Podcasts about CRO

Send us a textIn this laid-back yet deeply insightful conversation recorded live at Pax8 Beyond 2025, Joey Pinz sits down with Charlie Tomeo, CRO of Rewst, to talk automation, community, and catching kingfish.Charlie shares how his love for fishing helps him reset from the startup grind, offering a rare glimpse into the human side of high-stakes leadership. But the conversation quickly dives into strategy as he explains how Rewstempowers MSPs to automate both the obvious (onboarding, offboarding, password resets) and the often-overlooked “high-hanging fruit” — tasks MSPs haven't automated because they've never done them at all.Rewst isn't just saving time — it's transforming automation into a revenue source and making MSPs indispensable to their clients. Charlie explains how their open canvas approach lets both beginners and tech artists build powerful, customized workflows.We also dig into how leadership is evolving, especially for younger tech teams. Charlie discusses mentorship, motivation, and the value of listening — whether on a Rewst open mic call or in the field with a fishing rod. 

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Today on the Invest In Her podcast, host Catherine Gray talks with Anne Richie, Managing Director and Founder of The Mezzanine Fund. With a distinguished career spanning over two decades, Anne has helped reshape how capital flows to overlooked entrepreneurs by providing flexible debt capital through her fund. She also leads ACR Capital and has extensive experience across the capital spectrum, including roles in distressed lending, private equity, and venture capital. Anne has served as a CFO and CRO, advised more than 100 businesses annually through the Goldman Sachs 10,000 Small Businesses Initiative, and is a respected speaker and educator on capital access. Her impressive resume includes board memberships, awards from Crain's Cleveland, and an MBA from the University of Michigan. In this episode, Anne breaks down the importance of flexible debt and why traditional funding mechanisms often fail to support small and underserved businesses. She shares how The Mezzanine Fund fills this gap by offering non-dilutive capital to help entrepreneurs achieve sustainable growth without giving up equity. Catherine and Anne explore the nuances of debt versus equity, how capital should serve the business owner—not the other way around—and Anne's mission to ensure more women and minority-owned businesses gain fair access to growth capital. Her insights are both inspiring and actionable for founders looking to scale on their own terms. Website Mentioned: https://www.themezzaninefund.com https://www.showherthemoneymovie.com https://svwomenfoundersfund.vc www.sheangelinvestors.com    Follow Us On Social Facebook @sheangelinvestors Twitter (X) @sheangelsinvest Instagram @sheangelinvestors & @catherinegray_investinher LinkedIn @catherinelgray & @sheangels  

Joelle Kaufman has been both a CRO and a CMO—and she's here to tell you: if sales and marketing aren't on the same page, you're leaving revenue on the table.  In this Huddles Quick Take, Joelle outlines the three most common mistakes CMOs make when trying to align with sales—and how to avoid them. From pipeline goals to budget tension to attribution battles, Joelle shares how CMOs can build better partnerships that actually drive revenue.  What You'll Learn:  3 alignment mistakes that keep marketing and sales at odds  Why obsessing over MQLs sends the wrong signal  How shared pipeline goals help unify teams  The real problem with attribution finger-pointing    For the rest of the conversation with Joelle, visit our YouTube channel (CMO Huddles Hub) or click here: https://www.youtube.com/watch?v=64XHb_E7UT4.  Get more insights like these by joining our free Starter program at cmohuddles.com.   For full show notes and transcripts, visit https://renegademarketing.com/podcasts/ To learn more about CMO Huddles, visit https://cmohuddles.com/

Not all consultants are worth it. Some drive real impact. Others just burn your time and budget.In this episode, Toni and Raul dive into how to tell the difference. They break down when it actually makes sense to bring in outside help, how to vet someone properly, and the biggest red flags to avoid.You'll learn why consulting is a real skill, what good execution support looks like, and how to think about pricing and value. (00:00) - Introduction (02:48) - Do you actually need consultants? (05:22) - The consulting relationship with startups (08:29) - Identifying red flags (10:41) - The hammer people (16:17) - Consulting is a skill (21:14) - Consultants as challengers (24:40) - Pricing and value in consulting (30:06) - Execution and enablement (33:38) - Summary (35:45) - Next week: Chris Tottman on VCs

Six leaders from across tech — from SaaS and semis to law and logistics — come together for our 250th episode milestone in this very special AI recap, where we unpack how new advances are transforming the way industries function, and how work gets done.Featuring:• Bret Taylor (Sierra Co-founder)• Winston Weinberg (Harvey Co-founder and CEO)• Matt Murphy (Marvell Technology Chairman and CEO)• Yamini Rangan (HubSpot CEO)• Chris Urmson (Aurora CEO)• Varun Mohan (Windsurf Co-founder and CEO)Connect with Joubin:- LinkedIn: https://www.linkedin.com/in/joubin-mirzadegan-66186854/ - X:  https://x.com/Joubinmir Email: grit@kleinerperkins.comLearn more about Kleiner Perkins: https://www.kleinerperkins.com

In this episode of Make It Happen Mondays, John Barrows sits down with Luke Arno, CRO at Transcend and a powerhouse revenue leader who's scaled growth at companies like Twilio Segment and Box. Luke shares what sets truly great sales teams apart—and why coaching, optimism, and grit are the unteachable qualities every leader should look for.They dive deep into the differences between coaching, mentoring, and leadership, and why enablement is the most overlooked growth lever in business today. Luke explains how to shift enablement from a reactive support function into a proactive, strategic driver—and why sales fundamentals matter now more than ever in an era of AI and automation.From hiring for passion to rebalancing the art and science of sales, this conversation is packed with actionable ideas and fresh perspectives on how to build a team—and a culture—that thrives.If you're wondering where to focus in a world of endless tools and playbooks, this one's for you.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Luke on LinkedIn: luke@transcend.ioCheck out Tanscend's Website: https://transcend.io/Interested in job opportunities? https://transcend.io/careersAlso checkout Luke's advisory services: https://www.gtmsalescoach.com/

Happy 4th of July weekend! Mark Thompson and Cro talk about showing off at auctions, and getting stuck buying something they could never afford. Donor fatigue is a thing.Tim accidentally messed up Mark's life with an unexpected health crisis... All just to grab a bite in the OC...

Happy 4th of July Weekend!!Jay Leno joins Conway... Just wind them up and let them go!Also, Mark Thompson's feelings about tipping... And... THE DON PARDO COMPETITION.Thompson.Cro.Two men enter.One man leaves in glory.

Hey Family Brand, it's Chris and Melissa! Today's episode is inspired by something we've found to be one of the most underrated (but absolutely essential) roles in leadership — whether you're running a company or raising a family: becoming the Chief Reminding Officer. This idea came up during one of our walks, and we realized how much of parenting and leadership isn't about coming up with something brand new every day. It's about consistently reminding your team — or your kids — of what's already true. Who you are. What you stand for. What you value. And honestly? That kind of consistency is powerful. We talk about how we've seen this play out in our own family, especially in real-time with our oldest son, Tate, who's away selling pest control this summer. One day was the worst — he twisted his ankle, was over everything, and needed a pep talk. The next? He crushed it and had his best sales day ever. What changed? Not a brand-new strategy. Just a reminder of something he'd already heard 100 times: don't be attached to the outcome. If you've ever felt tired of repeating yourself or wondering why your spouse or your kids aren't just getting it — you're not alone. But today, we want to encourage you to flip that frustration into purpose. Your job isn't just to lead once. It's to lovingly lead over and over again, through your reminders, your example, and your consistency. We also talk about grace — because hey, God reminds us daily. So maybe it's okay that we have to remind our kids, our spouses, and ourselves. Not in a nagging way, but in a nurturing way. Because that's what creates strong families and real connection: truth repeated in love. Let's normalize being the CRO — Chief Reminding Officer — of our homes. And let's wear that title with pride. LINKS: All Links Family Brand!  stan.store/familybrand Episode Minute By Minute: 0:00 – What it means to be a Chief Reminding Officer (CRO) 1:30 – Why consistent reminders beat constant innovation 3:00 – Family rhythms that work when you stay consistent 4:45 – How inconsistency causes things to fall apart 6:00 – The power of applying what you already know 7:15 – A story about Tate's worst day… and best day the very next day 8:30 – Why reminders can be more powerful than new advice 9:30 – Giving grace to your spouse and kids when they need another reminder 10:15 – Melissa shares how even God reminds us again and again 11:00 – Final encouragement: Go be the best CRO you can be

