The GTM Mistakes Founders Make—and How RevOps Can Fix Them

Chocolate Pill: Practical Marketing Strategies for Every Stage of Business

Too many founders are building sales teams before they’re truly ready—and when growth stalls, they don’t know where to look. In this episode of Chocolate Pill, we’re joined by Laura “Wheels” Wheeler, Co-founder of RVNU and RevOps powerhouse, to unpack the most common GTM mistakes founders make and how to fix them without burning it all down.

You’ll hear why so many teams operate four stages ahead of where they should be, why saying “you don’t have product-market fit yet” needs to be normalized, and how chasing categories or AI gimmicks can actually backfire. We also dig into why your data dashboards may be lying to you, and how RevOps + Product Marketing together can become your best growth engine.

What you’ll learn:

• The telltale signs your GTM foundation is cracked
• Why sales team struggles are often not a sales problem
• How to build RevOps muscle early (even in spreadsheets)
• Why realizing customer value is the real growth unlock
• The dangers of category creation theater and AI-as-differentiator
• How to align data and story across teams for smarter scaling

👉 Listen in as we break down what founders keep getting wrong about go-to-market—and how to get it right.

Where to find Laura:

• LinkedIn: Laura Wheeler on LinkedIn
• Out in the wild at karaoke bars 🎤