Podcasts about Chief revenue officer

In today's rapidly evolving sales landscape, lead generation remains a top priority for Chief Revenue Officers and sales leaders. But with the rise of AI, changing buyer behaviors, and an overwhelming array of tools and technologies, how can sales teams effectively navigate this complex terrain? In this episode of the Modern Selling Podcast, I sit down with Zach Jones, Chief Revenue Officer at TechnologyAdvice, to explore the cutting-edge strategies and tools that are reshaping the lead generation game. With over a decade of experience in scaling sales teams and driving revenue growth, Zach offers invaluable insights into the current state of B2B sales and marketing. Adapting to the New B2B Buyer Journey One of the most significant shifts we discuss is the changing nature of the B2B buyer journey. Zach highlights that: 75% of the buyer journey now happens before someone wants to talk to sales 86% of buyers start with a shortlist of vendors 92% of purchases come from that initial shortlist This means that awareness and early education are more critical than ever. Sales and marketing teams need to focus on getting on that shortlist through strategic content placement and engagement across various channels. The Rise of AI in Sales and Marketing Artificial Intelligence is not just a buzzword – it's reshaping how we approach lead generation and engagement. Zach shares eye-opening statistic: There's been a 240% increase in page views from ChatGPT to their websites since January This shift towards AI-driven content creation and research is changing how buyers find and evaluate vendors. Sales teams need to adapt their strategies to ensure they're visible and relevant in this new AI-powered landscape. From Funnel to Rooms: A New Perspective on Lead Nurturing Zach introduces an interesting concept of thinking about lead nurturing not as a funnel, but as two rooms: Prospects who are ready to talk to a vendor Prospects who are not ready The key is figuring out how to move prospects from the "not ready" room to the "ready" room. This approach requires a more dynamic and personalized marketing strategy, leveraging AI and intent data to create tailored experiences for each prospect. Actionable Takeaways for Sales Leaders Experiment with new technologies and strategies – don't be afraid to break things Focus on niching down and segmenting your audience for more personalized outreach Leverage AI tools to level the playing field and enhance your team's capabilities Align your sales and marketing strategies based on your target market and how they buy Consider implementing an Account-Based Experience (ABX) approach for enterprise sales As the B2B sales landscape continues to evolve, staying ahead of the curve is crucial. By embracing new technologies, focusing on personalization, and adapting to changing buyer behaviors, sales teams can position themselves for success in this dynamic environment. Timestamped Summary of this Episode: 00:00:00 The Rise of AI in Content Creation AI tools like ChatGPT are becoming increasingly popular for content creation and personalization. Marketers are focusing on delivering more relevant, timely messages to smaller, engaged audiences rather than high volume outreach. The shift towards AI-driven personalization is changing how companies approach lead generation and engagement. 00:01:07 Introducing Zach Jones: CRO of TechnologyAdvice Zach Jones, Chief Revenue Officer at TechnologyAdvice, shares his background and the company's role in connecting tech marketers with B2B buyers. TechnologyAdvice operates multiple digital media properties and offers services like content creation, digital advertising, lead generation, and buyer intent intelligence.  00:03:27 From Punk Pop to B2B Sales: Zach's Surprising Past Zach reveals his unexpected background as the frontman of a punk pop band in college. This experience, while not impressing his future wife, showcases Zach's diverse background before entering the B2B sales and marketing world. 00:05:19 Evolving Lead Generation Landscape The lead generation landscape is shifting due to economic changes and emerging technologies. Key trends include niching down to target smaller, engaged audiences, leveraging AI for personalization, and adapting to the changing demographics of B2B buyers, with millennials and Gen Z now dominating. 00:08:18 Adapting to Modern Buyer Journeys Marketing and sales teams are adapting to new buyer journeys by embracing diverse media channels like podcasts, YouTube, and newsletters. The focus is on meeting buyers where they are and providing relevant content throughout their decision-making process, rather than relying solely on traditional lead generation methods. 00:10:11 Effective Sales and Marketing Tools While some companies are cutting back on tools, certain platforms like Sixth Sense and ZoomInfo continue to deliver ROI. The trend is moving towards efficiency and proven value rather than accumulating multiple tools. New opportunities in forums, Reddit, and connected TV are emerging as ways to engage buyers. 00:12:50 Key Metrics for Evaluating Tools CROs should prioritize usage and adoption rates when evaluating tools. Pipeline generation and productivity improvements are also crucial metrics. The focus should be on how tools increase efficiency and drive tangible results rather than just adding more features. 00:17:37 Intent Data and Personalized Engagement Leveraging intent data and behavioral analytics is crucial for identifying and engaging high-potential leads early in the buyer's journey. TechnologyAdvice is developing an AI-driven "intent to lead" model that creates personalized, timely outreach based on prospect behavior across their ecosystem. 00:32:40 Rethinking the Sales Funnel The traditional sales funnel concept is evolving into a two-room model: prospects are either ready to talk to a vendor or they're not. The focus is on moving prospects from "not ready" to "ready" through personalized, dynamic marketing across various channels and touchpoints. 00:36:42 Tailoring Strategies to Audiences and Verticals There's no one-size-fits-all approach to sales and marketing strategies. Leaders must consider factors like product type, sales motion, and target market to determine the most effective channels and tactics. Account-based experience (ABX) is becoming increasingly important for enterprise sales. 00:40:18 Advice for CROs: Experiment and Personalize CROs should focus on testing new approaches, leveraging AI, and personalizing experiences for target accounts. The key is to be willing to experiment, niche down, and use available tools effectively to stand out in a competitive landscape. Follow Us on: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook You might also like: ·         FlyEngage - Social media AI engagement tool. ·         FlyPosts - Thought leadership AI post generator tool. ·         FlyMSG - Auto text expander (Try it out here for free). ·         FlyMSG Sales Pro for Individuals: On-demand sales training for individual sellers. ·         FlyMSG Sales Pro for Teams: On-demand sales training for sales teams for prospecting.  Install FlyMSG for free: ·         As a Chrome Extension. ·         As an Edge Extension.  

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Joe Eskenazi, Chief Revenue Officer at Kong. Joe discusses the importance of developing a performance mindset over a knowledge mindset in sales, emphasizing the focus on outcomes and achieving goals. He shares insights into training and development practices that enhance sales performance, including preparation, role-playing, and handling objections. The discussion also explores the role of intuition, human behavior, and the application of AI in optimizing API management. Joe highlights how these practices have cultivated a high-performing, collaborative culture at Kong and underscores the company's hiring objectives.ADDITIONAL RESOURCESLearn more about Joe Eskenazi:https://www.linkedin.com/in/joeeskenazi/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:45] Performance Mindset vs. Knowledge Mindset[00:02:31] The Art and Science of Sales Mastery[00:05:38] Training and Developing Sales Skills[00:07:21] Handling Objections and Building Confidence[00:17:19] The Importance of Intuition and Experience in Sales[00:30:27] Slowing Down the Conversation[00:31:18] The Importance of Experience in Sales[00:33:04] Preparedness Reduces Stress[00:35:12] The Role of Development in Sales[00:40:19] The Power of Role-Playing and Team Exercises[00:48:56] Empowering Your Team to Solve Problems[00:50:14] The Impact of a Performance Mindset[00:54:37] Kong's Role in the API RevolutionHIGHLIGHT QUOTES"The best leaders focus on the how in sales.""Our development often focuses on what could go right; the real bar is how you handle things when they don't.""Skills need to be done hundreds of times, if not thousands, to be performed flawlessly.""Openers are closers; the groundwork you lay in the beginning determines your success.""You empower people by recognizing and rewarding the behavior you want to see.""You have to give them the way. But make it simple."

Bosch's Vision for Software-Defined, Outcome-Led Engineering in the Age of AI. In this engaging and forward-looking conversation, Ashwin Venkatesan, Executive Research Leader at HFS Research and Digant Shah, Chief Revenue Officer, Software and Digital Solutions at Bosch explored how Bosch is reimagining engineering and R&D (ER&D) in an era dominated by software innovation and artificial intelligence. As industries accelerate their digital transformation journeys, Bosch is at the forefront with a software-defined, outcome-led engineering approach that leverages Generative AI, sustainability frameworks, and a robust global delivery model. This session delves into Bosch's strategic shift from traditional engineering to a software-first mindset, highlighting how this transformation is enabling the company to deliver more meaningful outcomes and adapt swiftly to changing client expectations. Key discussion points include:The shift toward software-defined engineering to drive innovation at scaleHow Generative AI is redefining R&D processes and boosting productivityIntegrating sustainability as a core pillar in product and platform designLeveraging a global delivery model to support agility, speed, and localized client outcomes To explore the full report titled HFS Horizons: The Best of Engineering Research and Development Service Providers, 2025, here: https://www.hfsresearch.com/research/hfs-horizons-the-best-of-engineering-research-and-development-service-providers-2025/.

In this episode of Deciphered, Jeff Tijssen, partner and global head of Fintech, Bain & Company is joined by Georgios Kolovos, EMEA Payments & Fintech Leader, NVIDIA and Phoebe Wallis, Chief Revenue Officer, Griffin to discuss what's next for Fintech.Timestamps:5:51 What's next for Fintech?8:50 Evolution of Fintech landscape post-funding boom11:26 Emerging trends: AI, stablecoins, and data challenges16:17 Nvidia's work with FS firms on AI efforts20:20 Practical AI applications in fraud and risk mitigation24:04 Outlook for Fintech IPOs and market sentiment27:45 Future of Fintech: Personalization and vertical paymentsPlease subscribe to the show so you never miss an episode, and leave us a review if you enjoy the show!You can find Jeff Tijssen hereYou can find Georgios Kolovos hereYou can find Phoebe Wallis hereFor more insights from the Deciphered podcast, visit the page on Bain's website

Looking for daily inspiration?  Get a quote from the top leaders in the industry in your inbox every morning. Tired of outdated systems holding your attraction back? Gatemaster believes technology is part of the experience, transforming every touchpoint into an opportunity. Imagine seamless online booking, effortless mobile ordering, and data-driven insights at your fingertips. Ready to revolutionize your guest journey and maximize revenue? Power your attraction with Gatemaster. Discover the future at Gatemaster.com.   Harry Tomasides is the Chief Revenue Officer of Digonex. With a background in radio sales management and inventory, Harry transitioned to the attractions industry over a decade ago and now leads the sales and marketing efforts at Digonex, a company specializing exclusively in dynamic pricing solutions. Digonex serves over 130 organizations globally, including attractions and live entertainment venues, and employs a team of PhD economists who create data-driven, customized pricing strategies. In this interview, Harry talks about dynamic pricing, shifting attendance, and why every day is a separate event. Dynamic Pricing “With dynamic pricing, in our view, it's the ability to create a solution that utilizes a lot of different factors and variables.” Harry begins by clarifying what dynamic pricing truly means, especially as it differs from static or variable pricing models. Static pricing remains unchanged regardless of demand or season, while variable pricing may account for off-peak or weekend rates but still lacks true market responsiveness. Digonex's dynamic pricing model, by contrast, uses real-time data and a range of factors—like weather, Google Analytics, and macroeconomic trends—to generate daily price recommendations. These are not fixed mandates but suggestions that attractions can accept, reject, or adjust based on their goals and comfort level. The process allows organizations to better match their pricing to actual market conditions, ultimately optimizing both revenue and accessibility. Shifting Attendance “We have stories where...on the weekend [a client] had 14,000 people...when they did dynamic pricing, it completely smoothed out the attendance.” One of the most impactful benefits of dynamic pricing, according to Harry, is its ability to shift attendance patterns. By creating incentives for guests to visit during off-peak days or times, attractions can reduce overcrowding and improve the guest experience. This redistribution leads to operational advantages such as shorter queues, less stress on staff, and higher guest satisfaction. Importantly, Harry emphasizes the value of transparency in pricing—clients are advised to display pricing calendars on their websites and to avoid real-time price increases during checkout, which can erode trust. Instead, Digonex recommends plan-ahead pricing, ensuring guests feel confident that booking earlier guarantees the best rate. Every Day Is a Separate Event “With attractions...we look at every day as a separate event.” Unlike concerts or sports games that occur on specific dates, attractions operate continuously and require pricing strategies that reflect daily variations in demand. Harry explains that Digonex treats each operating day as its own event, sometimes even breaking days into segments (like morning, afternoon, and evening) for further granularity. Their algorithms assess price elasticity, guest behavior, conversion data, and substitution effects, which can even lead to increases in membership sales as guests perceive more value in an annual pass. This nuanced view allows for tailored pricing that meets an organization's financial and strategic goals—whether that's maximizing revenue, improving accessibility, or encouraging earlier purchases. For more information about Digonex or to contact Harry directly, visit https://www.digonex.com or email him at htomasides@diginex.com. The site also features their “11 Commandments” company values and more educational resources on dynamic pricing.   This podcast wouldn't be possible without the incredible work of our faaaaaantastic team: Audio and Video editing by Abby Giganan Scheduling and correspondence by Kristen Karaliunas   To connect with AttractionPros: AttractionPros.com AttractionPros@gmail.com AttractionPros on Facebook AttractionPros on LinkedIn AttractionPros on Instagram AttractionPros on Twitter (X)