In this episode of TECHtonic, TSIA's Executive Director and EVP Thomas Lah is joined by Chris Albro and Chad O'Connor, co-CROs at People.ai, for a frank and forward-looking conversation about how artificial intelligence is transforming modern sales organizations. With decades of sales leadership experience at companies such as Oracle, Siebel, and Outreach, Chris and Chad bring grounded, practical insight into what they call the "Four Sales Rituals": coaching, account planning, opportunity management, and forecasting. These essential processes are often still run on outdated, manual routines, leaving revenue teams inefficient and reactive. But AI is upending that status quo. From automating CRM data capture to uncovering hidden deal risks and enhancing forecast accuracy, this episode examines how forward-thinking sales teams are leveraging AI to work smarter—and win more.But this isn't just an efficiency story. It's about reimagining the role of the sales professional in a world where data and AI augment every decision. The guests explain how AI enables more meaningful customer interactions by freeing reps to focus on strategic, human-driven work, and why clinging to “gut instinct” is becoming a liability. Thomas, Chris, and Chad explore the cultural resistance to AI adoption, the leadership mindsets required to overcome it, and the career-defining opportunities salespeople have if they choose to embrace AI now. Whether you're a CRO, RevOps leader, or quota-carrying AE, this episode is a must-listen wake-up call for anyone in tech sales today.

Send us a textWhen people talk about clinical trials, they usually think of drugs, but what about the tools that deliver, diagnose, and detect? Medical device Innovation often flies under the radar despite being essential to modern care. In this episode of the HealthBiz Podcast, Jason Monteleone, CEO of Avania, discusses how his firm helps medtech, diagnostics, and digital health companies navigate clinical trials and regulatory hurdles.

Ever felt like a CEO's life is a roller coaster, with more downs than ups?  That's exactly what Sahil Patel, 2x founder and current CEO of Spiralyze, is here to unpack. In this episode, Sahil dives deep into the gritty reality of entrepreneurship, describing how to live in the valleys and still lead authentically. He unpacks hard-earned lessons from ER Express, explains why small markets can kill growth dreams, and reveals his proven website conversion strategies through A/B testing.  Plus, mental health and therapy for business leaders get a full spotlight. What You'll Learn: Why “living in the valley” is the real CEO mindset nobody talks about How anxiety kills leadership, and calm earns real loyalty The truth behind Sahil's ER Express exit (and why it wasn't a beach-check payday) Why most B2B websites fail the 3-second test, and how to fix it How showing pricing (even for complex products) can boost conversions The CRO mistake nearly every small business makes on their homepage Why therapy might be the smartest investment for founders under pressure Favorite Quote: “You got to learn to live in the valley... that is part of the job. Maybe that even is the job.”   Who is Sahil? Sahil Patel is a two-time founder. He co-founded and led ER Express (a health-tech platform) and now heads Spiralyze, a conversion-rate optimization powerhouse. He's built businesses that tackle real-world problems and writes weekly CRO tips on LinkedIn.   Why Should You Listen? Tune in to rethink how you handle failure, sharpen your website game, and protect your mental well-being.   Connect with Sahil: Website: https://www.spiralyze.com LinkedIn (Personal): https://www.linkedin.com/in/sahilanamipatel  

Frank Sondors is the Founder and CRO of SalesForge. Frank and his team have an AI powered Outreach solution that has had some of the fastest growth I've ever seen. But this isn't about the tired approach to revenue growth you are already familiar with. This is a blueprint for record setting performance with minimum headcount required. Frank and his team today service over 2,000 customers and are growing at an incredible clip by raising capital through sales…not investment. He's living proof that you can have remarkable growth by servicing customers…not investors. Today he shares a blueprint of sales success built on lean teams, automated operations, and new innovations to your GTM rhythm that results in a finely-tuned engine. As you enter the 2nd half of 2025…this is a perfectly-timed conversation that will help you think different as a leader. You can connect with Frank on LinkedIn here. (https://www.linkedin.com/in/franksondors/) You can check out SalesForge here. (https://www.salesforge.ai/) You can check out Agent Frank here. (https://www.salesforge.ai/agent/frank#af-ai-email) For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here. (https://www.patreon.com/c/SalesLeadershipUnited)

In this weeks' Scale Your Sales Podcast episode, my guest is Nick Buxton.   Nick has a background in engineering, 2x CRO, and 5x VP of Sales. Over the past 20 years I've worked my way up from individual contributor at seed, Series A- C, privately held, FTSE and NYSE listed tech companies. He is now helping tech companies deliver revenue transformation projects with a range of partners.   In today's episode of Scale Your Sales podcast, Nick shares his value-led growth approach and why breaking down silos between sales, marketing, and customer success is key to building customer-centric organizations. He and Janice explore the difference between solving user problems vs. business needs, the impact on go-to-market strategy, and the evolving role of CROs as AI and sales enablement continue to reshape the future of sales.   Welcome to Scale Your Sales Podcast, Nick Buxton.     Timestamps: 00:00 Product-Led Growth Challenges Explained 05:51 Embrace Product-Led Growth Strategy 07:09 Customer-Led Growth Insights 13:29 Sales Competency Deficit Analysis 14:41 Challenges in Building Sales Relationships 20:13 Improving Sales Leadership Competencies 22:08 Sales Enablement and CROs Alignment 25:20 Understanding Product Value Basics 28:31 Silent Quitting: Mutual Interview Necessity     https://www.linkedin.com/in/nick-buxton/     Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSales And more!   Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this episode of The Modern Hotelier, we're live from the iconic Dallara IndyCar Factory in Indianapolis, joined by Tristan Gadsby, CEO of Alliants, and Alberto Santana, CRO of Alliants.Together, we explore how hospitality is shifting gears from clunky, fragmented tech to seamless, guest-first experiences. From reinventing contactless solutions post-COVID to ditching plastic key cards in favor of NFC technology, Alliants is helping hotels rediscover what true hospitality feels like—personal, powerful, and friction-free.Learn how:Resorts World Las Vegas revamped their tech stack for an end-to-end contactless experience.NFC keys are revolutionizing guest access (and finally working in elevators).Hotels can personalize stays before the guest even arrives—boosting revenue and delight.The outdated idea of “reception” is being replaced with something much more human.And don't miss Alberto's fiery take on why hospitality needs to break up with transactions and start having real conversations.Whether you're a tech-savvy GM or just curious about the future of hotel experiences, this is the episode that connects the dots between innovation and true hospitality.Watch the FULL EPISODE on YouTube: https://youtu.be/NWvNNOdcMbIThis episode is sponsored by Alliants: https://www.alliants.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:Tristan GadsbyTristan on LinkedIn: https://www.linkedin.com/in/tristangadsby/Alliants: https://www.alliants.com/ Alberto SantanaAlberto on LinkedIn: https://www.linkedin.com/in/mrsantana/For full show notes head to: https://themodernhotelier.com/episode/177Follow 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.

