Podcast Episodes
Back to SearchWhy Strategic Account Selling Still Comes Down to Value and Alignment with Jane Thompson
Strategic accounts expose where most sales approaches break down, especially when technical capability fails to connect to enterprise-wide value. In …
4 months, 2 weeks ago
How AI Is Rewriting the Sales Playbook and Raising the Bar on Human Performance with Alex Varel
AI is shifting from model development to real-world usage, exposing a new bottleneck that most sales teams are not prepared to understand or sell aga…
4 months, 3 weeks ago
Why Pipeline Generation Fails Before the First Call with Christopher Vick
Today, a segment from our episode on pipeline generation and building a repeatable revenue system with Christopher Vik, VP EMEA at Samsara and former…
4 months, 4 weeks ago
Why Sales Execution Wins in an AI-First World with Brian McCarthy, President of Global Revenue and Field Operations at Cursor
PLG can create explosive growth, but it can also mask fundamental gaps in execution, capacity, and long-term durability. As AI-native companies scale…
4 months, 4 weeks ago
Why Preparation Separates Top Performers from Everyone Else with John Rowell
Preparation does not become less important as sellers gain experience. It becomes more visible as a differentiator. In this replay segment with John …
5 months ago
Sales as the System and Why Founders Must Own the Problem with Lou Shipley
Most companies don’t fail because of product, they fail because they never build a clear, repeatable sales system around a problem that actually matt…
5 months, 1 week ago
The Feature Trap: Why Enterprise Buyers Don’t Care with John Donnelly
Today, we’re revisiting a segment from our episode on selling enterprise software and connecting technical capabilities to business outcomes with Joh…
5 months, 1 week ago
Aligning Pipeline to Ideal Customer Profile with Dan Sperring
Most revenue teams believe they have a definedIdeal Customer profile (ICP), but the reality is far less precise, with the majority of pipeline often …
5 months, 2 weeks ago
How Usage Signals Redefine the Sales Motion with Dan Fougere
Today, we’re revisiting a segment from our episode on Product-Led Growth and modern sales playbooks with Dan Fougere. Dan is the former Chief Revenue…
5 months, 2 weeks ago
The Discipline Behind Scaling from PLG to Enterprise with Sahir Azam
High-growth companies demand constant reinvention, yet most leaders underestimate how deeply roles, go-to-market models, and buyer behavior evolve ov…
5 months, 3 weeks ago