Why Sales + Marketing Credit Wars Are a Scorecard Problem (Not a People Problem) — with Matt Green
About this episode
In this episode, Amber and Matt Green discuss the root causes of credit wars between sales and marketing and propose a simpler model for shared revenue accountability.
🎟️ Join our Live Workshop on Feb 11 : The KPIs every marketing team needs to measure to understand their real influence on pipeline. Save your seat here. Replay included. In this episode of GTM Live, Amber sits down with Matt Green, Co-Founder and CRO of Sales Assembly , to talk about what’s actually working in GTM right now, and why so many teams are stuck debating the wrong things. They start with the real root cause of credit wars: marketing and sales are fighting because they’re measured on competing scorecards. Matt makes the case for a simpler model around shared revenue accountability, and why the attribution debate gets a lot quieter when the business is closing deals. Episode highlights: Why credit wars between sales and marketing are a scorecard problem, not a people problem How competing KPIs quietly reinforce “sales-sourced vs marketing-sourced” debates Why attribution can’t explain why pipeline actually happened What’s working to build pipeline in 2026 (micro events, in-person, fewer but higher-quality interactions) How AI has changed outbound and why most “good” outreach now blends into noise Why forecasting improves when teams track buyer behavior, not seller…
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