The GTM Science Podcast
The systems behind repeatable revenue.
Weekly interviews with the CROs, RevOps leaders, and founders who’ve actually built go-to-market engines that work. No hype. Just the mechanics.
Just published
How Abridge Built an AI-Powered Enterprise Sales Engine with Jeremy Von Halle
Jeremy Von Halle on how Abridge built an AI-powered enterprise sales engine for 300 health systems with centralized AI tools, call intelligence, and depth-first account engagement.
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62 min
Why Doesn’t Anybody do Outbound for Pizza?
Eddie Reynolds and Rachael Bueckert explain why a pizza delivery call is better outbound than most B2B teams, breaking down six problems killing outbound effectiveness.
72 min
Untangling 24 Acquisitions and $5M in Software Waste at Mitratech with Britni Borrelli
Britni Borrelli on untangling 24 acquisitions, consolidating $5M in software waste, and implementing AI without garbage data at Mitratech.
64 min
The Pipeline Management Framework v3.0
Eddie Reynolds and Rachael Bueckert explain why pipeline management, not lead generation, is the real bottleneck and how to fix it with their v3.0 framework.
29 min
Epic Events Guest Episode: Why Your Events Aren’t Driving Revenue (And What Your GTM Strategy Is Missing)
Eddie Reynolds explains why events don't drive revenue: skip ICP definition and buyer personas at your peril. Master the GTM foundations first.
61 min
Do We Ever Need to Log Into Salesforce Again? Headless 360 for GTM
Gerry Marletta explains how Salesforce Headless 360 and AI eliminate the need to log into Salesforce, extract call data automatically, and deliver GTM outcomes without data cleanup.
59 min
What’s Actually Working in Outbound Right Now with John Barrows
John Barrows on what's actually working in outbound now: we're still in AI's efficiency phase, not the results phase. Real wins require foundational work.
51 min
Your Partner Program Is Targeting the Wrong People
Eddie Reynolds reveals the three criteria that predict whether a partner will deliver deals. Learn how to define an Ideal Partner Profile and operationalize it for revenue.
51 min
Defining Your Ideal Partner Profile
Eddie Reynolds on defining your ideal partner profile with three non-negotiable criteria that separate partners who send deals from those who waste your time.
59 min
$20M to $650M: How Carta Kept Growing When the TAM Ran Out with Jeff Perry
Jeff Perry, Carta CRO, on scaling from $20M to $650M by building new revenue lines when core TAM runs out, avoiding specialization mistakes, and turning $50K customers into $1M through cross-sell.
57 min
The AI-Driven Continuously Self-Improving ICP
Eddie Reynolds on turning your ICP from a static doc into a living system that sharpens every quarter, with continuous AI-driven improvement loops and human judgment.
48 min
How Miro Rebuilt GTM Around Renewals, ICP, and Value Selling with Sangeeta Chakraborty
Sangeeta Chakraborty, former CRO of Miro, explains how she rebuilt GTM around renewals, ICP, and value selling to turn usage metrics into sustainable revenue.
How Deep the CRM Data Problem Actually Goes with Anders Krohn
Anders Krohn, CEO of Kernel, reveals that 86% of CRM records have entity data errors, blocking AI and territory planning. Why fixing the data foundation matters most.
How to Sell in a Buyer-Controlled World with Doug Landis
Doug Landis on selling in a buyer-controlled world: how AI-powered invisible evaluations demand a shift from sales stages to situational fluency.
52 min
The Operating Discipline Behind HockeyStack’s AI Motion with Emir Atli
Emir Atli, CRO of HockeyStack, shares how to build AI outbound motions from first principles, delegate experiments correctly, and scale revenue 4.5x in one year.
46 min
Selling AI Guest Episode: AI Can Finally Kill CRM Data Entry. That Might Be the Problem.
Eddie Reynolds on why CRM implementations fail before they start, how AI can automate data entry without killing strategic thinking, and why deal qualification separates top from struggling reps.
53 min
Why Most GTM Reporting is Useless
Eddie Reynolds and Rachael Bueckert explain why most GTM reporting is useless and what it takes to build data you can actually trust.
