B2B Pipeline Pioneers

Cole Courson of Unify shares:Why 30 to 40% of the pipeline should still come from AEsHow AI is amplifying, not replacing, every stage of pipeline generationThe cost of a misaligned ICP and how to fix it fastThe power of founder-led growth and how Unify invests in itWhy fewer reps + smarter AI = a better GTM strategyIf you’re building pipeline in an early-stage company and wondering where to put your next 100 pennies, this episode will help you invest wisely.Follow Cole Courson on LinkedInFollow Manoj Ramnani on LinkedIn

Mason Cosby, Founder & CEO of Scrappy ABM, who reveals how his small team built over $11.8 million in pipeline using nothing but organic strategies, podcasting, and scrappy ABM execution.Follow Mason Cosby on LinkedInFollow Manoj Ramnani on LinkedIn

Stephanie Neale, CEO of Blind Zebra, shares why defining your ICP early (and often) is more than a marketing exercise, it’s a business safeguard.From her hands-on approach to pipeline generation to her creative direct mail tactics (yes, actual rocks), Stephanie opens up about what’s working, what’s not, and how she’s using AI in practical, real-world ways. If you’re building pipeline with limited resources and want to hear from someone who’s been in the sales trenches, this episode is for you.Follow Stephanie Neale on LinkedInFollow Manoj Ramnani on LinkedIn

Kristi Faltorusso, Chief Customer Officer at ClientSuccess, shares how customer success can do more than retain accounts. It can build and accelerate pipeline. From success probability scoring to social-led growth, this conversation is packed with bold ideas for driving expansion and alignment across GTM teams.Follow Kristi Faltorusso on LinkedInFollow Manoj Ramnani on LinkedIn

Frannie Danzinger, VP of Sales, Strategic Accounts at Integrate, to explore how aligning brand and demand drives scalable enterprise growth.What you'll learn:• Why demand marketers must also think like brand builders• How to influence enterprise buyers long before they fill out a form• The evolution of go-to-market motions in complex sales cycles• Practical advice for sellers navigating multiple buyer personasFollow Frannie Danzinger on LinkedInFollow Manoj Ramnani on LinkedIn

Randi-Sue Deckard, SVP of Growth at BESLER, who shares her unique journey from scientist to go-to-market leader. Randi unpacks how her data-driven mindset shapes everything from defining the ideal customer profile (ICP) to deploying AI thoughtfully, and why refining pipeline strategy quarterly is non-negotiable. Learn how BESLER leverages community, referrals, and events to accelerate its pipeline, and discover where Randi invests her “100 pennies” to maximize growth in a resource-conscious world.If you’re building a pipeline in enterprise sales or healthcare tech or just trying to do more with less, this episode is packed with insight you won’t want to miss.Follow Randi-Sue Deckard on LinkedInFollow Manoj Ramnani on LinkedIn

Alex Grace, VP of Sales at Arta, returns with a masterclass in pipeline strategy. What happens when your ICP is over defined? Alex walks us through how he inherited a total addressable market of just 130 companies, and what it took to expand it to over 2,000 viable targets.From redefining ideal customer profiles, leveraging AI as a strategic assistant, to doubling down on high-ROI marketing and event investments, Alex shares real, unfiltered insights on how to scale a modern B2B pipeline, especially in industries still catching up with SaaS-level sophistication.Follow Alex Grace on LinkedInFollow Manoj Ramnani on LinkedIn

Jonathan Gandolf, Founder & CEO of Audience Plus (formerly The Juice), to talk about building pipeline the founder-led way that includes boots on the ground, field events, and dinners that convert.Fresh off a major acquisition, Jonathan shares how Audience Plus evolved its ICP from brand marketers to demand gen leaders, what it takes to align product, sales, and marketing around that shift, and why “breaking bread” may just be the best marketing strategy out there. From the field to the funnel, Jonathan reveals how startups can build momentum in a challenging SaaS market without leaning on expensive sponsorships or outdated tactics.Follow Jonathan Gandolf on LinkedInFollow Manoj Ramnani on LinkedIn

Kristie Jones, Founder and Principal of Kristie K. Jones and author of Selling Your Way In. Kristie shares fresh perspectives on why a tightly defined ICP (even as narrow as 250 accounts!) is the foundation of a successful go-to-market strategy, especially for early-stage SaaS startups.She dives into how AI is transforming top-of-funnel research and outreach, offering real-world examples of how tools like ChatGPT can turn hours of manual work into minutes of personalized outreach. Plus, Kristie plays the "100 Pennies" game, revealing where she'd invest across sales, marketing, product, and events in 2025 to generate the highest pipeline ROI.Follow Kristie Jones on LinkedInFollow Manoj Ramnani on LinkedIn

Sandy Yu, Founder and Growth Executive at Revenue Retention Advisors, explores a refreshingly unconventional path to pipeline growth. The one that starts after the sale. Sandy shares how she helps B2B SaaS companies generate "second-order revenue" by reducing churn, doubling down on upsell and cross-sell opportunities, and aligning product, marketing, and sales around the real pain points of their ideal customers.Tune in to hear how Sandy diagnoses pipeline problems like a doctor before prescribing fixes, why she prioritizes marketing over sales when resources are tight, and what her unique "100-penny framework" reveals about breaking away from the status quo.If you’ve ever felt like you're pouring leads into a leaky bucket, this one’s for you.Follow Sandy Yu on LinkedInFollow Manoj Ramnani on LinkedIn

