B2B Pipeline Pioneers

From AE to AI-Led Growth: Cole Courson on Building Pipeline That Doesn’t Waste a Penny

SalesIntel — Tue, 22 Jul 2025 11:00:00 -0400

Cole Courson of Unify shares:

Why 30 to 40% of the pipeline should still come from AEs
How AI is amplifying, not replacing, every stage of pipeline generation
The cost of a misaligned ICP and how to fix it fast
The power of founder-led growth and how Unify invests in it
Why fewer reps + smarter AI = a better GTM strategy

If you’re building pipeline in an early-stage company and wondering where to put your next 100 pennies, this episode will help you invest wisely.

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Mason Cosby’s Blueprint for Building $11M in Pipeline in 19 Months

SalesIntel — Thu, 17 Jul 2025 11:00:00 -0400

Mason Cosby, Founder & CEO of Scrappy ABM, who reveals how his small team built over $11.8 million in pipeline using nothing but organic strategies, podcasting, and scrappy ABM execution.

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Crushing Rocks and Cutting Waste: Stephanie Neale’s No-Nonsense Pipeline Playbook

SalesIntel — Tue, 15 Jul 2025 11:00:00 -0400

Stephanie Neale, CEO of Blind Zebra, shares why defining your ICP early (and often) is more than a marketing exercise, it’s a business safeguard.

From her hands-on approach to pipeline generation to her creative direct mail tactics (yes, actual rocks), Stephanie opens up about what’s working, what’s not, and how she’s using AI in practical, real-world ways. If you’re building pipeline with limited resources and want to hear from someone who’s been in the sales trenches, this episode is for you.

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Pipeline Growth Through Customer Success With Kristi Faltorusso

SalesIntel — Wed, 02 Jul 2025 11:00:00 -0400

Kristi Faltorusso, Chief Customer Officer at ClientSuccess, shares how customer success can do more than retain accounts. It can build and accelerate pipeline. From success probability scoring to social-led growth, this conversation is packed with bold ideas for driving expansion and alignment across GTM teams.

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Bridging Brand and Demand to Drive Enterprise Growth

SalesIntel — Thu, 26 Jun 2025 11:00:00 -0400

Frannie Danzinger, VP of Sales, Strategic Accounts at Integrate, to explore how aligning brand and demand drives scalable enterprise growth.

What you'll learn:

• Why demand marketers must also think like brand builders

• How to influence enterprise buyers long before they fill out a form

• The evolution of go-to-market motions in complex sales cycles

• Practical advice for sellers navigating multiple buyer personas

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Building Enterprise Pipeline on a Bootstrap Budget

SalesIntel — Wed, 11 Jun 2025 11:00:00 -0400

Randi-Sue Deckard, SVP of Growth at BESLER, who shares her unique journey from scientist to go-to-market leader.

Randi unpacks how her data-driven mindset shapes everything from defining the ideal customer profile (ICP) to deploying AI thoughtfully, and why refining pipeline strategy quarterly is non-negotiable. Learn how BESLER leverages community, referrals, and events to accelerate its pipeline, and discover where Randi invests her “100 pennies” to maximize growth in a resource-conscious world.

If you’re building a pipeline in enterprise sales or healthcare tech or just trying to do more with less, this episode is packed with insight you won’t want to miss.

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Let’s Go After The White Whale To Rebuild The Pipeline

SalesIntel — Thu, 05 Jun 2025 11:00:00 -0400

Alex Grace, VP of Sales at Arta, returns with a masterclass in pipeline strategy. What happens when your ICP is over defined? Alex walks us through how he inherited a total addressable market of just 130 companies, and what it took to expand it to over 2,000 viable targets.

From redefining ideal customer profiles, leveraging AI as a strategic assistant, to doubling down on high-ROI marketing and event investments, Alex shares real, unfiltered insights on how to scale a modern B2B pipeline, especially in industries still catching up with SaaS-level sophistication.

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From Content to Conversion: Building Sales Pipeline Using The Librarian Mindset With Jonathan Gandolf

SalesIntel — Wed, 07 May 2025 11:00:00 -0400

Jonathan Gandolf, Founder & CEO of Audience Plus (formerly The Juice), to talk about building pipeline the founder-led way that includes boots on the ground, field events, and dinners that convert.

Fresh off a major acquisition, Jonathan shares how Audience Plus evolved its ICP from brand marketers to demand gen leaders, what it takes to align product, sales, and marketing around that shift, and why “breaking bread” may just be the best marketing strategy out there. From the field to the funnel, Jonathan reveals how startups can build momentum in a challenging SaaS market without leaning on expensive sponsorships or outdated tactics.

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Less Is More: Kristie Jones on Narrowing ICP, AI for Outreach, and the New Rules of Pipeline

SalesIntel — Wed, 30 Apr 2025 11:00:00 -0400

Kristie Jones, Founder and Principal of Kristie K. Jones and author of Selling Your Way In. Kristie shares fresh perspectives on why a tightly defined ICP (even as narrow as 250 accounts!) is the foundation of a successful go-to-market strategy, especially for early-stage SaaS startups.

She dives into how AI is transforming top-of-funnel research and outreach, offering real-world examples of how tools like ChatGPT can turn hours of manual work into minutes of personalized outreach. Plus, Kristie plays the "100 Pennies" game, revealing where she'd invest across sales, marketing, product, and events in 2025 to generate the highest pipeline ROI.

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Fixing the Leaky Funnel: How Sandy Yu Turns Customer Retention into a Pipeline Growth Engine

SalesIntel — Wed, 23 Apr 2025 11:00:00 -0400

Sandy Yu, Founder and Growth Executive at Revenue Retention Advisors, explores a refreshingly unconventional path to pipeline growth. The one that starts after the sale.

Sandy shares how she helps B2B SaaS companies generate "second-order revenue" by reducing churn, doubling down on upsell and cross-sell opportunities, and aligning product, marketing, and sales around the real pain points of their ideal customers.

Tune in to hear how Sandy diagnoses pipeline problems like a doctor before prescribing fixes, why she prioritizes marketing over sales when resources are tight, and what her unique "100-penny framework" reveals about breaking away from the status quo.

If you’ve ever felt like you're pouring leads into a leaky bucket, this one’s for you.

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From Chaos to Clarity: Building Outbound Pipeline from Scratch with Akshaya Ravi of Storylane

SalesIntel — Fri, 18 Apr 2025 11:00:00 -0400

Akshaya Ravi, Sr. Founding SDR & Evangelism at Storylane, to explore how she’s helping Storylane evolve from an inbound-only engine to a balanced, outbound-powered revenue machine.

Akshaya shares her experiences of building outbound motion from scratch, defining the ideal customer profile (ICP) in fast-moving environments, and how her team is leveraging AI to stay lean and scalable by automating what should be automated and protecting the human moments that truly move deals forward.

What you’ll learn in this episode:

How to build an outbound engine in an inbound-heavy org
The evolving definition of ICP (and why it’s not just your “target customer”)
Real-world examples of using AI to accelerate but not replace sales efforts
Her “100-penny” framework for distributing pipeline generation efforts across channels
Why Storylane doubles down on product-led, founder-led, and social-led growth
Tactical tips on staying agile and system-aware in a fast-scaling team

Whether you're scaling your first SDR team or fine-tuning your go-to-market playbook, this conversation is full of first-hand insights, practical strategies, and a refreshing perspective on the power of experimentation in modern pipeline generation.

Tune in now to learn how to build a pipeline that’s not just big but built to convert.

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Turning ICP Into Pipeline: Start With a Smarter, Shared ICP

SalesIntel — Mon, 14 Apr 2025 11:00:00 -0400

Tim Hillison, Founder & Chief Marketing Officer at Entry Point 1. Tim shares his 25+ years of GTM experience to explain why defining a clear and consistent Ideal Customer Profile (ICP) across all teams is the cornerstone of effective pipeline generation.

He dives deep into how organizations can align sales, marketing, product, and customer success around one shared ICP using data, technographics, and evolving signals. Tim also explores the role of AI in GTM, highlighting how synthetic datasets, automation, and personalized workflows can supercharge growth without sacrificing human context.

Wrapping up with the "100 Penny" exercise, Tim lays out his go-to-market investment strategy and shares his take on the growing trend of founder-led growth. Whether you're a startup or scaling mid-market business, this episode is packed with actionable insights to help you build smarter, more aligned pipelines.

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Beyond Data: How to Uses AI Without Losing the Human Touch with Ronnell Richards

SalesIntel — Fri, 04 Apr 2025 11:00:00 -0400

Ronnell Richards, Founder & CEO of Sayless Academy and author of Shut Up And Sell. Ronnell shares his insights on the evolving sales landscape, the power of AI in pipeline generation, and why understanding your Ideal Customer Profile (ICP) is the foundation of successful sales.

From leveraging AI intelligently to optimizing marketing channels for maximum impact, Ronnell breaks down how businesses can drive revenue with the right strategy. He also discusses the importance of relationship-building in a tech-driven world and reveals where he would invest his "100 pennies" to fuel pipeline growth in 2025.

Tune in for expert strategies, practical advice, and a candid conversation on what truly moves the needle in sales!

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Mastering Pipeline Growth: AI, ICP Evolution & Smart Investments

SalesIntel — Wed, 26 Mar 2025 11:00:00 -0400

Building a scalable, high-converting pipeline isn’t just about generating more leads, it’s about targeting the right ones. In this episode, Sriharsha Guduguntla and Atul Raghunathan, the founders of Hyperbound, reveal the key strategies behind their go-to-market success.

They dive into the ever-evolving nature of defining an Ideal Customer Profile (ICP) and how factors like remote teams, global operations, and industry-specific needs can shape high-impact sales strategies. Sriharsha and Atul also share how they transitioned from SMBs to mid-market and enterprise accounts by identifying where their product was a 'must-have' rather than just a 'nice-to-have.'

Beyond ICP refinement, they explore the role of AI in pipeline generation. They cover how automation revolutionizes account research, boosts SDR efficiency, and ensures every sales conversation delivers maximum value.

And when it comes to resource allocation, where should sales teams place their bets? Sriharsha and Atul reveal how they strategically distribute investments across sales-led growth, partnerships, and product-led strategies to drive sustainable revenue.

If you’re looking for insights on evolving your ICP, leveraging AI for smarter prospecting, and making the most of your go-to-market investments, this episode is a must-listen.

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Breaking Sales Stagnation: The Power of Multi-Threading & AI

SalesIntel — Fri, 21 Mar 2025 11:00:00 -0400

Caroline Holt, a seasoned expert in sales, enablement, and consulting, reveals the key to breaking that cycle. She shares how refining your Ideal Customer Profile (ICP) and understanding buyer personas can transform your sales strategy from guesswork into precision.

Caroline takes us behind the scenes of high-performing sales organizations, explaining how analyzing existing customers and renewals uncovers game-changing insights. She dives into the art of tailoring messaging for different stakeholders, ensuring that every touchpoint resonates and drives action.

But sales success isn’t just about knowing your audience, it’s also about using the right tools. AI is revolutionizing research and ideation, yet Caroline highlights where AI adds value and where human expertise remains irreplaceable.

Beyond technology, she explores the smartest ways to invest across multiple channels, with customer success, sales enablement, and partnerships proving to be powerful growth levers. And for companies battling in crowded or commoditized markets, she reveals strategies to break through the noise by engaging senior decision-makers and using targeted, high-impact approaches.

Perhaps most importantly, Caroline stresses why alignment between sales, product, and leadership on ICPs is non-negotiable and how crafting the right message for the right persona can make all the difference.

This episode is a must-listen if you’re looking for proven, practical strategies to build a pipeline that actually converts.

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Unlocking Pipeline Success: Mastering ICP & AI

SalesIntel — Wed, 12 Mar 2025 11:00:00 -0400

James Kaikis Chief Revenue and Experience Officer at TestBox to discuss changes in pipeline generation since his last appearance in Season 1.