46 min
Find the Revenue Hiding Inside Your GTM Ops with Betsy Matthies
Betsy Matthies reveals how to find hidden revenue inside GTM ops: reinvestment models, 145% AI efficiency, and turning failing P&Ls into market leaders in 12 weeks.
54 min
The AI Mistakes CROs Keep Making with Jonathan Kvarfordt
Jonathan Kvarfordt, CEO of GTM AI Academy, on why CROs optimize for sellers instead of buyers—and why that kills AI ROI. Friction-map first.
53 min
How Steven Birdsall Built a €1B Business Inside SAP When Everyone Said It Would Fail
Steven Birdsall built a €1B business inside SAP by packaging complexity into ten-week implementations. Learn how he turned internal skepticism into pull demand.
53 min
CRO Stories: Good Revenue, Bad Revenue, and the Churn That Helps You Grow with Jackie Rousseau-Anderson
Jackie Rousseau-Anderson, CRO of InformData, on shedding bad revenue, rebuilding GTM around profitability, and driving NRR above 110% through intentional churn.
49 min
CRO Stories: How AI Delivered 3x ARR Per Rep at QuotaPath with Ryan Milligan
Ryan Milligan, CRO at QuotaPath, shares how AI tripled ARR per rep by automating non-selling work, not replacing sales reps. Learn how Momentum and Dust drive efficiency.
55 min
CRO Stories: 30% Higher ACV by Fixing Foundations and Layering AI with Duane Dufault
Duane Dufault, CRO of Time Doctor, shares how fixing trial registration, attribution, and lead routing drove 30% ACV growth and cut sales cycles 30-40 days before layering AI.
57 min
Why AI Won’t Fix a Broken Go-to-Market Engine with Sangram Vajre
Sangram Vajre on why 99% of companies use AI for efficiency instead of effectiveness, and why broken go-to-market foundations can't be fixed by technology.
65 min
Optimizing Customer Expansion for B2B SaaS
Eddie Tormanen breaks down how B2B SaaS companies should systematically optimize customer expansion instead of treating it as an accidental byproduct of good relationships.
38 min
CRO Stories: How Fixing Segmentation Drove a 23% Win Rate Increase with Michael Maimone
Michael Maimone, CRO at Lucid Link, shares how rebuilding segmentation and ICP from first principles drove a 23% win rate increase and 20% higher ASPs.
68 min
The Woman who Coined SaaS Says the Model is Breaking
Amy Konary, who coined SaaS, explains why the extractive pricing model is breaking and how symbiotic business models create lasting recurring revenue.
46 min
How to Quantify the ROI of Customer Success with Ben Murray
Ben Murray, The SaaS CFO, explains how to quantify customer success ROI: the formula for comparing CS investment against retention revenue saved, and how CFOs actually evaluate the pitch.
54 min
CRO Stories: The GTM Systems Behind Docebo’s $230M Revenue Engine with Mark Kosoglow
Mark Kosoglow, CRO of Docebo ($230M ARR), on building predictable revenue systems: forecasting rigor, signal-based outbound, and why most CROs ignore post-sales.
52 min
CRO Stories: Building a Relationship-Led GTM Engine with Jessica Robertson
Jessica Robertson, CRO of Orb, on building a relationship-led GTM engine from zero and why human connections outperform cold outreach at scale.
How CROs and GTM OPs Analyze Metrics to Improve Revenue
Eddie Reynolds shares how CROs and GTM ops leaders analyze metrics to improve revenue: start with process, not dashboards; validate data quality first; segment aggressively.
53 min
FP&A Today Guest Episode: Building back Trust Between CFOs and CROs
Eddie Reynolds on why CFOs struggle to trust CRM pipelines, how Salesforce forecast within 5% at 30% growth, and why most SaaS companies hit a wall at 50-100M revenue.
55 min
What to Do When Your SDR Team Isn’t Working
Eddie Reynolds explains why SDR teams fail and how to diagnose the real problem before firing leaders or changing tools. Process execution, not people, is usually the issue.
62 min
CRO Stories: Competing, Scaling, and Making Enterprise Bets with Stevie Case
Stevie Case, CRO of Vanta, on scaling enterprise from startup-only to full trust platform, managing to max outcome, and why human SDRs beat AI in the age of noise.