Welcome to Mastering eCommerce Marketing. Today, Eitan Koter sits down with Justin Ware, Co-Founder and Chief Revenue Officer at Camcorder AI.Justin's no stranger to video. He started out as a journalist, won an Emmy, and went on to build and sell companies where video was always at the core. His latest venture, Camcorder AI, helps brands and creators make short-form video faster — while keeping it real.In this episode, Justin shares how AI can take care of the time-consuming parts of video production so marketers can focus on what really matters: telling a true, human story. He talks about why audiences still want to see real people in videos, not avatars or deepfakes, and how brands can build trust by showing their authentic side.You'll hear them break down simple ways to bring video into your day-to-day marketing — even if you're short on time or budget. They also get into why being open about your company's wins and struggles can actually bring people closer to your brand.Whether you're part of a small team trying to do more with less or at a larger company looking for smarter ways to scale video content, this conversation will give you ideas to take back to your work.Let's get started.Website: https://www.vimmi.net Email us: info@vimmi.net Podcast website: https://vimmi.net/mastering-ecommerce-marketing/ Talk to us on Social:Eitan Koter's LinkedIn | Vimmi LinkedIn | YouTube Guest: Justin Ware, President and Co-Founder at Camcorder AIJustin Ware's LinkedIn | Camcorder AIWatch the full Youtube video here:https://youtu.be/bcWQHKrlHHw

Geoff Hitchcock ia Chief Revenue Officer at Red Cat Holdings, and Matt Vogt ia Chief Revenue Officer at Palladyne AI. Red Cat is a cutting-edge drone technology company delivering advanced hardware and integrated software solutions for military, government, and commercial applications. Palladyne AI develops next-generation artificial intelligence software that brings autonomy and smart collaboration to robotic platforms in defense and commercial sectors. The two companies recently announced a significant testing milestone in their ongoing collaboration—the completion of an autonomous, cross-platform collaborative flight involving three diverse heterogeneous drones.  The system enabled real-time, distributed detection and tracking of multiple dynamic and static ground objects—including humans and vehicles—in different regions of interest, providing a single operator with comprehensive situational awareness. The two companies previously announced a successful two-drone flight operation in January 2025, and Palladyne AI announced a single-drone testing scenario in December 2024 to autonomously identify, prioritize, and track terrestrial targets.  The results represents significant progress in enabling multi-drone interoperability and autonomous collaboration for the defense sector. Geoff is a 22-year veteran of USAF Special Operations with deep experience in intelligence, surveillance, and reconnaissance. He's led operations and business development at top drone companies, including AeroVironment and Vantage Robotics, and now drives Red Cat's growth as Chief Revenue Officer. Matt began his career as a U.S. Marine Corps AV-8B Harrier attack pilot and later served as a Special Operations Forward Air Controller. After a decade leading business development at AeroVironment, he now oversees all revenue activities at Palladyne AI, focusing on AI-driven autonomy solutions for defense and commercial use. In this episode of the Drone Radio Show, Matt and Geoff share how Red Cat and Palladyne AI's partnership is unlocking true autonomous multi-drone collaboration, what this breakthrough means for modern military operations, and how they plan to scale the technology for larger swarms and real-world commercial applications.

In today's episode of Backpacker Radio, presented by The Trek, we're joined by Whitney La Ruffa, better known in the world of backpacking as “Allgood.” Allgood is the former president of ALDHA-West, the current Chief Revenue Officer at FarOut, and a certified backpacking OG—his first thru-hike dates all the way back to the early '90s (some of you weren't even alive then… which is weird).  Since that first trek, Allgood has racked up an impressive list of trails, including the JMT, Wonderland Trail, Chinook Trail, Sierra High Route, PCT, CDT, and others. In this episode, we dive into stories from his countless miles on trail, his passion for backpacking food—he's a bona fide backcountry chef, as evidenced by him freeze drying his own meals—and he spills the beans on some of his favorite trail-tested recipes.  We also chat about how a chance encounter on the AT led him to adopt his dog, Erwin, and how Erwin has deepened his love for dogs in general.  Beyond the trail, we get Allgood's take on how backpacking has evolved since the 1990s, hear a heartfelt update on the health of former guest and beloved trail icon Renee "She-ra" Patrick, and unpack some of the recent bumps in the road for FarOut. We wrap the show with how Damascus has bounced back in the wake of Hurricane Helene, if animals could talk, which species would be the most annoying, and the triple crown of states we'd draft in a civil war. Gossamer Gear: Use code “BACKPACKER20” for 20% off packs at gossamergear.com.  Shady Rays: Use code “TREK” for 35% off sunglasses at shadyrays.com. Betterment: Learn more at betterment.com/trek. Bear Mattress: Use code “BACKPACKER” for 40% off at bearmattress.com. [divider] Interview with Whitney “Allgood” La Ruffa Allgood's Instagram Allgood's Blog Time stamps & Questions 00:04:25 - Reminders: Listen to our episodes ad-free on Patreon, hold the Trek's tent for us, apply to blog for the Trek! 00:11:00 - Introducing Allgood 00:15:52 - How has the world of thru-hiking changed from the early 90's to now? 00:21:05 - Do you have any strong stances in which you're a curmudgeon? 00:28:35 - Do you think there are more entitled hikers today? 00:36:05 - Tell us about your dog 00:43:00 - What's the key to maintaining a dog's longevity? 00:46:30 - Do you have a strong opinion about fresh/refrigerated dog food? 00:47:30 - Tell us about ridgerunning with Erwin 00:50:13 - Did you do any thru-hiking between 1996 and 2011? 00:52:45 - Tell us about the Chinook Trail 00:54:40 - Have you picked up any parallel hobbies? 00:56:55 - What meals do you make on trail? 00:59:20 - Discussion about dehydrating and freeze-drying food 01:02:40 - Do you have a go-to dehydrated recipe? 01:04:00 - Is there an easy way to tell if meat is fatty? 01:07:20 - Is gear a passionate subject for you? 01:10:05 - What's the latest with She-Ra? 01:12:30 - How'd you get involved with ALDHA-West? 01:16:40 - How much time did you put in weekly while you were president? 01:19:35 - How'd you get connected with Six Moon Designs? 01:21:10 - What does the typical person not know about the cottage gear industry? 01:24:35 - What's the next step for FarOut? 01:28:30 - Is there anything cool you've learned about FarOut since working there? 01:32:27 - How will FarOut address some of the other beef people have had with the app? 01:35:40 - Where can people keep up with you? Segments Trek Propaganda: “We're Back!” 8 Months After Hurricane Helene Devastation, Damascus Shines in Trail Days 2025 by Kelly Floro QOTD:  If animals could talk, which species would be the most annoying? Triple Crown of states you would draft in the next civil war Mail Bag 5 Star Review [divider] Check out our sound guy @my_boy_pauly/ and his coffee. Sign up for the Trek's newsletter Leave us a voicemail! Subscribe to this podcast on iTunes (and please leave us a review)!  Find us on Spotify, Stitcher, and Google Play. Support us on Patreon to get bonus content. Advertise on Backpacker Radio Follow The Trek, Chaunce, Badger, and Trail Correspondents on Instagram. Follow Backpacker Radio, The Trek and Chaunce on YouTube. Follow Backpacker Radio on Tik Tok.  Our theme song is Walking Slow by Animal Years. A super big thank you to our Chuck Norris Award winner(s) from Patreon: Alex and Misty with NavigatorsCrafting, Alex Kindle, Andrew, Austen McDaniel, Brad & Blair Thirteen Adventures, Brent Stenberg, Bryan Alsop, Carl Houde, Christopher Marshburn, Clever Innuendo, Coach from Marion Outdoors, Eric Casper, Erik Hofmann, Ethan Harwell, Gillian Daniels, Greg Knight, Greg Martin, Greg McDaniel may he bring honor to his name, Griffin Haywood, Hailey Buckingham, Patrick Cianciolo, Rebecca Brave, Rural Juror, Sawyer Products, SPAM, Timothy Hahn, Tracy ‘Trigger' Fawns A big thank you to our Cinnamon Connection Champions from Patreon: Bells, Benjy Lowry, Bonnie Ackerman, Brett Vandiver, Chris Pyle, David, David Neal, Dcnerdlet, Greg Floravanti “Lumberjack”, Jack Greene, Jeanie, Jeanne Latshaw, Luke Netjes, Merle Watkins, Peter, Quenten Jones, Ruth S, and Spencer Hinson.

In this episode, we sit down with Eric Mitchell, author of the book The Why of Money: An introspective look at How to Get Out of Your Own Way and Finally Earn What You Deserve. Eric shares powerful insights on mindset, money, and unlocking your true earning potential. Eric is also the Chief Revenue Officer for Client Direct Mortgage and oversees all Business Development Strategies for their 200+ Employees….Nationwide!Eric Mitchell⁠http://www.Eric-Mitchell.com⁠Financing Geek & Chief Revenue OfficerClient Direct MortgageOffice: 888-696-1344 ext.729Call/Text: 619-486-5559Email: ⁠emitchell@eric-mitchell.com⁠NMLS 282876 Raisa ReanoAdministrative Assistant to Eric Mitchell(888) 696-1344 ext.728⁠raisa@clientdirectmtg.com⁠ Company NMLS - 1065732My Men Richard/Richard Lesperance⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠richard.lesperance@gmail.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://linkedin.com/in/richardlesperance⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@mymenrichard

In this episode of Founders on Fire, host Rose Ross speaks with Dmitry Livshits, CEO and co-founder of Xinnor, and Davide Villa, Chief Revenue Officer, about their groundbreaking work in high-performance storage solutions. As winners of the Firestarter Award, Xinnor is revolutionizing data protection and storage performance, particularly in AI, HPC, and financial trading.Dmitry and Davide explain how traditional storage architectures struggle to keep up with the speed of modern SSDs and NVMe technology. Xinnor's innovative RAID and erasure coding solutions enable extreme performance without compromising data resilience, making them a game-changer for industries that rely on fast, reliable access to massive datasets.The conversation dives into AI-driven workloads, the challenges of scaling storage for research institutions, and how Xinnor's technology is helping universities, financial firms, and enterprises maximize their GPU utilization for AI training. Dmitry and Davide also share insights from their global partnerships with NVIDIA, Western Digital, Micron, and Samsung, and reflect on their startup journey, the challenges of focus, and the importance of strategic decision-making.Tune in now to hear how Xinnor is redefining storage performance for the AI era!

