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.
