PODCAST · business
GTM Live
by Passetto
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current way GTM is executed & measured is broken, and are ready for something better.We cut through the noise & ditch outdated playbooks.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.
Episodes
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AI Is Exposing a Massive Problem With B2B Marketing Data
JUST LAUNCHED: Go beyond outdated marketing measurement and static dashboards. Get better answers and explore performance yourself through AI with Passetto's MCP. Learn more → https://www.passetto.com/marketing-analytics-mcp Every marketing leader is under pressure to adopt AI. And one of the…
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B2B SEO: The #1 Reason Brands Actually Get Recommended in AI Search — with Gaetano DiNardi
Learn how to use AI to answer the marketing questions that actually matter. Join our free live Masterclass → https://www.passetto.com/ai-marketing-kpi-masterclass Showing up in AI search isn't a ranking game. It's a category-level eligibility problem. In this episode, Carolyn and Amber sit down...
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3 Major GTM Blind Spots Hurting Marketing’s Ability to Measure Revenue Impact
✨ Join our FREE upcoming Masterclass – Board-Ready Marketing KPIs with AI: https://www.passetto.com/ai-marketing-kpi-masterclass Marketing is increasingly accountable for revenue while being asked to rely on data it doesn't control and often can't validate. In this episode, Amber breaks down the...
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Marketing Creates the Demand. But What Actually Builds the Revenue Engine? — with Aviv Canaani of Datarails
The problem with marketing is that so many teams think their job ends when a lead becomes an opportunity. The highest-performing GTM teams know that's where the REAL work begins. In this episode, Amber sits down with Aviv Canaani, CRO at Datarails, to unpack how the company transformed from a 90%...
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7 Traits of Elite CMOs That Have Nothing to Do With Tactics
There's an instinct every marketing leader is trained to have: fight for credit on pipeline. The best CMOs have realized it's exactly what's holding them back. In this episode, Carolyn breaks down the behavioral traits that separate the best CMOs from everyone else — the patterns she sees every…
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The Biggest Lie in Account-Based Marketing (And Why Most ABM Campaigns Never Create Pipeline)
The 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...
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Why Paid Search Keeps Failing B2B (impression-share traps, demand capture vs. creation, when to pull the plug)
In 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,...
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The Rise and Fall of the MQL — Live Workshop Recording with Jon Miller
The 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...
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Brand Is Trust: Gong's Udi Ledergor on Marketing in the AI Era
The 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...
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What to Do When Your RevOps Team Is the Blocker to Your Marketing KPIs
📹 NEW on YouTube: Ultimate Guide to Marketing Measurement in 2026 There'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...
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How AI Natives Are Using Claude Code to Rewrite GTM — with Jordan Crawford (Uncut in the Desert)
In 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…
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The Pressure B2B Marketing Leaders Don’t Talk About Enough
You 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,...
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How to Make Marketing Influence Defensible to Your CFO
📹 NEW on YouTube: MQLs are Dead. Here’s What B2B Marketers Should Track Instead You 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...
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Your Marketing QBR Deck Is Being Run by a 120-Year-Old Model
Every 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…
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Identifying Your Marketing Levers When the CRM Data Isn’t Perfect (data trust, finding leverage fast, AI analytics hallucinations)
📹 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...
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Why Marketing Can't See Its Own Impact (The Answer is in Your RevOps Setup)
🗓️ REGISTER for our April 22 webinar “The Rise and Fall of the MQL” with guest Jon Miller (cofounder of Marketo) In this live community episode, Carolyn and Amber break down two of the most common RevOps setups that make it nearly impossible for marketing to understand its own performance…
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What a SaaS CMO and VP of RevOps Found Hiding in Their Own Data
🗓️ REGISTER for our April 22 webinar “The Rise and Fall of the MQL” with guest Jon Miller (cofounder of Marketo) In this episode, Carolyn and Amber break down a real-world case study of a SaaS company that came to Passetto with a mature business, an aligned GTM team, and a brand new VP of…
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Why Most Marketing Leaders Can't Prove Their Revenue Impact [Workshop Recording]
Many marketing leaders struggle with being measured against revenue. That’s because the status quo measurement model doesn't capture everything they do, which means their true impact is almost always under-reported. This workshop is about how to fix that, and how to properly and comprehensively...
