How to Build a High-Performing Outbound Team in 2026
In this episode, Eric Leglois of Outbound Kitchen explains how outbound sales teams can thrive in 2026 despite rising costs, falling conversion rates, and a saturated prospecting landscape. He argues that outbound isn’t dead but requires a shift from hiring junior SDRs to building experienced, AI‑augmented teams led by seasoned outbound managers, and he outlines how to define actionable ICPs and integrate AI tools effectively. The discussion also highlights the paradox of growing SDR headcount worldwide amid layoffs, showing that companies that master outbound see it as a competitive advantage. Listeners gain practical hiring timelines, metrics for success, and a realistic view of the evolving outbound ecosystem.
Ep. 196 - The SaaS Opportunity Hidden Inside Services
In this episode, Dylan Ochner, founding partner of The Oak Group and creator of the SaaS platform SiteRise, explains how his professional services firm in retail construction birthed a software solution to streamline document management, data synchronization, and project reporting....
Resetting the Modern B2B Growth Agenda
In this episode of the Reinvent B2B Customer Growth Podcast, host Etta Karayani talks with seasoned marketer David Carroll about the seismic shifts reshaping B2B buying—larger buying committees, the rise of generative AI, and a growing "visibility and trust" void....
The 8-Figure Open Source SaaS Playbook
In this episode, Omer Khan talks with Yves Concevoy, the founder of Mailgun and Teleport, about how Teleport evolved from a free open‑source tool into an eight‑figure ARR business by focusing on infrastructure identity and AI agent containment. Yves explains...
Increasing Conversions: Quick Wins That Work in 2026
In this episode, host Michael Stelzner talks with demand‑generation expert Jay Swendelson about practical, "quick win" tactics for boosting conversions in 2026. They highlight how the flood of AI‑generated content has made authentic, lo‑fi, human‑focused media the most effective converter,...
Practice Marketing Insider
In this 90‑second episode, Christy Plantinga of Place Digital debunks common, outdated marketing myths for therapy practices—like the need for a full website redesign or the belief that Google Ads always outperforms SEO. She highlights how AI and emerging mental‑health...
The Evolution of Sales Enablement in the Age of AI - Yega Kumarappan - Paperflite
In this episode, Mike Maynard talks with Yeager Kumaraparan, co‑founder of Paperflite, about the evolution of sales enablement from simple content distribution to AI‑driven, agent‑based platforms that guide reps through the entire deal lifecycle. Kumaraparan explains how Paperflite’s suite—covering prospect...
$4.5m ARR, $0 Raised: Tom Hunt on Building Fame (Getting to Aha!)
In this episode, Tom Hunt, founder and CEO of the B2B podcast agency Fame, shares his entrepreneurial journey from studying chemistry and working in management consulting to launching 25 ventures, with Fame emerging as the sole success—now generating over $4 million...
Ep. 215: Stop Losing Leads: How to Fix Your B2B Startup Positioning Architecture
In this episode, host Christian Klepp talks with Adriana Daragon, founder of GoToMarketAdvantage, about why many B2B tech startups mistake a demand problem for a deeper issue in their positioning and go‑to‑market (GTM) architecture. Adriana explains that founders often focus...
Kadence Reaches $15M ARR Managing Hybrid Work for Revolut & Boeing
In this episode, Dan Bladen, co‑founder and CEO of Cadence, discusses how his company helps large enterprises like Revolut, Boeing, and Rolls‑Royce manage hybrid workspaces through a people‑centric booking platform priced at $48‑$80 per user per year. He recounts pivoting...
How to Own a Market: Richard C. Wilson on Positioning, Authority & Attracting Pre-Qualified Leads
In this episode, Richard C. Wilson explains how mastering positioning can turn you into the go‑to authority that consistently attracts pre‑qualified leads. He shares his own journey—from cold‑calling investors to founding Family Office Club and becoming a recognized thought leader—by...
From Chaos to Predictable Pipeline: A GTM Audit That Turns Into a 90-Day Plan
In this episode, host Javier Lozano explains how a comprehensive go‑to‑market (GTM) audit can transform chaotic, unpredictable B2B pipelines into a structured 90‑day growth plan. He walks listeners through the audit’s three phases—kickoff and questionnaire, customer‑journey mapping workshop, and a...
