ZoomInfo Labs Podcast

Sid Kumar, Area Vice President of Go-to-Market Strategy and Planning at Databricks, joins the ZoomInfo Labs Podcast to break down the modern GTM org. From building global sales systems to operationalizing AI across workflows Sid brings lots to learn from.We dive into lessons Sid has carried from HubSpot, AWS, and CA Technologies, why a connected GTM is the future, and how to treat go-to-market like a product that's always evolving.In this episode, you'll learn:Why GTM should be treated like a product—not a processHow to scale go-to-market systems globally without losing local nuanceThe right way to experiment with AI across sales, marketing, and CSHow GTM architects can unify data, workflows, and outcomesFor more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Today's guest is Pete Kazanjy, founder of Atrium, creator of Modern Sales Pros, and author of Founding Sales.We explore how Pete accidentally became an enterprise sales leader, why systems thinking is the next sales superpower, and what the rise of GTM architects means for the future of revenue teams. In this episode, you'll learn:Why founder-led sales is still the foundation for scalable GTMHow to turn sales strategy into a repeatable, data-driven systemWhat skills GTM leaders need to thrive in an AI-driven worldHow to operationalize cross-functional programs with consistency and trustPete brings sharp insights and a systems-driven mindset that will resonate with GTM leaders, RevOps pros, and anyone looking to design smarter GTM.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Today's guest is a GTM legend. We couldn't be more excited to have Jacco van der Kooij, Founder of Winning by Design, on the podcast.We explore why most go-to-market strategies fail, how to build a scalable revenue architecture, and why AI will transform sales efficiency. Jacco shares insights from his time leading sales at global companies like Philips and his experience helping high-growth SaaS companies scale through his frameworks like the Bow Tie Model and SPICED.In this episode, you'll learn:Why most GTM strategies fail—and how to fix them with revenue architectureHow AI is transforming sales processes and improving sales efficiencyThe biggest misconceptions about data-driven sellingHow to balance automation with personalization to build trustListen to hear Jacco share tactical insights from decades of experience in GTM - plus why process comes before AI in building a scalable, predictable sales engine.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

On today's episode we're pleased to have Hilary Carpio, VP of Growth Marketing at Snowflake.We chat about how Hilary built a scalable ABM program at Snowflake, why marketing and sales alignment is critical for GTM success, and how AI is transforming sales outreach and content generation. Hilary shares insights from her experience leading growth marketing and demand generation at Snowflake and co-authoring the book Busting Silos.In this episode, you'll learn:Why sales and marketing alignment is the key to GTM successHow Hilary scaled Snowflake's ABM strategy—and why it workedHow AI is being used to create hyper-targeted ad copy and improve SDR efficiencyWhy building a foundation of trust with your sales team drives better outcomesFor more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Today's episode is something special - a supercut of answers to our signature final question. Hear past guest's answer as they share the wisdom they learned from some of the brightest minds in the world. Let us know, who is the smartest person you ever met, and what did you learn from them? For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham 

Today on the pod, our very own Andrew Riesenfeld, COO of GTM here at ZoomInfo.We explore how Andrew scaled revenue operations at DocuSign, why outbound is broken, and how AI is reshaping sales efficiency at ZoomInfo, and for our customers. In this episode, you'll learn:Why outbound is broken—and how to fix it with signal-based sellingHow to build scalable sales playbooks that actually workWhy a “golden record” is critical for data-driven sales successHow AI is transforming sales forecasting and improving sales efficiencyAndrew shares tactical insights from leading revenue teams at some of the world's top companies - and why the future of sales is all about precision and personalization.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham 

Mike Madsen, Senior Manager of Revenue Operations at Workday, is today's guest.We explore how AI is reshaping sales efficiency, why the next generation of sales leaders need to think like operators, and how to build scalable, data-driven sales playbooks. In this episode, you'll learn:Why AI is reshaping sales operations and how to make it work for your teamHow to leverage first-party and third-party data to improve sales performanceThe secret to building scalable sales playbooks that actually workWhy player-coach leadership is the key to building high-performing teamsMike shares practical advice from his experience leading revenue operations at Workday - plus why data infrastructure is the foundation for any successful GTM strategy. For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