James dives deep into the power of refining your Ideal Customer Profile (ICP) and shares how TestBox uncovered the key attributes of their most successful customers, those with complex data needs and a drive for competitive differentiation. The results? Game-changing growth.

But that’s not all. AI is shaking up pipeline generation, and James breaks down where it’s a game-changer (think account research and lead scoring) and where it still falls short (like genuine personalization).

And if you’re curious about where to invest for maximum impact, James lays out his “pennies” allocation across different pipeline channels emphasizing executive-led, event-led, customer-led, and social-led growth. He even shares his surprise at the industry’s continued heavy investment in marketing-led growth.

This episode is packed with insights you won’t want to miss. Tune in now!

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Community-Driven Pipeline Strategies

SalesIntel — Mon, 10 Mar 2025 11:00:00 -0400

Alina Vandenberghe, Co-CEO of Chili Piper, unpacks powerful pipeline generation strategies for B2B companies. She champions a team-first approach, emphasizing the role of community, partnerships, and events alongside the growing influence of LinkedIn.

Alina shares how stepping into a CMO role sharpened her GTM strategy and why nailing the ideal customer profile (ICP) is key to maximizing resources. She reveals how Chili Piper zeroes in on SaaS companies with fast-moving decision cycles and how AI fills data gaps to enhance attribution, especially on LinkedIn. Wrapping up, Alina shares her unconventional investment philosophy: build a strong community first, and sales will follow naturally with less friction.

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No Fluff, Just Pipeline

SalesIntel — Thu, 07 Nov 2024 11:00:00 -0400

Ryan Staley, Founder & CEO of Whale Boss, shares his journey from bootstrapping an enterprise team to scaling AI-driven revenue systems for B2B powerhouses. This episode dives deep into the high-stakes world of pipeline generation, a “team sport” that goes far beyond just sales or marketing. Ryan brings his candid insights on investing “pipeline pennies” across channels, including his surprising strategy for AI, sales-led, and customer-driven growth. B2B leaders will get a behind-the-scenes look at the budgeting blueprint he used to scale $30M in ARR — all while balancing 10,000 kid activities and a very busy dog named Larry!

About the Pioneer: 00:47

About Your ICP: 03:00

100 Pennies Game: 05:26

Final Thoughts: 10:40

View the 100 Pennies Game: Click Here!

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About this Pioneer

Over the past decade, Ryan has grown a division from zero to $30M ARR with a lean team of just four salespeople and has upskilled over 1,600 GTM executives on AI, enterprise sales, and GTM strategy. His mission is to inspire one million Go-To-Market executives to work less and sell more by becoming superhuman through Artificial Intelligence. As the founder of Whale Boss, an AI Sales & Marketing consulting and skill transformation company, and The Scale Up Show, a top 1% global podcast, Ryan helps revenue leaders transform their teams by acquiring essential AI skills that break them free from the operational grind and accelerate topline revenue growth.

Ryan instructs executives and sales and marketing teams on implementing AI tools like ChatGPT, Copilot, and Claude and also serves as a Chief AI Officer advisor, specializing in human capital development. His results are remarkable: he scaled a division from zero to $30M ARR without funding, marketing, or SDRs, implemented over 500 AI use cases, and taught more than 800 CROs proprietary selling strategies and tactical execution. Having consulted over 40 technology companies on customized revenue growth strategies, Ryan has earned recognition as a top global AI thought leader, Gartner Ambassador, and Sales Assembly thought leader.

Nailing Market Focus: Lessons for Sustainable Growth

SalesIntel — Thu, 10 Oct 2024 11:00:00 -0400

Nick Turner, CRO at Dreamdata, shares valuable insights on defining an ICP and focusing on the right market segments. Nick reflects on the challenges of refining their ICP and realizing that catering to a broader range of customers can lead to tremendous success. He emphasizes the need for continuous iteration in messaging and market understanding, advocating for a customer-centric approach that drives pipeline growth.

About Your ICP: 00:37

How Did You Define It?: 03:13

How Often Do You Review Your ICP?: 05:51

100 Pennies Game: 07:17

Final Thoughts: 11:52

View the 100 Pennies Game: Click Here!

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About this Pioneer

20 years of experience as a team member, executive, founder and advisor working at early stage startups primarily in the B2B Enterprise SaaS space.

The most fun I've had in my career are at early stage SaaS startups that are looking for PMF or are in the next stage, ready to start scaling and need GTM guidance. I like being somewhere that I can maximize my impact on the organization and my colleagues. I love building companies, leading teams and developing strategy across all facets of the business (product, GTM, pricing, moving up market, team structure, competitive considerations, new market expansion, etc.). I love problem solving in general - and there are always problems to solve at a startup. I've been lucky to do that with great teammates, companies and products throughout my career.

I've worked on and/or led teams that have scaled from 0-$5MM, $2-20MM, $10-20MM+, $20MM-$60MM+, all in high growth mode, happening in 2-4 years time. I've also failed to scale and learnt just as much from those experiences as the successes. I've shared below all of the specific stories from my career. Please reach out if you'd like to chat or if you think I can be of service!

Aside from work. I spend a lot of time with my family, Leanne, Conlin and Jack. I really love running, triathlons and adventure races, I've run over 75 races in my life. I enjoy the outdoors and travel when I can.

Expanding ICP Account Reach through Website Visitor Intelligence

SalesIntel — Thu, 26 Sep 2024 11:00:00 -0400

Sophia Agustina, Founder & Marketing Advisor of Gain Relationship, shares her insights on expanding ICP account reach through website visitor intelligence. In this episode, Sophia discusses the evolution of ICP targeting from traditional demographic methods to the integration of intent data and account-based marketing. She reveals how utilizing tools like SalesIntel boosted IBM's account reach by 5x through targeted engagement strategies. Tune in to learn how combining data, customer insights, and strategic partnerships can enhance your pipeline and optimize go-to-market efforts in today’s competitive B2B landscape.

View the 100 Pennies Game: Click Here!

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About this Pioneer

Sophia Agustina is a Global Marketing Leader with expertise in full-funnel, customer-centric, and ROI-driven marketing strategies. She is also the co-creator of a GTM 9 Cs framework (with Margaret Safford) that focuses on customer value and business outcomes.

Redefining ICP to Unlock New Growth in the Mid-Market

SalesIntel — Thu, 19 Sep 2024 11:00:00 -0400

Jen Igartua, CEO of Go Nimbly, shares how her team redefined their ICP from start-ups to midsized and enterprise level SaaS companies. By making this shift Go Nimbly is able to focus on more established organizations with operational challenges where they could deliver the most value. This change allowed Go Nimbly to better tailor their messaging, educate the market on their unique offerings, and create sustainable revenue by focusing on the right audience.

About the Pioneer > 00:41
How Did You Define It > 02:40
What Did You Learn > 06:37
100 Pennies > 15:34
Final Thoughts > 20:56

View the 100 Pennies Game: Click Here!

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About this Pioneer

By day I’m the CEO of Go Nimbly–working with high-growth companies to create a frictionless, human buying experience with RevOps.

By night, I’m creating sweet games with my friends at Pillbox Games, making crafts, and taking improv classes (which is how “Yes, and” became a key part of how we work and innovate at Go Nimbly).

Scaling Your ICP to Fit Your Business

SalesIntel — Thu, 12 Sep 2024 11:00:00 -0400

Pipeline pioneer Stephanie Neale, CEO of Blind Zebra, shares insights on how her team refined their Ideal Customer Profile, offering a fit for smaller startups to larger enterprises. Blind Zebra’s pivot from coaching to scalable sales tools led to new learning opportunities, including the importance of effective messaging and market education.

About the Pioneer > 00:45
How Did You Define It > 03:49
What Did You Learn > 07:12
100 Pennies > 10:34
Final Thoughts > 16:02

View the 100 Pennies Game: Click Here!

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About this Pioneer

Stephanie “Steph” Neale is motivated by helping others achieve more than they think they can. She is a scoreboard-obsessed, tenured sales leader who currently serves as CEO of Blind Zebra. Before stepping into her CEO role, Steph was VP of Client Success at SaaS company – PERQ and Sales Director at Gannett, in addition to being an award-winning salesperson for a decade before leading teams.

Steph is a longtime student of business scaling, EOS Integrator and a Certified Blind Zebra Sales Operating System™ (BZSOS) Operations Coach. Blind Zebra makes selling simple by installing BZSOS with B2B sales teams nationwide. Steph is an Indiana native, graduated from Purdue University and resides in Indianapolis with her hubby (& business partner), their (combined) 5 kids and a Doodle they only claim some of the time.

Create Partner Ecosystems that Turns Data into High Conversion Referrals

SalesIntel — Mon, 09 Sep 2024 11:00:00 -0400

Partnerships are no longer the domain of “partner people” schmoozing at conferences. Instead, they can unlock vast amounts of data, new relationships, and scalable growth plays. In this roundtable, you will learn how to gather and verify data from potential partners to ensure your partnership strategies are built on a solid foundation. Our expert speakers will delve into the challenges of integrating data from various sources and provide practical tips on overcoming these hurdles to make your partnerships work.

View the 100 Pennies Game: Click Here!

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About this Pioneer

Bob Moore is Co-Founder and CEO of Crossbeam, an Ecosystem-Led Growth (ELG) platform that helps companies use their partner ecosystems to generate leads, close deals, and grow faster.

Moore previously co-founded Stitch (Acquired by Talend in 2018) and RJMetrics (acquired by Adobe by way of Magento Commerce in 2016). He is the National Bestselling author of Ecosystem-Led Growth.

Identify Best-Fit Partnerships that Actually Drive ROI

SalesIntel — Fri, 06 Sep 2024 11:00:00 -0400

Ariana Shannon hosts a roundtable with experts Jesse Shipman, Adam Pasch, and Sam Yarborough to discuss how B2B companies can identify and partner with the best-fit organizations to drive maximum ROI. They explore real-world strategies for evaluating potential partners, aligning goals, and creating mutual value beyond revenue generation. Learn how to leverage co-marketing, co-selling, and resource sharing to build strong, scalable partnerships that contribute to long-term business success.

View the Full Podcast : Click Here!

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2024’s Top B2B Pipeline Strategy: Partner-Led Growth

SalesIntel — Wed, 04 Sep 2024 11:00:00 -0400

Is your GTM stuck in a rut? Traditional lead gen methods falling flat? Listen into this round table on the exploding trend of partnership-driven growth. We’ll unpack exclusive research on why partnerships are the #1 investment area for B2B leaders in 2024, and unveil the secrets to building successful alliances that close deals faster, increase ACV, and lower CAC.

View the Full Podcast : Click Here!

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Expanding Your Customer Base to Grow Pipeline

SalesIntel — Mon, 02 Sep 2024 11:00:00 -0400

Curtis Ropp, Founder & CEO of Outbound Funnel, reflects on his key takeaway from 2023: the importance of not confining your business to a narrow niche. Curtis learned that expanding their focus to include a wider range of customer sizes could have significantly improved their results. Looking ahead, Curtis and his team plan to leverage their strong partner ecosystem by being an active, visible, and vocal partner to drive pipeline.

About the Pioneer > 00:44
Biggest Challenge > 01:28
Looking Forward > 04:29
100 Pennies > 05:08
Final Thoughts > 08:50

View the 100 Pennies Game: Click Here!

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About this Pioneer

As the founder and CEO of Outbound Funnel, I am passionate about helping disruptive companies in various industries achieve fast and sustainable growth with sales engagement strategy and technology. Outbound Funnel is the leader in Sales Engagement Platforms, offering custom solutions and ongoing support for our clients, powered by a team of military veterans and multi-platform certified professionals.