E303 | Customer Success Is Dead. Meet the Growth Department.
In this episode, host Andrew Michael talks with Alex Bogoski, founder of Amplify and author of *The Growth Department*, about redefining post‑sale teams as a unified "Growth Department" that drives profitable revenue rather than just service. Alex argues that customer...
SaaStr 849: How We Built Our AI VP of Customer Success with SaaStr's CEO and CAIO
In this episode, SaaStr’s CEO and CAIO discuss how they built an AI‑powered VP of Customer Success using no‑code tools like Replit, turning a simple project‑management portal into an autonomous agent that handles onboarding, task tracking, and daily communications for...
#184 - Disruptive Technology, Adaptation and Hyper‑Growth with Caitlin Allen, SVP of Market and Chair at Simbe Robotics
In this episode, Caitlin Allen, SVP of Market and Chair at Simbe Robotics, discusses how disruptive technologies—especially robotics-as-a-service—are reshaping traditional industries and consumer expectations. She highlights the convergence of digital and physical experiences, the labor shift toward higher‑skill roles, and...
What Is Sales Enablement? Strategies, Benefits and Best Practices
The episode breaks down Elay Cohen’s March article on sales enablement, defining it as a strategic process that equips sales teams with the right knowledge, tools, and content while aligning marketing, sales, and customer success. Cohen highlights pandemic‑driven shifts to...
Bootstrapped SaaS Growth When AI Took Over the Market
In this episode, host Omer Khan talks with Sylvester Dupont, the bootstrapped founder of Parser, a B2B SaaS that automates data extraction from documents. Sylvester recounts how the company spent a year building the product without customer input, launched to...
LinkedIn Is Rewriting the Rules of Visibility
In this episode, host Michael Stelzner and co‑host Jerry Potter sit down with LinkedIn ads authority AJ Wilcox to unpack LinkedIn’s new visibility mechanics—from AI‑driven content discovery and semantic markup to revamped ad personalization tools and stricter rules on automated...
The "Software Finder" Cash Machine
In this episode, Adnan Malik, founder and CEO of Software Finder, explains how his bootstrapped B2B software marketplace generates $20‑$25 million in annual revenue with 15‑20% profit margins by offering free, 10‑minute human consultations to buyers and charging software vendors for...
Account-Based Marketing Fundamentals with Hat Media
In this debut episode of SaaS Stories, co‑founder Nigel Halton of Hat Media breaks down the fundamentals of account‑based marketing (ABM) for B2B SaaS. He explains how the shift from offline, manual campaigns to data‑rich, online environments makes ABM essential...
Advertising in Everyday Moments with DoorDash's Vassili Samolis
In this episode, VP of Product Vassili Samolis of DoorDash discusses how the company has evolved from a restaurant‑delivery service into a high‑growth commerce media platform that delivers groceries, everyday essentials, and even flowers in moments of high intent. He...
Axon Ads – How to Diversify Beyond Meta and Find New Customers
In this episode, Anthony and guests Molly Pittman and agency CEO Pep Hoeven explore Axon (AppLovin) ads as a strategic alternative to Meta for diversifying paid traffic. They explain how Axon’s gaming‑based ad network reaches 150 million U.S. daily users—skewing toward...
GTM 42 | When Dashboards Divorce the P&L
In this episode of GTM Vault, Rowan Thonkin, CMO of Planful, explains why go‑to‑market (GTM) dashboards often diverge from financial reality as companies scale, pinpointing the CRM as the root cause of misaligned metrics. He highlights early warning signs such...
208. Lisen Zethraeus, CMO at Stratsys - How to Make Your Experts the Face of Your Brand
In this episode, CMO Lisen Zethraeus of Stratsys discusses how the company leverages its internal subject‑matter experts to become the public face of its brand, especially in the complex GRC and ESG space. She explains the dual‑track thought‑leadership strategy that...
The "Acquired" Cash Machine
This episode dissects the Acquired podcast as a high‑margin cash machine, estimating roughly $20 million in annual revenue—primarily from premium sponsorships—and $16‑18 million in profit for founders Ben and David, who own 100% of the business. The hosts explain how the show’s...