In a world of AI-generated noise and automated outreach, Cliff Simon has built a multi-million dollar business by doing something simple but rare: showing up in person.In this episode, Cliff shares how he turned events, community dinners, and authentic relationships into a powerful go-to-market strategy. He breaks down why most event-based approaches fail, what it really means to play the long game, and how founders and revenue leaders can drive growth without relying on cold outreach.Never miss a new episode! Join our newsletter at revenueformula.substack.com(00:00) - Introduction (01:53) - The Importance of In-Person (06:01) - The Role of Pavilion (08:08) - Building Relationships (12:09) - Building for Long Term (16:41) - Modern Networking Tactics (21:58) - Evaluating Event Success (24:57) - Common Misconceptions in Event Strategy (26:34) - Effective Event Strategies (31:39) - The Power of Personal Branding (32:13) - Comparing Rev Ops Events (36:28) - Next Week: What You Need to Know About Consultants  

If your big deals are stalling, John McMahon says it likely comes down to one mistake: confusing a coach with a champion.We're re-releasing one of our most popular episodes ever with the legendary John McMahon, former CRO at iconic companies like PTC and Ariba and author of The Qualified Sales Leader. He joins Ross to deliver some famously direct truths about what it really takes to win.This isn't about complex theories. It's about getting the fundamentals right. Here are three things you'll learn from John in this episode:The Coach vs. Champion Test: A coach gives you information, but a champion has influence and gets you to the economic buyer. Learn John's simple test to find out which one you really have.Make Fundamentals Muscle Memory: Reps can't listen if they're busy trying to remember the playbook. John explains how to turn your process into an instinct, freeing up reps to actually focus on navigating the deal.How to Compete Against Everyone: You're no longer just competing against other vendors. You're up against every other investment the CFO is reviewing. Learn how to ensure your champion is ready to fight for your business case.

What happens when a founder-led sales strategy hits its limits? In this episode of Coach to Scale, Ken Grasso, veteran CRO, advisor, and founder of Catalyst Peak Ventures, pulls back the curtain on the messy, mission-critical transition from instinct-driven selling to structured, scalable revenue operations. With experience leading global go-to-market teams and helping companies grow from zero to IPO, Ken shares unfiltered insights on why founders often struggle to let go of sales, the costly myth of the “natural-born” sales leader, and how process, not personality, is the real growth engine.Packed with real talk for CROs, revenue leaders, and founders alike, this conversation explores the pivotal role of coaching cultures, how to hire for system-fit over resume flash, and the urgent need to professionalize sales before seeking investment or exit. You'll also hear Ken's candid reflections on career reinvention, building credibility as a fractional exec, and why planning for the next chapter before you need to is essential for long-term impact. Whether you're scaling your first team or rethinking what makes sales truly sustainable, this episode is a playbook in disguise.Top Takeaways1. Founder-led selling becomes a liability as you scaleEarly-stage founders may be the best sellers at first, but their instinctive, unstructured style can block repeatability and growth.2. Great sales reps don't automatically make great managersPromoting top performers without leadership skills or process discipline can stall team performance and create chaos.3. The sales process is the foundation, not a nice-to-haveA defined, teachable sales process enables forecastable growth, efficient onboarding, and higher valuations.4. CROs must earn trust and re-educate founders on go-to-marketTransitioning founder-led orgs to scalable operations requires a blend of credibility, patience, and strategic coaching.5. Hiring should prioritize system-fit and coachability.The best candidates align with your GTM model and are eager to operate within a defined system, not just shine as individual contributors.6. You can't outrun a broken foundation with short-term winsHeroics might save a quarter, but without an operational structure, you'll eventually burn out or break the model.7. Fractional leadership can unlock massive value for growth-stage teamsBringing in experienced operators part-time can help companies avoid costly misfires and build maturity without overextending budgets.8. Plan your career pivot before the market makes you do itKen urges seasoned leaders to proactively define their “Plan B,” emphasizing personal reinvention and long-term career resilience.9. Strong systems beat star power—ask the NFL.Drawing on sports analogies, Ken explains why team performance relies more on consistent playbooks than flashy individuals.10. Valuation depends on your GTM maturity.Investors and acquirers don't just buy your product they buy your ability to sell it repeatedly, predictably, and without founder involvement

Daragh Murphy is giving brands their own credit-card platform—no legacy bank required.On this week's Grit, the Imprint co-founder and CEO traces the leap from being a junior lawyer to closing nine-figure card deals.He breaks down the hidden economics of credit-card loyalty, the discipline of treating capital “like the last dollar,” and how AI will slash risk-and-support costs.Guest: Daragh Murphy, CEO & Co-Founder of ImprintChapters:00:00 Trailer00:48 Introduction01:30 Actualizing the dream08:37 Imprint11:37 Partnerships are massive16:48 Understand the market18:42 “Get more, spend more” tradeoffs23:57 Fishing in the wrong ponds31:32 Can't skip work32:43 Exciting and scary34:56 Pride and ownership46:50 The way you spend your day50:20 New technologies54:51 Who Imprint is hiring54:59 What “grit” means to Daragh55:34 OutroMentioned in this episode: Figma, Rippling, H-E-B Grocery Company, LP, Barclays US, IBM, Coinbase, Charlie Munger, Instagram, Hamptons, Google, Nick Huber, Ribbit, Ireland, WeWork, Adam Kim, Amazon, Shopify, Tobias Lütke, Duolingo, Parker ConradLinks:Connect with DaraghLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins

On this episode of Embracing Erosion, Devon sits down with Jeff Hardison, CRO of CaseMark and former VP of Product Marketing at Calendly.They discuss the complexities behind operating a hybrid go-to-market motion, the positioning and messaging LinkedIn industrial complex, the nuances of product marketing and leadership in startups vs enterprise organizations, and they even touch on GTM engineering. Enjoy the conversation!

In this short segment of the Revenue Builders Podcast, we revisit the discussion with George Mogannam, CRO of Celigo, to explore the foundational gaps that hinder scalable growth—particularly in recruiting, onboarding, and team cohesion. George unpacks what most companies miss when trying to scale, including the absence of ideal hiring profiles, lack of onboarding discipline, and broken internal processes. He also emphasizes the power of in-person connection, the hidden cost of remote culture, and the importance of aligning internal teams during growth surges.KEY TAKEAWAYS[00:00:25] Common Gaps in Scaling Sales Teams: Many organizations lack ideal hiring profiles, onboarding processes, KPIs, and operational rhythms.[00:01:40] Remote Work's Cultural Void: Remote work has eroded the informal peer-to-peer learning and camaraderie critical to high-performing sales teams.[00:02:37] Why In-Person Teams Outperform: George shares research that shows 4x higher churn in remote teams versus co-located ones—highlighting the need for centralized sales orgs.[00:03:37] The True ROI of Sales Kickoffs: More than training, it's the peer interaction, story-sharing, and cross-learning that drive culture and performance.[00:04:30] The Overlooked Bottleneck in Scaling: Many CROs underestimate internal readiness for hiring sprees, especially around slow offer letter processes and internal misalignment.[00:06:59] Fixing Internal Bottlenecks: George details how his team automated contract counter-signatures to reduce booking delays and avoid customer disruptions.QUOTES[00:01:14] “There's a sales process, but no one's really utilizing it… there's no discipline around it.”[00:02:01] “You will get four times higher churn when everybody's remote versus when people are together.”[00:03:37] “The priceless part comes from them all engaging together... more powerful than all the formal training.”[00:04:59] “Companies don't realize they're a walking audition for what it's going to be like to work for them.”[00:06:41] “That's how you burn cash in an organization—when internal readiness doesn't match external hiring urgency.”[00:07:27] “If the order isn't executed at the proper time, we can accidentally shut the customer off.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/scaling-high-growth-sales-organizations-with-george-mogannamEnjoying 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/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

In this episode of Molecule to Market, you'll go inside the outsourcing space of the global drug development sector with Gemma Budd, General Manager at Nanopharm. Your host, Raman Sehgal, discusses the pharmaceutical and biotechnology supply chain with Gemma, covering: Why being in an overlay strategic, future-focused role led her to make the tough decision to move on Identifying the joy of solving problems for customers in service-based businesses Why her holistic experience led to the GM role...and the reality in becoming the leader The factors driving growth for inhalation delivery for nasal and pulmonary routes Being a niche player in a global market - why clients don't care where you are when you know what you're doing With a background in biomedical science, Gemma has built her career over the past 15 years by leveraging and expanding that knowledge in the pharmaceutical and medical devices industry. She has worked in companies providing analytical and formulation development services, materials science consultancy and manufacturing of drug delivery systems – primarily in commercial and technical roles.  She is currently the General Manager of Nanopharm, a specialist CRO focusing on developing nasally administered and inhaled drug products for pharmaceutical companies worldwide, through her team of 75 employees in the UK. She is focused on ensuring the business continually delivers, innovates and evolves in their niche space to ensure their clients benefit from their expertise that is not widely available in the industry, developing both exceptional talent and unique technology platforms, and ensuring they combine to deliver high quality services to help get drugs to patients quickly, safely and effectively. Please subscribe, tell your industry colleagues and join us in celebrating and promoting the value and importance of the global life science outsourcing space. We'd also appreciate a positive rating!  Molecule to Market is also sponsored and funded by ramarketing, an international marketing, design, digital and content agency helping companies differentiate, get noticed and grow in life sciences.