As a top implementation and pro-service partner for Outreach, SalesLoft, Gong, Intercom, Drift, and many others, I have gained extensive knowledge and expertise in sales engagement and enablement tools that change the landscape of sales daily. Leveraging my network and insights to make an impact wherever possible, I am always open to sharing my experiences, successes, failures, and learning from others in this dynamic and exciting world.

Mastering ICP and PLG: Strategic Moves for B2B Startup Pipeline Growth

SalesIntel — Fri, 30 Aug 2024 11:00:00 -0400

Natalie Taylor, Head of Marketing at Capsule, shares her journey with defining a clear ICP and sales process. By focusing on pain points and creating highly personalized demos, Natalie and her team saw a significant increase in conversion rates. Additionally, Capsule is shifting towards a product-led growth strategy, supported by organic content to attract and engage users.

About the Pioneer > 00:37
Biggest Challenge > 02:53
Looking Forward > 06:04
100 Pennies > 09:57
Final Thoughts > 18:44

View the 100 Pennies Game: Click Here!

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When Yesterday’s Best-Fit Client No Longer Fits

SalesIntel — Wed, 28 Aug 2024 11:00:00 -0400

Cesar Viana Teague, Growth Advisor at Nextlevel Consulting, shares a key lesson from 2023. His primary focus on a specific target audience didn’t deliver the expected results, prompting him to reevaluate his Ideal Customer Profile. This led to a diversified client base, ultimately creating a more stable and reliable pipeline.

About the Pioneer > 00:38
Biggest Challenge > 01:58
Looking Forward > 05:10
100 Pennies > 06:25
Final Thoughts > 13:05

View the 100 Pennies Game: Click Here!

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Pipeline is King: Keeping Momentum and Prioritizing Renewals

SalesIntel — Mon, 26 Aug 2024 11:00:00 -0400

Kyle Smith, Managing Partner at The Bridge Group, learned first-hand the need to maintain momentum in revenue pipeline creation even during prosperous times. His budget allocation for the year reflects a focus on customer-led growth, marketing-led growth, and sales-led growth, with a strong emphasis on renewal and content-driven strategies.

About the Pioneer > 00:40
Biggest Challenge > 02:23
Looking Forward > 04:20
100 Pennies > 07:50
Final Thoughts > 13:37

View the 100 Pennies Game: Click Here!

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About this Pioneer

I work with B2B companies (mostly technology/SaaS) and have a singular goal, improve the results of the sales team. It could be Sales Development (SDRs), new business closers (AEs), Account Management, Customer Success, Enablement or Operations. If the team impacts revenue, they become part of our projects which most often fall into 3 buckets: strategic assessments, sales playbooks and interim management. Between my time with The Bridge Group and my outsourcing days, I have worked with over 100 different B2B companies and use that expertise to help all my clients improve revenue generating efforts.

Asking Killer Questions to Build Pipeline

SalesIntel — Fri, 23 Aug 2024 11:00:00 -0400

Ciara Feely, sales seadership thought leader, international speaker and author, shares insights from the challenges of 2023 in B2B SaaS: the need for a shift from transactional to relationship-focused sales strategies. Ciara stresses the importance of improving interpersonal skills within sales teams and delivering tailored buyer experiences. She discusses her initiatives for the new year, focusing on nurturing meaningful customer relationships, community engagement, and impactful face-to-face events to optimize sales pipeline.

About the Pioneer > 00:47
Biggest Challenge > 02:25
Looking Forward > 04:38
100 Pennies > 15:07
Final Thoughts > 19:52

View the 100 Pennies Game: Click Here!

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Stay Calm and Avoid Distractions

SalesIntel — Wed, 21 Aug 2024 11:00:00 -0400

Janice B Gordon, Founder of Scale Your Sales, shares her insights on building revenue pipeline through customer-centric strategies. In the wake of 2023's challenges, Janice emphasizes the importance of staying focused on customer needs amidst changing sales cycles and behaviors. Today, she is investing heavily in community-led growth and partnerships to drive brand visibility and customer loyalty.

About the Pioneer > 00:44
Biggest Challenge > 04:18
Looking Forward > 07:08
100 Pennies > 09:23
Final Thoughts > 15:24

View the 100 Pennies Game: Click Here!

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About this Pioneer

Janice B Gordon's glass overflows with optimism and purpose. Her mantra, "I am living the life I am meant to have," guides her keynotes, consulting, facilitation, and education, inspiring others to tap into her transformative energy and value delivery.

She helps Sales Leaders, CROs, CEOs, and founders reimagine revenue growth through customer excellence, doubling one company's revenue by $6 million in 12 months with her scaling strategies. Midcap companies hire Janice to unlock potential and accelerate growth by investing in customer-centric selling and building sales team capacity.

Janice's impactful work is praised for energizing delegates and delivering inspirational speeches. As the Customer Growth Expert, she holds an Executive MBA from Cranfield School of Management and is recognized among the Top 50 Global Thought Leaders on Customer Experience and LinkedIn Sales Innovators. She is the author of Business Evolution and co-author of Heels to Deals. Janice's TEDx talk highlights tapping into inner wisdom for success.

Give Your Buyers a Break

SalesIntel — Mon, 19 Aug 2024 11:00:00 -0400

Joshua Fedie, Founder & CEO of The Sales Reach, drives revenue by educating buyers. While B2B buyers now complete 80% of the sales journey independently before engaging with sales teams, Joshua recognizes that many are still confused by the options they have. It’s time for companies to give the buyers a break and create clear messaging with a human experience.

About the Pioneer > 00:47
Biggest Challenge > 05:32
Looking Forward > 08:45
100 Pennies > 15:06
Final Thoughts > 20:21

View the 100 Pennies Game: Click Here!

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About this Pioneer

CEO & Founder of SalesReach.io, a SaaS based buyer enablement portal (more commonly known as a Digital Sales Room) to meet the demands of the modern sales professional in small, medium and enterprise organizations. Reach out if you'd like a demo for your organization.

I am also the host of The Founders Mentality, a vlog/podcast recorded as a resource for other founders and would-be founders to gain the collective knowledge of some fascinating founders. Find more on the website at TheFoundersMentality.com or on your favorite podcast service.

Mastering Pipeline Resilience: Building Success in Economic Uncertainty

SalesIntel — Fri, 16 Aug 2024 11:00:00 -0400

Alexine Mudawar, CEO of Women in Sales, learned to trust her own path rather than comparing her business to others during challenging times. In 2023, a time of doom and gloom, Alexine focused on what she could control: taking care of her people and customers, which ensured steady success for Women in Sales. Looking ahead, Alexine is dedicated to listening closely to community members and understanding their needs, which guides the strategy of Women in Sales’ programs and products.

About the Pioneer > 00:36
Biggest Challenge > 02:04
Looking Forward > 05:48
100 Pennies > 07:55
Final Thoughts > 11:58

View the 100 Pennies Game: Click Here!

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How to Create Predictable Excellence and Repeatable Results

SalesIntel — Wed, 14 Aug 2024 11:00:00 -0400

James Kaikis, Chief Solutions Officer at TestBox, realized the necessity of a well-defined ICP and accurate data to guide data-backed decisions. This year, TestBox is overhauling its GTM approach by purging bad data to improve accuracy. James is investing in a variety of growth strategies to ensure predictability and repeatability for his GTM team.

About the Pioneer > 00:46
Biggest Challenge > 04:04
Looking Forward > 06:42
100 Pennies > 10:16
Final Thoughts > 13:15

View the 100 Pennies Game: Click Here!

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About this Pioneer

I am an operator turned technology professional driven by my passion for helping others, as demonstrated in my work at globally-recognized organizations like Hyatt, Showpad, and Salesforce. As a former hospitality professional, providing outstanding customer experiences is core to my DNA — and instrumental in my roles as both a Solutions leader and entrepreneur.

I founded the PreSales Collective, the largest global community for PreSales professionals that provides resources and opportunities for networking and mentorship. Since 2020, the community has grown to more than 35,000 members worldwide, four different lines of business, and nine full-time employees. PSC was successfully acquired in November of 2021 by a stealth community business.

Leaning into Emotion and Aligning GTM Teams

SalesIntel — Mon, 12 Aug 2024 11:00:00 -0400

James Kravic, Head of Advertising and Media at Dragon 360, is advocating for a shift from purely logical value propositions. By leaning into emotional messaging, James hopes to ensure a deep understanding of customer needs for effective lead generation.

About the Pioneer > 00:42
Biggest Challenge > 02:13
Looking Forward > 06:40
100 Pennies > 11:17
Final Thoughts > 15:14

View the 100 Pennies Game: Click Here!

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About this Pioneer

James Kravic is the Head of Ads & Media at Dragon360, a digital agency known for its expertise in paid media campaign strategy and execution for B2B brands. James not only orchestrates successful advertising endeavors for clients but also steers the agency's internal go-to-market strategy, encompassing marketing, partnerships, and sales.

Advocating Product Value through Founder-led Sales

SalesIntel — Fri, 09 Aug 2024 11:00:00 -0400

Bethany Stachenfeld, Co-Founder & CEO of Sendspark, shapes her company's revenue pipeline by championing their vision across various platforms, emphasizing the ‘why’ behind their brand. In the challenging landscape of 2023, Bethany learned the importance of demonstrating tangible value to customers, avoiding being seen as a “nice-to-have”, and leading Sendspark to focus on enhancing their product and messaging.

About the Pioneer > 00:27
Biggest Challenge > 02:02
Looking Forward > 03:55
100 Pennies > 06:00
Final Thoughts > 10:00

View the 100 Pennies Game: Click Here!

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About this Pioneer

Bethany Stachenfeld is co-founder & CEO of Sendspark. Prior to founding Sendspark, Bethany was Head of Marketing for 2 B2B SaaS Startups: Filestack and VidGrid. Bethany is deeply involved in the startup community, and has been part of Venture for America, 500 Startups, OnDeck, and the Stage2 Accelerator (Catalyst). Bethany lives in New York City where she enjoys acroyoga, hydroponic gardening, and practicing martial arts (fun fact: Bethany is a 3rd degree black belt in Isshinryu Karate).

Prospect Anonymity, Intent Data, and Social Selling

SalesIntel — Wed, 07 Aug 2024 11:00:00 -0400

Johan Abadie, Chief Marketing Officer at Processmaker, knows the importance of self-service in B2B sales through free trials and demos. In 2024, he's experimenting with social selling, refining intent data for better timing, and addressing the trend of prospects anonymizing until they're ready to engage.

About the Pioneer > 00:21
Biggest Challenge > 02:27
Looking Forward > 04:24
100 Pennies > 10:39
Final Thoughts > 16:00

View the 100 Pennies Game: Click Here!

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About this Pioneer

Multi-faceted executive with a technical background and extensive experience building and leading International Sales & Marketing, Business Development, Operations and Product Development teams for start-ups and mid-size companies.

Strategic thinker with strong analytical skills. Excel at implementing data-driven solutions to solve complex problems and beat expectations. Solid history of building scalable sales and marketing operations and implementing strategic partnerships to grow revenues while maintaining low customer attrition, and creating new opportunities while maximizing operational efficiencies. Effective communicator capable of translating complex concepts and technologies to non-technical audiences.

Innovating with B2B Influencers

SalesIntel — Mon, 05 Aug 2024 11:00:00 -0400

Tenisha Griggs, Founder & CEO of 37X Digital Marketing Agency, had 2 major learnings from the economic uncertainties of 2023: the importance of pivoting business strategies and prioritizing existing customer bases amidst slower new acquisitions. Tenisha also shares her excitement about experimenting with B2B influencers to attract quality leads through educational content.

About the Pioneer > 00:38
Biggest Challenge > 01:54
Looking Forward > 05:30
100 Pennies > 09:01
Final Thoughts > 13:53

View the 100 Pennies Game: Click Here!