SaaS Distribution Channel: Partner Deals to $100M ARR
In this episode, host Omar Khan talks with Zong Xu, co‑founder of Deliverect, about how the company built a centralized platform that connects restaurants to dozens of digital ordering channels and now serves over 80,000 locations, approaching $100 M ARR. Zong...
A Guide to Advanced B2B Positioning
In this episode of Lenny's Reads, positioning expert April Dunford walks listeners through advanced B2B positioning, expanding on her five‑component framework (alternatives, capabilities, value, best‑fit accounts, category) and tackling four common roadblocks: disagreement on competitive alternatives, product pessimism, vague differentiated value,...
Ep. 190 - The SaaS Founder Bottleneck: Why Founder-Led Sales Stops Scaling
In this episode, fractional CMO Javier Lozano explains why founder‑led sales can’t sustain growth and how to transition to a repeatable, data‑driven go‑to‑market engine. He emphasizes extracting the founder’s successful sales insights, building positioning and a "blue ocean" narrative, and...
207. Adam Dorrell, CEO & Co-Founder of CustomerGaige - Founder-Led Sales vs Scaling: The Hard Transition Nobody Talks About
In this episode, Adam Dorrell, CEO and co‑founder of CustomerGauge, discusses the challenges of transitioning from founder‑led sales to a scalable commercial organization. He shares how he and his co‑founder initially handled sales themselves, the pitfalls they faced hiring sales...
The “Entrepreneurs On Fire” Cash Machine
In this episode the host rebrands the show as “Cash Machines” and dives into a deep financial analysis of John Lee Dumas’s “Entrepreneurs on Fire” podcast. He outlines the business’s revenue and profit trajectory—peaking at $4 M revenue and $3 M profit...
Ep. 210: Why Authority Now Matters More Than Visibility in B2B Content
In this episode, host Christian Klett talks with award‑winning copywriter Jamie Thompson about why authority now outweighs visibility for B2B marketers, especially as AI tools flood the market with generic content. Thompson argues that true authority comes from consistent, genuinely...
SaaStr 844: The Top 5 Issues Managing Multiple AI Agents in Production with SaaStr's CEO and Chief AI Officer
In this episode, SaaStr’s CEO and Chief AI Officer discuss the practical challenges of running dozens of AI agents in production, outlining their top five pain points: the cognitive load of context switching across heterogeneous agents, the disruptive "blackout" period...
VC: 116 Quarters on Quota: The Sales Metrics That Actually Matter
In this GTM Now episode, operating partner Bill Bench—who spent 29 years as a CRO—discusses the shift from quota‑driven sales leadership to venture‑backed operating roles, emphasizing the need for precise, outcome‑focused metrics. He introduces his "Mojo" metric, a daily net‑pipeline...
AI Agents and the Future of Global Trade with Alibaba’s Kuo Zhang - Ep. 291
In this episode, Kuo Zhang, President of Alibaba.com, explains how the platform’s new AI agent, Axio, is transforming global B2B trade by handling complex sourcing tasks, from interpreting natural‑language requests to managing compliance, logistics, and supplier communication. He highlights real‑world...
507: When Org Design Shapes Strategy
In this episode, Charles Groom (VP of Marketing at Insightful) and Heather Atkins (CMO of Trimble) discuss how modern CMOs can design marketing organizations that stay agile amid rapid tech change, shifting buyer behavior, and tighter budgets. They introduce a...
From $187M Ecommerce to $5M ARR SaaS: Spresso's Post-Bankruptcy Pivot to Enterprise Software | Jared Yaman
In this episode, Jared Gaiman, co‑founder of Boxed and current CEO of Spresso, recounts the rise of Boxed from a $187 M e‑commerce business to its Chapter 11 filing and subsequent pivot to a $5 M ARR SaaS model focused on enterprise software...
Solving Furniture Decision Fatigue Through AI and Retail Partnerships at Furniture.com | eTail West 2026
In this episode, Ann Mazinga chats with Alex Seaman, SVP and co‑founder of Furniture.com, about the platform’s AI‑driven solution to furniture‑shopping decision fatigue. Furniture.com aggregates dozens of trusted retailers into a single, agentic checkout experience, using AI to standardize product...