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Why It's Time to Bury the MQL – With Jon Miller, the Marketo Co-Founder Who Helped Popularize It
Jon Miller co-founded Marketo, the company that helped turn MQLs, lead scoring, and the demand waterfall into the operating system of B2B marketing. Now he's the one telling you to throw most of it out. When Jon did the same playbook at Demandbase that worked brilliantly at Marketo, it flopped....
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What 4 Days in Florida Taught Us (AI, SEO, Product Marketing, Brand Investments & More)
This one's a little different. No guest, no agenda. Just Carolyn and Passetto co-founder Amber, recording live from Pompano Beach after four days at the Above the Fold conference in Fort Lauderdale, Florida. They unpacked everything they took away from the event: the conversations that stuck, the...
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“If Attribution Worked, Nobody Would Fight About It” – with Matthew Sciannella
In this episode of GTM Live, Carolyn sits down with Matthew Sciannella, VP of Innovation at Refine Labs, for a candid conversation about the flaws of B2B marketing measurement and why so many teams keep fighting the same losing battles. They dig into why attribution has made a generation of...
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Why Sales + Marketing Credit Wars Are a Scorecard Problem (Not a People Problem) — with Matt Green
🎟️ Join our Live Workshop on Feb 11: The KPIs every marketing team needs to measure to understand their real influence on pipeline. Save your seat here. Replay included. In this episode of GTM Live, Amber sits down with Matt Green, Co-Founder and CRO of Sales Assembly, to talk about what’s...
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Q&A: Your Biggest GTM Questions Answered (Attribution, Executive Buy-In, Change Management & More)
You asked, we're answering. In this listener Q&A episode, Amber and Carolyn tackle the hard questions GTM leaders are wrestling with behind closed doors…from broken attribution models to navigating organizational resistance when you're trying to drive real change. In this episode: Real talk on...
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The 5 Stages of Revenue Transformation – Stage 4: Architecting Transformation
Most marketing and revenue leaders know their data model is flawed. The elite ones actually architect something new. This is how. This episode is part of a 5-part series exploring the journey B2B revenue leaders take from reactive chaos to finally understanding, measuring, and transforming their...
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How a $25M SaaS Company Discovered a $3.5M Blind Spot in its Revenue Engine
In this episode, Carolyn and Amber break down a real-world case study of a $25M ARR enterprise SaaS company in a highly regulated industry that came to Passetto with strong teams, active demand, and declining win rates...but no reliable way to explain the genetic makeup of their deals or prove…
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The 5 Stages of Revenue Transformation – Stage 3: The Breaking Point (The Model Collapse)
When you’re working harder than ever and still getting questioned, most leaders assume they’re the problem. But what if the real reason you're exhausted isn’t lack of effort...it's that you’re trying to win inside a model that was never designed to show your impact? This episode is part of a…
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The 5 Stages of Revenue Transformation – Stage 2: Surviving the QBR Fire Drill
You launched the experiments. You spent the budget. And now leadership wants answers. And suddenly every QBR feels like a fire drill. This is Stage 2 of the revenue leader’s transformation—the moment when activity is high, effort is real, but impact is frustratingly hard to prove. You’re working...
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What a $500M SaaS Company Saw When Their Full Funnel Became Visible
In this episode, Carolyn and Amber pull back the curtain on a $500M cybersecurity company that came to Passetto stuck in last-touch reporting, declining win rates, an overreliance on product trials, and zero visibility into what SDRs were actually working. In just 14 days, their Growth Sprint...