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Finding the Right People: Partners, Clients & Community

SalesIntel — Fri, 02 Aug 2024 11:00:00 -0400

Jared Robin, Co-Founder of RevGenius, reflects on 2023's lessons, acknowledging the challenges of premature sales hiring and the importance of managing expectations as a founder. Looking ahead to 2024, Jared discusses RevGenius' innovative 'Next' campaign, aimed at spotlighting emerging B2B SaaS influencers across social and community channels. Jared outlines his strategic budget allocations for revenue growth, focusing on community, founder, brand, customer, and marketing initiatives.

About the Pioneer > 00:51
Biggest Challenge > 06:21
Looking Forward > 09:48
100 Pennies > 15:32
Final Thoughts > 20:28

View the 100 Pennies Game: Click Here!

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About this Pioneer

Helping Founders & GTM Leaders Go-to-Market Collaboratively.

- Grew RevGenius from 0-40k members in 3 yrs

- Scaled from 0- 7 figs in $$$

- Throw a digital conference w > 5k registrants

- I help SaaS brands scale w community

- I advise a dozen or more startups

- I talk w GTM leaders on Revenue Today Podcast

Before RevGenius

- Scaled from 0-7 figs in $$$ at 2 startups

- I built a fashion mag w 10k monthly readers

Outbound Campaigns for Modern B2B Buyers

SalesIntel — Wed, 31 Jul 2024 11:00:00 -0400

Leslie Douglas, VP of Sponsorship Sales at Sell Better, has a diversified approach to pipeline generation: blending brand building, sales, customer success, and retention strategies. Due to the shifting landscape where B2B buyers are increasingly seeking peer reviews and educational content, marketers need to align more closely with the buyer journey.

About the Pioneer > 00:38
Biggest Challenge > 02:27
Looking Forward > 04:30
100 Pennies > 07:08
Final Thoughts > 11:03

View the 100 Pennies Game: Click Here!

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About this Pioneer

I got into sales as a profession as many people do…. on accident! But over time, I have discovered that everything we are doing is sales.

✨I was selling when I negotiated staying up 5 more minutes at bedtime as a child.

✨I was selling during my audition for the elementary school production of The Wizard of Oz.

✨I was selling the heck out of those Girl Scout Cookies to my parent’s colleagues.

✨I was selling when I wrote my college admission essays.

Don’t Hug a Stranger

SalesIntel — Mon, 29 Jul 2024 11:00:00 -0400

Logan Lyles, Evangelism & Content Marketing at Teamwork.com, focuses on brand awareness and demand generation rather than immediate demand capture, likening it to "trying to hug a stranger." His content team is testing paid ads to get their content in front of the right audience, engaging the 97% well before they’re ready to buy.

About the Pioneer > 00:43
Biggest Challenge > 02:39
Looking Forward > 05:07
100 Pennies > 06:50
Final Thoughts > 10:04

View the 100 Pennies Game: Click Here!

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Attracting Inbound Leads through Relationships

SalesIntel — Fri, 26 Jul 2024 11:00:00 -0400

Kate Erwin, Social Media Lead at Beam Content, has successfully grown her business through inbound leads, driven by word-of-mouth and referrals. Her key strategy involves prioritizing customer needs over business interests, ensuring sustainable success.

About the Pioneer > 00:40
Biggest Challenge > 01:52
Looking Forward > 03:05
100 Pennies > 04:46
Final Thoughts > 09:45

View the 100 Pennies Game: Click Here!

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About this Pioneer

Hey, I'm Kate. Content is my life.

I started my career as a copywriter at a content farm.

Nearly a dozen years later, I'm still a copywriter, but now I take my time to create content that connects people and ideas.

I've worked with countless sales tech companies, both full-time and freelance.

Breaking the B2B Playbook by “Breaking Bread”

SalesIntel — Wed, 24 Jul 2024 11:00:00 -0400

Jonathan Gandolf, CEO and founder of The Juice, notes the shift from digital channels to in-person interactions as a critical driver of pipeline. In 2024, The Juice is doubling down on field marketing, including event sponsorships, creative activations, and strategic partnerships, betting on the continued success of its unique (and budget-friendly) approach to events.

About the Pioneer > 00:38
Biggest Challenge > 02:18
Looking Forward > 04:55
100 Pennies > 05:59
Final Thoughts > 10:42

View the 100 Pennies Game: Click Here!

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About this Pioneer

I'm a left-brain marketer with a right-brain problem. My interests, experience, and expertise are deeply rooted in data and analytics. However, I have a curiosity and am motivated by chasing and executing innovative ideas.

My winding career path started at ExactTarget (acquired by salesforce.com) in a rotational program that led to valuable experience in content marketing, relationship marketing, and product management. Finally, I moved to data analysis for the email, mobile, and social marketing team building data infrastructure and strategy for B2B digital campaigns.

What started as a passion project turned into a 3.5-year endeavor launching and growing Braxton Brewing Company in Covington, Kentucky. Here, I led the brand side of the business helping launch the company, build the brand, raise awareness, grow an audience, execute events and manage the Marketing & Brand Experience team.

Revitalizing Revenue Through Customer Advocacy

SalesIntel — Mon, 22 Jul 2024 11:00:00 -0400

Corrina Owens, a GTM Advisor, discusses the need to get back to marketing basics: setting clear value propositions, sales expectations, and understanding customer needs. Looking ahead, Corrina sees a shift towards using customer advocates and internal content creators in place of relying solely on “unicorn” sales reps. She prioritizes investing in brand building, community engagement, and customer relationships to boost revenue growth.

About the Pioneer > 00:33
Biggest Challenge > 01:58
Looking Forward > 04:34
100 Pennies > 05:49
Final Thoughts > 10:41

View the 100 Pennies Game: Click Here!

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About this Pioneer

I'm a revenue marketer with a people-focused approach. I advise and help organizations bring their go-to-market strategies to life.

I have over a decade of experience driving revenue for high-growth B2B SaaS organizations and B2C organizations with integrated and multi-channel marketing strategies, building and scaling demand generation and account-based marketing departments, programs, and campaigns from the ground up.

I know, I know, not another podcast….but hear me out! 😊

I co-host Direct, a podcast that features unsung GTM heroes who make magic happen for their organizations. This is the brainchild of myself and my former partner in crime, Taylor Young. We have one goal for this podcast—to make each guest feel seen and heard.

Authenticity Drives Pipeline

SalesIntel — Fri, 19 Jul 2024 11:00:00 -0400

Joshua Bailey, VP of Community at SaleBoat, is increasing revenue growth by prioritizing community-driven strategies. His focus on building relationships and nurturing connections emphasizes the importance of authenticity and engagement over traditional sales tactics. By investing heavily in community-led growth, Joshua is paving the way for sustainable revenue pipelines built on trust and advocacy.

About the Pioneer > 00:37
Biggest Challenge > 01:40
Looking Forward > 04:35
100 Pennies > 09:16
Final Thoughts > 13:21

View the 100 Pennies Game: Click Here!

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About this Pioneer

Joshua Bailey grew up in California, starting his entrepreneurial journey early by taking out trash for 50 cents in his apartment complex. At 9, he sold fruit from trees and, at 10, traded baseball and Pokemon cards. By 12, he launched his first business, “Wall & Bailey Rings,” learning valuable lessons along the way.

Today, Joshua is a creative leader with a passion for challenges and knowledge. He seeks to connect with SMEs in sales, marketing, and business, aiming to inspire and help others achieve their goals.

Joshua believes in value over the pitch, the permanence of remote work, the importance of human connections, and team communication as keys to success. He advocates for learning from those who have achieved similar goals.

Gen-Z and B2B: Evolving Top-of-Funnel Marketing

SalesIntel — Wed, 17 Jul 2024 11:00:00 -0400

Qetsiyah Jacobson, Social Media Strategist at HeyOrca, is exploring influencer marketing in B2B, aiming to replicate the success of B2C in generating brand awareness and revenue pipeline. Emerging buyers, especially Gen-Z, prefer indirect marketing strategies - requiring B2B companies to invest more in influencer marketing and community to reach their audiences.

About the Pioneer > 00:43
Biggest Challenge > 01:58
Looking Forward > 03:31
100 Pennies > 05:41
Final Thoughts > 09:26

View the 100 Pennies Game: Click Here!

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About this Pioneer

I started my journey in marketing journey back in 2019 when I started my own little lash brand in high school. I had no idea what I was doing but I absolutely loved building something from the ground up from concept to a tangible product. My lashes end up being featured on Cardi B’s makeup artist Instagram story.

Fast forward a year later and I started a clothing line called Just Basixs. I did all of the branding, web design, marketing,...I absolutely loved it. With a small but mighty following my clothing line was picked up by a retailer and I sold over 4 figures in the first couple of months.

Leveraging New Buyer Signals

SalesIntel — Mon, 15 Jul 2024 11:00:00 -0400

Remi Dubreuil, Director of Sales at Uniphore, is intentional with his prospecting by understanding buyer pain points to move opportunities down the funnel efficiently and deliver a highly personalized, relevant sales experience. In 2024, he's excited about leveraging intent data to target the right companies and identify prospects with a purchasing history, aiming to overcome the challenge of indecision in B2B sales.

About the Pioneer > 00:36
Biggest Challenge > 03:18
Looking Forward > 05:52
100 Pennies > 09:19
Final Thoughts > 13:16

View the 100 Pennies Game: Click Here!

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About this Pioneer

As a Sales Director at Uniphore, I help Enterprise businesses successfully implement and leverage AI across their sales organizations to harness the power of their client interactions and optimize sales efficiencies.

I oversee the NY metro territory (NY, NJ, CT) for our Q for Sales conversational intelligence platform.

Micro-Events for Peer-to-Peer Influence

SalesIntel — Fri, 12 Jul 2024 11:00:00 -0400

Randi-Sue Deckard, SVP of Client Engagement at BESLER, is leaning into micro-events where current customers and prospects engage authentically, leveraging peer-to-peer marketing. Randi invests her pennies into customers, branding, and events to influence revenue growth.

About the Pioneer > 00:24
Biggest Challenge > 01:47
Looking Forward > 04:25
100 Pennies > 07:07
Final Thoughts > 12:35

View the 100 Pennies Game: Click Here!

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About this Pioneer

Randi-Sue Deckard is a clinical lab scientist turned GTM leader who has built a career in healthcare. She has influenced over $100M in revenue over the past 15 years in LifeSciences, Oncology, Technology and Finance verticals of healthcare. She has built and led customer-centric teams with a focus on using data-driven decision and business fluency to ensure profitable growth. She's an active mentor for GirlzWhoSell and co-chair of the Pavilion DFW Chapter.

Creating Deeper Relationships with Customers

SalesIntel — Wed, 10 Jul 2024 11:00:00 -0400

Jack Ryan, Data Partnerships Manager at Shipyard, learned from the challenges of 2023 that deeper relationships with both net-new prospects and existing customers are crucial in B2B SaaS sales. While traditional outbound sales are becoming less effective, Jack is excited to invest in partnerships, brand building, community engagement, and events to drive revenue pipeline growth.

About the Pioneer > 00:41
Biggest Challenge > 01:53
Looking Forward > 04:05
100 Pennies > 06:10
Final Thoughts > 09:29

View the 100 Pennies Game: Click Here!

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About this Pioneer

I'm a wizard with copywriting, GTM strategy, prospecting, account management, and partnerships, with a deep understanding of B2B SaaS with exec-level relationships and networks.

Increasing Inbound Leads with Founder-Led Growth

SalesIntel — Mon, 08 Jul 2024 11:00:00 -0400

Jessie Lizak, Founder & CEO of Reveting, leans into founder-led growth by creating video content and podcasts that showcase the face of the company. Jessie's approach emphasizes reducing, reusing, and recycling content to drive inbound leads.

