Podcasts about Cros

This week on Revenue Rehab, Brandi Starr is joined by Maddie Bell, CEO and Co-founder of Scheduler AI, who believes “the real risk isn't in the dark funnel—it's failing to deliver when the buyer finally raises their hand.” In this episode, Maddie challenges the industry's obsession with “speed to lead,” urging revenue leaders to prioritize “speed to first conversation” with AI-driven, buyer-centric engagement. She warns that outdated playbooks and one-way automation are leaving revenue on the table, while today's buyers self-educate and expect immediate, meaningful interaction. Will Maddie's call for rethinking the moment of engagement change your strategy—or change your mind?  Episode Type: Problem Solving  Industry analysts, consultants, and founders take a bold stance on critical revenue challenges, offering insights you won't hear anywhere else. These episodes explore common industry challenges and potential solutions through expert insights and varied perspectives.  Bullet Points of Key Topics + Chapter Markers:  Topic #1: Dark Funnel Obsession—Are Revenue Teams Focusing on the Wrong Problem? [01:10]  Maddie Bell argues that while the industry is fixated on the challenges of the dark funnel and invisible buyer research, the true risk lies elsewhere: "The real risk isn't what you can't see, it's what you fail to act on when the buyer finally makes themselves known." She challenges CMOs and CROs to shift resources away from just uncovering hidden intent and instead ensure their processes and tech are ready for the critical moment buyers raise their hand. Brandi aligns with this shift, probing what readiness really entails and how companies can retrain their focus accordingly.  Topic #2: Personalization at Scale—Why Automation Isn't Enough [13:36]  Maddie claims that traditional personalization methods—triggered email sequences and static nurture paths—have reached their limits due to the sheer number of signals and permutations needed. She challenges the industry to move beyond guessing with automation: "It's just really hard to personalize for a person without asking them about themselves again, without starting a two-way conversation." The discussion centers on the need for AI-driven, dynamic conversations to achieve true personalization, not just more sophisticated drip campaigns.  Topic #3: AI as the Connector—Transforming Handoffs and Sales Structure [28:38]  Maddie boldly asserts that AI agents are poised to revolutionize not just engagement, but the very structure of sales teams and revenue processes. She explains, "If you have the AI routing, you can create intelligent loops that essentially solve the leak across the pipeline..." prompting leaders to rethink their approach to sales specialization, handoff rigor, and marketing-sales alignment. Brandi challenges the scalability and organizational implications, sparking discussion on how revenue leaders should sequence process improvement before layering on AI.  The Wrong Approach vs. Smarter Alternative  The Wrong Approach: “I think they look for solutions to new things rather than solving problems that again, they already have. Right. Because at the end of the day, if we're already making buyers wait hours, days, if we follow up at all, just solving that in the near term is going to get you a measurable pipeline win now without having to re redo and try all this new stuff that you don't really know where it's going to go.” – Maddie Bell  Why It Fails: Chasing after new, untested solutions distracts teams from addressing the core issues already affecting buyer engagement. If companies ignore existing process gaps—like long response times—they miss out on immediate revenue gains and risk investing in initiatives that may not address their current challenges.  The Smarter Alternative: Focus first on quantifying and solving existing friction points in the buyer journey, such as reducing wait times and ensuring prompt follow-up. By tackling these proven problems, organizations can unlock measurable wins and lay a stronger foundation before experimenting with new tools or strategies.  The Most Damaging Myth  The Myth: “The moment they raise their hand visibly is the start of the process.” – Maddie Bell  Why It's Wrong: Many go-to-market teams treat the buyer's visible hand-raise—like filling out a form—as the beginning of engagement. But as Maddie points out, buyers actually start their process much earlier, often spending significant time researching and self-educating long before giving up their information. This myth leads companies to ignore the vast majority of prospects who never fill out a form (97%), missing opportunities to start conversations earlier and losing out on pipeline growth.  What Companies Should Do Instead: Recognize that the buying journey begins well before formal hand-raising. Invest in strategies and technologies that identify and engage buyers earlier—well before they submit a form—by leveraging intent signals, enabling frictionless conversations, and reducing reliance on traditional gates. This proactive approach captures more of the market and improves the probability of converting ready buyers.  The Rapid-Fire Round  Finish this sentence: If your company has this problem, the first thing you should do is _ “Measure it. Find out how many balls are getting dropped. Quantify the problem so you can actually solve it and measure success.” — Maddie Bell What's one red flag that signals a company has this problem—but might not realize it yet? “You're pushing out a lot of one-way communication, and buyers aren't converting—or when they finally respond, you're too slow to engage. If buyers ignore your outreach or you fail to respond within 1–2 minutes, that's a big sign.”  What's the most common mistake people make when trying to fix this? “Chasing new cool solutions instead of fixing today's problems—like slow or missing follow-up. Start by solving existing gaps to create quick pipeline wins before adding new tools.”  What's the fastest action someone can take today to make progress? “Start more conversations—and use AI for fair, objective, helpful buyer interactions that move them to the next step, ideally a team meeting. But don't rush the process; let AI qualify and route effectively.”   Buzzword Banishment  Buzzword Banishment: Maddie's buzzword to banish is "speed to lead." She dislikes this term because, in her view, it has become disconnected from what buyers actually want. Maddie argues that organizations have reduced "speed to lead" to a KPI or automated process—like quickly assigning a lead to a rep or sending out email sequences—rather than prioritizing a meaningful, timely first conversation that aligns with the buyer's needs and expectations. She advocates replacing it with "speed to first conversation" to ensure engagement is genuinely valuable to the buyer.  Links:  LinkedIn: https://www.linkedin.com/in/maddiebell/  Podcast: https://www.scheduler.ai/nextgen-gtm-podcast  Business: https://www.scheduler.ai  Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live  

In this episode of Culture & Quota, we get brutally honest about what happens when psychological safety issues fester inside your sales and product orgs. We walk you through a practical, no-BS process: how to first admit the problem, measure the financial and productivity drag it causes, and finally—how to decide when and how leadership will address it.We'll break down:Early warning signs from your AE floor and product sprintsHow to quantify the hidden cost of fear-based silenceInternal audit strategies to surface what's not being saidTiming and frameworks for executive interventionProven tactics to rebuild safety without fluff—think trust contracts, fail-forward systems, and leadership modeling vulnerabilityThis one's for CROs, CPOs, Heads of People, and founders who know culture isn't just vibes—it's velocity.

How Can Fearless GTM Strategy Unite Sales and Marketing for Scalable Growth?In this episode of The Hard Corps Marketing Show, I sat down with Nicole Burns, Go-To-Market Strategic Advisor at SpringDB. Nicole brings decades of experience across sales, marketing, and go-to-market leadership, and she shares why true growth starts with aligning people, processes, and data.Nicole breaks down the long-standing tension between sales and marketing and how better alignment, especially between CMOs and CROs, is changing that dynamic for the better. She explores the role of Revenue Operations (RevOps) in creating cohesive strategies and how today's tech stack, powered by tools like AI and customer data platforms, can enhance collaboration and lead quality.In this episode, we cover:Why sales and marketing tension still exists, and how to fix itHow RevOps bridges the gap between teams for better executionThe role of data, AI, and tech platforms in GTM successIf you're looking to align your teams, optimize your tech stack, and build a fearless, forward-thinking go-to-market strategy, this episode is packed with practical insights you don't want to miss!

durée : 00:55:56 - Les Nuits de France Culture - par : Philippe Garbit - Par Serge Jouhet - Réalisation Georges Gravier - réalisation : Virginie Mourthé

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by George Mogannam, CRO at Celigo. George shares insights from his extensive experience in scaling high-growth businesses and leading world-class sales organizations. The discussion delves into the common challenges startups face as they grow, highlighting the importance of establishing the right hiring profiles, formal onboarding and training, key performance indicators (KPIs), and an operating rhythm to drive sustainable growth. The episode offers practical advice for CROs on building high-performing revenue teams, ensuring effective communication, and integrating sales processes across various departments to maintain a competitive edge in today's market. George emphasizes the need for continuous enablement, cultural cohesion, and the pivotal role of the CRO in fostering an accountable and disciplined sales environment.ADDITIONAL RESOURCESLearn more about George Mogannam:https://www.linkedin.com/in/georgemogannam/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:05] The Importance of Process in Scaling Startups[00:02:40] Common Challenges in Sales Organizations[00:03:43] Hiring the Right Salespeople[00:04:46] The Role of Sales Enablement[00:06:53] Defining Sales Terminology[00:09:11] Adapting Hiring Profiles for Growth[00:23:44] Onboarding and Training New Hires[00:32:03] Leveraging Tools and Metrics for Success[00:37:59] Understanding the Five Quarter Report[00:40:06] Implementing Sales Disciplines Across Departments[00:44:15] The Role of the CRO in Organizational Growth[00:48:26] The Importance of Operating Rhythms[00:52:44] Challenges in Sales Processes and Technology[00:57:02] The Impact of Remote Work on Sales Teams[01:00:00] The Criticality of Efficient Hiring ProcessesHIGHLIGHT QUOTES"When you implement these disciplines, it helps pull the rest of the company along.""You must have the right people on the bus executing in the direction we need to go.""A common language and definitions become critical as part of the enablement.""Everybody loves to be in an environment where they can be led to a place they couldn't get to on their own.""Creating a hiring profile that evolves with the company is essential; what works at one stage may not work at another.""It's critical to have the tools and metrics in place to provide direction and identify gaps in the sales process."

Revenue is the result—but what drives it? That's the question Aj Vaughan, host of The E1B2 Collective Podcast, dares to explore in this powerful new series built specifically for sales leaders, sales teams, and the people who enable them.Culture Over Quota goes beyond the tactics of prospecting, closing, and pipeline management. It's a deep dive into the human systems that make sales organizations sustainable, resilient, and built to scale. Aj brings his workforce strategy roots to the high-stakes world of sales, unpacking what most ignore: the leadership gaps, cultural blind spots, and team dynamics that quietly shape performance.Through unscripted conversations with CROs, enablement leaders, sales managers, and people-first operators, this series explores:How to recruit and onboard in ways that build belonging, not burnoutHow team dynamics and internal communication shape execution more than any scriptHow trust, feedback, and psychological safety become true competitive advantagesHow leaders can build cultures that hold both people and performance accountableWhy the best sales orgs treat enablement, coaching, and leadership development as revenue drivers—not HR's side projectIf you believe sales is more than numbers on a dashboard—if you believe real success is built in the conversations inside your team long before they ever reach a prospect—this series is for you.Welcome to Culture Over Quota. Where human-centered leadership meets high-performance sales.

In this cutting-edge episode of the podcast, we explore the powerful intersection of artificial intelligence (AI), wearable technology, and the pharmaceutical industry. Our special guest, Marco Benitez, CEO and co-founder of Rook AI, shares how real-time biometric data from wearables like Apple Watch, Dexcom, and Oura Ring is revolutionizing clinical trials, remote patient monitoring, and digital health solutions.From HRV (heart rate variability) to glucose levels, discover how wearable biosensors, when combined with advanced AI algorithms, enable early detection of adverse events, improved patient engagement, and real-world evidence for drug efficacy. If you're in healthtech, pharma R&D, clinical operations, or digital therapeutics, this episode is a must-listen!

In this episode of B2B Sales Trends, Harry Kendlbacher reconnects with Sachin Wadhawan, who first appeared on the podcast as a sales engineering leader—and now returns with fresh insights from his role as Chief Revenue Officer at a fast-growing startup. Harry and Sachin dive into the challenges of standing out in crowded markets, why a technical sales background can be a hidden advantage for CROs, and how early-stage companies can build trust and credibility when competing against bigger, better-funded players. Sachin also shares practical lessons from launching an ambassador program, leveraging AI in both product and sales processes, and the evolving role of sales engineers in driving growth. This conversation is packed with valuable insights for sales leaders navigating complex B2B environments, especially those in the SaaS and tech space.

