No BS news about B2B Go-To-Market.
This is GTM News Desk - the show that keeps you ahead with marketing and sales strategies that win and clarity on the experience buyers want.
Mark Kilens and Natalie Marcotullio give it to you straight - what you’re doing wrong, what you’re doing right, and how to level up your GTM game. They dish out the latest trends, buyer behaviours, and proven plays you can put into action now. From aligning sales, marketing, and RevOps to closing deals at a clip you didn’t think possible, this podcast gives you B2B’s greatest playbooks and lays out the ‘tactics’ to avoid like the plague.
Mark and Natalie take their decades of collective experience working with top B2B brands like HubSpot and Drift and combine them with the GTM expert insights you need to create an impactful GTM strategy for your business.
Produced in partnership with Share Your Genius - we handle full-service media production: managing the process, people, and growth. Find our more at www.shareyourgenius.com
We're Pausing GTM News Desk, Here's Everything We Learned
After six months and a run of conversations spanning Reddit, YouTube, website conversion, and onboarding, Mark Kilens (https://www.linkedin.com/in/markkilens/) and Natalie Marcotullio (https://www.linkedin.com/in/natalie-marcotullio/) are hitting pause on GTM News Desk, at least in this format. In their final episode together, they look back at what actually stuck from a season of go-to-market experiments, why "there's no playbook" is the most honest advice they can give anyone joining a startup, and why over-polishing a campaign or a doc is a losing bet in 2026.
They also make their predictions for the next six to twelve months: Natalie argues AI agents becoming the primary buyer is overhyped for now, and Mark thinks the industry is closer to a bubble-bursting moment than most people are willing to admit. Plus, a look at what's to come: Natalie is bringing back her Revenue on the Rocks (https://www.navattic.com/revenue-on-the-rocks) podcast and Mark is launching a new newsletter on people-first go-to-market (https://people-first-gtm.beehiiv.com/).
Jump into the action:
(00:00) Reflecting on where the AI slop cycle stands now
(00:25) Catching up before the show
(02:16) Six months, and a look back at every episode
(03:57) The go-to-market map they've covered, guest by guest
(07:01) Why there's no playbook when you join a startup
(08:55) Prioritizing through experimentation instead of debate
(11:18) Natalie teases the return of Revenue on the Rocks
(12:42) Mark teases a new people-first go-to-market newsletter
(14:47) Prediction: why AI agents won't be buying software yet
(15:39) Prediction: the AI bubble-bursting moment
(18:23) Critical thinking atrophy and AI fatigue
(20:07) Mark's teaser for a Navattic product launch post
Subscribe to Mark’s Newsletter, People-First GTM: https://people-first-gtm.beehiiv.com/ (https://people-first-gtm.beehiiv.com/)
Listen to Natalie’s Podcast, Revenue on the Rocks: https://www.navattic.com/revenue-on-the-rocks (https://www.navattic.com/revenue-on-the-rocks)
Produced in partnership with Share Your Genius: https://shareyourgenius.com/
(https://shareyourgenius.com/)
11 Aug 2026
Why Onboarding at an AI-Native Company Broke Her Definition of Fast with Lindsay O'Brien
What does it actually look like to onboard at a company where AI isn't a nice-to-have, but the operating system? And why does inserting AI into a workflow without thinking first make that workflow worse, not better?
Pragmatico (https://www.pragmatico.ai/) Head of Marketing Lindsay O'Brien (https://www.linkedin.com/in/lindsaykenders/) shares her experiences on what changed for her two months into a fully AI-native company after spending the last year as one of the earliest marketers building Claude skills for brand guidelines. The conversation gets into what actually gets evaluated in an AI-native interview process, why mandating AI adoption through shame backfires, and the Claude skill Lindsay built that plans an entire marketing event end to end.
Lindsay also makes the case for why a unique point of view has to come before any AI workflow, and why skipping that step is the real reason so much AI-assisted content reads as forgettable.
Jump into the action:
(00:00) Why project management eats as much time as the work itself
(00:32) Catching up before the show
(11:45) A full circle moment for Mark, Natalie, and Lindsay
(14:03) How to approach AI change management step by step
(16:46) The Claude Cowork token trap
(20:12) The critical thinking piece: don't outsource your point of view
(23:02) The four-step cycle for company-wide AI transformation
(27:24) The Claude skill that plans an entire marketing event
(33:33) How to pull context straight from the codebase
(36:06) Who owns the deck when anyone can make one
(43:20) Turning marketing into an assembly line
(45:26) Why a unique point of view matters more than more context
(48:07) Will AI ever feel as boring and as useful as Excel
Connect with Lindsay O'Brien: https://www.linkedin.com/in/lindsaykenders/ (https://www.linkedin.com/in/lindsaykenders/)
Produced in partnership with Share Your Genius: https://shareyourgenius.com/ (https://share)
28 Jul 2026
The Reddit Guy Was Right, Now He's Betting on YouTube with Ross Simmonds
Seth Godin asked Google's own AI what happened to the open web over the last decade. The answer named three phases, starting with the death of Google Reader in 2013.
Ross Simmonds (https://www.linkedin.com/in/rosssimmonds/), founder of Foundation (https://www.linkedin.com/company/foundationmarketing/) and the person who was telling B2B brands to get on Reddit back in 2016, joins Mark and Natalie to discuss what that admission actually means for marketers. Ross walks through why he bet on Reddit and Quora years before anyone else cared, how a fantasy football blog in college turned into a content marketing company, and why he thinks YouTube is the next channel everyone is sleeping on.
The conversation also covers the difference between commodity and non-commodity content, why volume plays on programmatic SEO are a fast track to getting deindexed, and how to reverse-engineer what a community actually wants before you post to it.
Jump into action:
(00:00) Why AI is a blessing and a curse for marketers
(00:41) Catching up while moving
(03:43) Seth Godin asked Google's AI what happened to blogs
(11:47) Ross on calling the Reddit wave back in 2016
(17:52) The three times Google admitted to killing the open web
(19:55) Why 10 blue links are never coming back
(24:53) Commodity content versus non-commodity content
(28:48) Turning one report into dozens of micro assets
(29:47) The brand, product, and content marketing trifecta
(39:46) Why leadership teams are pressuring the wrong metrics
(44:24) Why AI visibility tools are still just directional
(49:29) The next underinvested channel is YouTube
(52:13) Ross's take on webinars
Connect with Ross Simmonds: https://www.linkedin.com/in/rosssimmonds/
(https://www.linkedin.com/in/rosssimmonds/)Check out Foundation: https://foundationinc.co/ (https://foundationinc.co/)
Read Blogs, Traffic, and Google by Seth’s Blog: https://seths.blog/2026/06/blogs-traffic-and-google/ (https://seths.blog/2026/06/blogs-traffic-and-google/)
Produced in partnership with Share Your Genius: https://shareyourgenius.com/ (https://share)
Who has been a guest on GTM News Desk
Names identified in recent episode analyses. Showing up to five guests.
Brie Aletto
Josh Allen
Katie Berg
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
YouTube views
237,787
Score snapshot 15 Sept 2025
Apple Podcasts (US)
5.0 / 5
6 ratings
Spotify
5.0 / 5
1 ratings
Podcast Authority Score: 52 / 100
A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.
Quality
55
Social presence
0
YouTube
93
Engagement
32
Host of GTM News Desk?
Claim your podcast to manage its listing and keep your show details accurate.
Pod Engine is an independent podcast discovery and analytics service and is not affiliated with or endorsed by this podcast. Artwork and show content belong to their owners. Full legal notice.
Explore this show Podcast research with Pod Engine
