Why Old-School Sales Work Still Wins in the AI Era | Graham Moreno (Head of GTM, Parallel)
Graham Moreno, head of GTM at Parallel, argues that despite the hype around product‑led growth and AI‑first go‑to‑market playbooks, the fundamentals of enterprise sales—personalized training, on‑site workshops, and trusted relationships—remain decisive in the AI era. He points to his experience at Windsurf and Cognition, where structured rollouts that included road‑show style trainings delivered measurable success, while companies that simply dropped tools into internal marketplaces saw little impact. Data collected showed that teams receiving guided discovery and workflow redesign outperformed DIY adopters within six months. Moreno highlights a shift in buyer behavior: AI‑native organizations, accustomed to ChatGPT from college, move from weeks‑long cycles to days, demanding continuous, async communication via Slack and rapid feedback loops. Yet even these fast adopters still value vendor expertise to translate developer insights to C‑suite strategy. The takeaway for B2B sellers is to blend old‑school rigor—partner enablement, executive engagement, and measurable onboarding—with the speed and digital touchpoints of AI‑native customers. Early investment in enablement, data analytics, and ecosystem partners can turn a vendor from a mere software vending machine into a strategic growth catalyst.
Why the Theory of Constraints Is More Relevant Than Ever Before
Supply Chain Now hosted a conversation with Rammy Goldrat, CEO of the Goldrat Group, to explore why the Theory of Constraints (TOC) is more relevant than ever. The episode opened with a discussion of deteriorating forecast accuracy and the need...
CRO Hiring Potholes & The Shift to RevOps with Mark Roberge
The CRO Spotlight episode with Mark Roberge tackles the chronic missteps founders make when building revenue teams and the broader shift toward revenue operations. Roberge stresses that hiring decisions must match a company’s growth stage—early‑stage firms need discovery‑focused reps, while...
How Anthropic's Head of Industries Built an AI-Native Sales Org From Scratch
Anthropic’s head of industries, Elenore Dorfman, detailed how the company transformed its sales organization after the December 2025 Opus 4.6 launch. The breakthrough in Claude 3’s coding capabilities created a surge in demand that outpaced the existing sales headcount, forcing Anthropic to...
Twitter's CEO Banned Cross-Team Approvals. Here's What Happened Next. #podcast #shorts
Twitter CEO Elon Musk scrapped the company's cross‑team approval maze, instituting a "bias to yes" framework that lets only a direct manager—or legal when law or privacy is at stake—to block initiatives. The move mirrors Jeff Bezos' Amazon practice of...
Why Zepto's Aadit Palicha Turned Down Stanford to Deliver Groceries
Aadit Palicha’s decision to forgo a Stanford education in favor of building Zepto is the centerpiece of the talk. He and co‑founder Keville began during the pandemic by coordinating grocery deliveries through a WhatsApp group, then evolved the concept into...
Your Million Dollar Blindspot - The New Buyer Doesn’t Want Your Demo
The webinar, titled “Your Million Dollar Blindspot – The New Buyer Doesn’t Want Your Demo,” warns that traditional, demo‑heavy sales tactics are losing relevance with today’s “antisocial” B2B buyers. Rex Gre and Betty Mock of Consensus argue that buyers now...
The Fractional CRO Debate & Getting Sh!t Done with Neil Weitzman
The CRO Spotlight episode pits Warren Zenna against Neil Weitzman to debate the rise of fractional CROs and the persistent go‑to‑market (GTM) challenges facing B2B firms. Both hosts argue that most GTM failures arise from an echo chamber of noisy advice,...
How I Scaled Without Running Ads
The video details how Storage Squad grew to over $2 million in annual revenue without ever buying a digital ad, relying instead on hyper‑local, guerrilla tactics and aggressive talent hunting. Founder describes writing the same “Need storage? storagesquad.com free boxes, free pickup,...
Inside Legora: Jude Law Generated $50M Pipeline | Are They Undervalued at $5.5BN? | Patrick Forquer
The interview with Patrick Forquer, CRO of Lagora, focuses on the company’s explosive growth—over $50 million of qualified pipeline in a single month and a valuation of $5.5 billion—while unpacking the sales and operational playbook that propelled it to $100 million ARR. Forquer highlights...
The New Standard for Sales Coaching in the AI Era with Marcy Stoudt
The Revenue Builders podcast spotlights how artificial intelligence is redefining sales coaching. Marcy Stoudt, founder of Rebel Companies, explains that AI now captures every customer interaction, allowing managers to deliver precise, data‑driven feedback at scale—something previously impossible due to time...
Surviving Twitter's Growing Pains: Ex-CEO Dick Costolo
The interview with former Twitter CEO Dick Costello centers on the chaotic, hyper‑growth phase of Twitter and the leadership choices he made to steer the company toward sustainable scale. Costello recounts stepping into the role amid board turmoil, a dysfunctional...
From 3 to 50: Scaling Your Franchisee Onboarding Process
The video addresses how franchisors must evolve their onboarding systems when moving from a handful of new franchisees each quarter to dozens. It stresses that informal, ad‑hoc methods work only at low volume; scaling requires documented standard operating procedures and...
People & Performance Focused Leadership: Rodrigo Alponti with STADA Group
The Supply Chain Now episode spotlights Rodrigo Alpanti, senior vice‑president of global supply chain at Germany‑based STADA Group, discussing his people‑centric leadership philosophy in the pharmaceutical sector. Alpanti traces his career from fast‑moving consumer goods, through the integration of Gillette...
How Golf #Franchise Hits 160+ Units Without Staff
The video explains how a golf‑simulator franchise grew to over 160 locations by stripping out traditional staffing and relying on technology. By treating rent as the primary fixed cost and eliminating hourly wages, the business can operate profitably with minimal...