When we talk about aviation sustainability, the first thing that usually comes to mind is propulsion technologies or new aircraft designs.But there are other ways to lower the environmental footprint of flying. Some are even hidden in plain sight!Today we bring you the story of a company doing its bit to make aviation more sustainable, but in a rather original way: GenPhoenix makes ELeather, which is an innovative lightweight material that can be found on many aircraft seats.ELeather is actually made by upcycling organic leather scraps, preventing them from going to a landfill (and liberating methane) while, at the same time, helping bring down weight onboard the aircraft, with the related savings in fuel and emissions.Lisa Conway, Chief Revenue Officer at GenPhoenix, has been on the podcast to share all the details about this interesting technology, which you may have already been using, even without noticing!Tune in for a fascinating conversation about this segment of the industry that operates at the crossroads between sustainability and passenger experience!

“We need to stop building and waiting for revenue to follow. That era is over.” — Michele Campriani, CRO, Optiva In this insightful episode of Technology Reseller News, Publisher Doug Green sits down with Michele Campriani, Chief Revenue Officer at Optiva, for a wide-ranging conversation recorded from a Tuscan villa—but focused squarely on the future of telecom. Campriani brings three decades of telecom experience and a sharp diagnosis: while infrastructure investments like 5G have improved customer experience, they haven't translated into new revenue for operators. Campriani introduces the concept of the “Segment of One”—a strategy enabled by AI and real-time data analytics that allows telcos to hyper-personalize services, pricing, and customer engagement at scale. Optiva, a long-standing billing and charging solutions provider, has re-architected its cloud-native platform to support this vision, helping both established operators and agile MVNOs capitalize on new go-to-market models. He emphasizes how MVNOs, once seen as disruptors, are now strategic allies in a hyper-competitive market. Optiva supports operators in rapidly onboarding MVNOs while also enabling MVNOs themselves with dynamic pricing and tailored services. This new agility is proving essential in markets where customer acquisition is increasingly driven by niche offerings and brand differentiation. The conversation also explores how AI can help reduce costs through emerging autonomous network models, and why operators must shift focus from pure technology investment to revenue-focused transformation. With players like Mint Mobile rewriting the playbook, Campriani says it's time for telcos to get aggressive—or risk being left behind. Learn more: https://www.optiva.com

n this episode of JSA TV, William Rubio, Chief Revenue Officer at CallTower, joins us to discuss the company's recent acquisition of Inoria and the updates it brings to CallTower's CX and CCaaS portfolio. William shares how this acquisition enhances the company's ability to help businesses improve their customer experience and contact center operations. We also dive into the role of AI in CallTower's solutions and explore relevant trends in the telecom and cloud communications sectors. Don't miss William's insights on the future of communications and collaboration.

In this episode of the HR Like a Boss podcast, John speaks with Lyndsay Dowd, Chief Revenue Officer of Intry, about the evolving role of human resources in leadership, the challenges of layoffs, and the importance of resilience and power skills in the workplace. Lyndsay discusses the critical relationship between HR and sales, emphasizing the need for HR to take a proactive role in business. They also explore the significance of creating a safe environment for employees and the necessity of leading with heart to inspire and support others in the workplace.ABOUT LYNDSAY DOWDLyndsay Dowd is a Speaker, Founder, Author, Coach, Podcast Host, and Disruptor. She was recognized as a Top 10 Business Coach by Apple News and was the recipient of the 2023 Award for Innovation and Excellence, also named Business Coach of the Year. Lyndsay was also a Featured Guest Lecturer at Harvard University. She is an accomplished leader, decorated seller and has successfully managed large, diverse, high-performing sales teams over the last 25 years. 23 of those years were spent climbing the ranks at IBM. In creating her company, Heartbeat for Hire, she has devoted her career to transforming leadership through building irresistible culture and modern leadership practices to get the best results from their teams. She is a thriving coach focused on sales, leadership, career, and culture. She has been featured in Fortune Magazine, HR.Com, Authority Magazine, Business Management Daily, Valiant CEO and many other publications. Lyndsay is a 2 time author for both “Top Down Culture” and a contributing author to the anthology “Voices of Women.” She also hosts the top 5% globally ranked podcast, Heartbeat for Hire, and is a frequent guest speaker on live and recorded shows. Today she is the Chief Revenue Officer for Intry where they are merging the best of technology with the best of humanity to help job seekers and those in transition land the jobs of their dreams.

Paul Wright “We're covering 28 square miles with the same cost it takes to dig one mile of fiber—and we're doing it with gigabit speeds.” — Paul Wright, Chief Revenue Officer, CBNG In a timely conversation on Technology Reseller News, Publisher Doug Green interviews Paul Wright, Chief Revenue Officer of Cambridge Broadband Networks Group (CBNG), to examine a growing concern: fiber broadband rollouts in the U.S. are failing to meet demand, especially in rural and hard-to-reach communities. Wright proposes a viable, scalable alternative—Fixed Wireless Access (FWA)—driven by 5G and CBNG's next-generation point-to-multipoint microwave radios. CBNG, with a legacy of delivering carrier-grade radio equipment since 2000 and over 350,000 radios shipped globally, is launching a new 5G NR platform that delivers up to 5 Gbps. Wright illustrates how the economics of FWA are revolutionizing broadband planning: for the same cost of trenching one mile of fiber (about $40,000), CBNG's solution can cover 28 square miles with high-speed wireless internet. Wright explains how FWA uses licensed spectrum and advanced 5G technologies—like beamforming and standalone operation—making it ideal for quick deployments. With BEAD funding recently liberalized to allow alternatives to fiber, CBNG's timing is critical. “Now it's about cost and speed of delivery,” Wright notes, “and FWA is winning on both counts.” The setup is simple: a small antenna on a home or business connects to a hub station, and installation takes under an hour. Wright envisions municipalities, entrepreneurs, and WISPs driving connectivity forward without waiting on major carriers. While fiber has its place—especially in greenfield builds—Wright emphasizes that FWA is no longer just a stopgap. “It's a practical long-term solution,” he says, “especially when fiber may never come.” CBNG's 5G NR solution operates in the 39 GHz band, with upcoming support for 24–30 GHz. It's designed for ease of use and fast ROI, especially for those holding licensed spectrum. Learn more: https://www.cbng.co.uk

Industrial Talk is onsite at Xcelerate 2025 and talking to Jeremiah Woodford, Chief Revenue Officer at Verusen AI about "MRO powered by AI". Scott MacKenzie introduces the Industrial Talk podcast, highlighting five elements of successful companies: education, collaboration, innovation, culture, and communication. At the Xcelerate 2025 event, hosted by Fluke Reliability, Scott interviews Jeremiah Woodford from Verison AI, a company leveraging AI to optimize industrial maintenance and inventory management. Versen's technology, trained on MRO data, helps companies determine stocking levels and optimize spare parts inventory by integrating with ERP and EAM systems. The AI identifies duplicates, normalizes data, and makes stocking recommendations, improving reliability and uptime. Verison aims to automate processes, reducing the need for manual data entry and increasing efficiency. Action Items [ ] Connect with Jeremiah Woodford on LinkedIn or visit Versen.com to get a demo of the software. [ ] Explore how Versen's AI-powered technology can help optimize MRO inventory and improve maintenance and reliability at your industrial facility. Outline Introduction to Industrial Talk Podcast and Xcelerate 2025 Scott MacKenzie introduces the Industrial Talk podcast, emphasizing its focus on industry professionals and their innovations. Scott thanks listeners for their support and highlights the importance of education, collaboration, innovation, and effective communication in industrial success. Scott mentions the Accelerate 2025 event, hosted by Fluke Reliability, and encourages listeners to connect with them for better reliability, maintenance, and asset management. Scott introduces Jeremiah Woodford, a key figure in the industrial maintenance field, and provides a brief background on his career and company, Verison. Jeremiah Woodford's Background and Career Journey Jeremiah Woodford shares his 20+ years of experience in heavy industrial maintenance, starting in the oil fields of Southeast Texas. He discusses his transition from being a roughneck to an outdoor machinist in refineries and chemical plants, and later earning a computer science degree. Jeremiah explains his involvement in maintenance software and his return to the plant environment. Scott and Jeremiah discuss the evolution of technology and its impact on leveraging solutions effectively in the industrial sector. Introduction to Versen and AI Technology Jeremiah explains the origin and meaning of Versen, which means "truth" in Latin. He describes Verison as an AI company focused on leveraging large language models trained on MRO (Maintenance, Repair, and Overhaul) data. Jeremiah shares his excitement about the technology and how it was developed through a joint venture with Georgia Tech and Stanford. Scott asks Jeremiah to explain MRO, and Jeremiah provides a detailed definition and its relevance to industrial maintenance. Versen's Mission and AI Capabilities Jeremiah outlines Versen's goal of helping industrial companies determine the stocking levels of maintenance spare parts by integrating with ERP and EAM systems. He explains how Versen's AI technology can make sense of large amounts of data, often perceived as bad, and improve inventory management. Jeremiah provides an example of how the AI can normalize data and identify duplicates, optimizing inventory levels across multiple plants. Scott and Jeremiah discuss the challenges of data normalization and the importance...

John Conrad of Evans Transportation talks about tariffs, navigating challenges, the importance of partnerships; technology; & their customer-centric approach. IN THIS EPISODE WE DISCUSS: [02.10] John's reflections from the show floor at Home Delivery World. [02.56] An introduction to John, his 20-year career history, and his role as Chief Revenue Officer at Evans Transportation. “We've experienced some pretty athletic growth over the last five years… I'm responsible for our team finding and keeping revenue, it's a big job. And when your President and CEO wants to double in the next five years, it's a really big job!” [04.08] Evan's roots as one of the country's first 100 freight brokers 40 years ago, their evolution, and how they helped pioneer the transportation management system. “There's about 30,000 registered 3PL's and maybe about 30,000 that aren't, working out of their basement or garage. There's no shortage of competition in this space! So it makes it really hard to differentiate.” [06.43] An overview of where Evans is now, and how they help their customers. “We continue to be an organization that's focused on our customer… We're a people and technology company, that happens to be in the logistics space.” [08.17] The ideal client for Evans Transportation. “From an industry and vertical perspective, we don't have an ideal client. Our ideal client is someone that understands the beauty of working with a partner… And they have to value technology.” [09.47] Why Evans is committed to embracing a customer-centric approach, and an inside look at their recent customer advisory panel, the common challenges it exposed, and the surprising answer to the question: ‘What's one activity in your organization that you'd like to see never happen again?' [13.04] Some of the biggest opportunities that were revealed at Evans' customer advisory panel, how the technology applications of their Execution Engine helps clients pursue those opportunities, and the importance of collaboration in overcoming shared challenges. [15.24] How tariffs are impacting Evans' clients, and how they're helping them respond. “With the current reprieve, there's a mad dash to make things happen while they can. But we're also seeing a significant amount of hesitation to a commitment on what people are going to do moving forward. There's so much uncertainty… So we're trying to be a problem-solver.” [17.58] The ever-evolving world of parcel, and how high customer expectations and carrier changes are creating big challenges for shippers. “From an end customer perspective, your expectations are changing… And the carrier landscape has also evolved… So, from a shipper perspective, they've got to maintain speed, be agile, and they've also got to be sustainable. Not just environmentally, but from a cost perspective.” [22.30] The growing problem of cargo theft, and how Evans is helping clients ensure their goods are safe and accounted for while in transit. [25.36] A case study exploring how Evans helped a client struggling with damage on LTL shipments to leverage technology and data and build a solution that reduced handling and dropped their freight claim percentage significantly, whilst also maintaining speed and reducing cost. [29.31] The most significant impending transformation John anticipates for the supply chain and logistics industries, and how Evans is preparing for it.   RESOURCES AND LINKS MENTIONED:   Head over to Evans Transportation's website now to find out more and discover how they could help you too. You can also connect with Evans and keep up to date with the latest over on LinkedIn, Facebook, Instagram, YouTube or X (Twitter), or you can connect with John on LinkedIn.  

