Podcasts about CRO

What stops a promising platform from becoming an investable company? Kevin Walton, CEO of Baseimmune, has watched this from both sides, first as an investment banker and now running a 23-person biotech through a strategic pivot he led himself.He and Nick Capman get into beachhead decisions, why most preclinical teams run their experiments in the wrong order, how to keep a distributed team aligned when the CEO is an ocean away, and what investors actually weight when science, team, execution, and strategy are all on the table.Some of what comes up:Run the experiment that could kill the program first, before the supporting package existsAccumulating incremental data feels like de-risking and mostly isn'tPick fast and cheap on a CRO and you'll pay for it twiceBuild culture from where you actually are, not from where you'd like to beWrite decisions down, name one owner, and accept that ambiguity compounds faster at distanceHire a scientific advisory board that will argue with youScience gets you the meeting. Team, strategy, and execution decide what happens afterAbout Kevin WaltonKevin Walton is CEO and a board director at Baseimmune, a London biotech developing active immunotherapies for fibrosis with IPF as its lead indication. Before Baseimmune he held corporate development and business development leadership roles at Moderna, StrideBio, Curis, and G1 Therapeutics, following a start in investment banking and consulting. He holds a law degree from Duke University School of Law.About The FDA GroupThe FDA Group helps life science organizations rapidly access the industry's best consultants, contractors, and candidates. Our resources assist in every stage of the product lifecycle, from clinical development to commercialization, with a focus on staff augmentation, auditing, remediation, QMS, and other specialized project work in Quality Assurance, Regulatory Affairs, and Clinical Operations. Learn more: https://www.thefdagroup.com/

Jan Kvasnička je UX expert, CRO specialista a Google Certified Partner s 20letou praxí. Patří mezi české špičky, je vyhledávaný školitel a oborový speaker. Je pověstný svým důrazem na detail, precizní organizaci i checklisty. V rozhovoru vysvětluje, jak se za poslední rok změnilo hodnocení webů ze strany Googlu. Co je skóre kvality vstupní stránky a proč web plný AI obsahu může spadnout ze 70 na 21 bodů. Jak funguje Authority Ranking a proč teď rozhoduje o viditelnosti webu víc než kdy dřív. Proč už 18 % objednávek na některých projektech dělají AI agenti, ne lidé. A proč AI weby často prodávají hůř, i když vypadají moderně. Rozhovor vedli Ondřej Ratajský a Jan Březina. Dokumenty a checklisty, o kterých Honza v rozhovoru mluví, najdete pod videem na YouTube. Skočte si tam ně! Tudy: https://www.youtube.com/watch?v=52XniSZm-iU Partnery podcastu jsou: SmartEmailing – Profesionální platforma pro váš e-mail marketing. Czech On-line Expo – Největší akce v českém a slovenském digitálu a e-commerce: Veletrh. Konference. Festival.    

Proprietary data, not the software, is the long-term value driver. On this episode, Ann Davis, CRO at Crunchbase, walks through how knowing which customers to pursue drives 2x pipeline growth in six months, why sellers need to stay in control of the conversation, and how she built a headless AI interface that connects Salesforce, Gong, and private market data so reps know exactly what to focus on each day. Ann Davis is Chief Revenue Officer at Crunchbase, where she leads their shift from product-led to enterprise; she spent five years at Google Cloud running data and analytics and led sales at Looker (acquired by Google), and earlier configured camera systems on Sidewinder missiles for the F14 fighter program. Connect with Ann:LinkedIn Resources mentioned:SEC 10-K Search ToolOfficial Crunchbase MCP Key takeaways from this episode: 00:00 – What Ann's path from configuring missile systems to running enterprise sales reveals about building revenue infrastructure04:33 – Why most CROs invest in the wrong asset when building competitive advantage in an AI-powered sales org08:04 – A look inside the private market dataset that competitors cannot replicate, no matter how much they spend09:58 – The concrete business impact when data-driven targeting replaces guesswork in account selection20:51 – Why the transition from product-led to enterprise motion fails for most organizations, and what changes when it works32:19 – The five readiness factors that separate companies prepared for enterprise motion from those that aren't51:52 – Why enterprise sellers are becoming more essential (not obsolete) as AI reshapes sales infrastructure Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

Ben Borton, co-founder and CRO of PodPlay, shares how the company grew from operating sports venues into a platform used across 290 locations with more than 1.8 million end customers. He explains how founder-led sales, word of mouth, and organic content helped PodPlay compete with companies that had years of market experience. Ben also breaks down how more than two million captured replays turned into 24 million social media views through partnerships and user-generated content. Plus, he shares why PodPlay still invests heavily in search-focused content and how that strategy contributes to a roughly 40% demo-to-customer conversion rate.     Disclaimer: We're aware of the audio issues on this one. We did everything we could to clean it up, and ultimately felt the conversation was too valuable not to share.     Sponsor: Quiet Light Get a free, confidential valuation at https://quietlight.com/!     Be sure to get more content like this in the Niche Pursuits Newsletter Right Here: https://www.nichepursuits.com/newsletter ----------------------------------------------------------------------------------------------------------------------- Want a Faster and Easier Way to Build Internal Links? Get $15 off Link Whisper with Discount Code "Podcast" on the Checkout Screen: https://www.nichepursuits.com/linkwhisper ----------------------------------------------------------------------------------------------------------------------- Get SEO Consulting from the Niche Pursuits Podcast Host, Jared Bauman: https://www.nichepursuits.com/201creative -----------------------------------------------------------------------------------------------------------------------     Links & Resources Learn more about PodPlay: https://podplay.app/     - You can learn more about me and get additional website tips at: https://www.nichepursuits.com - You can learn about optimizing your site with internal links using a WordPress Plugin I created right here: https://www.linkwhisper.com   Thanks for watching and please consider subscribing to the main Niche Pursuits YouTube channel by clicking here: https://www.nichepursuits.com/youtube 

hVIVO PLC (AIM:HVO) chief executive Yamin 'Mo' Khan spoke with Proactive's Stephen Gunnion about the company's results for the first half of 2026, its record order book, full-year guidance and the expansion of its clinical research services. Khan said hVIVO generated around £16.3 million in revenue in H1, alongside an EBITDA loss of £4.5 million, ending the period with £13 million in cash, a performance in line with the company's previous guidance that 2026 would be weighted towards the second half. A key focus was the order book. Three sizeable human challenge trial contracts, including hVIVO's first pivotal Phase 3 trial with ILiAD, took it to £65 million at the end of June, rising to £72 million including CRS Berlin, acquired in Q3. "This is the highest record order book in the company's history," Khan said, noting it was calculated using a stricter, more conservative methodology and provides visibility into the rest of 2026 as well as 2027 and 2028. For the full year, hVIVO expects second-half revenue to almost double versus H1, targeting £47 million and a low single-digit EBITDA loss, with the company expecting to turn EBITDA positive during H2. Khan also discussed hVIVO's evolution beyond its core human challenge trial business into a more integrated CRO offering spanning consulting, laboratory services and non-human challenge Phase 1 and 2 trials, with the acquisitions of CRS Mannheim, Kiel and Berlin adding capacity and therapeutic expertise, including dermatology and women's health. Watch the full interview to hear more about hVIVO's outlook and strategy. Visit Proactive's YouTube channel for more videos, and don't forget to like the video, subscribe to the channel and enable notifications for future content. Read Proactive's Editorial Policy here: https://www.proactiveinvestors.co.uk/pages/editorialPolicy #hVIVO #HVO #ClinicalTrials #ClinicalResearch #CRO #HumanChallengeTrials #Biotech #Biotechnology #Pharma #DrugDevelopment #Phase1 #Phase2 #Phase3 #LifeSciences #Investing #AIMStocks #ProactiveInvestors

Your customer experience metrics might be accurate and still fail to move the people who control budget, headcount, and priorities. We're tackling the uncomfortable truth: when CX leaders lead with NPS, journey maps, sentiment analysis, or dashboard reporting, executives often hear “interesting CX update” instead of “material business risk.” The fix is not more slides. It's learning to walk into every room as a business leader first.We break down three shifts you can use immediately. First, we flip the sentence so outcomes lead and metrics follow: renewal risk, retention risk, growth impact, and cost to serve become the headline, with NPS and CX data as proof. We also talk through why vague requests like “we need more empathy” can backfire with a CFO or CRO unless you connect the effort to fewer repeat calls, fewer refunds, and less negative word of mouth. Then we zoom out to what's crowding CX out of the spotlight right now: operational efficiency, cost optimization, digital acceleration, and the push for AI transformation and AI engagement.Next, we get practical about proving value. If you can't answer “How much is a customer worth?” or “What does a 1% retention lift mean in revenue?” it's time to partner with finance, use industry benchmarks, and make assumptions you can refine. Finally, we close with the mindset piece: owning your worth as a CX leader who brings both empathy and business acumen and can spot problems before the numbers scream.Subscribe, share this with a CX leader who needs a stronger executive voice, and leave a quick review so more people can find the show.Resources Mentioned:Order your copy of Experience Is Everything -- http://experienceiseverythingbook.comLearn more about CXI Membership™ and apply -- http://CXIMembership.comWant to ask a question? Visit askjeannie.vip to leave Jeannie a voicemail! (And don't forget to follow Jeannie Walters, CCXP, CSP on LinkedIn!)