“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

Jeremy Horowitz is the Managing Partner of Because Ventures and the creator of Let's Buy a Biz!, a media brand and private equity-backed content engine built to make ecommerce M&A more transparent, data-driven, and founder-friendly. Because Ventures is a private equity search fund focused on acquiring and scaling Shopify brands and apps, while Let's Buy a Biz! documents what it actually takes to grow Top 1% ecommerce businesses.Before launching either venture, Jeremy worked across every layer of the Shopify ecosystem from scaling high-growth DTC brands like Lumi, to leading growth at top-performing Shopify apps like Gorgias. His on-the-ground experience gave him a front-row seat to what really drives retention, profit, and valuation. Now, through Because Ventures, Jeremy applies that knowledge to acquire and operate ecommerce businesses with sustainable margins and focused stacks.Whether debunking the myth that “every brand needs subscriptions,” tracking the 84% adoption rate of email/SMS across $1M+ stores, or predicting which app categories will consolidate over the next five years, Jeremy brings a deep analytical lens to ecommerce strategy. He shares insights from crawling 103,000 Shopify stores, explains why most loyalty programs fail, and urges founders to simplify their tech stack before adding complexity. His story is a masterclass in using real data, not hype to guide business decisions.In This Conversation We Discuss: [00:40] Intro[00:55] Scaling DTC brands to eight figures[02:03] Expanding beyond Shopify Plus assumptions[04:18] Filtering out inactive and duplicate stores[05:05] Highlighting the top 10 most used apps[09:08] Focusing on what actually drives growth[10:56] Comparing native vs third-party app adoption[12:23] Spotting analytics as a breakout category[14:11] Explaining why real CRO starts at $5M+[16:49] Spotting support as an underused category[18:29] Unpacking the subscription model myth[22:47] Auditing app stacks to save thousandsResources:Subscribe to Honest Ecommerce on YoutubeEcommerce Social Impact Fund because.ventures/index.htmlInsider analysis of the largest Ecommerce brands' financials letsbuyabiz.xyz/Follow Jeremy Horowitz linkedin.com/in/jeremyhorowitz1If you're enjoying the show, we'd love it if you left Honest Ecommerce a review on Apple Podcasts. It makes a huge impact on the success of the podcast, and we love reading every one of your reviews!

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Eric Erston, CRO of RegScale. They explore the characteristics of top sales teams and delve into the importance of focus, understanding the ideal customer and persona profiles, and the balance of technology and human connection in sales. The conversation also highlights the critical role of leadership in fostering vulnerability, accountability, and continuous learning within sales teams. Eric shares valuable lessons from his extensive career, emphasizing the importance of hiring the right people, empowering teams, and adapting sales strategies to evolving market demands. The episode is rich with practical tips and heartfelt anecdotes, making it a must-listen for sales leaders and professionals aiming to elevate their game.ADDITIONAL RESOURCESLearn more about Eric Erston:https://www.linkedin.com/in/ericerston/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[00:02:07] Qualities of Top Performing Sales Teams[00:05:37] Understanding the Ideal Customer Profile[00:07:53] The Importance of Persona Profiles[00:18:43] Creating a Culture of Vulnerability[00:34:17] Leadership Authenticity and Empowerment[00:35:18] Balancing Vision and Execution[00:37:14] Setting Standards of Performance[00:41:14] Accountability and Rewarding Overachievers[00:41:48] The Importance of Simplicity in Leadership[00:44:40] The Role of Coaching and Feedback[00:51:05] Adapting Sales Strategies[00:56:44] The Impact of Video Calls on Sales[01:00:43] Opportunities at RegScaleHIGHLIGHT QUOTES"You have to earn the right to get to that personal discussion.""Enablement without accountability is a failure to lead.""Get the right people, everything is so much easier.""Lots of sales teams aren't focused.""In order to know how to qualify out, we've gotta know what success is.""The most elite people devour the information provided by the company and then invest their intellect and curiosity into getting to know the individual human component.""How you sell can be just as important as what you sell.""In the old days, one of the best pieces of advice I ever got was if it's in print, expect that they expect you've read it.""If you're not making enough calls, you're not going to succeed.""Find a culture where it's comfortable being vulnerable."