  This week on Revenue Rehab, Brandi Starr is joined by Rita Richa, a B2B podcast strategist and executive producer with a track record of turning conversations into revenue. Together, they break down how Lenovo overcame lackluster event ROI by transforming traditional conference sponsorships into a pipeline-driving “pop up podcast” experience—turning fleeting booth traffic into meaningful, mid-funnel conversations and a year's worth of content in days. They discuss the end-to-end playbook for integrating real-time podcast activations, coordinated sales efforts, and data-driven storytelling to accelerate deals and maximize event impact. If you're looking to turn event spend into measurable pipeline momentum, this episode is for you.  Episode Type: Case Study  Revenue leaders who've been in the trenches share how they tackled real challenges—what worked, what didn't, and what you can apply to your own strategy. These episodes go beyond theory, breaking down real-world implementation stories with concrete examples, step-by-step insights, and measurable outcomes.  Bullet Points of Key Topics + Chapter Markers:  Topic #1: Transforming Event Sponsorship With Pop Up Podcasts [06:04] Rita Richa identifies the inefficiency of traditional event sponsorships—“Too many CMOs are dropping six figures on conference booths only to walk away with bad scans, vague brand awareness, and no clear ROI.” She discusses how introducing a structured popup podcast experience enabled B2B brands to turn event conversations into revenue by “creating content with your ideal, you know, business targets, your ICP, your prospects...in real time at the event.” This shift made event investments directly tied to pipeline acceleration and measurable impact.  Topic #2: Driving Pipeline and Content Scale Through Experiential Coordination [09:18] Rita describes the end-to-end activation of Lenovo's popup podcast, detailing coordinated touchpoints that move prospects from coffee sponsorship to booth engagement, culminating in short, strategic interviews rooted in case studies. “It's the entire collective experience of getting your customer from point A to point B to actually even want to come to your booth and have those conversations.” By enabling sales teams as ‘super fans' and centering content on relevant industry reports, the team achieved 15+ high-value interviews in two days, batching a full year's content while accelerating deal movement.  Topic #3: Measuring and Maximizing Event ROI Beyond Brand Awareness [22:29] The discussion shifts to the trackable business outcomes derived from the popup podcast approach. Rita shares, “They were able to book like really significant follow up meetings and close a couple of, you know, deals because of this activation that if it were not to happen, like they wouldn't have an easy way to like follow up with these people essentially.” Brandi Starr highlights the benefit of activating both top-funnel and middle-funnel prospects at events, increasing velocity for deals already in the pipeline, and providing actionable methods to improve event ROI for CMOs and CROs.  Key Learning If you had to do it all over again, what's one thing you would do differently?  Rita would focus on incorporating public relations from the start to boost exposure—think reaching out to event journalists or organizers ahead of time and making the pop-up podcast an event in itself. Treating the brand like a media entity, she'd look for ways to gamify and engage the audience even more, ensuring content is compelling enough that people want to stop, watch, and share.  The Big Win  By transforming a traditional event sponsorship into a targeted pop-up podcast activation, Rita Richa enabled Lenovo to batch a full season's worth of high-quality prospect interviews in just two days, accelerate pipeline engagement with key decision-makers, and directly drive follow-up meetings and deal progression that would not have happened through conventional event tactics.  Buzzword Banishment  Rita's buzzword to banish is "just another day in paradise." She dislikes this phrase because it projects a disengaged, apathetic mindset in workplace interactions and can unintentionally define someone's personal brand as indifferent or uninspired. Rita argues that being real and genuine in responses fosters better human connection and avoids falling into autopilot, noncommittal communication habits.  Links:  LinkedIn: https://www.linkedin.com/in/ritaricha/details/experience/  Instagram: https://www.instagram.com/_ritaricha/  Facebook: https://www.facebook.com/rita.richa  Podcast: https://bippityboppitybiz.com/  YouTube: https://www.youtube.com/@bippityboppitybusiness  Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live  

