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 leaders, and the eventual breakthrough with a CRO who introduced a science‑based, trust‑first selling approach. Dorrell also explains how CustomerGauge helps B2B manufacturers turn customer feedback into measurable revenue growth, and he outlines the company’s bootstrapped origins, modest funding, and current €10 million revenue with a global team.
Target Begins Roll Out of Next-Day Delivery to 20 More Cities
Target Corp. announced it will extend its next‑day delivery service to 20 additional metropolitan areas, pushing the total number of cities offering the option to more than 50 and covering roughly 60% of the U.S. population. The rollout is part...
My Team Drives 4x Revenue Per AE vs Competitors | Aviv Canaani, CRO @ Datarails
Aviv Canaani, CRO of Datarails, reengineered the company’s go‑to‑market by flipping sales from 90% outbound to 90% inbound. The inbound engine—built on paid LinkedIn, Google, Facebook campaigns, a niche FP&A podcast and a strong brand presence—enabled AEs to close roughly...
Tariff Roundtable Looks at What Happens Next for Supply Chains
A week after the Supreme Court’s tariff ruling, industry leaders report little immediate impact on sourcing, freight bookings, or trade volumes. Companies are adopting a cautious stance, reviewing inventory and carrier commitments while holding existing network configurations. The ruling provides...
Asia‑Europe Air Cargo Capacity Drops 39% Amid Gulf Shutdown
The Loadstar - Air cargo capacity on key Asia-Europe corridors has fallen 39% following the shutdown of major Gulf airspace and hubs amid the escalating conflict in the Middle East. https://t.co/XxAzcLFVzn https://t.co/VVlvHRVoSr
Shipping Lines Suspend Bookings, Reroute Vessels over Middle East Threats
Container shipping companies halt bookings, divert vessels due to Middle East risks https://t.co/WzcNxIAkRJ via @WSJ
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...
Target Emotionally Ready Prospects, Not Senior Titles
I was in a coaching workshop with an SDR team selling into enterprise accounts last week and a rep asked which prospect to message first. It's a massive account.. probably 20 people we can reach out to at min. The obvious choice...
Joseph Joseph Extends Partnership with XPO Logistics
Joseph Joseph is expanding its collaboration with XPO Logistics to include global freight forwarding from China to XPO’s Rugby, UK warehouse. The extended contract gives XPO full control of the supply chain, from sourcing to final delivery, and introduces AI‑driven customs...
Mission Critical IoT Announces Promotion of John Hubler to President and Chief Revenue Officer
Mission Critical IoT announced that John Hubler, formerly Chief Revenue Officer, has been promoted to President and Chief Revenue Officer. In his expanded role, Hubler will manage company‑wide operations, steer strategic initiatives, and continue overseeing all revenue‑generating activities. The move...
AI Uncovers True Reasons for Lost Deals, Bypassing Bias
Every quarter, management teams walk into the board meeting with a “Closed Lost Analysis” slide. It typically shows the top 5 reasons deals didn’t close. Pricing. Missing feature. No budget. Chose competitor. The problem? Much of that data is incomplete,...
E‑commerce Giants Warn of Slower Middle East Deliveries
Yeah, I know...duh...but still, it's an interesting read - Major e-commerce platforms are warning of longer delivery times to the Middle East https://t.co/bdfVcCHO3R
RevOps Roundup: Week 9, 2026
The RevOps Roundup for week 9, 2026 aggregates fresh thought leadership on scaling sales teams, AI‑driven admin reduction, and tool integrations. Flowla outlines five high‑impact workflows to standardize sales processes once organizations exceed ten reps, emphasizing Digital Sales Rooms and CRM‑linked automation....
Hapag-Lloyd Halts Bab El-Mandeb Sailings Over Security Risks
Hapag-Lloyd - Due to the deteriorating security situation in the Middle East region, we have decided – in close coordination with our security partners – to pause future Trans-Suez sailings through the Bab el-Mandeb Strait for the time being. https://t.co/igGhhMHR23
Software Won’t Help without a Defined ICP and Messaging
When you fire up the sales engagement software but still don’t know your ICP or messaging. https://t.co/E0HuKLF0D7
Spend as a Signal for Future Readiness
Spend data, traditionally a lagging metric, is being re‑engineered as a forward‑looking signal thanks to AI advancements. Zip’s recent survey of over 1,000 spend management professionals reveals heightened focus on analytics, AI skill demand, and a rapidly diversifying procurement technology...
Efficiency Revolution: Companies Will Trim Workforce by Half
Could you operate your company with half the people? Jack Dorsey’s announcement yesterday, reducing Block’s headcount from 10,000 to 6,000, should provoke this question in every management team. The stock surged 24%. Dorsey’s memo framed it as inevitable : Within...