About the Pioneer > 00:40
Biggest Challenge > 03:07
Looking Forward > 05:47
100 Pennies > 07:27
Final Thoughts > 12:25

View the 100 Pennies Game: Click Here!

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About this Pioneer

Meet Jessie Lizak, Founder and CEO of Reveting, a B2B marketing agency and Host of Reveting's WinsDay (formerly Whiskey WinsDay).

Level up your game with Jessie. Whether you are looking for consulting, motivational coaching or marketing services, she's got you covered.

With executive experience building audiences across various industries, Jessie will revamp your brand and turn your LinkedIn into a portfolio of professional successes.

As the host of WinsDay, Jessie brings marketing professionals, founders, and executives together for a weekly live broadcast on various platforms.

Adapting to Changing Buying Processes & the Rise of AI

SalesIntel — Fri, 28 Jun 2024 11:00:00 -0400

Heidi Solomon-Orlick, Founder and CEO of GirlzWhoSell, reflects on her biggest challenges during her 30-year sales career—including lengthening sales cycles, misalignment between sales and marketing, and the increase in decision-makers in buying processes. Looking forward, Heidi is finding the balance between using AI and new tools to improve efficiency while staying true to her human-first sales approach.

Chapter Title > 00:42
About the Pioneer > 00:46
Biggest Challenge > 05:35
Looking Forward > 12:08
100 Pennies > 17:06
Final Thoughts > 24:15

View the 100 Pennies Game: Click Here!

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About this Pioneer

Heidi is the Founder and CEO of GirlzWhoSell, an organization that aims to close the gender gap in B2B sales and build the largest pipeline of diverse, early-stage female sales talent. She offers training, mentoring, and career coaching to young women from underrepresented communities who want to pursue a sales career.

Heidi is the Editor and Author of Heels to Deals: How Women Are Dominating in Business-to-Business Sales, a highly acclaimed and award winning book that features the stories and insights of more than 30 women in distinguished sales roles. She is a LinkedIn Top Voice, is ranked in the Demandbase Top 100 Women in Sales and was recently recognized as a Top 50 Women Leader in New Hampshire.

Do Better with Less (Not Do Everything with Less)

SalesIntel — Wed, 26 Jun 2024 11:00:00 -0400

Jeff Rosset, Founder & CEO of Sales Assembly, learned the importance of focusing on proven growth strategies and avoiding shiny object syndrome. Jeff is excited about the resurgence of in-person events as key drivers of revenue pipeline growth, advocating for smaller, more intimate gatherings to create meaningful connections.

About the Pioneer > 00:39
Biggest Challenge > 02:28
Looking Forward > 06:42
100 Pennies > 10:49
Final Thoughts > 17:55

View the 100 Pennies Game: Click Here!

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About this Pioneer

Jeff is the ceo of Sales Assembly, and long time entrepreneur, connector and advisor within the B2B tech revenue space.

Nailing Client Hand-offs

SalesIntel — Mon, 24 Jun 2024 11:00:00 -0400

LeeRon Yahalomi, Head of Customer Success at Regie.ai, stresses the importance of teams working together for revenue success, discussing past problems and how sales and customer success teams should improve collaboration. Excited about using generative AI to help her team, LeeRon talks about their renewed focus on customer-centered growth strategies.

About the Pioneer > 00:46
Biggest Challenge > 02:37
Looking Forward > 05:22
100 Pennies > 07:31
Final Thoughts > 11:32

View the 100 Pennies Game: Click Here!

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About this Pioneer

With over 16 years of experience in customer success, sales, and strategic partnerships, LeeRon is a customer-centric leader who drives growth and retention for innovative companies. She is currently the Head of Customer Success at regie.ai, a platform that uses AI to optimize B2B sales outreach and engagement. where she leads a team of customer success managers who ensure the best outcomes and experiences for clients across various industries and segments.

She is also a Founding Member of RevRoom, a trusted space where curious revenue leaders collaborate on the future of B2B go-to-market. As part of this community, she shares insights and expertise on how to build and execute effective enterprise GTM strategies, leveraging her learnings and experiences in building and leading sales and CS teams. Additionally, she is a Customer Success Coach at Catalyst Software, a Board Advisor at Tombolo Institute, and a Founding Mentor at Women in Customer Success, where she supports and empowers other professionals in the field. her mission is to help customers succeed and grow with the power of technology, education, and human connection.

Brand Refresh Strategy for Pipeline Growth

SalesIntel — Fri, 21 Jun 2024 11:00:00 -0400

Lindsay McGuire, Associate Director of Content and Campaigns at Goldcast, oversaw Goldcast’s website overhaul strategy which resulted in an 18%+ conversion increase. Looking ahead, Lindsay is prioritizing refining their messaging, aligning with product marketing, and elevating the Goldcast brand for a stronger market position and revenue growth.

About the Pioneer > 00:50
Biggest Challenge > 03:44
Looking Forward > 08:03
100 Pennies > 12:42
Final Thoughts > 18:01

View the 100 Pennies Game: Click Here!

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About this Pioneer

Lindsay McGuire specializes in maximizing digital events strategy for event marketers, demand generation professionals, and content leaders. As the Associate Director of Content & Campaigns at Goldcast, she oversees and creates content on leveraging events as top revenue-driving channels. Learn more about her work at goldcast.io, where events like webinars and conferences drive brand and business growth.

Lindsay's new series, Donuts & Demands, is designed for demand gen marketers, promising to be fun, informative, and collaborative.

Her diverse career includes contributions to the largest credit union in Alabama, the world’s most well-known nonprofit brand, and a SaaS company with five acquisitions in two years. This experience makes Lindsay a well-rounded content leader and strategist, adept at creating content engines, building cross-team relationships, integrating holistic messaging, and maintaining a focus on business goals.

Lindsay is also an educator and presenter on podcasting, content marketing, digital strategy, and nonprofit leadership. She has presented at various conferences and has experience as an emcee.

Active in her community, Lindsay is a member of the Junior League of Indianapolis, a writer for Indy Maven, an Impact 100 member, and supports the Humane Society for Hamilton County. She is a graduate of multiple leadership programs, including United Way's Leadership United and Hamilton County Leadership Academy.

The Cost of Misalignment

SalesIntel — Wed, 19 Jun 2024 11:00:00 -0400

Tim Hillison, Founder & CMO of entrypoint1, works on the frontlines to create unified messaging across revenue teams for B2B startups and scaleups. Using recent case studies, Tim shares how misaligned messaging affects the customer experience, conversions, and pipeline growth.

About the Pioneer > 00:53
Biggest Challenge > 02:08
Looking Forward > 08:10
100 Pennies > 10:26
Final Thoughts > 14:41

View the 100 Pennies Game: Click Here!

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About this Pioneer

Positive, engaging, and human, Tim Hillison connects marketing to business outcomes, driving revenue, efficiency, and effectiveness for B2B SaaS startups and scaleups.

As a Growth Advisor, Tim provides marketing strategy and execution for global emerging brands and publicly listed companies. He has launched products and campaigns for top brands like Visa, Microsoft, and PayPal, and advised global brands on go-to-market strategy.

Tim builds marketing strategies for venture-funded startups such as Fractus and Arkose Labs, and has established his own business across Europe and the United States.

He speaks on marketing efficiency, AI, and go-to-market strategy, and mentors upcoming marketers as a member of M2, Hard Skills Exchange, Product Marketing Association, and the CMO Alliance.

Building Pipeline & Relationships Through Events

SalesIntel — Mon, 17 Jun 2024 11:00:00 -0400

Jay Desai, Head of Marketing at Captivate Talent, is excited to experiment with event-led growth as a revenue driver in 2024. While his team has mastered generating inbound leads through content and website traffic, they are experimenting with various event formats to warm up leads and generate brand awareness. Learn how Jay plans to leverage large conferences and smaller, intimate gatherings to drive revenue pipeline growth this year.

About the Pioneer > 00:42
Biggest Challenge > 02:14
Looking Forward > 03:36
100 Pennies > 06:15
Final Thoughts > 10:47

View the 100 Pennies Game: Click Here!

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About this Pioneer

Head of Marketing at Captivate Talent. I'm helping people get jobs at high-growth SaaS companies in sales, marketing, and customer success. And helping them level up their career!

Closing Lead-Generation Gaps

SalesIntel — Fri, 14 Jun 2024 11:00:00 -0400

Neil Weitzman, Founder of PORCH and revenue x, focuses on proper qualification, discovery, and Ideal Customer Profile (ICP) identification to generate high-quality pipeline. Sourcing enough leads will require testing and experimenting with multiple channels, particularly in today’s environment, where traditional sales channels are becoming more saturated.

About the Pioneer > 00:45
Biggest Challenge > 02:39
Looking Forward > 06:03
100 Pennies > 09:13
Final Thoughts > 14:46

View the 100 Pennies Game: Click Here!

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About this Pioneer

CEO and Co-Founder of PORCH and Founder of revenue•x (Fractional CRO)

My past learning is from Nielsen, Deloitte, Rogers, Environics Analytics, Dentsu.

Currently learning through the power of community.

I am a GTM operator who understands that “revenue is everything.” I build and scale teams within SaaS, DaaS and tech businesses. At revenue•x we help CEO’s ready to grow and scale. I assist founders and executive teams to build and execute a robust GTM for revenue acceleration.

It’s all about the ICP

SalesIntel — Wed, 12 Jun 2024 11:00:00 -0400

Cole Courson, Founding AE at Rattle, emphasizes the need for quality in outbound sales after the boom in AI tools. This year, his team is focused on drilling down on their Ideal Customer Profile (ICP), executing multi-threading, and nurturing existing leads to create more pipeline.

About the Pioneer > 00:39
Biggest Challenge > 02:01
Looking Forward > 03:34
100 Pennies > 05:10
Final Thoughts > 09:03

View the 100 Pennies Game: Click Here!

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Brand Recognition for Pipeline Growth

SalesIntel — Mon, 10 Jun 2024 11:00:00 -0400

Vikash Koushik, Head of Marketing at RevenueHero, leads a team that generates 80% of the company’s pipeline. Learn how RevenueHero's brand-focused marketing drives awareness, referrals, and deal closures.

About the Pioneer > 00:51
Biggest Challenge > 02:46
Looking Forward > 04:42
100 Pennies > 07:16
Final Thoughts > 10:13

View the 100 Pennies Game: Click Here!

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About this Pioneer

I currently lead marketing at RevenueHero. I geek out about all things data (qualitative and quantitative) and how we can use it to build creative and effective campaigns.

Bringing Order to Pipeline Chaos and Clutter

SalesIntel — Fri, 07 Jun 2024 11:00:00 -0400

Deidre Hudson, GTM & Revenue Marketing Advisor, specializes in bringing order to marketing chaos by implementing frameworks and measurable goals. Reflecting on 2023, Deidre stresses the need to set realistic expectations and focus on quality over quantity in generating revenue pipeline.

About this Pioneer > 0:29
Biggest Challenges > 3:34
Looking Forward > 6:48
100 Pennies Game > 12:17
Final Thoughts > 16:55

View the 100 Pennies Game: Click Here!

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About this Pioneer

Innovative leader, bringing a holistic approach to B2B revenue marketing with 25+ years of experience across industries, company sizes and lifecycle stages. Known for building bridges across GTM functions, driving efficient growth, improving the customer experience and leading revenue management transformation.

Pioneering Pipeline Growth Through Education

SalesIntel — Wed, 05 Jun 2024 11:00:00 -0400

Mason Cosby, CEO & Co-Founder of Scrappy ABM, has successfully cultivated a $1M active pipeline without any traditional outbound sales methods. Leveraging educational LinkedIn content and active event participation, Mason educates his audience on scrappy account-based marketing approaches to establish a pipeline driven by inbound leads.

About this Pioneer > 0:30
Biggest Challenges > 4:23
Looking Forward > 6:06
100 Pennies Game > 7:56
Final Thoughts > 13:46

View the 100 Pennies Game: Click Here!

