This week on GTM Live, Carolyn sits down with Nick Flamini, host of the Sales Architecture Podcast, to explore the real reasons most go-to-market teams are still struggling—despite all the headcount, tools, and budget.

They dig into the myth of “more BDRs = more pipeline,” and why most organizations are missing the data, architecture, and cross-functional alignment required to scale efficiently.

Carolyn explains why “go-to-market bloat” is a symptom of deeper system issues, not bad people. She shares how Passetto is helping companies rethink how they connect marketing, sales, finance, and RevOps through a unified GTM data layer.

Nick challenges the hype around AI in outbound, and the two unpack why trust, process, and measurement (not volume) are the levers that matter most.

If you’ve ever questioned whether your CAC is actually sustainable, or felt stuck trying to prove marketing’s impact, this episode is your blueprint.

Key topics in this episode:

Why most CRM data is unusable, and what to do about it
The epidemic of go-to-market bloat and over-hiring
How AI is flooding outbound and eroding trust
Why finance must own more of GTM efficiency
The trap of MQL targets and performance by team
What it takes to build a real full-funnel revenue factory

This episode is powered by ⁠Passetto⁠. We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit ⁠passetto.com

The Ugly Truth About Pipeline (Real Talk for GTM Teams Running on Broken Systems)

GTM Live

The Ugly Truth About Pipeline (Real Talk for GTM Teams Running on Broken Systems)