We're live from the Stayntouch booth at HITEC with a powerhouse guest — Bill Fanning, Chief Revenue Officer of Stayntouch. From rolling out 139 properties in 90 days to launching new grab-and-go kiosk tech, Bill shares how Stayntouch is redefining PMS innovation in the hospitality industry.Tune in as we cover the latest innovations, guest experience enhancements, and the real impact of customer-led product development.In this episode, you'll learn about: How Stayntouch scaled across 139 Cobblestone properties in under 90 daysA new way to manage booking, reporting, and operations at scaleHow their self-service kiosk is transforming the late-night guest experienceWhy Stayntouch stays in its PMS lane — and thrives with over 1,200 integrationsHow hotelier feedback directly shapes new features and partnershipsListen now to hear how Stayntouch is leading the charge in hospitality tech and what's coming next in their roadmap.Watch the FULL EPISODE on YouTube: https://youtu.be/aBpJR-LyJng This episode is sponsored by Stayntouch: https://www.stayntouch.com/ Join the conversation on today's episode on The Modern Hotelier LinkedIn pageThe Modern Hotelier is produced, edited, and published by Make More MediaLinks:Bill on LinkedIn: https://www.linkedin.com/in/billfanning1/Stayntouch: https://www.stayntouch.com/For full show notes head to: https://themodernhotelier.com/episode/169Follow on LinkedIn: https://www.linkedin.com/company/the-...Connect with Steve and David:Steve: https://www.linkedin.com/in/%F0%9F%8E...David: https://www.linkedin.com/in/david-mil.

Get the latest equipment financing and industry updates from today's returning guest, James Currier of Finloc! James shares what Ontario is facing that affects freight volumes, the impact of frequent tariff announcements and geopolitical tensions, the overall market volatility, and the importance of preparing for cyclical economic changes!    About James Currier James Currier is the Chief Revenue Officer at Finloc USA, where James leads the sales team across the country in a relentless pursuit for increased market share in the equipment finance field. After starting his professional career as a Business Analyst in the healthcare field, James came to realize that his passions were best suited to dealing with people and organizations aiming for growth. After a two year contract was completed with Fraser & Interior Health Authorities in British Columbia, a career change ensued and James has not looked back since. Combining the analytical fundamentals learned in healthcare and a natural gravitation towards people and business development, James has thrived in a sales career since 2012, leading, managing, and training dozens of people over the past several years. Subsequent to the completion of a >$400MM acquisition at his previous company, James made the jump to Finloc where he was first tasked with hiring and redeveloping the Ontario, Canada market. James was then assigned to manage the US division for Finloc as a player/coach, originating new asset-based financing opportunities and finding, attracting, and training new talent. James has worked in an exceptionally diverse range of roles since the age of 15, starting as a minor hockey league referee. His openness to new experience has allowed James to experience positions as a head of high-profile security, high-adventure whitewater rafter guide, Corporal in the Canadian Armed Forces Infantry Reserve, business analyst, VIP/Private security operative, personal support worker, guitar teacher, and sales leader. As a well-versed hobbyist who enjoys learning and new experiences, James enjoys coaching/playing/watching hockey, swimming, guitar, hunting, fly fishing, boating/canoeing, cycling, hiking, woodworking, motorcycling, reading, DIY projects, and evening walks with his wife, 2 boys, and golden retriever.   Connect with James LinkedIn: https://www.linkedin.com/in/james-currier-clfp-232b0842/?originalSubdomain=ca  Email: james.currier@finloc.com  

IN THIS EPISODE...Joseph Landes, Co-founder and Chief Revenue Officer of Nerdio, shares insights into the company's mission, culture, and growth. He explains how Nerdio simplifies Microsoft Cloud technologies for businesses of all sizes, emphasizing their commitment to remote work through programs like the "Mayor Program" and the "Nerdio Break Room."Joseph discusses transitioning from Microsoft to leading a high-growth startup, highlighting the importance of hiring resilient team members and focusing on recurring revenue. He also details Nerdio's customer education initiatives, leadership philosophy, and "outside-in" approach, prioritizing customer feedback.------------Full show notes, guest bio, links to resources mentioned, and other compelling episodes can be found at http://LeadYourGamePodcast.com. (Click the magnifying icon at the top right and type “Joseph”)Love the show? Subscribe, rate, review, and share! Learn more about us! https://shockinglydifferent.com/-------------WHAT TO LISTEN FOR:1. What is Nerdio's mission?2. How does Nerdio support remote work?3. What is the "Mayor Program" at Nerdio?4. How does Nerdio educate its customers and partners?5. What is the importance of recurring revenue?6. How does Nerdio stay updated with market trends?------------FEATURED TIMESTAMPS:[02:29] Joseph's Personal Interests[04:21] Joseph's Career Journey at Microsoft[07:54] Nerdio's Services and Market Reach[11:32] Remote Work Culture and Challenges[18:02] Signature Segment: Joseph's entry into the LATTOYG Playbook: Nerdio's Growth and Recognition[20:32] Nerdio's Future Plans and Customer Focus[24:07] Signature Segment: Joseph's LATTOYG Tactic of Choice: Leading with Drive for Result------------ADDITIONAL RESOURCES FOR YOU:Overview: Our Signature Leadership Development Experience: http://bit.ly/DevelopYourGame

What do you get when you cross a pro soccer player, a marketing strategist, a drone-operating fugitive hunter, and a guy who's helped move hundreds of millions in ad revenue — all before 30?You get Cameron Saunders. And no, we didn't make him up.In this episode of I'm an Artist, Not a Salesman, Luis sits down with Cameron Saunders — the 26-year-old Chief Revenue Officer at Youngry, former pro athlete, and real-life James Bond-in-training. From European soccer fields to UFC campaigns, fugitive tracking to NASCAR boardrooms, Cameron's story is wild — and it's real.It all starts at Valley Forge Military Academy, where Cameron signed up to be broken down and rebuilt. Discipline and leadership became his foundation — from leading 350 cadets in formation to directing million-dollar marketing strategies. His motto: Real leaders show up. They serve. They lead from the front.From there, the journey winds through:Becoming an elite youth soccer player in PhillyTurning down an MLS contractSigning with Cardiff City in WalesTraining through the pandemic and being flown home by the U.S. embassyBut Cameron didn't stop with soccer. While still lacing up his boots, he taught himself digital marketing, launched his own agency, and landed his first major client — only to get ghosted on the invoice. Lesson #1: business doesn't care how talented you are.This episode is about more than highlight reels. It's about grit, sacrifice, and waking up at 3:30 AM to chase a dream nobody else can see.You'll hear how Cameron:Helped grow a roofing company from $99M to $250M+Used NASCAR sponsorships as a hack to get into billion-dollar boardroomsBuilt campaigns that got clients in front of FedEx execs and national audiencesAnd yeah — there's the manhunt story.A convicted killer crab-walked up a prison wall and disappeared into the woods. Cameron, deputized by authorities, flew thermal drones at night to help track him down. His drone spotted the guy hiding behind a woodpile. Total movie moment.He also pulls back the curtain on political ad campaigns during the last U.S. election — from misinformation to media buys, and how it's rarely about people. It's about power, persuasion, and propaganda.Then things get personal.Cameron opens up about:Being a first-gen entrepreneurFeeling like an old soul in a young bodyHis fiancée — a former Disney NBT artist — and how she keeps him groundedWedding plans in the Dominican RepublicFlipping houses, mentoring talent, and nerding out on watches and photographyIf your life doesn't make sense on paper but makes perfect sense to your gut — this episode's for you.Cameron Saunders is proof you don't need permission to be great. Just courage, discipline, and the guts to color outside the lines.This is Episode 41 of I'm an Artist, Not a Salesman. No fluff. No corporate lingo. Just real talk with a guy who's lived more lives than most twice his age — and he's just getting started.Subscribe, follow, and share if this hit home. We're building a tribe of creatives doing business our way.Thanks for listening. Now go make something.

(00:00-12:32) Amy Fadool joins the show and shares her thoughts on where the Sixers stack up in the East next season. (12:32-21:28) Can the Sixers afford to wait on V.J. Edgecombe. (21:28-32:12) Todd Glickman, the Chief Revenue Officer for Comcast Spectator, joins the show to discuss the Flyers draft party. (32:12-46:23) The show wraps up with a preview of the Phillies vs. Astros series, and the Key 3.

(00:00-10:31) Today on Kincade & Salciunas, the show opens with Andrew and John debating if the Eastern Conference is wide open in the NBA after some injuries to some star players. (10:31-16:44) There’s going to be a lot of changes in the East. (16:44-28:37) Andrew is completely out on Ace Bailey. (28:37-37:49) The Flyers trade for Trevor Zegras, and then the guys check the text line on today’s topic. (37:49-50:17) Do people want to hear the East is wide open from a Sixers perspective. (50:17-58:51) The Sixers currently have the 14th bets odds to win next year’s NBA Finals. (58:51-1:11:01) Bill Colarulo joins the show to express his confidence in the Sixers. (1:11:01-1:18:49) The parallels between the 2024 Eagles and 2025 Phillies. (1:18:49-1:31:58) The Phillies somehow have a better record without Bryce Harper. (1:31:58-1:41:08) In Today’s Headlines, Connor brings up the FIFA Club World Cup, the Eagles’ Culture, and his thoughts on the Sixers chances in the East next season. (1:41:08-1:52:45) Keith Pompey joins the show on the eve of the NBA Draft. (1:52:45-2:01:00) Ace Bailey’s agent gave him some bad advice. (2:01:00-2:13:33) Amy Fadool joins the show and shares her thoughts on where the Sixers stack up in the East next season. (2:13:33-2:22:29) Can the Sixers afford to wait on V.J. Edgecombe. (2:22:29-2:33:13) Todd Glickman, the Chief Revenue Officer for Comcast Spectator, joins the show to discuss the Flyers draft party. (2:33:13-2:47:33) The show wraps up with a preview of the Phillies vs. Astros series, and the Key 3.