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About this Pioneer

Most marketers are struggling to keep up. Between a new term daily, new tools, new strategies, and the ever-looming sense of imposter syndrome, marketers are struggling to keep their heads above water.

That's why I create content daily to help you see you aren't alone.

I am very publicly building a podcast focused on Marketing Careers.

I am very publicly trying to learn how to balance work and life.

I very publicly share how to build Scrappy ABM programs.

And I am working through how to live out my faith as a Christian in the B2B Tech world.

None of this is easy.

But it's essential to work through to find personal, spiritual, financial, and professional success.

So if you're looking for your new marketing friend to stumble forward with, welcome.

Please send me a connection request or give me a follow.

Now for a lil bit more about me.

Creating Pipeline Predictability Through Connection

SalesIntel — Mon, 03 Jun 2024 11:00:00 -0400

Laura Erdem, Sales Leader - North America at Dreamdata, is a trailblazer in social selling, leveraging LinkedIn to build meaningful relationships and drive revenue pipeline. As B2B events become more saturated, Laura is experimenting with new ways to position Dreamdata as a trusted brand in the market.

About this Pioneer > 0:24
Biggest Challenges > 2:28
Looking Forward > 5:37
100 Pennies Game > 7:53
Final Thoughts > 10:06

View the 100 Pennies Game: Click Here!

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About this Pioneer

Laura is a Sales leader with a crush on Marketing. Working at a startup called Dreamdata, running a North Americas Sales team. First time sales leader at a startup, with a long experience in enterprise sales. Not sure if you want it more fun, cause then you can play in that I finished an art school and have been a radio DJ. Now in sales almost by accident :D

Market Alignment for Revenue Growth: Refining Strategic Narratives

SalesIntel — Fri, 31 May 2024 11:00:00 -0400

Brandon Redlinger, VP of Community at Chili Piper, learned from the challenges of 2023 the importance of constantly reevaluating your unique POV. This year, Brandon prioritizes listening to customers to refine Chili Piper's strategic narrative, ensuring alignment with market trends and customer pain points.

About this Pioneer > 0:45
Biggest Challenges > 2:39
Looking Forward > 5:41
100 Pennies Game > 7:28
Final Thoughts > 13:12

View the 100 Pennies Game: Click Here!

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Proactive Selling: Taking Ownership of Your Own Pipeline

SalesIntel — Wed, 29 May 2024 11:00:00 -0400

Salman Mohiuddin, Founder of Salman Sales Academy, relies on impactful content and proactive engagement for revenue generation. Reflecting on 2023, he is doubling down on this proactive approach, encouraging other founders and sellers to follow suit.

About this Pioneer > 0:41
Biggest Challenges > 2:44
Looking Forward > 6:17
100 Pennies Game > 10:46
Final Thoughts > 16:29

View the 100 Pennies Game: Click Here!

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About this Pioneer

17 years of tech sales experience as an AE at Salesforce, IBM and Asana all as an individual contributor. There’s more 👉

Started as an SDR in 2006, moved to AE in 2007.

Never looked back since.

Currently at Asana as a Strategic Enterprise AE.

Working with the top banks and insurers.

Love helping AEs & SDRs close more deals and build their brand.

Love coaching AEs & SDRs on prospecting, deal strategy, and interviews.

Pavilion’s Community & Customer-Centric Growth Strategies

SalesIntel — Mon, 27 May 2024 11:00:00 -0400

Kathleen Booth, SVP of Marketing & Growth at Pavilion, believes “happy customers beget happy customers.” By testing subscription packages, buyer behavior, and new sales strategies, Pavilion is taking a customer-centric approach to creating a sustainable community (that will lead to increased pipeline generation).

About this Pioneer > 0:37
Biggest Challenges > 4:01
Looking Forward > 7:47
100 Pennies Game > 9:07
Final Thoughts > 13:24

View the 100 Pennies Game: Click Here!

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About this Pioneer

Kathleen Booth joined Pavilion as a member in 2019, and later went on to become a founding co-chair of the Washington DC chapter, a Pavilion Ambassador, and today, SVP of Marketing and Growth. In that capacity, she leads marketing and growth for the 10,000+ member global community of go-to-market executives. Prior to joining Pavilion, Kathleen was founder and CEO of Quintain Marketing, a digital marketing agency. After selling her company and before joining Pavilion, she held marketing leadership roles at VC-backed B2B technology companies including Attila Security, clean.io, and Tradeswell and continues to serve as an advisor and fractional CMO to early stage B2B SaaS and Web3 startups. She has been recognized as one of the 50 Top B2B Marketers to Watch by TopRank, and one of 6 Global Marketing Advisors Who Are Rising Stars by USA Today.

Pioneering Tactical Partnership Plays

SalesIntel — Fri, 24 May 2024 11:00:00 -0400

Mark Kilens, CEO and co-founder of TACK, is pursuing partnerships with creators and customers to penetrate new audiences. While investing heavily in community, partnerships, and brand for pipeline generation, Mark plans to avoid two traditional approaches to building pipeline.

About this Pioneer > 0:35
Biggest Challenges > 2:26
Looking Forward > 5:43
100 Pennies Game > 7:56
Final Thoughts > 12:34

View the 100 Pennies Game: Click Here!

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About this Pioneer

Mark Kilens, CEO and Co-founder of TACK ⛵️, pioneers a People-first GTM model at TACK, a B2B media network, and go-to-market firm. With a mission to humanize business interactions, TACK partners with companies like Commsor, Swoogo, and ZoomInfo, optimizing go-to-market strategies.

Formerly CMO at Airmeet, Mark led global marketing efforts. At Drift, as VP of Content and Community, he managed Drift Insider, a community with 65,000+ members, and led events like FLASH and HYPERGROWTH.

Mark's journey began at HubSpot, where he helped thousands scale their inbound strategy before founding HubSpot Academy, educating millions and contributing to over $600 million in revenue.

Beyond work, Mark indulges in steak and lobster, golfing, and ocean adventures.

Go fast, take chances!

Creating Expansion Strategies for Long Game Wins

SalesIntel — Wed, 22 May 2024 11:00:00 -0400

Kristie Jones, Founder and Principal of Sales Acceleration Group, stresses the importance of distinguishing “not right now” prospects from real closed-lost accounts. Playing the long game, both in terms of nurturing and expanding accounts, will help leaders exceed revenue targets in 2024.

About this Pioneer > 0:37
Biggest Challenges > 2:55
Looking Forward > 5:02
100 Pennies Game > 7:46
Final Thoughts > 11:59

View the 100 Pennies Game: Click Here!

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About this Pioneer

Kristie, author of “Selling Your Way IN”, is a speaker, coach, and sales process consultant. Companies hire Kristie to elevate their sales organization because most sales leaders and professionals are discouraged and frustrated about anemic pipelines, low close rates, and missed targets. Kristie’s willingness to get her hands dirty and her “take no prisoners” approach when helping companies drive more revenue from their Sales and Customer Success teams is what makes her so valuable to her clients. Her mission is helping companies find top talent as well as creating a sales accountability culture to ensure revenue growth.

Kristie is passionate about coaching sales teams to leverage their superpowers to reach their full potential, and she wants representatives and sales leaders to identify and embody the practices and characteristics of Top Ten Percent achievers.

Your Pipeline Projection Isn’t Helping You

SalesIntel — Mon, 20 May 2024 11:00:00 -0400

Warren Zenna, Founder of The CRO Collective, shares how SaaS businesses have been putting themselves in challenging positions for years! How revenue leaders approach creating forecasts can unintentionally lead them into pipeline pitfalls or help them adapt to a fluctuating market to weather the storm.

About this Pioneer > 0:41
Biggest Challenges > 3:22
Looking Forward > 7:19
100 Pennies Game > 11:14
Final Thoughts > 17:36

View the 100 Pennies Game: Click Here!

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About this Pioneer

I’ve been there - with 20+ years of experience in the B2B sales and marketing industry as a top B2B seller, sales leader, and Executive PL buyer of B2B services.

Under Zenna Consulting Group, I practice as a Fractional CRO and sales/marketing advisor for B2B companies like Semcasting, FreckleIoT, Spectrum, AdParlor, Digital Element, NinthDecimal, Location Sciences, DailyPay and Equinox.

I’ve leveraged this knowledge and experience to create The CRO Collective. The CRO Collective helps ensure that CROs succeed - and helps CEOs who appoint them do so in a way that maximizes success and mitigates the enormous risks.

AI, Automation and POVs

SalesIntel — Fri, 17 May 2024 11:00:00 -0400

Jacob Karp, Strategic Enterprise Accounts at Rubrik, shares his strategies for standing out in a saturated market by having a research-backed point of view (POV) and a strong hypothesis on how he can help prospects. This year, Jacob is exploring leveraging AI and automation to simplify sales processes, allowing for more meaningful conversations with prospects.

About this Pioneer > 0:45
Biggest Challenges > 2:04
Looking Forward > 4:00
100 Pennies Game > 6:03
Final Thoughts > 9:31

View the 100 Pennies Game: Click Here!

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About this Pioneer

I am fortunate to spend my days helping people to solve problems that positively impact their professional lives and their organizations through the utilization of enterprise software. At Rubrik I help enterprises secure and protect their data...which means they can keep your and my data secure and protected as well. When I am not working, you can find me with my family at the beach or in the mountains. I enjoy camping, snowboarding, fly fishing and attempting to golf.

Creating the Human Touch in Your GTM

SalesIntel — Wed, 15 May 2024 11:00:00 -0400

Frannie Danzinger, VP of Sales, Strategic Accounts at Integrate, generates revenue by deepening relationships with prospects. With the return of in-person events, finding the balance between technology in their new AI-BDR role and the personal touch in sales is paramount.

About this Pioneer > 0:36
Biggest Challenges > 1:33
Looking Forward > 4:25
100 Pennies Game > 6:21
Final Thoughts > 14:01

View the 100 Pennies Game: Click Here!

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About this Pioneer

Experienced enterprise SaaS sales leader, player and coach. My passion is helping people to be their best and most productive selves, directly resulting in accelerating bottom-line company revenue. I value people, process and culture.

I am currently VP Sales, Strategic Accounts at Integrate, a pioneer in demand orchestration software. I am fortunate to work with thousands of B2B marketers and hundreds of B2B marketing organizations to develop and scale their revenue-generating machines. My passion is to fully understand a marketer’s business and help to build a high-impact strategy, with efficient process, data and technology, to bring their strategy to life. I constantly challenge the status-quo.

Having worked with smart marketers, savvy business pros and sharp technology professionals during my roles at 6sense, eXelate, a Nielsen Company and Bizo from 2012-2016, I fell in love with MarTech. I've experienced first-hand the power of MarTech and its ability to catapult - and hold back - marketing teams and business results. Coupled with years of agency media experience, it’s easy to get excited about the road ahead in strategic marketing supported by meaningful technology.

When not working with marketers, I channel my personal passion to fitness. I am a trainer and coach, on and off the field as Group Fitness Instructor, Boxing Trainer, Spinning Instructor and Personal Trainer. If you cannot find me at my desk, be sure to check the gym!

Long-Term Pipeline Growth: Deepening Customer Relationships and Broadening Partnerships

SalesIntel — Mon, 13 May 2024 11:00:00 -0400

Sangram Vajre, CEO & Co-Founder of GTM Partners, says “The money is in the follow-up.” He is continuing to invest in GTM Partners’ successful roadshow series which has reaped deepened customer relationships, the expansion of current accounts, and new partnerships. Traditional outbound sales motions have shown slowed-down results, while partnerships are taking over for GTM Partners’ revenue generation.

About this Pioneer > 0:50
Biggest Challenges > 1:51
Looking Forward > 4:10
100 Pennies Game > 6:30
Final Thoughts > 11:31

View the 100 Pennies Game: Click Here!