The CEO's Strategic Growth Edge: A Go-To-Market System That Scales“You don't need more leads—you need clarity. Clarity on where your business can grow the most, the fastest, and at the highest margin. That's what a real go-to-market system delivers. It's not about volume anymore—it's about alignment, focus, and making sure every team—marketing, sales, and customer success—is executing toward the same outcome. That's how CEOs scale with confidence.” That's a quote from Sangram Vajre, and a sneak peek at today's episode.Welcome to Revenue Boost: A Marketing Podcast. I'm your host, Kerry Curran—revenue growth expert, industry analyst, and relentless advocate for turning marketing into a revenue engine. Each episode, we bring you the strategies, insights, and conversations that help drive your revenue growth. So search for Revenue Boost in your favorite podcast directory and hit subscribe to stay ahead of the game.In The CEO's Strategic Growth Edge: A Go-to-Market System That Scales, I'm joined by bestselling author and GTM expert Sangram Vajre to discuss why go-to-market isn't a marketing tactic—it's a CEO-level growth system. In this episode, you'll learn the three phases every business must navigate to scale, why alignment beats activity in every growth stage, how CEOs can drive clarity, trust, and margin-focused decisions across teams, and why AI is only a threat if you're still riding the demand-gen horse.If you're a growth-minded CEO or exec, this episode gives you the roadmap and the mindset to scale faster, smarter, and stronger. Be sure to listen through to the end, where Sangram shares three key tips—his ultimate advice for any leader ready to level up their go-to-market strategy. Let's go!Kerry Curran, RBMA (00:00.77)So welcome, Sangram. Please introduce yourself and share a bit about your background and expertise.Sangram Vajre (00:06.992)Well, at the highest level, I feel like I've had the opportunity to be in the B2B space for the last two decades and have had a front-row seat to categories that have shaped how we think about go-to-market. I ran marketing at Pardot. We were acquired by ExactTarget and then Salesforce—that was a $2.7 billion acquisition. It was a huge shift in mindset, going from a $10 million company to a $10 billion one, and I learned a lot.I became a student of go-to-market, if you will. That was in the marketing automation space. Then I launched a company called Terminus, which has been acquired twice now. Along the way, I've written three books. The one we're going to talk a lot about is MOVE, which became a Wall Street Journal bestseller. That book has created a lot of opportunities and work for us.I walked into writing this book, Kerry, thinking I knew go-to-market because I had two $100M+ exits. But I walked out of the process a student of go-to-market because I learned so much. Writing it forced me to talk to folks like Brian Halligan, the CEO of HubSpot, and partners at VC firms who have seen 200 exits—not just the three I've experienced.It really expanded my vision. Now I lead a company called Go-To-Market Partners. We're a research and advisory firm focused on helping companies understand who owns go-to-market and how to run it at a transformational level. Our clients are primarily CEOs and executive teams. That's our focus.Kerry Curran, RBMA (01:46.094)Excellent. Well, I'm very excited to dive in. I first saw you speak at Inbound last fall, and what really resonated with me was the shift from just an ABM program to a company-wide GTM program—one that includes everything from problem-market fit all the way to customer success, loyalty, and retention. Really making GTM the core of revenue growth.So I'd love for you to dive in and share that framework and background.Sangram Vajre (02:23.224)Yeah. And by the way, for people who've never attended Inbound—you should. I've spoken there for eight years straight and always try to bring new ideas. Each year, they keep giving me more opportunities—from main stage to workshops. I think you attended the 90-minute workshop, right? Hopefully it wasn't boring!Kerry Curran, RBMA (02:48.61)Yeah, it was excellent. I love this stuff, so I was taking lots of notes.Sangram Vajre (02:52.814)That was fun. The whole idea was: how can you build your entire go-to-market strategy on a single slide? Now, people might think, “There's no way—you need way more detail.” But it's not about making it complete; it's about making it clear.So everyone can be aligned. For example, in the operating system we've developed, we write research about it every Monday in a newsletter called GTM Monday, read by 175,000 people. The eight pillars are based on the most important questions. And Kerry, I don't know if you'll agree, but I think I've done a disservice for two decades by asking the wrong question.Like, I used to ask, “Where can we grow?”—which sounds smart but is actually foolish. The better question is, “Where can we grow the most, the fastest, the best, at the highest margin?” That's the true business perspective. So the operating system is built around these eight essential questions.If every executive team can align on these—not with certainty, but with clarity—then they can gain a clear understanding of what they're doing, where they're going, who their ICP is, what bets they're making, and which motions to pursue. I've done this over a thousand times with executive teams, helping them build their entire go-to-market strategy on a single slide. And it's like a lightbulb moment for them: “Okay, now I know what bets we're making and how my team is aligned.” It's a beautiful thing.Kerry Curran, RBMA (04:50.988)Yeah, because that's one of the hardest challenges across business strategy and growth: where to invest, where to lean in. So bring us through the questions and framework.Sangram Vajre (05:01.688)Yeah. So the first one is “Where can you grow the most?” The second one is really about what we call the Market Investment Map. I'll give you maybe three or four so people can get an idea. The Market Investment Map is especially useful for companies with more than one product or more than one segment. This is the least used but most valuable framework companies should be using.You might remember from the Inbound talk—I used HubSpot as an example since I was speaking at Inbound. It's interesting because at my last company, Terminus, we acquired five companies in eight years. So we had to learn this process. The Market Investment Map is about matching your best segments to the best products to create the highest-margin offering.If your entire business focuses only on pipeline and revenue—which sounds right—you're actually focused on the wrong things. You may have seen people post on LinkedIn saying, “I generated $10 million in pipeline,” and then a month later, they're laid off. Why? Because that pipeline didn't matter. It might have been general pipeline, but if you looked at pipeline within your ICP—the customers your company really needs to close, retain, and expand—it might have only been half a million. That's not enough to sustain growth or justify your role.So, understanding the business is critical. It's not just about understanding marketing skills like demand gen, content, or design. Those are table stakes. You need to understand the business of marketing—how the financials work, how to drive revenue, and how to say, “Yeah, we generated $10 million in pipeline, but only half a million was within ICP, so it won't convert or drive the margin we need.” That level of EQ and IQ is what leaders need today.Our go-to-market operating system goes deep into areas like this.Kerry Curran, RBMA (07:31.022)And I love the alignment with the ICP. I'm sure you'll get deeper into that. I also know you talk about getting rid of MQLs because the real focus should be on getting closer to the ICP—on who's actually going to drive revenue.Sangram Vajre (07:45.892)Yeah. John Miller, a good friend who co-founded Marketo, has been writing about this too. I was the CMO of Pardot. Then we both built ABM companies—I built Terminus; he built Engagio, which is now part of Demandbase. We've been evangelizing the idea of efficient marketing machines for the last two decades.We're coming full circle now. That approach made sense in the “growth at all costs” era. But in this “efficient growth” era, everything can be measured. The dark funnel is real. AI can now accelerate your team's output and throughput. So we have to go back to first principles—what do your customers really want?I was in a discussion yesterday with executives and middle managers, and the topic of AI came up. Some were worried it would take their jobs. And I said, “Yes, it absolutely will—and it should.” I gave the example I wrote about recently: imagine you were the best horseman, with saddles, barns, and a generational business built around horses. Then Henry Ford comes along with four wheels. You just lost your job—not because you were bad, but because you got infatuated with the horse, not with your customer's need to get from point A to point B.Horses did that—it was better than walking. But then came cars, trains, airplanes. Business evolves. If you focus on your customers' needs—better, faster, cheaper—you'll always be excited about innovation rather than afraid of it. So yes, AI will replace anyone who stays on their horse. If you're riding the demand gen horse or relying only on content creation, a lot is going to change. Get off the horse, refocus on customer needs, and figure out how to move your business forward.Kerry Curran, RBMA (10:21.708)Yeah. So talk a bit about honing in on the ICP. I know in one of the sessions you asked, “Who's your target audience?” And of course, there was one guy in the front row who said, “Everyone,” and we all laughed. But I still hear that all the time. Talk about how important it is, to your point, to know your customer and get obsessed with what they need.Sangram Vajre (10:45.56)Yeah. So the first pillar of the go-to-market operating system is called TRM, or Total Relevant Market. We introduced that in the book MOVE for the first time. It's a departure from TAM—Total Addressable Market—which is what that guy in the front row was referring to during that session. It was epic, and I think he was a sales leader, so it was even funnier in a room full of marketers.But it's true—and real. He was being honest, and I appreciated that. The reality is, we've all been conditioned to focus on more and more—bigger and bigger markets. That makes sense if you have unlimited funds and can raise money. It makes sense if the market is huge and you're just trying to get in and have more people doing outbound.As a matter of fact, a few weeks ago, we did a session where someone said something profound that I'll never forget. He said, “The whole SDR function is a feature bug in the VC model.” That was fascinating—because the whole SDR model was built to get as many leads as possible, assign 22-year-olds to make cold calls, and push them to AEs.We built this because it worked on a spreadsheet. If we generate 1,000 leads, we need 50 callers to convert them. It's math. But nobody really tried to improve it because we had the money. Now we're in a different world. We have clients doing $10–15 million in revenue with five-person teams automating so much.People don't read as many automated emails. My phone filters out robocalls, so I never pick up unless it's someone I know. Non-personalized emails go into a folder I never open. Yet people keep sending thousands of them, thinking it works.For example, I send our GTM Monday newsletter via Substack. It's free for readers, and it's free for me to send—even to 175,000 people. Meanwhile, marketers spend thousands every time they email their list using legacy tools. Why? Because these people haven't opted in to be part of the journey the way Substack subscribers have.The market has changed. Buying big marketing automation tools for $100,000 is going to change drastically. Fractional leaders and agencies will thrive because what CEOs really need is people like you—and frameworks like a go-to-market operating system—to guide them. You and I have the gray hair and battle scars to prove it. What matters now is using a modern framework, implementing it, and measuring outcomes differently.Kerry Curran, RBMA (14:08.11)Yeah, you bring up such a valid point. In so many of my conversations, I see the same thing. It's been a sales-led growth strategy for years. Investments went to sales—more BDRs, more cold emails, more tech stack partners.Even as I was starting my consultancy, I'd talk to partners or prospects who'd say, “Well, we just hired more salespeople. We want to see how that goes.” But to your point, without the foundational framework—without targeting the right audience—you're just spinning your wheels on volume.Sangram Vajre (15:06.318)Exactly. One area we emphasize in our go-to-market operating system is differentiation. Everyone's doing the same thing. Let me give you an example. Last week, I looked at a startup's email tool that reads your emails and drafts responses automatically. Super interesting. I use Superhuman for email.Two days later, Superhuman sent an email saying they'd launched the exact same feature. So this startup spent time and money building a feature, and Superhuman—already with a huge user base—replicated and launched it instantly. That startup is out of business.With AI, product development is lightning fast. So product is no longer your differentiator. Your differentiation now is how you tell your story, how quickly you grab attention, how well you build and maintain a community. That becomes your moat. Those first principles matter more than ever. Product is just table stakes now.Kerry Curran, RBMA (16:33.878)Right. And connecting that to your marketing strategy, your communication, your messaging—it also sets up your sales team to close faster. By the time a prospect talks to a rep, your marketing has already educated them on your differentiation. So talk more about the stages and what companies need to keep in mind when applying your go-to-market framework.Sangram Vajre (17:07.482)One of the things we mention in the book—and go really deep into in our operating system—is this 3P format: Problem-Market Fit, Product-Market Fit, and Platform-Market Fit. We believe these are the three core stages of a business. I experienced them firsthand at Pardot, Salesforce, and Terminus through multiple acquisitions.If you remember, I always talk about the “squiggly line,” because no company grows up and to the right in a straight line. If you look at daily, weekly, or monthly insights, there are dips—just like a stock market chart. So the squiggly line shows you can go from Problem to Product, but you'll experience a dip. That's normal and natural. Same thing when you go from Product to Platform—you hit a dip. Those dips are what we call the “valleys of death.”Some companies overcome those valleys and cross the chasm, and others don't. Why? Because at those points, they discover they can market and sell, but they can't deliver. Or maybe they can deliver, but they can't renew. Or maybe they can renew but not expand. Each gap becomes a value to fix in the system.And it's hard. I've gone from $5 million to $10 million to $15 million, all the way to $100 million in revenue—and every 5 to 10 million increment brings a new set of challenges. You think you've got it figured out, and then you don't—because everything else has to change with scale.I'll never forget one company I was on the board of—unfortunately, it didn't make it. The CEO was upset because they were doing $20 million in revenue but didn't get the valuation they wanted. Meanwhile, a competitor doing only $5 million in revenue in the same space got a $500 million valuation. Why? Because the $20M company was doing tons of customization—still stuck in Problem-Market Fit. The $5M company had reached Product-Market Fit and was far more efficient. Their operational costs were lower, and their NRR was over 120%.If you've read some of my research, you know I'm all in on NRR—Net Revenue Retention—as the #1 metric. If you get NRR above 120%, you'll double your revenue in 3.8 years without adding a single new customer. That's what executives should focus on.That's why we say the CEO owns go-to-market. All our research shows that if the CEO doesn't own it, you'll have a really hard time scaling.Kerry Curran, RBMA (20:23.992)That makes so much sense, because everything you're talking about—while it includes marketing functions—is really business strategy. It needs to be driven top-down. It has to be the North Star the whole company is paddling toward.I've been in organizations where that's not the case. And as you said, leadership has to have the knowledge and strategic awareness to navigate those pivots—those valleys of death. So talk about how hard it is to bring new frameworks into an organization and the change management that comes with that. As you evangelize the idea that the CEO owns GTM, what's resonating most with them?Sangram Vajre (21:26.456)Great question. First of all, CEOs who get it—they love it. The people who struggle most are actually CMOs and CROs because they feel like they should be the ones owning go-to-market. And while their input is critical, they can't own it entirely.In all our advisory work, Kerry, we mandate two things:The CEO must be in the room. We won't do an engagement without that. The executive team must be involved. We don't do one-on-one coaching—because transformation happens in teams.People often get it wrong. They think, “We need better ICP targeting, so that's marketing's job.” Or, “We need pipeline acceleration—let sales figure that out.” Or, “We have a retention issue—fire the CS team.” No. The problem isn't a department issue—it's a process and team issue.The CEO is the most incentivized person to bring clarity, alignment, and trust—the three pillars of our GTM operating system. They're the ones sitting in all the one-on-one meetings, burning out from the lack of alignment. The challenge is most CEOs don't know what it means to own GTM. It feels overwhelming.So we help them reframe that. Owning doesn't mean running GTM. It means orchestrating clarity, alignment, and trust. Every meeting they lead should advance one of those. That's the job. When the ICP is agreed upon, marketing should be excited to generate leads for it. Sales should be eager to follow up. CS should be relieved they're not getting misaligned customers. That's leadership. And there's no one more suited—or incentivized—to lead that than the CEO.Kerry Curran, RBMA (24:08.11)Absolutely. And the CFO plays a key role too—holding the purse strings, understanding where the investments should go.Sangram Vajre (24:20.622)Yes. In fact, in the book and in our research, we emphasize the importance of RevOps—especially once a company reaches Product-Market Fit and moves toward Platform-Market Fit.If you're operating across multiple products, segments, geographies, or using multiple GTM motions, the RevOps leader—who often reports to the CFO or CEO—becomes critical. I'd say they're the second most important person in the company from a strategy standpoint.Why? Because they're the only ones who can look at the whole picture and say, “We don't need to spend more on marketing; we need to fix the sales process.” A marketing leader won't say that. A sales leader won't say that. You need someone who can objectively assess where the real bottleneck is.Kerry Curran, RBMA (25:17.836)Yeah, that definitely makes so much sense. Are there other areas—maybe below the executive team—that help educate the company from a change management perspective to gain buy-in? Or is it really a company-wide change?Sangram Vajre (25:33.742)Yeah, you mentioned ABM earlier. Having written a few books on ABM and building Terminus, we've seen thousands of companies go through transformation. We now have over 70,000 students who've gone through our courses. I love getting feedback.What's interesting is that ABM has been great for aligning sales and marketing—but it hasn't transformed the company. Go-to-market is not a marketing or sales strategy. It's a business strategy. It has to bring in CS, product, finance—everyone.Where companies often fail is by looking at go-to-market too narrowly—like it's just a product launch or a sales campaign. That's way too myopic. Those companies burn a lot of cash.At the layer below the executive team, it gets harder because GTM is fundamentally a leadership-driven initiative. An SDR, AE, or director of marketing typically doesn't have the incentive—or business context—to drive GTM change. But they should get familiar with it.That's why we created the GTM Operating System certification. Hundreds of professionals have gone through it—including you! And now people are bringing those frameworks into leadership meetings.They'll say, “Hey, let's pull up the 15 GTM problems and see where we're stuck.” Or, “Let's revisit the 3 Ps—where are we today?” Or use one of the assessments. It's pretty cool to see it in action.Kerry Curran, RBMA (27:35.758)Yeah, and it's extremely valuable. I love that it's a tool that helps drive company-wide buy-in and educates the people responsible for the actions. So you've shared so many great frameworks and recommendations. For those listening, what's the first step to get started? What would you recommend to someone who's thinking, “Okay, I love all of this—I need to start shifting my organization”?Sangram Vajre (28:09.082)First, you have to really understand the definition of go-to-market. It's a transformational process—not a one-and-done. It's not something you define at an offsite and then forget. It's not owned by pirates. It's iterative. It happens every day.Second, the CEO has to be fully bought in. If they don't own it, GTM will run them. If you're a CEO and you feel overwhelmed, that's usually why—you're running go-to-market, not owning it.Third, business transformation happens in teams. If you try to build a GTM strategy in a silo—as a marketer, for example—it will fail. The best strategies never see the light of day because the team isn't behind them. In GTM, alignment matters more than being right.Kerry Curran, RBMA (29:27.982)Excellent. I love this so much. Thank you! How can people find you and learn more about the GTM Partners certification and your book?Sangram Vajre (29:37.476)You can go to gtmpartners.com to get the certification. Thousands of people are going through it, and we're constantly adding new content. We're about to launch Go-To-Market University to add even more courses.We also created the MOVE Book Companion, because we're actually selling more books now than when it first came out three years ago—which is crazy!Then there's GTM Monday, our research newsletter that 175,000 people read every week. Our goal is to keep building new frameworks and sharing what's possible. Things are changing so fast—AI, GTM tech, everything. But first principles still apply. That's why frameworks matter more than ever.You can't just ask ChatGPT to “give me a go-to-market strategy” and expect it to work. It might give you something beautifully written, but it won't help you make money. You need frameworks, team alignment, and process discipline.And I post about this every day on LinkedIn—so follow me there too!Kerry Curran, RBMA (30:54.988)Excellent. Well, thank you so much. This has been a great conversation, and I highly recommend the book and the certification to everyone. We'll include all the links in the show notes.Thank you, Sangram, for joining us today!Sangram Vajre (31:09.284)Kerry, you're a fantastic host. Thank you for having me.Kerry Curran, RBMA (31:11.854)Thank you very much.Thanks for tuning in to Revenue Boost: A Marketing Podcast. I hope today's conversation sparked some new ideas and challenged the way you think about how your organization approaches go-to-market and revenue growth strategy. If you're serious about turning marketing into a true revenue driver, this is just the beginning. We've got more insightful conversations, expert guests, and actionable strategies coming your way—so search for us in your favorite podcast directory and hit subscribe.And hey, if this episode brought you value, please share it with a colleague or leave a quick review. It helps more revenue-minded leaders like you find our show. Until next time, I'm Kerry Curran—helping you connect marketing to growth, one episode at a time. See you soon.