67 min
The State of GTM in 2026
Eddie Reynolds and Rachael Bueckert break down seven 2025 go-to-market reports: 87% missed revenue targets, 70% sellers missed quota. Winners have AI-ready fundamentals.
69 min
CRO Stories: Scaling Through Channel Sales with Anthony D’Angelo
Anthony D'Angelo on how to scale channel sales with CRO-level rigor. From 25% to 50%+ win rates, $610M exits, and why most programs fail.
56 min
CRO Stories: Capital Allocation Tactics with CMO-Turned-CRO Andrea Kayal
Andrea Kayal, CRO of Help Scout, on capital allocation, win rate as the primary lever, and how five product features moved win rate four points.
59 min
How ZoomInfo Re-Engineered GTM to Shift Upmarket with James Roth
James Roth, CRO at ZoomInfo, shares how they shifted GTM from 50/50 SMB-upmarket to 70/30 upmarket, rebuilt outbound using AI signals, and increased conversion rates 25 points without adding headcount.
The GTM Diagnostic Framework
Eddie Reynolds and Rachael Bueckert introduce the GTM Diagnostic Framework: a 28-question assessment to identify go-to-market bottlenecks, prioritize fixes, and build a 90-day action plan.
66 min
CRO Stories: Scaling, Pivoting, and Leading Through Change with Bridget Winston
Bridget Winston, CRO of PatientNow, on scaling Chief 13x: ICP is everything—and most companies haven't gone deep enough into unit economics and retention.
62 min
The GTM Efficiency Pyramid Framework v3.0
Eddie Reynolds shares the GTM Efficiency Pyramid Framework v3.0: a four-layer maturity model spanning seven go-to-market domains to prioritize what to fix first.
The GTM Ops First 90 Days Playbook
Eddie Reynolds and Rachael Bueckert share the GTM Ops first 90 days playbook: how to pick one priority, avoid boiling the ocean, and prove operational change works.
54 min
How to Drive Real Revenue Through Salesforce
Eddie Reynolds on why Salesforce fails: it's not the tool, it's executive commitment. Drive real revenue through process discipline, pipeline quality, and adoption.
51 min
CRO Stories: The Investments and Priorities That Took Owner.com to $60M ARR with Kyle Norton
Kyle Norton, CRO of Owner.com, shares how data-driven coaching and early operational investments scaled the company from $2M to $60M ARR in three years.
64 min
How to Optimize Marketing-Generated Revenue
Eddie Reynolds and Rachael Bueckert on how to optimize marketing revenue: attribution, CAC payback, segmentation, pipeline council, and go-to-market roadmaps.
39 min
CRO Stories: Creating a Culture of Innovation Using AI with Jody Geiger
Jody Geiger explains why AI-driven GTM success requires systems thinking and trust before speed, not tools before discovery. Learn the framework winning teams use.
44 min
The State of GTM AI with Craig Rosenberg
Craig Rosenberg on why 85% of GTM teams see AI benefits but struggle with revenue impact. Discover phase-two use cases driving 3x-5x pipeline lift.
48 min
The ROI of GTM Ops
Eddie Reynolds on the ROI of go-to-market ops: why measuring improvement is hard when your baseline is broken, and how to make the financial case to your CFO.
41 min
How to Get Better Visibility into Your Metrics Fast
Eddie Reynolds explains how to get visibility into go-to-market metrics fast using proxy measurements while building sustainable systems for long-term accuracy.
47 min
CMO Stories: Building a Microsegmentation Engine with Kathleen Booth
Kathleen Booth on building microsegmentation engines: ungated pillar content, AI-powered enrichment, and why humanity beats bots in B2B GTM.
54 min
The 9 Step Process for Improving Lead Conversion
Eddie Reynolds reveals the 9-step framework to diagnose why most inbound leads never convert into pipeline—and how to fix it through operational rigor, not lead quality alone.
50 min
From RevOps to CEO: What RevOps Can Learn to Grow Into the C-Suite with Scott Sutton
Scott Sutton, CEO of Later, shares how RevOps leaders can advance to the C-suite by mastering instrumentation, measurement, and systemic thinking in go-to-market operations.