BREAKING: Inside Nooks’ Launch: Why AI-Native Sales Tools Are Challenging Legacy Platforms, with Co-Founder & CEO Dan Lee
In this episode, Dan Lee, co‑founder and CEO of Nooks, unveils the new Agent Workspace and AI Sequences, explaining how AI‑native tools are reshaping the top‑of‑funnel sales process. He contrasts Nooks with legacy sequencing platforms, highlighting its ability to automate...
SaaStr 843: Software Stocks Have Massively Crashed. Here's What Founders Need to Know.
In this episode, SaaStr host Jason Lemkin discusses the recent crash in software stock valuations and what it means for SaaS founders, emphasizing that true AI companies must show accelerating growth. He critiques public SaaS companies for superficial AI hype...
The Rise of Mike’s Hot Honey: Founder Mike Kurtz on Authentic Growth & Collaboration in the Hospitality Business
In this episode, founder Mike Kurtz recounts the origins and explosive growth of Mike's Hot Honey, from a spontaneous discovery on a Brazilian hiking trip to its adoption by major chains like Taco Bell and KFC. He details the grassroots...
Product-Market Fit: From Edtech Vitamin to $100M Painkiller
In this episode, Adam Markowitz recounts his transition from a decade‑long edtech venture to building Drata, a compliance automation platform that quickly proved its product‑market fit as a painkiller rather than a vitamin. He explains how rigorous validation—dog‑fooding the product...
£20m Revenue, Exit To Dentsu with Nick Hague
In this episode, host Tom Hunt talks with B2B growth expert Nick Hague about scaling a consultancy to £20 million in revenue and the strategic sale to Dentsu. Hague shares how a focus on customer experience, repeatable frameworks, and disciplined cash‑flow...
Stop Layering AI on Your GTM Stack
In this episode, Emir Atli, co‑founder and CRO of HockeyStack, explains why the traditional, tool‑heavy GTM stack can’t simply have AI bolted on—it must be rebuilt around a unified, AI‑native platform with a single data foundation. He outlines HockeyStack’s evolution...
91: Using AI in Sales to Automate Go-to-Market Execution with Jason Eubanks
In this episode, Chris Daigle interviews Jason Eubanks, CEO of Aurasell AI, about the need for an AI‑native go‑to‑market operating model rather than piecemeal AI experiments. Jason explains that simply adding AI to legacy CRM systems won’t shift productivity; a...
Ep. 207: How to Scale Faster with B2B Brand Strategy
In this episode, JoAnne Gritter, COO of DDM Marketing + Communications, explains why B2B marketers must anchor tactical campaigns in a solid brand strategy—the "soul" that gives direction to the "body" of marketing. She highlights red flags such as fragmented...
The NEW Way to Start a Sales Discovery Call
The article introduces a fresh script for kicking off sales discovery calls, emphasizing that the opening line sets the tone for the entire sales process. It argues that failing to seize conversational control early leads to lost momentum and weaker...
From 1 AI Agent to 20+: The Reality of Managing Multiple AI Agents Across Your GTM
In this episode the host shares eight months of experience running 20+ AI agents across SaaStr's go‑to‑market function, generating $4.8 M in additional pipeline and $2.4 M in closed‑won revenue. He explains that the results are additive but require daily hands‑on management,...
The Signal: Untangling B2B Payments: Why Complexity Persists & How to Fix It with Fauwaz Hussain, Global Payments | Episode...
In this episode, Fauwaz Hussain, Senior Director of B2B Partnerships and Strategy at Global Payments, breaks down why B2B payment processes remain tangled and how companies can streamline them. He highlights the friction points of card‑not‑present transactions, partial shipments, and...
Gold, Growth, And Getting Better Ft. Ostbye
In this episode, Craig MacBean, President of Ostbye, discusses navigating market volatility, especially with rising gold prices and unpredictable tariffs, while maintaining the core culture of the business after a recent acquisition. He emphasizes the importance of smart operations, leveraging...
B2B Community Growth with Kris Rudeegraap, Co-Founder & Co-CEO at Sendoso
In this episode, Jodi interviews Kris Rudeegraap, Co‑Founder & Co‑CEO of Sendoso, about how the company built a multi‑tiered B2B community that fuels a $7 million pipeline and boosts account spend by 71%. Kris explains the ROI of personal advisory groups,...