Can marketing and sales really operate as one team rather than in parallel?
Are B2B leaders actually hungry for more automation, or are they feeling overloaded by it?
What does a partnership between marketing and sales look like when deals are on the line?

We get into all of it in this episode of GTM News Desk. Ellen Rataj, VP of Sales at EasyLlama, opens up about simplifying the sales motion, creating a pipeline with intention, and building trust across teams. She also breaks down what thoughtful outreach really means today, why the messenger matters, and the role enablement plays in helping reps navigate constant change.

Jump into the action:

(00:00) Welcome to GTM News Desk

(00:38) Why marketing and sales work better as one team

(06:04) What B2B teams are getting wrong about automation

(09:56) Ellen Rataj on pipeline creation and outreach that lands

(13:47) Simple sales motions that create more momentum

(17:41) Why alignment starts with shared responsibility

(20:27) Rethinking enablement for today’s buyer

(23:26) Leading teams through change with clarity and intent

To hear Ellen’s perspective on using transparency to speed up decisions, building trust through shared context, and what real GTM maturity could look like inside a revenue team, check out the extended conversation on TACK Insider: https://tackinsider.com/

Connect with Ellen Rataj: https://www.linkedin.com/in/ellenrataj/

This episode is sponsored by ZoomInfo and produced in partnership with Share Your Genius

Why do so many B2B sales motions still feel stuck?

If buyers say they want partnerships, why do so few deals feel like one?

And what happens when every team aligns around delivering real value instead of pitching it?

That’s the conversation on this episode of GTM News Desk. Ryan Schultz, CEO of DIVACS, joins Mark and Rachel to discuss why most companies lose sight of value after the deal is signed — and how to fix it. He talks about building trust between sales and customer success, why acronyms won’t save your process, and how to turn renewal into a continuous value story.

Jump into the action:

(00:00) Welcome to GTM News Desk

(01:28) Why B2B sales still miss the mark on value

(09:05) Nobody in B2B wants more AI SDRs

(13:00) Meet Ryan Schultz, Founder and CEO of DIVACS

(15:01) Why most sales teams fail to align on value

(19:46) Turning features into stories that prove ROI

(24:12) When the product stands in the way of showing value

(27:10) How to teach teams to sell with value

(29:34) The difference between value, outcomes, and impact

(32:33) Building a shared language of value across go-to-market teams

Connect with Ryan Schultz: https://www.linkedin.com/in/ryanmaschultz/

This episode is sponsored by ZoomInfo and produced in partnership with Share Your Genius

Can customer obsession really drive sustainable growth, or is it just a buzzword?
Is your team aligned to create a seamless customer experience?
How do you turn data into actionable insights for better customer journeys?

In this episode of GTM News Desk, Kirsty O’Sullivan, SVP of Customer Experience at ZoomInfo, shares her insights on the power of customer obsession in driving growth. She discusses how aligning sales, marketing, and customer success teams can create a unified customer journey, why data plays a crucial role, and how fostering a customer-first culture is key to long-term success. Don’t miss Kirsty’s proven strategies for building lasting customer relationships that lead to tangible, measurable impact.

Our sources from today’s headlines:

• Top 11 B2B Marketing Case Studies [2025]
• AI Voiced audio recaps “how do we feel about this?” (example)
• Chelsea Castle’s LinkedIn post

This episode is sponsored by ZoomInfo and produced in partnership with Share Your Genius