Revenue Remix - Inspiring Visionary Leaders

Most first sales hires don't fail because the salesperson was wrong. They fail because nothing was built for that salesperson to step into.In this solo episode, Summer Poletti — founder and CRO of Rise of Us — breaks down what has to be in place inside a growth-stage B2B company before you post the job description, build the comp plan, or make an offer. If you're a founder or CEO between $5M and $20M ARR planning your first sales hire, expanding a sales team, or rebuilding after a sales hire that didn't work, this is the diagnostic conversation that usually happens behind closed doors.The referral pattern nobody talks aboutSummer is rarely called by the CEO first. The call comes from a CMO, a recruiter, a CFO, a board member, or an advisor — someone with the CEO's ear who has heard the growth plan and knows how the movie ends. The plan almost always sounds the same: let's hire a salesperson. The person listening sees what's missing underneath it.Two kinds of CEOs planning growthBoth are planners. Both write the job description, build the comp plan, buy the CRM. The difference sits in the middle — what the new hire walks into after the HR onboarding packet is signed. One CEO builds the structure first. The other places an expensive bet on a sales hire figuring it out for them. Only one of those is a growth strategy.The four gaps that predict a failed sales hireCovered in this episode:1. No defined ideal client profile. "We serve everyone, all industries, all sizes, all stages" reads like freedom and lands as paralysis. A salesperson needs to know exactly who to call, why you serve them better than anyone else, and what changes for them afterward.2. No sales process. Knowing why buyers buy, why they don't, who sits on the buying committee, what buying-ready looks like, and what triggers the decision. Without it, your rep is being helpful to a prospect who might be price-checking a current vendor — or filling a third-quote requirement for someone else's board meeting.3. No elevator pitch that leadership can deliver. New reps belong on the phone by the end of week one. That only works if someone in leadership can model the hook live. If they can't, trust with the new hire breaks immediately.4. No real onboarding plan. Not the half-day with HR and the handbook. A structured ramp with metrics and milestones tied to revenue — 90 days minimum, two years for B2B SaaS in a high-trust sale, because that's when a rep in a complex sale is genuinely producing.The magician problemSay you find the rare full-cycle rep who can prospect, close, demo, manage pipeline, and build the strategy. They build your entire sales motion. Then a competitor recruits them. Or they quit. The question every CEO eventually faces: do you want your entire growth motion living in the brain of one employee?Who this episode is forFounders, CEOs, and presidents at B2B SaaS, fintech, and professional services companies scaling between $2M and $25M ARR who are moving out of founder-led sales — plus the CMOs, recruiters, CFOs, and advisors who get asked "who do I call?" before the hire gets made.A failed sales hire is a $150K–$500K mistake at this stage. This series is about not making it twice.Part 2 continues the series.Rise of Us — revenue architecture for growth-stage B2B companies. theriseofus.comfirst sales hire, when to hire a salesperson, founder-led sales, B2B SaaS sales hiring, sales onboarding plan, ideal client profile, sales process, VP of sales hire, growth-stage revenue strategy, fractional CRO

What a Bad Sales Hire Actually Costs You. It's not Just Financial, There's an Emotional Toll and also Brand, Trust, and MomentumFounders reach for a sales hire when revenue stalls — but the real cost of getting it wrong isn't the salary. In this conversation, Summer Poletti (founder of Rise of Us, a revenue architecture consultancy for growth-stage B2B companies) brings together three operators who see this problem from different seats: a recruiter who places sales talent, a customer success leader, and a go-to-market marketing co-founder.Together they break down what actually happens when a company hires its first — or fourth — sales rep before the system underneath them is ready. The conversation covers the financial cost, the emotional cost founders don't talk about, and the brand and trust damage that outlasts any bad quarter. They also dig into what separates a sales hire that sticks from one that becomes a cautionary tale: documented process, coaching (not just closing), shadowing, and hiring for likability without skipping the fundamentals.Topics covered:Why "hire a salesperson" is often the wrong answer to a revenue problemThe real cost of a bad sales hire: financial, emotional, and reputationalWhy founder-led sales doesn't automatically translate into a repeatable processThe EOS visionary/operator split and what it means for early sales hiresWhy AI tools help analyze sales conversations but can't replace human judgment in hiringHow to build your sales process in tandem with your hiring search, instead of waitingSummer delivers this topic as a workshop for founder or CEO groups, learn more here.Follow our Guests:JMS – John Mason-SmithShimon PerrySandi GreenHosted by Summer Poletti, founder of Rise of Us (theriseofus.com), helping growth-stage founders avoid expensive sales mistakes before they make them.Catch Revenue Remix wherever you get your podcasts and binge clips on YouTube#SalesHiring #B2BSales #GrowthStageStartups #RevenueOperations #FounderLedSales #SalesLeadership

Let's call it what it is. Marketing says no one follows up with their leads. Sales says the leads suck. The CEO is just asking about the ACTUAL numbers because they have to report projections to the board. And somewhere in the middle, real pipeline is dying because nobody will say the quiet part out loud.This episode is the quiet part out loud.Summer met Edward Preston (EP) at TechCon SoCal, where he introduced himself as the BS meter: the person who sits between the CMO and the CRO and calls out whoever is covering their own ass at the expense of the business. Summer immediately recognized her people. She brought in Jeanne, a marketer who has spent her career actually caring whether leads close, and one of Summer's longest-standing professional collaborators from her corporate days. The three of them sat down to say the things that usually only get said after the meeting ends.What came out of it was one of the most honest conversations about sales and marketing alignment that has appeared on this show. Not the version where everyone agrees that collaboration is important. The version where someone finally admits that MQLs have become a vanity metric dressed up as a strategy, that salespeople are often whining about leads they haven't actually worked, that marketing is building content based on what they think sales needs instead of what the front line is actually hearing, and that the CEO who shows up twice a year for an all-hands and expects the revenue number to hit is the real problem nobody wants to name.They get into where buyers actually are by the time they show up in your pipeline, and why a salesperson using techniques from ten years ago is going to be obvious to a prospect who has already done 70% of their research before the first call. They talk about what real alignment looks like beyond the polite version: the forensic deal analysis, the call transcripts, the pricing objections that reveal your messaging isn't landing, and the two-way enablement loop that most companies only run in one direction.EP makes the case for closing first and demoing last. Jeanne makes the case for marketing enablement as the missing counterpart to sales enablement. Summer makes the case that if all a salesperson does is take a sales-ready lead and get a signature, you don't need a salesperson at all.And then they land where every honest revenue conversation eventually lands: accountability. What gets measured gets done. Numbers don't lie. And the companies where sales and marketing are still playing a blame game usually have a CEO who hasn't looked in the mirror yet.This one is for every founder, CRO, CMO, and revenue leader who has ever sat in a pipeline review and known that something was off but couldn't name it. This episode names it.Connect with Edward Preston EP on LinkedInWatch Summer's TechCon interview with EP on YouTubeConnect with Jeanne on LinkedInTechCon SoCalFollow SummerSubscribe to Revenue Remix on YouTube, Spotify, and Apple Podcasts#SalesAndMarketing #RevenueAlignment #B2BGrowth #SalesEnablement #MarketingEnablement #DemandGeneration #GTMStrategy #RevenueRemix #SalesLeadership #CMO #CRO #PipelineStrategy #VanityMetrics #B2BSales #BuyerJourney #SalesProcess #StartupGrowth #TechConSoCal

"Everything is sales." — Lolita TaubIf you've ever convinced a toddler to brush their teeth, negotiated bedtime, or talked someone off a ledge at Thanksgiving dinner — congratulations. You've been selling your whole life without knowing it.Summer has spent years making the case that profitable growth is more than just sales. Lolita Taub spent just as many years making the case that everything is sales. Turns out both things are true at the same time. This episode is what happens when two operators who've sat in every seat stop arguing about the definition and start talking about what actually works.Lolita Taub is the founder and GP of Ganas Ventures, a fund investing in early-stage startups in the US and Latin America. She started her career in enterprise sales at IBM and Cisco, moved into the startup world as an operator, became an ecosystem builder, and eventually started writing checks. She's also a neurodivergent, first-generation, community-first founder who grew up in South Central Los Angeles and has spent her career opening doors and leaving them open for the people coming up behind her. Her book, What Actually Matters: Startups, Capital, and the Rules Nobody Taught Us, is the culmination of everything she's learned across every seat she's ever sat in.In this episode, Summer and Lolita get into the unfair advantage that comes from having lived every role before you start writing checks — and what most investors miss because they've only ever done one thing. Lolita breaks down why fundraising is just sales with a different name, why founders who can't sell can't scale, and what it actually means to carry a number and let that discipline follow you into every room you enter after.They also get into the book — not the standard book tour version, but the real story behind it. Lolita wrote it for the people who didn't inherit a network, who were told they didn't belong, who are talented but weren't handed the opportunity to match. The stuff nobody tells you until you've already made the expensive mistakes.And then the conversation goes somewhere no other show on her book tour is going: Latin American fintech. Summer founded a fintech in 2021 targeting unbanked and underbanked communities and watching the flow of money between California and Mexico — that's when she first found Lolita. This episode finally closes the loop on that. Lolita shares what's actually happening in LATAM right now, why COVID accelerated an entirely new generation of infrastructure, and the portfolio company she's most excited about — a WhatsApp-native CRM built for the way business actually happens outside the US.This one covers a lot of ground fast. Come ready to think differently about sales, community, capital, and who gets to build.Pre-order What Actually MattersLolita Taub on LinkedInGanas VenturesLeadsales (LATAM fintech spotlight)Subscribe to Revenue Remix on YouTube, Spotify, and Apple Podcasts.Follow Summer#EverythingIsSales #SalesStrategy #FounderMindset #StartupFunding #VentureCapital #LATAMFintech #WomenInTech #WomenFounders #RevenueRemix #B2BGrowth #GTMStrategy #CommunityDrivenGrowth #NeurodivergentFounders #GanasVentures #WhatActuallyMatters #FounderJourney #StartupCommunity #FintechInnovation

Revenue Remix moved from #34 to #21 on Feedspot's Best Revenue Podcasts list. No submission. No paid listing. No claimed profile. Just guests who kept showing up, and listeners who stuck around for it.Back in December, this show made a real bet: bring collaborators back again and again instead of running through one-time interviews. That's not how most B2B shows handle repeat guests, and there was a real chance it would get old fast. It didn't. This episode is a thank you for finding that out with us.Read more about the strategy behind the show: Revenue Remix at (Almost) Two YearsNo guest today — just gratitude. Back to regular programming Monday.

