Why does “alignment” fall short when GTM teams need to move as one?

What language and behaviors actually drive unity across sales, marketing, and product?

What does it take to operationalize a GTM strategy that every team can execute?

Those are the three big topics we’re covering in this episode of GTM News Desk. Josh Allen, CRO at Quickbase, joins us to share what gets in the way of true team unity, how to structure your GTM motion around shared goals, and why every team, not just sales, needs to carry the same urgency and accountability.

Jump into the action:

(00:00) Welcome to GTM News Desk
(13:41) Defining 'united' vs. 'aligned' in GTM
(14:26) Why disconnected KPIs break team unity
(15:04) The danger of one dominant GTM function
(16:07) How short-term wins can hurt long-term customer relationships
(20:54) Why the CEO must be the driver of GTM alignment
(22:49) What 'people-first' GTM really means
(24:34) What we can learn from Raycast’s 'hype team' model
(30:24) How CarGurus became Josh Allen's best-case example of GTM unity

To hear Josh’s perspective on RevOps maturity, system-level execution, and what it really takes to scale a united GTM motion, check out the extended conversation on TACK Insider: https://tackinsider.com/

Connect with Josh Allen: https://www.linkedin.com/in/josh-a

Our sources from today’s headlines:

• The Future of Revenue Report: https://www.joinpavilion.com/resource/the-future-of-revenue-report

Produced in partnership with: https://shareyourgenius.com/

What does it take to turn customer experience into a growth engine?

How can AI and data actually bring teams closer to their customers instead of further away?

What gets in the way of a united go-to-market motion, and how can companies fix it?

Those are the three big topics we’re covering in this episode of GTM News Desk. Kirsty O’Sullivan, SVP of Customer Experience at ZoomInfo, shares how her team uses AI to personalize onboarding at scale, how they measure GTM maturity across thousands of accounts, and why true customer obsession starts with listening well.

Jump into the action:

(00:00) Welcome to GTM News Desk

(01:44) Why the status quo kills brand connection

(03:38) Dell’s IT Squad campaign and the untapped power of Reddit

(05:18) Why the messenger matters more than the message

(07:39) How customer trust and brand meaning go hand in hand

(09:34) Call me GPT and the reality of AI fatigue in B2B

(12:41) How ZoomInfo uses data and AI to build trust at scale

(17:38) What go-to-market maturity really means at ZoomInfo

(25:01) Using onboarding as a mirror for customer obsession

(31:36) How ZoomInfo aligns teams to personalize customer success

To hear Kirsty’s perspective on customer-centric growth, operationalizing voice of the customer, and building a GTM strategy that connects every team, check out the extended conversation on TACK Insider: https://tackinsider.com/

Connect with Kirsty O’Sullivan: https://www.linkedin.com/in/kirsty-o'sullivan/

Our sources from today’s headlines:

• Top 11 B2B Marketing Case Studies [2025]
• AI Voiced audio recaps “how do we feel about this?” (Example here)
• Chelsea Castle’s LinkedIn post

Produced in partnership with: https://shareyourgenius.com/

We have some breaking news at GTM News Desk.

A new era begins as we welcome a fresh voice to the show.

After 18 episodes of insights, debates, and plenty of laughs, Nick is signing off. As he and Mark reflect on their time hosting together, they share lessons learned, favorite moments, and the relationships that shaped the show.

And stepping into the newsroom is Rachel Elsts Downey, bringing a new perspective, new conversations, and the same commitment to exploring people-first go-to-market strategies.

Jump into the action:

(00:00) Welcome to GTM News Desk

(01:46) Introducing new co-host: Rachel Elsts Downey

(02:45) Reflecting on the previous 18 episodes
(04:37) Rachel on her future at GTM News Desk

To hear the full conversation about the past, present, and future of GTM News Desk, head over to TACK Insider: https://tackinsider.com/

Connect with Rachel Elsts Downey: https://www.linkedin.com/in/rachelelstsdowney/

Produced in partnership with: https://shareyourgenius.com/