64 min
Measuring CAC Payback by Lead Type/Channel: Put Your Attribution Data to Work
Eddie Reynolds on measuring CAC payback by channel: why blended metrics hide what's working, how to calculate by segment, and when to double down vs. cut.
48 min
Mastering ICP: Understanding Our Customers Better with Data with Brady Jensen
Brady Jensen, CEO of Clear Go to Market, reveals why your ICP is too broad and how to validate it by talking to real prospects. Learn the criteria and process to narrow your customer focus.
56 min
Building the Foundation for AI in GTM
Eddie Reynolds explains why Sastra's AI SDR succeeded where others fail: hyper-segmentation, clean data, documented processes, and human review. A foundational blueprint for AI in GTM.
54 min
CRO Stories: How Datarails Grew 90% in New Sales YoY with Aviv Canaani
Aviv Canaani, CRO of Datarails, shares how he grew new sales 90% YoY and built predictable revenue by flipping from 95% outbound to 95% inbound—and why AEs should never prospect.
52 min
What It Really Costs to Grow: Benchmarking GTM Efficiency
Eddie Reynolds breaks down the Go-to-Market Efficiency Ratio, revealing why CROs get fired despite hitting targets and what it really costs to scale.
59 min
The Best Use Cases for AI in GTM
Eddie Reynolds and Rachael Bueckert on the real AI use cases that work in GTM: co-pilots, not autonomous systems. Without strong foundations, AI amplifies dysfunction.
63 min
How to Get Quick Hits in GTM Ops and RevOps
Eddie Reynolds shares how to deliver quick GTM wins in 30-90 days using the Go to Market Efficiency Pyramid and Decision Tree frameworks—including a real client case of 0.2% to 5% conversion lift.
50 min
Why Your MQLs Aren’t Converting
Eddie Reynolds breaks down why MQLs aren't converting: it's either poor leads or a broken follow-up process. See the 2,500% conversion rate increase case study.
51 min
The Unblended Funnel: Why Targets Get Missed when Dashboards Look Great
Eddie Reynolds on why blended funnels mask revenue truth: dashboards look great while targets get missed. Unblend by segment to find what actually drives growth.
45 min
The GTM Ops Decision Tree
Eddie Reynolds breaks down the GTM Ops Decision Tree: a prioritization framework for revenue leaders to choose between new business and retention, then pipeline generation vs. management—backed by real Salesforce case studies.
79 min
The Pipeline Management Framework: How to Close More of the Deals You’re Already Working
Eddie Reynolds explores why most sales teams fail at pipeline management, and how Union Square Consulting's Pipeline Efficiency Pyramid fixes messy pipeline to close more and bigger deals faster.
51 min
The AI-Powered 10x AE with Hayes Davis
Hayes Davis on how AI, better account targeting, and ruthless pipeline discipline can drive 10x AE productivity without replacing the human sales rep.
71 min
We Missed Our Target. Again. Now What?
Eddie Reynolds explains how revenue leaders should audit strategy, process, and execution to turn mid-year target misses into growth opportunities.
42 min
CRO Stories: Navigating Change and Category Creation with Walnut CRO Catie Ivey
Catie Ivey, CRO of Walnut.io, shares how frameworks (not playbooks) drive go-to-market success and the unique challenges of building revenue engines in new product categories.
46 min
Pipe Gen 2.0: Why the Current Pipeline Generation Model isn’t Working
Eddie Reynolds on why MQLs are broken for modern pipeline generation. Learn account-stage metrics, post-purchase pipeline, and how to operationalize Pipe Gen 2.0.
48 min
What Every CRO Needs To Do in the First 6 Months of a New Role
Warren Zenna reveals how new CROs should spend their first 6 months: pre-hire alignment, stakeholder conflict resolution, and building a revenue system instead of just running sales.
60 min
The GTM Metrics and Insights Framework: A Path to Predictable Growth
Eddie Reynolds breaks down the go-to-market metrics framework: five categories of metrics, why process and data accuracy matter, and how to build predictable, efficient revenue engines.
44 min
The Annual Planning Framework for B2B SaaS
Eddie Reynolds and Rachael Bueckert break down the annual planning framework for B2B SaaS: validating targets, bottoms-up forecasting, capacity planning, and continuous execution.