Most growth-stage founders are trying to figure out AI by watching other growth-stage founders try to figure out AI. That's the problem.Enterprise organizations have been navigating technology adoption, change management, and workforce transformation for decades. They have frameworks. They have scars. They have lessons that most $5M–$20M companies won't learn until it's too late — and too expensive.Ashley Gross has operated inside those enterprise environments and spent the last several years translating what actually works into something founders can use. She cut her own workweek from 40 hours to 15 using the same principles she now teaches. Before the tools made it obvious, she was already questioning whether being busy was the same thing as creating value.In this episode, Ashley and Summer go deep on what growth-stage companies can steal from the enterprise playbook — without the bureaucracy, the budget, or the bloat.If you're somewhere between $5M and $20M ARR and your team is either resisting AI, blindly adopting it, or vibe coding strategies they don't have the expertise to execute, this conversation is for you.What You'll LearnWhy founders who DIY their AI strategy are building yesterday's solution — and the 30-minute rule that tells you when you're already in that trapWhat enterprise organizations do to protect their best people during technology transitions — and how a company of 50 can steal the same playbookThe real cost of skipping AI governance before implementation: it's not just a data breach risk, it's a talent retention and brand problemWhy bringing in a shiny new tool without a process is guaranteed to create more chaos, not less — and what to audit in your existing tech stack firstWhy every founder needs a business plan that exists for them — not for investors — complete with milestones they actually hold themselves to and a plan for when to cut baitHow Ashley built her audience, her community, and her revenue stream before she ever left her nine to five — and why "build it before you think you need it" is the advice most founders ignore until it's too lateHow founders can build a personal brand that exists outside their company — and why documenting in public is both a business development strategy and the record you'll wish you had two years from nowThe difference between using AI as a thinking partner and using it to avoid a hard conversation you should be having yourselfAbout Ashley GrossAshley Gross is the Founder and CEO of AI Workforce Alliance. She's a keynote speaker, author of The AI Workweek, and has been featured in Forbes. Follow Ashley on LinkedIn Follow Summer on LinkedInRevenue Remix is produced independently and recognized by Feedspot as a Top Revenue Podcast of 2025.#AIStrategy #EnterpriseAI #ChangeManagement #GTMStrategy #B2BSaaS #FounderLedGrowth #RevenueGrowth #AIImplementation #TechStack #PersonalBrand #WorkforceTransformation #GrowthStage #B2BMarketing #SalesStrategy #RevenueOperations

Most founders find out their playbook is broken when revenue stalls. The ones who catch it early — they knew what signals to watch months before the stall hit. In this episode of Revenue Remix, host Summer Poletti is joined by two operators who specialize in exactly this inflection point: the $5M to $10M growth plateau that catches founders off guard, not because they made bad decisions, but because they made good ones that stopped compounding.This is episode one of the Messy Middle series — a multi-part conversation about what breaks, what slows, and what has to change when a B2B company outgrows the playbook that built it.What We Cover in This EpisodeThe early signals that a growth playbook is expiring The first sign is rarely revenue. It shows up as friction — the founder back in every decision, meetings multiplying with no increase in clarity, teams optimizing for activity instead of outcomes. Growth that used to feel energizing starts to feel expensive. Operationally. Emotionally. Culturally. If the founder is asking "why can't people just think like I do" — that is the signal.When hustle becomes the bottleneck At $5M, grit and grind are competitive advantages. At $10M, they are structural liabilities. The founders who navigate this transition well pause long enough to diagnose before they double down. They separate what got them here from what needs to change. They ask: what parts of how we operate no longer scale?Why the founding team problem is always the last thing a founder sees Loyalty to early employees is real and it is earned. But the communication rhythms, decision-making capacity, and operational discipline required at $10M are different from what built the first $5M. The role that got you here is not always the role the business needs next. The company can see it. The founder almost never can — until they zoom out.The go-to-market mistakes that hurt the most and last the longest Two patterns show up in nearly every company that stalls at this stage. First: messaging and positioning that sounds identical to every competitor — built from the inside out, describing what the product does rather than why buyers actually buy. Second: an ICP defined by firmographics instead of triggering events. If you do not know what happened in the 90 days before your best customers bought from you, your targeting is guesswork. The revenue you realize will always be harder than it has to be.Revenue concentration risk — the metric most founders ignore until it's a crisis If your top five customers represent 50% or more of your revenue, you are one cancellation away from a contraction event. At this stage, the middle of the customer base needs to grow. Most founders are not looking at this until it is already a problem.The one question that tells you everything Where is your next $5M to $10M in revenue coming from? If the answer is a blank stare — that is the diagnosis. Not because growth is impossible, but because growth without a known source is not a strategy. It is hope.Follow the PanelistsAmirah Raveneau-Bey Maria TryslaSummer Poletti#GoToMarket #B2BSales #SalesStrategy #GTM #RevenueSystems #FounderGrowth #B2BMarketing #MessyMiddle #StartupGrowth #ScalingStartups #FractionalCRO #RevenueGrowth #GTMStrategy #FounderLedSales #SaaSGrowth

I started this business for fifty dollars a month. Me, ChatGPT, a Wix website, and what was in my brain. AI didn't just lower the barrier to entry — it basically removed it.Antonio Nguyen and Quinn Fukawa are the co-founders of Quant Community and the architects of The 100 Experiment — one of the most ambitious community concepts in the early-stage entrepreneurship space right now. The premise: can 100 scrappy founders build a combined net worth more than Elon's billions, starting from zero? They're at 56 of 100 and building fast.Summer met Antonio and Quinn at TechCon SoCal — caught them mid-hustle, rolling camera and working the room the way only founders who are all in on their mission do. The follow-up conversation made this bonus episode inevitable.This one covers a lot of ground and covers it fast. Antonio and Quinn talk about why they drove six hours from Arizona to San Diego for TechCon — not just for the event, but to meet community members in person for the first time. They break down the simple but powerful principle that early-stage founders have to live by: nothing ever has just one job. The trip wasn't just a conference. It was a community meetup, a content shoot, and a relationship deepening trip all at once.From there the conversation moves into the Arizona tech scene — why Phoenix is becoming one of the most interesting places to build right now, what's driving the influx of entrepreneurs and infrastructure investment, and why the consistent weather and available real estate make it a serious contender for the next wave of data center and energy technology development.Then comes the generational divide on AI that nobody is talking about honestly. LinkedIn is an AI hype machine. Instagram and TikTok tell a completely different story — younger creators and entrepreneurs pushing back hard, using AI as a convenient label for anything they don't trust or don't like. Antonio and Quinn live on Instagram. Their read on where their generation actually stands on AI is more nuanced and more honest than most of what gets published.And underneath all of it is the question that connects every thread in this episode: are we seeing more young entrepreneurs because AI lowered the barrier to entry for everyone, or is this generation choosing entrepreneurship because corporate stopped being a reliable path? The answer is probably both. And the window is open right now in a way it won't be forever.The 100 Experiment is built for founders who are done being entrepreneurs in isolation. If that's you, check it out.Follow AntonioFollow QuinnQuant on InstagramQuant on LinkedInFollow SummerRecorded in connection with TechCon SoCal. Subscribe to Revenue Remix on YouTube, Spotify, and Apple Podcasts.#Entrepreneurship #YoungEntrepreneurs #StartupCommunity #TheHundredExperiment #QuantCommunity #AIEntrepreneurship #BarrierToEntry #ArizonaTech #PhoenixStartups #TechConSoCal #RevenueRemix #FounderStory #BuildInPublic #SolopreneurLife #FutureOfWork #GenerationalDivide #ArtificialIntelligence #StartupGrowth #EarlyStageFounders #CommunityBuilding

Summer Poletti sits down again with Steve Krull (BeFound Online) and Toni (LandingRabbit) on what's actually happening in B2B buyer discovery right now. Google keeps 60% of clicks inside AI overviews. Buyers are talking to robots instead of visiting websites. Your funnel is broken. Here's what works now.What You'll LearnThe 60% stat: Google is keeping 60% of clicks inside AI. Buyers never see your website.The dark funnel: The invisible research phase where buyers decide before they contact sales.Three languages framework: Analysts, managers, and executives speak different languages. Most companies write for one.Above/below the line: How buyers jump between discovery and decision now (it's not linear).Content quotability: How to structure content so LLMs actually recommend you.MVP website approach: Start minimal. Let behavior guide what you build next.Why gating content kills you: In the AI age, your best stuff needs to be ungated.Sales/marketing alignment: It's no longer optional. It's the difference between winning and losing.Key QuotesSteve on AI discovery: "60% of Google clicks never leave Google. If your website doesn't show up, you're now on the backend of a robot helping your buyer decide what to buy."Toni on speed: "Product documentation has a one-day shelf life. By the time you write it, it's outdated. That's the challenge: keeping marketing, sales, and your website aligned when everything moves that fast."GuestsSteve Krull — Founder, BeFound Online. Digital agency for high-consideration B2B brands navigating AI discovery. LinkedInToni — Founder, LandingRabbit. Content-to-page platform for founders keeping websites in sync with product velocity. LinkedInCatch their last appearance on the showFollow Summer on LinkedInAction Items (Start This Week)Test your AI visibility. Ask Claude, ChatGPT, Gemini the questions your buyers ask. Log out first. See if you're quoted. See if it's accurate. Track monthly.Pull your last 10 sales calls. What did buyers ask? What language did they use? Get that on your website (FAQ, case study, help doc).Map your three personas. Analyst (execution). Manager (team outcomes). Executive (market/growth). Where's the content gap?#DarkFunnel #AIMarketing #GoToMarket #B2BMarketing #AIDiscovery #ContentStrategy #SalesMarketing #GTM #LLM #BuyerJourney #WebsiteStrategy #MarketingAlignment