Kyler Nixon, Co-Founder of Forward Studios, joins the show to unpack what most distributors and B2B eCommerce teams get wrong about email marketing and how to turn it into a growth channel. Drawing on first-hand lessons as a Chief Revenue Officer, Kyler breaks down how to capture more revenue, why most companies leave money on the table, and what practical steps move the needle in B2B email.Episode highlights: 00:30 – Intro: Kyler's path from agency owner to B2B eCommerce03:00 – What distributors get wrong about email marketing (and how Kyler found the gap)05:42 – Planning and forecasting in distribution: What signals Kyler actually tracked09:45 – Why the “endless aisle” is a trap for most distributors11:40 – First growth levers: growing the sales team, fixing SEO, improving UX16:33 – The lost revenue of not capturing email22:40 – Personalization in B2B email: beyond “Hi, Bob”23:50 – Simple segmentation that works: inside vs. outside the buying window25:52 – Kyler's 3-part B2B email marketing framework explained32:10 – What the B2B Commerce Association adds for practitioners37:23 – Kyler's podcast and TV recommendationsResources Mentioned:How I Built This (podcast by Guy Raz)Wisdom from the Top (podcast by Guy Raz)Survivor (reality TV show)B2B Commerce AssociationThe 2025 B2B Buyer Perspectives Report

In this special episode, recorded live at Boost Camp, we have three industry leaders who are shaping the future of conversational AI: Ben Maxim, CTO at Michigan State University Federal Credit Union (MSUFCU), Åse Marthinsen, who leads generative AI at Norway's largest bank, DNB and Nick Mitchell, Chief Revenue Officer at boost.ai.We cover the ever-changing landscape of conversational AI, including aligning teams, integrating data across channels and designing experiences that are on brand and human-centric.We look at how organisations are managing thousands of conversational intents with lean teams, thanks to hybrid AI models and smarter content workflows. There's a growing focus on data governance and trust, especially in highly regulated industries like banking. But DNB and MSUFCU show that you can scale responsibly, with MSUFCU's chatbot Fran now handling 79% of customer chats without escalation.As AI gets faster, so do the expectations from customers and leadership. We talk about the shifting role of contact centres from answering FAQs to driving strategic initiatives and the importance of staying ahead through continuous testing, experimentation and AI-driven insights.Shownotes: Check out boost.ai: https://boost.ai/Subscribe to VUX World: https://vuxworld.typeform.com/to/Qlo5aaeWSubscribe to The AI Ultimatum Substack: https://open.substack.com/pub/kanesimmsGet in touch with Kane on LinkedIn: https://www.linkedin.com/in/kanesimms Hosted on Acast. See acast.com/privacy for more information.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Bobby Morrison, Chief Revenue Officer of Shopify, to discuss the transformative power of AI in the sales domain. Bobby shares an in-depth look at Shopify's innovative approach to structuring their go-to-market strategy using pods, which integrate sales, customer success, and engineering teams for optimal client engagement and business growth. He delves into the role of AI in streamlining tasks, enhancing craft, and orchestrating workflows, while highlighting Shopify's AI-first philosophy and the democratization of AI tools across the company. Bobby also touches on the importance of industry-specific knowledge, the benefits of the Chaos Monkey practice to prevent organizational entropy, and the evolving expectations of modern buyers. This episode provides invaluable insights into leveraging AI to drive sales performance and organizational agility.ADDITIONAL RESOURCESLearn more about Bobby Morrison:https://www.linkedin.com/in/bobby-morrison-60663327/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:25] Understanding Shopify's Business Model[00:02:57] Shopify's Go-to-Market Strategy[00:04:55] Transition to Pod Structure[00:09:21] Industry Expertise and Pod Implementation[00:14:00] AI Integration at Shopify[00:17:17] Hiring and Training for AI Proficiency[00:21:38] Challenges and Future of AI in Sale[00:29:41] Enhancing Employee Performance Through Observation[00:30:21] Leveraging Call Recordings for Better Coaching[00:32:17] The Role of AI in Job Security[00:33:25] Importance of Deep Domain Expertise[00:35:30] Customer Expectations and Specialized Software[00:37:22] The Pod Structure and Compensation Models[00:41:31] Partner Ecosystem and Collaboration|[00:42:47] Managing AI and Intellectual Property[00:45:54] Chaos Monkey and Organizational Flexibility[00:51:50] Future of Sales Teams with AIHIGHLIGHT QUOTESOn AI: “AI is not gonna replace your job, but the people using AI will.”On Culture: “Toby [the CEO] advises that Shopify should intentionally destabilize enough to avoid ruts and maintain agility.”On Alignment: “We win best when we win with our partners.”On Future Vision: “I dream one day that our sales teams will wake up and just have great conversations with customers, free from low-value tasks.”

EPISODE 186C:This is the third installment in our three-part series on intelligent shopping agents - an extended conversation with Shawn Conahan, Chief Revenue Officer at Wildfire Systems. In the first episode, Shawn laid out what ISAs are, and in the second episode we talked about how ISAs will affect payments, consumers and merchants. At the end of that episode, Dan had just asked Shawn how they would affect loyalty programs - and since Wildfire Systems is a key player in the loyalty market, Shawn's answer won't disappoint you - he's thought about this a lot, and his answer is thoroughly researched. Let's pick up the conversation where we left off. Shawn - what does this all mean for loyalty programs?

In this Cabinet Maker Profit System episode, Dominic Rubino sits down with James Hatfield, Chief Revenue Officer at LiveSwitch Inc., to dig into why wasted drive time is killing contractor profits — and how to fix it. James shares his journey from painter and pressure washer to Inc. 500 tech entrepreneur, and what every construction business owner can learn from it.

Feeling burnt out despite your success? Ever felt a sense of shame for not being grateful for the opportunities you have? In this profound conversation, J.B. Bolton, the bootstrapped executive who scaled a tech company to $25 million, reveals the psychological traps that keep high-achievers feeling stuck and unfulfilled, and provides the framework to break free.This episode is a masterclass for any entrepreneur, leader, or professional who feels like they're on a hamster wheel and ready to redefine what success truly means.J.B. Bolton is an executive coach, fractional executive, and the founder of Bolton & Co. He was a key member of the executive team at BombBomb (as Chief Revenue Officer and more) that helped scale the company to $25M in annual recurring revenue.► Learn more about J.B. here: BoltonCo.netTIMESTAMPS / CHAPTERS:0:00 - The Unspoken Shame of Being Burnt Out2:15 - The Truth About Bootstrapping to $25 Million6:25 - Why J.B. Took His "First Retirement" In An RV11:15 - The Role of a Key Executive (The "Intrapreneur")14:10 - What Is EOS? (The Entrepreneurial Operating System)17:45 - The Most Dangerous Problem: Wrong Person, Right Seat22:30 - Why Anyone Can Call Themselves a "Coach" (And How to Spot a Good One)33:45 - You Have to Care More Than Your Coach Does40:30 - The Internal Scream: "Why Can't The World Just See It?"46:15 - The Dangerous Link Between Your Value and Your Paycheck52:40 - You Need To Retire Right Now (What This Actually Means)58:20 - A Framework for Getting Off The Hamster Wheel1:06:35 - A Message to a Lifelong MentorCONNECT WITH US:► Subscribe to the COS Business Podcast: https://www.youtube.com/@cosbusinesspodcast► Follow us on Instagram: https://www.instagram.com/cosbusinesspodcast/► Follow us on LinkedIn: https://www.linkedin.com/company/cos-business-podcast#BusinessPodcast #Entrepreneurship #Leadership #JBBolton #Burnout #MentalHealth #FounderStory #Bootstrapped #EOS #SelfImprovement #ExecutiveCoaching #ColoradoSprings

On this episode of CRO Spotlight, host Warren Zenna sits down with lighting-rod revenue leader Jessica Robertson, Chief Revenue Officer at Orbb. After first connecting at a lively CRO roundtable, they unpack a conversation that could have lasted hours—touching on business philosophy, sales innovation, and the evolving role of relationships in growth. Tune in to discover why Jessica's intelligence and empathy make her a standout leader in today's noisy market.Jessica traces her rise from a teenage sales development representative to spearheading revenue as Orbb's CRO, reflecting on a decade spent mastering sales leadership across multiple industries. From navigating complex enterprise cycles to running thousands of monthly transactions, she explains how a puzzle-shaped mind fueled her creativity before sharpening it with data-driven rigor. Learn how empathetic listening, agile experimentation, and strategic analytics blended in her approach to drive authentic growth.They dive into the nuts and bolts of designing scalable revenue operations: defining an ideal customer profile, segmenting ICP tiers, mapping clear funnel stages, and choosing a flexible CRM that grows with you. Jessica emphasizes starting with precise targeting over mass outreach, building functional pipelines grounded in relationship intelligence, and iterating relentlessly by capturing first-party email and calendar data to combat peak noise, maintain data hygiene, and prioritize real connections.In the final segment, they explore the future of outbound outreach: leveraging email and calendar metadata to surface genuine champions and establish a relationship funnel that complements traditional channels. Jessica unpacks Orbb's smart career overlap technology—how it uncovers verified networks to fuel warm introductions, reduce wasted touches, and unlock untapped pipelines. Host Warren Zenna closes with actionable insights to help current and aspiring CROs stay ahead in revenue intelligence.

EPISODE 186B:This is the second installment in our three-part series on intelligent shopping agents - an extended conversation with Shawn Conahan, Chief Revenue Officer at Wildfire Systems. In Monday's episode, Shawn laid out what ISAs are, and when we concluded Dan had just asked him how shopping (search, selection, and payment) fully integrated into AI platforms like Perplexity or Chat GPT would affect the payments industry. Let's pick up the conversation where we left off. Shawn - what does this all mean for the payments industry?

EPISODE 186AThis week on Commerce Code, we have a first-of-its kind, three-episode Commerce Code Deep Dive on AI Shopping Agents. For all three episodes, we speak with Shawn Conahan, Chief Revenue Officer at Wildfire Systems. Wildfire provides white-label shopping rewards and cashback platforms to companies like Microsoft, Visa, Citi, and RBC. By the end of this first episode, you will see how huge the implications are of AI shopping agents - and you will probably be out playing with them if you haven't already. Wednesday's episode will unpack what AI Shopping Agents mean for Payments, Consumers and Merchants. We don't want to spoil it for you, but in that conversation, we might conclude that when the dust has settled, payments will still exist, consumers will still exist, and merchants … might or might not still exist, depending.And in the third episode, we'll take a look at how AI shopping agents will affect Loyalty and Marketing, Google, Amazon, and other fundamental things we take for granted today.Stay tuned for our first of three episodes in this week's series: Intelligent Shopping Agents Attack! What Are They, and What Are They Doing?

We caught up with Michael P Brady, Chief Revenue Officer, and Christopher Harris, Chief Network & Cyber Security Officer at Conterra Networks on JSA TV live from Metro Connect USA. They shared insights into Conterra's impressive growth, including the shift towards serving larger enterprise customers and the key role of strategic partnerships in driving success. With a portfolio expansion into managed services and dark fiber, Conterra is ready to elevate its offering for enterprise-level clients.

Send us a textWhat happens when your approach to fatherhood is shaped by a determination to break generational patterns? Andre Mileti, Chief Revenue Officer at WorkBright and father of two boys, takes us on a deeply personal journey through his evolution as a dad.Growing up in an immigrant Italian household in Cleveland with an authoritarian father left Andre with what he calls "adaptive child wounds" that took decades to heal. Now, raising his golf-obsessed 10-year-old, Andrew, and hockey-loving 6-year-old, Matthew, he's consciously creating a different experience for his sons than the one he had.The conversation takes a powerful turn when Andre reveals his core philosophy: "Get over your own stuff." He admits spending the first half of his fatherhood still trying to meet his own emotional needs before realizing the true joy of parenting comes when you stop making it about yourself. This self-awareness, coupled with the courage to let his children experience failure, forms the foundation of his approach to raising resilient boys.Golf emerges as both a passion and a powerful teaching tool in the Mileti household. Andre shares the struggle of stepping back as a caddy for his son—fighting the urge to line up every putt and prevent every mistake. The pride in his voice is unmistakable when describing how his son refuses to take mulligans or gimmes, playing every hole with integrity. It's in these moments that the challenging work of breaking generational cycles bears its most meaningful fruit.For fathers wrestling with their own childhood wounds while trying to raise strong, ethical children, Andre's journey offers both compassion and practical wisdom. By fostering belief in our children's abilities while allowing them the space to fail and grow, we prepare them not just for sports but for life itself. Connect with Andre on LinkedIn to continue the conversation about breaking cycles and building character through thoughtful parenting.Please don't forget to leave us a review wherever you consume your podcasts! Please help us get more dads to listen weekly and become the ultimate leader of their homes!