Today, our guest on The PARTNERNOMICS® Show is Chris Allen, Chief Revenue Officer at Intrado. Chris has over 25 years of experience in high-tech and SaaS sales. He excels in developing scalable processes and driving significant revenue growth while leading high-performance teams. Chris has successfully introduced new products and expanded customer reach throughout his career, notably at Oseberg, TNS Technology, and early at Intrado, where he built the Enterprise and Carrier sales teams. His leadership has cultivated a culture of excellence and innovation. Key Insights: 1. Cultivating Relationships for Long-term Success: Relationships function similarly to seeds; early investment in them can yield substantial, enduring returns in both personal and professional realms. 2. Leveraging Strategic Partnerships for Scalable Growth: Chris underscores the critical importance of channel partners in achieving efficient scalability. Tapping into their existing networks can provide a more sustainable growth strategy than significantly expanding a traditional sales force. 3. Transitioning Leadership Dynamics: The discussion highlights the evolving roles within sales leadership, specifically contrasting the functions of a VP of Sales and a Chief Revenue Officer (CRO). This underscores the need to shift from tactical execution to strategic foresight to drive company progression. 4. Embracing Humble Curiosity: Chris advocates for the value of humility and continuous learning at the executive level, stressing that CROs should seek knowledge from partners and acknowledge areas of uncertainty. Chris's experiences and insights reinforce the notion that impactful leadership often stems from a willingness to learn, adapt, and cultivate meaningful relationships. ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)!

Guests: Ken Lempit, James Ollerenshaw, and Rob CurtisVoice is the new frontier in SaaS — but are we ready for the implications?In the third episode of our AI Series, Ken Lempit is joined again by James Ollerenshaw and Rob Curtis to explore how voice and AI are colliding to transform the way B2B SaaS companies operate — from the way products are built and sold to how customers are supported.We dive into:The shift to voice-first interfaces and its implications for product designReal-world use cases in sales, customer service, compliance, and manufacturingWhy voice as a data source may be more valuable than voice as an interfaceHow voice AI can unlock productivity gains — and which roles are at riskThe compliance, privacy, and cultural risks of voice-powered surveillancePredictions on headless SaaS, ambient computing, and the next big AI disruptionThis conversation goes longer than our typical episodes, but trust us — it's worth every minute. Stick around for smart insights, practical frameworks, and some provocative predictions that CROs, CMOs, and SaaS builders shouldn't miss.

In this Starr-Led solo episode of Revenue Rehab, Brandi Starr brings a But How perspective to the widespread practice of handing qualified leads from marketing to SDRs and BDRs. Challenging the assumption that sales pressure is the next logical step, Brandi argues that most buyers are actually looking for guidance—not a hard sell—during the critical middle of the funnel. She introduces the vital, often-overlooked role of Marketing Development Reps (MDRs) and offers a blueprint for structuring this function to accelerate revenue. CMOs and CROs will find a compelling case for rethinking funnel strategy to close the costly gap between marketing and sales.  Episode Type: Starr-Led   Brandi Starr cuts through industry noise with bold, unfiltered insights on revenue growth. These solo episodes challenge outdated advice, debunk myths, and break down industry reports to reveal what really drives results. Expect sharp commentary, data-backed analysis, and actionable strategies to refine your marketing and sales approach.  Bullet Points of Key Topics + Chapter Markers:  Topic #1: Middle of the Funnel Is the New Battleground [03:31]  Brandi spotlights a massive structural gap in the revenue funnel, arguing that 95% of the buying journey now happens before a buyer ever engages with sales. She insists that traditional automation and nurture flows can only take buyers so far—leaving them stuck, overwhelmed, and underserved. Her message is clear: CMOs and CROs must prioritize MoFu strategies and stop letting this “messy middle” bleed potential revenue.  Topic #2: Marketing Development Reps (MDRs) are Essential, Not Optional [05:43]  Brandi challenges the notion that sales development roles (SDRs/BDRs) can handle the middle-funnel gap, claiming they are “chasing meetings and demos” rather than nurturing. She makes a bold case for MDRs—empathetic, insight-driven professionals who guide engaged but not-yet-ready buyers—arguing that organizations without them are leaving high-value leads to stall. Her advice: pilot or reassign resources now, and build MDR compensation and measurement around MoFu KPIs rather than pipeline quotas.  Topic #3: Rethink Buying Committee Support and Buyer Experience [14:54]  Brandi exposes how complex sales cycles with large committees need a strategic MoFu resource to guide and enable all stakeholders—not just the lead contact. She advocates for a shift from automation-focused nurturing to human-led support that's “not pushy, not looking for a quota”—arguing that this trust-driven approach becomes a competitive differentiator. Her test: if your deals are complex and require consultative education, then building this role is overdue.   Why Should Revenue Leaders Stop Ignoring This Problem Right Now?  Because you're wasting millions generating leads only to watch 60% vanish into a black hole between marketing and sales. Brandi makes it clear: this isn't a lead quality issue—it's a structural gap where overwhelmed buyers stall out, SDRs get misused, and revenue opportunities die in the messy middle. Ignoring it means you're losing deals not due to weak campaigns, but because nobody is actively guiding buyers through their biggest hurdles before they're ready to talk to sales.  What's the First Action Someone Should Take to Apply This Insight Today?  Brandi says: shift your mindset to focus on the middle of the funnel—stop obsessing over top-of-funnel leads or bottom-of-funnel closes, and interrogate what your buyers actually need between those points so you can design support that accelerates their internal decision process. If you're not prioritizing MoFu strategy, that's your urgency—start now.  Takeaway  Brandi challenges revenue leaders to fundamentally rethink the buying journey, pointing out that most of the action—and friction—now happens in the messy middle of the funnel, not at the top or bottom. She urges leaders to shift their mindset away from traditional sales and marketing silos, and start prioritizing buyer enablement and support during that critical middle stage. The key move? Stop neglecting the middle of the funnel—design roles, strategies, and resources specifically to guide buyers through this phase, ensuring you become their go-to partner, not just another vendor pushing a quota.  Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live  

On se retrouve aujourd'hui avec Patrice Cros, directeur de Finances et Pédagogie pour parler du rapport à l'argent des artistes, mais aussi pourquoi il est important de s'en préoccuper. Patrice vous donne quelques pistes concrète pour mieux gérer votre argent. Les réseaux de Finances et Pédagogie si vous avez des questions: - https://www.finances-pedagogie.fr - https://www.linkedin.com/company/finances-pedagogie/posts/?feedView=all L'Instagram du podcast pour encore plus de contenu: https://www.instagram.com/grainedartiste.podcast/ Et ma chaîne perso pour vois tous les backstages: https://www.youtube.com/@chloe.brindos/videos Learn more about your ad choices. Visit megaphone.fm/adchoices

The future of selling. We cover AI-copilots for sales, forecasting engines for CROs, real-time procurement layers, and the future of revenue intelligence. Guiding us will be Andy Byrne CEO of Clari, the #1 Enterprise Revenue Platform trusted by over 1,500 companies managing more than $4 trillion in revenue. From pipeline to close, renewal to expansion, Clari brings end-to-end visibility, control, and predictability to every revenue-critical function in the enterprise. The company has raised $520 million in funding from top-tier investors including Blackstone, Silver Lake, Sequoia Capital, Bain Capital Ventures, and Sapphire Ventures. Recognized as a 2024 Deloitte Technology Fast 500™ winner and growing at 227% over three years, Clari is leading a movement to modernize how businesses run their revenue process — transforming it from siloed and reactive to unified, intelligent, and data-driven. Andy is a defining voice in the future of revenue operations. A serial entrepreneur and two-time CEO, Clari marks the fourth company he’s helped build with backing from Sequoia Capital — a rare feat that speaks to his track record and long-term vision. Known for being thoughtful, resilient, and a true builder, Byrne has helped scale Clari into a global platform used by the world’s most sophisticated sales and finance teams. Sign up for new podcasts and our newsletter, and email me on danieldarling@focal.vcSee omnystudio.com/listener for privacy information.

Dennis and Brady talk about the weekend that was, including wins from St Clair, Almont, Marine City and others, Cros-Lex and Algonac bring home baseball tournament crowns, league races rev up this week and more!

What's the real difference between a CFO and a COO? Can you do both roles simultaneously? And which title is more desirable from a career perspective? Today's guest, Colin Sims, who is currently the CFO of Hunters but has held both titles multiple times, joins CJ to answer these questions and to talk about channel sales. They discuss what it takes to build a successful channel sales model and how companies need to “feed the channels" before expecting them to feed the company in return. You'll hear about winning sales motions, what to look for in a CRO, and why transparency trumps democracy when it comes to business decisions.If you're looking for an ERP, head to NetSuite: https://netsuite.com/metrics and get the CFO's Guide to AI and Machine Learning.—SPONSORS:Planful is a financial performance management platform designed to streamline financial tasks for businesses. It helps with budgeting, closing the books, and financial reporting, all on a cloud-based platform. By improving the efficiency and accuracy of these processes, Planful allows businesses to make better financial decisions. Find out more at www.planful.com/metrics.Subscript is a modern billing and revenue recognition platform designed for SaaS finance teams that need flexibility and accuracy. From automated invoicing and dunning to compliant, transparent revenue recognition and real-time analytics, Subscript eliminates manual work, reduces errors, and gives you a single source of truth for all your financial data. Book a free demo at subscript.com.Rippling Spend is a spend management solution that handles your entire company's spending in one unified system. It enables you to bring your corporate cards, expense management, bill pay, and more into one place to achieve real-time visibility and uniquely granular control with automated policy controls across every type of spend. Get a demo to see how much time your org would save at rippling.com/metrics.Vanta's trust management platform takes the manual work out of your security and compliance process and replaces it with continuous automation. Over 9000 businesses use it to automate compliance needs across over 35 frameworks like SOC 2 and ISO 27001. Centralize security workflows, complete questionnaires up to five times faster, and proactively manage vendor risk. For a limited time, get $1,000 off Vanta at vanta.com/metrics.Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit tropicapp.io/mostlymetrics to learn how.NetSuite provides financial software for all your business needs. More than 40,000 companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform, head to NetSuite https://netsuite.com/metrics and get the CFO's Guide to AI and Machine Learning.—LINKS:Colin Sims: https://www.linkedin.com/in/colinjsims/Hunters: https://www.hunters.security/CJ on X (@cjgustafson222): https://x.com/cjgustafson222Mostly metrics: http://mostlymetrics.com—TIMESTAMPS:(00:00) Preview and Intro(02:35) Sponsor – Planful | Subscript | Rippling Spend(06:39) The Real Difference Between a CFO and a COO(12:58) Why CFOs Are in Greater Demand Than COOs(16:48) Sponsor – Vanta | Tropic | NetSuite(22:21) The CFO-COO Hybrid Role(23:39) Skills To Be a Good COO(26:21) A Winning Sales Motion and the CRO(32:07) Intellectual Curiosity and the Ability To Learn and Adapt(34:48) CROs for Different Stages(36:32) Channel Sales Models That Rely on Partners(41:14) The Predicability of Channel Models(44:24) Where Channel Sales Go Wrong(47:05) The Different Types of Channels(49:03) Transparency Works, Democracy Doesn't(54:27) Long-Ass Lightning Round: Hiring Mistakes(55:56) Finance Software Stack(58:02) Craziest Expense Story Get full access to Mostly metrics at www.mostlymetrics.com/subscribe

Ram's LinkedIn: https://www.linkedin.com/in/ramyala/Inato: https://go.inato.com/3VnSro6CRIO: http://www.clinicalresearch.ioMy PatientACE recruitment company: https://patientace.com/Join me at my conference! http://www.saveoursites.comText Me: (949) 415-6256Listen on Spotify: https://open.spotify.com/show/7JF6FNvoLnBpfIrLNCcg7aGET THE BOOK! https://www.amazon.com/Comprehensive-Guide-Clinical-Research-Practical/dp/1090349521/ref=sr_1_1?keywords=Dan+Sfera&qid=1691974540&s=audible&sr=1-1-catcorrText "guru" to 855-942-5288 to join VIP list!My blog: http://www.TheClinicalTrialsGuru.comMy CRO and Site Network: http://www.DSCScro.comMy CRA Academy: http://www.TheCRAacademy.comMy CRC Academy: http://www.TheCRCacademy.comLatinos In Clinical Research: http://www.LatinosinClinicalResearch.comThe University Of Clinical Research: https://www.theuniversityofclinicalresearch.com/My TikTok: DanSfera