The way you've always done it works. Until it doesn't. And by then, you've already lost ground.Bill Stierle has spent 35 years helping founders, CEOs, and executive teams communicate their way through the moments that matter most — scaling inflection points, leadership transitions, organizational conflict, and high-stakes crisis. He's a speaker, consultant, trainer, and author of The Emotional Sobriety Solution. Summer connected with him at TechCon SoCal after seeing his thinking on crisis communication and quickly realized the conversation was going to go much deeper than that.In this bonus episode, Bill breaks down why the mindset that builds a company to $5M is the exact mindset that stalls it at $10M — and what founders have to rewire in order to scale past it. He introduces the concept of the Magic Seven, the executive team structure designed to take a founder from vision to execution without losing the plot, and explains why the CEO's real job is language translation between business units that don't naturally speak to each other.He also gets into the neuroscience behind why change is so hard for leaders — the front brain has 400,000 neuroconnections, the back brain has 4.3 million — and what it practically takes to upgrade your operating beliefs the way you'd update software. The Progressive Insurance and Flo story alone is worth the listen for any founder who thinks their product should sell itself.And yes, the milk on the table story will make you rethink how you talk to your team. And possibly your kids.Connect with Bill Stierle: https://www.billstierle.com Bill on LinkedIn: https://www.linkedin.com/in/bill-stierle-7314181/Recorded in connection with TechCon SoCal. Subscribe to Revenue Remix on YouTube, Spotify, and Apple Podcasts.#LeadershipDevelopment #FounderMindset #ScalingBusiness #EmotionalIntelligence #CommunicationStrategy #ExecutiveLeadership #B2BGrowth #RevenueRemix #TechConSoCal #BusinessGrowth #StartupGrowth #GTMStrategy #CrisisCommunication #CEOMindset #NeedsBasedMarketing #TechConSoCal #TechCon #TechConSoCal2026

"It's not a technology problem. It's not a people problem. It's a structure problem." That's the line that stopped the conversation, and it's the whole reason this episode exists.Kimberly Nelson-Wright and Taylor Chaney are the co-founding mother-daughter team behind Preflight AI, an AI governance and readiness platform built for organizations that are moving fast on AI implementation without the structural foundation to support it. Summer connected with Kimberly on LinkedIn months before this recording, lost track of her when she went quiet — and then found out why. She'd been heads down building. They finally met in person at TechCon SoCal, and the conversation that happened there made this episode inevitable.Kimberly spent decades as a COO working across industries. She kept seeing the same pattern: executives announcing AI initiatives, nobody asking whether the organization was actually ready, and the fallout landing in HR. Taylor is the software engineer who looked at her mother's early prototype and told her she could build something better. Within one living room conversation and a quick mockup, Preflight AI was born.In this episode, Summer, Kimberly, and Taylor dig into why AI implementations fail before they start — and what it actually costs when companies skip the readiness work. They break down the Starbucks inventory disaster, Uber's blown AI budget, and Klarna's very public lesson in what happens when customer experience breaks because no one asked the right questions upfront. They get into why "we need to reduce headcount" is the wrong starting point for an AI strategy, why your CTO is not the right person to own AI governance, and what founders and operators should actually pause and examine before they spend a dollar on tools or licenses.Taylor also makes the case that AI isn't always the answer — and explains what she looks for when evaluating whether a company's problem even warrants an AI solution in the first place. Kim breaks down what leadership accountability for AI actually looks like, and why most organizations are structuring it wrong.This is the same conversation happening in boardrooms and leadership offsites right now. The difference is most people are having it after the budget is already gone. If you're a founder, COO, CMO, or anyone sitting in a room where someone just said "we need to do AI" — this episode is the pause button you didn't know you needed.Connect with Preflight AI: [URL] Kimberly Nelson-Wright on LinkedIn: [URL] Taylor Chaney on LinkedIn: [URL]Women building things worth knowing about: Camille Terry, Founder & CEO, Charger Help: [URL] Sister Scriptors at Towson University: [URL] Bit Brothers at Towson University: [URL]Follow Summer on LinkedInRecorded in connection with TechCon SoCal. Subscribe to Revenue Remix on YouTube, Amazon Music, Spotify, and Apple Podcasts.#AIReadiness #ArtificialIntelligence #AIImplementation #AIGovernance #AIStrategy #B2BSaaS #RevenueRemix #GTMStrategy #FounderStory #WomenInTech #WomenFounders #StartupGrowth #TechConSoCal #OperationsStrategy #BusinessGrowth

Summer Poletti sits down with Sean Parnell for a bonus deep dive on how partnerships actually work in practice. Most founders think they need a huge pipeline to attract partners. Sean breaks down why that's backwards, and how to start building partnerships when you have no leads to give back.This is the first bonus episode in the Partner-Led Growth series. After that panel showed why partnerships belong in modern GTM systems, this episode answers the question: How do you actually build them from scratch?What You'll LearnWhy "give first" isn't naive — it's strategic.The KLTR Framework: Know, Like, Trust, Refer.The one mistake that kills partnerships immediately.Pre-qualify or waste everyone's time.Partnership follow-up is not optional.Why your calendar is the partnership management tool.How to balance reciprocity without keeping score.Key Insights"Even when you're starting out, you have knowledge. You know how to solve problems they don't have experience with.""I referred somebody I didn't really know that well but they talked a good game. My client said, 'That guy you referred was terrible.' Now I've just risked my relationship with my client because I referred too early.""I only like to make an introduction when both parties have expressed interest to me. Cause I don't want to waste anybody's time.""If you want to keep getting leads from that partner, you follow up in a timely manner and express appreciation.""If you're feeling things are out of balance with reciprocity, one thing I tend to do is ask for something specific... but also stay on their radar. Post on LinkedIn, send newsletters — it's really important to include people like that because sometimes it's a timing issue.""If you're not on the calendar, you're not going to happen. It's like date night with your spouse — you have to work on it."Topics CoveredB2B partnership strategy • partnership fundamentals • referral partnerships • know-like-trust-refer framework • giver mentality • trust building • reciprocity • pre-qualifying introductions • partner vetting • referral follow-up • partnership communication • partner retention • calendar discipline • relationship maintenance • early-stage partnerships • professional networks • B2B sales strategy • growth through relationships • founder network building • sustainable partnershipsGuests & ResourcesSean Parnell Founder of InnovaxisConnect with SeanSummer Poletti Founder of Rise of Us.Connect with SummerPart of the Partner-Led Growth SeriesThis is a bonus episode in a multi-part exploration of partner-led growth.Already Released:64% of New Business Came From PartnersComing Soon:More deep dives on partnerships in actionSubscribe so you don't miss the full series

In this Revenue Remix roundtable, Summer Poletti sits down with three operators who've built partner programs at different stages of growth. Pat Ferdig (25+ years in enterprise partner ecosystems), Danny Engels (SalesEQ co-founder scaling through strategic partnerships), and Kathey Palmer (Chief Growth Officer at Innova Payroll - recently acquired by UKG) growing 200% through partner-led revenue) break down why partnerships are the third way when outbound and inbound are broken.Key insight: 64% of Innova Payroll's new business last year came through partnersWhat You'll LearnWhy partner-led growth matters now: Outbound is noisy. Inbound is broken. Warm intros cut the line and get you on the shortlist before buyers even start evaluating.The partnership mistakes that kill momentum: Partners die on the vine when there's no strategy, no onboarding, no measurement. The difference between "partners in name only" and partners that actually refer.How to structure a partner program that scales: Intentional partner selection (ideal partner profile), mandatory onboarding within the first month, monthly cadence check-ins, go-to-market plans written and approved by both parties, partner tiering (A/B/C/D partners), and actual revenue tracking.Why your sales team is the linchpin (and how to support them): AEs are overwhelmed. Remove friction from partner tracking. Automate what you can. Teach reps how to find leads for partners, not just get them.How to measure partnership ROI: Track partner-sourced leads through specific links. Ask how prospects heard about you on sales calls (web leads are often partner referrals). Measure bookings AND revenue generated. If you're not showing the board partner program ROI, you're doing yourself a disservice.The real cost of not having a partner strategy: Companies competing in commoditized industries (like payroll) can't outspend ADP or Paychex on marketing. Partners become the growth engine. Without them, you're grinding harder for slower growth.Topics CoveredPartner-led growth strategy • B2B partnership models • Partner program structure • Ideal partner profile • Partner onboarding • Go-to-market strategy • Partner tiering • Revenue attribution • Sales team alignment • Early-stage partnerships • Enterprise partnerships • Partnership measurement • Partner activation • Growth-stage revenue systems • Outbound vs. inbound vs. partnerships • Founder-led sales • Sales enablement • CRM tracking • Partner success • Scalable partnerships • GTM alignmentConnect:Pat Ferdig LinkedInDanny Engels LinkedInTune in to the previous episode featuring Danny's co-founder discussing why sales intelligence matters. ListenKathy Palmer LinkedInSummer Poletti on LinkedIn