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About this Pioneer

Sangram ran marketing at Pardot (acquired by ExactTarget and then ExactTarget was acquired by Salesforce for $2.7B). Soon after, Sangram co-founded Terminus which hit $1M in the first year, $5 in the second, and $15M in the third year ranking 21st in Deloitte’s fastest-growing company, named back to back as one of the best places to work. Over 10M views of his content in just the last two years. Sangram has quickly become a go-to-market strategy expert and has been named as one of the top 21 B2B Marketing Influencers in the world by the DMN network.

Don’t Turn Off Brand Spend!

SalesIntel — Fri, 10 May 2024 11:00:00 -0400

Sarah McConnell, VP of Demand Generation at Qualified, experienced the negative impacts of not having enough dedicated emphasis on “branding” activities on revenue generation. Through data-backed research, Sarah’s 2024 strategy is to increase brand spend to a highly segmented list of accounts.

About this Pioneer > 0:40
Biggest Challenges > 2:12
Looking Forward > 5:35
100 Pennies Game > 9:11
Final Thoughts > 13:02

View the 100 Pennies Game: Click Here!

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About this Pioneer

Experienced demand generation marketer with a history of leading successful GTM teams in B2B SaaS. Proven track record of strategizing and executing multi-channel efforts that help my company exceed pipeline and revenue targets, with a heavy focus on data-driven decision making. A key strength is my ability to think strategically big picture (annual planning, budgeting, cross-functional partnerships) while also rolling up my sleeves to get the work done (campaign execution, marketing operations and attribution, reporting).

Extensive experience in digital marketing, email marketing, ABM, event and field marketing, content marketing, and marketing operations. Have also dabbled (and had success) in product marketing and customer marketing.

I am an avid beach volleyball player, reader, and dog lover (#adoptdontshop). I will also try and find a way to use a Friends, Schitt's Creek, or Parks and Rec gif in as much content as possible.

Personalization at Scale Strategies

SalesIntel — Wed, 08 May 2024 11:00:00 -0400

Kyle Lacy, Chief Marketing Officer at Jellyfish, strives to delight his prospects through personalized 1-to-1 content experiences. He delivers this content at scale with a robust tech stack to convert his pipeline.

About this Pioneer > 0:40
Biggest Challenges > 2:00
Looking Forward > 3:34
100 Pennies Game > 6:24
Final Thoughts > 10:24

View the 100 Pennies Game: Click Here!

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About this Pioneer

Kyle, a seasoned software industry veteran with 17 years of diverse experience in building, scaling, and leading teams. Currently serving as CMO at Jellyfish, previously founded Lessonly, impacting over 230 lives post-acquisition. Held leadership roles at Seismic, OpenView, Salesforce, and ExactTarget. Author of three books, international speaker on marketing and digital trends. Recognized as Indiana's Forty-under-40, Anderson University's Young Alumni of the Year, and TechPoint's Young Professional of the Year. Dedicated father to two boys, a lively dog, and an avid reader with a passion for World War II history.

Creating Faster, Smoother Sales Cycles

SalesIntel — Mon, 06 May 2024 11:00:00 -0400

Rowan Tonkin, Chief Marketing Officer at Planful, prioritizes early qualification of sales opportunities, focusing on "Compelling Reason to Act" to reduce delays in the sales process. Looking ahead, he's investing in product marketing, aiming to expose their product to prospective buyers earlier through personalized interactive demos and webinars.

About this Pioneer > 0:43
Biggest Challenges > 2:36
Looking Forward > 5:47
100 Pennies Game > 9:03
Final Thoughts > 12:24

View the 100 Pennies Game: Click Here!

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About this Pioneer

15 years in marketing/selling both Planning and Marketing/Sales Operations solutions, and have a unique understanding of how to create growth from operations in my experience as a consultant, marketer and salesperson.

I’m a natural story-teller, I can help make complex problems simpler and help create sophisticated solutions to manage the complexity.

I’m able to work in a wide variety of situations having been involved in market leading high-growth start-ups and also as a key influencer in large multi-billion dollar organizations.

I’ve delivered high value to the teams that I’m in (and supporting) through powerful content and deep understanding of how to communicate to buyers.

I’m passionate about creating efficient and streamlined process focusing on ways of working through better use of resources and technology.

I love travel and have combined my passion for travel with my career, having worked across Europe, Asia and the US.

Shifting Focus: Strategies for Customer-Centric Revenue Growth

SalesIntel — Fri, 03 May 2024 11:00:00 -0400

Jamie Yates, Commercial Account Executive at Outreach, is part of Outreach’s tactical shift to generate pipeline from their existing customer base. While traditional new pipeline generation remains crucial, the focus on exceptional customer service and realignment of their sales organization will hopefully lead to repeatable revenue.

About this Pioneer > 0:48
Biggest Challenges > 2:27
Looking Forward > 4:46
100 Pennies Game > 6:46
Final Thoughts > 11:48

View the 100 Pennies Game: Click Here!

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About this Pioneer

Your network is your net worth. I don't know who first coined that phrase, but I wholeheartedly agree. I'm here to make memes, build community and talk to people about sales, marketing and getting through this crazy world with my sanity (mostly) intact.

I write poetry, paint and nerd out on Tolkien, Sci-fi movies and watching the sunset over New York harbor. Feel free to shoot me a DM.

Standing Out in B2B Sales

SalesIntel — Wed, 01 May 2024 11:00:00 -0400

Troy Munson, Senior. Enterprise AE at Proofpoint, is leaning into the power of organic content on LinkedIn to engage with his ICP and drive inbound leads. By building a personal brand both virtually and in person, Troy is differentiating himself and his solution from competitors who rely solely on outbound sales methods.

About this Pioneer > 0:41
Biggest Challenges > 2:46
Looking Forward > 5:00
100 Pennies Game > 7:11
Final Thoughts > 11:09

View the 100 Pennies Game: Click Here!

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About this Pioneer

I'm a Senior Named Account Executive at Proofpoint in North Carolina which really means I handle all of the larger accounts headquartered in NC. I've been able to find creative and consistent ways to break into new logo companies which is what I like sharing on LinkedIn. Now I'm focusing more than on understanding businesses and finding a repeatable way to win deals.

Using AI in Sales Responsibly

SalesIntel — Fri, 26 Apr 2024 11:00:00 -0400

Leo Polonsky, Inside Sales Representative at Clari, embraces AI and automation to build higher-performing outreach cadences while cautioning against their misuse by sales teams. Leo knows the days of lackluster personalization won’t build pipeline. Partnerships and community will.

About this Pioneer > 0:36
Biggest Challenges > 1:56
Looking Forward > 3:40
100 Pennies Game > 9:42
Final Thoughts > 13:51

View the 100 Pennies Game: Click Here!

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How to Win More Enterprise Business

SalesIntel — Wed, 24 Apr 2024 11:00:00 -0400

Asher Mathew, CEO at Partnership Leaders, strategically shifted toward attracting enterprise buyers after realizing missed opportunities in 2023. Asher is doubling down in two channels this year to strengthen their market presence and win more business.

About this Pioneer > 0:38
Biggest Challenges > 2:14
Looking Forward > 4:00
100 Pennies Game > 6:44
Final Thoughts > 11:53

View the 100 Pennies Game: Click Here!

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Pioneering a Relationship-First Strategy

SalesIntel — Mon, 22 Apr 2024 11:00:00 -0400

Melissa Moody, General Manager at Commsor, learned to shift away from traditional marketing channels and instead focus on relationship-driven growth in 2024. Mass targeting may have worked in the past, but revenue leaders need to get back to the basics of deepening relationships or risk getting left behind.

About this Pioneer > 0:41
Biggest Challenges > 4:07
Looking Forward > 6:34
100 Pennies Game > 8:52
Final Thoughts > 14:47

View the 100 Pennies Game: Click Here!

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About this Pioneer

Melissa Moody, a seasoned full-stack marketing executive and entrepreneur, thrives on crafting user-first products and bringing clarity to complexity. Currently serving as CMO & Founder at SaaS startup Gated, Melissa spearheads brand narrative and multi-channel GTM strategies. With over 14 years at Google, Melissa collaborated with Fortune 500 Travel companies, optimizing cross-channel marketing and user experiences. Melissa is a staunch advocate for remote work and mental health, passionate about product ideation and aiding entrepreneurs in finding product-market fit. Open to new opportunities, Melissa prioritizes family and enjoys outdoor adventures, reading, and travel.

Advice for Getting Noticed in the Noise

SalesIntel — Fri, 19 Apr 2024 11:00:00 -0400

Brendan Hufford, Founder of Growth Sprints, generates the majority of his pipeline on LinkedIn. The drawback is LinkedIn is noisy! This year, Brendan focuses on getting noticed in the noise by testing two specific types of content.

About this Pioneer > 0:48
Biggest Challenges > 2:46
Looking Forward > 5:22
100 Pennies Game > 7:56
Final Thoughts > 12:08

View the 100 Pennies Game: Click Here!

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About this Pioneer

Getting results via my 4-part SaaS growth framework is what I do.

Having led and scaled growth teams at two agencies, most of the clients I worked with didn’t want (or need) a 6-12 month marketing engagements. I knew there was a better way, so I created this service.

My best clients could be incredibly successful if only they just had a little help guiding them along the path of making sure they had a strong website and were perfectly positioned to rank in Google.

It’s why so many of them double, or even triple leads and MQLs after working together:

📈 +2,750% MQLs for ETL Software company

📈 Launched content marketing campaign that brought in 100k site visitors, 1,000 new backlinks and $130,000 in monthly traffic value for Cloud Operations software company

📈 Led strategy for a multi-pronged SEO and content marketing campaign for an established software company resulting in +100% website traffic in only 3 months.

Growth Through Trust: Lessons from Lavender

SalesIntel — Wed, 17 Apr 2024 11:00:00 -0400

Chelsea Castle, Senior Director of Brand & Content at Lavender, has built a well-recognized brand with her team. Now, their priority is to educate the market about their product while building trust through their best community–customers!

About this Pioneer > 0:40
Biggest Challenges > 1:50
Looking Forward > 4:59
100 Pennies Game > 6:48
Final Thoughts > 12:11

View the 100 Pennies Game: Click Here!

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About this Pioneer

Journalist turned content strategist and marketer. 12+ years experience. 6x content leader.

I possess a natural flair for wearing multiple hats and working symphonically across functions to tell effective stories and make an impact. I'm a dynamic leader and enthusiastic collaborator with a reputation for sensibility, scrappiness, and a human-centric yet data-informed approach to creating engaging content that drives results and serves an audience. I've never met a spreadsheet I didn’t love, nor a mistake I haven’t learned from. Fancy myself a startup Swiss army knife.

🛠 Expertise: Content marketing, writing, editing, SEO, brand strategy, positioning, messaging, UX/UI/IA, email marketing, marketing strategy, user research, enablement, project management, and people management.

Building Brand = Building Pipeline

SalesIntel — Mon, 15 Apr 2024 11:00:00 -0400

Riley Blaisdell, Major Market Account Executive at Paycor, shares his hot take on traditional sales and marketing motions. Spoiler - they're not working! This sales professional's ideal way to generate new pipeline is by focusing on brand and quality.

About this Pioneer > 0:47
Biggest Challenges > 2:36
Looking Forward > 5:27
100 Pennies Game > 7:47
Final Thoughts > 16:24

View the 100 Pennies Game: Click Here!

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About this Pioneer

In 2013, I dove into B2B sales, mastering cold calling and scaling deals from $345 to high six to low seven figures. Unexpectedly laid off in 2022, I pivoted to tech sales. Leveraging LinkedIn, I amplified my presence, securing interviews and landing a role at Paycor. Failure is not an option—I'm determined to succeed. Off-duty, I'm a proud father, navigating life with two amazing kids. Golf has become a newfound passion, and family is everything. Join me on LinkedIn for insights and community engagement. Let's connect and make strides together! Mahalo Nui Loa.