In this episode, we dive into the hidden costs of ecommerce growth and why static product pages are no longer enough to convert shoppers.  Unnikrshnan Kurup, Director of Client Consulting and Strategy at Theorem, shares how video commerce helps brands bridge the customer confidence gap by replacing outdated text descriptions with interactive, decision-focused content.  He also reveals strategies for lowering customer acquisition costs, using AI to scale video creation without expensive shoots, and measuring true conversion metrics instead of vanity views.  Topics discussed in this episode:Why traffic alone no longer drives e-commerce growth. How confidence gaps cause hidden shopper drop-offs. What differentiates video commerce from video assets.  How video bridges product page information gaps. Why video belongs near the buying decision point.   What video metrics matter beyond basic views. How video commerce reduces expensive support costs.   Why AI simplifies scaling existing video content. How testing hero product pages boosts conversions.   What makes video commerce distinct from live selling.   Links & Resources Website: https://theorem.digital/LinkedIn: https://www.linkedin.com/in/unni-kurup-breakthrough/X/Twitter: https://x.com/theoremincGet access to more free resources by visiting the show notes at https://tinyurl.com/mrmm9u6n______________________________________________________ Our Sponsors Xero is cloud-based accounting software that helps small businesses, including ecommerce sellers and DTC brands - manage invoicing, cash flow, bank reconciliation, and reporting from one place, on any device. Get 90% off for 6 months. Learn more at https://referrals.xero.com/ecb - T&Cs apply.Bizrate Insights: Star ratings tell you how customers feel. Bizrate Insights reveals what's driving those ratings, helping ecommerce brands create smoother shopping journeys, inspire confident purchases, and build lasting loyalty. Turn verified shopper feedback into clear priorities and better customer experiences. Learn more at bizrateinsights.com/coffee ______________________________________________________LOVE THE SHOW? HERE ARE THE NEXT STEPS!Follow the podcast to get every bonus episode. Tap follow now and don't miss out!  Rate & Review: Help others discover the show by rating the show on Apple Podcasts at https://tinyurl.com/ecb-apple-podcasts   Join our Free Newsletter: https://newsletter.ecommercecoffeebreak.com/   Partner with us: https://ecommercecoffeebreak.com/partner-with-us/

AI search is changing what it means to build visibility online. Matthew Bertram sits down with Matt Emgi to explore the evolving relationship between SEO, AEO, and LLM visibility, including why authority, entity associations, consensus signals, and brand presence are becoming increasingly important. They break down digital PR, original research, Reddit marketing, link building, attribution, automation, and the strategies SaaS and B2B companies can use to turn search visibility into measurable business growth.• separating SEO and AEO budgets without losing the core strategy • treating LLMs as a new layer, not a replacement for SEO • building entity associations and clean categorization signals • leaning into E-E-A-T, authorship, and third-party verification • using “consensus” across relevant publications to reduce risk • choosing visibility targets with AI citation data, not vibes • avoiding Reddit astroturfing and focusing on real community building • tracking the full funnel with attribution, CRO, and CRM visibility • earning durable links through original research and credible PR • building partnerships that create co-citations and a digital trail • adding guardrails to automation and agentic workflows • SaaS actions that prioritize best leads and lifetime valueGuest Contact Information: Website: emgigroup.comYouTube: youtube.com/GoEmgiLinkedIn: linkedin.com/in/matt-emgiMore from EWR and Matthew:Leave us a review wherever you listen: Spotify, Apple Podcasts, or Amazon PodcastFree SEO Consultation: www.ewrdigital.com/discovery-callWith over 5 million downloads, The Best SEO Podcast has been the go-to show for digital marketers, business owners, and entrepreneurs wanting real-world strategies to grow online. Now, host Matthew Bertram — creator of the LLM Visibility® Stack, and Lead Strategist at EWR Digital — takes the conversation beyond traditional SEO into the AI era of discoverability. Each week, Matthew dives into the tactics, frameworks, and insights that matter most in a world where search engines, large language models, and answer engines are reshaping how people find, trust, and choose businesses. From SEO and AI-driven marketing to executive-level growth strategy, you'll hear expert interviews, deep-dive discussions, and actionable strategies to help you stay ahead of the curve. Find more episodes here: youtube.com/@BestSEOPodcastbestseopodcast.combestseopodcast.buzzsprout.comFollow us on:Facebook: @bestseopodcastInstagram: @thebestseopodcastTiktok: @bestseopodcastLinkedIn: @bestseopodcastConnect With Matthew Bertram: Website: www.matthewbertram.comInstagram: @matt_bertram_liveLinkedIn: @mattbertramlivePowered by: ewrdigital.comSupport the show

Hiring mistakes often happen when leaders focus on capability and experience without understanding whether a candidate is truly energized by the realities of the role. In this clip recorded earlier this year, Jason Forget, then President and CRO of Cockroach Labs, shares the interview question he uses to uncover long-term fit, why startup environments demand a different type of motivation, and how honest self-assessment can help leaders avoid costly hiring mistakes. The discussion offers a practical framework for evaluating energy, adaptability, and alignment before making critical hiring decisions. Jason Forget is President and CRO of Resolve AI, an enterprise AI platform for production operations, and has spent his career building revenue organizations from multiple vantage points, including finance, RevOps, sales, and executive leadership. Previously, he served as President and CRO at Cockroach Labs, where he led the go-to-market organization during a period of hyper-growth. His uncommon path across different functions has shaped his approach to predictable growth, helping companies scale from early-stage startups to enterprise revenue organizations through operational discipline, coaching, and repeatable sales systems. Connect with Jason:LinkedIn Resources mentioned:"The Locker Room is Not for Sale" by Coach Brian White Listen to the full episode:How Revenue Leaders Scale Beyond Hero Sellers with Jason Forget, CRO Behind Multiple Startup-to-Scale Journeys Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

The following article of the Tech industry is: 'Why 'Smart Loyalty' and Retention Matter More Than App Downloads' by José Antonio Gómez, Co-founder and CRO, Spoonity. 

一粒高产又抗病的优质种子，是如何被筛选出来的？传统育种要让不同材料不断杂交、繁育，再从海量后代中寻找没有短板的那一个。但这种方式耗时耗力耗钱，更依赖于育种家的经验做取舍，也要承担选错的风险。而分子育种正在把这门“艺术”变成可量化的工程：用基因型数据识别材料，以分子技术追踪目标基因，加速优质品种的繁育。本期节目，我们邀请到博瑞迪生物创始人张嘉楠博士，拆解一颗种子从田间经验走向数据驱动的过程。什么是分子育种？它和传统育种的差别是什么？我们见到的哪些作物和动物，都是分子育种的结果？什么决定了中国育种需要CRO模式？长远来看，中国种业还有哪些增长空间和机会？02:04 从传统育种到分子育种08:55 分子育种的主流技术路径12:08 国内育种市场需要CRO模式18:06 如果获得优质的种质资源？21:23 商业模式的迭代演变28:31 南方锈病北上，如何改变种子生意？35:37 每代1.7枚到9.1枚：分子选择加速蛋鸡育种37:23 科学视角看转基因43:58 分子育种的全球格局47:18 博瑞迪的人才招聘需求49:19 评论区抽取5名听众送出精美周边《创业内幕》粉丝群已经开通，在这里，你可以跟节目制作人/主持人直接沟通，也可以第一时间了解到纪源资本线下活动动态，见到纪源资本的投资人，结交其他互联网圈子里的小伙伴。 入群方式：1）添加微信号“JiyuanFans”为好友，并在好友请求中标注“创业” 2）把你的全名和职称发给创业小助手；如果您想约访谈，请添加小助手微信，并附上访谈嘉宾简介，小助手将帮您对接。

Neste episódio de O Futuro Vem do Futuro, Leandro Costa conversa com Roberto Arruda, da Skyone, sobre uma trajetória que começou com um anúncio de curso técnico de telecomunicações visto num jornal do Rio de Janeiro e chegou, quatro décadas depois, à cadeira de CRO de uma empresa brasileira de tecnologia presente em 35 países. No caminho, Arruda viu a rede evoluir do cabo azul ao 5G, e usa essa bagagem para dizer que a inteligência artificial não pertence à mesma família de acontecimentos.A conversa organiza o debate a partir de uma distinção simples. Evolução tecnológica melhora o que já existia. Ruptura muda a arquitetura de como o trabalho acontece, como aconteceu quando a eletricidade chegou à fábrica. Se a IA é uma ruptura, o assunto central deixa de ser qual ferramenta comprar e passa a ser como a organização conduz a mudança: quem tem letramento, quem aprende com quem, onde estão os dados, quem pode acessar o quê.O ângulo de liderança aparece na assimetria de velocidade que Arruda descreve. Tecnologia evolui em curva exponencial, empresa evolui mais devagar e pessoa, mais devagar ainda. É nesse intervalo que se decide se a adoção gera vantagem ou gera custo. Ele conta como a Skyone montou a jornada de nuvem, integração, motor de dados e agentes, mostra dois casos de cliente com problemas bem diferentes e explica por que a tecnologia só chega ao seu melhor quando fica invisível, como ficou o Wi-Fi cuja senha ninguém mais pede.Ao longo do episódio, você vai ouvir reflexões sobre:- A diferença prática entre evolução tecnológica e ruptura- Gestão de mudança como o tema ausente da conversa sobre IA- O descompasso de velocidade entre tecnologia, empresa e pessoas- Dado organizado como pré-condição de qualquer agente- Vibe coding e a construção de sistemas pelas áreas de negócio- Letramento, comunidade, arquitetura e governança como sequência de decisãoUm episódio para quem lidera negócio ou tecnologia e precisa separar o que é sinal do que é ruído na adoção de inteligência artificial.

