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GTM News Desk

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by Mark Kilens

5.0(7 reviews)
46 episodes
Updated Weekly
Accepts GuestsHas SponsorsLocation 🇺🇸
52

Podcast Authority

Beta
FairBased on show quality, social media presence, reviews, charts, and more
Pod Engine
Quality55
Social0
YouTube93
Engagement32
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Podcast Overview

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

Language

🇺🇲

Publishing Since

6/24/2024

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52

Podcast Authority

Beta
FairBased on show quality, social media presence, reviews, charts, and more
Pod Engine
Quality55
Social0
YouTube93
Engagement32
Learn more
7
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10
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36 minutes
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good
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28 episodes over 1.2 years

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Recent Episodes

Episode thumbnail for The Go-to-Market Operating Model Built for Scale with Greg Leach

June 16, 2026

The Go-to-Market Operating Model Built for Scale with Greg Leach

<p>What happens when your GTM team grows fast but your operating model doesn't keep up? Who owns the funnel when marketing, sales, product, and CS are all pulling in different directions? And why does expansion revenue keep getting treated like an afterthought?</p><p><br></p><p><a href="https://www.linkedin.com/in/greg-leach-87234128/">Greg Leach</a>, GM &amp; Product-Led SaaS Operator at <a href="https://www.7shifts.com/">7shifts</a>, has built a cross-functional pod structure that puts a single-threaded owner over every stage of the funnel. He breaks down exactly how it works, from new business to expansion, and why org design and operational rigor might be the most underrated competitive advantages at the scale-up stage.</p><p><br></p><p>Greg also shares how PLG drives the majority of 7shifts' expansion revenue, why the first 30 days with a customer should never involve a sales pitch, and how to think about fit, intent, and revenue potential as a framework for knowing when to sell and when to nurture.</p><p><br></p><p><strong>Jump into the action:</strong></p><p>(00:00) How 7shifts structures GTM accountability across the entire funnel</p><p>(02:15) Why only 15–20% of people use AI daily</p><p>(05:08) Comparing AI to the Industrial Revolution misses the point</p><p>(09:42) Why most things being called "agents" are really just workflows</p><p>(13:11) How Greg Leach went from growth PM to owning expansion revenue at 7shifts</p><p>(15:31) Why expansion revenue gets neglected and who should actually own it</p><p>(17:39) How single-threaded pod ownership eliminates GTM finger-pointing</p><p>(22:00) Why optimizing for lead quality beats optimizing for lead volume</p><p>(25:20) How 7shifts divides its GTM motion across three distinct pods</p><p>(27:22) The first 30 days post-conversion should focus on activation, not selling</p><p>(29:00) How 7shifts uses fit, intent, and revenue potential to prioritize expansion accounts</p><p>(36:46) How feature paywalls and plan trials power self-serve expansion</p><p>(46:14) The reason why org design and operational rigor matter more as you scale</p><p><br></p><p>Connect with Greg Leach:<a href="https://www.linkedin.com/in/%5Bgregleach%5D/"> </a><a href="https://www.linkedin.com/in/greg-leach-87234128/">https://www.linkedin.com/in/greg-leach-87234128/</a> </p><p>Learn more about 7shifts:<a href="https://www.7shifts.com/"> </a><a href="https://www.linkedin.com/company/7shifts/">https://www.linkedin.com/company/7shifts/</a></p><p>Read the full article, Am I An Agent?: <a href="https://adventuresinclaude.ai/posts/am-i-an-agent/">https://adventuresinclaude.ai/posts/am-i-an-agent/</a></p><p>Watch The most rational take on AI you’ll hear this year with Lenny Rachitsky:  <a href="https://www.youtube.com/watch?v=BD3vLtWhT5A">https://www.youtube.com/watch?v=BD3vLtWhT5A</a></p><p><br></p><p>Produced in partnership with Share Your Genius:<a href="https://shareyourgenius.com/"> https://shareyourgenius.com/</a></p><p><br></p>

Episode thumbnail for Your Website Is Committing Conversion Crimes with Sahil Patel