Crafting Your Brand Voice

SalesIntel — Fri, 12 Apr 2024 11:00:00 -0400

Lex Winship, Head of Brand and Content at Loxo, is building the brand’s voice from the ground up. While she and the marketing team were brought into an organization with an established message, they quickly realized it wasn’t resonating with their audience. It was time to rebuild and reconnect with their buyers.

About this Pioneer > 1:02
Biggest Challenges > 2:40
Looking Forward > 6:21
100 Pennies Game > 8:38
Final Thoughts > 15:16

View the 100 Pennies Game: Click Here!

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About this Pioneer

I am a dynamic visionary and dedicated team player skilled in creative direction, brand strategy, leadership, copywriting, and content management. I love breathing new life into tired things and using words to compel an audience to engage/feel/give/do. I'm really good at cutting through the marketing jargon NOISE and helping you focus in on what matters most: knowing your customers (and their needs), and making sure you know how to talk about your product in a way that resonates.

In my personal life, I am a mental health advocate and a certified weirdo who loves her cats—Ethan & Pino—way too much. If I don't know you yet, I probably want to—so feel free to reach out!

Driving Revenue Growth with AI

SalesIntel — Wed, 10 Apr 2024 11:00:00 -0400

Adam Jay, CEO & Co-Founder of Revenue Reimaged, knows that traditional revenue generation methods do not work with today’s buyers! Revenue leaders need to lean into the power of AI - without sacrificing personalized, relevant messaging - to create quality pipeline.

About this Pioneer > 0:40
Biggest Challenges > 2:23
Looking Forward > 5:25
100 Pennies Game > 8:50
Final Thoughts > 12:30

View the 100 Pennies Game: Click Here!

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From Sidelines to Frontlines: Redefining B2B Sales Leadership

SalesIntel — Mon, 08 Apr 2024 11:00:00 -0400

Cynthia Handal, Head of Global Sales & Evangelism at Simera, believes sales leaders can no longer coach from the sidelines. Learn why she’s taking a hands-on approach to Simera’s sales pipeline and what strategies she’s using to expand its brand recognition and drive revenue growth.

About this Pioneer > 0:45
Biggest Challenges > 2:38
Looking Forward > 5:10
100 Pennies Game > 6:20
Final Thoughts > 11:03

View the 100 Pennies Game: Click Here!

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About this Pioneer

Experienced SAAS and B2B professional with over 12 years in sales and business development. Head of Global Sales at Simera, driving revenue growth, expanding global presence, and managing client retention. Successfully grew sales team from 3 to 32 reps, generated over $15MM in pipeline within 6 months, and launched Simera Sales Academy. Committed to mentorship for underrepresented sales professionals. Recognized as a leader in sales, recipient of Crunchbase 2023 Women in Sales and Demandbase 100 Powerful Women in Sales awards.

All-Team Alignment

SalesIntel — Fri, 05 Apr 2024 11:00:00 -0400

Nate Roybal, Director of Partnerships and Embedded Sales at Syncari, is focused on one question this year: “How do I align the whole organization to use a centralized go-to-market message?” Listen in as he explains why a core message and focused efforts could make a difference in their NRR growth.

About this Pioneer > 0:43
Biggest Challenges > 1:44
Looking Forward > 3:56
100 Pennies Game > 6:52
Final Thoughts > 12:17

View the 100 Pennies Game: Click Here!

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About this Pioneer

Nate is a dynamic B2B sales and partnership leader, recognized for transforming complex business challenges into profitable opportunities with a blend of humor, compelling customer narratives, and visionary strategy. Adept at building and scaling partnerships and sales operations from scratch, he combines over a decade of quota-carrying experience with a deep technical acumen in APIs, integration, automation, data analytics, and SaaS platforms.

In his recent roles, Nate has demonstrated exceptional proficiency in creating effective sales motions, driving revenue growth, and leading high-performing teams. His track record includes outstanding achievements such as 140% quota attainment at Syncari and leading the company’s white label product strategy.

Nate's expertise extends to building and nurturing lasting partnerships, particularly in complex, matrixed organizations, and he has a knack for crafting and executing joint marketing initiatives and collaborative articles. His skills are further complemented by his ability to navigate and leverage GSI partnerships and manage intricate sales processes within Fortune 500 companies.

Whether it's discussing the latest in technology, automation, sales strategies, or sharing insights from various tradeshows, Nate is always eager to engage and share his wealth of knowledge. If you're looking to exchange ideas or explore collaboration opportunities in these realms, feel free to connect with him.

Get Specific

SalesIntel — Wed, 03 Apr 2024 11:00:00 -0400

Tara Pawlak, SVP of Marketing at Revenue Grid, believes you can’t be everything to everybody. Efficiency for her team means prioritizing marketing efforts to specific channels and experimenting with customer persona messaging.

About this Pioneer > 0:41
Biggest Challenges > 1:50
Looking Forward > 4:22
100 Pennies Game > 7:26
Final Thoughts > 10:06

View the 100 Pennies Game: Click Here!

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About this Pioneer

A dynamic marketing executive who has over 15+ years of experience in building GTM plans alongside some fabulous driven marketers to fuel growth. My main passion within Marketing is strategy, operations, martech and of course B2B demand generation!

Bet Big, Win Pipeline

SalesIntel — Mon, 01 Apr 2024 11:00:00 -0400

Alex Bruschi, Territory Account Executive at Salesforce, is betting on one channel to drive his sales pipeline this year. While he agrees all channels in the 100 Pennies Challenge are essential for pipeline generation, he firmly believes one channel, when done well, can fuel many of the others.

About this Pioneer > 0:45
Biggest Challenges > 3:29
Looking Forward > 6:50
100 Pennies Game > 8:47
Final Thoughts > 12:04

View the 100 Pennies Game: Click Here!

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About this Pioneer

Salesforce AE, Host & Founder of Sales Stories IRL, where professional salespeople share stories about memorable buying experiences. Because we learn more by studying buyer behavior, than selling behavior.

Time to Redefine Focus

SalesIntel — Thu, 28 Mar 2024 11:00:00 -0400

Christina Brady, CEO and Co-Founder of Luster, is hyper-focusing her team. Christina says past quarters may have felt like a year of plenty, but now it's time to redefine what focus means in B2B SaaS to create longevity for your organization.

About this Pioneer > 0:43
Biggest Challenges > 2:46
Looking Forward > 5:17
100 Pennies Game > 7:40
Final Thoughts > 11:05

View the 100 Pennies Game: Click Here!

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About this Pioneer

With 16+ years of overall SaaS sales experience, covering both land and expand strategies and teams, and 10+ years of executive leadership in the SaaS space, Christina has a proven track record of leading individuals and organizations to growth & profitability through creative, scalable, and targeted strategy. As a former artist, musician, and improv performer, she has a genuine passion for building culture, coaching & developing leaders, and producing top-performing Sales and CS teams across small to enterprise organizations. Christina uses her experience, data driven approach, and people first mentality to revolutionize how revenue teams practice and ingrain learning, skills, and ongoing development. On a daily basis, she is energized by the opportunity to help companies of all sizes grow and make a worldly impact.

Scaling Predictably

SalesIntel — Tue, 26 Mar 2024 11:00:00 -0400

Evan Lee, Head of Partnerships & Business Development at Motion, has more inbound than outbound leads due to all the community work done. Now, it's time to harvest demand to scale the company predictably.

About this Pioneer > 1:02
Biggest Challenges > 3:24
Looking Forward > 6:15
100 Pennies Game > 9:49
Final Thoughts > 14:00

View the 100 Pennies Game: Click Here!

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About this Pioneer

Evan's technical expertise is in creative strategy. He has helped two companies go from $1mm to $4mm in 1 year. Evan has worked with some of the largest brands in dtc. Currently, he is at Motion. Motion is a creative analytics platform used by ecom and DTC brands like Vuori, True Classic, The Farmer’s Dog, HexClad, and hundreds more. We bridge the gap between media buyers and creative teams with fast, visual reporting for your Meta, TikTok, and YouTube ads. Our customers have used Motion to analyze over $3B in media spend.

Test Everything

SalesIntel — Thu, 21 Mar 2024 11:00:00 -0400

Jane Serra, VP of Marketing at Wrk, and her team are embracing the mantra, 'test everything.' While Jane is spending her pennies in multiple channels, she is staying focused on two go-to-market areas.

About this Pioneer > 0:34
Biggest Challenges > 2:07
Looking Forward > 4:04
100 Pennies Game > 5:59
Final Thoughts > 9:21

View the 100 Pennies Game: Click Here!

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About this Pioneer

Jane Serra is a marketing executive with over 17 years of experience leading B2B marketing teams across demand generation, brand, product, and partner marketing. She is passionate about building high performing, collaborative marketing teams from the ground up. Jane created and hosts the popular podcast Women in B2B Marketing, with the goal of getting more women on mics and stages. She's also a toddler mom and hopes to one day speak more than 1.5 languages.

Pioneering Go-to-Network

SalesIntel — Tue, 19 Mar 2024 11:00:00 -0400

Blake Williams, Founder at Growth Story, is creating a new approach to partner marketing. He shares how the power of the individual makes more of an impact than we previously believed.

About this Pioneer > 0:39
Biggest Challenges > 1:50
Looking Forward > 2:49
100 Pennies Game > 6:04
Final Thoughts > 10:06

View the 100 Pennies Game: Click Here!

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About this Pioneer

Blake Williams is the founder of GrowthStory AI, a father of four girls, an Army veteran. He’s invested in Ai that helps businesses create content with people their future buyers already trust He holds multiple advisor roles with businesses like Usercentrics, Crossbeam, Nuon.co, PartnerOutreach.io, and others on operationalizing partner and ecosystem led growth strategies to drive pipeline and revenue growth.

Pioneering the Sendfluencer

SalesIntel — Tue, 12 Mar 2024 11:00:00 -0400

Katie Penner, Head of Sender Relations at Sendoso, is pioneering a new approach to influencer marketing. The sendfluencer.

About this Pioneer > 0:31
Biggest Challenges > 2:31
Looking Forward > 5:22
100 Pennies Game > 9:36
Final Thoughts > 13:33

View the 100 Pennies Game: Click Here!

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About this Pioneer

Katie Penner is the Head of Sender Relations at Sendoso, where she has distinguished herself through her innovative approach to social content, direct marketing programs, and her role as chief evangelist. Her journey at Sendoso, spanning over three years, shows a rapid ascent from roles in sales development and strategy to leading sender relations. Katie’s passion for empowering businesses to leverage direct mail for impactful engagement has been a cornerstone of her success.

Engaging the 95%

SalesIntel — Tue, 12 Mar 2024 11:00:00 -0400

Udi Ledergor, Chief Evangelist at Gong, kicks off our series by sharing how 2023 experiences are shaping Gong’s 2024 go-to-market strategy. Udi says it’s all about “engaging the 95%.”

About this Pioneer > 0:49
Biggest Challenges > 2:56
Looking Forward > 7:46
100 Pennies Game > 11:12
Final Thoughts > 17:52

View the 100 Pennies Game: Click Here!

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About this Pioneer

Udi Ledergor is a five-time Marketing leader at B2B start-ups and currently the Chief Evangelist at Gong.

As Chief Evangelist, Udi oversees Gong’s market leadership through new product launches and thought leadership. On his journey from Marketer #1 to Gong’s Chief Marketing Officer, he led the creation of the revenue intelligence category, pioneered an iconic, human-centric brand, and led Gong’s Marketing efforts from zero to hundreds of millions in revenue.

Passionate about startups and brands during the day, whisky, music, and social activism at night, Udi is also an author, speaker, mentor, angel investor, board member, and advisor based in San Francisco.