Kara Brown and Joe Lynch discuss the revenue engine. Kara is the Founder and CRO of LeadCoverage, the premier B2B marketing and PR firm dedicated to helping logistics companies increase lead generation through targeted marketing strategies and media coverage. About Kara Brown A prominent thought leader in B2B go-to-market strategy, Kara Smith Brown is CEO of LeadCoverage, the pioneering consultancy transforming approaches to PR, demand generation and marketing across the supply chain, heavy industrial, and tech sectors. Her successful corporate career started at Echo Global Logistics where she played a key role in its ascent to a market leader and celebrated IPO in 2009. In 2017 Kara leveraged her prior corporate experience to launch LeadCoverage, a strategy consultancy addressing all elements of the B2B sales conversion cycle for supply chain companies. Today LeadCoverage is an Inc. 5000 company and continues to grow. Kara's new book "The Revenue Engine" offers readers a guide to effective revenue-generating strategies. The book goes beyond theoretical concepts and serves as a playbook for crafting data-driven go-to-market strategies. These principles mirror the philosophy Kara has embodied and advocated throughout her career. Kara's achievements extend beyond her corporate success. She is an advocate for diverse emerging leaders. She has been named a “Top Women in Marketing” by PR Daily and her influence shapes future entrepreneurs through her many advisory roles as well as board membership in the Entrepreneur's Organization Atlanta chapter and LaunchPad2x. She is an Ironman triathlete and lives in Atlanta with her husband and two girls. About LeadCoverage LeadCoverage is the premier supply chain go-to-market consulting group, dedicated to driving revenue growth for their clients. Company specializes in crafting GTM strategies that are grounded in data-backed insights and sophisticated mathematical models. Their proven expertise transforms businesses into market leaders, ensuring they stay ahead of the competition and achieve sustained success. LeadCoverage's headquarters is located in the beautiful Coda building in Midtown Atlanta, adjacent to the Georgia Tech campus. This particular corridor — "Supply Chain Square” — also includes cloud warehousing company Stord, supply chain intelligence company Verusen, as well as the Georgia Tech Supply Chain & Logistics Institute. For more information about LeadCoverage and its suite of supply chain, manufacturing, andlogistics-focused marketing, public relations, and analyst  relations services, please visit LeadCoverage's website. The Revenue Engine: Fueling a B2B High Octane Pipeline by Kara Smith Brown Unlock the secrets to B2B go-to-market success with Kara Smith Brown's transformative book, The Revenue Engine. This is your roadmap to building a powerful revenue engine: Share Good News: Build relationships and keep conversations alive with compelling stories and data insights. Track Interest: Identify opportunities and guide prospects through your pipeline effectively. Follow Up Consistently: Convert leads into loyal customers with proactive engagement. Packed with real-world case studies and actionable strategies, this playbook is essential for both seasoned professionals and newcomers. CEOs and leadership teams will gain insights on leveraging data and measuring success through pipeline volume, velocity, and value―empowering informed decisions. Say goodbye to random acts of marketing and embrace a structured approach that delivers measurable results and secures your place at the executive table. Elevate your marketing game and drive your business forward! Kara has written a book titled "The Revenue Engine: Fueling a B2B High Octane Pipeline." Pre-order Kara's book on Amazon here: https://a.co/d/geq5TDn To receive a free book, fill out this form and Kara will send you one in the mail: The Revenue Engine | Kara Smith Brown Key Takeaways: The Revenue Engine Kara Smith Brown and Joe Lynch discuss Kara's new book "The Revenue Engine: Fueling a B2B High Octane Pipeline" and some of the strategies outlined in the book including: Ideal customer profile Executive thought leadership Intent data tools Sales partnerships LeadCoverage is the premier logistics and supply chain go-to-market consulting group, dedicated to driving revenue growth for their clients. Below are the services and results LeadCoverage clients receive: Marketing Automation Streamlined Processes: Automate repetitive tasks to save time and reduce errors. Targeted Campaigns: Reach your ideal audience with personalized messages. Data-Driven Insights: Gain valuable insights into your marketing efforts. Revenue Operations Aligned Teams: Create a cohesive approach across sales, marketing, and customer service. Optimized Processes: Streamline your revenue generation process for maximum efficiency. Data-Driven Decision Making: Make informed decisions based on real-time data. Public Relations Measurable ROI: Track the tangible results of your PR efforts. Thought Leadership: Establish your brand as an industry expert. Media Relations: Secure high-quality media placements to increase visibility. Paid Media Ads Targeted Reach: Connect with your ideal customers on the platforms they use. Measurable Results: Track the performance of your campaigns and optimize for better outcomes. Brand Awareness: Increase your brand's visibility and reach a wider audience. Timestamps (00:00:02) The Revenue Engine (00:00:21) Introducing Kara Smith Brown (00:01:32) Ideal Customer Profile (00:02:18) Account-Based Marketing and Intent Data (00:05:50) Go-to-Market vs Marketing (00:10:49) The Revenue Engine Book (00:12:44) Kara Wagner's Background (00:16:28) Global Clients and ODW Logistics (00:19:21) Thought Leadership Strategy (00:25:43) HubSpot Diamond Shop (00:27:31) Writing "The Revenue Engine" Book (00:32:41) Book Release Date and Data-Driven Go-to-Market (00:36:47) Intent Data Tools (00:42:07) Partnership Strategy (00:45:38) Ideal Customer Profile Focus (00:48:46) Three Go-to-Market Strategies Recap (00:49:50) Measuring Success with Volume, Velocity, and Value (00:53:25) Intent Data in Supply Chain (00:59:00) Podcast Outro Learn More About The Revenue Engine Kara Brown | LinkedIn LeadCoverage | LinkedIn LeadCoverage Lead Gen for Logistics with Kara Brown | The Logistics of Logistics LeadCoverage Ranks on Inc. 5000 List for Third Consecutive The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

Jason Zigelbaum, founder of Zigpoll, joins Will Laurenson to discuss how on-site surveys have become a core growth lever for e-commerce and SaaS brands. Jason shares the journey of Zigpoll, how it's used for attribution, segmentation, and CRO, and why post-purchase surveys are more than just a feedback form. They explore real-world use cases, including file uploads, homepage redirects, and advanced integrations with Shopify and Klaviyo. Jason also reflects on the future of AI in automating personalised experiences. This episode is packed with practical strategies for leveraging first-party data and making every survey response count.

In this episode, Amir sits down with Brooke Motta, CEO and co-founder of RAD Security, to unpack her career pivot from sales leadership to becoming a founder in the cybersecurity space. Brooke shares how her go-to-market background shaped her approach to building RAD, the challenge of stepping into technical leadership, how she's managing growth through hiring, and what's ahead for security and AI. Whether you're a technical founder or commercial operator, this one's packed with practical insight.

The FDA's Diversity Action Plan guidance underwent several changes in recent months—with the draft guidance taken down, restored, and then pulled again—creating uncertainty for sponsors planning Phase III and pivotal trials across all therapeutic areas. With the final guidance expected by June 26, CRO regulatory leaders reflected on how companies can manage this evolving environment. They explored: The impact of the FDA's changing Diversity Action Plan guidance on sponsors' trial planning How companies adapted strategies to maintain inclusivity goals amid shifting regulatory priorities Broader implications for trial design, pipeline strategies, and sponsor approaches in the global drug development landscape This episode is part 2 of 4 in the series “Navigating Regulatory Changes & Market Dynamics: CRO Perspectives on the Future of Clinical Trials”, featuring insights from Novotech on evolving trends impacting global clinical development. Stay tuned for the next episode, where we'll continue exploring the key forces shaping the future of clinical trials. Listen to part 1 here: https://insights.citeline.com/scrip/partnered-content/podcast-series-navigating-regulatory-changes-market-dynamics-cro-perspectives-on-the-future-of-clinical-trials-26Q4Q35N6BHTZGLHIKHK6V2NXY/

We sat down and unpacked the messy, unfiltered reality of being a startup CEO.The kind no one tells you about. Not at panels. Not in TechCrunch puff pieces. And definitely not on LinkedIn.This isn't a “how I built this” highlight reel. It's what actually happens when you're juggling investors, layoffs, spin cycles, fundraising failures, and the kind of decisions that keep you up for months.We dig into why CEO life is less “Davos and private jets” and more “burnout, pressure, and zero control.” What it's like to be the person everyone expects answers from, even when you're not sure yourself. And why founders need less hype—and way more empathy.Never miss a new episode! Join our newsletter at revenueformula.substack.com(00:00) - Introduction (01:44) - Inside the minds of CEOs (06:47) - Transparency and communication (08:37) - Dealing with the worst problems (09:51) - Limited control and influence (10:59) - Fundraising challenges (15:54) - Financial realities of CEOs (24:57) - The emotional toll (27:24) - Decision-making pressures (37:16) - Final thoughts

Bill Staples has spent 30 years redefining how the world writes, ships, and secures code.On this week's Grit, the GitLab CEO shares what it takes to lead a public, all-remote DevSecOps company trusted by more than half of the Fortune 100. He breaks down the discipline of managing energy instead of hours, why weekly operating cadences beat quarterly plans, and how AI will 10× software engineers by auto-debugging code and closing security gaps.Guest: Bill Staples, CEO of GitLabChapters:00:00 Trailer00:42 Introduction02:34 True joy in life08:16 Winning teams13:53 When the energy isn't there18:00 Super ambitious21:01 It's not just technology29:27 Elevating quality and standard41:36 Lifelong collaborator51:22 Competent intelligence54:22 Structuring goals and time1:03:59 Who GitLab is hiring1:04:17 What “grit” means to Bill1:04:54 OutroLinks:Connect with BillLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins

Genesis 49: 1-28; 1 Cro 5: 1-2, 26:10; Gen 48: 21-22; Deut 21: 15-17; Gen 25; Hebreos 12: 16-17 Que implica el derecho de primogenitura?Porque siempre o generalmente el padre le daba “la bendición” al hijo en el lecho de muerte?Es la primogénitura y la bendición la misma cosa? corresponde a la misma persona siempre? “Escrituras tomadas de la Nueva Biblia de las Américas (NBLA), Copyright © 2005 por The Lockman Foundation. Usadas con permiso; todos los derechos reservados." www.NuevaBiblia.com