65 min
The Allbound ABM Framework: Why There’s No Difference Between Outbound and Inbound
Eddie Reynolds on why inbound and outbound are the same motion. Learn the Allbound ABM Framework for unified, data-driven pipeline generation.
54 min
The Extinction of RevOps and The Rise of GTM Engineering with Toni Hohlbein
Toni Hohlbein on why Revenue Operations stagnates while Go-to-Market Engineering rises: technical skills redirected from CRM administration to direct revenue generation.
69 min
Mastering the Outbound Efficiency Framework
Eddie Reynolds shares Union Square Consulting's Outbound Efficiency Framework: proven strategies for targeted prospecting, capacity planning, and revenue-focused sales optimization beyond automation hype.
78 min
Using the GTM Efficiency Pyramid to Prioritize GTM Projects for the Quickest Impact
Eddie Reynolds' Go-To-Market Efficiency Pyramid helps CROs prioritize GTM fixes for fastest revenue impact. Build fundamentals before buying tools.
1 min
We’ve Rebranded to GTM Science—Here’s Why!
Eddie Reynolds explains GTM Science's rebrand from RevOps Corner: moving beyond system tools to comprehensive, scalable revenue engine strategy and process design for B2B SaaS.
44 min
CRO Stories: Using Data and Strategy to Succeed as a CRO with JD MIller
JD Miller, former CRO at Kantata, shares how data-driven strategy and transparent board communication separate CROs who survive from those fired in 18 months.
38 min
How to Create a Bottoms Up Plan
Eddie Reynolds on how to create a bottoms-up growth plan that aligns ambitious targets with realistic team capacity, sales cycles, and conversion rates.
53 min
CRO Stories: How CROs Can Thrive in Their New Role with Warren Zenna
Warren Zenna explains how CROs can thrive in their role and the critical mistakes companies make when hiring them—starting with confusing the CRO title with sales leadership.
14 min
How to Generate More Expansion Pipeline
Eddie Reynolds on operationalizing expansion pipeline: segment healthy customers by industry and role, research their business, bring a unique point of view to unlock expansion revenue.
50 min
Increasing Outbound Success Rates using Inbound-Led Outbound with Adam Robinson
Adam Robinson on inbound-led outbound: how to fix abysmal response rates by leveraging LinkedIn thought leadership, anonymous visitor identification, and warm sequencing.
46 min
Finding an Alternative to the MQL with Andrew Nadeau
Andrew Nadeau on rethinking MQLs: MQLs aren't dead, but traditional scoring is broken. Use intent signals, Salesforce campaigns, and lead-to-account matching instead.
49 min
Combining Inbound and Outbound for the Most Effective Customer Gen Strategy with Jim Wilson
Jim Wilson of Costanoa Ventures on blending inbound and outbound strategy: prioritize quality accounts, integrate teams, and let salespeople own prospecting and messaging for maximum pipeline.
43 min
How to Improve Lead Qualification and Routing with Mallory Lee
Mallory Lee reveals how to optimize lead qualification and routing to improve CAC and close rates, moving beyond the broken MQL process.
75 min
Evolving and Adapting Modern Outbound Strategies with Collin Cadmus
Collin Cadmus on evolving modern outbound sales: how to build SDR teams, align marketing, and adapt playbooks when buyer behavior and technology shift.
45 min
Running a Pipeline Council to Maximize Pipeline Growth with Mallory Lee
Mallory Lee explains Pipeline Councils: cross-functional meetings that close alignment gaps, surface incentive clashes, and drive pipeline growth in B2B SaaS.
49 min
What a CFO Expects From RevOps with Ben Murray The SaaS CFO
Ben Murray, The SaaS CFO, explains why customer success ROI is harder to calculate than new business, and shares a simple framework for proving CS payback to your CFO.
51 min
Building a Repeatable Sales Motion with Liam Mulcahy
Liam Mulcahy from Kleiner Perkins on building repeatable sales motions: hire strong reps first, establish clear sales processes with exit criteria, use data to guide territory assignment, and avoid over-automation that wastes rep time.
24 min
Outpacing Churn w/ Tom Boston on No Nonsense Sales
Eddie Reynolds, CEO of Union Square Consulting, explains how to define leads, align sales and marketing, and use data to drive revenue and reduce churn.