Akshaya Ravi, Sr. Founding SDR & Evangelism at Storylane, to explore how she’s helping Storylane evolve from an inbound-only engine to a balanced, outbound-powered revenue machine.Akshaya shares her experiences of building outbound motion from scratch, defining the ideal customer profile (ICP) in fast-moving environments, and how her team is leveraging AI to stay lean and scalable by automating what should be automated and protecting the human moments that truly move deals forward.What you’ll learn in this episode:How to build an outbound engine in an inbound-heavy orgThe evolving definition of ICP (and why it’s not just your “target customer”)Real-world examples of using AI to accelerate but not replace sales effortsHer “100-penny” framework for distributing pipeline generation efforts across channelsWhy Storylane doubles down on product-led, founder-led, and social-led growthTactical tips on staying agile and system-aware in a fast-scaling teamWhether you're scaling your first SDR team or fine-tuning your go-to-market playbook, this conversation is full of first-hand insights, practical strategies, and a refreshing perspective on the power of experimentation in modern pipeline generation.Tune in now to learn how to build a pipeline that’s not just big but built to convert.Follow Akshaya Ravi on LinkedInFollow Manoj Ramnani on LinkedIn

Tim Hillison, Founder & Chief Marketing Officer at Entry Point 1. Tim shares his 25+ years of GTM experience to explain why defining a clear and consistent Ideal Customer Profile (ICP) across all teams is the cornerstone of effective pipeline generation.He dives deep into how organizations can align sales, marketing, product, and customer success around one shared ICP using data, technographics, and evolving signals. Tim also explores the role of AI in GTM, highlighting how synthetic datasets, automation, and personalized workflows can supercharge growth without sacrificing human context.Wrapping up with the "100 Penny" exercise, Tim lays out his go-to-market investment strategy and shares his take on the growing trend of founder-led growth. Whether you're a startup or scaling mid-market business, this episode is packed with actionable insights to help you build smarter, more aligned pipelines.Follow Tim Hillison on LinkedInFollow Manoj Ramnani on LinkedIn

Ronnell Richards, Founder & CEO of Sayless Academy and author of Shut Up And Sell. Ronnell shares his insights on the evolving sales landscape, the power of AI in pipeline generation, and why understanding your Ideal Customer Profile (ICP) is the foundation of successful sales.From leveraging AI intelligently to optimizing marketing channels for maximum impact, Ronnell breaks down how businesses can drive revenue with the right strategy. He also discusses the importance of relationship-building in a tech-driven world and reveals where he would invest his "100 pennies" to fuel pipeline growth in 2025.Tune in for expert strategies, practical advice, and a candid conversation on what truly moves the needle in sales!Follow Ronnell Richards on LinkedInFollow Manoj Ramnani on LinkedIn

Building a scalable, high-converting pipeline isn’t just about generating more leads, it’s about targeting the right ones. In this episode, Sriharsha Guduguntla and Atul Raghunathan, the founders of Hyperbound, reveal the key strategies behind their go-to-market success.They dive into the ever-evolving nature of defining an Ideal Customer Profile (ICP) and how factors like remote teams, global operations, and industry-specific needs can shape high-impact sales strategies. Sriharsha and Atul also share how they transitioned from SMBs to mid-market and enterprise accounts by identifying where their product was a 'must-have' rather than just a 'nice-to-have.'Beyond ICP refinement, they explore the role of AI in pipeline generation. They cover how automation revolutionizes account research, boosts SDR efficiency, and ensures every sales conversation delivers maximum value.And when it comes to resource allocation, where should sales teams place their bets? Sriharsha and Atul reveal how they strategically distribute investments across sales-led growth, partnerships, and product-led strategies to drive sustainable revenue.If you’re looking for insights on evolving your ICP, leveraging AI for smarter prospecting, and making the most of your go-to-market investments, this episode is a must-listen.Follow Sriharsha Guduguntla on LinkedInFollow Manoj Ramnani on LinkedIn

Caroline Holt, a seasoned expert in sales, enablement, and consulting, reveals the key to breaking that cycle. She shares how refining your Ideal Customer Profile (ICP) and understanding buyer personas can transform your sales strategy from guesswork into precision.Caroline takes us behind the scenes of high-performing sales organizations, explaining how analyzing existing customers and renewals uncovers game-changing insights. She dives into the art of tailoring messaging for different stakeholders, ensuring that every touchpoint resonates and drives action.But sales success isn’t just about knowing your audience, it’s also about using the right tools. AI is revolutionizing research and ideation, yet Caroline highlights where AI adds value and where human expertise remains irreplaceable.Beyond technology, she explores the smartest ways to invest across multiple channels, with customer success, sales enablement, and partnerships proving to be powerful growth levers. And for companies battling in crowded or commoditized markets, she reveals strategies to break through the noise by engaging senior decision-makers and using targeted, high-impact approaches.Perhaps most importantly, Caroline stresses why alignment between sales, product, and leadership on ICPs is non-negotiable and how crafting the right message for the right persona can make all the difference.This episode is a must-listen if you’re looking for proven, practical strategies to build a pipeline that actually converts.Follow Caroline Holt on LinkedInFollow Manoj Ramnani on LinkedIn

