In this episode of GTM Vault, host Rick Koleta unpacks the hidden pattern behind companies that scale predictably. We break down why clarity, alignment and operating rhythm beat raw activity, and how elite CROs create systems where execution becomes consistent across Marketing, Sales and Customer Success. Amber reveals her AAA diagnostic for the first 30 to 60 days, how to remove friction from fast-moving GTM engines and why industry-focused selling creates repeatable outcomes at scale.

Guest Amber Brooner of XTEL shares the frameworks she has used across SAP, Salesforce, PagerDuty and Informatica to lead global GTM teams through transformation. She shows how to build trust through uncertainty, why alignment eliminates revenue drag, and where AI is already making the biggest impact in forecasting, pricing and frontline execution. We also dig into the leadership traits that matter, the metrics that actually signal performance and the system cadence that turns a complex organization into a predictable revenue engine.