Is your Revenue Operations function truly strategic, or stuck reacting to tactical demands? Elevate your approach and drive predictable, scalable growth.This episode features insights from Brett Honerkamp (CEO with over 20 years of CRO and sales leadership experience) on building a high-impact RevOps engine. This is a must-listen for CROs, PE Operating Partners, and leaders focused on maximizing revenue efficiency and value creation.Learn Brett Honerkamp's strategies for:+ Implementing  core principles for RevOps success.+ Designing optimal and adaptive sales team structures.+ Transforming  operational data into strategic growth drivers.+ Effectively justifying RevOps investment and understanding its ROI.+ Building proactive operations that prevent fires, not just fight them.Ready to implement these strategies?Visit our website at revsearch.io/readiness for a free 20-question assessment to evaluate your current state of RevOps.Timestamps:(00:00) Intro (1:43) Brett Honerkamp's Background and RevOps Principles (6:01) Optimal Team Structure Insights (11:11) Personal Connections and Team Enablement(16:38) Justifying RevOps Investment (ROI) (22:20) Moving the Middle and Skill Development (29:44) Revenue Growth and Strategic VisionConnect with Brett Honerkamp:LinkedIn: www.linkedin.com/in/bretthonerkamp/Learn More & Connect with Us:Our Website: www.revsearch.io/Free RevOps Assessment: www.revsearch.io/readinessRevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Send us a textIn this powerhouse episode of Mastering Modern Selling, Brandon Lee, Tom Burton, and Carson Heady are joined by JD Miller, a seasoned sales executive turned private equity advisor. With six successful exits under his belt, JD brings a rare blend of operational insight and boardroom savvy. The discussion centers on how private equity firms evaluate and scale their portfolio companies—especially in the sales and marketing domains—and what sales leaders can do today to thrive in that high-expectation environment.Repeatability Is the Foundation of Scale JD highlights that scaling isn't just about hiring more reps, it's about implementing repeatable, measurable systems. When transitioning from a founder-led sales model to a broader team, companies need to get critical knowledge out of leaders' heads and into structured playbooks. This is essential when growing from five sellers to two hundred. Without repeatable processes, scale isn't sustainable.Sales Leadership Must Be Fluent in Data Today's top CROs are expected to lead with data. Whether through deep CRM analysis, conversation intelligence, or funnel metrics, modern sales leaders need to understand how to break down growth targets into tactical, trackable levers. JD emphasized the need for CROs to either personally embrace analytics or work closely with RevOps to translate insights into strategy.“SMarketing”: Sales and Marketing as a Single Engine JD introduced the concept of "SMarketing", a true merger of sales and marketing into one go-to-market function. He shared real-world examples of aligning revenue goals with both teams' activities and discussed how metrics like sales velocity can guide joint decision-making.Bi-weekly check-ins and shared accountability are critical to keeping both teams rowing in the same direction.Messaging for the Modern Buyer Buyers today expect a well-informed, highly personalized approach. JD stressed the importance of showing up with a point of view rooted in research, data, and empathy. In a volatile economy, messaging must pivot from “growth at all costs” to helping buyers reduce risk and improve efficiency. Sales and marketing alignment ensures these themes are consistent across every touchpoint.Performance Plans: Tools for Growth, Not Punishment In JD's view, performance improvement plans should be part of every employee's journey, not a disciplinary action. He advocates for quarterly development conversations that blend short-term performance goals with long-term career aspirations. JD Miller's episode is a masterclass in bridging strategy and execution in modern selling. Whether you're a CRO in a high-growth startup, a founder looking for investment, or a marketer working closely with sales, the principles JD shares can redefine how you scale. By focusing on repeatable systems, cross-functional alignment, and buyer-centric messaging, you can transform your sales motion into an engine that attracts not only customers, but also investors. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Bas Seelen is the Chief Commercial Officer at Azerion, a global digital media and gaming company, where he leads revenue operations across Europe. With over 15 years in online marketing and a track record of building high-performance sales teams, Bas has guided Azerion through an IPO and integrated 65 acquisitions across 15 countries. His hands-on leadership in aligning global sales operations and fostering a coaching culture makes his insights highly relevant to CROs and sales leaders focused on team performance and growth.In this value-packed episode, host Matt Milligan and Bas explore how to scale a revenue organization after dozens of acquisitions, emphasizing why each integration requires a unique playbook. Bas shares how blending an entrepreneurial culture with structured processes helped maintain performance across diverse markets. You'll learn how he implements cross-country knowledge exchange and a “coaching framework” to break down silos and drive consistent sales excellence. Bas also offers contrarian insights on motivating sales teams beyond just money and even using acquisitions as opportunities to identify truly resilient, adaptable talent. From leadership mindset shifts to hands-on integration strategies, this conversation provides a roadmap for sales leadership in building high-performing, future-proof teams.00:00 – Introduction & Theme00:01:15 – Bas Seelen's Background & Adtech Journey00:02:45 – Growth via 65 Acquisitions00:03:30 – Integration Challenges & Lessons Learned00:08:30 – Multi-Channel Sales Strategy & Regional Differences00:11:30 – Introducing New Products & Coaching Teams00:13:00 – Incentives and Identifying Resilient Talent00:17:00 – Fostering a Global Sales Culture & Accountability00:20:00 – Embracing AI and Continuous Learning00:21:30 – Closing Thoughts & Contact

This week on Revenue Rehab, Brandi Starr is joined by Brittany Hansen, a seasoned SaaS executive and marketing leader who believes that most revenue issues aren't caused by structure or strategy, but by broken internal communication—and she's ready to prove it. In this episode, Brittany challenges the common industry belief that misalignments can be solved with org charts, OKRs, or new tools, arguing instead that clarity, consistency, and honest feedback loops are what truly drive alignment and results. She unpacks why CMOs and CROs must address communication breakdowns at every level to build trust, avoid costly silos, and deliver on their brand promises. Ready to confront the real root of disruption—or do you think she's got it wrong?  Episode Type: Problem Solving  Industry analysts, consultants, and founders take a bold stance on critical revenue challenges, offering insights you won't hear anywhere else. These episodes explore common industry challenges and potential solutions through expert insights and varied perspectives.  Bullet Points of Key Topics + Chapter Markers:  Topic #1: Alignment Isn't a Math Problem—It's a Messaging Problem [04:49]  Brittany Hansen asserts that “revenue is like a math problem” is a damaging myth, and pushes back on the idea that public-facing alignment is all that matters. She explains, “when you don't have internal alignment on who you are and what your messaging is, that's reflected to everybody.” Brandi challenges this view by asking why traditional alignment efforts miss the mark, provoking a debate about the centrality of message consistency across all functions.  Topic #2: Post-Mortem Meetings Are Non-Negotiable for Sustained Growth [13:24]  Brittany fiercely advocates for regular, honest post-mortem meetings and structured feedback loops, countering the “move fast, skip reflection” mindset common in high-growth companies. She emphasizes that without these rituals, “communication is just a bunch of fluff...learning after the fact creates that full circle for any business.” Brandi questions the practicality of these meetings, especially in busy organizations, sparking a conversation about how leaders can operationalize these rituals without falling into over-engineering.  Topic #3: Curiosity and Psychological Safety Drive Alignment [25:22]  Brittany challenges the assumption that pushback against alignment processes comes from difficult employees, arguing instead that resistance is a critical signal leaders should embrace. She urges executives to “get curious” and make it safe for team members to voice concerns, stating, “so rarely in life is there somebody who is just an anarchist and wants to burn your company down for the sake of watching it burn.” The conversation explores how psychological safety and curiosity—not heavy-handed enforcement—are the real levers for creating alignment and surfacing valuable organizational insights.  The Wrong Approach vs. Smarter Alternative  The Wrong Approach: “Getting forceful about it and demanding answers.” – Brittany Hansen  Why It Fails: Approaching alignment issues with force or by demanding compliance breeds resistance and shuts down open dialogue. This top-down approach discourages honesty, creates fear, and leads to toxic positivity, where real problems remain unaddressed because employees don't feel safe speaking up.  The Smarter Alternative: Instead, leaders should “get curious.” This means making it safe for employees to voice concerns, asking open questions to understand root causes, and fostering a culture where candid feedback is welcomed. By encouraging honest conversations and establishing regular feedback loops, organizations can uncover misalignments and address them collaboratively for lasting improvement.  The Most Damaging Myth  The Myth: “Revenue is like a math problem. Right. And I think the other is that we are. We are who we display publicly and that's all there is to it.” – Brittany Hansen  Why It's Wrong: According to Brittany, treating revenue purely as a math or structural issue ignores the critical role of internal communication and alignment. When companies focus solely on external appearances or metrics without ensuring everyone internally shares a unified understanding and message, misalignment seeps into every customer interaction. This disconnect is visible to consumers, undermining trust and revealing issues beneath the surface.  What Companies Should Do Instead: Leaders must prioritize internal alignment on company identity, messaging, and goals—going beyond surface-level metrics or outward branding. Invest in transparent, consistent communication across all departments to ensure everyone can accurately articulate what the company does and stands for. This unified internal clarity creates trust with customers and eliminates damaging surprises.  The Rapid-Fire Round  Finish this sentence: If your company has this problem, the first thing you should do is _  “Get curious.” – Brittany Hansen Take immediate action by asking questions and seeking to understand where misalignment or communication gaps exist within your organization.  What's one red flag that signals a company has this problem—but might not realize it yet?  “There's so many silos and silent, silent conversations... when nobody's showing up on Slack and there's elephants in the room and you can feel it.” Watch for a lack of open communication, silos between teams, and unspoken issues—these often signal deeper alignment problems.  What's the most common mistake people make when trying to fix this?  “Getting forceful about it and demanding answers.” Don't try to mandate alignment through top-down force or pressure. Forcing answers undermines trust and discourages honest communication.  What's the fastest action someone can take today to make progress?  “Have a conversation. Ask someone the questions.” Start by deliberately opening a conversation—reach out directly to team members and ask about their understanding, concerns, and viewpoints right now.  Immediate Takeaway for Revenue Leaders:  Foster curiosity, break silos with direct dialogue, avoid a forceful approach, and take fast action by simply starting honest conversations—these are the first steps to resolving alignment and communication issues within your revenue organization.  Buzzword Banishment  Brittany's buzzword to banish is "viral." She dislikes this term because while everyone wants to go viral for exposure, they rarely consider whether their message is reaching the right audience or whether it authentically represents their brand. Brittany argues that virality does not guarantee meaningful impact and that brands should focus on niche relevance and knowing their audience, rather than chasing unpredictable, hollow visibility.  Links:  LinkedIn: https://www.linkedin.com/in/brittany-a-hansen/  Website: Viiision.com  Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live    

