Carolyn Dilks

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.

Carolyn Dilks, CEO and co-founder of Passetto, is a seasoned marketing leader with a focus on unraveling the complexities of GTM strategies. In this discussion, she illuminates the often-overlooked 'pipeline black box' that obscures pre-opportunity activities. Carolyn advocates for a trigger-first approach to sales, emphasizing the need to track engagement metrics like connect rates and time-to-meeting. She also critiques traditional MQLs and encourages marketing leaders to embrace accountability and visibility for more predictable pipeline outcomes.