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/
Our sources from today’s headlines:
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.