Making the Case for Change: Orchestration & Procurement Operating Models
The session with ORO Labs executives reframed procurement as an end‑to‑end process rather than a siloed function, emphasizing its impact on user experience, cost savings, risk mitigation, and compliance. Rapid advances in AI and automation are forcing procurement technology stacks...
Serving Up Savings in Food Procurement
Organizations that serve food at scale face rising inflation and supplier pressure. Partnering with a group purchasing organization (GPO) allows them to lock in lower prices, standardize contracts, and streamline budgeting. Marissa Muzik, senior manager at Una, explains how GPOs...
Maersk Pulls U.S., Other Sailings From Red Sea
Maersk announced it will reroute several U.S. and other services from the Red Sea to the Cape of Good Hope, citing unforeseen security constraints in the region. The changes affect both ME11 and MECL routes, with one westbound and two...
AI Will Return Sales to Full‑Cycle Sellers
In the 80s and 90s, most sales reps were full-cycle. They found their own meetings. They ran the process. They renewed and expanded accounts. Then we specialized: --> SDRs (thanks to the “predictable revenue” era) --> CSMs and post-sale roles...
Free Trials Work When Value Triggers Prompt Payment
Founders: Free trials are fine, but they need clear value triggers. Like Yesware limiting free email tracking volume - when pros hit the cap, they're seeing enough value to pay. Don't give away your core value indefinitely. Gate it behind reasonable limits.
Covr Appoints Ryan Bivins as Head of Sales
Covr Financial Technologies has appointed Ryan Bivins as head of sales to accelerate its national distribution platform. Bivins brings over a decade of experience selling hybrid long‑term care (LTC) products at Lincoln, Pacific Life and John Hancock. He will oversee...
Price by ROI Metrics, Not Guesswork
Founders: ROI pricing is powerful but requires clear metrics. If you can prove '1 missed recruiting fee per 500 candidates' or '25% higher win rates,' price against that value. If not, index off competitor pricing and iterate up based on market response.
Maersk Launches Real-Time Carrier Performance Portal for Shippers
Maersk E-Commerce, a parcel delivery service from Maersk recently launched a customer portal enabling clients to monitor carrier performance in real time, according to Sam Coiro, head of Maersk E-Commerce, North America. More new capabilities coming....🤔
Why Smart Sales Leaders Still Struggle to Execute
Smart sales leaders often know the right tactics, yet execution falters. Janelle Grove identifies isolation and the emotional gap between knowing and deciding as the core blockers. Without a trusted peer group to pressure‑test choices, leaders over‑analyze, delaying actions that...
Cass, Caspian Partner to Tackle Tariff Costs
Cass Information Systems announced a partnership with AI‑enabled tariff specialist Caspian to embed advanced customs audit and refund capabilities into its freight‑payment platform. The integration adds AI‑driven HTS modeling, detailed audit functions, and support for post‑summary corrections, protests, and duty‑drawback...
Fiserv Appoints New Executives
Fiserv announced three senior hires this month: Lia Cao as chief revenue officer for enterprise and platforms, Robert Clarkson as chief revenue officer for small‑business and Clover POS, and Adit Gadgil as global head of business development. All three are...
UPS Becomes World's Largest Express Air Cargo Hub
UPS overtakes FedEx to become world’s largest express air cargo hub https://t.co/4KagOwNarP Report - https://t.co/t55TpPGgln
Fujio Cho on Standardized Work: The Foundation for Improvement, Not Control
Fujio Cho emphasized that standardized work is a learning tool, not a control mechanism. He argued that a shared, current‑best‑practice baseline makes problems visible and enables continuous improvement. When leaders treat standards as compliance checks, employees hide issues; instead, leaders...
Beyond Visibility: AI Redefines Logistics
The recent SupplyChainBrain webinar highlighted how generative AI is moving logistics beyond static visibility toward proactive orchestration. Speakers explained that intelligent agents can monitor, decide, and act, turning dashboards into autonomous execution engines. They presented a framework for selecting GenAI...
Beyond Crawl‑Walk‑Run: A More Realistic Implementation Framework
Having sat through thousands of crawl-walk-run presentations in my life, I thought it might be helpful to expand the model a bit to cover more, um, realistic implementation paths. https://t.co/fGXlclB0Qi
Spot Market Overtakes Contracts, Signaling Freight Recession End
The spot market is finally crossing over and passing the contract market. Why does this matter? Because it provides the best data we've seen yet that the Great Freight Recession is ending. Is this a blip or a permanent shift? Is @rxoinc...
Roots Appoints Rosie Pouzar as Chief Commercial Officer
Toronto‑based premium outdoor brand Roots has appointed Rosie Pouzar as its new Chief Commercial Officer, elevating her from Head of Omnichannel Growth. Pouzar, who previously led Sephora Canada’s retail expansion, will oversee commercial strategy, operations, and customer insight across Roots’...