What do you .... actually do in your first 30 days as a CRO? Besides like health insurance and get a laptop, and fight with IT to get access to all the tools? Gertrud “Valhalla” Anirudhan joined this ep to share her wisdom, AND journey, into this, as she recently joined a company and actually went through those 30 days. She's ex-Speero, so you know we talked mad shit about Ben Labay ;) We got into:- What you should aim to accomplish in 30 days, tactically (not just 'build a culture of experimentation)- We debated a bit of 'tactics' vs. 'politics' you should balance in 30 days (I won obviously, but she made a strong case)- She shared really cool stories of her experiences, one of which is ... making a case for copying competitors? (I totally agreed with her, which for y'all who know, I hate copying competitors. Banger episode, even cooler human being. Go follow Gertrud on LinkedIn, she's amazing. https://www.linkedin.com/in/gertrudvahtra/ Also 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/

Most CROs are preparing themselves for obsolescence by relying on fixed playbooks in a market that changes every three months. In this episode, Janice B Gordon and Justin Shriber explore why agile, signal-driven sales leadership is replacing rigid execution. Janice B Gordon and Justin Shriber unpack how AI, complete revenue context, and frontline signals can help leaders understand not only what is happening, but why. They also examine how to turn strategy into daily behaviors, move beyond short-term thinking, and build a sales organization that adapts as quickly as the market. What you'll learn: a) Why the traditional CRO model is becoming obsolete b) How sales leaders can replace fixed playbooks with agile frameworks c) Why AI needs complete revenue context to produce useful insights Today, Janice B Gordon is joined by Justin Shriber, co-founder and CEO of an AI-native revenue platform trusted by companies including Cloudflare and Minstrel. He began his career at McKinsey before leading large-scale enterprise sales organizations at Oracle.   Timestamps: 03:21 Adapting Sales Leadership Styles 07:47 AI needs context to analyse data 12:41 Working with sceptical CFOs 14:07 Analysing lost deals and competition 17:58 Enhancing Sales Reps' Performance 20:49 Identifying and addressing competition 24:39 Focusing on quarterly performance goals 27:11 Adapting to Market Trends   Connect with Justin Shriber LinkedIn: https://www.linkedin.com/in/justinshriber/   Connect with Janice Book Janice to speak at your next sales or leadership event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Instagram: https://www.instagram.com/janicebgordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.

Nous sommes en Europe occidentale, il y a environ vingt mille ans, au bord d'un abri sous roche où des chasseurs-cueilleurs entretiennent un foyer. Quelques membres du groupe reviennent d'une expédition avec un renne, tandis que d'autres rapportent des végétaux récoltés au fil de la journée. Le partage de ce repas préhistorique, qui renforce les liens sociaux, couronne une longue épopée de l'alimentation intimement liée à l'évolution du vivant. Une aventure qui a commencé plus de trois milliards d'années plus tôt avec des cellules microscopiques puisant leur énergie dans les minéraux. Nous allons assister à l'émergence des premiers prédateurs mobiles déclenchant une course aux armements de protection comme le squelette. Bien plus tard, ce sont les mammifères à sang chaud qui vont devoir développer la mastication dentaire pour combler leurs besoins énergétiques élevés. Puis ce sont les primates qui s'adapteront à la vie arboricole grâce à une vision performante des couleurs, ce qui leur facilitera la recherche de fruits leur apportant l'énergie. Variations climatiques, inventions technologiques des outils de pierre, maîtrise progressive du feu révolutionneront notre anatomie en facilitant la digestion et en augmentant l'énergie assimilée par la cuisson. Homo sapiens perfectionnera les moyens d'abattre le gibier à distance sécurisée. En diversifiant ses ressources, Cro-Magnon élèvera la cuisine au rang d'une culture technique complexe. C'est ainsi qu'en se libérant pas à pas de la contrainte alimentaire, l'humain va progressivement sculpter son cerveau et façonner les premières sociétés. Revenons sur tout ce qu'il a fallu d'évolution pour enfin se mettre à table … Sujets traités : table ,cro-magnon,chasseurs-cueilleurs ,alimentation Merci pour votre écoute Un Jour dans l'Histoire, c'est également en direct tous les jours de la semaine de 13h15 à 14h30 sur www.rtbf.be/lapremiere Retrouvez tous les épisodes d'Un Jour dans l'Histoire sur notre plateforme Auvio.be :https://auvio.rtbf.be/emission/5936 Intéressés par l'histoire ? Vous pourriez également aimer nos autres podcasts : L'Histoire Continue: https://audmns.com/kSbpELwL'heure H : https://audmns.com/YagLLiKEt sa version à écouter en famille : La Mini Heure H https://audmns.com/YagLLiKAinsi que nos séries historiques :Chili, le Pays de mes Histoires : https://audmns.com/XHbnevhD-Day : https://audmns.com/JWRdPYIJoséphine Baker : https://audmns.com/wCfhoEwLa folle histoire de l'aviation : https://audmns.com/xAWjyWCLes Jeux Olympiques, l'étonnant miroir de notre Histoire : https://audmns.com/ZEIihzZMarguerite, la Voix d'une Résistante : https://audmns.com/zFDehnENapoléon, le crépuscule de l'Aigle : https://audmns.com/DcdnIUnUn Jour dans le Sport : https://audmns.com/xXlkHMHSous le sable des Pyramides : https://audmns.com/rXfVppvN'oubliez pas de vous y abonner pour ne rien manquer.Et si vous avez apprécié ce podcast, n'hésitez pas à nous donner des étoiles ou des commentaires, cela nous aide à le faire connaître plus largement. Hébergé par Audiomeans. Visitez audiomeans.fr/politique-de-confidentialite pour plus d'informations.

AI could be bigger than electricity.Anastasios Angelopoulos is seeing that shift firsthand, with Arena ranking 500+ models and tracking roughly 10 new releases every week.On Grit, he explains why there may never be one dominant AI model and why the API layer may be less sticky than people think.Guest: Anastasios Angelopoulos, Co-Founder and CEO of ArenaConnect with Anastasios AngelopoulosXLinkedIn Connect with MamoonXLinkedInConnect with Joubin:XLinkedInEmail: grit@kleinerperkins.comFollow Grit: LinkedInX​Learn more about Kleiner Perkins

Most companies spend September and October planning for 2027, but they skip the part that actually matters: figuring out how their teams will execute on it. That's why we're revisiting this episode with Dr. Chuck Bamford, who walks through how to align strategy from the boardroom all the way down to compensation plans, daily activities, and the conversations your reps have with customers. He covers what separates strategy that gets executed from strategy that sits on a shelf, and why most execution failures have nothing to do with the strategy itself. If you're mapping out your revenue goals for next year, this episode is a must-listen before you finalize your plan. Dr. Chuck Bamford is the Managing Partner at Bamford Associates and an adjunct professor of strategy at both Duke University's Fuqua School of Business and the University of Notre Dame's Mendoza College of Business. He's worked with more than 170 organizations to design and implement strategy that actually drives behavior, and he's the author of many books, including The Strategy Mindset 2.0. Connect with Chuck: LinkedIn Website Resources mentioned: The Strategy Mindset 2.0: A Practical Guide to the Design and Implementation of Strategy Key takeaways from this episode: 00:00 – What it really takes to build strategy that doesn't fall apart the moment it hits the sales floor. 05:01 – Why most CROs treat strategy like a one-time event instead of the ongoing discipline it needs to be. 16:02 – What leaders often overlook when converting corporate KPIs into the specific daily activities their people actually execute. 18:40 – The mistake many CROs make when compensation plans quietly undermine everything their strategy is designed to accomplish. 54:43 – Why narrowing your competitive set to 3-5 competitors dramatically changes how your teams sell. 01:00:52 – A look inside how differentiation dies in strategy decks but comes alive in the three-foot conversation between your rep and a customer. Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

You are spending money on ads, but your conversion rate is stuck. That is the pain. Most sellers think more traffic fixes a broken funnel. It does not. It just costs more. On The High Voltage Business Builders Podcast, I sit down with Krisztian Kiraly to break down why e-commerce CRO fails when you skip the fundamentals. We talk about the 10,000 visitor threshold. Below that number, you have a traffic problem, not a conversion problem. Buying AI tools for 2,000 visitors a month is a waste of cash. You need data first. Then you optimize. This is not a tech demo. This is a strategy talk. You will learn how to stop chasing shiny objects and start building a real system. We cover the difference between vanity metrics and actual profit. We discuss how AI amplifies your existing foundation. If your foundation is weak, AI just makes the mess bigger. You will walk away with a clear framework for when to invest in conversion rate optimization. You will understand why hyper-personalization beats generic discounts. You will see how to use AI to coordinate work, not replace your judgment. This is for the seller who is tired of guessing. Listen now to fix your funnel and protect your margins. Stop buying traffic you cannot convert. Start building a brand that turns visitors into buyers. The next 30 minutes will save you thousands in wasted ad spend. That is the move. Get the five ecommerce updates that matter every Tuesday and Friday at voltagedm.com/newsletter: https://voltagedm.com/newsletter?utm_source=rss&utm_medium=show_notes&utm_campaign=ep374

On this episode I sit down with Alister Hewitt, Technology and Operations Director at Rat & Boa and co-founder of Prebuy.Alister has been with the brand since the very beginning. He built the first website for a friend launching a clothing label, and within a couple of months the orders were flying in. He describes what Rat & Boa actually is: born on Instagram in 2014, back when the platform had no product tags and no stories and brands used it as a mood board, built around the founders' aesthetic, worn organically by the likes of Bella Hadid and Alexa Chung, and still run by a far smaller team than people assume.Most of the conversation is about the problem that comes with being a viral brand. Collections sell out in a couple of days, the rebuy window runs six to eight weeks and sometimes ten, and back-in-stock alerts were only converting at five to ten per cent. Alister's view is that preorders look like a product page feature and are really a supply chain one. Change the CTA and you just push the problem into the warehouse, the merch team and the customer service inbox. That is where Prebuy came from.The second half is about how far AI has gone inside the business. A dev team that is almost AI native, with Cursor as the harness. A CRO audit skill the digital team built themselves. Gorgias and Shopify MCPs in customer service. A server in the building running local models, because the token bill is climbing. And why Alister thinks agentic shopping is sitting exactly where mobile commerce sat a decade ago.Enjoy the show.

