Uniting Teams Under One Customer Journey And KPI with Josh Allen

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 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 Rachel Elsts Downey 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 Rachel 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.