durée : 00:00:54 - Lo Cros

Tom Young, VP of Sales at BMC Software, joins Matt Benelli to challenge outdated assumptions about how enterprise sales should work. Drawing on decades of experience and a recent moment on the other side of a buying decision, Tom reveals how sellers often leave buyers to navigate complex purchasing decisions alone, leading to stalled deals, weak adoption, and low rep confidence. The problem isn't buyer intent. It's a lack of structure, coaching, and guidance.This conversation gets tactical and strategic. Tom breaks down the myth that buyers know how to buy, why seller-led engagement models outperform passive following, and how high-performing FLMs simplify complexity through coaching, not control. CROs and sales leaders will appreciate the clear through line: when managers teach reps how to lead a buying journey, not just chase a number, sales cycles shorten, win rates improve, and performance becomes repeatable. If you're building a scalable sales org, this is a must-listen.Top TakeawaysEnterprise buyers often don't know how to buy software Despite assumptions, many buyers lack a defined decision process, which means sellers must guide, not follow, their journey.The best salespeople act as guides, not followers When sellers proactively lead buyers through a structured engagement model, the experience improves and adoption increases.Mutual Action Plans need to go beyond the PO date Ending your plan at "PO received" signals self-interest; the real impact comes from aligning with the customer's go-live and success milestones.Effective FLMs sell the engagement model, not the product first Top-performing managers train reps to win by selling how the decision will be made, not just what to buy.Sellers must ask the questions buyers should be asking themselves High-quality discovery isn't just fact-finding; it helps buyers clarify their own thinking, build confidence, and reduce internal friction.Sales cycles fail when reps abdicate process control Letting the buyer “drive” often results in delays, missed stakeholders, and no decision; a structured engagement keeps momentum.Managers must balance pressure with coaching Pushing deals without guiding reps through skills and behavior leads to burnout and underperformance.You can't outsource coaching and rep development Even strong enablement and RevOps support can't replace the day-to-day behavioral coaching frontline managers must deliver.One-on-ones are not for pipeline inspection—they're for skill development Coaching isn't about the forecast; it's about improving rep effectiveness so the forecast becomes more predictable.Every manager needs a consistent, inspectable operating rhythm Without structured 1:1s and repeatable frameworks, rep development becomes ad hoc, and performance becomes unpredictable.Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals, and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists, and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Send us a textWhen evaluating the top ERP systems for the pharmaceutical industry, it's crucial to recognize that this list focuses solely on the ERP solutions themselves—not the vendors behind them—and spans organizations of all sizes, from emerging biotech startups to large-scale pharmaceutical manufacturers. Since ERP needs vary widely across the pharma value chain, the accompanying commentary offers essential guidance on which systems best serve specific market segments. The industry encompasses a wide array of business models, including traditional pharma companies, biotech firms, cannabis producers, nutraceutical manufacturers, CROs, and R&D consultancies—each with distinct regulatory, operational, and supply chain demands. For instance, a contract research organization may require robust data integrity and clinical compliance tools, whereas a nutraceutical producer might prioritize batch traceability and rapid production scalability. These differences underscore the importance of selecting an ERP system that not only supports compliance but also aligns with a company's core processes and growth trajectory.In this episode, our host Sam Gupta discusses the top 10 pharma ERP systems in 2025. He also discusses several variables that influence the rankings of these pharma ERP systems. Finally, he shares the pros and cons of each pharma ERP system.Background Soundtrack: Away From You – Mauro SommFor more information on growth strategies for SMBs using ERP and digital transformation, visit our community at wbs. rocks or elevatiq.com. To ensure that you never miss an episode of the WBS podcast, subscribe on your favorite podcasting platform. 

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training What truly makes clients choose one agency over another? What are the essential qualities that elevate an agency from service provider to trusted partner? Today's featured guest brings a rare 360-degree perspective to these crucial questions. As a fractional CMO with extensive experience on both sides of the relationship, our guest provides unique insights into the dynamics of successful agency-client partnerships. Tune in for actionable insights that will help agencies strengthen their client relationships, refine their service approach, and position themselves as indispensable strategic partners. Alex Hultgren is a seasoned fractional CMO with extensive experience in both client and agency roles. He shares his journey through the marketing landscape, from starting at Ford Motor Company and leading marketing efforts at Polaris to transitioning to agency life at Hayworth and later starting his own business. Alex discusses the expectations that brands have when working with agencies, what he used to look for in an ideal agency partner, and the reason he kept his business boutique and has chose to work with contractors. In this episode, we'll discuss: Learning to forge deep agency partnerships in corporate marketing. Elements of effective agency relationships. Why he chose to prioritize autonomy over growth. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Wix: Today's episode of the Smart Agency Masterclass is sponsored by Wix Studio, the all-in-one platform designed to help agencies scale without the headaches. With intuitive tools, robust native business solutions, and low maintenance, Wix Studio lets your team focus on what matters most—delivering exceptional value to your clients. Ready to take your agency to the next level? Visit wix.com/studio and discover how Wix Studio can transform your workflow, boost profits, and strengthen client relationships. Forging Deep Agency Partnerships in Corporate Marketing Alex's professional trajectory spanned both corporate and agency environments before culminating in entrepreneurship. He started his career working at Ford Motor Company, as part of their marketing leadership program for fourteen years, and then running marketing for Victory Motorcycle as part of Polaris. He then went on to work on the agency side as one of the three leads of Walmart's media accounts at Hayworth. In 2021 he decided to take all that experience to build his own business. During his time at Ford, Alex only ever worked with one agency team, the team at JTW. Although large corporations normally have many agencies working at different projects at a time, Ford preferred to maintain an exclusive agency partnership and, even when digital marketing started to be an important part of their strategy, they only used other agencies as contractors for limited periods. On one hand, this meant there weren't many options if he didn't like the work, other than asking them to go back to the drawing board. On the other hand, it also meant they formed a deeply integrated partnership, as they were more of an extension of his team than merely external service providers. By contrast, at Polaris he had a fraction of the budget but found himself coordinating multiple specialized agencies handling different aspects of the business, which proved to be considerable demanding. However, in both cases he always saw agencies as partners and part of his team. The Foundation of Effective Agency Partnerships In choosing agencies, one of the major problems Alex encountered was agencies that promised they could deliver on something when they clearly couldn't. For him, it came down to Could they be trusted to do the work? Did they know what they were doing? Most clients are looking for agencies that can alleviate their burdens by providing solutions without requiring micromanagement. Hence, an ideal agency partner should be able to take a problem, devise a solution, and communicate progress effectively. However, trust is not enough when communication is lacking and one of the major hurdles Alex faced working on the client side was getting enough clarity from the company on what they wanted from the agency. To bridge this gap, agencies must take the initiative to foster open lines of communication. This includes asking the right questions to extract meaningful feedback from clients and internal stakeholders. Finally, Alex also believes an agency should be able to take calculated risks because innovative ideas can sometimes face resistance from traditional corporate structures. The ability to push through skepticism and advocate for creative solutions is a testament to the trust that exists within a strong agency-client relationship. To address this client skepticism about design or content choices, Alex suggests AB testing the material and see how customers behave. This approach shifts the conversation from subjective preferences to measurable customer behavior—the ultimate metric for evaluating marketing effectiveness. Prioritizing Autonomy Over Growth Even after successfully scaling his agency, Alex made a deliberate choice to maintain a lean operation, preferring to collaborate with contractors rather than building a traditional team structure. To him, the more traditional style seemed like an option that would take away the flexibility and freedom he hoped to obtain by building his business. Right now, he has the ultimate authority regarding what work and clients he takes on, and it's not something he would give up. While operating as a small agency might seem limiting, Alex is part of a group that provides him with extensive capabilities without sacrificing independence. This federation—called the Chameleon Collective, is comprised of 40-50 fractional executives (CMOs, CROs, and CTOs) alongside approximately ninety specialized marketing experts and enables a modular approach to team building. This model also addresses a problem that plagues big organizations: meeting waste. From his time working at Ford Alex remembers the frustration of back-to-back meetings that yield little value. He sees a need to reevaluate the purpose of meetings, advocating for a shift away from status updates that could be conveyed via email to more focused discussions aimed at problem-solving, as well as scheduling 15-minute meetings instead of defaulting to longer time blocks and empowering team members to opt out of meetings that do not pertain to their roles. Ultimately, Alex has prioritized an agency model that prioritizes effectiveness, strategic alignment, and adaptability—values that directly contrast with the rigid structures he experienced in his corporate career. Do You Want to Transform Your Agency from a Liability to an Asset? Looking to dig deeper into your agency's potential? Check out our Agency Blueprint. Designed for agency owners like you, our Agency Blueprint helps you uncover growth opportunities, tackle obstacles, and craft a customized blueprint for your agency's success.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Bob Ranadli of FTV Capital to unpack the delicate dynamics between CROs, CEOs, and board members. From managing expectations to avoiding pitfalls of dysfunction, this conversation dives deep into how CROs can approach board interactions with strategy, self-awareness, and alignment. Perfect for revenue leaders who want to strengthen executive relationships and drive healthy boardroom collaboration.KEY TAKEAWAYS[00:00:35] Understand the Board's Purpose: CROs must recognize the board's role in needs analysis and bringing strategic value—not just oversight[00:01:10] Diversify Board Experience: Great boards consist of varied backgrounds and expertise; avoid redundancy in experience sets[00:01:45] Root Cause vs. Surface Complaints: Before raising issues with the board, ensure the CRO and CEO have sought resolution together.[00:02:15] Bring Solutions, Not Just Problems: Leaders must shift from venting to proactive solution-building[00:02:50] Avoid Commiserating with Board Members: CROs should direct internal concerns to CEOs first, not the board—keep relationships clear and constructive.[00:03:30] Align Board Expertise with Department Needs: Strong boards mirror company functions, acting as mentors to department leaders when the CEO is confident and secure.QUOTES[00:00:55] "The board needs to do a needs analysis… making sure you don't have redundancy in experience is really important."[00:02:00] "If you've got a problem and you're not thinking about a solution, then you've got to look in the mirror."[00:02:50] "If you're bringing something to me that looks like you don't have a solution, you're just complaining."[00:03:50] "The really good CEOs bring in board members who can act as mentors aligned to each function.[00:04:15] "For that to work, the CEO must be very secure in their job."Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/understanding-the-nuances-of-the-cro-ceo-relationshipEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book here: Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Warren Zenna welcomes Elio Narciso on CRO Spotlight as they dive deep into the challenges of data overload in today's sales environments. They explore how manual tasks and disjointed CRM systems drag down productivity while innovative integrations and AI-driven agents set the stage for a transformative approach that empowers CROs and their teams to focus on high-impact activities.The conversation shifts to the impact of agent technology and automated research on routine tasks. Warren and Elio discuss how advanced integration and workflow systems can eliminate tedious data entry, enabling sales teams to spend more time building relationships and closing deals. This vision resonates strongly with CROs seeking actionable improvements across revenue operations.In a candid exchange, the duo recounts their journey from traditional sales challenges to embracing disruptive data automation. They share firsthand experiences of overcoming manual inefficiencies that hindered performance and detail how clear, reliable data transforms decision-making for mid-market and larger companies, sparking optimism among revenue leaders.Wrapping up their discussion, Warren and Elio highlight the urgency for CROs, aspiring leaders, and CEOs to adopt innovative solutions today. They emphasize that achieving streamlined revenue operations through precise, automated analytics is not just an upgrade—it's a vital shift in competitive sales strategy that can unlock predictable and profitable growth.