James Kaikis Chief Revenue and Experience Officer at TestBox to discuss changes in pipeline generation since his last appearance in Season 1.James dives deep into the power of refining your Ideal Customer Profile (ICP) and shares how TestBox uncovered the key attributes of their most successful customers, those with complex data needs and a drive for competitive differentiation. The results? Game-changing growth.But that’s not all. AI is shaking up pipeline generation, and James breaks down where it’s a game-changer (think account research and lead scoring) and where it still falls short (like genuine personalization).And if you’re curious about where to invest for maximum impact, James lays out his “pennies” allocation across different pipeline channels emphasizing executive-led, event-led, customer-led, and social-led growth. He even shares his surprise at the industry’s continued heavy investment in marketing-led growth.This episode is packed with insights you won’t want to miss. Tune in now!Follow James Kaikis on LinkedInFollow Manoj Ramnani on LinkedIn

Alina Vandenberghe, Co-CEO of Chili Piper, unpacks powerful pipeline generation strategies for B2B companies. She champions a team-first approach, emphasizing the role of community, partnerships, and events alongside the growing influence of LinkedIn. Alina shares how stepping into a CMO role sharpened her GTM strategy and why nailing the ideal customer profile (ICP) is key to maximizing resources. She reveals how Chili Piper zeroes in on SaaS companies with fast-moving decision cycles and how AI fills data gaps to enhance attribution, especially on LinkedIn. Wrapping up, Alina shares her unconventional investment philosophy: build a strong community first, and sales will follow naturally with less friction.Follow Alina Vandenberghe on LinkedInFollow Manoj Ramnani on LinkedIn

Ryan Staley, Founder & CEO of Whale Boss, shares his journey from bootstrapping an enterprise team to scaling AI-driven revenue systems for B2B powerhouses. This episode dives deep into the high-stakes world of pipeline generation, a “team sport” that goes far beyond just sales or marketing. Ryan brings his candid insights on investing “pipeline pennies” across channels, including his surprising strategy for AI, sales-led, and customer-driven growth. B2B leaders will get a behind-the-scenes look at the budgeting blueprint he used to scale $30M in ARR — all while balancing 10,000 kid activities and a very busy dog named Larry!About the Pioneer: 00:47About Your ICP: 03:00100 Pennies Game: 05:26Final Thoughts: 10:40View the 100 Pennies Game: Click Here!Follow Ryan Staley on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerOver the past decade, Ryan has grown a division from zero to $30M ARR with a lean team of just four salespeople and has upskilled over 1,600 GTM executives on AI, enterprise sales, and GTM strategy. His mission is to inspire one million Go-To-Market executives to work less and sell more by becoming superhuman through Artificial Intelligence. As the founder of Whale Boss, an AI Sales & Marketing consulting and skill transformation company, and The Scale Up Show, a top 1% global podcast, Ryan helps revenue leaders transform their teams by acquiring essential AI skills that break them free from the operational grind and accelerate topline revenue growth. Ryan instructs executives and sales and marketing teams on implementing AI tools like ChatGPT, Copilot, and Claude and also serves as a Chief AI Officer advisor, specializing in human capital development. His results are remarkable: he scaled a division from zero to $30M ARR without funding, marketing, or SDRs, implemented over 500 AI use cases, and taught more than 800 CROs proprietary selling strategies and tactical execution. Having consulted over 40 technology companies on customized revenue growth strategies, Ryan has earned recognition as a top global AI thought leader, Gartner Ambassador, and Sales Assembly thought leader.

Nick Turner, CRO at Dreamdata, shares valuable insights on defining an ICP and focusing on the right market segments. Nick reflects on the challenges of refining their ICP and realizing that catering to a broader range of customers can lead to tremendous success. He emphasizes the need for continuous iteration in messaging and market understanding, advocating for a customer-centric approach that drives pipeline growth.About Your ICP: 00:37How Did You Define It?: 03:13How Often Do You Review Your ICP?: 05:51100 Pennies Game: 07:17Final Thoughts: 11:52View the 100 Pennies Game: Click Here!Follow Nick Turner on LinkedInFollow Manoj Ramnani on LinkedInAbout this Pioneer20 years of experience as a team member, executive, founder and advisor working at early stage startups primarily in the B2B Enterprise SaaS space. The most fun I've had in my career are at early stage SaaS startups that are looking for PMF or are in the next stage, ready to start scaling and need GTM guidance. I like being somewhere that I can maximize my impact on the organization and my colleagues. I love building companies, leading teams and developing strategy across all facets of the business (product, GTM, pricing, moving up market, team structure, competitive considerations, new market expansion, etc.). I love problem solving in general - and there are always problems to solve at a startup. I've been lucky to do that with great teammates, companies and products throughout my career. I've worked on and/or led teams that have scaled from 0-$5MM, $2-20MM, $10-20MM+, $20MM-$60MM+, all in high growth mode, happening in 2-4 years time. I've also failed to scale and learnt just as much from those experiences as the successes. I've shared below all of the specific stories from my career. Please reach out if you'd like to chat or if you think I can be of service!Aside from work. I spend a lot of time with my family, Leanne, Conlin and Jack. I really love running, triathlons and adventure races, I've run over 75 races in my life. I enjoy the outdoors and travel when I can.

Sophia Agustina, Founder & Marketing Advisor of Gain Relationship, shares her insights on expanding ICP account reach through website visitor intelligence. In this episode, Sophia discusses the evolution of ICP targeting from traditional demographic methods to the integration of intent data and account-based marketing. She reveals how utilizing tools like SalesIntel boosted IBM's account reach by 5x through targeted engagement strategies. Tune in to learn how combining data, customer insights, and strategic partnerships can enhance your pipeline and optimize go-to-market efforts in today’s competitive B2B landscape.View the 100 Pennies Game: Click Here!Follow Sophia Agustina on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerSophia Agustina is a Global Marketing Leader with expertise in full-funnel, customer-centric, and ROI-driven marketing strategies. She is also the co-creator of a GTM 9 Cs framework (with Margaret Safford) that focuses on customer value and business outcomes.