50 min
GTM Best Practices from Insight Partners with Jeremy Donovan
Jeremy Donovan, EVP of RevOps at Insight Partners, shares data-driven GTM best practices from the Needles and Haystacks study. Top performers focus on discipline and alignment, not rigid process.
51 min
Refine Labs’ Attribution Measurement Framework with Megan Bowen
Megan Bowen, CEO at Refine Labs, explains hybrid attribution: combining software-based tracking with self-reported data to measure marketing's true impact on B2B SaaS revenue and pipeline.
54 min
How to Launch ABM with Andrei Zinkevich from Fullfunnel.io
Andrei Zinkevich from Fullfunnel.io reveals how to launch ABM with minimal resources by focusing on the right accounts and collapsing inbound and outbound into one unified motion.
51 min
The Death of the MQL with Renee Cohen
Renee Cohen on why MQLs persist despite years of criticism, how to build warm account lists using owned intent data, and designing inbound-outbound strategies for efficient B2B SaaS lead generation and routing.
50 min
Optimizing the Outbound Process with John Barrows
John Barrows on operationalizing outbound in 2024: skip the AI shortcut, define your ICP ruthlessly, and show buyers you actually give a shit about their time.
37 min
Driving Growth with Customer Success w/ Janis Zech on RevOps Lab
Eddie Reynolds of Union Square Consulting shares how to build a customer success motion focused on net revenue retention, health scoring, and strategic account expansion.
20 min
RevOps & Go-to-Market Strategy w/ Jeff Ignacio at The RevOps Review
Eddie Reynolds on RevOps strategy: why most companies lack basic go-to-market fundamentals, and how end of cheap capital reshapes sales org structure and profitability focus.
55 min
Hiring Sales Leaders From $10M to $100M ARR with Tony Rodoni
Tony Rodoni on hiring sales leaders from $10M to $100M ARR: when to hire from big companies, what skills matter at each level, and how to scale playbooks.
49 min
Finding and Using Attribution Data From the Dark Funnel with Kerry Cunningham
Kerry Cunningham of 6sense explores dark funnel attribution in B2B SaaS. Learn why buyers are 70% through their journey before contacting vendors and how to track invisible buying signals.
33 min
Using RevOps to Improve Customer Experience w/ Sean Sullivan at Converge Coffee
Eddie Reynolds, Union Square Consulting CEO, explains how to use RevOps to improve customer experience, retention, and expansion by aligning strategy, process, and technology.
46 min
What a Unicorn Knows with Insight Partners’ Pablo Dominguez
Pablo Dominguez, Operating Partner at Insight Partners, shares the five pillars of unicorn companies from his book "What a Unicorn Knows": strategic focus, experimentation, process, and culture.
50 min
RevOps Live #24 – Hacks to Make Retention Easier
Eddie Reynolds and Joel Arnold share RevOps best practices for retention. Learn handoffs, kickoff processes, and how to maintain customer trust from sales through onboarding and beyond.
43 min
How to Improve Revenue Efficiency During a Bear Market with Eddie Reynolds
Eddie Reynolds on revenue efficiency in downturns: analyze funnel leaks, fix broken processes, and outcompete rivals by spending wisely, not cutting indiscriminately.
53 min
RevOps Live #23 – Revenue Efficiency Pyramid for Marketing
Eddie Reynolds and Joel Arnold explore the Revenue Efficiency Pyramid for marketing: pricing governance, ICPs, customer journey mapping, CRM integration, and attribution strategy.
49 min
RevOps Live #22 – How We Tripled Sales Efficiency in an Economic Downturn
Joel Arnold, VP of Revenue Operations, reveals how capacity models and strategic cost-cuts tripled sales efficiency during the 2020 downturn. A RevOps playbook for sustainable growth.
52 min
RevOps Live #21: Achieving Sales & Marketing Alignment – Tactical Tips for Improving Performance
Eddie Reynolds and Joel Arnold break down sales-marketing alignment mechanics: lead value by channel, simple attribution models, and why response speed to hand-raisers matters most.
56 min
RevOps Live #20 – The Real ROI of RevOps
Joel Arnold, VP of RevOps, reveals why RevOps maximizes enterprise value beyond revenue growth and delivers 30X ROI through the Rule of 40 framework.