Paul Archer is the Chief Commercial Strategy Officer at Envision Pharma Group and a seasoned commercial strategist with more than 20 years of experience transforming pharma communications and driving revenue growth. With a strong background in healthcare communications and a flair for innovative service development, Paul has consistently guided companies to embrace integrated, data-driven commercial strategies that bridge scientific excellence with tangible market impact.In this episode, host Matt Milligan and Paul dive into building scalable commercial strategies for today's ever-evolving pharma landscape. They explore how digital innovations, cost optimisation, and behavioral insights can fuel success amid industry shifts. Paul shares his firsthand experiences in overcoming market cycles, merging operational efficiency with strategic growth investments, and aligning commercial strategy with real-time market data. His clear vision and hands-on approach position him as a transformative leader in both commercial strategy and pharma sales.00:00 – Introduction & Theme00:01:10 – Paul Archer's Background & Early Career Insights00:02:30 – Evolving Commercial Strategy in Pharma00:03:15 – Transforming Client Engagement and Market Cycles00:04:00 – Leveraging Digital Innovation & AI in Pharma Marketing00:05:00 – Integrating Cost-Cutting with Growth Strategies00:06:15 – Building Resilient Commercial Teams through Data-Driven Coaching00:07:00 – Aligning Sales Strategy with Real-Time Market Data00:08:15 – Managing Change for Enhanced Productivity00:09:00 – Final Thoughts & Contact

Roberto Rossi Precerutti"Il bestiario o corteggio d'Orfeo"Guillame ApollinaireNeos Edizioniwww.neosedizioni.it“Il bestiario o corteggio d'Orfeo” di Guillaume ApollinaireCura e traduzione di Roberto Rossi Precerutti Tavole di Giorgio Enrico BenaDivertito e divertente atlante zoologico compilato come elegante divertissement intellettuale, la raccolta coniuga sapienti suggestioni classiche al meraviglioso di ascendenza medievale attraverso un linguaggio in cui la raffinatezza della cultura antica si coniuga alla moderna visione del reale propria delle avanguardie artistiche del primo Novecento.Roberto Rossi Precerutti nasce l'8 giugno 1953 a Torino, dove vive, da famiglia lombardo-piemontese di antica origine, al cui ramo fiorentino appartenne Ernesto Rossi, insigne figura di antifascista, politico ed economista. Presso l'editore Crocetti, per il quale ha curato Le più belle poesie di Stéphane Mallarmé (1994) e Le più belle poesie di Arthur Rimbaud (1995), è stata pubblicata la raccolta,  Una meccanica celeste (2000). Sulla rivista “Poesia” sono apparse sue traduzioni da Arnaut Daniel e altri trovatori, Gide, Desnos, Góngora, Yourcenar, Sully-Prudhomme, Claudel, Louÿs, La Tour du Pin, Mallarmé, Cros, Radiguet, Béquer, Péguy. Suoi inediti sono stati ospitati, tra l'altro, su “Nuovi Argomenti” e “Poesia”. Tra i suoi ultimi libri: Rimarrà El Greco,Crocetti 2015; Vinse molta bellezza , Neos Edizioni 2015; Domenica delle fiamme, Aragno 2016; Fatti di Caravaggio, Aragno 2016; Un sogno di Borromini, puntoacapo 2018; Un impavido sonno, Aragno 2019.IL POSTO DELLE PAROLEascoltare fa pensarewww.ilpostodelleparole.itDiventa un supporter di questo podcast: https://www.spreaker.com/podcast/il-posto-delle-parole--1487855/support.

In this episode of the CRO Spotlight podcast host Warren Zenna connects with Janis Zech, Co-Founder and CEO at Weflow. They explore the rising significance of the Chief Revenue Officer role amid evolving market challenges. The discussion sets the stage by addressing operational inefficiencies and the need for precise revenue intelligence in today's competitive environment.The conversation dives deep into aligning sales, marketing, and customer success for a unified revenue strategy. Janis shares insights from his extensive experience, emphasizing the impact of early CRO integration on business performance. Key topics include data automation, pipeline management, and the value of cross-functional collaboration.Listeners gain real-world examples and actionable advice on overcoming common pain points. The dialogue reveals how strategic hiring and the smart use of technology boost efficiency and reduce non-selling activities. Janis and Warren discuss building a cohesive leadership architecture that minimizes silos and drives sustained growth.As the episode unfolds, the focus shifts to the future of revenue operations and the transformative potential of AI-driven insights. Both experts challenge traditional models and inspire CROs, aspiring leaders, and CEOs to embrace innovation. Tune in to discover how targeted strategies and precise revenue intelligence can elevate your organization to new heights.

In this episode, bestselling author and CEO of Blind Spots, Kevin McCarthy, shares a deeply personal story of how unchecked blind spots, not bad intent, can quietly derail careers, culture, and company performance. After spending 33 months in federal prison for a white-collar crime he didn't knowingly commit, Kevin emerged with a mission: help leaders see what they're not seeing before it costs them everything.When top performers become first-line managers, most are handed the title without the tools. We explore why so many sales managers default to deal reviews instead of skill development, how perception gaps fracture team trust, and why most coaching is misnamed and misdirected. Kevin breaks down the cognitive science behind decision-making under pressure and explains how poor coaching hygiene is driving regrettable attrition. This conversation hits directly at the heart of today's frontline execution crisis and offers a clear path forward for CROs who want to scale with integrity.Top Takeaways: Blind spots—not bad intentions—derail leaders. Kevin's story underscores that well-meaning leaders can still make costly mistakes if they lack self-awareness and critical thinking under pressure.Perception gaps destroy trust and performance. The difference between how a manager intends to communicate and how it's received can lead to misalignment, demotivation, and attrition.Sales managers are promoted, not prepared. High-performing reps are often elevated into management without training in people leadership, coaching skills, or emotional intelligence.Most sales coaching isn't actually coaching. Managers default to forecasting and deal reviews, missing the opportunity to develop reps' skills in a systematic and personalized way.One-size-fits-all management breaks teams. Kevin explains how failing to adapt your coaching style to each rep's communication style and mindset leads to disengagement.The hardest job in the company is being ignored. First-line managers juggle execution, admin, and development but rarely get the support, tools, or training to coach effectively.Reps leave when they don't feel developed. Talent walks when managers only talk numbers. Real coaching connects with reps' goals, strengths, and growth trajectory.Self-awareness is the most underdeveloped leadership skill. Kevin makes the case that improving self-awareness and emotional intelligence in managers is the single best lever for improving sales culture.Frontline execution problems are strategic risks. What looks like a rep issue is often a management system failure—CROs must prioritize manager enablement if they want predictable performance.Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals, and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists, and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Laurent Ruquier et les Grosses Têtes attendent toujours d'être invités dans la résidence de Gaël Tchakaloff, sur l'île de Port-Cros... Retrouvez tous les jours le meilleur des Grosses Têtes en podcast sur RTL.fr et l'application RTL.Distribué par Audiomeans. Visitez audiomeans.fr/politique-de-confidentialite pour plus d'informations.

Sales Methodologies Are Killing Your Revenue TeamMost sales teams swear by Gap, Challenger, or Spin.But these sales methodologies were never designed to align your go-to-market team.In this episode, we sit down with Adem Manderovic — co-founder of Chief Revenue School and creator of Closed Circuit Selling — to break down why these systems are failing modern revenue teams.We explore the commercial damage caused by Predictable Revenue, why CROs from sales backgrounds often lack the full commercial picture, and how Closed Circuit Selling provides a revenue alignment system that scales.Tune in and learn:+ Why Predictable Revenue broke marketing, sales, and CS alignment+ How to engage 100% of your market — not just the 5% in-market+ The new commercial architecture for efficient GTM teamsThis episode is a must-watch for founders, marketers, and sales leaders who are sick of operating in silos and want a proven system to unify the go-to-market function.-----------------------------------------------------

To succeed today, chief risk officers (CRO) and other risk leaders must exert more influence and build organizational resilience in an increasingly complex risk environment. Today’s guests share the key practices that set top risk leaders apart, as CROs shift from traditional risk managers to influential figures driving resilience and organizational success. Ida Kristensen is the global co-leader of our Risk and Resilience Practice and senior partner in our New York office. She advises clients across sectors on a variety of topics spanning enterprise risk management, resilience, organization and talent, cybersecurity, regulatory compliance, and operational improvement. Ritesh Jain is a partner based in our New York office and a leader in our Risk and Resilience Practice. He advises financial institutions on their risk and resilience priorities with a focus on enterprise risk management, operational risk, and transforming the frontline risk and control environment. We are also joined by Naba Banerjee, currently Chief Product and Experience Officer at CLEAR and formerly a senior advisor to McKinsey and the Global Head of Trust and Safety at Airbnb, where she led a team responsible for industry-defining solutions that reduced fraud and safety incidents by over 50%. Related Insights The six habits of highly successful chief risk officers Risk and resilience priorities, as told by chief risk officers Helping boards manage geopolitical risk with Jon Huntsman Jr. How ambidextrous leaders manage through volatile timesSupport the show: https://www.linkedin.com/showcase/mckinsey-strategy-&-corporate-finance/See www.mckinsey.com/privacy-policy for privacy information

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Bob Ranaldi, a seasoned global sales executive with over 20 years of experience. Bob shares insights on optimizing CRO-CEO relationships, emphasizing high communication, aligned goals, and data-driven decision-making. The discussion explores how to create a strong board, the importance of sales efficiency, and the need for CROs to own their numbers and impact the forecast immediately. Bob and the hosts provide valuable advice for sales leaders, highlighting the significance of understanding the company's ideal candidate profile, fostering a winning mindset, and balancing growth with EBITDA. They also delve into the nuances of maintaining effective communication, especially in post-COVID, remote work environments, and the critical role of board members in supporting various company disciplines.ADDITIONAL RESOURCESLearn more about Bob Ranaldi:https://www.linkedin.com/in/bob-ranaldi-54a46514/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:57] The Importance of CRO-CEO Relationship[00:04:39] Effective Communication and Data-Driven Decisions[00:07:40] Balancing Growth and Efficiency in Private Equity[00:11:53] Sales Efficiency and Productivity Metrics[00:16:33] Navigating Challenges in Sales Leadership[00:29:10] The Role of Communication in Remote Work[00:32:50] Leadership Language and Mindset[00:33:28] Advice for First Board Meetings[00:34:45] Owning the Forecas[00:39:32] Building the Right Team[00:46:12] Navigating CEO and CRO Dynamics[00:51:06] Effective Board Member SelectionHIGHLIGHT QUOTES"You have to see yourself on the same level as the CEO. You're paid to express your opinion on what you think.""It's important to set the bar high, but it has to be an attainable goal to maintain team morale and drive performance.""The interaction verbally is the place to start. The face-to-face communication helps resolve disagreements and builds relationships.""Always put the company first. Your department and your role matter, but they come second to the company's success.""Understanding the current state and helping the team win early builds momentum and fosters team cohesion."

In this episode of CRO Spotlight, host Warren Zenna welcomes Rich Sutton, Co-Founder at DM&RS Advisory, for a deep dive into the evolving CRO role. Rich shares his unconventional journey from rock and roll DJ to strategic revenue leader, setting the stage for a conversation that challenges traditional sales-focused perspectives in today's dynamic market.Rich explains how the fractional CRO role can transform startups by integrating sales, marketing, and customer success. He highlights that a CRO isn't just about closing deals but also about aligning cross-functional teams to build a cohesive revenue engine that adapts swiftly to shifting market conditions.The dialogue explores the differences in CRO role perspectives. While some see the position solely as a sales driver, Rich argues that modern CROs must balance direct sales execution with broader revenue strategy. This distinction becomes vital when companies scale, as revenue leaders must foster innovation while ensuring operational discipline.Warren and Rich also discuss how leadership mindset influences these roles. They share insights on harnessing data, embracing change, and inspiring teams to evolve. The conversation bridges personal anecdotes from music to boardroom strategies, offering a fresh perspective on how diverse experiences can redefine the CRO function in an ever-changing business landscape.

Guest: Guy Rubin, Founder & CEO at EbstaMost B2B SaaS leaders know their top performers carry the team, but few understand why the performance gap keeps widening.The reality is that just 14% of reps are now responsible for 80% of revenue, and the gap between A-players and everyone else has grown to 11x. Fixing this isn't about more training or new tools—it's about creating consistent, data-driven sales execution across the entire go-to-market team.In this episode, Guy Rubin, Founder & CEO of Ebsta, shares insights from the 2025 B2B GTM Benchmark Report (in partnership with Pavilion) and explains how SaaS companies can close the performance gap, improve forecast accuracy, and drive revenue by making data and behavior work together.Key Takeaways:Top Performers Win with Consistency: The biggest gap isn't talent—it's execution at every stage of the funnel.AI Enables Better Selling, Not More Noise: When AI is used to extract insights, not automate spam, it becomes a game-changer.Full-Cycle Reps Are Back: 45% of companies are ditching the SDR model in favor of holistic sales ownership.Engagement Drives Forecast Accuracy: Momentum scoring predicts risk before it's too late to course-correct.Success = Process + Behavior + Data: Sales isn't just about gut feel anymore—it's finally becoming data-driven.Guy offers CROs and CMOs a blueprint to scale what works, eliminate what doesn't, and win more consistently—making this episode a must-listen.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.

