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.
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,...
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...
How Do You Stop Prospects From No-Showing Virtual Appointments (Ask Jeb)
In this Ask Jeb episode, Jeb Blunt tackles the common sales problem of virtual prospect no‑shows, offering a step‑by‑step system to boost attendance. He emphasizes confirming appointments verbally, sending a detailed calendar invite, and adding a personalized video reminder, followed...