T.K. Kader, founder of Unstoppable and the original founder of ToutApp (acquired by Marketo), is today's guest. We explore why outbound is far from dead, what the greatest GTM leaders have in common, and TK's three pillars of go-to-market success. Listen in to hear TK's learnings and takes from scaling ToutApp, working at Marketo during its turnaround, and now coaching over 500 founders on GTM strategy.In this episode, you'll learn:The three pillars of GTM success - and why most teams get them wrongHow to leverage AI to make outbound work better than everWhy referrals are the most underutilized GTM channelHow to align product, sales, and marketing for predictable revenue growthFor more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

How do you simplify complex go-to-market motions and scale sales efficiently? This week on the ZoomInfo Labs Podcast, we sit down with Randy Huey, Partner at Bain and former sales leader at Dell and CVS, to explore how to build high-performing sales playbooks and prepare for the next wave of AI-driven GTM transformation.In this episode, you'll learn:Why most go-to-market strategies fail - and how to make yours succeedHow to align people, process, and technology for scalabilityHow AI is reshaping sales efficiency and real-time decision-makingWhy simplifying your sales motion is the key to consistent pipeline growthRandy shares practical advice from his experience leading sales at Fortune 500 companies and now advising top clients at Bain. For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Lauren Silvers, Director of Go-to-Market Programs at Ironclad is today's guest. We explore how signal-based selling, AI, and sales enablement are reshaping the go-to-market landscape, and hear learning from Lauren's industry-spanning career in GTM, academia, and beyond. In this episode, you'll learn:How Lauren built a scalable pipeline engine at IntercomWhy signal-based selling is the key to cutting through the noise in outboundThe importance of aligning sales enablement with the buyer's journeyHow to balance short-term wins with long-term sales successLauren shares tactical insights from her experience leading sales excellence at LinkedIn and Intercom - plus her go-to framework for embedding successful sales plays. If you're a GTM leader looking to drive predictable pipeline growth and increase sales efficiency, well, you've probably already clicked play.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham 

This week on the ZoomInfo Labs Podcast, we sit down with Mark Roberge, co-founder of Stage 2 Capital, former CRO at HubSpot, and a professor at Harvard Business School to explore the future of AI in sales and how GTM leaders can drive sustainable growth.In this episode, you'll learn:Why AI is creating a new "Innovator's Dilemma" for sales teamsHow to know when (and how fast) to scale your sales teamWhy cross-functional alignment is critical for GTM successThe future of demand generation and why community-led growth (CLG) is gaining tractionMark shares practical advice from his experience scaling HubSpot, investing in over 50 companies, and teaching the next generation of sales leaders at HBS. If you're a GTM leader looking to future-proof your strategy, you don't want to miss this one.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠Ben on LinkedIn - ⁠https://www.linkedin.com/in/bensalzman⁠Millie on LinkedIn - ⁠https://www.linkedin.com/in/milliebeetham

Christine Trodella, Vice President at Meta Reality Labs is our final guest of season 2. Christine leads go-to-market strategies for Meta's cutting-edge AR and VR technologies. We chat about her early roles in tech to now shaping the future of spatial computing, how Meta is transforming industries through AI and mixed reality, and the challenges and opportunities of creating an entirely new category. For more from ZI Labs, visit www.zoominfo.com/labs Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham

Today's guest is Paul Fipps, President of Global Industries and Strategic Growth at ServiceNow.  Paul shares his remarkable journey from the military to Under Armour and now ServiceNow, where he drives innovation for some of the world's most renowned brands. We discuss customer-centric go-to-market strategies, ServiceNow's groundbreaking AI capabilities, and how industries can embrace transformative growth. For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - ⁠https://www.linkedin.com/in/bensalzman⁠ Millie on LinkedIn - ⁠https://www.linkedin.com/in/milliebeetham

Alexa Grabell, CEO and co-founder of Pocus joins the podcast today. Alexa brings her unique perspective on signal-based selling, the challenges of building a go-to-market tool, and how Pocus is leveraging AI. For more from ZI Labs, visit ⁠⁠www.zoominfo.com/labs⁠⁠ Ben on LinkedIn - ⁠⁠https://www.linkedin.com/in/bensalzman⁠⁠ Millie on LinkedIn - ⁠⁠https://www.linkedin.com/in/milliebeetham

