GTM News Desk

How is go-to-market strategy evolving in a world of shifting buyer expectations?

What role does AI play in reshaping sales, solutions engineering, and customer success?

Why are traditional sales playbooks breaking down, and what comes next?

Those are the three big topics we’re covering in this episode of GTM News Desk. We’re joined by James Kaikis, CRXO at TestBox, who shares insights on the convergence of trends reshaping B2B sales, the rise of solutions engineering, and how companies can move beyond transactional selling to become true strategic partners.

Jump into the action:
(00:00) Welcome to GTM News Desk
(02:44) Why traditional sales playbooks are breaking down
(06:31) Becoming a strategic partner instead of just a vendor
(09:42) The role of AI and shifting buyer expectations
(12:28) Aligning sales, solutions, and customer success teams
(15:47) The impact of accountability on software adoption
(18:56) Overcoming barriers to unifying go-to-market teams
(22:21) Building a business with customer intent in mind

To hear James Kaikis’ insights on redefining sales engagement, building customer trust, and the future of solutions teams, check out the extended conversation on TACK Insider: https://tackinsider.com/

Connect with James Kaikis: https://www.linkedin.com/in/jameskaikis/

Our sources from today’s headlines:
Google won't add fact checks despite new EU law: https://www.axios.com/2025/01/16/google-fact-check-eu 
Key shifts redefining the future of go-to-market strategy: https://martech.org/2025-gtm-forecast-key-shifts-redefining-the-future-of-go-to-market-strategy/ 

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

What is GTM News Desk?

Welcome to GTM News Desk, the podcast where Mark Kilens and Rachel Elsts Downey bring you real talk backed by real action. Twice a month, we cut through the noise to deliver the essential resources, news, and expert takes you need to create impactful, People-first GTM motions. From trending topics to clickbait headlines, we sift through the clutter to highlight what truly matters in the world of B2B Go-to-Market.

With nearly 25 years of combined experience working with top B2B brands like Drift and HubSpot, we’re sharing our insights and advice to help you navigate the best (and worst) GTM strategies. Whether you’re a startup founder or a CMO, tune in to GTM News Desk for analysis, candid discussions, and actionable tips that prioritize people and drive real results.