Welcome to GTM Vault – trusted by 25,000+ GTM leaders building the future of revenue.
This week’s guest is Christina Brady, CEO and co-founder of Luster – a next-generation GTM enablement platform. With nearly two decades in SaaS sales leadership (from roles at Groupon, Glassdoor, and Spekit) and a deep commitment to people-first growth, Christina is now leading a movement in GTM: Predictive Enablement – using AI plus real-time data to reveal where reps are poised to falter, and intervene before revenue leaks.
Inside this episode:
Why traditional enablement still fails the best GTM teams – the “what do you think you need” trap and one-size-fits-all training.
The anatomy of predictive enablement: Diagnose → Predict → Prescribe – integrating call-data, calendar insights, content usage, and skill-maps.
How AI becomes a human-centric accelerator – you want the human in the lead, AI in the system.
Early wins: e.g., 50% faster ramp, big upticks in ACV, reduction in mistakes before they impact deals. Read the announcement →
Culture, growth and the GTM engine: Christina’s move from operator to founder, and how she scales an AI-native GTM system without losing her people.
This episode is for founders, CROs, RevOps and GTM operators who are scaling revenue teams and want alignment across Marketing, Sales & CS – where readiness, data and cadence outpace brute force.
Highlights
From noise to signal: Use real data (calls, calendar, content usage) to identify which rep is at risk of a revenue-impacting mistake.
Don’t train first – diagnose first. Build a proficiency map before you build training.
AI isn’t the mandate – it’s the amplifier: Use AI to surface insights and free humans for high-value work.
From reactive to proactive: Imagine knowing this week’s leaks before they leak.
Culture fused with tech: Scaling GTM means systems, cadence, and human creativity aligned.
Frameworks & Playbooks from the Episode
Proficiency Map Blueprint – Qualitative + quantitative skills per role/tenure → enables bespoke readiness.
Diagnostic → Predictive → Prescriptive Engine – Data inputs (CRM, content, calendar) feed predictions → trigger role play/coaching.
AI-Amplified Enablement Stack – Human strategic roles + AI for insight/administration = scalable GTM engine.
Culture-Tech Union – Talent strategy, trust, feedback loops + systems and cadence to deliver sustainable GTM growth.
Referenced Tools & Concepts
Luster (Predictive Enablement), role-play simulations, skill maps, call-calendar-content data integration.
Recommended Books
Radical Candor – Kim Scott
Who Moved My Cheese – Spencer Johnson
Takeaways for your revenue engine
Stop assuming reps know their gaps and treat the team the same. Build a readiness graph for each rep.
Align Marketing, Sales & CS through a shared data layer: same metrics, same hypotheses, same cadence.
Audit your enablement stack: How many tools do you have that train? How many that diagnose?
Treat enablement as a system, not a department: It should cover hiring → onboarding → execution → ongoing readiness.
We discuss
03:34 – The gap in traditional enablement
05:50 – Defining Predictive Enablement
08:33 – Role of point-solutions vs readiness systems
10:20 – Signals: CRM, calendar, content, call data
15:11 – AI hype vs real value in enablement
17:01 – Designing human-AI collaboration
20:25 – Advice for revenue leaders modernizing enablement
22:00 – Founder mindset, culture & GTM engine
24:32 – Org design, category design & future of roles
27:57 – Mind-shift for leaders adopting predictive systems
29:47 – AI’s impact on sales, enablement & revenue leadership
30:55 – The world of GTM in 2030
38:06 – Rapid-Fire segment: metrics, lessons, roles
What you should do this week
Pick one role in your GTM org (e.g., SDR or AE) and map the three key skills that drive performance in that role.
Pull in one data stream you’re currently not using for readiness (e.g., calendar + persona on call, content consumption, rep self-assessment) and plan to integrate it.
Run a mini-experiment: select two reps with similar quota coverage – run one through a readiness map + tailored intervention and compare outcomes in 4–6 weeks.
Why this matters for scaling
As you scale GTM operations, growth comes when you reduce the leaks: rep attrition, bad hires, missed ramp metrics, unpredictable revenue. The fix: move from “train everybody” to “ready each person”. Christina’s work at Luster shows how you shift from firefighting to foresight – and that is where growth becomes repeatable, not random.
Predictive systems turn intuition into data – and data into repeatable revenue. That’s the GTM Vault advantage.
Connect
Follow Christina Brady: LinkedIn // Luster
Follow Rick Koleta: LinkedIn // RiteGTM
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Thanks for being part of the GTM Vault community. If this episode made you rethink how enablement integrates with your revenue engine – share it, apply one small step this week and let’s build GTM systems that scale with clarity, alignment and conviction.