93% of HR executives say their organization values veteran employees. Only 31% say they're effective at hiring them. That gap between intention and execution is what this conversation is about.Shawn Campbell is a director at Victory Strategies, an Air Force veteran, HR executive, leadership coach, and bestselling author. He spent decades inside the US military and now works with organizations on leadership development and veteran transition. He has seen this problem from both sides — as a veteran translating 20-plus years of service into a private sector resume, and as an HR leader watching well-meaning companies fail veterans before they walk through the door.This episode drops just before Memorial Day. Not because we wanted to do a flag-waving moment, but because the people hearing thank you for your service on Monday deserve more than that on Tuesday.We get into why nearly one third of veteran job seekers are underemployed and why underemployment is far more dangerous than unemployment. We talk about what veterans actually bring that doesn't show up on a resume: decisiveness, stick-to-it-iveness, integrity, a bias toward excellence, and the conditioning to show up ready to work the moment the clock starts. We talk about why the language in your job posting is probably screening great candidates out before you ever see them. And we get tactical about what founders and business leaders can do differently in recruiting, onboarding, and day-to-day integration.We also talk about invisible wounds — PTSD, hearing loss, tinnitus, survivor's guilt — and what small practical accommodations actually look like for employers who want to get this right.WHAT WE COVER:— The 93/31 gap: why companies that value veterans still fail at hiring them— Why underemployment is more dangerous than unemployment long-term— What veterans bring that doesn't show up on a resume: decisiveness, discipline, loyalty, excellence— The language translation problem: why military jargon kills veteran job applications— How to rewrite your job posting so you stop screening veterans out— Where to find veteran candidates beyond LinkedIn and Indeed— ERGs and why veterans want to work where other veterans work— Invisible wounds: PTSD, hearing loss, tinnitus, and practical workplace accommodations— Service animals — what employers need to know— The McKinsey $15 billion opportunity hiding in plain sightCONNECT WITH SHAWN:LinkedInRESOURCES MENTIONED:Military Officers Association of AmericaVeterans Administration employer resourcesABOUT REVENUE REMIX:Revenue Remix is hosted by Summer Poletti, founder of Rise of Us. Feedspot Top Revenue Podcast 2025. Apple Podcasts, Spotify, YouTube, and everywhere you get your podcasts.Subscribe: @RevenueRemix on YouTubeFollow Summer Poletti on LinkedInhiring veterans, veteran employment, veteran hiring strategy, military to civilian transition, HR strategy, talent acquisition, veteran workforce, underemployed veterans, veteran integration, veteran onboarding, supporting veterans, PTSD workplace, service animals work, veteran job seekers, military skills translation, veteran resume, veteran recruiting, military leadership, leadership development, Shawn Campbell, Revenue Remix, Summer Poletti, veteran unemployment, veteran underemployment, HR executives, inclusive hiring, workforce development, private sector transition, veteran retention, decisiveness leadership, leadership podcast, business podcast, B2B podcast

There are $45 trillion in retirement assets in the United States. One trillion is invested in the US fossil fuel industry — one fifth of the entire market cap of the fossil fuel sector — propping up an industry that has delivered the worst returns of any sector for the past two decades. Most people have no idea. And until recently, there was nothing they could do about it.Alex Wright-Gladstein is a 2X founder and CEO of Sphere, a company making it easy for everyone to invest retirement savings in a climate-friendly way. Before Sphere, she was the founding CEO of IR Labs, a deep tech company spun out of MIT, UC Berkeley, and University of Colorado that is cutting the energy use of AI in half using light to move data between chips. She raised tens of millions in VC funding, successfully navigated five co-founders. Then did it again, solo, with a completely different kind of company.This conversation covers a lot of ground. We get into how she managed five co-founders. We talk about what changed for female founders after the Me Too movement, why the VC funding gap is still sitting at 2%, and what MIT and Harvard research actually says about where subconscious bias comes from and how it gets fixed.Then we get into the problem Sphere was built to solve. Why it took three years for a climate tech CEO to get a single fossil-fuel-free option in her own company's 401k. Why the big asset management firms won't fix this. Why the fossil fuel sector has underperformed every other sector for 20 years and your retirement plan is still defaulting into it. And how a two-sided go-to-market strategy targeting both employees and 401k advisors is moving the needle without a traditional ad budget.WHAT WE COVER:— The $1 trillion hiding inside America's retirement accounts— Why fossil fuels have had the worst returns of any sector for 20 years— How Alex managed 5 co-founders when a prior team declined a grant over equity splits— Why she went solo for Sphere and what she gained— Pitching as a female founder before and after the Me Too movement— Why the VC funding gap is still at 2% and what MIT research says about subconscious bias— Why big asset management firms won't launch climate-friendly index funds— Two-sided GTM: targeting employees and 401k advisors simultaneously— 200 million views on awareness campaigns without paying for a single ad— Equity crowdfunding and building a deliberately diverse cap tableCONNECT WITH ALEX:LinkedInSphereRESOURCES MENTIONED:FairBridgeSymphonic CapitalABOUT REVENUE REMIX:Revenue Remix is hosted by Summer Poletti, founder of Rise of Us. Feedspot Top Revenue Podcast 2025. Apple Podcasts, Spotify, YouTube, and everywhere you get your podcasts.Subscribe: @RevenueRemix on YouTubeFollow Summer on LinkedIn.401k investing, retirement savings, climate tech, fossil fuel free 401k, Sphere investing, Alex Gladstein, female founder, women in VC, venture capital women, female entrepreneur, 2x founder, MIT startup, IR Labs, co-founder equity, solo founder, VC funding gap, diverse cap table, 401k strategy, two sided marketplace, Revenue Remix, Summer Poletti, Rise of Us, sustainable finance, B2B podcast

Everyone is selling AI visibility strategy right now. AEO. GEO. AISCO. LLMO. The alphabet soup is endless and most of it is the same SEO playbook with a new coat of paint. Steve Krull has been in digital marketing long enough to see this pattern before — and he is not impressed.Steve is the founder and CEO of BeFound Online, a boutique digital marketing agency specializing in high consideration brands with complex sales cycles. He built AIQ because founders needed something that actually told them where they stood in AI search and what to do about it.This conversation was recorded before Steve appeared on our panel episode — we're dropping it Tarantino style. If you caught him on the panel, this is the origin story. If you didn't, start here.We get into what actually carries over from traditional SEO into AI search and what is genuinely different. We talk about why lead magnets are dying, why gated content is mostly feeding your spam folder, and what you should be doing with your contact forms right now. Steve shares specific tips your team can implement this week — schema, H1 and H2 structure, EEAT principles, content taxonomy — without hiring an agency.WHAT WE COVER:— Why most AI visibility strategies are old SEO repackaged and how to tell the difference— What actually carries over from SEO into AI search and what genuinely changed— Why lead magnets don't work when buyers can just ask ChatGPT instead— Contact form optimization — the specific changes that move the needle on conversions— Schema, EEAT, H2 tags as questions, pillar content — practical tips you can use this week— Why gated content is mostly collecting Gmail addresses you'll never market to anyway— The real cost of being everything to everybody for too long— Service vs. product: how Steve crossed the value bridge and stopped selling hours— AIQ: what AI visibility actually means and how to measure it— Why the order of operations in digital marketing has changed even if the tactics haven'tABOUT STEVE KRULL:Steve Krull is the founder and CEO of BeFound Online, a boutique digital marketing agency focused on high consideration brands with complex or consultative sales cycles. He is also the founder of AIQ, a proprietary AI visibility scoring tool built for companies trying to understand and improve how they show up in AI search.CONNECT WITH STEVE:LinkedInBeFoundOnlineSteve's panel appearance: the Gong KillerABOUT REVENUE REMIX:Revenue Remix is hosted by Summer Poletti, founder of Rise of Us. Feedspot Top Revenue Podcast 2025. Apple Podcasts, Spotify, YouTube, and everywhere you get your podcasts.Subscribe: @RevenueRemix on YouTubeFollow Summer Poletti on LinkedIn.AI visibility, AI SEO, AEO, GEO, LLM optimization, AI search, ChatGPT SEO, AI overviews, B2B digital marketing, B2B SEO, content marketing strategy, lead magnet, gated content, contact form optimization, conversion optimization, B2B lead generation, SEO strategy, content strategy, AI search optimization, BeFound Online, Steve Krull, Revenue Remix, Summer Poletti, complex sales cycle, B2B SaaS marketing, website conversion, LLM visibility, ChatGPT visibility, B2B podcast, revenue podcast, digital marketing 2026, AI marketing strategy

Most B2B founders think stalled revenue means they need more pipeline. More leads. More salespeople. More budget. Janelle Amos has been inside enough demand gen engines to know that's almost never the real problem — and acting on that instinct is exactly how companies end up with 10X pipeline and zero closed revenue.Janelle is a three-time in-house Head of Demand Gen turned founder of Elevate Growth, where she helps B2B SaaS companies in the $5M to $15M range build pipeline that actually converts without adding headcount. Her clients have seen close-loss ratios drop from 48% to 11% in a single quarter — not by adding leads, but by fixing the right problem.This conversation is a continuation of one we started on her show, Her Path to Revenue. We scratched the surface there. Here we finish it.We get into the client engagement where Janelle walked in, told the CEO she was cutting pipeline in half, and delivered 600% ROI on marketing spend. We talk about what demand gen actually looks like in 2026 vs. 2022, why the self-educating buyer has changed everything, and why Janelle calls great demand gen investigative journalism.WHAT WE COVER:— Why 10X pipeline with zero closed revenue is a systems problem not a marketing problem— The engagement where Janelle slashed pipeline in half and delivered 600% ROI— Why AI didn't change demand gen fundamentals — it just made it more expensive to ignore them— ABM PTSD: what actually went wrong and why companies are still recovering— Demand gen as investigative journalism — building pipeline for a buyer who doesn't want to talk to sales yet— The fastest signal that tells Janelle the problem is with sales not marketing— Why frontline operators know what's breaking before leadership does— Why "that's just how Jimmy is" is not an acceptable answer from a CEO— The volleyball setter and spiker analogy that reframes the entire marketing and sales relationshipCONNECT WITH JANELLE: LinkedIn WebsiteSummer on Her Path to RevenueABOUT:Revenue Remix is hosted by Summer Poletti, founder of Rise of Us. Feedspot Top Revenue Podcast 2025. Available on Apple Podcasts, Spotify, YouTube, Amazon Music, iHeart, and everywhere you get your podcasts.Subscribe: @RevenueRemix on YouTubeFollow on LinkedIndemand generation, B2B demand gen, B2B pipeline, pipeline strategy, pipeline conversion, revenue growth, GTM strategy, go to market strategy, B2B SaaS marketing, B2B SaaS growth, marketing ROI, sales and marketing alignment, revenue operations, RevOps, lead generation, lead conversion, close loss ratio, ICP, ideal customer profile, self-educating buyer, buyer journey, B2B content marketing, account based marketing, ABM, demand gen strategy, growth stage companies, messy middle, scaling revenue, founder led sales, marketing fundamentals, AI in marketing, marketing without headcount, B2B marketing 2026, women in B2B, women founders, fractional marketing, Elevate Growth, Janelle Amos, Revenue Remix, Summer Poletti, Rise of Us, Her Path to Revenue, pipeline ROI, marketing attribution, B2B SaaS, SaaS marketing, SaaS pipeline, SaaS revenue, startup marketing, scaleup marketing, demand gen engine, broken pipeline, fix pipeline, marketing systems, revenue systems, B2B podcast, revenue podcast, marketing podcast