Jen Igartua, CEO of Go Nimbly, shares how her team redefined their ICP from start-ups to midsized and enterprise level SaaS companies. By making this shift Go Nimbly is able to focus on more established organizations with operational challenges where they could deliver the most value. This change allowed Go Nimbly to better tailor their messaging, educate the market on their unique offerings, and create sustainable revenue by focusing on the right audience.About the Pioneer > 00:41How Did You Define It > 02:40What Did You Learn > 06:37100 Pennies > 15:34Final Thoughts > 20:56View the 100 Pennies Game: Click Here!Follow Jen Igartua on LinkedInFollow Ariana Shannon on LinkedInAbout this PioneerBy day I’m the CEO of Go Nimbly–working with high-growth companies to create a frictionless, human buying experience with RevOps.By night, I’m creating sweet games with my friends at Pillbox Games, making crafts, and taking improv classes (which is how “Yes, and” became a key part of how we work and innovate at Go Nimbly).

Pipeline pioneer Stephanie Neale, CEO of Blind Zebra, shares insights on how her team refined their Ideal Customer Profile, offering a fit for smaller startups to larger enterprises. Blind Zebra’s pivot from coaching to scalable sales tools led to new learning opportunities, including the importance of effective messaging and market education.About the Pioneer > 00:45How Did You Define It > 03:49What Did You Learn > 07:12100 Pennies > 10:34Final Thoughts > 16:02View the 100 Pennies Game: Click Here!Follow Stephanie Neale on LinkedInFollow Ariana Shannon on LinkedInAbout this PioneerStephanie “Steph” Neale is motivated by helping others achieve more than they think they can. She is a scoreboard-obsessed, tenured sales leader who currently serves as CEO of Blind Zebra. Before stepping into her CEO role, Steph was VP of Client Success at SaaS company – PERQ and Sales Director at Gannett, in addition to being an award-winning salesperson for a decade before leading teams.Steph is a longtime student of business scaling, EOS Integrator and a Certified Blind Zebra Sales Operating System™ (BZSOS) Operations Coach. Blind Zebra makes selling simple by installing BZSOS with B2B sales teams nationwide. Steph is an Indiana native, graduated from Purdue University and resides in Indianapolis with her hubby (& business partner), their (combined) 5 kids and a Doodle they only claim some of the time.

Partnerships are no longer the domain of “partner people” schmoozing at conferences. Instead, they can unlock vast amounts of data, new relationships, and scalable growth plays. In this roundtable, you will learn how to gather and verify data from potential partners to ensure your partnership strategies are built on a solid foundation. Our expert speakers will delve into the challenges of integrating data from various sources and provide practical tips on overcoming these hurdles to make your partnerships work.View the 100 Pennies Game: Click Here!Follow Bob Moore on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerBob Moore is Co-Founder and CEO of Crossbeam, an Ecosystem-Led Growth (ELG) platform that helps companies use their partner ecosystems to generate leads, close deals, and grow faster.Moore previously co-founded Stitch (Acquired by Talend in 2018) and RJMetrics (acquired by Adobe by way of Magento Commerce in 2016). He is the National Bestselling author of Ecosystem-Led Growth.

Ariana Shannon hosts a roundtable with experts Jesse Shipman, Adam Pasch, and Sam Yarborough to discuss how B2B companies can identify and partner with the best-fit organizations to drive maximum ROI. They explore real-world strategies for evaluating potential partners, aligning goals, and creating mutual value beyond revenue generation. Learn how to leverage co-marketing, co-selling, and resource sharing to build strong, scalable partnerships that contribute to long-term business success.View the Full Podcast : Click Here!Follow Jessie Shipman on LinkedInFollow Adam Pasch on LinkedInFollow Sam Yarborough on LinkedInFollow Ariana Shannon on LinkedIn

Is your GTM stuck in a rut? Traditional lead gen methods falling flat? Listen into this round table on the exploding trend of partnership-driven growth. We’ll unpack exclusive research on why partnerships are the #1 investment area for B2B leaders in 2024, and unveil the secrets to building successful alliances that close deals faster, increase ACV, and lower CAC.View the Full Podcast : Click Here!Follow Asher Mathew on LinkedInFollow Sangram Vajre on LinkedInFollow Jason Yarborough on LinkedInFollow Manoj Ramnani on LinkedIn

Curtis Ropp, Founder & CEO of Outbound Funnel, reflects on his key takeaway from 2023: the importance of not confining your business to a narrow niche. Curtis learned that expanding their focus to include a wider range of customer sizes could have significantly improved their results. Looking ahead, Curtis and his team plan to leverage their strong partner ecosystem by being an active, visible, and vocal partner to drive pipeline.About the Pioneer > 00:44Biggest Challenge > 01:28Looking Forward > 04:29100 Pennies > 05:08Final Thoughts > 08:50View the 100 Pennies Game: Click Here!Follow Curtis Ropp on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerAs the founder and CEO of Outbound Funnel, I am passionate about helping disruptive companies in various industries achieve fast and sustainable growth with sales engagement strategy and technology. Outbound Funnel is the leader in Sales Engagement Platforms, offering custom solutions and ongoing support for our clients, powered by a team of military veterans and multi-platform certified professionals.As a top implementation and pro-service partner for Outreach, SalesLoft, Gong, Intercom, Drift, and many others, I have gained extensive knowledge and expertise in sales engagement and enablement tools that change the landscape of sales daily. Leveraging my network and insights to make an impact wherever possible, I am always open to sharing my experiences, successes, failures, and learning from others in this dynamic and exciting world.