Industrial Talk is onsite at PowerGen and talking to Ted Pardee, CRO at Kognitiv Spark about "Augmented Reality hands-free connected worker solution". Ted Pardee from Kognitiv Spark discussed augmented reality's role in power generation at PowerGen in San Antonio. He highlighted the technology's potential to enhance efficiency and problem-solving by enabling remote expert guidance through headsets. Pardee emphasized the importance of leveraging AI and AR to address the skilled labor shortage and the "gray tsunami" of retiring experts. He noted that while Microsoft exited the AR headset market, numerous manufacturers now offer durable, intrinsically safe devices. Pardee also mentioned the integration of AR with existing systems and the development of disconnected worker solutions for low-bandwidth areas. Outline Introduction and Welcome to Industrial Talk Scott introduces the episode of Industrial Talk, sponsored by the Propane Education and Research Council, highlighting their commitment to safety training and innovative propane-powered technology.Scott praises industry professionals for their bravery, innovation, and problem-solving skills, celebrating them as heroes.The podcast is broadcasting from PowerGen in San Antonio, Texas, where industry professionals gather to discuss solutions for power generation. Introduction of Ted Pardee and Kognitiv Spark Scott introduces Ted Pardee, the guest, and his company, Kognitiv Spark, which focuses on augmented reality technology.Ted Pardee shares his first impression of PowerGen, describing it as an incredible conference with a large number of vendors and attendees.Ted emphasizes the importance of presenting new technologies to make businesses more efficient and solve problems.Ted provides a brief background on his career, highlighting his experience in the software business for over 30 years, including selling enterprise asset management software in the 1990s. Evolution of Technology and Augmented Reality Ted discusses the evolution of technology from mainframe to client-server to the web, and now to the mobile world.He explains how augmented reality technology, combined with AI, will revolutionize business operations by providing workers with headsets that connect them with experts remotely.Ted provides examples of how augmented reality can be used in various industries, including power generation and medical fields.He shares a personal anecdote about using MapQuest in the past, contrasting it with the current reliance on mobile devices. Application of Augmented Reality in Power Generation Ted describes how augmented reality headsets can help experts remotely assist workers in solving problems, especially in remote locations.He explains how the technology can be used in asset management, allowing experts to guide workers through repairs using Teams calls or Kognitiv Spark's remote assistance software.Ted highlights the importance of leveraging technology to protect workers and improve efficiency in industries like oil and gas, chemical plants, and manufacturing.He emphasizes that the technology is still in its early stages but has the potential to revolutionize how work is done in various industries. Durability and Market of Augmented Reality Headsets Ted compares the durability of augmented reality headsets to cell phones, suggesting that if a headset breaks, it can be easily replaced, similar to replacing a broken phone.He explains that the focus should be on the software that runs on the headsets, as the hardware can be replaced.Ted discusses the market for augmented reality headsets, mentioning that there are now many manufacturers, including Microsoft, which has exited the market.He predicts that in the future, there will be a variety of headsets available, each suited to different use cases and industries. Use Cases and Integration with Existing Systems Ted provides a use case for augmented reality in power generation, explaining how it can help ERCOT assess and solve problems quickly during extreme weather conditions.He discusses the integration of augmented reality with existing asset performance management systems, allowing workers to access real-time data and expert guidance.Ted explains how Kognitiv Spark's software has open APIs, making it easy to integrate with other systems and enhance existing solutions.He highlights the potential for augmented reality to improve maintenance efficiency and reduce downtime in various industries. Addressing Skilled Labor Shortage and Knowledge Transfer Ted addresses the issue of the skilled labor shortage and the "gray tsunami," where experienced workers are retiring, leaving a gap in expertise.He explains how augmented reality can help maximize the expertise of experienced workers by allowing them to remotely assist younger workers.Ted provides examples of how companies are using augmented reality to reduce travel for experts and improve efficiency in their operations.He emphasizes the importance of leveraging technology to bridge the gap between experienced workers and the next generation of professionals. Conclusion and Contact Information Ted shares his contact information, encouraging listeners to reach out to him on LinkedIn or through Kognitiv Spark's website.Scott thanks Ted for the conversation and highlights the importance of the work being done by Kognitiv Spark in advancing augmented reality technology.The podcast concludes with a reminder to listeners to visit the Industrial Talk website for more information and to connect with Ted Pardee.Scott reiterates the importance of storytelling and marketing for industry professionals to inspire the next generation and ensure the success of their companies. If interested in being on the Industrial Talk show, simply contact us and let's have a quick conversation. Finally, get your exclusive free access to the Industrial Academy and a series on “Why You Need To Podcast” for Greater Success in 2026. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy! TED PARDEE'S CONTACT INFORMATION: Personal LinkedIn: https://www.linkedin.com/in/tedpardee/ Company LinkedIn: https://www.linkedin.com/company/kognitivspark/ Company Website: https://www.kognitivspark.com/ PODCAST VIDEO: https://youtu.be/ii7K4JZY_-k THE STRATEGIC REASON "WHY YOU NEED TO PODCAST": OTHER GREAT INDUSTRIAL RESOURCES: NEOM:

Mark van Oppen is 90 days into the CRO seat at SecureAuth, after four years selling a developer-led product at FusionAuth. He walks through the pre-call research he wants reps doing to connect technical pain to a business number, and why he tells them to be careful about showing it too early. He also covers his three hiring filters, what a muted seller says to a buyer, and what he's doing with the rep at 200 percent of goal who automated his own follow-up.In this episodeWhy Mark calls identity a non-optional problem, and what "critical path" changes about the saleThe step-by-step model for turning an earnings report into a cost per minute and a headcount numberWhy he tells reps not to present that model to a customer straight awayHow he runs the technical-pain-to-dollars conversation inside a one-on-one deal reviewWhy "I'm not technical" and "let me bring in my engineer" are career-limiting in this categoryThe alley-oop between AE and SE, and what twenty minutes on mute tells a buyerEnergy, excellence, experience: his three hiring filters, in that order, and why experience comes lastWhat he's doing with a rep at 200 percent of goal who built his own Claude workflowAbout the guest: Mark van Oppen is Chief Revenue Officer at SecureAuth, which he joined in 2026. He was previously VP of Sales and then CRO at FusionAuth, and before that held go-to-market roles across Blue Box, IBM, Heptio and VMware.Notable quotes"I refer to identity as a non-optional problem.""You're not going to be right, but you're going to be in the right ballpark.""It should not be the seller goes on mute and disappears for 20 minutes."Chapters (approximate)00:36 — Ninety days in, and how the SecureAuth motion differs from developer-led04:04 — Identity as a non-optional problem10:28 — The cost-per-minute homework13:24 — Coaching it inside deal reviews19:09 — Empathy for goalposts that moved23:30 — The AE and SE alley-oop25:42 — Energy, excellence, experience32:31 — The rep who automated his own follow-up38:08 — The next 90 days Support the showThe Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.Follow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my cybersecurity sales consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

In this Women in Business episode, Bryan Haakenson sits down with Heidi McMillen, Chief Revenue Officer at OttoMoto. Heidi shares how her background across lending, banking, and automotive tech has shaped her leadership approach and given her a unique perspective on both the dealer and lender sides of the business.Heidi also talks about the importance of building strong relationships, staying authentic, and surrounding yourself with people who will advocate for you. She reflects on the power of collaborative leadership, the expanding opportunities for women in automotive, and the mentors who have influenced her career, including her father. Together, they explore why the auto industry continues to evolve and why it remains a rewarding place for women to grow and lead.Heidi recently stepped into the CRO role after serving as an advisor to OttoMoto's board. With a background that includes GM Financial, Fifth Third Bank, Capital One, iLending, and fintech-focused roles, she brings a deep understanding of both dealer and lender perspectives. The conversation highlights the growing opportunities for women in the industry and why automotive continues to be an exciting and rewarding space to lead.

Aaron Katz is the Co-Founder and CEO of ClickHouse, the real-time analytics database powering companies including OpenAI, Anthropic, Tesla and Microsoft. ClickHouse just surpassed $350M in ARR and raised over $1B from investors including Dragoneer, Khosla Ventures, Coatue, 20VC and Benchmark. Previously, Aaron was CRO at Elastic, where he helped scale revenue from approximately $5M to $500M and led the company through its IPO. Before Elastic, he spent 12 years at Salesforce, working alongside Marc Benioff and helping transform it from a 200-person startup into a global software giant. AGENDA: 4:05 Are we in an AI bubble? 13:40 How does software change when agents—not humans—make buying decisions? 22:28 Will 90% of tokens flow through open models; can enterprises trust them? 31:09 Why did ClickHouse sponsor Fulham; and could sports teams become $20B assets? 35:49 When will ClickHouse hit $1B ARR?  38:31 Can startups still win elite talent from OpenAI? Biggest remote work mistake? 44:54 Is zero-to-$100M ARR now table stakes; or is durable growth what matters? 48:51 Is college still worth it;  which jobs will survive AI? 57:58 When will ClickHouse go public; and why not next year?  

Aman Advani is Founder and CEO of Ministry of Supply, a clothing brand using science to make the world's most comfortable clothing. The company was founded in 2012 with the mission to incorporate fundamental engineering and performance principles into clothing staples, ultimately building a wardrobe that both looks good, and feels comfortable.Prior to co-founding Ministry of Supply, Advani spent 4 years in management and non-profit consulting with Deloitte and TechnoServe. He holds a BSIE from Georgia Tech, and half an MBA from MIT, was a member of Forbes 30 under 30 list and BBJ's 40 Under 40 list, and has been featured as the cover of both ASB and Boston Magazine. Most recently, Aman was named to the NRF's 2023 "List of People Shaping Retail."In This Conversation We Discuss:[00:00] Introduction[01:58] First reactions to AI tools and Lovable[05:04] Co-founder's non-technical background[07:39] Sponsor: Klaviyo[09:45] Using Claude for CRO and analytics[13:07] Sponsor: IntelliGems[15:16] Build vs buy for AI customer service[19:12] How much human oversight remains[20:17] Sponsor: eFulfillment Service[22:04] More efficiencies from AI tools[24:22] Building an internal production system[27:05] Why AI makes agencies more valuable[29:42] Callouts[29:52] Getting teams comfortable taking the demo[32:08] Testing fast without overthinkingResources:Subscribe to Honest Ecommerce on YoutubeMachine Washable Everything ministryofsupply.com/pages/home-2  Follow Aman Advani linkedin.com/in/amanadvani Book a demo today a intelligems.io/ Get your free demo klaviyo.com/honest Lower scale costs today eFulfillmentService.com/honest If 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!