What happens when a five-time private equity CRO and organizational communication PhD sits down to assess 158 AI tools built for sales? You get the most grounded, no-hype breakdown of AI in revenue that we've had on this show.JD Miller, CRO of the Year and author of The AI Handbook for Sales Professionals, joins host Summer Poletti for a conversation that goes well beyond what he's covering on the rest of his book launch tour. We skipped the standard AI overview and went straight to the hard questions founders and sales leaders are actually sitting with right now.JD didn't set out to review 158 tools. He started by asking CROs what they were actually using and the list kept growing. What he found was a marketplace flooded with AI washing — tools slapping ".ai" on their name the same way companies added ".com" in the late nineties. He lived through that bubble. The parallel is uncomfortably familiar.What separates this conversation from every other AI-in-sales episode right now: JD's PhD is in organizational communication. He studies how groups make decisions, negotiate politics, and build trust. That lens applied to revenue changes what questions you ask — and it's exactly why his book's subtitle is Reclaim Your Time and Expand Your Humanity. Not just efficiency. Humanity.We dig into the Salesforce research showing salespeople spend 66 to 72 percent of their time on non-selling tasks. AI's biggest near-term revenue impact isn't AI BDRs or fully agentic outreach — it's giving salespeople their time back so they can do the thing only humans can do: build real trust with real buyers.We also get into where AI goes badly wrong. Sloppy outbound at scale. Personalization that pulls the wrong field. A vegan burger company that sent JD 120 pounds of steak rub and five pounds of kimchi because their bot misread a rooftop grill page. These aren't edge cases — they're what happens when you skip governance and just push the button.For founders at the $5M to $10M stage, JD lays out a practical maturity model and consistent advice: find the problem first, then find the tool. Summer also shares what she's been doing with clients that stopped JD mid-conversation — and why one founder cut his sales meeting time by a third.If you're a founder, sales leader, or GTM operator trying to adopt AI without losing the human trust that actually closes deals — this is the episode.What we cover: — The AI washing problem and what the dot-com bubble predicts about where this is heading — The 72% problem and what reclaiming that time does for revenue — Where AI creates real pipeline vs. where it destroys buyer trust — AI maturity model: where a scrappy $5–7M ARR founder should realistically start — AI governance, shadow AI, and why banning tools without alternatives creates your biggest data leak — Real AI sales fails including 120 pounds of steak rub and one confused vegan burger company — The custom GPT a founder built to clone himself and how it changed his sales motion — What a communication PhD understands about group decision-making that most sales leaders missResources mentioned: JD Miller's book: The AI Handbook for Sales Professionals AI Sales Fail competition: ai-sales-fail.com Connect with JD Miller on LinkedIn

Getting cited by AI is cool. I still remember the first time Perplexity quoted me. It earned exactly $0.This is the bonus episode nobody asked for but everyone running a B2B revenue team needs to hear.We just wrapped a panel talking about what's working in 2026—AI citations, discovery, getting recommended by LLMs. All important. All necessary. But here's what nobody said out loud: citations don't convert. Discovery doesn't close deals. Recommendations don't onboard clients.There's no revenue without a system to convert, land, onboard, and retain.The real problem most scaling companies have:They're not short on content. They're short on content that does a specific job at a specific stage for a specific buyer having a specific challenge and feeling a specific way about it.It's a diagnostic problem before it's a production problem.Here's what I do instead: Four conversations in this exact order.1. Sales first. They hear the same objections over and over. They know why deals stall, why prospects ghost after great demos, and what helped close the big ones. 2. Customer success second. They know what happens after the yes. The features clients don't expect to love. The use cases that emerge from real adoption. The things product never imagined. 3. Onboarding third. They hold the fears buyers never voice out loud. The technical concerns they don't want to raise. When buyers can see exactly what implementation looks like before they sign, deals move faster.4. Marketing last. On purpose. I don't come with a list of assets to produce. I come with a set of problems to solve. What gets built:Objection-proofing contentNurture sequences mapped to the buyer journeyDeal room assetsContent with a specific jobWhy AI recommendations still aren't enough:Your buyer's main job isn't to buy your stuff. Your salesperson's main job is to sell it. The person who visits your website is your internal champion. A bot doesn't know what the finance leader is thinking. It can't send the right asset at the right moment to the right person. It can't arm the internal champion while they're fighting for budget. It can't revive a stalled deal.Real client example:Investor-backed SaaS company. Strong product. Demos landing well. Prospects impressed. Then radio silence.Marketing kept generating leads. Sales kept booking demos. Pipeline kept filling. Revenue didn't move.Before I recommended a single hire or new campaign, I had those four conversations. What I found:Buyers weren't saying no—they were saying "not yet"Customer success was sitting on proof prospects never sawBuyers were scared of implementation but wouldn't say it out loudPeople hadn't been contacted in 2+ yearsWe built a content strategy to solve all of it. This isn't instead of discovery, citations, and AI recommendations. It's in addition.Discovery gets you found. Revenue systems get you paid.Citations are table stakes. Conversion is the game. Recommendations are wonderful—but they don't seal the deal, onboard the client, or retain them.In this market, when everything's in flux, a little bit of something you can count on is all we need.If this resonates, let's talk. Find me on LinkedIn or theriseofus.com.

Traditional inbound marketing isn't dead—but it's not working the way it used to.If you're running the same demand gen playbook from 2018 and wondering why pipeline is down, this episode breaks down what's actually changed and what's working now.I brought together three marketers tackling the same problem from different angles:Sean Parnell (StoryBrand & Blue Ocean certified) makes the case that clear positioning and messaging still win—even in an AI-first world.Dave Lee helps B2B companies get shortlisted when buyers ask their LLM for recommendations instead of Googling vendors.Gaurav Verma is running a zero-budget experiment where three content marketers are beating six inbound SDRs on pipeline.0What we cover:Why AI changed buyer behavior (and why that matters more than AI overviews stealing your traffic)The fatal flaw with gated content in 2025: if your best stuff is behind a form, AI can't find it—and neither can your buyersHow to build topical authority when you don't have a content team or budgetWhy "voice of the customer" language matters more now than ever (hint: buyers talk to AI like humans, not like marketers)The content that actually drives pipeline: case studies, comparisons, guides that aren't gated, and content that answers buyer objectionsHow to structure your website so AI can actually read it (spoiler: it doesn't index your site like Google—it reads it like a person)Why your biggest competitor isn't another vendor—it's buyers doing nothingThe "cost of doing nothing" calculator that works better than ROI calculatorsWikipedia pages, press releases, and whether "LLM poisoning" actually works (spoiler: don't do that)Key takeaway: Inbound still works, but the volume is lower and the quality is higher. Buyers are coming in later in the journey, more informed, and ready to move faster. Your job is to make sure AI finds you when they ask "who's the best."If you're a founder, CMO, or revenue leader trying to figure out what actually drives pipeline in 2025, this is the conversation you need to hear.Featured Guests:Sean Parnell – StoryBrand & Blue Ocean certified marketing strategistDave Lee – AI search optimization expert, former HubSpot agency ownerGaurav Verma – Running zero-budget content experiments that beat traditional outboundMentioned in this episode:Otterly.ai (LLM search prompt monitoring)Bing Webmaster Tools (grounding queries for AI search)"They Ask You Answer" (book)BLUF framework (Bottom Line Up Front)G2, TrustPilot, Azure Marketplace (review platforms AI trusts)EIN Presswire (affordable press release distribution)Want more insights on building predictable revenue without wasting money on strategies that don't fit your business?Subscribe to Revenue Remix and follow Summer on LinkedIn for frameworks, hot takes, and the occasional spicy panel where marketers actually disagree.

Your B2B sales stack is bloated, outdated, and charging you $50K/year for capabilities built for 2019 playbooks. Meanwhile buyer behavior shifted, ChatGPT replaced Google, and your website became backend infrastructure for LLMs. Most growth-stage companies don't even know they have these problems yet.These four GTM tool founders saw the gaps the big platforms aren't solving — and built something new.What broke in your current stack: Your AI search visibility is broken — LLMs can't find you and you don't know it. Your CRM data decays the minute you upload it (ZoomInfo took 5 years to update one founder's job change). Your sales intelligence tool is analyzing transcripts while missing actual buying signals. Your sales enablement pages take weeks to spin up instead of minutes.What actually works in 2026: Steve Krull (Be Found Online / AIQ) — Why AI can't find you and how to fix your visibility in LLM search and conversational AI before your competitors do.Toni Hopponen (LandingRabbit) — How to create brand-aligned sales enablement landing pages in minutes using voice notes and existing brand assets instead of copying outdated templates.Saumya Bhatnagar (Involve.ai) — Why B2B data decays in real time, why ZoomInfo and legacy data tools can't keep up with 18-month job changes, and how AI agents fix data quality automatically.Trent Ballard (SalesEQ) — Why Gong analyzes the wrong signals, what video and audio analysis reveals about buyer sentiment that transcript tools miss entirely, and why this changes your entire sales intelligence strategy.The ecosystem reveal: These four tools stack together to create a modern GTM engine purpose-built for growth-stage B2B companies scaling from $5M to $20M ARR. Traditional enterprise software wasn't built for where you're going.Who this is for: Founders, CROs, CMOs, and revenue leaders at growth-stage B2B SaaS, fintech, professional services, and consulting firms who are scaling past founder-led sales and need a GTM stack that doesn't slow them down.CONNECT WITH THE FOUNDERS:Steve Krull🔗 LinkedIn🌐 WebsiteToni Hopponen 🔗 LinkedIn🌐 WebsiteSaumya Bhatnagar🔗 LinkedIn🌐 WebsiteTrent Ballard🔗 LinkedIn🌐 WebsiteIf you're running GTM at a growth-stage company and something feels stuck—revenue plateaued, teams pointing fingers, tools not solving the actual problems—that's what Summer's diagnostic uncovers.Linkedintheriseofus.com

Your sales team says marketing's leads are garbage. Marketing says sales never uses what they build. Meanwhile, everyone's working hard and nothing's landing.Before you fix the KPIs or rebuild the org chart — have you considered that your D and your S just don't speak the same language?In this bonus episode, Summer breaks down DISC — the communication and decision-making framework she brings to every client engagement — and explains why it's the missing piece in every alignment conversation she's been having lately on Revenue Remix.This one connects directly to the alignment series. If you haven't listened yet, they're right below this bonus episode.In this episode:What DISC actually is and why it matters for revenue teamsWhy sales and finance accidentally railroad each other (and nobody means to)How to spot communication styles in a room without a formal assessmentThe one thing Summer learned the hard way that changed how she works with clientsYour one stealable moment: When sales and marketing fight, it might not be a lead quality problem. It might be a D talking to an S with no translation layer between them.→ Free assessments exist. Start there. If you need a coach to make sure your leadership team works through it — that's work Summer does inside her engagements. Start with a diagnostic here. It's never just a sales problem. It's never just a marketing problem. It's a revenue architecture problem — and it starts with understanding how your people think.