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Matt Maloney, SVP of Global Sales at Fireblocks, to dissect a critical lesson in sales leadership: the unwavering focus on hitting the number. Maloney recounts a pivotal mentoring moment at CloudLock that reshaped his approach to sales strategy, team structure, and market calibration. The episode also explores common missteps in early-stage startups—like trying to pursue too many use cases or building teams misaligned with the product's true market fit. It's a candid and practical masterclass for CROs, sales leaders, and founders navigating go-to-market chaos.KEY TAKEAWAYS[00:01:52] The #1 job of a sales leader isn't building teams—it's figuring out how to hit the number.[00:02:41] Calibration of resources is critical: Balance dominance in core markets with smart expansion into emerging ones.[00:03:41] A hard lesson: Building the wrong sales team for the product's actual market fit can derail everything.[00:04:24] Why focusing on 3-4 key use cases is more effective than spreading thin across many[00:05:50] Avoid copying old playbooks—be objective about your current product and ICP[00:06:35] Collaborate with technical founders: Align sales goals, use data, and define outlier strategies together.[00:07:24] Operating without a clear ICP is dangerous—know how to scale, train, and forecast from it.QUOTES[00:02:15] "Your job is not to build an enterprise sales team or an SMB team—it's to build the right team to hit the number.[00:03:41] "I was convinced our guiding light was to build an enterprise team. What I didn't realize was that our product was really suited for mid-market."[00:05:08] "You can't build world-class products, marketing, or sales training for 13 use cases. Focus is everything.[00:07:00] "Outliers are okay, but you need a plan for them. Don't pretend they're your core ICP."[00:07:47] "If you can't identify your ICP and scale from it, you're operating in dangerous water."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/blockchain-the-future-of-finance-with-matt-maloney-loysynttEnjoying 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/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

Navigating Clinical Trials for Medical Device Startups: Insights from Julio Martinez-Clark of bioaccess®In this episode of The Thoughtful Entrepreneur, host Josh Elledge sits down with Julio Martinez-Clark, Founder and CEO of bioaccess®, to explore the challenges medical device startups face in navigating early-phase clinical trials. Julio draws on his extensive experience to explain how bioaccess® is helping companies conduct trials in Latin America as a strategic alternative to the U.S., offering startups an efficient and cost-effective way to progress. The conversation dives into the intricacies of regulatory compliance, data quality, and patient recruitment, offering critical insights for innovators looking to accelerate their time to market.Overcoming the Challenges of Medical Device Clinical TrialsJulio Martinez-Clark explains the complex journey from medical device innovation to market. He highlights that medical device development is often capital-intensive and time-consuming, with startups typically relying on grants in the early stages before needing millions to fund animal studies, human trials, and regulatory submissions. One of the biggest challenges that startups face is meeting investor expectations for rapid progress and clear milestones, particularly with the ultimate goal of acquisition by large players such as Medtronic or Johnson & Johnson.The U.S. clinical trial process, while rigorous, is also costly, and the lengthy approval timelines add pressure for startups already constrained by limited resources. Julio stresses that many medical device innovators underestimate the amount of time it takes to secure funding, develop products, and get approval from the FDA. He also shares how crucial it is for companies to factor in the regulatory strategies and financial resources needed to navigate these challenges without facing setbacks.To overcome these challenges, startups should build long-term financial plans and strategies, preparing for what can be a long and resource-heavy journey. This proactive approach, combined with a solid regulatory strategy, ensures that startups remain on track and avoid costly delays.About Julio Martinez-ClarkJulio Martinez-Clark is the Founder and CEO of bioaccess®, a company dedicated to helping medical device startups navigate the early stages of clinical trials and regulatory approval. With years of experience in the medical device and healthcare innovation sectors, Julio provides strategic insights into accelerating time to market and achieving regulatory compliance for cutting-edge medical technologies.About bioaccess®bioaccess® is a leading contract research organization (CRO) focused on supporting medical device startups through early-phase clinical trials, particularly in Latin America. Offering a more affordable and faster approach to clinical trials, bioaccess® helps startups overcome high costs and lengthy timelines associated with U.S.-based trials while ensuring adherence to global regulatory standards and high data quality.Links Mentioned in This Episodebioaccess® WebsiteJulio Martinez-Clark on LinkedInKey Episode HighlightsThe Fractional Legal Team...

In this episode of Molecule to Market, you'll go inside the outsourcing space of the global drug development sector with Jeanne Taylor Hecht, Chief Executive Officer and Chairwoman at Lexitas. Your host, Raman Sehgal, discusses the pharmaceutical and biotechnology supply chain with Jeanne, covering: How Jeanne's various roles have equipped her to become a more rounded CEO and board member. How a stint in Asia led Jeanne to develop her strategy playbook, including the importance of the client's voice. Jeanne's journey, taking on eight different boards and becoming a serial investor and advisor... and how that did not happen by accident. She said that having a strong relationship with a PE firm and missing the hands-on, day-to-day role of being a CEO led her back to the hot seat. Understanding why has being a specialist ophthalmology CRO given Lexitas traction with small to medium biotechs, and what is the future in store for CROS? Jeanne's industry career spanned over twenty-five years as a Board member and Chief Executive Officer of multiple companies, including CEO at Ora and Senior Executive at Median Technologies, IQVIA, Decision Biomarkers, and the UNC Oncology Protocol Office. Jeanne also launched and expanded a Life Sciences consulting practice that supported companies with sales, marketing, and market growth strategies and advisory and board work. She is primarily motivated by helping to bring relief to patients.  Jeanne is an active Advisory Board Member for the University of North Carolina Chapel Hill Kenan-Flagler's Business School and Lecturer at the business school. She contributed to the creation of Wake Forest University's master's in clinical research program and remains an active industry advisor to the school. She holds a Bachelor of Science from the University of Michigan and a Master of Business Administration from the university's Ross School of Business. Please subscribe, tell your industry colleagues and join us in celebrating and promoting the value and importance of the global life science outsourcing space. We'd also appreciate a positive rating!  Molecule to Market is also sponsored and funded by ramarketing, an international marketing, design, digital and content agency helping companies differentiate, get noticed and grow in life sciences.

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.”

How can emotional targeting and customer psychology transform your conversion rates? Talia Wolf, founder and CEO of GetUplift, joins Jamil Zabaneh to break down her proven framework for website and landing page optimization, including actionable research methods, audit strategies, and the most effective emotional triggers for both B2B and eCommerce brands. Learn how to do meaningful customer research on a budget, avoid common CRO mistakes, and use AI wisely in your marketing. New episodes drop weekly—subscribe and never miss expert advice to dominate your digital marketing strategy.

Problematic stakeholders could be convinced if they... just got data. Right? Nope. Sometimes it's deeper than that. You gotta understand what makes them tick. Is it data? Is it optics? Maybe you should be running heuristic audits on your stakeholders instead of your website...In the second time EVER, someone else has changed my mind on something. Leave it to "Kingpin" Finn McKenty, who's apparently gone from Punk Rock MBA to Finn McKenty PhD, to change my mind.We got into:- How YouTubers are more data driven than your own CEO (lol)- Why you should be running heuristic audits not JUST on your website, but on the stakeholders you interact with (and tips to do so effectively)- Finn gives some general life advice on learning to let go (important when many product and CROs don't have autonomy to actually impact anything)Timestamps:00:00 Episode Start2:46  The analogy of CRO and "Gym" goes so deep6:25 Even YouTubers are data driven11:20 People who don't buy into “experimentation” just optimize for different metrics than you14:28 Psychology of UXers vs. Product/CRO (Finn low key is a psychologist now)20:01 Running heuristic audits on… stakeholders? (yes - it's a good idea)25:07 Optimization sometimes means optimizing for ‘helping people' (not metrics)30:16 Sometimes, CROs gotta play the politics game35:13 Finn offers sage advice in learning how to let go (CROs need to hear this)49:06 Preach: Samuele MazzantiGo follow Finn McKenty on LinkedIn: https://www.linkedin.com/in/finnmckenty/ And go subscribe to his newsletter:https://finnmckenty.beehiiv.com/ Go check out Samuele Mazzanti's post too: https://tinyurl.com/FromAtoB-SamueleAlso go follow Shiva Manjunath on LinkedIn: ⁠https://www.linkedin.com/in/shiva-manjunath/⁠Subscribe to our newsletter for more memes, clips, and awesome content! https://fromatob.beehiiv.com/And go get your free ticket for the Women in Experimentation - you might even be entered to win some From A to B merch! : https://tinyurl.com/FromAtoB-WIE

