In this episode of Go To Market, Dr. Amy Cook sits down with Michelle Pietsch, the early-stage sales team architect and Co-Founder of Beacon GTM, to sort through the messy middle between product-market fit and scalable revenue.  With battle-tested experience scaling sales orgs at Datadog, Drift, and Dooly, Michelle shares tactical advice for founders, sales leaders, and marketers who are grappling with one key question: how do we grow—realistically? Michelle outlines the foundational pillars of go-to-market success, including data-backed planning, cross-functional alignment, and betting on the right sales plays, and explains why unrealistic growth expectations often stem from missing context, poor metrics tracking, or a lack of organizational accountability. Whether you're a founder preparing for your first funding round or a sales leader tasked with building a GTM motion from scratch, this episode is your playbook for turning potential into predictable performance. Listen now to discover how Michelle stays at the top of her game by pushing boundaries, taking on uncomfortable challenges, and bringing structure to chaos while empowering others to do the same.     

Ver todos los episodios