In this episode, we're joined by Manny Medina, Founder and Executive Chairman of Outreach. Manny shares his journey from practitioner to founder, the pivot that helped Outreach become a category leader, and the lessons he's learned along the way. We of course, also talk about AI. Discussing how it's transforming sales, reshaping productivity, and what teams can do to prepare for the future. For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - ⁠https://www.linkedin.com/in/bensalzman⁠ Millie on LinkedIn - ⁠https://www.linkedin.com/in/milliebeetham

In this episode, we're joined by Ross Rich, CEO and co-founder of Accord. Ross shares his journey from the music industry to sales, eventually founding Accord, a sales collaboration platform. He talks about the challenges of building go-to-market tools, the importance of strong sales processes, and how Accord's customer-first approach drives their success. For more from ZI Labs, visit www.zoominfo.com/labsBen on LinkedIn - https://www.linkedin.com/in/bensalzmanMillie on LinkedIn - https://www.linkedin.com/in/milliebeetham

Today's guest is Nick Lewis, Global Head of Revenue Enablement at Uber for Business. Nick shares his unique journey from elementary school teacher to leading enablement at one of the world's most recognizable brands. We chat abouthow his background in education shaped his approach to go-to-market strategies, the importance of change management, and the role of AI in the future of sales enablement. For more from ZI Labs visit ⁠⁠⁠⁠⁠www.zoominfo.com/labs⁠⁠⁠⁠⁠ Ben on LinkedIn - ⁠⁠⁠⁠https://www.linkedin.com/in/bensalzman⁠⁠⁠⁠ Millie on LinkedIn - ⁠⁠⁠⁠https://www.linkedin.com/in/milliebeetham⁠

ZoomInfo's very own Chief Revenue Officer, James Roth joins the pod! James shares his remarkable journey from door-to-door sales in Washington, D.C., to leading revenue at a public company. Hear his insights on leadership, the role of technology in sales, and the early impacts of AI on go-to-market strategies. James opens up about the lessons he's learned, the mindset that drives his success, and how ZoomInfo is leveraging AI to help businesses thrive. For more from ZI Labs visit ⁠⁠⁠⁠⁠www.zoominfo.com/labs⁠⁠⁠⁠⁠ Ben on LinkedIn - ⁠⁠⁠⁠https://www.linkedin.com/in/bensalzman⁠⁠⁠⁠ Millie on LinkedIn - ⁠⁠⁠⁠https://www.linkedin.com/in/milliebeetham⁠

Sam Jacobs, founder and CEO of Pavilion, a global community for go-to-market leaders chats with us about his personal journey of building Pavilion from the ground up, turning setbacks into a thriving network of 10,000 members. Along the way, he offers valuable insights on creating meaningful professional communities, how AI is reshaping business strategies, and why revenue generation is truly a team sport. For more from ZI Labs visit ⁠⁠⁠⁠www.zoominfo.com/labs⁠⁠⁠⁠ Ben on LinkedIn - ⁠⁠⁠https://www.linkedin.com/in/bensalzman⁠⁠⁠ Millie on LinkedIn - ⁠⁠⁠https://www.linkedin.com/in/milliebeetham⁠

May Habib, co-founder and CEO of Writer shares her inspiring journey in AI, from launching Writer as a leader in enterprise-grade generative AI to the challenges of scaling AI in the enterprise space. She discusses what it takes to stay ahead in the AI revolution, how Writer is transforming team productivity, and her views on the future of AI in business. For more from ZI Labs visit ⁠⁠⁠⁠www.zoominfo.com/labs⁠⁠⁠⁠ Ben on LinkedIn - ⁠⁠⁠https://www.linkedin.com/in/bensalzman⁠⁠⁠ Millie on LinkedIn - ⁠⁠⁠https://www.linkedin.com/in/milliebeetham⁠

Godard Abel, co-founder and CEO of G2 joins the show to discuss his decades of experience as a serial entrepreneur, what excites him about G2 and AI, and his views on the future of GTM. Having built and exited companies like BigMachines and SteelBrick Godard's journey to building G2 into the trusted marketplace for B2B software is full of insights. He also has a great perspective on how AI and data are reshaping the future of sales. For more from ZI Labs visit ⁠⁠⁠www.zoominfo.com/labs⁠⁠⁠ Ben on LinkedIn - ⁠⁠https://www.linkedin.com/in/bensalzman⁠⁠ Millie on LinkedIn - ⁠⁠https://www.linkedin.com/in/milliebeetham⁠