In Episode #169 of the PricePlow Podcast, Mike and Ben sit down with industry veterans Jack Sehgal and Ben Benedict at the 2025 GNC Global Conference to explore the remarkable journey behind Nutralabz and its two breakthrough brands: Basic Supplements and GR8 Lifestyle. This conversation reveals the strategic thinking, authentic partnerships, and “daily driver” philosophy that have rapidly transformed these concepts into successful retail brands. Jack, CEO of Nutralabz and the manufacturing powerhouse behind both brands, shares his evolution from behind-the-scenes manufacturer to brand storyteller, while Ben Benedict brings his extensive GNC franchise background and sales expertise as the newly appointed Chief Revenue Officer. Together, they've created what they call a “brand house” – a strategic approach to developing multiple brands that serve different consumer needs without competing against each other. The discussion dives deep into the revolutionary “daily driver” concept that sparked Basic Supplements, the premium lifestyle positioning of GR8, and the unique eight-ingredient formula constraint that has become central to their product development philosophy. From the authentic friendship forged over a Ruth's Chris dinner to the community-over-competition mentality that's reshaping industry relationships, this episode offers rare insights into modern supplement brand building and the power of strategic partnerships. https://blog.priceplow.com/podcast/jack-sehgal-ben-benedict-nutralabz-gr8-gnc-169 Video: Jack Sehgal & Ben Benedict Share the Nutralabz Story https://www.youtube.com/watch?v=K1gmJdhIJsQ Detailed Show Notes: Building the Nutralabz Brand House (0:00) – Introductions: From Buffalo to GNC Global Conference (0:45) – Ben Benedict's Journey: From Sneaker Sales to Supplement Industry Leadership (4:10) – The Jack and Ben Partnership: Two Years from Concept to Reality (5:50) – Jack's Evolution: From Behind-the-Scenes to Brand Storyteller (8:30) – The Daily Driver Revolution: Addressing Market Overcomplexity (10:30) – Basic Supplements Philosophy: Transparency and Simplicity (14:00) – GR8 Lifestyle: Premium Performance for Modern Lifestyles (18:30) – The Eight-Ingredient Constraint: Innovation Through Limitation (22:30) – Community Over Competition: Reshaping Industry Relationships (25:00) – Manufacturing Excellence and Brand Differentiation (29:30) – Real-World Retail Success: Consumer and Retailer Feedback (34:00) – PricePlow's Product Development Partnership (38:00) – International Success and Growth Strategy (40:30) – The Brand House Vision: Future Expansion Plans (43:30) – Lessons Learned and Strategic Focus (47:00) – Industry Evolution and Future Outlook Where to Follow and Learn More Jack Sehgal: LinkedIn Ben Benedict: LinkedIn Basic Supplements: Learn about… Read more on the PricePlow Blog

Recorded on location in Ft. Worth, Texas, I chatted with Mark Kimber, Chief Revenue Officer at Fintech, spoke to hashtag#NoVacancyNews to uncover how this decades-old alcohol invoicing powerhouse is shaking things up in hospitality. If you manage hotel operations and are drowning in invoices, this conversation might just change the way you work.

Heather Carver, Chief Revenue Officer at Freestar, shares her journey in the ad tech industry, discussing her experiences from working at various companies to her current role. She highlights the evolution of publisher monetization, the impact of AI on the industry, and her optimistic view on the future of advertising technology. Heather emphasizes the importance of curation in enhancing publisher success and the potential for innovation driven by AI advancements. Takeaways Heather Carver has a diverse background in ad tech, starting from a liberal arts education. Her journey includes significant roles at companies like Amazon and Rubicon. The ad tech landscape has evolved from remnant inventory to programmatic advertising. AI has been integrated into ad tech for years, automating various processes. Curation is seen as a positive development for publishers in the ad tech space. The importance of maintaining quality and brand safety in advertising is emphasized. Heather believes that AI will create new job opportunities in the industry. The future of ad tech is exciting with potential innovations from Google and AI. Heather's focus is on reducing dependence on major players like Google. The conversation highlights the importance of relationships in the ad tech industry. Learn more about your ad choices. Visit megaphone.fm/adchoices

“If you think content is a marketing thing, you're already doing it wrong,” says Selma Chauvin, Chief Revenue Officer at AgorapulseIn this episode of The Content Cocktail Hour, host Jonathan Gandolf welcomes Selma Chauvin to discuss how content must evolve from random acts of marketing into a critical tool for revenue growth. As a former marketer turned CRO, Selma unpacks how she flipped Agorapulse's content strategy—starting at the bottom of the funnel and scaling upward—driven by sales insights and real customer conversations. Selma and Jonathan dive into how to bridge the gap between content creation and sales usage, why marketers should stop obsessing over attribution, and how aligning revenue teams can unlock smarter content strategies.In this episode, you'll learn:Why the biggest content mistake is prioritizing production over promotionHow to reverse-engineer content from real sales conversationsWhat a CRO can do to finally unite marketing and salesResources:Connect with Jonathan on LinkedIn: https://www.linkedin.com/in/jonathan-gandolf/Explore AudiencePlus: https://www.agorapulse.com/Connect with Selma on LinkedIn: https://www.linkedin.com/in/selma-chauvin/Explore Agorapulse: https://www.agorapulse.com/Timestamps:(00:00) Intro(02:00) Content's two halves: production vs. promotion(05:00) Why most content never gets used by sales(08:45) Sales as the customer of content(11:30) Flipping the funnel: starting with bottom-of-funnel insights(15:15) Building content with fewer assumptions(20:00) Why CROs should not come from sales(23:45) How Selma leads revenue at Agorapulse(25:30) “Let's stop marketing ourselves and just do business”

AI is rewriting the rules for marketing roles—and the expectations that come with them. In episode 88 of B2B SaaS Marketing Snacks, Brian Graf and Stijn Hendrikse dig into how job descriptions, hiring, and performance standards are shifting as AI becomes a core part of every marketer's toolkit.What you'll learn:Why activity-based job descriptions are outdated, and why outcomes and ownership matter more than everThe new skills that set marketers apart—like prompt engineering, mastering AI tools, and delivering a high signal-to-noise ratio in your workHow the definition of “quality” has changed, and why B+ work is no longer enough when everyone has access to the same AI-powered shortcutsThe idea that every hire is now a “team of one” backed by powerful AI, and what that means for productivity and accountabilityHow to update your job descriptions and interviews to focus on creativity, critical thinking, and the ability to drive real business results—not just outputWhy testing, feedback, and iteration are now table stakes, and why marketers need to use their extra time for deeper work, not just more workYou'll hear practical examples for content marketing roles, tips for raising the bar on quality, and a candid look at how reputation and professional equity are evolving in the age of AI. The conversation is honest, sometimes a bit unfinished, and full of real-world perspective from two leaders who've seen the shift up close. B2B SaaS Marketing Snacks is one of the most respected voices in the SaaS industry. It is hosted by two leading marketing and revenue growth experts for software:Stijn Hendrikse: Author of T2D3 CMO Masterclass & Book, Founder of KalungiBrian Graf: CEO of KalungiB2B SaaS companies move through predictable stages of marketing focus, cost and size (as described in the popular T2D3 book). The best founders, CFOs and COOs in B2B SaaS rely on a balance of marketing leadership, strategy and execution to produce the customer and revenue growth they require. Staying flexible and nimble is a key marketing asset in a hard-charging B2B world.Resources shared in this episode:The State of B2B SaaS SEO in the Age of AI [2025]Unlocking the power of AI: Transform your content creation processHow Google's New AI Mode Is Reshaping B2B SaaS Marketing T2D3 CMO MasterclassSubmit and vote on our podcast topicsABOUT B2B SAAS MARKETING SNACKS Since 2020, The B2B SaaS Marketing Snacks Podcast has offered software company founders, investors and leadership a fresh source of insights into building a complete and efficient engine for growth.Meet our Marketing Snacks Podcast Hosts: Stijn Hendrikse: Author of T2D3 Masterclass & Book, Founder of KalungiAs a serial entrepreneur and marketing leader, Stijn has contributed to the success of 20+ startups as a C-level executive, including Chief Revenue Officer of Acumatica, CEO of MightyCall, a SaaS contact center solution, and leading the initial global Go-to-Market for Atera, a B2B SaaS Unicorn. Before focusing on startups, Stijn led global SMB Marketing and B2B Product Marketing for Microsoft's Office platform.Brian Graf: CEO of KalungiAs CEO of Kalungi, Brian provides high-level strategy, tactical execution, and business leadership expertise to drive long-term growth for B2B SaaS. Brian has successfully led clients in all aspects of marketing growth, from positioning and messaging to event support, product announcements, and channel-spend optimizations, generating qualified leads and brand awareness for clients while prioritizing ROI. Before Kalungi, Brian worked in television advertising, specializing in business intelligence and campaign optimization, and earned his MBA at the University of Washington's Foster School of Business with a focus in finance and marketing.Visit Kalungi.com to learn more about growing your B2B SaaS company.

En este episodio de Hack Tu Vida, conversamos con Marcela Cárdenas, Coach de Performance, Liderazgo y Chief Revenue Officer, (ex Fairplay, ex Cabify) sobre lo que realmente implica liderar desde la autenticidad, la resiliencia y el propósito en un mundo en constante cambio. Desde su experiencia liderando equipos en América Latina hasta su propia transformación personal tras enfrentar retos físicos y emocionales, Marcela nos regala una conversación íntima, poderosa y muy práctica. Hablamos sobre: - Qué es la resiliencia y cómo desarrollarla como un músculo diario. - Cómo construir una rutina energética que te sostenga en los momentos difíciles. - El impacto del liderazgo consciente en la cultura organizacional. - Qué significa realmente ser una mujer líder sin necesidad de emular modelos masculinos. La importancia del propósito, la empatía y la vulnerabilidad como herramientas de transformación. - Cómo las maratones, el deporte y el ritmo lento nos enseñan a liderar y vivir con profundidad. Un episodio lleno de verdad, reflexiones y herramientas prácticas para quienes están en procesos de cambio, quieren liderar desde su esencia y buscan encontrar fuerza incluso en los momentos de incertidumbre.