56 min
RevOps Live #19 – Building Better Territories
Joel Arnold, VP of RevOps at Union Square Consulting, reveals how to build data-driven sales territories that maximize efficiency, reduce fighting, and align reps with high-propensity-to-buy accounts.
53 min
RevOps Live #18 – Stop the Daily Fire-Drills in RevOps
Joel Arnold, VP of RevOps at Union Square Consulting, reveals how to escape daily fire-drills through Kanban boards, prioritization frameworks, and strategic roadmapping to enable RevOps teams to be strategic, not reactive.
84 min
RevOps Live #11 – Leverage Data to Build Realistic Revenue Plans with Toni Hohlbein
Toni Hohlbein on why RevOps is struggling to become strategic and how go-to-market engineering changes the value equation for revenue operations teams.
59 min
RevOps Live # 10 – How Should RevOps Plan for a Recession with Doug Landis
Doug Landis on how AI-enabled buyer research is killing the old sales process. Learn situational fluency, belief-driven selling, and how to adapt for the buyer-controlled cycle.
54 min
RevOps Live #8 – When to Invest in Inbound vs. Outbound with Channing Ferrer
Channing Ferrer shares how to analyze pipeline data to decide whether to invest in inbound or outbound sales. Focus on conversion rates, not MQL volume, to drive revenue.
51 min
RevOps Live #7 – How Marketing Ops Fits Into RevOps with Mallory Lee
Mallory Lee explains how pipeline council meetings align sales, marketing, and CS leaders to solve pipeline gaps and drive revenue predictability.
76 min
How to Build a Sales Pipeline, Get Reliable Data & Create Effective Salespeople with Gerry Marletta
Gerry Marletta on how AI and Salesforce Headless eliminate manual CRM entry, improve pipeline visibility, and let teams skip lengthy data cleanup cycles.
84 min
RevOps Live #6 – How to Align RevOps with Leadership with Kevin Mulrane
Kevin Mulrane, 7-time CRO, and Eddie Reynolds on how RevOps earns a seat at leadership by delivering insights, acting as a neutral third party, and aligning strategy with data.
70 min
RevOps Live #5 – The Art and Science of Sales Forecasting with Rob Levey
Rob Levey (Monotype VP RevOps) on sales forecasting: accurate data beats complex models. Focus on stage, close date, value, then apply weighted conversion rates.
85 min
RevOps Live #3 – Revenue Data Analytics – How to Trust Your Data with Scott Stouffer
Scott Stouffer (scaleMatters) explains how B2B revenue teams waste 30-50% of budget and the three barriers preventing trustworthy revenue data and insights.
68 min
Common Pitfalls & Key Insights for B2B Revenue Teams with Scott Stouffer
Scott Stouffer on RevOps pitfalls: most B2B revenue teams waste 30-50% of sales and marketing spend due to poor data, misaligned strategy, and over-hiring without system efficiency.
64 min
RevOps Live #1 – When to start building RevOps in a Startup with Kevin Mulrane
Kevin Mulrane, 7-time CRO, shares when and how early-stage SaaS should hire RevOps: earlier than you think, and focused on building foundation processes that align sales, marketing, and CS.
50 min
Early-Stage Go-To-Market Strategy with Liz Christo of Stage 2 Capital
Liz Christo of Stage 2 Capital on building scalable go-to-market playbooks using leading indicators and data-driven ICP validation post-product-market fit.
49 min
How & Why CROs Leverage RevOps with Channing Ferrer
Channing Ferrer, CRO at BuiltIn, on how top revenue leaders blend operations with strategy using layered data and storytelling to drive rep productivity.
48 min
Product-Led Growth & Revenue with Breezy Beaumont
Breezy Beaumont, Head of Growth at Correlated, explains product-led growth strategy, PQL scoring, and why PLG is becoming the default go-to-market motion for B2B SaaS.
51 min
How Early Stage Companies Build Revenue Operations with Doug Landis of Emergence Capital
Doug Landis on how AI-enabled buyer research has shifted sales from linear process to situational fluency. Learn how sellers must interpret buyer situations rather than force them through stages.
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