Toxic Culture = Tanking Pipeline: What Finance & HR See That You Don't, Alignment Part 2.5Your GTM strategy can be perfect on paper and still fail. Not because of your market. Not because of your product. Because of what's happening underneath — in the culture, in the budget conversations, and in the silence between your executive team.This is Part 2.5 of the alignment series. If you missed Part 1, start there first, it's the episode right underneath this one.Summer is joined again by Valerie Martin, financial operations expert who builds the systems that turn "we're aligned" into numbers you can actually see on your P&L, and Raven Page, change management consultant who works the people side — because culture is where your perfect alignment strategy goes to die.In this episode:What a fear culture actually looks like (and why executives are usually the last to see it)Why budget conversations become territory battles instead of trade-off conversationsWhat happens when visionary founders chase too many ideas — and who really pays for itWhy change initiatives die after launch and what follow-through actually looks likeWhat the individual contributor can do when leadership won't fix itConnect with the guests:Raven PageValerie MartinIf you're listening to this and recognizing your own organization — the infighting, the bloated pipeline, the teams that won't talk to each other — that's not a people problem. That's a revenue architecture problem, and it shows up in your numbers before most leaders are willing to admit it.That's exactly what Summer's diagnostic uncovers. Not a generic deck. A custom diagnosis of why revenue is stuck and what leadership needs to own to fix it.→ Curious if this is your problem? DM Summer on LinkedIn or visit theriseofus.comSubscribe so you don't miss the insider "Too Spicy for Public" clip — your sales team is lying about pipeline, and it's not their fault.

What happens when your executives swear everything is aligned — but everyone else knows it’s not?This is Part 2 of the Revenue Remix alignment series. In Part 1, we tackled go-to-market alignment across sales, marketing, and customer success — and pushed the conversation into back-office alignment with finance, HR, and service delivery. But when I was editing, I realized we hadn’t gone deep enough on what lives underneath alignment: the culture and the numbers that either make it real or expose it as theater.So I brought back two people who see this mess up close.Valerie Martin is a COO who builds the operational systems that turn “we’re totally aligned” into numbers you can actually track on a P&L. Raven Page is a Change Management Consultant who deals with the people side — because culture is where your perfectly designed alignment strategy goes to die.In this episode, we dig into:Where to actually look when leadership claims everything is fine (hint: first-line managers and people business partners)How the forecast call doubles as a diagnostic — and what it reveals about whether your org is truly aligned or just performing alignmentWhy sales and finance don’t speak the same language about pipeline — and the cost of that disconnectWhy the biggest financial cost of misalignment isn’t missed targets — it’s trustHow fear-based cultures kill accountability, and what that costs you in attrition and execution speedThe difference between transparency that builds trust and transparency that causes chaosPart 3 is already scheduled. There was too much to cover.If you’ve been watching revenue plateau and can’t figure out if the problem is strategy, systems, or something else entirely — this is the episode for you.Part 1: Your Revenue Plateau Isn’t Pipeline — It’s Misalignment Inside Your Go-To-Market TeamConnect with Valerie Martin on LinkedInConnect with Raven Page on LinkedInSummer Poletti is a Fractional CRO and the founder of Rise of Us. She works with growth-stage B2B SaaS and fintech companies ($2M–$30M ARR) whose revenue has stalled. Learn more at theriseofus.com.

Hiring the “right” salesperson is hard enough. Watching them flail through a vague onboarding, burn 3–6 months, and then wondering if you made a bad hire? That’s brutal.In this solo episode of Revenue Remix, Summer breaks down why most sales onboarding quietly fails—and what to put in place instead so your next rep ramps faster, feels supported, and actually contributes to pipeline (without magical thinking about a 30-day close in a 6-month sales cycle).You’ll hear:Why your anxiety about sales hiring is validAnd why “they’re not closing yet, must be the wrong rep” is often an onboarding problem, not just a hiring problem.The hidden ways traditional onboarding sets reps up to failCompany-centric training instead of customer-centricData dumps with no real-world practiceNo clear ICP, messaging, or competitive positioningOnboarding that stops after week one while the real selling hasn’t even startedA practical, structured ramp-up plan (beyond ‘hit quota by month 3’)How to build realistic 30/60/90 (and beyond) milestones that reflect your actual B2B sales cycle—so you’re not expecting deals before it’s mathematically possible.Mentoring, shadowing & cross-training that actually helpWhy pairing new reps with top performers, letting them see good (and bad) calls, and having them shadow CS/implementation/marketing shortens the “WTF is going on here?” phase.How to use metrics without turning into a spreadsheet tyrantThe small, activity-based success signals (meetings booked, pipeline built, deal stages hit) that tell you early if someone’s on track—long before full quota kicks in.Ongoing coaching vs. one-and-done training weekWhat weekly deal reviews, 1:1s, and continuous learning should look like in the first 90–180 days so your rep isn’t quietly drowning while you assume they’re fine.Equipping reps with real sales enablement—not just a loginHow to align sales and marketing so your new hire knows what content exists, when to use it, and how to provide feedback when prospects consistently ask for something that doesn’t exist (yet).Teaching new reps to tap referrals & partners (beyond “use your network”)Simple, repeatable ways to build referral habits and partner motions into onboarding so they’re not relying on cold outbound alone.If you’ve ever:Let go of a rep at 90 days and later wondered if they ever had a real shotFelt nervous hiring sales because the last one “didn’t work out”Or suspected your onboarding might just be “HR paperwork + product firehose”…this episode will give you a clear, grounded blueprint for fixing it.📌 Need help pressure-testing your current onboarding?Check out Rise of Us to learn more.

If you’re still quietly running the 2021 GTM playbook, you’re probably already feeling it: inbound isn’t hitting like it used to, cold outbound is mostly noise, and AI-made content is flooding every channel.In this “zombie tactics” panel, Summer sits down with fractional CMO Rachel Johnson and independent marketing consultant David Lee to ask a simple question:If modern playbooks are stalling, which old-school moves are actually worth bringing back from the dead?Together, they dig into why the 2021 demand gen machine is breaking down—and which “zombie” tactics still work in an AI-driven, low-trust world.In this episode, you’ll hear:Why the 2021 playbook is dead (or at least undead)How AI, bot traffic, ad fatigue, and search changes have quietly kneecapped classic inbound, content treadmills, and Apollo-style cold outbound.The end of churn-and-burn contentRachel breaks down why high-volume “just ship it” content stopped moving pipeline—especially for companies going upmarket—and what she funds instead.“Stop blogging” (kinda): what Dave actually meansDave explains why blogging for traffic is a losing game now, and how to repurpose thought leadership in ways that still get you discovered and recommended by AI tools and buyers.Zombie tactic #1: in-person networking & relationship sellingWhy relying on “lead gen” alone is a trap for smaller companies, and how to treat coffee chats, local events, and real-life networking as a core GTM channel again—not a nice-to-have.Zombie tactic #2: smart, ABM-style direct mailRachel walks through modern direct mail that actually works:Why you don’t blast 5,000 cheap trinketsHow to use small, high-intent account lists instead of spray-and-prayWhere in the funnel direct mail performs best (hint: not top-of-funnel)How to pair it with SDR cadences, landing pages, and nurture—not random acts of giftingZombie tactic #3: modern PR as narrative control (not vanity logos)How to think about PR as a way to shape the story in your category, build trust signals AI and buyers can see, and become a go-to source for journalists instead of begging for “features.”Why none of this works if sales and marketing are still operating on separate goals, separate metrics, and separate realities—and how these “zombie” tactics naturally force tighter alignment.This episode is for you if:You lead sales, marketing, revenue, or GTM and know your old demand gen channels are slowing downYou’re tired of vanity metrics and want activity that ties directly to revenue and real opportunitiesYou suspect “just do more content / more emails / more ads” is not the answer anymoreYou’re curious how to blend AI-era tactics with pre-2010 moves in a way that feels modern, not cringeyGuestsRachel Johnson – Fractional CMO helping early-stage companies go from no revenue to revenue with sharp, buyer-centric GTM.David Lee – Independent marketing consultant and former HubSpot agency owner who now helps teams adapt to the AI-driven buyer.You’ll walk away with concrete ideas you can test immediately—and a permission slip to finally kill a few tactics that should’ve stayed buried.