For years, security has been treated as a necessary evil - a budget line item that CFOs approve without truly understanding its business impact. But what if cloud security could be a revenue driver, an efficiency enabler, and a cost-saving powerhouse? In this episode, Dani Woolf sat down with Chris Thomas, Chief Revenue Officer at AlgoSec, to break down how CFOs should really evaluate cloud security investments, not just as a defensive measure, but as a business accelerator. They dove into the cost of inaction, the inefficiencies draining budgets, and the financial case for security automation - all from a CFO's perspective. If you're still treating security as an overhead cost, this conversation will change the way you think about it. To get a demo of AlgoSec, visit: https://www.algosec.com/lp/request-a-demo

In today's episode, I sit down with John Adam, Chief Revenue Officer at Aimprosoft, for a direct conversation on what it really takes to implement AI inside a business. With AI hype dominating headlines, many companies are either rushing in without a clear plan or standing still out of fear of making the wrong move. John brings a grounded perspective, shaped by years of helping mid-sized firms and enterprise teams move beyond buzzwords and into real, measurable outcomes. We explore how Aimprosoft guides clients to focus on AI projects that are low in complexity but high in impact. These early wins are often the key to building internal buy-in and unlocking wider adoption across departments. John shares why modular implementation strategies are becoming more popular, especially for companies that want to avoid getting locked into any one vendor or platform. Our conversation goes beyond the technical. We discuss where AI tools actually deliver value and where they fall short. John highlights that AI performs well in rules-based, repetitive environments but still struggles with nuance, edge cases, and anything that requires emotional intelligence. He also outlines the importance of ethics, especially in regulated industries, and offers a pragmatic approach to mitigating bias, protecting data, and maintaining brand voice. With examples drawn from Aimprosoft's client work, including success stories involving scalable platform rebuilds and cost-saving test automation, this episode offers a clear-eyed view of how AI is being used today. John emphasizes that the right starting point is a good data strategy, supported by simple pilot projects that prove value early. If you're a leader trying to separate substance from noise in AI conversations, this episode offers an honest look at what works, what doesn't, and how to move forward without overcommitting. What's the smartest first step your team can take with AI right now? Let's find out.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Paul Capombassis, Chief Revenue Officer at MongoDB. They discuss Paul's extensive career from PTC to MongoDB, focusing on his strategies for creating high-performance cultures in sales. Paul shares his approach to hiring disruptors over domain experts, the importance of developing leaders from within, and the transformational programs like BDR to CRO that MongoDB has implemented. The conversation also highlights the critical role of adaptability, the significance of leadership authenticity, and the necessity of consistent leader enablement. This episode is rich with insights on how to elevate sales teams and drive company growth.ADDITIONAL RESOURCESLearn more about Paul Capombassis:https://www.linkedin.com/in/paul-capombassis-3684b211/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:59] Building a High-Performance Culture at MongoDB[00:04:45] Characteristics of a Disruptor in Sales[00:06:56] Challenges of Selling Disruptive Technology[00:16:11] Importance of Leadership and Enablement[00:21:57] Adapting to Change in a Fast-Growing Company[00:23:58] Coaching and Developing Leaders[00:30:21] Adapting Leadership for Business Growth[00:31:56] The Importance of Authentic Leadership[00:33:32] Recruitment and Enablement Strategies[00:34:40] Domain Expertise vs. Scaling with Hunters[00:38:22] Leader Development Programs[00:41:51] Challenges in Assessing Team Strengths[00:47:06] Second Line Leadership Responsibilities[00:50:23] Inspiring Through AuthenticityHIGHLIGHT QUOTES"When you lead with authenticity, the value that you get out of that and your organization gets out of that is it's game-changing.""Every time you make a hire... it's a million-dollar bet that you're taking.""Change requires discipline. And discipline is really hard.""High-performing companies set up a great enablement program, not just for your ics, but especially for leader enablement.""Great leaders today are the best coaches.""The best leaders today are the ones that can connect technical capabilities to business outcomes."

  Wow, did you know that the secret to Nooks' sales success is a surprising ratio of BDRs to AEs? They're breaking the mold and it's paying off big time. But how are they doing it? Find out in this podcast episode and prepare to be amazed. Stay tuned for the unexpected twist that's revolutionizing their sales strategy. Want to transform your outbound sales game and see genuine connections with prospects? Discover the solution that will boost your productivity and help you achieve these results. Let's dive in and revolutionize your outbound sales strategies. AI and Human Touch: The New Sales Edge Hannah Willson, CRO at Nooks, reveals how blending advanced AI tools with genuine human engagement is transforming outbound sales. By leveraging intent signals and AI-driven prospecting while maintaining authentic connections, sales teams can build stronger pipelines and accelerate growth. This is Hannah Willson's story, this week's special guest: Hannah Willson's introduction to the world of leveraging AI in outbound sales strategies stemmed from her role as the CRO at Nooks. It was her hands-on experience in coaching sales teams and her deep understanding of the challenges in pipeline development that propelled her towards exploring modern shifts in sales tactics. Witnessing the evolution of intent signals and the potential of AI-driven approaches, Hannah recognized the immense impact of integrating advanced technology with human-to-human engagement in sales. This realization kindled her commitment to embracing innovative sales techniques, positioning her as a trailblazer in navigating the dynamic sales landscape. Hannah's journey serves as an inspiring example for sales leaders, encouraging them to adapt and thrive in the ever-evolving sales domain through strategic utilization of AI and cutting-edge sales methodologies. Sales is changing so much right now. We have technology that we never had before. It's the organizations that are really leveraging that technology and still leveraging the human element that are the ones that are really accelerating over others. - Hannah Willson About Hannah Willson Hannah Willson, the Chief Revenue Officer at Nooks, boasts an impressive 20-year sales career, with a decade at a major publicly traded company and another decade at startups in the Bay Area. Her current role sees her driving outbound sales strategies using Nooks' comprehensive AI platform, including parallel dialers, AI bots for sales coaching, and AI prospector tools for automated list building and research. With her transition from being a long-time customer to now leading Nooks' sales team, Hannah brings a unique blend of firsthand experience and strategic leadership to the table. Her expertise in modern pipeline development and the fusion of technology and human touch in sales makes her a sought-after voice in the outbound sales landscape. In this episode, you will be able to: Master AI for outbound sales in order to revolutionize your approach and skyrocket your results. Cultivate a thriving calling culture that can transform your sales team's performance and boost morale. Embrace the human element in modern sales, a key to forming genuine connections and closing more deals. Harness intent signals for pipeline development that can supercharge your lead generation efforts and drive conversions. Unveil social selling best practices for B2B sales that can unlock new opportunities and expand your client base.   The key moments in this episode are: 00:00:00 - Challenges in Pipeline Development 00:03:16 - Hannah's Background and Nooks 00:05:10 - Hannah's Athletic Experience 00:07:21 - Shifts in Modern Pipeline Development 00:12:29 - Building a Calling Culture 00:13:34 - Importance of Building a Calling Culture in Sales Teams 00:15:34 - Importance of Sales Channels and BDRs 00:17:22 - Human-to-Human Engagement in Sales 00:18:22 - The Future of Sales and AI 00:21:55 - Evolution of Intent Signals and AI-Driven Approach 00:26:05 - Importance of Preparation for Sales Calls 00:26:56 - Addressing Pipeline Development Issues 00:28:53 - Leveraging LinkedIn for Pipeline Development 00:32:33 - Social Engagement Challenges and Solutions 00:38:12 - Reimagining SDR-to-AE Ratio 00:39:02 - Importance of Hiring the Right Model 00:39:53 - Connecting with Hannah 00:41:03 - Favorite Movie and Personal Insight 00:41:44 - Podcast Closing and Call to Action Timestamped summary of this episode: 00:00:00 - Challenges in Pipeline Development Hannah discusses the difficulties in modern pipeline development, emphasizing the changing landscape and the need for organizations to leverage technology and the human element to accelerate their pipeline building efforts. 00:03:16 - Hannah's Background and Nooks Hannah shares her sales background and her recent role as CRO at Nooks, a comprehensive AI platform for outbound sales. She highlights Nooks' capabilities and her personal experience as a customer before joining the company. 00:05:10 - Hannah's Athletic Experience Hannah reveals her collegiate swimming experience and draws parallels between swimming and sales, emphasizing the importance of repetition, practice, and continuous improvement in both disciplines. 00:07:21 - Shifts in Modern Pipeline Development Hannah discusses the evolving strategies in modern pipeline development, highlighting the ineffectiveness of traditional methods and the increasing reliance on technology. She emphasizes the importance of leveraging technology while still maintaining the human element in sales efforts. 00:12:29 - Building a Calling Culture Hannah addresses the challenges of building a calling culture within sales organizations, emphasizing the time-consuming nature of cold calling and the reluctance of reps. She highlights the benefits of technology in simplifying the cold calling process and the importance of setting a productive and efficient calling culture. 00:13:34 - Importance of Building a Calling Culture in Sales Teams Hannah reflects on the fun and camaraderie of sales teams in the past and emphasizes the need to continue fostering a positive and engaging work environment, especially with remote teams. 00:15:34 - Importance of Sales Channels and BDRs Hannah discusses the importance of utilizing multiple sales channels and the role of BDRs in self-sourcing deals. She emphasizes the need for a combination of different channels based on the organization and buyer preferences. 00:17:22 - Human-to-Human Engagement in Sales The discussion delves into the significance of real human-to-human engagement in sales, particularly at events, through cold calls, and on social media. The emphasis is on genuine connections and meaningful interactions. 00:18:22 - The Future of Sales and AI Hannah highlights the importance of human-assisted AI in the sales process, where technology assists in gathering data and providing suggestions, but the human touch remains essential for meaningful engagement. 00:21:55 - Evolution of Intent Signals and AI-Driven Approach The conversation delves into the shift from old-school intent models to modern AI-driven approaches, emphasizing the depth and richness of intent signals and their impact on generating high-quality pipeline for sales teams. 00:26:05 - Importance of Preparation for Sales Calls Preparation is key before a discovery call or cold call to prevent hang-ups. Having all information in one place helps customize emails and improve engagement. 00:26:56 - Addressing Pipeline Development Issues New CROs should prioritize pipeline assessment. Looking at inbound and outbound segments helps identify and fix pipeline issues. 00:28:53 - Leveraging LinkedIn for Pipeline Development Consistent LinkedIn engagement and authentic, personalized posts from SDRs and customers can drive inbound leads and improve sales engagement. 00:32:33 - Social Engagement Challenges and Solutions Many reps struggle with posting and commenting on social media. AI tools like Flypost help streamline content creation and humanize engagement with prospects. 00:38:12 - Reimagining SDR-to-AE Ratio Nooks has a unique SDR-to-AE ratio based on pipeline generation and conversion rates, challenging traditional ratio-based structures. Tailoring team size to pipeline economics has been successful for Nooks. 00:39:02 - Importance of Hiring the Right Model Hannah discusses the importance of hiring the right model for their organization and how they constantly monitor and replicate successful models. They focus on investing in SDR organization to make them more productive using technology. 00:39:53 - Connecting with Hannah Mario asks Hannah the best way to connect with her. She suggests reaching out to her on LinkedIn and emphasizes the importance of a personalized connection request referencing the podcast. 00:41:03 - Favorite Movie and Personal Insight Hannah shares her all-time favorite movie, Elf, and how it always makes her laugh. Mario highlights the importance of mentioning Elf when reaching out to Hannah, providing a personal touch in sales interactions. 00:41:44 - Podcast Closing and Call to Action Mario thanks the audience for listening and encourages them to leave a 5-star rating and review for the podcast. He also promotes the use of FlyMSG to increase productivity. Reimagining Team Structure for Results Nooks challenges traditional sales models with a unique SDR-to-AE ratio, tailoring team size based on pipeline generation and conversion rates. This innovative approach, combined with a focus on hiring the right talent and investing in productivity tools, has fueled their sales success. Building a Winning Sales Culture The episode emphasizes the importance of cultivating a vibrant calling culture and using multiple sales channels. Consistent preparation, personalized outreach, and embracing technology like AI-driven coaching and content tools empower teams to create genuine connections and drive better results. The resources mentioned in this episode are: Connect with Hannah Willson on LinkedIn and mention specific insights from the Modern Selling podcast to start a meaningful conversation. Download FlyMSG at flymsg.io to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help others discover the valuable content. Reach out to Nooks for more information on their comprehensive AI platform for outbound-related activities, such as parallel dialer, AI bots for coaching, and AI prospector tool for automated list building and research. Watch the movie Elf for a good laugh and a fun time. Enjoy unlimited access until May 30th     Enjoy unlimited access until May 30th     Enjoy unlimited access until May 30th  

Headspace's mission is to provide every person with access to lifelong mental health support. Headspace CEO Tom Pickett and Chief Clinical Officer Dr. Jenna Glover join Google to discuss the benefits of incorporating mindfulness practices into your personal and professional life. They share strategies to improve focus, reduce stress, enhance well-being, and boost productivity. Before joining Headspace, Tom's prior roles include his time as the Chief Revenue Officer at Doordash, the CEO of digital media company Crunchyroll, and over a decade at Google. Before entering the corporate world, he graduated from TOPGUN and served for nearly a decade as a fighter pilot in the U.S. Navy. Dr. Jenna Glover is a licensed psychologist who previously served as an Associate Professor in the Department of Psychiatry at the University of Colorado School of Medicine, and Director of Psychology Training at Children's Hospital Colorado. Her clinical work focuses on utilizing motivational interviewing and acceptance-based therapies across a range of internalizing disorders. Watch this episode at youtube.com/TalksAtGoogle.

