GTM Live
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We cut through the noise & ditch outdated playbooks.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.
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We cut through the noise & ditch outdated playbooks.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
Mentioned books
Oct 20, 2023 • 11min
RV 115 - The Five Core Stages of Revenue Strategy
The podcast discusses operating models and data models in revenue strategy, emphasizing the need for marketing leaders to understand and define these models for alignment and success. It explores the shift in attribution models and introduces the five core stages of revenue strategy. The importance of using opportunities as the main measure is highlighted.
15 snips
Oct 15, 2023 • 33min
RV 114 - The Future of Rev Ops: Breaking Down the Myths and Misconceptions | RevOps 500 Podcast
Chris interviews Sajeel Qureshi on the Rev Ops 500 podcast. They debunk myths about Rev Ops and emphasize the need for strategic and tactical functions. They introduce HIRO Pipeline, a new operating model that focuses on standardized data and account activations. They also discuss the outdated demand waterfall model and the importance of aligning teams based on data-driven insights.
19 snips
Oct 13, 2023 • 15min
RV 113 - Shifting Trends and Metrics in Revenue Growth Strategies
The podcast discusses the shift in the market towards efficient growth, the use of CAC payback period for evaluating marketing ROI, the difference between demand capture and demand conversion, and the importance of considering all revenue channels. It also explores revenue generation strategies and the role of primary customer research in driving a go-to-market strategy.
Oct 10, 2023 • 27min
RV 112 - Improving Marketing Strategy for Real Estate Brokerage: Consultative Session
Cameron Evans, real estate brokerage firm consultant, joins for a consultative session. Key topics include focusing on revenue-generating agents, collecting qualitative data to create a unique value proposition, leveraging social media platforms like TikTok and Facebook for wider reach and engagement, and adding a secondary content creation pillar to enhance marketing strategy.
6 snips
Oct 6, 2023 • 46min
RV 111 - Pipeline Inflation Explained (w/real data)
The podcast discusses the importance of distinguishing between opinions and data-driven insights, using a real-life example of inflated pipeline and missed targets. It proposes a new operating model for go-to-market strategies, emphasizing the need for data science and standardization in analyzing market research. The concept of pipeline inflation and data-based definitions for strategic decision making in B2B sales is explored, along with the process of expanding and cross-selling products.
7 snips
Oct 3, 2023 • 55min
RV 110 - Boosting Conversions and Optimizing Demand Generation Strategies | Donuts & Demand
LaShanda Jackson and Chris discuss the definition of demand gen, tips for success, and favorite campaigns. They emphasize the importance of always-on programs, risks in one-time campaigns, and strategies for boosting conversions. They also cover the differences between creating and capturing demand, the use of metrics and attribution systems, relying on first-party data, and optimizing for closed-won revenue and qualified pipeline.
20 snips
Oct 1, 2023 • 54min
RV 109 - MUST LISTEN: Manufacturing Revenue is a Science… | SassyTalk Podcast
Chris, a guest who shares insights on demand capture, demand creation, and revenue operations for early-stage B2B companies, emphasizes the need for a data-driven approach to marketing. He discusses the disadvantages of the traditional MQL hamster wheel model and suggests companies should focus on performance-based objective data. Chris highlights the challenges faced by scaling companies and the importance of finding efficient ways to drive growth. Additionally, he discusses the importance of pricing and how it should be listed on the website based on customer preferences.
Sep 29, 2023 • 12min
RV 108 - Data & Patterns You Need to Know for 2024 Planning
The podcast discusses the problems of understaffed revenue operations in B2B companies and the need for prioritization and investment in this function. It also challenges existing practices and frameworks. Other topics include misconceptions about demand creation, strategies for improving marketing results with data, challenges in operationalizing products for effective go-to-market motions, and the importance of the whole customer journey.
33 snips
Sep 26, 2023 • 29min
RV 107 - Dark Social and Demand Generation in B2B Marketing | Nex6
Chris, a B2B marketing expert, discusses the need for a holistic revenue team approach in demand generation. He highlights the underappreciated concept of dark social in B2B marketing and challenges flawed measurement models. Chris emphasizes the importance of understanding customers deeply and encourages companies to leverage platforms like LinkedIn and Facebook for effective marketing. He also discusses the significance of internal thought leaders, adopting a customer-centric approach in content strategy, and thinking differently about attribution in B2B marketing.
15 snips
Sep 24, 2023 • 29min
RV 106 - Re-Evaluate Your Metrics to Drive Revenue Growth | SaaS Metrics Palooza
Chris, guest speaker at SaaS Metrics Palooza, discusses reevaluating marketing metrics and strategies to drive revenue growth. He emphasizes the shift from lead to demand generation, aligning marketing and sales efforts, allocating budgets based on revenue process stages, and analyzing sales velocity and buyer intent. Bold strategies are necessary for significant pipeline and revenue growth.