Is outbound dead? Not exactly. But it is changing fast.In this episode, Raul and Toni break down why the old outbound playbook is failing, where it still works, and how AI is reshaping the SDR role. We get into why brute force cold calls and emails are hitting their limits, why connect rates keep dropping, and where smart teams are still seeing success.We also talk about the rise of “new world SDRs,” how AI tools are changing prospecting, and how to use spiffs to actually build skills, not just spike activity. If you lead a sales team or run outbound, this one's for you.Never miss a new episode! Join our newsletter at revenueformula.substack.com(00:00) - Introduction (02:09) - Problems with the old world SDR approach (12:31) - The role of SDRs in the age of AI (16:15) - What should SDRs do now? (25:26) - Using SPIFS to drive change (36:09) - Conclusion and final thoughts (37:25) - Up next: the real life of a CEO

What does it take to build the logistics backbone for the next generation of commerce?Sean Henry, founder and CEO of Stord, joins Kleiner Perkins partner Ilya Fushman and Grit host Joubin Mirzadegan to talk about scaling a national fulfillment network that now moves 50 million packages a year and reaches 15% of U.S. households.They explore how Stored is using AI to connect warehouses, middle-mile routes, and delivery promises into one smart system. The goal: to give every brand an Amazon Prime-like advantage.Guest: Sean Henry, Co-Founder & CEO of StordLinks:Connect with Sean HenryXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins

The U.S. Army is enlisting Silicon Valley's top tech execs into a new elite Reserve unit, tapping their brains to modernize battlefield technology. Kevin Weil (CPO, OpenAI), Shyam Sankar (CTO, Palantir), Bob McGrew (former CRO, OpenAI and engineering director, Palantir), and Andrew “Boz” Bosworth (CTO, Meta) are trading their hoodies for fatigues to help drag Pentagon systems out of the digital dark ages.Featured Guest: Ramsey Brame, co-owner, partner, and head of growth, Quadrant AdvisoryDOWNLOAD PUBLIC: ⁠⁠Public.com/venture⁠⁠Invest in everything—stocks, options, bonds, crypto. You can even earn some of the highest yields in the industry—like the 7% or higher yield you can lock in with a Bond Account. Public is a FINRA-registered, SIPC-insured platform that takes your investments as seriously as you do. Fund your account in five minutes or less at ⁠⁠public.com/venture⁠⁠ and get up to $10,000 when you transfer your old portfolio.All investing involves the risk of loss, including loss of principal. Brokerage services for US-listed, registered securities, options and bonds in a self-directed account are offered by Public Investing, Inc., member FINRA & SIPC. Public Investing offers a High-Yield Cash Account where funds from this account are automatically deposited into partner banks where they earn interest and are eligible for FDIC insurance; Public Investing is not a bank. Cryptocurrency trading services are offered by Bakkt Crypto Solutions, LLC (NMLS ID 1890144), which is licensed to engage in virtual currency business activity by the NYSDFS. Cryptocurrency is highly speculative, involves a high degree of risk, and has the potential for loss of the entire amount of an investment. Cryptocurrency holdings are not protected by the FDIC or SIPC.A Bond Account is a self-directed brokerage account with Public Investing, member FINRA/SIPC. Deposits into this account are used to purchase 10 investment-grade and high-yield bonds. The 7%+ yield is the average, annualized yield to worst (YTW) across all ten bonds in the Bond Account, before fees, as of 5/15/2025. A bond's yield is a function of its market price, which can fluctuate; therefore, a bond's YTW is not “locked in” until the bond is purchased, and your yield at time of purchase may be different from the yield shown here. The “locked in” YTW is not guaranteed; you may receive less than the YTW of the bonds in the Bond Account if you sell any of the bonds before maturity or if the issuer defaults on the bond. Public Investing charges a markup on each bond trade. See our ⁠⁠Fee Schedule⁠⁠. *⁠⁠Terms and Conditions⁠⁠ apply.

YouTubeとSpotifyでビデオポッドキャスト公開中(0:00) OP(1:30) Vardaとは？(3:20) 宇宙で医薬品を製造するメリット(13:12) 製薬とリエントリーの２軸(19:14) スペーステックのビジネスモデル構築(20:50)　最高収益責任者（CRO）エリック・ラスカーさんの経歴(28:25) Vardaの目指しているもの(30:25) LAのエルセグンド(31:50) あなたの”眠れないくらい”考えること(33:03) 守るべきルール、壊すべきルール(33:55) オフィスツアーhttps://www.varda.com/＜About Off Topic＞Podcast:Apple - https://apple.co/2UZCQwzSpotify - https://spoti.fi/2JakzKmOff Topic Clubhttps://note.com/offtopic/membershipX - https://twitter.com/OffTopicJP草野ミキ:https://twitter.com/mikikusanohttps://www.instagram.com/mikikusano宮武テツロー: https://twitter.com/tmiyatake1

Chris Degnan is one of the most legendary CROs of this generation. He joined Snowflake as employee #13 and the 1st sales hire. He scaled the sales org from 0 to over $3B in ARR, spanned four CEOs, and retired as CRO after 11 years. In his first podcast post-retirement, Chris opened his CRO playbook, from early enablement to hiring rigor and fending off threats from competitors. He also reflects on lessons from working with leaders like Frank Slootman, John McMahon, and Sridhar Ramaswamy. If you're a founder or running sales at a startup, this one is for you. (00:00) Introduction to Chris's Journey at Snowflake (01:47) Navigating Leadership Changes (04:39) The Importance of Sales Methodology and Enablement (10:22) Near-Death Experiences and Company Resilience (13:39) Building a Strong Sales Organization (27:25) Hiring and Scaling the Sales Team (34:52) Board Dynamics and Mentorship (44:29) The Influence of John McMahon (46:22) Leadership Styles and Intuition (46:56) Launching Snowflake Japan (49:39) Learning from Leaders (55:10) The Importance of Competitive Moats (59:12) Snowflake vs. Databricks (01:07:45) Public vs. Private Markets (01:14:03) Sales and Marketing Synergy (01:26:17) Final Thoughts and Future Plans Executive Producer: Rashad Assir Producer: Leah Clapper Mixing and editing: Justin Hrabovsky Check out Unsupervised Learning, Redpoint's AI Podcast: https://www.youtube.com/@UCUl-s_Vp-Kkk_XVyDylNwLA

In this episode of Molecule to Market, you'll go inside the outsourcing space of the global drug development sector with Garren Hillow, Executive Coach and Author. Your host, Raman Sehgal, discusses the pharmaceutical and biotechnology supply chain with Garren, covering: Why not being a PhD scientist really helped him in selling science How recruiting for glory enabled him to hire the best people on the planet Buying a CRO business and getting comfortable with the risk of bankruptcy Going all in on his business, and sticking true to its core vision, enabled this David to beat the sector's Goliaths From struggling to make payroll, to the perfect storm that led to a $190m sale Garren Hilow is a biotech entrepreneur, advisor, and speaker best known for co-founding Abveris, an antibody discovery company he scaled without venture capital and ultimately sold to Twist Bioscience for $ 190 M. His journey is a masterclass in building a high-value, capital-efficient business in one of the world's toughest industries. At Abveris, Garren focused on resourcefulness, sales mastery, and building a sellable system, not just a company, allowing him to achieve a major exit while staying true to his entrepreneurial ideals. Today, Garren works with founders and CEOs across life sciences and B2B sectors, helping them build scalable, independent businesses without sacrificing control. He's passionate about empowering entrepreneurs to create long-term value through practical skills like sales, leadership, and strategic marketing, always with an eye on sustainable, founder-friendly growth. Please subscribe, tell your industry colleagues and join us in celebrating and promoting the value and importance of the global life science outsourcing space. We'd also appreciate a positive rating!  Molecule to Market is also sponsored and funded by  ramarketing, an international marketing, design, digital and content agency helping companies differentiate, get noticed and grow in life sciences.