In this episode of the Conference Room, host Simon Lader welcomes Patrick Guay, a seasoned sales and leadership expert with over 20 years of experience in the technology sector. Patrick shares his journey from leading sales at various Israeli startups, culminating in his current role as Chief Revenue Officer at Stream Security. He discusses the challenges of building a go-to-market strategy for Israeli companies in the U.S. and the importance of hiring the right talent.The importance of understanding U.S. market dynamics and cultural nuances when building a sales team for Israeli companies.The critical need to hire the right talent and the long-term impact of hiring decisions on a startup's success.Patrick emphasizes leading by example and understanding product-market fit before expanding the sales team.Insights into the difficulties faced by companies trying to establish a remote sales team without proper support.The different challenges and approaches when working with CEOs who have technical backgrounds versus those with business-oriented perspectives.The significance of networking and maintaining connections within the Israeli tech community.Three key tips for building a U.S. presence for Israeli companies: be patient, hire the best, and maintain a sense of humor.The evolving landscape of Israeli startups and their increasing focus on business acumen alongside technical expertise.Vision for Stream Security and the importance of preparing for the future while managing current operations.To learn more about Patrick Guay please visit his Linkedin ProfileTo learn more about Stream.Security please visit their websiteYOUR HOST - SIMON LADER  Simon Lader is the host of The Conference Room, Co-Founder of global executive search firm Salisi Human Capital, and lead generation consultancy Flow and Scale. Since 1997, Simon has helped cybersecurity vendors to build highly effective teams, and since 2022 he has helped people create consistent revenue through consistent lead generation.   Get to know more about Simon at:  Website: https://simonlader.com/  Twitter: https://twitter.com/simonlader  LinkedIn: https://www.linkedin.com/in/headhuntersimonlader/    The Conference Room is available onSpotifyApple podcastsAmazon MusicIHeartRadio

Show Notes: Alex Lugosch and Ilya Druzhnikov, founders of True PMF, explain that True PMF is a rapid prototyping and discovery service for startups and established companies who are releasing a new product or testing a new market and don't have the tools or six to eight months to try new experiments for product market fit. The firm uses cold calling tools to test out different ideas and pitches to potential clients, focusing on understanding the reactions of potential buyers. Ilya explains how their tool saves time and money by improving the cold call process. First Steps in a Cold Call Strategy Alex and Ilya work with a founder to identify their target audience and use tools like ZoomInfo to gather a list of people that fit that profile. They then use cold calling tool to test out different ideas and iterate different pitches to potential clients. They also train the founder to do cold calls, helping them understand the process and find what resonates with potential buyers. The firm often stacks rank lists of 20 audiences to test in the next 20 days, with each experiment taking about two sessions of an hour each. At a certain point, they do turnover, where the founder takes over to learn how to do the process. They use several list building services, data validation services, and dialers to build tight lists, accessing many people at the C-suite that most founders can only dream of contacting. Within one or two calls, they find that those people are picking up on their pitches and talking to them, which is a significant improvement from the traditional six-month process of trying to determine if something is a product market fit. The Cold Call Conversation and Analysis Ilya explains the process, beginning from when they contact the founder, building the initial list, finding direct phone numbers for 80-100 people, and loading them into their enterprise-grade tech stack that few startups can afford.  He goes on to explain how they start the conversation.  They try to make the pitch relevant to the founder and explain that their solution could save time and money while having a positive impact on the bottom line. After the call, the transcript goes directly into the AI model, which produces an analysis of the conversation and offers recommendations on how to proceed. The next step is to determine the outcome of the call. In a typical calling session, there are sometimes upwards of 14 or 15 connects. As the conversation gets closer to the target, the conversations become more rich, with more follow-up emails, scheduled demos, and referrals. It's an iterative process until discovering the audience is interested in the topic and/or the call can be referred to the right person. Cold Calling Techniques The conversation turns to the importance of effective cold pitching techniques. They mention the importance of recognizing what's currently relevant to the client. They also discuss the concept of partnering one person to take a pitch and then alternate to the other person without giving feedback. The key to getting better at cold pitching is focusing on the elements that work in the previous pitch. This technique can be applied to other situations as well, such as listening to each other's tone of voice and understanding their preferences. Alex emphasizes that these techniques are not meant to scale sales but to provide relevant information about messaging and product features that can be used in outbound campaigns that are scalable, such as emails, LinkedIn messages, or conferences. Ilya and Alex give an impromptu example of an opening conversation with mid-market private equity owned portfolio companies. Ilya explains that their informs more effective marketing strategies. This approach helps clients narrow down their ideas about the persona, develop stronger content that connects with their target market(s),  and ensures that their marketing efforts are highly effective. Cost of SDRs Cold Calling The discussion revolves around the cost of cold calling sales development representatives (SDRs) and their effectiveness in B2B product spaces. Emphasis is placed on understanding the messaging and the potential for managing costs. They mention a company with 400 clients across Europe that raised over $50 million and had six SDRs, but none of them were effective. They also mention that a multinational tech startup with a large B2B sales team cannot afford six CROs to run their sales team. They advise against giving cold calls to unskilled SDRs, as they may not be adaptable enough to handle complex situations. However, cold calling is a good prototyping tool, as it allows companies to reach a wider audience, gain insights and understanding of their market, and potentially increase their revenue. Examples of How TruePMF Serves Clients Alex and Ilya initially focused on high-growth e-commerce brands, but later discovered that they needed to target established e-commerce brands looking for margin expansion. They created a new list of these brands and tested it with CTOs, which proved more relevant. Then, they called private equity partners, specifically tech stack operating partners, to expand their reach. This allowed them to sell their solution across multiple brands. Another example is a smaller company with 20 clients, all big enterprise clients, looking to sell to private equity firms. Ilya also discusses the process of selling a product before building it, and emphasizes the importance of honesty and transparency in the sales process.   About the Founders of TruePMF.com Alex Lugosch, a FinTech founder and executive at a wholesale, e-commerce company, and the B2B credit space, and Ilya Druzhnikov, a serial entrepreneur and angel investor, have both been working with founders and CEOs to help them understand Product Market Fit. They have worked in various industries, including B2B wholesale, e-commerce, and angel investing. The website, Pmf.com, is by referral only, and they have a bias for working with serious people who are serious about their business. They require founders to attend every call, including the CEO, Chief Revenue Officer, and Head of Sales. The company has sold their product to 400 companies across Europe and is coming to the United States. Timestamps: 00:02: Introduction to True PMF and Their Unique Approach 03:28: Explaining the True PMF Service  06:35: Detailed Walkthrough of the Process 10:47: Iterative Improvement and Audience Targeting  16:29: The Role of Cold Calling in Business Development  34:04: Client Examples and Success Stories  40:23: Background of Alex and Ilya  Links:  Website: https://truepmf.com/ Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Chris Reising, a five-time Chief Revenue Officer (CRO) with extensive experience in scaling sales at early-stage tech companies, shares invaluable insights into the challenges and strategies involved in scaling sales functions for startups. From finding product-market fit to hiring the right sales reps and understanding the importance of pain points, this conversation provides a comprehensive guide for entrepreneurs looking to grow their businesses.KEY TAKEAWAYS[00:01:17] In the early stages of a startup, you must wear multiple hats, including being a product manager and a sales professional. Understanding the ICP and gathering customer insights are crucial.[00:02:31] The early days of a startup involve learning every day, attending sales meetings, understanding objections, and identifying the value your technology brings. Effective communication with the product team is key.[00:04:05] Investor relations play a significant role. Early-stage investors look for different data points, and their feedback can be invaluable in understanding market signals.[00:06:11] The importance of prioritizing technology components based on customer pain points and the potential to generate immediate revenue.[00:07:44] Recognizing a recurring pattern in sales discussions where customers react positively to specific functionalities is a sign of repeatability and scalability.[00:09:05] Founders who want to remain deeply involved in the sales process need guidance on when to step back. It's a common challenge in early-stage startups.[00:12:42] Breaking down a grand vision into bite-sized chunks of value that address specific business problems is crucial for achieving repeatability and market success.[00:13:30] Expanding the vision is essential but keeping the framework simple enough for the market and sales team to understand and execute is key to early-stage success.[00:13:50] The importance of focusing sales efforts on the most productive areas and avoiding the mistake of spreading sales teams too thin.HIGHLIGHT QUOTES[00:06:56] "When you start to recognize a recurring pattern...you start to say, 'Now I have some sense of repeatability,' and that's really important."[00:10:08] "There's a huge difference between a first and second-time founder...you need to help them understand that stepping away is an important part of growing the business."[00:13:01] "Recognize you've got to break that big vision down into bite-sized chunks that can be digested by your go-to-market team and by the market, by customers."[00:13:30] "Where are we going to place our salespeople? Where are they going to be the most productive? That's really a key point."Listen to the full episode with Chris Reisig in this link:https://revenue-builders.simplecast.com/episodes/building-a-scalable-culture-with-chris-reisigEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4

Kyle Norton is the Chief Revenue Officer at Owner.com, where he scaled revenue from $2M to $40M ARR in under 3 years while selling to one of the toughest markets: SMB restaurants. Before Owner, Kyle led sales at Shopify, where he helped architect one of the most operationally elite GTM orgs in SaaS.  Agenda: 00:00 – From Shopify to $40M ARR at Owner.com 06:40 – Why Founders Who Skip Sales Get Burned 11:50 – 90% Inbound, Then 70% Outbound — And Why Neither Is Enough 17:40 – How to Use AI in Sales to Massively Increase Outbound 24:30 – BDRs Don't Get Paid for Demos. Only Closed Revenue. 30:50 – The 3-Part Sales Scorecard That Replaced My Gut 36:20 – I Posted a Job on LinkedIn and Got 1,200 Applicants 42:15 – I Fired a Rep on Day 11. Here's Why. 49:40 – We Don't Do Pipeline Reviews. The Secret... 55:00 – The One Call Close Script That Wins in 99% of Cases 1:03:10 – Why YouTube Is Our Underrated Growth Weapon 1:14:30 – Sales Is a Personal Development Exercise Disguised as a Career 1:20:45 – The Night We Closed Until 1AM and Hit the Number