Dave Diederen is the founder and CEO of Syntra Labs, a CRO agency that helps ecommerce brands convert more traffic. Follow and connect with him on X at https://x.com/DaveDiederen or visit the Syntra Labs website at https://www.syntralabs.com/.FOLLOW UP WITH ANDREWX: https://x.com/andrewjfarisEmail: podcast@ajfgrowth.comWork With AJF Growth: https://ajfgrowth.comINTELLIGEMSIntelligems brings A/B testing to business decisions beyond copy and design. Test your pricing, shipping charges, free shipping thresholds, offers, SaaS tools, and more by clicking here: https://bit.ly/42DcmFl. Get 20% off the first 3 months with code FARIS20.MORE STAFFINGRecruit, onboard, and train incredible virtual professionals in the Philippines with my friends at More Staffing by visiting https://morestaffing.co/af.

Keenan, founder and CEO of A Sales Growth Company and the bestselling author of Gap Selling, joins Sam Jacobs, AJ Bruno, and Asad Zaman to make the case that two companies with identical revenue can be valued 3 to 4 times apart, depending entirely on how that revenue got made. Topics include the four sales org archetypes (heroic, random, peacock, and compounding), the valuation discount investors quietly apply to revenue produced by heroics, why quota attainment fell from 60% to 23% while enablement spend went up 7x, and the difference between a sales system and sales structure. Plus, what revenue leaders can learn from how Sequoia, Blackstone, and CAA actually run their people, why Keenan is done with the phrase go-to-market, and the story behind the one-name brand.   Key Takeaways: - How you produce revenue changes what the market will pay for it: investors are buying your ability to repeat the number, not the number itself. Keenan puts a figure on it in his paper Not All Revenue Is Created Equal: "the discount could be as much as 15 to 20% discount on the valuation." Heroics hides the cost; nobody opens a CRM and sees "we closed a $2 million deal and nobody saw that that $2 million deal started at $2.6 million." - Systems are not structure. A system defines the outputs it wants and stays agnostic about how each rep gets there, which is what separates it from a script. "Making people do everything the same is structure," Keenan said. He runs it through golf: "I focus less on what your swing looks like, and I'm asking myself, are you able to hit a draw when you need to hit a draw?" - Sales teams over-invest in training the behavior (structure) and under-invest in understanding the buyer, which Keenan calls sales physics: "nobody buys anything unless their current state is untenable and intolerable." A good system helps the buyer realize that state, which will allow a deal to close. - The spending trend is going the wrong way, and Keenan closes the episode with the numbers: "In 2012, depending who you ask, 60% of reps made quota… now 23%… And the spend has gone up 7x… But win rates declined by 29%. Sales cycles extended by 37 days… What we're investing in isn't working." It persists because no CRO gets room to rebuild: "It's the boat's got a hole in it… You got to fix it. But by the way, you cannot dry dock the boat." And yes: AJ Bruno is buying the book for the first 20 listeners who reach out. Send AJ a direct message on LinkedIn or in the Pavilion Topline Slack and he will buy you a copy of Gap Revenue Performance.   Connect with the Hosts & Guests:   Host: Sam Jacobs, CEO at Pavilion - https://www.linkedin.com/in/samfjacobs/ Host: AJ Bruno, CEO at QuotaPath - https://www.linkedin.com/in/ajbruno3/ Host: Asad Zaman, CEO at STA - https://www.linkedin.com/in/azaman1/ Guest: Keenan, CEO & Founder at A Sales Growth Company - https://www.linkedin.com/in/jimkeenan/   Topline is more than a YouTube Channel:   Subscribe to Topline Newsletter: https://toplinemedia.substack.com/ Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech: https://www.joinpavilion.com/topline-podcast Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast: https://www.joinpavilion.com/topline-slack   Chapters: 00:00 Introducing Keenan And Gap Selling 03:08 A Dollar Of Revenue Is Not A Dollar 03:46 The Four Sales Org Archetypes 06:59 The 15 To 20% Valuation Discount 08:58 The MEDDIC Definition Problem 12:47 The Left Tackle Analogy 18:24 Can Heroics Be Predictable? 23:10 Structure Is Not A System 28:32 What VC Firms Get Right 42:09 The Physics Of Selling 50:16 Awareness First, Then Pipeline 51:55 Tired Of The Word Go-To-Market 1:00:23 AI, Product Velocity And Enablement 1:04:26 Is Sales A Power Law? 1:12:09 The Story Behind One Name

Alex McEachern is Head of Marketing at Intelligems, where he helps ecommerce brands unlock profitable growth through pricing and retention strategies. With a background spanning product marketing, product management, and brand development, Alex has led cross-functional teams and go-to-market efforts at high-growth companies.He is acclaimed for building strategic narratives, scaling brand visibility, and launching initiatives that align product experience with customer value. A graduate of Wilfrid Laurier University with a BBA in Marketing, Alex brings analytical depth and creative energy to the intersection of growth, user experience, and commerce. His work is informed by a passion for behavioral psychology, practical experimentation, and a belief that great brands earn trust over time, not just clicks.In This Conversation We Discuss:[00:00] Introduction[02:20] Disclosure on the Intelligems partnership[04:05] Mistranslating conversion rate optimization[07:50] Why CRO undersells what the work is[10:15] Different stakeholders, different trade-offs[12:00] CRO specialist vs Chief Revenue Officer mix-up[13:18] Callouts[13:28] Statistical significance and informed decisions[18:30] The truth about minor test tweaks[21:15] Where AI actually helps experimentation[25:50] Coining the term growth experimentation[28:10] AI in the wrong hands is dangerousResources:Subscribe to Honest Ecommerce on YoutubeA/B Test Prices & Offers for Ecommerce intelligems.io/ Follow Alex McEachern linkedin.com/in/alexmceachern If 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!

CROs who chase pipeline numbers miss what really matters. Sam Costello's path from sub-$1M to $100M at Harness taught him to stop managing revenue and start building the machine that produces it, which means recruiting elite, coachable talent, running a champion-first sales process with discipline, and building a culture of radical candor where MEDDPIC reviews are hunts, not compliance exercises. If you're spending more time managing numbers than building people and process, this conversation reveals where that shift starts – and what it costs to miss it. Sam Costello is CRO at Harness, where he's spent 7.5 years scaling the platform from sub-$1M to $100M ARR. He interviews ~400 candidates annually and partners closely with co-leader Carlos to build what he calls an 'execution machine', recruiting elite talent, running disciplined sales processes, and developing a culture of radical candor and coachability. Connect with Sam: LinkedIn Key takeaways from this episode: 00:00 – Why most CROs get the job fundamentally wrong 06:00 – Why your team is building champions in the wrong order 13:40 – Why POV processes fail before they even start 31:41 – Why MEDDPIC reviews are failing in most organizations 40:43 – Why the question most hiring leaders should ask (but don't) 46:12 – Why OTE isn't your real competition in the war on talent 53:00 – What separates great companies from the rest Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

In this episode of the Midnight Founders Podcast, we sit down with Nate Hughes, co-founder and CRO of Zift, to hear the story behind building a company in the fast-moving world of payments and financial technology. Nate shares his journey as an entrepreneur, the lessons he's learned from years in the payments industry, and what it really takes to build, grow, and lead a company. We dive into the challenges of entrepreneurship, the importance of surrounding yourself with the right people, and the mindset required to keep pushing forward when things don't go according to plan. Whether you're building a company, thinking about starting one, or simply curious about what happens behind the scenes of a growing business, Nate's story offers plenty of insight and inspiration. Welcome to Midnight Founders.

Edwin Choi is an e-commerce growth strategist, entrepreneur, and the Founder & CEO of Jetfuel Agency (jetfuel.agency). Founded in 2017 after years of working in-house as a DTC operator, Choi built Jetfuel to eliminate the inefficiency, wasted ad spend, and surface-level tactics common in traditional agency models.Under his leadership, Jetfuel Agency operates as a performance and growth engine for fast-growing direct-to-consumer (DTC), CPG, and omnichannel brands—including high-profile accounts like Perfect Bar and Drunk Elephant. His framework combines paid media (paid search, paid social), conversion rate optimization (CRO), and retention marketing (email/SMS) into a single, cohesive revenue system focused on sustainable, long-term ROI.Background: Over 15 years of digital marketing and operator experience across paid acquisition, lifecycle marketing, and brand strategy.

Hosts Callum and Rebecca Jenkins are joined by Dominic Bridgman, an experienced Chief Revenue Officer and founder of Sales Enginuity. We explore what it takes to build high performing revenue teams and successfully expand into larger, more complex accounts. Drawing on his experience across global organisations, start-ups and scale-ups, Dominic explains why mindset is becoming more valuable than experience, how leadership directly influences commercial performance, and why winning enterprise clients requires a very different approach from selling to smaller businesses. Whether you're a CEO, CRO, founder or commercial leader, this episode is packed with practical insights into creating sustainable revenue growth. In this episode, you'll learn: Why engaged, purpose-driven sales teams consistently outperform technically capable teams. The common mistakes businesses make when moving into enterprise and strategic accounts. Why yesterday's sales success can become tomorrow's biggest obstacle. How the evolving role of the Chief Revenue Officer shapes commercial performance. Why emotional intelligence and emotional agility are becoming increasingly important as buyers become better informed before engaging with salespeople. How AI will transform many aspects of selling, while human relationships remain central to complex enterprise sales. About Dominic Bridgman Dominic Bridgman is an experienced Chief Revenue Officer and founder of Sales Enginuity. He helps organisations accelerate revenue growth through leadership, sales strategy, customer expansion and commercial excellence. Having led high growth businesses through scale-up and successful exit, Dominic specialises in helping organisations build revenue functions that are both scalable and sustainable. Connect with Dominic on LinkedIn or via Sales Enginuity. ----more---- About the Hosts:  LEAD TO SUCCEED  is sponsored by RJEN  Revenue Growth Architecture and V.I.T.A.L. Operating System to Scale Revenue. Get your Boardroom Briefing for Scalable Growth How to break through revenue plateaus in difficult market conditions. Trusted by CEOs. Backed by results. Built for today's market. Access your copy now ----more---- Connect with the hosts Rebecca Jenkins – LinkedIn | RJEN  Callum Jenkins – LinkedIn    

Tyler Wagner, coach of Wagmantle, has a story to tell. He landed in first spot in the overall rankings at round 23 and had a big challenge in the final round to hold on to top spot. It looked over in the last game - West Coast v Hawthorn - as Patrick, coach of The Powerhouse, needed Jarman Impey score 63. The Hawks' defender only scored 59 and Tyler's squad ran out three point winners. Incredible scenes. The South Australian teacher joined Warnie to chat through his season that saw him win a Toyota Tundra Platinum valued at $182,000, $20,000 CRO thanks to Crypto.com and and a Toyota AFL Grand Final package for two valued at $5,500. Play Pack & Play, the new mini-game, for the AFL Finals at fantasy.afl.com.au or via the AFL Fantasy app. It's a quick and easy game to play to keep the Fantasy fun going in 2026! Episode guide 1:00 - Tyler's win with a thrilling round 24. 7:00 - Final trade decisions. 10:20 - How the starting squad was put together. 14:00 - Early trades key to the fast start. 16:40 - Trading in the second-half of the season. 19:50 - Did the number one coach nail every trade? 21:30 - Luke Jackson was the season-long ruck. 25:30 - Favourite trades of the year. 28:00 - Tips for coaches aiming for the top. - - - - Find more from Roy, Calvin and Warnie. Head to afl.com.au/fantasy for more content from The Traders. Like AFL Fantasy on Facebook. Follow @AFLFantasy on Instagram. Follow @AFLFantasy on X.See omnystudio.com/listener for privacy information.