Natalie Taylor, Head of Marketing at Capsule, shares her journey with defining a clear ICP and sales process. By focusing on pain points and creating highly personalized demos, Natalie and her team saw a significant increase in conversion rates. Additionally, Capsule is shifting towards a product-led growth strategy, supported by organic content to attract and engage users.About the Pioneer > 00:37Biggest Challenge > 02:53Looking Forward > 06:04100 Pennies > 09:57Final Thoughts > 18:44View the 100 Pennies Game: Click Here!Follow Natalie Taylor on LinkedInFollow Manoj Ramnani on LinkedIn

Cesar Viana Teague, Growth Advisor at Nextlevel Consulting, shares a key lesson from 2023. His primary focus on a specific target audience didn’t deliver the expected results, prompting him to reevaluate his Ideal Customer Profile. This led to a diversified client base, ultimately creating a more stable and reliable pipeline.About the Pioneer > 00:38Biggest Challenge > 01:58Looking Forward > 05:10100 Pennies > 06:25Final Thoughts > 13:05View the 100 Pennies Game: Click Here!Follow Cesar Viana Teague on LinkedInFollow Manoj Ramnani on LinkedIn

Kyle Smith, Managing Partner at The Bridge Group, learned first-hand the need to maintain momentum in revenue pipeline creation even during prosperous times. His budget allocation for the year reflects a focus on customer-led growth, marketing-led growth, and sales-led growth, with a strong emphasis on renewal and content-driven strategies.About the Pioneer > 00:40Biggest Challenge > 02:23Looking Forward > 04:20100 Pennies > 07:50Final Thoughts > 13:37View the 100 Pennies Game: Click Here!Follow Kyle Smith on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerI work with B2B companies (mostly technology/SaaS) and have a singular goal, improve the results of the sales team. It could be Sales Development (SDRs), new business closers (AEs), Account Management, Customer Success, Enablement or Operations. If the team impacts revenue, they become part of our projects which most often fall into 3 buckets: strategic assessments, sales playbooks and interim management. Between my time with The Bridge Group and my outsourcing days, I have worked with over 100 different B2B companies and use that expertise to help all my clients improve revenue generating efforts.

Ciara Feely, sales seadership thought leader, international speaker and author, shares insights from the challenges of 2023 in B2B SaaS: the need for a shift from transactional to relationship-focused sales strategies. Ciara stresses the importance of improving interpersonal skills within sales teams and delivering tailored buyer experiences. She discusses her initiatives for the new year, focusing on nurturing meaningful customer relationships, community engagement, and impactful face-to-face events to optimize sales pipeline.About the Pioneer > 00:47Biggest Challenge > 02:25Looking Forward > 04:38100 Pennies > 15:07Final Thoughts > 19:52View the 100 Pennies Game: Click Here!Follow Ciara Feely on LinkedInFollow Ariana Shannon on LinkedIn

Janice B Gordon, Founder of Scale Your Sales, shares her insights on building revenue pipeline through customer-centric strategies. In the wake of 2023's challenges, Janice emphasizes the importance of staying focused on customer needs amidst changing sales cycles and behaviors. Today, she is investing heavily in community-led growth and partnerships to drive brand visibility and customer loyalty.About the Pioneer > 00:44Biggest Challenge > 04:18Looking Forward > 07:08100 Pennies > 09:23Final Thoughts > 15:24View the 100 Pennies Game: Click Here!Follow Janice B Gordon on LinkedInFollow Ariana Shannon on LinkedInAbout this PioneerJanice B Gordon's glass overflows with optimism and purpose. Her mantra, "I am living the life I am meant to have," guides her keynotes, consulting, facilitation, and education, inspiring others to tap into her transformative energy and value delivery.She helps Sales Leaders, CROs, CEOs, and founders reimagine revenue growth through customer excellence, doubling one company's revenue by $6 million in 12 months with her scaling strategies. Midcap companies hire Janice to unlock potential and accelerate growth by investing in customer-centric selling and building sales team capacity.Janice's impactful work is praised for energizing delegates and delivering inspirational speeches. As the Customer Growth Expert, she holds an Executive MBA from Cranfield School of Management and is recognized among the Top 50 Global Thought Leaders on Customer Experience and LinkedIn Sales Innovators. She is the author of Business Evolution and co-author of Heels to Deals. Janice's TEDx talk highlights tapping into inner wisdom for success.

Joshua Fedie, Founder & CEO of The Sales Reach, drives revenue by educating buyers. While B2B buyers now complete 80% of the sales journey independently before engaging with sales teams, Joshua recognizes that many are still confused by the options they have. It’s time for companies to give the buyers a break and create clear messaging with a human experience.About the Pioneer > 00:47Biggest Challenge > 05:32Looking Forward > 08:45100 Pennies > 15:06Final Thoughts > 20:21View the 100 Pennies Game: Click Here!Follow Joshua Fedie on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerCEO & Founder of SalesReach.io, a SaaS based buyer enablement portal (more commonly known as a Digital Sales Room) to meet the demands of the modern sales professional in small, medium and enterprise organizations. Reach out if you'd like a demo for your organization.I am also the host of The Founders Mentality, a vlog/podcast recorded as a resource for other founders and would-be founders to gain the collective knowledge of some fascinating founders. Find more on the website at TheFoundersMentality.com or on your favorite podcast service.

