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 qualified leads ranging from $80 to $900 each. The company fuels growth through a mix of paid ads (mainly Google), outbound outreach, and a massive SEO/content strategy that now ranks on 100,000+ pages, even capturing traffic from AI language models. By expanding into new software categories each year and leveraging a globally distributed team of low‑cost advisors, Software Finder sustains 100%+ year‑over‑year growth without external funding.
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...
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...
4 Behaviors That Put You on the Top Sales Producer Board (Money Monday)
In this Money Monday episode, host Jessica Stokes shares a story from a client’s sales summit that revealed a clear pattern among top producers: they consistently attend monthly training, ask tough questions, apply new tactics immediately, and treat skill‑building as...
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...
1167: CFO Leadership at Venture Inflection Points | Intekhab Nazeer, CFO, Lineaje
In this episode, CFO Indikab Nazir discusses how finance leaders can become strategic partners by immersing themselves in go‑to‑market operations and pipeline dynamics, especially during venture‑backed inflection points. He shares lessons from early mentorship, interim CFO roles, and scaling companies...
E705 | Martin Schilling, Deep Tech Momentum: Why Europe’s Deep Tech Problem Isn’t Funding
In this episode, Martin Schilling, co‑founder of Deep Tech Momentum, explains that Europe’s deep‑tech challenge is not a lack of funding but a commercialization gap: large corporates aren’t buying or partnering with startups at scale. He highlights stark statistics—European firms...
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...
Stories that Sell: The Marketing Strategy Algorithms Can’t Kill
In this episode of SaaS Stories, host interviews Henry DeVries, publisher of Indie Books International, about the power of storytelling in business. DeVries outlines eight core story archetypes—monster, underdog, comic solution, tragic solution, mystery, quest, comeback, and "escape from crazy...
What a Secret Service Interrogator Can Teach You About Building Trust in Sales
In this episode, retired Secret Service polygraph specialist Brad Beeler shares how law‑enforcement techniques for building trust and reading behavior can be applied to sales. He explains the "Horns and Halos" effect—how first impressions can mislead—and offers concrete, science‑backed hacks...
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...
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...
Use the Ledge Technique for Overcoming Objections (Ask Jeb)
In this episode of Ask Jeb, host Jeb Blunt helps caller Rick Van Ness, who runs a healthcare claim‑filing company, overcome the objection that prospects view his service as "outsourcing" rather than "augmentation." Jeb walks through a multi‑level outreach strategy—targeting...
Main Character Syndrome: Why Prospects Tune You Out (Money Monday)
In this Money Monday episode, Duff Tucker warns salespeople about "main character syndrome"—the habit of making themselves the hero of the sales conversation instead of the prospect. He explains how this self‑centered approach leads to prospect disengagement, missed discovery opportunities,...