June 2, 2026

Your Website Is Committing Conversion Crimes with Sahil Patel

<p>Why do so many B2B homepages look identical? Why does showing your product add 19% to conversion rates, and why is almost nobody doing it? And what does getting people to show up to a dinner have in common with getting people to click your CTA?</p><p><a href="https://www.linkedin.com/in/sahilpatel/"><br>Sahil Patel</a>, founder of<a href="https://spiralyze.com/"> Spiralyze</a> and host of <a href="https://www.youtube.com/@CROCrimes">CRO Crimes</a>, makes the case that brand and conversion aren't opposites — they're flip sides of the same coin. He walks through the most common, most fixable mistakes B2B marketers make on their websites, why animation almost always cannibalizes your primary CTA, and the dead-simple one-second test that can settle a homepage debate faster than any internal deck.</p><p>Sahil also shares what he learned building Above the Fold, his first conference, including why you should draft off five other people's events before you ever try to throw your own.</p><p><strong>Jump into the action:</strong></p><p>(00:00) AI-powered on everything? Only if it actually works </p><p>(00:30) Would you run this: prospect dinners in the age of event saturation </p><p>(03:10) The real show rate math and why you need to invite way more people than you think </p><p>(04:25) Why conference co-located dinners only work with a 1:1 sales motion </p><p>(11:06) Meet Sahil Patel, founder of Spiralyze and host of CRO Crimes </p><p>(13:37) Event drafting: how Sahil built Above the Fold next door to Spring </p><p>(15:37) Good events are back but "if you build it, they will come" is over </p><p>(19:33) Why a CRO agency invested in brand, events, and community </p><p>(23:16) Brand vs. conversion: diametrically opposed or flip sides of the same coin? </p><p>(25:35) Mark's live A/B test question: monthly vs. annual pricing on the pricing page </p><p>(30:29) The #1 CRO mistake: not showing the product (and it adds 19% conversion) </p><p>(38:31) The one-second test and the competitor headline swap </p><p>(41:34) How AI and customer voice can actually win the internal headline fight </p><p>(46:00) Why everyone should be using Winter to get ICP feedback on their copy </p><p>(47:40) Let the customer quotes do the work in the room</p><p><br>Connect with Sahil Patel:<a href="https://www.linkedin.com/in/sahilpatel/"> https://www.linkedin.com/in/sahilpatel/<br></a><br></p><p>Check out Spiralyze:<a href="https://spiralyze.com/"> https://spiralyze.com/</a></p><p><br>Check out CRO Crimes:<a href="https://www.youtube.com/@CROCrimes"> https://www.youtube.com/@CROCrimes</a></p><p><br>Produced in partnership with Share Your Genius:<a href="https://shareyourgenius.com/"> https://shareyourgenius.com/</a></p>

Episode thumbnail for The Onboarding Framework That Still Works in the Age of AI with Ramli John

May 19, 2026

The Onboarding Framework That Still Works in the Age of AI with Ramli John

<p>What happens when you skip the "why" and go straight to the build? What does AI fatigue actually feel like from inside a product team? And why does the best user onboarding still start with a human conversation, not a vibe-coded prototype?</p><p><br></p><p><a href="https://www.linkedin.com/in/ramlijohn/">Ramli John</a>, founder of <a href="https://www.delightpath.com/">DelightPath</a> and author of Eureka, pushes back on the ship-it-and-see mindset sweeping through B2B. He explains why reducing time-to-value too aggressively can wreck week-one retention, how friction is actually necessary for learning, and why the teams winning with AI right now are the ones going deep on one thing, not wide on twenty.</p><p><br></p><p>Ramli also shares a first look at his upcoming book, Delightful Intelligence, and why the principles behind great onboarding haven't changed just because there's a chat box on the screen.</p><p><br></p><p><strong>Jump into the action:</strong></p><p>(00:00) Why AI acts like an eager intern who agrees with everything</p><p>(02:37) Pew Research: More US adults concerned about AI than excited </p><p>(04:16) AI fatigue is real—news cycles, layoffs, and broken efficiency promises</p><p>(08:27) The shortcut mindset AI is creating inside teams</p><p>(12:24) What the best AI models look like </p><p>(17:10) Meet Ramli John, founder of DelightPath</p><p>(19:59) Why great onboarding in the AI era still starts with core principles</p><p>(25:32) The EUREKA framework: a cross-functional approach to onboarding</p><p>(30:12) Why friction is not the enemy in user onboarding</p><p>(35:00) Chat interfaces vs. MCPs: What actually reduces onboarding friction</p><p>(40:44) The blank page problem and why "it can do anything" is terrible UX</p><p>(43:32) How many product updates can your users actually absorb?</p><p>(45:49) The right way to roll out a navigation change</p><p>(49:45) Why human conversations matter more than ever in a vibe-coded world</p><p>(52:16) Why Claude is beating OpenAI by playing the long game</p><p><br></p><p>Connect with Ramli John: </p><p><a href="https://www.linkedin.com/in/ramlijohn/">https://www.linkedin.com/in/ramlijohn/</a></p><p>Check out DelightPath: </p><p><a href="https://delightpath.com/">https://delightpath.com/</a></p><p>Get Eureka: The Product Onboarding Playbook for High-Growth B2B Companies: <a href="https://www.damngravity.com/products/eureka-by-ramli-john">https://www.damngravity.com/products/eureka-by-ramli-john</a> </p><p><br></p><p>Produced in partnership with Share Your Genius: </p><p><a href="https://shareyourgenius.com/">https://shareyourgenius.com/</a></p><p><br></p><p><strong>Resources:</strong></p><p>Key findings about how Americans view AI: </p><p><a href="https://www.pewresearch.org/short-reads/2026/03/12/key-findings-about-how-americans-view-artificial-intelligence/">https://www.pewresearch.org/short-reads/2026/03/12/key-findings-about-how-americans-view-artificial-intelligence/</a></p><p>The 2026 AI Index Report: <a href="https://hai.stanford.edu/ai-index/2026-ai-index-report">https://hai.stanford.edu/ai-index/2026-ai-index-report</a></p>

46 total episodes available

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What is GTM News Desk?

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

How often does this podcast release new episodes?

This podcast updates weekly.

Where can I listen to this podcast?

This podcast is available on 9 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.

Does this podcast accept guests?

Information about guest appearances is not available.

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