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MUST LISTEN: What We Taught 100+ GTM Leaders in Our Invite-Only Workshop
🔓 LEAKED: 45 minutes from our invite-only workshop for B2B GTM leaders. We recently held a live workshop for 100+ marketing leaders, CROs, and RevOps pros from companies spanning Spain to Sweden to North America. The session was intense. The chat was on fire. And now we're doing something we…
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AI-Powered GTM Build Using Only ChatGPT in Under ONE HOUR (with Jordan Crawford)
In this HANDS-ON episode of GTM Live, we're ditching theory and building a real go-to-market strategy live—using AI, public data, and a completely different approach to finding and messaging prospects. Join host Amber Williams and special guest Jordan Crawford, the "OG GTM Engineer" and early...
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The 5 Stages of Revenue Transformation – Stage 1: Escaping the Panic Response
When pipeline starts slipping and targets go up, most revenue leaders do the same thing: they panic. They launch new experiments, adopt the latest AI tools, and try to do more, faster, harder. But what if that's exactly what's keeping you stuck? This episode is part of a 5-part series exploring…
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The Hidden Power of Rejection Data in GTM (with Steve Armenti)
On this episode of GTM Live, Carolyn and Amber sit down with Steve Armenti, CEO & Founder of Twelfth Agency and former demand gen leader at Google. Steve shares his journey from corporate marketing to building a thriving agency, and dive into why most revenue teams miss the real story in their...
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Building a Modern Growth Engine with Ashley Lewin
Ashley Lewin has audited 30+ companies in her career and seen the same pattern: marketing teams stuck chasing MQLs while revenue stalls. In this episode, Carolyn and Trevor dig into Ashley’s perspective on why MQLs keep organizations trapped in short-term thinking, and how she’s applying those...
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How to Shift from ‘Marketing-Sourced Pipeline’ to Real Visibility
If your board asks “Why is pipeline down?” and your opportunity dashboards only say marketing-sourced vs. SDR-sourced (AKA the four-funnel model), you’re stuck with surface-level data and left guessing at fixes instead of diagnosing the problem. The real story lives between engagement and...
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Engineering Pipeline You Can Predict
In this episode of GTM Live, Carolyn joins the Growth Activated Podcast as a guest to unpack one of the biggest blind spots in GTM today: what actually happens before an opportunity is created. 99% of GTM teams still can’t see this stage clearly. It’s the “grey area” where SDRs and BDRs are...
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The Attribution Mirage & Why Chasing MQLs Keeps You Stuck
Most GTM teamstoday are missing targets because they're simply measuring the wrong things. In this episode, Carolyn and Amber unpack why attribution is a mirage (it only shows the lucky 2% that become opportunities) and why the MQL hamster wheel keeps smart teams stuck optimizing a tiny slice of...
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Breaking Open the Pipeline Black Box in GTM
Most companies are flying blind at the most important stage in revenue creation. Decisions get made on gut feel, data lives in silos, and leaders can’t answer the simplest question: what’s really working, and what’s not? On this episode of GTM Live, Carolyn and Trevor are joined by their new...
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RevOps as the Architect of Modern GTM (with Mark Turner of Demandbase)
This week on GTM Live, Carolyn and Trevor sit down with Mark Turner, VP of Revenue Operations at Demandbase, to break down how RevOps leaders can build aligned systems, drive better GTM execution, and measure what actually matters. Mark shares how his early background in FP&A shaped his…
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How to Build Mindshare in the New SEO Era (With Sam Dunning)
This week on GTM Live, Carolyn sits down with Sam Dunning, SEO leader and B2B growth expert, to unpack how SEO has dramatically evolved and what top-performing companies must do to adapt. They dive into why traditional SEO—focused on keywords, rankings, and traffic—is now too siloed, and how…
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Designing GTM Like a System with Dave Boyce of Winning by Design
This week on GTM Live, Carolyn sits down with Dave Boyce, Executive Chair at Winning by Design and longtime SaaS builder, to explore why GTM systems are breaking, and what modern companies must do differently to build for predictable, customer-centered growth. They dive into what Dave calls “the...