Ready to unlock the secrets to skyrocketing your conversions? Next up on That Entrepreneur Show, we're diving deep with Sahil Patel, CEO of Spiralyze, a leading force in predictive CRO and data-driven landing page optimization. With over two decades of experience, including leading his own successful SaaS company (ER Express) for 11 years, Sahil has masterminded over 130,000 A/B tests, working with giants like Netflix, Lowe's, and the NBA.In this high-impact episode, Sahil will reveal:Surprising lessons from 130,000 A/B tests that will revolutionize your landing page conversion strategy.The 4 best practices for A/B testing done right in 2024, ensuring you get meaningful results.How to run efficient A/B tests even without massive traffic.Crucial insights and hard-won lessons for first-time CEOs navigating the entrepreneurial journey.If you're an entrepreneur serious about optimizing your digital presence, maximizing your leads, and scaling your business with data-backed precision, Sahil's expertise is a goldmine you cannot afford to miss!Support the showWant the freebie from our guest? Question for our guest or Vincent? Want to become a guest or show partner? Email Danica at PodcastsByLanci@gmail.com.Show Partners:Coming Alive Podcast Production: www.comingalivepodcastproduction.comJohn Ford's Empathy Card Set and App: https://www.empathyset.com/ Music Credits: Copyright Free Music from Adventure by MusicbyAden.

Megan Prince is the CRO of Zeni. Zeni is what happens when AI meets accounting and the Zeni team is turning heads with industries all around the world. Megan is one of the most exciting CRO's in AI to watch right now. She's an elite leader who has had an incredible run from SDR to CRO…and has created a leadership style any leader would benefit from learning. She blends individual development with accountability, delivers results without sacrificing culture, and starts with Mindset…not just mechanics…as the ultimate lever for performance. Today Megan joins us and shares why the best leaders focus on what people are becoming as the ultimate roadmap to what the team ultimately is attaining in an episode unlike any other we've had in show history. You can connect with Megan on LinkedIn here. (https://www.linkedin.com/in/megan-prince-60a782121/) You can check out Zeni here (https://www.zeni.ai/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here. (https://www.patreon.com/c/SalesLeadershipUnited) Be sure to check out the full video of this episode on our YouTube channel here.

Are your ads converting? Is conversion rate a vanity metric? What's the deal with split testing? This week's guest, Dylan Ander, loooooves websites, conversions, ads, and more—and he's even known as the CRO Guy. He founded Heatmap.com to help brands get real-time behavior on their websites.  Nik and Dylan dive deep into why most brands obsess over ad creative but ignore the real moneymaker: the website. Dylan unpacks the fundamentals of user psychology, shares the truth about what CRO actually means (spoiler: it's not just button colors), and breaks down how he approaches copywriting, landing pages, and full-site redesigns without relying on guesswork.  Plus, in the age of AI, are analytics ever going to go away? Dylan doesn't think so.   Omnisend - email & SMS marketing so good, it's boring! You've got enough exciting stuff to worry about. Let us be the reliable platform you can depend on. Make an average $68* for every $1 you spend. Start for free! Visit ⁠⁠⁠https://your.omnisend.com/limitedsupply Want more DTC advice? Check out the Limited Supply YouTube page for more insider tips.   Check out the Nik's DTC newsletter: https://bit.ly/3mOUJMJ   And if you're looking for an instant stream of on-demand DTC gold, check out the Limited Supply Slack Channel for Nik's most unfiltered, uncensored thoughts.   Follow Nik: Twitter: https://www.twitter.com/mrsharma

SaaStr 805: CRO Confidential - 5 Ways AI Has Already Changed SaaS Sales Forever with Perplexity's CBO Dmitry Shevelenko. Hosted by Sam Blond. Join Sam Blond in the latest episode of CRO Confidential live from SaaStr Annual, featuring Dmitry Shevelenko, Chief Business Officer at Perplexity. Dive deep into how cutting-edge AI can transform your go-to-market strategies, sales processes, and organizational efficiency. Explore key topics like leveraging AI for demand generation, advanced meeting preparation, pipeline management, and more. Learn from Dmitry's expertise on integrating AI to accelerate business growth and gain insights into Perplexity's innovative approach to AI-powered sales. Perfect for tech founders, sales leaders, and AI enthusiasts looking to stay ahead in the rapidly evolving sales and customer acquisition landscape. ------- Hey everyone, we just hosted 10,000 of you at the SaaStr Annual in the SF Bay Area, and now get ready, because SaaStr AI is heading to London!   On December 2nd and 3rd, we're bringing the SaaStr AI to the heart of Europe. This is your chance to connect with 2,000+ SaaS and AI executives, founders, and investors, all sharing the secrets to scaling in the age of AI.   Whether you're a founder, a revenue leader, or an investor, SaaStr AI in London is where the future of SaaS meets the power of AI.   And we just announced tickets and sponsorships, so don't wait! Head to SaaStrLondon.com to grab yours and join us this December in London.   SaaStr AI in London —where SaaS meets AI, and the next wave of innovation begins. See you there! --------------------------------------------------------------------------------------------   This episode of the SaaStr podcast is sponsored by: Attio This episode is brought to you by Attio — the AI-native CRM. Connect your email, and Attio instantly builds a powerful CRM - with every company, contact and interaction you've ever had. Get 15% off your first year at https://attio.com/saastr -------------------------------------------------------------------------------------------- This episode of the SaaStr podcast is sponsored by: Attention.com   Tired of listening to hours of sales calls? Recording is yesterday's game. Attention.com unleashes an army of AI sales agents that auto-update your CRM, build custom sales decks, spot cross-sell signals, and score calls before your coffee's cold. Teams like BambooHR and Scale AI already automate their Sales and RevOps using customer conversations. Step into the future at attention.com/saastr   --------------------------------------------------------------------------------------------

Eric Yuan turned a simple belief into Zoom, the platform that kept the world moving through a once-in-a-century shutdown and redefined modern work. On this episode of Grit, the Zoom CEO shares why velocity beats size, how a family-first ethos powered his leadership during COVID, and why the coming wave of AI dwarfs the original internet boom. He details how he's refreshing Zoom's culture for 7,500 people, opting for virtual deal calls over in person meetings, settling into life as an empty-nester, and keeping Zoom nimble enough to outpace Big Tech and the next wave of AI startups.Guest: Eric S. Yuan, Founder & CEO of ZoomChapters: 00:00 Trailer00:44 Introduction01:47 Walking with swagger03:48 Extremely exciting moment10:05 Classic innovators' dilemma12:59 Laser-focused bandwidth17:56 Family first: lead by example22:09 Everybody was doing their road shows25:34 The entire world was dependent28:04 Community care31:57 Valuation and a co-founder35:17 A lot of unhappy days39:25 Building Zoom for consumers46:57 Holograms?52:01 Home53:23 Huge competition, high velocity1:00:33 Where companies get wrong1:04:52 Giving back1:13:12 Who Zoom is hiring1:13:24 What “grit” means to Eric1:14:24 OutroMentioned in this episode: Webex by Cisco, Glean, Apple, HP, Netscape, Yahoo, Brian Armstrong, Emilie Choi, Coinbase, New Limit, Elon Musk, Windy Hill, Magic Leap, Rony Abovitz, Jony Ive, OpenAI ChatGPT, Bill McDermott, ServiceNow, Carl EschenbachLinks:Connect with EricXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins