The Pipeline Black Box: Why Your GTM Factory Stalls (and How to Fix It)

#31 – What’s really happening inside your GTM engine before opportunities are created? That hidden stretch - what today’s guest calls the pipeline black box - may be the single biggest blind spot in B2B growth.

Four-time marketing leader Carolyn Dilks (ex–VP Marketing, now Co-Founder at Passetto and co-host of GTM Live) joins host Mandy Walker to unpack how revenue teams can finally see what’s working, what’s wasting resources, and how to engineer predictable pipeline.

You’ll learn:

• The Pipeline Black Box: Why it matters and what most teams miss before opp creation.
• Handraisers vs. MQLs: Why meetings - not MQLs - are the metric that actually matters.
• Attribution Myths: Where attribution helps, where it misleads, and the better metrics to run your GTM factory.
• Pipeline Ownership: How to align sales, marketing, and RevOps around system-level accountability.
• Planning Implications: How to defend budget, stop vanity metrics, and prioritize what drives growth.

About our guest:
Carolyn Dilks is a four-time marketing executive and the Co-Founder/CEO of Passetto, an advisory + instrumentation platform helping B2B revenue teams unlock their pipeline black box. She also co-hosts GTM Live, where she and her co-founders share lessons from building modern go-to-market systems.

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