Ross Pomerantz, better known as Corporate Bro, takes us on a journey from his early days cold calling at Oracle to becoming one of the most relatable and hilarious voices in the sales community. Hear about his transition from sales to content creation, how he built Corporate Bro into a full-time career, and his thoughts on the intersection of humor and sales culture. We also chat about the inflection point we are all at with LinkedIn, short-form content trends, and how companies should approach influencer marketing. For more from ZI Labs visit ⁠⁠www.zoominfo.com/labs⁠⁠ Ben on LinkedIn - ⁠https://www.linkedin.com/in/bensalzman⁠ Millie on LinkedIn - ⁠https://www.linkedin.com/in/milliebeetham⁠

Jason Lemkin, founder and CEO of SaaStr, the world's largest community for SaaS founders and execs, joins to kick off a star-studded season two. Jason shares his insights on scaling SaaS businesses, mastering multi-product strategies, and why recruiting might be the hardest part of being a founder. He also dives into the impact of AI on SaaS and the future of sales. If you're in SaaS, you won't want to miss this conversation. For more from ZI Labs visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham

We're joined by Kate Jensen, Chief Revenue Officer of Anthropic. Kate shares her deep insights into the transformative power of AI in today's business landscape, discussing Anthropic's groundbreaking innovations, the ethical considerations of AI deployment, and strategies for harnessing AI to drive sustainable growth and innovation. For more from ZI Labs visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham

We chat with James Dyett, Head of Platform Sales at OpenAI, about the impact of AI on go-to-market strategies and productivity. James shares insights into how OpenAI is leading the way in AI innovation. For more from ZI Labs visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham

In this episode, we chat with Corporate Natalie, known for her humorous takes on corporate culture through her social media work and podcast with Corporate Bro. We discuss how she started, the impact of corporate satire, and what big brands can learn from her approach. For more from ZI Labs visit www.zoominfo.com/labs Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham

In this episode, we talk with Henry Schuck, CEO of ZoomInfo, about his journey building the company, the challenges and successes he's faced, and his current motivations. We also discuss AI, the new ZoomInfo Copilot, and effective go-to-market strategies. For more from ZI Labs visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham

We speak with Jeanne DeWitt Grosser, Chief Business Officer at Stripe, about her role, the transformation of financial technology, and how Stripe uses AI to enhance customer experiences. Jeanne also shares her learnings from years of go-to-market work. For more from ZI Labs visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham

In this episode, we chat with Kyle Coleman, Chief Marketing Officer at Copy.ai, about the future of content creation and marketing in the age of AI. Kyle shares his insights on how AI is transforming the marketing landscape, his approach to scaling Copy.ai's growth, and the innovative strategies that have set Copy.ai apart.  For more from ZI Labs visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham

Max Altschuler and Scott Barker from GTM Fund join the show to discuss their strategies for early-stage investments, integrating media and community into their approach, and current trends in startup funding. For more from ZI Labs visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham

Rob Giglio, Chief Customer Officer at Canva, joins us to discuss go-to-market strategies, customer success, and product innovation. Rob shares his journey to Canva and insights on empowering teams through design. For more from ZI Labs visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham

In this episode, we talk with Meka Asonye, Partner at First Round Capital, about founder sales, navigating today's fundraising landscape, and the impact of AI and first-party data on the tech industry. For more from ZI Labs visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham

In this live episode from Austin, Texas, we talk with Mintis Hankerson from HubSpot and Jason Silverstein from Figma about their go-to-market approaches, the role of AI in their work, and how they use ZoomInfo. For more from ZI Labs visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham

Andy Mowat, VP of GTM Ops at Carta, shares his insights on revenue operations, the impact of AI on business strategies, and modern approaches to go-to-market practices. For more from ZI Labs visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham

We sit down with Konstantin Guericke, co-founder of LinkedIn, to explore the journey of building one of the world's most influential social networks. Konstantin shares the challenges and triumphs of LinkedIn's early days, his thoughts on the evolution of professional networking, and the role of GTM in LinkedIn's success.  For more from ZI Labs visit www.zoominfo.com/labs Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham