing. They walk through a real client case study on fast-closing pipeline, what it revealed about where marketing actually has leverage, and why that answer looked completely different market by market.Topics covered:Why "decision-grade" data beats perfect data every time, and what it actually means to have itWhy the instinct to run more campaigns when pipeline is down is often exactly the wrong moveHow to reverse-engineer your fastest-closing deals to find where marketing actually has leverageThe AI analytics problem nobody is talking about: hallucinations in your data, and why you need a serious validation process before you trust any outputHow a $60M sales-led company should think about finding their marketing levers when they're building the function from scratchIf your team keeps getting pulled into data rabbit holes instead of moving the needle, this is a must-listen. The best companies don't track everything. They pick something and go prove it works.-----------------------------------------------------Want answers now?🔎 The fastest way to understand what’s actually driving pipeline and revenue → All your data, connected, so you can see what’s working and what to do next.[Get your full pipeline & revenue breakdown in 2 weeks]-----------------------------------------------------Not ready for that yet?🎯 Understand why it’s been so hard to see what’s working → We’ll show you where your visibility breaks and why your current model can’t answer these questions.[Apply for a 1-hour working session]-----------------------------------------------------🎥 JOIN our Weekly Recordings on Wednesday at 1pm ET / 10am PT: [RSVP for GTM Live]-----------------------------------------------------This episode is powered by Passetto. If your marketing dashboards aren't giving you straight answers, you're in good company. Most Marketing teams simply don't have the visibility to understand how they are driving pipeline and revenue and where budget is being wasted.Passetto changes that, giving marketing leaders the comprehensive data they need to act with confidence.
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