What does it take to go from a Manager to a CEO—and become the kind of leader who helps others surpass you? In this episode of Hunters and Unicorns, Simon Kouttis and Ollie Kuehne sit down with Christina Brady, CEO and Co-Founder of Luster, to explore her journey from account executive to revenue leader, founder, and CEO. Christina shares how her passion for communication, leadership, and sales enablement shaped her career, why she believes leaders should be the “soil” that helps their people grow, and how AI can make sales teams better without replacing the human element. The conversation explores predictive enablement, emotional intelligence, sales performance, and why the future of AI in sales is about giving people better data, training, and feedback—not removing them from the process. In this episode: • Christina's journey from account executive to CEO and founder • Why great leaders should help their people surpass them • How communication can transform sales performance • The role of emotional intelligence in sales • Why traditional sales training often fails • How AI can make salespeople better—not replace them • The future of predictive sales enablement • Why enablement should become a revenue center, not a cost center • How AI can identify and correct bad sales behavior before it happens • What the future of sales training and enablement looks like About Christina Brady Christina Brady is the CEO and Co-Founder of Luster, a company focused on transforming sales enablement through AI, predictive insights, training, and performance improvement. She has spent more than 20 years in go-to-market leadership, including roles across sales, enablement, customer success, and revenue leadership. Subscribe to Hunters and Unicorns for conversations with the leaders building, scaling, and transforming high-growth technology companies.   #HuntersAndUnicorns #ChristinaBrady #Luster #SalesEnablement #SalesLeadership #AIinSales #SalesTraining #RevenueLeadership #GTM #B2BSales #artificialintelligence Timestamps: 0:00 — Trailer 2:07 — How Christina Became CEO & Co-Founder 6:32 — From Concept to Product 8:36 — Why This Problem Was Personal 11:11 — The Highs & Lows of the Journey 13:55 — Sales Methodology & Getting Certified 16:21 — From Terrible Manager to CRO 20:25 — Breaking Down Communication Barriers 25:46 — Reinforcement & Doing the Work 31:00 — Controlling Emotion in the Moment 35:04 — Radical Candor & Earning the Right 38:32 — The Psychology Behind It All 42:01 — Can Emotional Intelligence Be Learned? 44:38 — Where Luster Is Today 51:57 — Measurable Impact & Real Customer Results 54:37 — Identifying & Cloning Top Performers 57:37 — The Human Element in AI Enablement 59:33 — The Next Five Years for Luster 1:02:34 — Closing

In this episode of Medsider Radio, we sat down with Michael Mangano, President and CEO of ABK Biomedical. ABK's Eye90 is an investigational Y90 radioembolization device for treating unresectable liver cancer.Michael brings over 30 years of medical device experience, including 15 years at Boston Scientific in commercial and international leadership roles. He previously served as CEO of ReShape Medical and as President of the Americas for Sirtex Medical, scaling regional revenues from $34 million to over $130 million.In this interview, Michael discusses the thinking behind ABK's pivot into Y-90 radioembolization, what it takes to execute a 120-patient pivotal trial while retaining ownership over the clinical function, how to build capabilities that competitors can't quickly catch up to, and why the player-coach culture gives startups an execution advantage.Before we dive into the discussion, I wanted to mention a few things:First, if you're into learning from medical device founders and CEOs and want to know when new interviews are live, head over to Medsider.com and sign up for our free newsletter.And if you're ready to level up your medtech game, you should check out Medsider Courses — 8-week masterclasses covering topics like fundraising, M&A and exit planning, design and development, clinical and regulatory strategy, and commercialization.These courses, featuring hard-earned lessons from elite medtech CEOs, can be purchased individually or come free with our All-Access Pass.If you'd rather read than listen, here's a link to the full interview with Michael Mangano, which includes a link to ScottBot — an AI version of host Scott Nelson trained on every Medsider interview and playbook. Feel free to ask ScottBot any questions you'd like!KEY MOMENTS FROM THE INTERVIEW(03:09) - Michael's journey from Boston Scientific and Sirtex to leading ABK Biomedical (04:54) - Why Michael pivoted ABK from embolization to radioembolization as soon as he joined as CEO (09:24) - How ABK reimagined Y-90 around physician control and patient-specific dosing (21:08) - What a functioning player-coach culture looks like inside a startup (27:26) - Lessons learned from a complex 120-person pivotal trial and how ABK remained the face of the study while partnering with a CRO (37:13) - How ABK is building advantages competitors can't easily replicate (42:50) - Michael's framework for choosing the right investors

High income is not the same thing as wealth. For a revenue leader, the bigger question is whether the next five years should be spent maximizing cash compensation, or whether the next 20 should be spent building and owning an asset.Sam Jacobs is the founder and CEO of Pavilion, co-host of the Topline podcast, and author of Kind Folks Finish First. He has spent his career building and leading go-to-market organizations, from early-stage companies to global sales and customer-success teams.In this conversation, Sam Jacobs and Sam Silverman unpack the economics behind revenue leadership: the short tenure of a CRO, the value created between $1 million and $10 million in revenue, the practical limitations of employee stock options, and the lifestyle pressure that often follows a breakout year in sales. They also compare short-term cash optimization with long-term career development, outline a diligence process for evaluating sales roles, and consider what AI changes - and does not change - about complex human buying decisions.In this conversation:Why senior revenue roles become less secure as their impact growsHow operators can create enterprise value without sharing proportionately in the upsideWhy fast-growing AI companies and slower-growth software businesses face radically different valuation marketsWhy there is no separate set of unit economics for AIHow stock-option exercise costs and taxes complicate employee equityWhy lifestyle inflation can turn exceptional income into a higher break-even pointHow a large annual commission can mimic some of the discipline of a liquidity eventWhy ownership becomes more attractive as the time horizon expandsHow to diligence a sales team before accepting an offerWhy a difficult product can sometimes teach more than an easy quotaHow compensation plans change after a seller breaks themWhy AI may increase productivity without removing the human saleHow Pavilion is being built as an enduring, cash-generating institutionTopics covered: revenue leadership, sales compensation, CRO tenure, employee equity, stock options, lifestyle inflation, business ownership, entrepreneurship, B2B SaaS, unit economics, go-to-market strategy, AI and sales, career planning, wealth creationGuest: Sam Jacobs, founder and CEO of Pavilion  https://www.joinpavilion.com/ https://www.linkedin.com/in/samfjacobs/Newsletter: https://www.mechanicsofmoney.co  Website: https://silvermancapital.comSubscribe to Mechanics of Money for weekly conversations on private markets, alternative investments, and the mechanics behind building real wealth.#salesleadership #revenueleadership #businessownership #entrepreneurship #equity #b2bsaas #futureofwork #mechanicsofmoney

What kind of founder walks away from a multi-billion-dollar fintech company to start building rockets?Baiju Bhatt, co-founder of Robinhood, joins Joubin Mirzadegan to talk about life after one of the most consequential companies in modern finance, and why he's now betting on Cowboy Space Corporation, an orbital infrastructure company building AI data centers that ride to space inside its own rockets."I still have that dog in me," he says.Baiju opens up about building alone for the first time in 15 years and what he learned about product-market fit while scaling Robinhood through its most chaotic years.Connect with Baiju:XLinkedInConnect with Joubin:XLinkedIn​Email: grit@kleinerperkins.comFollow Grit on LinkedInX​Learn more about Kleiner Perkins

Join the Millionaire University AI Mastermind at ⁠⁠⁠⁠⁠⁠⁠⁠⁠MillionaireUniversity.com/AI #1049 What if the fastest way to grow your e-commerce revenue isn't more traffic — but fixing what happens after customers land on your site? In this episode, host Kirsten Tyrrel sits down with Matthew Stafford, founder of Build Grow Scale, to unpack why most e-commerce businesses don't actually have a traffic problem — they have a conversion problem. Matthew shares how his journey from concrete work to building multi-million-dollar online stores led him to obsess over data, customer experience, and small optimization “hinges” that swing big revenue doors. The conversation dives into practical CRO insights like website speed, checkout optimization, micro-copy, and working backward through the funnel — while also exploring the often-overlooked role emotional intelligence plays in entrepreneurship, leadership, and decision-making. If you want to increase sales without chasing vanity metrics and build a business that works better for both you and your customers, this episode is packed with powerful takeaways! (Original Air Date - 12/23/25) What we discuss with Matthew: + Traffic vs. conversion problem + Optimizing existing visitors + Website speed & load time + Data-driven CRO decisions + Checkout page optimization + Micro-copy that converts + Working backward through funnels + Customer psychology & trust + Emotional intelligence in business + Removing ego from decisions Thank you, Matthew! Check out Build Grow Scale at ⁠BuildGrowScale.com⁠. Follow Matthew on ⁠Facebook⁠, ⁠LinkedIn⁠, and ⁠Twitter⁠. Watch the ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠video podcast⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ of this episode! Get your FREE 5 Minute Business Plan at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MillionaireUniversity.com/Plan⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ To get exclusive offers mentioned in this episode and to support the show, visit ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MillionaireUniversity.com/Sponsors Learn more about your ad choices. Visit megaphone.fm/adchoices

