Episodes
245 episodes, by the week they came out · page 2 of 11
Week of 10 August 2026 5 Read the briefing
Sales Millionaires Are Back… Wasn't AI Supposed to Destroy This Job?!
Top enterprise account executives are now paid about $200,000 salary, $200,000 variable comp and up to $500,000 in equity at sign-on.
Reps Who Skip the Story Lose the Deal with Rob Potter
A customer story runs from the buyer's problem through implementation to an outcome that raised the buyer's standing with leadership.
SPOTLIGHT: He Said No to Bad-Fit Customers. Growth Got Better. | Snehal Nimje, CEO & Co-Founder @ Outdoo
Enterprise buyers in regulated sectors screen vendors on SOC 2, HIPAA, encryption and LLM hosting before they will run a proof of concept.
Headless AI vs. CSP: Where CS Insights Should Live ft. Mark Vovsi (Proofpoint)
Data hygiene has been a bigger blocker than AI in Proofpoint's CS transformation.
Booking.com CEO on AI and the Future of Travel
Fogel treats total travel volume, not reported revenue, as the measure of Booking's scale, because agency-model accounting books only the commission as revenue.
Week of 3 August 2026 5 Read the briefing
The (Painful) Pivot To AI-Native: What They Don't Tell You | CEO @ Mutiny, Jaleh Rezaei
Running a zero-to-one AI build and a scaled SaaS business at the same time was impossible for Mutiny because they require opposite leadership styles.
The Hard Moments That Build a CEO with Mark Thurmond
After the Qlik exit, Mark chose a COO role at a startup under Ben Nye over bigger public-company CRO offers, because he expected to learn more.
E72: I Collapsed My GTM Org Chart. This Is Why | Ian Tickle, CRO @ Freshworks
Ian Tickle estimates Freshworks' GTM redesign took 8-12 weeks of design and about five to six months end to end, but only a couple of weeks to deploy.
He Cut Exec Prep From 4 Hours to 10 Minutes ft. Simon Farthing (Bloomreach)
Unmanaged AI tool sprawl across go-to-market teams made results inconsistent and unmeasurable.
How to Stand Out in a Crowded CS Hiring Market (Without a CS Background) ft. Katy Bone (Gainsight)
Relationship building with insurers and clinicians got her eating disorder clients about 45 days of residential program coverage, against an industry standard of 30.
Week of 27 July 2026 5 Read the briefing
Meet The World's Most Advanced AI Sales Team | Amanda Kahlow, Founder & CEO @ 1mind
Bottom-up AI adoption, where everyone is told to be more efficient, produces low-quality output and no measurable gain.
Why Partner Leaders Must Master the AI Landscape to Win Hyperscaler Partnerships with Alan Chhabra
A partner leader should map the full AI stack, from countries and power through chips, hyperscalers, models and software, before trying to crack a hyperscaler.
Vibe Coding Is a Bandaid on a Bandaid ft. Saumyo Mukherjee (Braze)
An AI-built sales-to-services handoff replaced a process that took about one-and-a-half business days per complex deal
SPOTLIGHT: AI Is Making Sales Reps 60% Faster to Revenue | Justin Shriber, CEO & Co-Founder @ Terret AI
A rep hired without complex-selling experience reached first revenue in about 60% of the company's historical time and ramped close rates toward an experienced rep's level.
Ex-Twitter CEO on Why AI Needs a New Internet | Parag Agrawal
Agarwal is hiring engineers as fast as possible despite AI productivity gains, because hiring speed, building capacity and customer adoption multiply into outlier growth.
Week of 20 July 2026 6 Read the briefing
World's #1 Banking CMO: How AI Is Changing Billion Dollar Banks Today | Tim Rutten, CMO @ Backbase
Backbase's marketing and sales teams run on GTMOS, a shared AI go-to-market operating system, and Tim Rutten says pipeline doubled while his budget was cut 25%.
SPOTLIGHT: Why 80% of B2B Buying Happens Without You | Alexander Kesler, CEO @ INFUSE
About 80% of the B2B buying journey happens before the buyer contacts a vendor's sales team.
Training for Pressure with Greg Poss
A four-seven-eight breathing pattern quickly calms and focuses people before a high-stakes moment.
Why BCGx's Chief AI Officer thinks writing code by hand is a waste of time ft. Matthew Kropp (BCGx)
Many companies ran large numbers of AI experiments that did not create business value.
SPOTLIGHT: The AI category GTM teams are about to converge on | Adam Liska, CEO & Co-Founder @ airspeed
Saying a product is headless is too easy an answer, and that the interface still matters and should be rebuilt for each role.