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GTM Masterclass: How to Actually Measure GTM Performance in B2B SaaS
This week on GTM Live, Carolyn and Trevor walk through a practical, step-by-step breakdown of how companies should be measuring GTM performance—beyond the outdated funnel reports and measurement models that most teams are still relying on. This episode is structured like a mini masterclass…
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Ditch “Who Sourced the Deal”: 5 Data-Driven KPIs to Measure GTM Success
This week on GTM Live, Carolyn unpacks one of the most deeply ingrained—but damaging—habits in B2B go-to-market: measuring success based on which department sourced the deal. While many marketing leaders know this approach doesn’t reflect reality, changing it is hard, especially in legacy orgs…
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How to Get Real ROI from Paid Media (with Megan Bowen)
This week on GTM Live, Carolyn sits down with Megan Bowen, CEO of Refine Labs, to unpack why so many B2B companies are pouring budget into paid media, and still missing revenue targets. They break down what’s really going wrong: not too much paid media, but too much spend on a strategy that…
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MUST LISTEN: The 9 Biggest GTM Dysfunctions in B2B SaaS
This week on GTM Live, Carolyn and Trevor unpack the 9 go-to-market dysfunctions quietly derailing growth at even the most ambitious B2B companies. They dig into why so many teams, despite big budgets, headcount, and tools, are still struggling to drive efficient growth. Spoiler: it’s not the...
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The Ugly Truth About Pipeline (Real Talk for GTM Teams Running on Broken Systems)
This week on GTM Live, Carolyn sits down with Nick Flamini, host of the Sales Architecture Podcast, to explore the real reasons most go-to-market teams are still struggling—despite all the headcount, tools, and budget. They dig into the myth of “more BDRs = more pipeline,” and why most...
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The Hidden Systems Behind REAL Product-Led Growth (with Wes Bush)
Most SaaS teams claim they’re “doing PLG,” but very few are doing it well. This week on GTM Live, Carolyn and Trevor sit down with Wes Bush, CEO of ProductLed, to unpack why product-led growth often fails—and what to do about it. They explore why PLG isn’t just a pricing model or trial strategy,...
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Exposing the Attribution Lie That’s Costing You Millions
Everyone’s analyzing win rates, but too few teams are asking the harder question: how did that opportunity even begin? This week on GTM Live, Trevor and Carolyn break down the most overlooked stage in go-to-market: what happens before a lead becomes a lead. They unpack why early-funnel signals…
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Inside the GTM Black Hole: Why Marketing Can't Prove Impact
Everyone’s trying to grow pipeline, but only few companies are measuring the part of GTM that actually creates it. This week on GTM Live, Trevor and Carolyn expose why the early-stage “signals” that actually drive pipeline are the ones most teams ignore. They dig into the real problem: teams…
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Why Your GTM Strategy Isn’t Working (Hint: Attribution, Data, and Unit Economics)
This week on GTM Live, Carolyn and Trevor dive into the messiness of go-to-market strategy: overspending on pipeline, bad attribution models, and why marketers are often stuck doing RevOps jobs. Carolyn breaks down the trap of chasing new logos without clear ROI, while Trevor shares how his...
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RV240 - The End Of An Era (And Beginning Of A New One) - Go To Market Live Episode 45
After a month-long sabbatical that took him across Australia, New Zealand, and Fiji, Chris Walker returns to Revenue Vitals with a life-changing announcement. In this deeply personal episode, Chris reveals a profound shift in his perspective and purpose that has led him to hand over hosting…
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ABOUT THIS SHOW
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.
HOSTED BY
Passetto
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Frequently Asked Questions
How many episodes does GTM Live have?
GTM Live currently has 620 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is GTM Live about?
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...
How often does GTM Live release new episodes?
GTM Live releases new episodes frequently with a large back catalog of 620 episodes. Check the episode list for recent publication dates.
Where can I listen to GTM Live?
You can listen to GTM Live on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts GTM Live?
GTM Live is created and hosted by Passetto.
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