Alexine Mudawar, CEO of Women in Sales, learned to trust her own path rather than comparing her business to others during challenging times. In 2023, a time of doom and gloom, Alexine focused on what she could control: taking care of her people and customers, which ensured steady success for Women in Sales. Looking ahead, Alexine is dedicated to listening closely to community members and understanding their needs, which guides the strategy of Women in Sales’ programs and products.About the Pioneer > 00:36Biggest Challenge > 02:04Looking Forward > 05:48100 Pennies > 07:55Final Thoughts > 11:58View the 100 Pennies Game: Click Here!Follow Alexine Mudawar on LinkedInFollow Ariana Shannon on LinkedIn

James Kaikis, Chief Solutions Officer at TestBox, realized the necessity of a well-defined ICP and accurate data to guide data-backed decisions. This year, TestBox is overhauling its GTM approach by purging bad data to improve accuracy. James is investing in a variety of growth strategies to ensure predictability and repeatability for his GTM team.About the Pioneer > 00:46Biggest Challenge > 04:04Looking Forward > 06:42100 Pennies > 10:16Final Thoughts > 13:15View the 100 Pennies Game: Click Here!Follow James Kaikis on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerI am an operator turned technology professional driven by my passion for helping others, as demonstrated in my work at globally-recognized organizations like Hyatt, Showpad, and Salesforce. As a former hospitality professional, providing outstanding customer experiences is core to my DNA — and instrumental in my roles as both a Solutions leader and entrepreneur.I founded the PreSales Collective, the largest global community for PreSales professionals that provides resources and opportunities for networking and mentorship. Since 2020, the community has grown to more than 35,000 members worldwide, four different lines of business, and nine full-time employees. PSC was successfully acquired in November of 2021 by a stealth community business.

James Kravic, Head of Advertising and Media at Dragon 360,  is advocating for a shift from purely logical value propositions. By leaning into emotional messaging, James hopes to ensure a deep understanding of customer needs for effective lead generation.About the Pioneer > 00:42Biggest Challenge > 02:13Looking Forward > 06:40100 Pennies > 11:17Final Thoughts > 15:14View the 100 Pennies Game: Click Here!Follow James Kravic on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerJames Kravic is the Head of Ads & Media at Dragon360, a digital agency known for its expertise in paid media campaign strategy and execution for B2B brands. James not only orchestrates successful advertising endeavors for clients but also steers the agency's internal go-to-market strategy, encompassing marketing, partnerships, and sales.

Bethany Stachenfeld, Co-Founder & CEO of Sendspark, shapes her company's revenue pipeline by championing their vision across various platforms, emphasizing the ‘why’ behind their brand. In the challenging landscape of 2023, Bethany learned the importance of demonstrating tangible value to customers, avoiding being seen as a “nice-to-have”, and leading Sendspark to focus on enhancing their product and messaging.About the Pioneer > 00:27Biggest Challenge > 02:02Looking Forward > 03:55100 Pennies > 06:00Final Thoughts > 10:00View the 100 Pennies Game: Click Here!Follow Bethany Stachenfeld on LinkedInFollow Ariana Shannon on LinkedInAbout this PioneerBethany Stachenfeld is co-founder & CEO of Sendspark. Prior to founding Sendspark, Bethany was Head of Marketing for 2 B2B SaaS Startups: Filestack and VidGrid. Bethany is deeply involved in the startup community, and has been part of Venture for America, 500 Startups, OnDeck, and the Stage2 Accelerator (Catalyst). Bethany lives in New York City where she enjoys acroyoga, hydroponic gardening, and practicing martial arts (fun fact: Bethany is a 3rd degree black belt in Isshinryu Karate).

Johan Abadie, Chief Marketing Officer at Processmaker, knows the importance of self-service in B2B sales through free trials and demos. In 2024, he's experimenting with social selling, refining intent data for better timing, and addressing the trend of prospects anonymizing until they're ready to engage.About the Pioneer > 00:21Biggest Challenge > 02:27Looking Forward > 04:24100 Pennies > 10:39Final Thoughts > 16:00View the 100 Pennies Game: Click Here!Follow Johan Abadie on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerMulti-faceted executive with a technical background and extensive experience building and leading International Sales & Marketing, Business Development, Operations and Product Development teams for start-ups and mid-size companies. Strategic thinker with strong analytical skills. Excel at implementing data-driven solutions to solve complex problems and beat expectations. Solid history of building scalable sales and marketing operations and implementing strategic partnerships to grow revenues while maintaining low customer attrition, and creating new opportunities while maximizing operational efficiencies. Effective communicator capable of translating complex concepts and technologies to non-technical audiences.

Tenisha Griggs, Founder & CEO of 37X Digital Marketing Agency, had 2 major learnings from the economic uncertainties of 2023: the importance of pivoting business strategies and prioritizing existing customer bases amidst slower new acquisitions. Tenisha also shares her excitement about experimenting with B2B influencers to attract quality leads through educational content.About the Pioneer > 00:38Biggest Challenge > 01:54Looking Forward > 05:30100 Pennies > 09:01Final Thoughts > 13:53View the 100 Pennies Game: Click Here!Follow Tenisha Griggs on LinkedInFollow Manoj Ramnani on LinkedIn

