Notes from the show
Long-form pieces on GTM, sales, product marketing, and the messy work of scaling B2B, from the operators actually doing it. Written between episodes.
- 31
What's Left for the Human Rep: A Conversation with Justin Fite
Justin Fite, a 30-year sales operator with five exits, on why AI works on the cognitive layer, how production overruns a wobbly go-to-market, what only human reps can still do, message drift before a stall, and why he always blames the system first.
·13 min read·Sales / AI / GTM - 32
Distribution Beats Product: A Conversation with Elston Baretto
Elston Baretto, bootstrapped founder of Tiiny Host, on crossing a million users by doing boring work every day, why leaving a big job lowered his risk, finding the one distribution channel that works, and why an average product with great distribution wins.
·13 min read·GTM / Product / AI - 33
It Can't Be Messy, It Has to Work: A Conversation with Kas Szatylowicz
Fractional marketing lead Kas Szatylowicz on why traffic is a vanity metric, foundations before experiments, running PLG and enterprise at once, and why clarity is the one thing that stops teams burning out.
·8 min read·GTM / Content - 34
Fast Growth Is the Phase That Lies: A Conversation with Monika Mikowska
Monika Mikowska, co-founder of the UX agency Mobee Dick, on why fast growth is the phase that deceives founders, the cash-flow blind spot that nearly bankrupted her, working on the company versus in it, and measuring success in vitality, not revenue.
·10 min read·Leadership / Product - 35
It's Account-Based Experience, Not Marketing: A Conversation with Aleksandra Rakowska
Aleksandra Rakowska, head of growth marketing at Kpler, on why ABM should be ABX, using strategic friction instead of chasing volume, why most intent data is noise, the messy real funnel, and why storytelling is half the game in enterprise growth.
·9 min read·GTM / Sales - 36
Ads Don't Build Brands, Stories Do: A Conversation with Olivia Dumnicka
Olivia Dumnicka, founder of the UGC agency SWAI, on why organic content is replacing ads, why nano creators out-convert big names, TikTok as the new search engine, and why consistency beats chasing virality.
·9 min read·Content / Positioning