The Unwritten Rules of CRO Survival | Rick Smolen, CRO @ ShipHero Rick Smolen, CRO of ShipHero and sales advisor to Riverwood Capital's portfolio of more than 2 dozen enterprise software companies, joins Sam Jacobs, AJ Bruno, and Asad Zaman to argue that AI is leverage rather than a shortcut. Topics include why AI note-takers quietly degrade seller performance, why ShipHero has not raised a single quota despite real AI investment, and why the leading AI companies keep hiring classic enterprise CROs. Plus Rick's scorecard for judging revenue leadership beyond the number, an honest conversation about getting fired, and a bull case for HubSpot. In short... big episode! Key Takeaways: - AI widens the gap between the best and worst sellers instead of lifting everyone, and Rick Smolen, CRO at ShipHero, frames it in financial terms: "It's like debt... debt is leverage. It can make performance exceptionally good, or it can bankrupt you." His prediction is that the strongest performers get 10x better while the weakest become "unmistakable and hard to hide." - Outsourcing note-taking to an AI tool costs sellers the exact signal that closes enterprise deals. As Rick put it: "the computer can't capture the tone, can't capture the nuance, can't capture the content." His warning to any rep who treats it as time saved: "when a seller is going to say, oh cool, I don't have to do note-taking anymore, like their performance is going to go backwards." - The 3-to-5x rep productivity story does not survive contact with an enterprise sales cycle. Despite meaningful AI investment and measurable conversion-rate gains, Rick reports that at ShipHero "we have not raised quotas on anybody on the team," adding that "I don't believe that if I was to double somebody's quota that I give them any chance to be successful." - The AI-native companies scaling fastest are staffing go-to-market with the most traditional enterprise leaders available. Asad Zaman, CEO at STA, walks through the CRO hires at OpenAI, Cursor, Factory, and Anthropic and lands on the pattern: "we're back to like, let's just hire John McMahon's disciples and let them run at the market." Connect with the Hosts & Guests: Host: Sam Jacobs, CEO at Pavilion - https://www.linkedin.com/in/samfjacobs/ Host: AJ Bruno, CEO at QuotaPath - https://www.linkedin.com/in/ajbruno3/ Host: Asad Zaman, CEO at STA - https://www.linkedin.com/in/azaman1/ Guest: Rick Smolen, CRO at ShipHero - https://www.linkedin.com/in/ricksmolen/ Topline is more than a YouTube Channel: Subscribe to Topline Newsletter: https://toplinemedia.substack.com/ Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech: https://www.joinpavilion.com/topline-podcast Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast: https://www.joinpavilion.com/topline-slack Chapters:  00:00 Introducing Rick Smolen 02:37 AI Is Not Good Or Bad 05:19 The AI Slop Email Mystery 08:25 AI Note-Takers And Lost Nuance 12:01 The Best Get Better, The Rest Worse 15:24 The Soft Part Of Enterprise Sales 18:24 Can Reps Be 5x More Productive? 23:09 Have Quotas Gone Up At ShipHero? 26:48 Why AI Firms Hire Classic CROs 30:48 What Is Driving Pipeline Now 49:37 Leadership In A Confused World 56:44 Should A CRO Jump Ship? 59:35 Have A Plan, Not Excuses 1:06:08 Bulls And Bears: HubSpot 1:09:32 Vibe-Coded Demos And FDE Teams

After nearly 40 years caring for transplant patients and more than 25 years in clinical research, Dr. Helio Tedesco has made a unique transition from investigator to CRO medical leader. In this episode of Moving Medicine Forward, Dr. Tedesco reflects on the evolution of transplantation medicine, the challenges patients face before and after transplant, and why clinical research remains essential to improving long-term outcomes. He also shares how his experience conducting more than 25,000 transplants now helps shape more practical, patient centered clinical trials at CTI. 01:17 From Investigator to CTI03:33 The Evolution of Transplant Medicine05:20 Challenges Facing Transplant Patients07:53 A Lifelong Commitment to Research10:07 Designing Better Clinical Trials12:58 25,000+ Transplants Later14:13 What's Next for Transplantation?

Want the playbook, not just the conversation? Subscribe for deep-dive, actionable breakdowns from every episode at unchurned.substack.com.What does it take to run 60% of a company? Garrett Marker, Chief Revenue Officer at Brex, oversees about 700 people across sales, customer success, RevOps, partnerships, enablement, and support - and this year, his goal was to aggressively scale a sales team that industry data recently ranked the third-fastest growing in tech, without letting rep performance slip. It hasn't all gone to plan. Garrett is refreshingly candid with host Josh Schachter, grading the scaling effort a "B" - what held up, what broke, and how his team turned around a slumping segment in dramatic fashion. Along the way, he explains why the battle cards that used to last a quarter now go stale in about a week, why Brex bet on human SDRs while the market rushed toward AI ones, and why the hardest part of AI products isn't selling them at all.It's a look inside the operating decisions of a CRO whose remit spans the entire customer lifecycle - from first touch through renewal and expansion. ---What You'll Learn- How a struggling Brex segment did two months' worth of revenue in eight days and the AI-assisted diagnosis behind the course correction- Why battle cards that used to last a quarter are now stale within about a week- How AI role plays and automated call scoring turned weeks or months of rep ramp into hours or days- Garrett's build-vs-buy rule- What Brex's internally built "narrative platform" does that seller-productivity tools don't (mapping the full buyer's journey across sales, CS, and support)- The question Garrett asked at the end of every demo as a seller and the rep whose career it transformed in three months- How the TAP program works- Why adoption, not sales, is the bottleneck for AI products- How a shift in CS conversations (not product changes) grew book-closing adoption 20% in twelve months- What Garrett believes it will take to increase NRR by 30 points in the next couple of years---Timestamps0:00 - Preview & Intro1:52 - Meet Garrett Marker (CRO, Brex) 4:03 - Why founders buy like consumers5:28 - Scaling the third-fastest-growing sales team in tech7:28 - Solving today's AND tomorrow's problems9:25 - 2 months of revenue in 8 days after a segment course correction11:22 - How AI made competitive diagnosis faster14:37 - Rebuilding enablement around AI and ramping reps in days17:27 - How Brex decides build vs. buy18:35 - Mapping the full buyer's journey across sales, CS, and support21:38 - Success plans and buyer psychology25:56 - Why won't you move forward?27:53 - How SDRs earn on-the-spot promotions to AE32:52 - Post-sale priorities: cracking AI product adoption at scale35:11 - Why CS teams must understand the whole tech stack, not just their product (+20% book-closing adoption)---Josh is writing a book on building customer relationships. Follow his journey and insights at www.joshschachter.com---Where to Find the GuestGarrett Marker: https://www.linkedin.com/in/gmarker/---Where to Find the Hosts: Josh's LinkedIn: https://www.linkedin.com/in/jschachter/Unchurned Substack: https://unchurned.substack.com/

In this episode, we dive into how businesses use text messaging to drive revenue.Amanda McGuckin Hager, CMO and CRO of TrueDialog, shares how her platform helps brands connect marketing, sales, fulfillment, and support into one seamless text conversation with every customer.She reveals why opt-in compliance is the foundation of a valuable first-party list, how RCS is transforming texting into a branded, interactive experience, and how the right onboarding and integrations can get businesses sending compliant messages in days.Topics discussed in this episode:  Why text messaging outperforms email and phone outreach. What goes wrong when departments use disconnected channels. How opt-in and compliance build valuable first-party data. What RCS is and why it's growing fast in the US. How brands use RCS cards, maps, and video in texts. Why a verified sender builds instant brand trust. What legal steps businesses need before texting customers. How message frequency affects customer retention. Links & ResourcesWebsite: https://www.truedialog.com/LinkedIn: https://www.linkedin.com/company/truedialog/Get access to more free resources by visiting the show notes at https://tinyurl.com/nhe9sypp______________________________________________________LOVE THE SHOW? HERE ARE THE NEXT STEPS!Follow the podcast to get every bonus episode. Tap follow now and don't miss out!   Rate & Review: Help others discover the show by rating the show on Apple Podcasts at https://tinyurl.com/ecb-apple-podcasts   Join our Free Newsletter: https://newsletter.ecommercecoffeebreak.com/   Support The Show On Patreon: https://www.patreon.com/EcommerceCoffeeBreak   Partner with us: https://ecommercecoffeebreak.com/partner-with-us/

Trey Griggs is the CRO of Manifold, born out of the remnants of Convoy, Manifold presents itself as the Travelocity of spot freight. Geared towards fleets with 50+ trucks, a lot of fleets this size are generally hauling roughly 30% contracted freight, the rest, including backhauls will be pulled off the spot market from brokers or shippers they work with. Manifold comes in and lines carriers up with the best paying based off of their current business model.Trey joined the show to tell us exactly how Manifold works, how it will making trucking companies make more money, and how he thinks there is a future where a $100 million dollar brokerage is run by one person!You can book a free demo of Manifold by heading to this link! https://www.getmanifold.ai/lombardFor truck parking head to www.truckparkingclub.com and use the promo code lombard20 for $20 off your next bookingTo get involved with Project 61 and support driver health go to www.project-61.org

The Best Dental Marketing Podcast, powered by Dentainment, delivers cutting-edge strategies to help dental practices attract new patients, grow revenue, and thrive in today's competitive digital landscape.