Jared Robin, Co-Founder of RevGenius, reflects on 2023's lessons, acknowledging the challenges of premature sales hiring and the importance of managing expectations as a founder. Looking ahead to 2024, Jared discusses RevGenius' innovative 'Next' campaign, aimed at spotlighting emerging B2B SaaS influencers across social and community channels. Jared outlines his strategic budget allocations for revenue growth, focusing on community, founder, brand, customer, and marketing initiatives.About the Pioneer > 00:51Biggest Challenge > 06:21Looking Forward > 09:48100 Pennies > 15:32Final Thoughts > 20:28View the 100 Pennies Game: Click Here!Follow Jared Robin on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerHelping Founders & GTM Leaders Go-to-Market Collaboratively.- Grew RevGenius from 0-40k members in 3 yrs- Scaled from 0- 7 figs in $$$- Throw a digital conference w > 5k registrants- I help SaaS brands scale w community - I advise a dozen or more startups- I talk w GTM leaders on Revenue Today PodcastBefore RevGenius- Scaled from 0-7 figs in $$$ at 2 startups- I built a fashion mag w 10k monthly readers

Leslie Douglas, VP of Sponsorship Sales at Sell Better, has a diversified approach to pipeline generation: blending brand building, sales, customer success, and retention strategies. Due to the shifting landscape where B2B buyers are increasingly seeking peer reviews and educational content, marketers need to align more closely with the buyer journey.About the Pioneer > 00:38Biggest Challenge > 02:27Looking Forward > 04:30100 Pennies > 07:08Final Thoughts > 11:03View the 100 Pennies Game: Click Here!Follow Leslie Douglas on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerI got into sales as a profession as many people do…. on accident! But over time, I have discovered that everything we are doing is sales. ✨I was selling when I negotiated staying up 5 more minutes at bedtime as a child. ✨I was selling during my audition for the elementary school production of The Wizard of Oz.✨I was selling the heck out of those Girl Scout Cookies to my parent’s colleagues. ✨I was selling when I wrote my college admission essays.

Logan Lyles, Evangelism & Content Marketing at Teamwork.com, focuses on brand awareness and demand generation rather than immediate demand capture, likening it to "trying to hug a stranger." His content team is testing paid ads to get their content in front of the right audience, engaging the 97% well before they’re ready to buy.About the Pioneer > 00:43Biggest Challenge > 02:39Looking Forward > 05:07100 Pennies > 06:50Final Thoughts > 10:04View the 100 Pennies Game: Click Here!Follow Logan Lyles on LinkedInFollow Manoj Ramnani on LinkedIn

Kate Erwin, Social Media Lead at Beam Content, has successfully grown her business through inbound leads, driven by word-of-mouth and referrals. Her key strategy involves prioritizing customer needs over business interests, ensuring sustainable success.About the Pioneer > 00:40Biggest Challenge > 01:52Looking Forward > 03:05100 Pennies > 04:46Final Thoughts > 09:45View the 100 Pennies Game: Click Here!Follow Kate Erwin on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerHey, I'm Kate. Content is my life.I started my career as a copywriter at a content farm.Nearly a dozen years later, I'm still a copywriter, but now I take my time to create content that connects people and ideas.I've worked with countless sales tech companies, both full-time and freelance.

Jonathan Gandolf, CEO and founder of The Juice, notes the shift from digital channels to in-person interactions as a critical driver of pipeline. In 2024, The Juice is doubling down on field marketing, including event sponsorships, creative activations, and strategic partnerships, betting on the continued success of its unique (and budget-friendly) approach to events.About the Pioneer > 00:38Biggest Challenge > 02:18Looking Forward > 04:55100 Pennies > 05:59Final Thoughts > 10:42View the 100 Pennies Game: Click Here!Follow Jonathan Gandolf on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerI'm a left-brain marketer with a right-brain problem. My interests, experience, and expertise are deeply rooted in data and analytics. However, I have a curiosity and am motivated by chasing and executing innovative ideas.My winding career path started at ExactTarget (acquired by salesforce.com) in a rotational program that led to valuable experience in content marketing, relationship marketing, and product management. Finally, I moved to data analysis for the email, mobile, and social marketing team building data infrastructure and strategy for B2B digital campaigns. What started as a passion project turned into a 3.5-year endeavor launching and growing Braxton Brewing Company in Covington, Kentucky. Here, I led the brand side of the business helping launch the company, build the brand, raise awareness, grow an audience, execute events and manage the Marketing & Brand Experience team.

Corrina Owens, a GTM Advisor, discusses the need to get back to marketing basics: setting clear value propositions, sales expectations, and understanding customer needs. Looking ahead, Corrina sees a shift towards using customer advocates and internal content creators in place of relying solely on “unicorn” sales reps. She prioritizes investing in brand building, community engagement, and customer relationships to boost revenue growth.About the Pioneer > 00:33Biggest Challenge > 01:58Looking Forward > 04:34100 Pennies > 05:49Final Thoughts > 10:41View the 100 Pennies Game: Click Here!Follow Corrina Owens on LinkedInFollow Ariana Shannon on LinkedInAbout this PioneerI'm a revenue marketer with a people-focused approach. I advise and help organizations bring their go-to-market strategies to life.I have over a decade of experience driving revenue for high-growth B2B SaaS organizations and B2C organizations with integrated and multi-channel marketing strategies, building and scaling demand generation and account-based marketing departments, programs, and campaigns from the ground up.I know, I know, not another podcast….but hear me out! 😊I co-host Direct, a podcast that features unsung GTM heroes who make magic happen for their organizations. This is the brainchild of myself and my former partner in crime, Taylor Young. We have one goal for this podcast—to make each guest feel seen and heard.