Trade shows can be a powerful revenue channel… or a very expensive field trip with swag. In this classic Revenue Remix replay, Summer breaks down how to stop “showing up and dazzling” and start treating conferences like a structured growth channel.At the time of this recording, Amy Silberman was a content marketing specialist and client success manager with Do What Works, a firm I still collaborate with today. Dave Lee and the DWW team now focus on fractional CMO work and AI-powered website audits, but the trade show strategy we walk through here is just as relevant for your next event season.In this episode, we cover:Why “just getting leads” isn’t a real goalAnd what to track instead if you want to prove ROI to finance (and justify next year’s budget).How to plan 6–12 months ahead so your booth isn’t doing all the workIncluding what marketing assets you actually need before, during, and after the show.Designing clear, measurable conference goalsFrom “grow our email list by 10%” to “increase trade-show-sourced pipeline vs. last year” — and how to instrument it.Building a dedicated trade show landing page that convertsWhat to put on it (and what not to), how to align it with your website, and how to use it pre-show and post-show.Making your website and content actually support the boothQuick website audit ideas so prospects don’t bounce the second they click through from the conference app.Real-time conference tactics that compound your effortsDaily “thank you” emails, photos, and simple workflows that keep you top of mind while everyone else is just handing out pens.Post-show follow-up that doesn’t die in a spreadsheetHow to tag contacts, drip on “not yet” leads, and plug everything into a defined sales process instead of hoping reps remember.If you’re signing off on big booth and travel budgets this year, this episode will help you turn trade shows from a gamble into a repeatable, measurable pipeline engine.Do What Works has since committed to a laser-focused AI Shortlist Audit service, find out more here.Rise of Us has just opened up Revenue Diagnostics for 2Q. Perfect for a B2B SaaS, Fintech or professional service org that has growth aspirations for 2026 and knows that they shouldn't wait until 4Q to make adjustments. Find out more here.

When founders decide “it’s time to grow,” the default move is still: “We need a salesperson.” In Part 1, we talked about why that logic goes wrong so often.In this bonus follow-up episode, we get practical.Host Summer Poletti and returning VIP David Lee (founder of Do What Works, AI Shortlist Architect, and fractional CMO) unpack two real sales-hiring horror stories from David’s agency days — and use them to build a simple readiness framework you can apply before you post that job.You’ll hear:The two mistakes that cost David time, money, and sanityWhy “I’ll just hire a salesperson and let them do their thing” almost always backfiresWhat happens when you hire a part-time BDR with no onboarding, no metrics, and no defined “what good looks like”How a virtual BDR team did everything “by the book” — booked meetings, got past gatekeepers — and still closed nothing because there was no follow-up processWhy “they have a great network” is not a strategySummer breaks down the myth of the well-connected rep whose Rolodex magically convertsWhy intros and curiosity calls don’t turn into revenue without a sharp ICP, clear differentiation, and a reason to switchThe foundations you need before your first sales hireSummer walks through what she looks for with founders who say “we’re ready for sales”:👉 In the episode, Summer shares a lightweight qualification framework and readiness checklist founders can adapt to their own business.What to do when leads don’t buy right awayWhy most owner-led sales orgs bleed opportunity simply because no one has time to follow upHow an email nurture engine can quietly become your highest-converting channelThe difference between “just checking in” and value-add follow-ups that build trust over 24+ touchesMarketing + sales: how to stop making each other look badDavid’s perspective as a marketer who refuses to run demand gen into a broken sales processWhy your salesperson can’t be purely an “order taker” or the only source of leadsHow marketing can arm sales with content that gives them a real reason to call back (not just “me again!”)A healthier way to think about your first hireWhy throwing an “experienced closer” into chaos is really setting them up to failHow to think about your first sales hire more like training for a marathon: prep, structure, and pacingWhen it makes more sense to bring in a sales consultant first, build the engine, then hire into itIf you’re a founder who’s:Thinking about your first salespersonStill feeling burned from a past hire that “should have worked”Or wondering what to fix before you scale sales…this bonus episode gives you relatable horror stories and actionable steps to set your next hire up for success instead of disappointment.👉 Connect with David on LinkedIn

Your first global step probably isn’t opening an office in London or Singapore. For most North American growth-stage companies, it’s something simpler:👉 A fantastic candidate in Toronto👉 A customer in New York who wants local support👉 A test market just across the borderIn this panel, I’m joined by Toronto-based leaders Eric Hachmer and Komal to unpack what it really takes to operate across the US–Canada border — beyond “just add a worker” in your payroll platform.We talk about why Canada is often the first global footprint for US businesses (and vice versa), and how to do it in a way that supports long-term growth instead of creating messy cleanup work for future you.We cover:Why “just hire someone in Canada/the U.S.” is not a global strategy We start with the common story: a key employee moves to Toronto, or a US founder decides “Canada seems easy enough.” Eric and Komal walk through the gap between employing someone cross-border and actually doing business in another country.Structure before headcount: what to decide before you hire Eric shares why hiring is the easy part — and why your go-to-market model, sales design, and leadership attention matter far more than how quickly you can add someone in your payroll tool.Incorporation, tax, and comp 101 (without putting you to sleep)Komal breaks down:Why you should think about incorporation in CanadaHow federal vs provincial tax structures workWhy Canadian taxes and cost of living factors into comp strategyBenefits aren’t “copy/paste” across the border We talk through subtle but important differences, including:Maternity/parental leave expectationsHow stock options are taxed and perceived in each countryWhy your benefits need to be right-sized for each countryCulture, trust, and risk tolerance: the stuff the setup guide doesn’t tell youThis is the part you won’t get from your EOR or payroll provider:Importance and challenge of building trustWhy Canadian teams often put more emphasis on relationship and intention before diving into numbersHow risk appetite differsTech, fintech, and cross-border paymentsWe touch on the reality of:Why data residency, AML, and server location matter if you’re a SaaS or fintech selling into CanadaHow upcoming open banking in Canada (2026) could unlock new ways to move money and serve customers cross-borderA more hopeful take on “messy times” We close on why business leaders are often the ones quietly building bridges while politics gets loud — and how thoughtful, generous leadership and clear decision-making can make cross-border work a growth engine, not a headache.If you’re a founder, CRO, CMO, or finance/ops leader thinking:“Canada feels like the logical first place to go global… but I don’t want to step on a landmine.”…this episode will help you see what’s really involved, what’s easier than you think, and where it pays to slow down and set things up right.👉 Connect with Eric👉 Connect with Komal

You don’t have a “lead problem.” You have a go-to-market alignment problem that’s quietly capping your growth.In this mini-panel, we dig into why revenue plateaus at growth-stage B2B companies usually aren’t about “more pipeline” – they’re about sales, marketing, customer success, product, and finance all pulling in slightly different directions.No scolding. No “you’re doing it wrong.” Just four operators and advisors comparing notes on what actually works when you want healthy, scalable revenue, not just a noisy top of funnel.In this episode, we cover:Why “sales & marketing alignment” is table stakes nowAnd why the real unlock is treating CS, product, and finance as part of one revenue team, not downstream order takers.The KPI trap that keeps teams stuck in silos Marketing measures activity, sales measures outcomes, CS measures retention—and almost no one agrees on what a qualified lead actually is.Customer success as your GTM secret weapon How involving CS before the sale changes who you sell, what you promise, and how long customers stay—without adding more headcount.Product is not your feature factory What happens when sales keeps asking for “one more feature to close this deal” and product’s roadmap gets held hostage by short-term revenue.Finance as a growth partner (not the ‘no’ department) How to get your CFO to trust your forecast so they’ll actually support your GTM investments instead of blocking every new idea.Practical ways to build internal bridges (starting this week) From “bridge coffees” to shared rituals, internal problem statements, and walking a mile in each other’s roles.Who this episode is forThis conversation will land especially well if you’re:A B2B founder / CEO stuck at a revenue plateau and wondering if it’s really “just pipeline.”A CRO / VP Sales / VP Marketing tired of attribution fights and ready to build one revenue system instead of parallel empires.A Head of CS, Product, or Finance who knows you impact revenue but keeps getting brought in too late.Any GTM leader who wants to turn internal friction into a real competitive advantage.What you’ll walk away withBy the end, you’ll have:A more honest way to talk about GTM misalignment without blaming people or departments.A simple starting point for shared KPIs that don’t trigger instant defensiveness.Language you can use with your CFO, CMO, CPO, and Head of CS to shift from “that’s your problem” to “this is our system.”A few stealable rituals (like bridge coffees and cross-functional problem statements) to start stitching teams together without a giant reorg.Follow our GuestsJay Brandon Daniel Shimon Follow Summer on LinkedIn

When founders decide “it’s time to grow,” the first instinct is often: “We need a salesperson.”But your first sales hire is too important (and too expensive) to toss in the deep end and hope they swim.In this mini-panel episode of Revenue Remix, host Summer Poletti sits down with frequent collaborators JMS (John Mason-Smith) and Sean Parnell to unpack what really needs to be in place before you add that first sales rep.Why “I want to grow, so I’ll hire a salesperson” is a broken equation JMS explains why half the time, when a founder says “I need a sales rep,” the real answer is: “You need a sales process, not a salesperson.”How founders accidentally attract the wrong salespeople Summer and Sean talk about “job-hopper reps” who are great at selling themselves into a role… and then never close meaningful business — especially when there’s no process, no messaging, and no coaching.Lazy, or just lost? What’s actually going wrong with new reps JMS shares the story of a rep who was “working hard” but making 10 calls a day instead of 100 because he had no guidance on what mattered and what didn’t.The two big levers in any sales system Volume in at the top, conversion out the bottom. If you’re not measuring these (and the steps in between), you’re guessing — not managing.Why founder-led sales and rep-led sales are not the same game Founders close with trust, relationships, and gravitas. Your first rep doesn’t have that halo. Expecting them to hit your close rates and sales cycles without support is setting them up to fail.What “good” looks like before your first sales hireClear revenue goals that are more specific than “more”A basic offer, ICP, and messaging that resonatesAt least a sketch of a repeatable sales processLeading indicators defined and trackedA plan for coaching, not just “sink or swim”How marketing, content, and AI support your first repSean dives into why cold outbound with no brand, no demand, and no content is almost always a losing game — and how thoughtful marketing + smart use of AI can keep your rep focused on the right activities.The pre-mortem: how to spot failure before it happensJMS introduces the idea of a “pre-mortem” and how founders can use AI or trusted collaborators to stress-test their plans before hiring.Why founders need help focusing on what they’re bad at, not just what they loveThe group talks about coaching, business mentors, and using AI as a brutally honest sounding board instead of a cheerleader.If you’re a founder thinking about that first sales hire — or wondering why the last one didn’t work out — this episode will help you feel more confident and a lot less alone.Meet the panelJMS is the founder of Hirewith, a niche hiring platform for the HCM and payroll industry. He’s a former top rep who now helps founders think clearly about when (and whether) they’re truly ready for a sales hire.👉 Connect on LinkedInSean is the founder of InnovAxis, a B2B marketing firm. He’s obsessed with measurable strategy, leading indicators, and building marketing that makes sales easier instead of harder.👉 Connect on LinkedIn