What a Chief AI Officer Actually Does ft. Ziv Peled (AppsFlyer)
Headline ROI claims like 10x and 50x do not work as direct revenue multiples on AI spend.
Week of 13 July 2026 6 Read the briefing
AI Marketing Master: The 'AI CMO' is a Beautiful Lie | Marc Ferrentino, CEO @ Quotient
Marc estimates that about 70% of a marketer's day is lost to busywork.
SPOTLIGHT: Why High Performers Underperform Under Pressure | Kevin Bailey, Co-Founder & CEO @ Dreamfuel
A freeze response can lower your IQ and leave you at a loss for words, and that recognising it lets you use techniques in a board meeting.
How Great Sales Leaders Turn Instinct Into a System with Frederik Maris
Unconscious competence cannot be taught, so leaders must learn to explain why they do what they do.
Claude Code Cut Dev Cycles 60% Then Forced an Org Redesign ft. Margo Martin & Jason Goldsmith (Deltek)
Claude Code cut Deltek's custom implementation build cycles, such as integrations and extensions, by 50-60%.
The Old Playbook Is Obsolete. The New One Isn't Built. ft. Amanda Moran (Darktrace)
At LinkedIn, AI-generated personalized emails with next-best-action recommendations lifted feature adoption for about 30% of engaged customers.
The Sales Framework Every Founder Needs | Mark Roberge
Define a leading indicator of retention in the form 'P% of customers do E event every T time'.
Week of 6 July 2026 4 Read the briefing
$300M Operator: "70% Of The Executive Playbook Is Obsolete" | Katie Bullard, Board Member & Strategic Advisor
A model that is 95% accurate on any single step drops to 37% accuracy across a 20-step process.
Fixing His Go To Market Strategy in 50 Minutes
Founders often commit revenue from a new product or market before it has been proven, which pushes them to scale it too early.
He Created a Job Title 1,000+ People Now Have ft. Yash Tekriwal (Clay)
Clay runs live in-person workshops for prospects in early discovery or qualification to disprove the objection that the product is too complicated.
Your North Star Metric Is Wrong (and It's Killing Your Retention) ft. Mark Roberge (Stage 2 Capital)
The percentage of customers that must hit the leading indicator before calling product-market fit depends on the blitzscale risk in the category.
Week of 29 June 2026 6 Read the briefing
What It's Really Like To Scale To $1 Billion | CRO @ Replit, Ghazi Masood
Replit runs its go-to-market on a weekly operating rhythm rather than a monthly or quarterly one.
The Hidden Cost of False Velocity with Randy Riemersma
Late-stage deals lost inside the 10-yard line usually come down to buyer confidence rather than product capability.
E71: The Most Efficient Marketing Org In The World? (35 People, $350M) | Tim Rutten, CMO @ Backbase
AI-native adoption only pays off when it is all-in; a partial rollout leaves most of the value unrealised.
How to Sell Community to a CEO Who Doesn't Care About Community ft. Chris Catania (Esri)
Match the type of evidence to the executive: stories for some leaders, bottom-line impact for others.
Ex-Microsoft AI Lead: Why Smart Teams With Big Budgets Still Fail at AI ft. Brian Evergreen (The Future Solving Company)
Starting with a problem to solve keeps a company stuck in incrementalism, because solving a problem only removes something unwanted.
Airwallex's Jack Zhang on Fintech, Failure, and Growth
Airwallex abandoned peer-to-peer FX netting because it needed billions of dollars of volume to work and transactions would wait too long to be matched.
Week of 22 June 2026 4 Read the briefing
The Godfather of Modern GTM: This Is How To Measure AI Impact | Mark Roberge, Co-Founder @ Stage 2 Capital
Roberge's revenue velocity formula multiplies active opportunities worked, ACV and close rate, then divides by sales cycle length.
How Revenue Leaders Scale Beyond Hero Sellers with Jason Forget, CRO Behind Multiple Startup-to-Scale Journeys
Developer usage at a large retailer got no traction until the pitch was reframed around revenue lost from cart abandonment.
The 45% Problem: Why Unit4 Cut Mid-Touch and Bet on AI ft. Jean de Villiers
About 45% of the subscription entitlement is consumed across the ERP industry.
How AWS's Developer Community Grew 3,600 Builders Across 110 Countries ft. Jason Dunn
Community leaders should measure the output and reach of member work, because senior leaders care about what the community does for organizational goals more than activity metrics.