Enterprise account executives are now signing for $200,000 salaries, $200,000 variable comp plans, and up to half a million dollars in equity at sign-on. Meanwhile, offer acceptance at the top AI companies sits at 45% and half of the 38,000 startup sales reps in San Francisco and New York have taken a new job in the last two years. In this episode, Sam Jacobs, AJ Bruno, and Asad Zaman go hosts-only on why the sales talent market broke, what QuotaPath's compensation data across more than 1,400 companies says about quota attainment splitting into a barbell, and why Paul Graham calling go-to-market bogus says more about Silicon Valley's blind spot than it does about sales. Plus, where young sellers still get their start, whether a CRO can be great without ever carrying a bag, why go-to-market cannot rescue a company that has lost product-market fit, and what HubSpot's 20% stock drop signals for every SaaS business trying to make the AI transition. Key Takeaways: - The AI buildout has drained the two talent pools it depends on, and compensation is repricing in real time. As Asad Zaman, CEO of STA, described the enterprise AE market: "Enterprise account executives now get paid $200,000 salaries, $200,000 variable comp plans, up to half a million dollars in equity at sign-on. That used to be $150,000 to $175,000 at the top end, just like a year and a bit ago." With 38,000 startup software sellers in San Francisco and New York and a quarter of them changing jobs in the last twelve months, the constraint on AI companies hitting escape velocity is no longer capital, it is people. - The jobs data cuts against the automation narrative. Sam Jacobs, CEO of Pavilion, pointed to the Philippines outsourcing sector, 8% of that country's GDP, where employment in IT and business outsourcing is up 20% to 1.9 million workers and industry revenue is up 30% to $42 billion since the launch of ChatGPT: "I just think, you know, it's Jevons' paradox. It is what happens with every new piece of technology. Everybody thinks the technology is going to wipe everybody out, and instead the economy adapts." Companies are leaner per dollar of revenue and still cannot hire fast enough. - Quota attainment is no longer distributed the way comp plans assume. QuotaPath's first-half numbers put 58% of AEs on track against annual quota versus 55% a year ago, but as AJ Bruno, CEO of QuotaPath, explained, the shape underneath moved: "the standard deviation is way higher this year. Meaning that the winners are going to be winning more … So it's more like a barbell than it is a bell curve." At some AI companies two reps out of ten are closing half the entire number, which breaks the capacity math most sales leaders use to set targets. - For individual sellers, the window matters more than the title. Asad Zaman's advice to reps weighing a step up into leadership: "this is the moment where you can make millions of dollars right now … So don't make silly choices … Become a leader later. Go make money right now." He now benchmarks offers on whether 300% of plan clears a million dollars, and warns that private equity portfolio companies that never gave equity to individual contributors are losing these candidates outright. Connect with the Hosts: Host: Sam Jacobs, CEO at Pavilion - https://www.linkedin.com/in/samfjacobs/ Host: AJ Bruno, CEO at QuotaPath - https://www.linkedin.com/in/ajbruno3/ Host: Asad Zaman, CEO at STA - https://www.linkedin.com/in/azaman1/ Topline is more than a YouTube Channel: Subscribe to Topline Newsletter: https://toplinemedia.substack.com/ Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech: https://www.joinpavilion.com/topline-podcast Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast: https://www.joinpavilion.com/topline-slack Chapters:  00:00 Three Hosts, Three Topics 02:19 The Talent Market Has Gone Crazy 05:42 $200K Base, $200K Variable 09:00 AI Was Supposed To Kill Sales 15:16 Go Make A Million Right Now 16:53 Where Young Sellers Get Their Start 23:20 Build A University Inside The Company 31:58 Paul Graham Versus Go-To-Market 36:22 Why YC Misses Enterprise Software 40:55 Can A Non-Seller Be A Great CRO? 44:42 GTM Cannot Fix Product-Market Fit 49:30 One To Ten To A Hundred 53:38 Quota Attainment Is A Barbell 1:02:41 The HubSpot Nightmare 1:06:05 Falling Back In Love With The Business

  Ok, the first of many great eTail Boston conference episodes! Here is the first, with a great new friend of the program CRO of Minty, Jeff Wender. He explains how the cost of new customer acquisition is so high, we have to figure out a better way to get conversion and keep our current customers. Minty has a great way that they convert consumers already deep in the intent funnel and make the consumer happy and the brands money. Great solution that has been proven over the last 10yrs! The Always Off Brand is always a Laugh & Learn!   eTail episodes are brought to you by TALKOOT! Go to https://talkoot.com/ to find out how you can scale your content, copy, story telling. Faster Product Content Operations for the AI Era!     FEEDSPOT TOP 10 Retail Podcast! https://podcast.feedspot.com/retail_podcasts/?feedid=5770554&_src=f2_featured_email   GUEST Jeff Wender  LinkedIn: https://www.linkedin.com/in/jeffwender/ Minty Website: https://www.minty.com/   Huge Shout Out to everyone at eTail for the great support and giving us the place to record at their great events.    QUICKFIRE Info:   Website: https://www.quickfirenow.com/ Email the Show: info@quickfirenow.com  Talk to us on Social: Facebook: https://www.facebook.com/quickfireproductions Instagram: https://www.instagram.com/quickfire__/ TikTok: https://www.tiktok.com/@quickfiremarketing LinkedIn : https://www.linkedin.com/company/quickfire-productions-llc/about/ Sports podcast Scott has been doing since 2017, Scott & Tim Sports Show part of Somethin About Nothin:  https://podcasts.apple.com/us/podcast/somethin-about-nothin/id1306950451 HOSTS: Summer Jubelirer has been in digital commerce and marketing for over 17 years. After spending many years working for digital and ecommerce agencies working with multi-million dollar brands and running teams of Account Managers, she is now the Amazon Manager at OLLY PBC.   LinkedIn https://www.linkedin.com/in/summerjubelirer/   Scott Ohsman has been working with brands for over 30 years in retail, online and has launched over 200 brands on Amazon. Mr. Ohsman has been managing brands on Amazon for 19yrs. Owning his own sales and marketing agency in the Pacific NW, is now VP of Digital Commerce for Quickfire LLC. Producer and Co-Host for the top 5 retail podcast, Always Off Brand. He also produces the Brain Driven Brands Podcast featuring leading Consumer Behaviorist Sarah Levinger. Scott has been a featured speaker at national trade shows and has developed distribution strategies for many top brands. LinkedIn https://www.linkedin.com/in/scott-ohsman-861196a6/   Hayley Brucker has been working in retail and with Amazon for years. Hayley has extensive experience in digital advertising, both seller and vendor central on Amazon. Hayley lives in North Carolina.  LinkedIn -https://www.linkedin.com/in/hayley-brucker-1945bb229/   Huge thanks to Cytrus our show theme music "Office Party" available wherever you get your music. Check them out here: Facebook https://www.facebook.com/cytrusmusic Instagram https://www.instagram.com/cytrusmusic/ Twitter https://twitter.com/cytrusmusic SPOTIFY: https://open.spotify.com/artist/6VrNLN6Thj1iUMsiL4Yt5q?si=MeRsjqYfQiafl0f021kHwg APPLE MUSIC https://music.apple.com/us/artist/cytrus/1462321449   "Always Off Brand" is part of the Quickfire Podcast Network and produced by Quickfire LLC.  

The problem with marketing is that so many teams think their job ends when a lead becomes an opportunity. The highest-performing GTM teams know that's where the REAL work begins.In this episode, Amber sits down with Aviv Canaani, CRO at Datarails, to unpack how the company transformed from a 90% outbound sales motion into a scalable revenue engine powered primarily by inbound demand. Rather than optimizing marketing and sales separately, Aviv shares why the entire funnel should be treated as one connected revenue system and how RevOps, automation, and marketing architecture make that possible.In this episode:Why marketing and sales should operate as one revenue engineHow Datarails shifted from 90% outbound to 90% inboundWhy the best marketers take bigger creative risksHow RevOps can automate the revenue engine, not just report on itWhy attribution has limits, and what leaders should measure insteadHow AI is changing the future of GTM operationsIf you're trying to create more pipeline, improve sales efficiency, or better align marketing and revenue teams, this episode will absolutely challenge how you think about building a modern GTM organization.-----------------------------------------------------

Rob Wilk, CRO of Yahoo, joined me in Cannes for TRB Conversations, powered by EX.CO ( https://EX.CO ), to make the case that 30-year-old Yahoo is in the middle of a genuine business turnaround, not a nostalgia play. Rob breaks down Yahoo's first-party ...

"Our mission is to make it easier for everybody to experience the world."From the dot-com crash to AI, Glenn Fogel has spent nearly three decades helping Booking Holdings evolve through every major technology shift while staying true to that mission.He also shares with Joubin Mirzadegan why "you're always selling," and how Booking is using AI to amplify what every employee can accomplish.Guest: Glenn Fogel, CEO of Booking HoldingsConnect with GlennLinkedInConnect with Joubin:XLinkedInEmail: grit@kleinerperkins.comFollow GritLinkedInX​Learn more about Kleiner Perkins

Most deals aren't lost at the end they're lost in the moment you miss what buyers really need. In this conversation, Janice B Gordon sits down with Cheryl Parks, a revenue growth advisor and fractional CRO, to reveal how leaders can eliminate revenue leaks, build buyer confidence, and layer authenticity into go-to-market strategy. What you'll learn: a) Why "inspect what you expect" is the essential motto for sales-focused CEOs b) How to spot and recover deals that stall in real time c) Practical ways to strengthen buyer confidence and clarify ROI Today, Janice B Gordon is joined by Cheryl Parks, a fractional CRO with 25 years of enterprise B2B sales experience and over $25 million in closed revenue, known for pinpointing team misalignment and restoring sales momentum. Timestamps: 05:15 Converting inbound leads to meetings 07:52 Understanding and meeting buyer expectations 11:19 Understanding branding and market perception 17:12 Using social media platforms effectively 19:33 Building an Online Presence 21:21 Staying focused in meetings 25:11 Respect for the sales role   Connect with Cheryl Parks LinkedIn: https://www.linkedin.com/in/ai-value-advisor/   Connect with Janice Book Janice to speak at your next sales or leadership event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Instagram: https://www.instagram.com/janicebgordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.