Joshua Bailey, VP of Community at SaleBoat, is increasing revenue growth by prioritizing community-driven strategies. His focus on building relationships and nurturing connections emphasizes the importance of authenticity and engagement over traditional sales tactics. By investing heavily in community-led growth, Joshua is paving the way for sustainable revenue pipelines built on trust and advocacy.About the Pioneer > 00:37Biggest Challenge > 01:40Looking Forward > 04:35100 Pennies > 09:16Final Thoughts > 13:21View the 100 Pennies Game: Click Here!Follow Joshua Bailey on LinkedInFollow Ariana Shannon on LinkedInAbout this PioneerJoshua Bailey grew up in California, starting his entrepreneurial journey early by taking out trash for 50 cents in his apartment complex. At 9, he sold fruit from trees and, at 10, traded baseball and Pokemon cards. By 12, he launched his first business, “Wall & Bailey Rings,” learning valuable lessons along the way.Today, Joshua is a creative leader with a passion for challenges and knowledge. He seeks to connect with SMEs in sales, marketing, and business, aiming to inspire and help others achieve their goals.Joshua believes in value over the pitch, the permanence of remote work, the importance of human connections, and team communication as keys to success. He advocates for learning from those who have achieved similar goals.

Qetsiyah Jacobson, Social Media Strategist at HeyOrca, is exploring influencer marketing in B2B, aiming to replicate the success of B2C in generating brand awareness and revenue pipeline. Emerging buyers, especially Gen-Z, prefer indirect marketing strategies - requiring B2B companies to invest more in influencer marketing and community to reach their audiences.About the Pioneer > 00:43Biggest Challenge > 01:58Looking Forward > 03:31100 Pennies > 05:41Final Thoughts > 09:26View the 100 Pennies Game: Click Here!Follow Qetsiyah Jacobson on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerI started my journey in marketing journey back in 2019 when I started my own little lash brand in high school. I had no idea what I was doing but I absolutely loved building something from the ground up from concept to a tangible product. My lashes end up being featured on Cardi B’s makeup artist Instagram story.Fast forward a year later and I started a clothing line called Just Basixs. I did all of the branding, web design, marketing,...I absolutely loved it. With a small but mighty following my clothing line was picked up by a retailer and I sold over 4 figures in the first couple of months.

Remi Dubreuil, Director of Sales at Uniphore, is intentional with his prospecting by understanding buyer pain points to move opportunities down the funnel efficiently and deliver a highly personalized, relevant sales experience. In 2024, he's excited about leveraging intent data to target the right companies and identify prospects with a purchasing history, aiming to overcome the challenge of indecision in B2B sales.About the Pioneer > 00:36Biggest Challenge > 03:18Looking Forward > 05:52100 Pennies > 09:19Final Thoughts > 13:16View the 100 Pennies Game: Click Here!Follow Remi Dubreuil on LinkedInFollow Ariana Shannon on LinkedInAbout this PioneerAs a Sales Director at Uniphore, I help Enterprise businesses successfully implement and leverage AI across their sales organizations to harness the power of their client interactions and optimize sales efficiencies.I oversee the NY metro territory (NY, NJ, CT) for our Q for Sales conversational intelligence platform.

Randi-Sue Deckard, SVP of Client Engagement at BESLER, is leaning into micro-events where current customers and prospects engage authentically, leveraging peer-to-peer marketing. Randi invests her pennies into customers, branding, and events to influence revenue growth.About the Pioneer > 00:24Biggest Challenge > 01:47Looking Forward > 04:25100 Pennies > 07:07Final Thoughts > 12:35View the 100 Pennies Game: Click Here!Follow Randi-Sue Deckard on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerRandi-Sue Deckard is a clinical lab scientist turned GTM leader who has built a career in healthcare. She has influenced over $100M in revenue over the past 15 years in LifeSciences, Oncology, Technology and Finance verticals of healthcare. She has built and led customer-centric teams with a focus on using data-driven decision and business fluency to ensure profitable growth. She's an active mentor for GirlzWhoSell and co-chair of the Pavilion DFW Chapter.

Jack Ryan, Data Partnerships Manager at Shipyard, learned from the challenges of 2023 that deeper relationships with both net-new prospects and existing customers are crucial in B2B SaaS sales. While traditional outbound sales are becoming less effective, Jack is excited to invest in partnerships, brand building, community engagement, and events to drive revenue pipeline growth.About the Pioneer > 00:41Biggest Challenge > 01:53Looking Forward > 04:05100 Pennies > 06:10Final Thoughts > 09:29View the 100 Pennies Game: Click Here!Follow Jack Ryan on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerI'm a wizard with copywriting, GTM strategy, prospecting, account management, and partnerships, with a deep understanding of B2B SaaS with exec-level relationships and networks.

Jessie Lizak, Founder & CEO of Reveting, leans into founder-led growth by creating video content and podcasts that showcase the face of the company. Jessie's approach emphasizes reducing, reusing, and recycling content to drive inbound leads.About the Pioneer > 00:40Biggest Challenge > 03:07Looking Forward > 05:47100 Pennies > 07:27Final Thoughts > 12:25View the 100 Pennies Game: Click Here!Follow Jessie Lizak on LinkedInFollow Manoj Ramnani on LinkedInAbout this PioneerMeet Jessie Lizak, Founder and CEO of Reveting, a B2B marketing agency and Host of Reveting's WinsDay (formerly Whiskey WinsDay).Level up your game with Jessie. Whether you are looking for consulting, motivational coaching or marketing services, she's got you covered.With executive experience building audiences across various industries, Jessie will revamp your brand and turn your LinkedIn into a portfolio of professional successes.As the host of WinsDay, Jessie brings marketing professionals, founders, and executives together for a weekly live broadcast on various platforms.