In this Starr-Led solo episode of Revenue Rehab, Brandi Starr takes a But Also approach to the frequently heard declaration that MQLs (Marketing Qualified Leads) are dead. While acknowledging common frustrations around the inefficacy of current MQL definitions, she contends that the real problem lies in the lack of clarity and alignment between sales and marketing on what constitutes an MQL. Brandi outlines a collaborative approach to redefining MQLs that can harmonize sales and marketing teams and enhance pipeline quality. This episode is essential for CMOs and CROs who seek to improve lead processing and bolster revenue outcomes by fostering better interdepartmental cooperation.  Episode Type: Starr-Led   Brandi Starr cuts through industry noise with bold, unfiltered insights on revenue growth. These solo episodes challenge outdated advice, debunk myths, and break down industry reports to reveal what really drives results. Expect sharp commentary, data-backed analysis, and actionable strategies to refine your marketing and sales approach.  Bullet Points of Key Topics + Chapter Markers: Topic #1: Importance of Defining MQLs Clearly [02:15]  Brandy emphasizes that the term "Marketing Qualified Lead" (MQL) isn't the issue; rather, it's the lack of a clear, agreed-upon definition. Incorrect definitions lead to sales ignoring leads, causing friction between sales and marketing. She argues that an MQL should be an agreement between sales and marketing on when sales should engage.  Topic #2: Focus on Middle of the Funnel [23:29]  Brandy stresses that fixing the middle of the funnel is crucial for revenue growth. The middle of the funnel involves nurturing leads to reach the qualification that warrants sales involvement, thus impacting revenue. She points out that this stage can be vast and complex but is essential for orchestrating the buyer's journey effectively.  Topic #3: The Fallacy of Volume-Based MQL Metrics [25:31]  Brandy challenges the conventional approach of measuring success based on MQL volume. She argues that focusing on volume leads to misaligned incentives and poor-quality leads. Instead, she advises aligning goals with pipeline impact and improving the quality of leads, which leads to faster conversion, larger deal sizes, and enhanced collaboration between sales and marketing.  Why Should Revenue Leaders Stop Ignoring This Problem Right Now?  Because the MQL misunderstanding is sabotaging your sales-marketing synergy. Brandy argues that misaligned marketing qualified lead definitions cause sales to ignore leads, waste time, and crumble trust between departments. Ignoring this alignment crisis results in pipeline chaos, delayed deals, and missed revenue—addressing it is your fast lane to grow  What's the First Action Someone Should Take to Apply This Insight Today?  Brandi says: If you can't quickly pull up the documented definition of an MQL for your organization, you have a problem. Sit down with sales and draft that clear, agreed-upon definition now—that's your first step to aligning and driving better revenue results.  Takeaways  Brandi emphasizes the critical need for alignment between sales and marketing to improve lead quality and ultimately impact revenue. She challenges leaders to shift their mindset from focusing on MQL volume to ensuring MQLs are aligned with true buyer intent and sales interest. The next steps? Leaders should clarify what truly signals buyer readiness by having deep conversations with sales and making sure there is clear, agreed-upon qualification criteria. The core message—define when sales should engage effectively to speed up deals, increase win rates, and get sales and marketing on the same page.  Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live    

Dennis and Brady are joined by now former Cros-Lex basketball coach Lance Campbell to talk about his tenure with the Pioneers, reminisce on one of the greatest five year runs any program in the area has had, whats next and more!

Performance improvement plans (PIPs) are meant to help struggling reps, but more often than not, they're just a step toward the exit. So why do they fail? And what should CROs and frontline sales managers do instead to truly develop their teams? Why does urgency hurt your coaching?In this episode of Coach2Scale, host Matt Benelli sits down with Eric Hachmer and Steve Frappier of High Five Advisory to uncover the biggest mistakes sales leaders make when it comes to coaching and accountability. They break down why rigid sales policies backfire, how “one-size-fits-all” coaching kills performance, and the key to turning struggling reps into consistent performers. Whether you're leading a team or coaching the coaches, this episode is packed with real-world insights on what actually drives long-term sales success.Top Takeaways:Performance Improvement Plans (PIPs Often Fail) – PIPs are typically used as a last resort before termination rather than as a true coaching tool; leaders should focus on proactive development instead of reactive intervention.One-Size-Fits-All Coaching Doesn't Work – Every rep has different learning styles, motivations, and challenges, so great leaders tailor their coaching approach to individual needs instead of using a rigid playbook.Sales Policies Can Hurt More Than Help – Relying too much on black-and-white sales policies can create roadblocks for both customers and reps, whereas flexibility and good judgment lead to better outcomes.Good Leaders Focus on Behaviors, Not Just Results – The best sales managers don't just chase numbers; they work to change the behaviors that drive performance, ensuring long-term success.Listening Is a Leader's Superpower - Effective coaching starts with understanding. Great leaders take the time to listen before jumping to solutions, which builds trust and improves team engagement.Accountability Goes Both Ways – Reps should be held accountable for performance, but managers also need to take ownership of removing roadblocks, providing support, and developing their people.Urgency Can Get in the Way of Coaching – Sales leaders often move fast and focus on immediate results, but taking the time to coach properly leads to sustainable, long-term performance improvements.Trust and Authenticity Are Non-Negotiable – The best sales leaders show up as their true selves, follow through on their commitments, and create environments where reps feel supported, not micromanaged.Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals, and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists, and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

In this episode of the Revenue Builders Podcast, hosts John McMahon and John are joined by Parm Uppal, the Chief Revenue Officer at Benchling. Parm shares his journey through various sales and executive roles, illustrating his approach to using data as a cornerstone for the development and coaching of sales teams. They delve into the intricacies of simplifying vast amounts of data to draw actionable insights and avoid overwhelming sales reps. The conversation also explores the importance of distinguishing between skill and knowledge issues among reps, hiring the right sales leaders for startups, and maintaining a clear focus on the ideal customer profile (ICP). Parm gives practical advice for newly appointed CROs, stressing the importance of a 90-day listening tour and aligning with cross-functional teams. Additionally, the discussion touches on the impact of AI tools in sales processes and the evolving role of data in modern sales strategies. This episode offers a treasure trove of insights and best practices for sales leaders at various stages of their careers.ADDITIONAL RESOURCESLearn more about Parm Uppal:https://www.linkedin.com/in/parmuppal/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:05] Introducing Parm Uppal: Career Highlights[00:01:54] Using Data to Develop Sales Reps[00:03:45] Simplifying Data for Effective Coaching[00:05:09] Identifying and Solving Sales Problems[00:07:30] Leading Indicators and Coaching Strategies[00:10:36] Balancing Data and Observation in Sales[00:23:29] Adapting to Buyer Changes and Market Shifts[00:35:30] Building the CRO Scorecard[00:36:58] The Importance of a 90-Day Listening Tour[00:38:48] Commanding the Plan and Talent[00:41:08] Key Metrics for Success[00:48:15] Challenges in Recruiting and Retention[01:01:34] Emerging Tools in SalesHIGHLIGHT QUOTES[00:02:15] "You can't just walk into that conversation with an opinion because everybody's got an opinion."[00:02:37] "We have so much more data nowadays. If you don't simplify it, and you don't take a step back... it can overwhelm you."[00:19:55] "It's activity with accomplishment versus activity without purpose."[00:31:00] "You can't cookie-cutter sales methodologies from one context into another without understanding the unique market dynamics.

Dennis and Brady talk about Yale's win over St Clair in the regional semi finals, the girls districts are underway, Lance Campbell steps down as Cros-Lex coach and more!

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Dennis and Brady talk about wins for Yale's and Armada's girls, PHN has another 1,000 point scorer, Cros-Lex tops Yale to keep the BWAC race open, district brackets are out for the boys and more!

“People read three-star reviews. They don't read five-star reviews. People are looking for truth. They're looking for actual helpful content, and nothing's five stars,” says Allyson Havener, CMO at TrustRadiusIn this episode of The Content Cocktail Hour, Allyson Havener, CMO at TrustRadius, explores how reviews, AI, and data-driven content are shaping modern B2B marketing. Allyson shares why quality beats quantity when it comes to reviews, how TrustRadius is setting the industry standard for authenticity in customer voice, and why proprietary data is a brand's secret weapon in the age of AI. She also offers her unique perspective on why CMOs, not CROs, should lead go-to-market teams and how aligning marketing with finance is a game-changer.In this episode, you'll learn:Why TrustRadius rejects nearly half of its submitted reviews to maintain quality and credibilityHow AI is affecting buyer trust—and how businesses can protect their content from becoming commoditizedThe hidden power of proprietary data and how it fuels content, product, and marketing strategyResources:Connect with Jonathan on LinkedIn: https://www.linkedin.com/in/jonathan-gandolf/Explore AudiencePlus: https://audienceplus.comConnect with Allyson on LinkedIn: https://www.linkedin.com/in/allyson-havenerExplore TrustRadius: https://www.trustradius.comTimestamps:(00:00) Intro(01:16) Understanding TrustRadius(02:04) Balancing vendor and buyer solutions(04:54) The importance of quality reviews(05:53) Philosophy and strategy at TrustRadius(08:52) AI's role in reviews(12:39) TrustRadius' data-driven content strategy(17:32) The value of content marketing(23:38) Why CMOs may be better suited to lead revenue teams

Today's guest is Brandon Rice, Chief Product Officer at Weave. Founded in 2023, Weave Bio is an AI-native regulatory automation management platform redefining regulatory submissions for novel therapeutic candidates. Designed for pharma, biotechs, CROs and consultants, the Weave Platform streamlines regulatory document preparation and lifecycle management by automating initial draft documents, extracting key insights and integrating study data into a seamless, AI-enabled workflow.The platform accelerates regulatory processes, enabling faster drafting, high-quality reviews and compliance with global standards. AutoIND, widely adopted for preclinical IND submissions, earned the “Biotech AI Innovation of the Year” award. With AutoCT, Weave expanded capabilities into clinical-stage submissions, building the foundation for a singular AI workbench for the entire therapy lifecycle.In this episode, Brandon talks about:His journey from bioinformatics to impactful startups and product innovation,Their focus on automating regulatory filings for impactful drug development,Streamlining FDA filings with AI cutting time and costs dramatically,Small teams with customer-driven and collaborative product development,Expanding regulatory support to accelerate drug development,Scaling engineering and customer success for AI-powered software,Hiring mission-driven, product-minded individuals for meaningful impact

Investigative sites have shared that one of their top frustrations  with the clinical trial process is with the poor communication flow and overall lack of responsiveness from sponsors and CROs.  In this episode of ‘Enabling Successful Sites', Karen McIntyre, Vice President, Global Site Alliances  sits down with Jakub Jedrzejewski, Global Project Manager at Future Meds, Iwona Tongbhoyai, Chief Client Solutions Officer at Future Meds and Heidi Juncher-Benzon, Senior Director Clinical Operations for EMEA East at Parexel to discuss the biggest communication challenges facing sites and strategies to resolve them.

In this episode, Sam Jacobs, Asad Zaman, and AJ Bruno break down a viral LinkedIn post that sparked a heated debate about the role of B2B marketing in go-to-market strategy. Has marketing become too focused on pipeline at the expense of brand? Are CMOs being pushed out in favor of CROs? The team explores how marketing's role is evolving, the tension between short-term revenue goals and long-term brand building, and what leaders can do to prove marketing's strategic value.   Are you being paid what you're worth? Help us refresh Pavilion's industry-standard compensation report for 2025 by taking our anonymous survey at joinpavilion.com/comp and get early access to the results! Want more Topline by Pavilion? Join the Topline Slack channel to engage with hosts, guests, and other listeners and subscribe to Topline Newsletter.

Why do so many companies struggle to generate pipeline efficiently? In this episode, Chris shares exactly why (and new and more effective GTM strategies).  Whether you're a CMO, CRO, CEO, or CFO, this episode will challenge your thinking and help you build a smarter GTM strategy with marketing investments that are actually delivering returns. Key topics from this episode: The Fundamental Flaws in Pipeline Creation  The 3 Phases of Pipeline Creation Why "Marketing vs. SDRs" is a Broken Debate How to Fix Attribution & Measurement  Rethinking RevOps & Sales Productivity  The Hidden Costs of Inefficiency  How CMOs, CROs, and CFOs Can Align on GTM Efficiency  – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris's short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.