GTM Live The Ugly Truth About Pipeline (Real Talk for GTM Teams Running on Broken Systems)
May 22, 2025
Carolyn Dilks, co-founder of Passetto, dives into the intricacies of go-to-market team struggles with Nick Flamini. They debunk the myth that more BDRs equal more pipeline and tackle the true causes of go-to-market bloat, emphasizing the need for better data and cross-functional alignment. Carolyn discusses how trust, not just volume, is vital in outbound efforts. The conversation stresses the importance of collaboration between finance and marketing to achieve sustainable growth and effective decision-making, providing a fresh perspective on pipeline management.
AI Snips
Chapters
Transcript
Episode notes
Leaders Lack Financial Acumen
- Leaders in revenue organizations often lack financial acumen related to GoToMarket ROI and unit economics.
- Without connecting GoToMarket spending to business outcomes, companies grossly underestimate acquisition costs.
Data, Not People, Breaks GTM
- GoToMarket dysfunction comes from broken data and process, not bad people or teams.
- Most companies have a "black hole" in tracking prospecting data before the sales cycle begins.
Avoid Overhiring BDRs
- Avoid overhiring BDRs as more headcount doesn't guarantee more revenue.
- Use data to identify the right investment and improve pipeline efficiency before growing teams.