Cold Storage Market Working Off Oversupply
Lineage reported flat Q4 revenue of $1.34 billion and a modest $6 million net profit as the cold‑storage market works through a 10% oversupply. New refrigerated space expanded 14.5% from 2021‑2025, while demand rose only 5%, creating a capacity gap that is...
Stop Dominating Sales Interviews: Ask Better, Verify Candidates
Sales Management Interviewing Mistakes: You do the majority of talking. You are the only one interviewing potential sales candidates. You don’t check resumes and backgrounds before making a job offer. You don’t ask challenging enough questions during your interviews. #frippvt
AI Turns Reverse Logistics From Cost to Competitive Edge
New article from McKinsey - From cost center to competitive advantage: Modernizing reverse logistics with AI https://t.co/Ukil6mBCjn
Survey: Despite AI Tools, Freight Professionals Make Even More Decisions per Day
The Deep Current survey of 600 freight decision‑makers shows decision density rising despite AI adoption, with 74 % making over 50 operational choices daily and half exceeding 100. System fragmentation forces professionals to juggle five or more disconnected platforms, leading to...
Tariff Volatility Pushes Global Supply Chains Into Regional Reset in 2026
Genpact’s supply‑chain chief warns that escalating tariff volatility is driving firms to diversify suppliers and shift toward regionalized networks by 2026. Pandemic‑era investments in control towers and risk‑monitoring tools have equipped shippers to react quickly without external advisory projects. Companies...
Bot Auto, Ryan Transportation Partner on Driverless Freight Between Houston and Dallas
Bot Auto announced a strategic partnership with Ryan Transportation to launch driverless freight operations on a 200‑mile overnight corridor between Houston and Dallas, slated to begin this spring. The route, traditionally hard to service due to tight delivery windows and...
Agentive Appoints Former Google Cloud Leader David Keene as Co-Founder and Chief Revenue Officer
Agentive announced that former Google Cloud executive David Keene will serve as co‑founder and chief revenue officer. Keene brings more than three decades of leadership at Google Cloud, Salesforce, Oracle, SAP and recent CMO roles at Wipro Europe and Speechmatics....
Introducing the ProcureTech Insider: A New Art of Procurement Podcast
Art of Procurement has launched the ProcureTech Insider, a new podcast series aimed at demystifying procurement technology. The show targets CPOs and digital leaders who are overwhelmed by rapid AI‑driven platform growth and need practical guidance. In its inaugural episode,...
Northwood Space Names Zak Kirstein as Chief Revenue Officer
Northwood Space has appointed Zak Kirstein as chief revenue officer, promoting the executive who has been with the company for just over two years. Kirstein previously led the head of growth function and was instrumental in securing a $100 million Series B...
Use Real Growth Screenshots to Spark Buyer Conversations
I booked a meeting this week using a play nobody on my client’s team had seen before. Here’s what I did: Step 1. Went to the company page in Sales Nav (not the people... the company page) 2. Screenshotted their department headcount growth 3....
Complex Deals Start with Trust, Not Final Closure
Complex deals aren’t closed at the end — they’re built at the beginning. On Sales Logic, Meredith and I talk trust, decision-makers, procurement realities, and when to walk away. Sales is still a relationship business. https://t.co/2Fyvebn4bC
QXO Names New Chief Sales Officer
QXO has appointed Taylor Sommer as its new chief sales officer, bringing nearly three decades of experience in building high‑performance sales organizations. Sommer most recently served as executive vice president and chief sales officer at Republic National Distributing Company, where he...
Karaoke Maker Disrupts Freight Market with Innovation
Read the latest edition of the Art of Supply newsletter on LinkedIn: How a Former Karaoke Machine Manufacturer Shook the Freight Market https://t.co/MaKdkmTAPS
FedEx Sues to Reclaim Trump-Era Tariff Duties
A FedEx lawsuit seeks to recover—with interest—the duties the logistics company paid under President Trump’s tariffs https://t.co/bitdrQp2wv via @WSJ
AKTG Expands Leadership Roles to Support Brand Growth
Abercrombie & Kent Travel Group (AKTG) has reorganized its trade sales leadership across the Americas, appointing Debra Fox as Chief Sales Officer – Trade. Fox now oversees global trade sales for all AKTG brands, reporting directly to CEO Cristina Levis....
Turn Sales-Dept Friction Into Company Fuel
Sales teams love to blame other departments. “They’re holding us back.” “They don’t get it.” “They’re risk-averse.” Here’s the truth. Without those coworkers, you would blow up the company. And without sales pushing, the company would stall. Patrick Lencioni and I break down why those...