When the board sees “record quarters” and Finance sees paper-thin margins, you don’t have a growth engine — you have a slow-motion car crash.In this episode of Revenue Remix, Summer Poletti (Founder & CRO of Rise of Us) sits down with William Lieberman, founder and managing director of The CEO’s Right Hand, to talk about what healthy growth actually looks like when sales, finance, and operations are rowing in the same direction.William has sat in the room for the messy growth conversations most founders avoid: discounting that quietly destroys margin, bloated sales teams after a fundraise, and “crushing it” top line numbers that never translate to cash in the bank.If you’re a CEO, CRO, or revenue leader trying to scale without breaking your economics, this one hits close to home.In this episode, you’ll hear:Why “we just need more pipeline” is usually the wrong diagnosis And how CEOs miss the real problem hiding in their back office, systems, and cost structure.The metric William checks first to see if growth is real or fake How to look at gross margin by product, service line, and client to decide what to scale and what to kill.A simple rule for firing unprofitable clients (and why it’s a finance job to say it out loud) Plus: how to align sales comp so reps stop dragging loss-leader deals in the door.What sales should never be allowed to do alone The deal-approval process William recommends so Sales, Finance, and Customer Success all sign off on pricing and scope.How to use new funding without ending up with a bloated sales org and fragile unit economics Including: what to model, who to hire first, and where nearshore + AI support actually makes sense.Sales comp mistakes that quietly blow up your P&L Why paying full commission on signature is dangerous, and how William structures payout to keep reps invested in profitable, live customers.The one recurring meeting where Sales and Finance actually help each other What should be on the agenda, who’s in the room, and how to make it about solving revenue problems instead of pointing fingers.A practical way for CEOs to stop the “it’s their fault” food fight William’s favorite role-reversal exercise to get leaders out of blame mode and back into solving hard problems together.About William LiebermanWilliam Lieberman is the founder and managing director of The CEO’s Right Hand, a firm that provides fractional CFO, CHRO, and COO services to growth-stage companies that need serious strategic finance and operations support—without building a giant back office.He’s a long-term operator and fractional CFO who:Has helped CEOs navigate fundraising, scaling, and restructuringKnows exactly what happens when sales is “crushing it” and the numbers still don’t workBrings a pragmatic, operator’s lens to aligning sales, finance, and operations around real, sustainable growthIf you’re a founder or CEO who suspects your P&L is hiding more than it reveals, William is the kind of partner you want in your corner.Connect with William🌐 Website: The CEO’s Right Hand – tcrh.co📧 Email: [email protected] this episode hits a nerve, share it with a CEO, CRO, or sales leader who keeps saying “sales is crushing it” — and quietly worrying what Finance really thinks.

Your sales team says marketing's leads are garbage. Marketing says sales isn't following up. Product says everyone's requests are impossible. Meanwhile, customers are leaving.This isn't a people problem. It's a systems problem.In this episode, Brian Root breaks down the hidden bottlenecks that stall growth—even when every team thinks they're crushing it. You'll learn why sales and product teams work against each other, how to stop feature bloat, and why your compliance team might be your secret weapon.If you're a B2B SaaS or FinTech founder stuck between $2M-$10M ARR and your teams are pointing fingers instead of solving problems, this episode is for you.What You'll LearnThe Sales/Product DisconnectWhy customers experience conflicting messages from different teams—and how it kills conversionsThe trade-off framework that forces sales to prioritize what actually mattersHow to align sales and product without making them best friendsShiny Object Syndrome (AI Edition)Why founders chase AI features customers don't actually wantThe dual portfolio strategy: hype vs. real workHow to focus on customer need instead of board pressureFeature Bloat & Saying NoWhy startups keep adding features that create maintenance nightmaresThe one question every founder needs to answer before building anything newHow to use strategic partnerships instead of building everything in-houseFractional Leadership Reality CheckThe pattern-matching advantage outsiders bringWhy founders are either the problem or complicit in allowing itThe Compliance HackHow to turn your "no hammer" compliance team into innovation partnersWhy involving compliance early unlocks faster launches in regulated industriesSteal-able Moments"Pick the Feature You're Willing to Delay"When sales demands an urgent feature, product leaders should ask: "Which other feature on the roadmap are you okay with delaying?" "If the Only Power Someone Has Is to Say No, They Use It Prolifically"Compliance teams aren't the enemy—they're excluded. Invite them into ideation early, and they'll help you shape solutions instead of killing them at launch."You're Either the Problem or You're Allowing the Problem"If you're the founder/CEO and your company has problems, assume you're responsible. You have the power to stop it. "Your Customer Gets One Message From Sales, A Different Message From Product"Even small disconnects between departments create "the ick" for customers. "Pattern Matching Is the Fractional Advantage"Experienced fractionals can diagnose fundamental problems quickly because they've seen the same patterns across dozens of companies. Guest BioBrian Root is the founder of Rooted in Product, where he helps growth-stage companies in fintech and beyond break through bottlenecks by aligning product strategy with business goals. With deep experience in fractional leadership and navigating heavily regulated industries, Brian has worked with companies ranging from early-stage startups to Amazon. He's also training for his eighth ultra marathon and builds mechanical watches for fun—because unlike software, you can't hack your way through either process.Connect with Brian:LinkedIn: Brian RootWebsite: rootedinproduct.com

Is AI really about to take over B2B buying… or are the big firms just doing ✨Captain Obvious✨ with better branding?In this Revenue Remix Roundtable, Summer brings back three of her top collaborators to run 2026 predictions through one ruthless filter: crystal ball or BS.They dig into how AI agents will shape vendor research, why trusted beats loud in the new GTM reality, what happens when GenAI is left completely ungoverned, and why alignment (not more tools) is the real growth lever for B2B SaaS, fintech, and growth-stage tech.If you lead sales, marketing, or revenue at a $2M–$20M ARR company and you’re trying to separate hype from “do this now,” this one’s for you.What We Cover00:00 – 04:30 • Setting the stage: 2026 predictions & the crystal ball vs. BS game04:30 – 11:30 • Trend 1 – AI agents in B2B buying: sidekick or takeover?Sean on why agent-to-agent negotiation is mostly BS (for now) and the limits of AI without real pricing dataJenny on AI as a noise filter and claim validator, not a robot decision-makerDave’s 3 jobs of the buyer: find vendors, shortlist vendors, validate vendors – and where AI fits inSummer on why we’re already living the “AI sidekick” era and why negotiation is a bridge too far11:30 – 17:30 • Trend 2 – Trusted beats loud in 2026Jenny on why human connection + published policies, prices, and proof matter more than everDave on trust as the new currency and how case studies + proof assets carry more weight in the AI eraSean on old-school social proof (testimonials, thought leadership, real examples) as the “new” competitive moatSummer on why low-edit, authentic videos are outperforming polished AI content on social17:30 – 24:30 • Trend 3 – GenAI in sales & marketing: governed systems or chaos machine?Dave on quality over quantity and why AI hates marketing fluffSean on why volume is no longer a differentiator when everyone has AI, and why unedited AI content is “intern level” at bestJenny on using AI trained on your own work (LinkedIn exports, thought leadership, etc.) and where she still does things manuallySummer on “human-led, AI-assisted” vs. “set it and forget it” and what “human in the loop” actually means24:30 – 33:30 • Trend 4 – Alignment as the real growth leverJenny on why misaligned data and siloed KPIs make AI useless (and why shared OKRs matter)Sean on marketing as macro selling and sales as micro selling, and why the narrative has to match across bothDave on how misaligned KPIs create the “your leads are crap / you can’t close” death spiralSummer on why she’s hard on CEOs and why “that’s just how Jimmy is” is not a leadership strategy33:30 – 39:30 • Bonus – Getting the “quarreling siblings” to play niceSean: set shared goals tied to revenue, EBITDA, and sales-qualified outcomes – not vanity metricsDave: hold both sales and marketing accountable to new customers and revenue, not just MQLs or activitiesJenny: stop the blame game, reset expectations, and get people together in person during work hoursSummer: why sales needs to stop treating marketing as a vendor, stop taking solo victory laps, and start sharing credit39:30 – End • Closing thoughts & 2026 send-offSummer’s final verdict

Women-led teams get 2% of VC funding. Add a male co-founder? That jumps to 17%. It's even worse for women of color.Kruti Baires isn't waiting for the system to fix itself. As solo founder of The SprintFit, she's building AI infrastructure to bridge the access-to-capital gap for women and unseen founders—builders with traction who can't get in the room because they're in the wrong city, went to the wrong school, or don't fit the pattern VCs match.In this episode:How Kruti launched an AI company in 90 days and shipped 4 product versions in one yearThe funding gap reality: Why underrepresented founders can't access capital even with tractionThe $4.2B workflow failure in early-stage investing keeping great deals invisibleAvoiding product-market fit pitfalls ("this is cool" ≠ PMF)Why warm intros protect the status quo vs. how AI creates systemic discoveryHow The SprintFit helps small investors discover founders they'd never see while helping founders get funding-readyKey Timestamps: [6:32] The 90-day AI MVP playbook [10:52] When data forced a complete ICP pivot [16:02] The $4.2B intake workflow failure [22:00] Funding gap stats costing investors better products [30:27] Why warm intros might be gatekeeping [37:33] Why burnout isn't a badge of honorSteal-able Moments:"Your ICP isn't who you think needs you. It's who shows up and pays." [14:18]"If users say 'this is amazing' but never come back, you have a demo, not product-market fit." [10:08]"The funding gap isn't about representation. It's costing investors better products." [23:33]"Warm intros protect the status quo: wrong schools, wrong city, wrong background—you're invisible." [30:44]Bio: Kruti Baires is founder/CEO of Sprintfit, bridging the access-to-capital gap for women and unseen founders. With 17 years at Fortune 500s and startups like Salesforce, she's fixing the $4.2B inefficiency in early-stage deal flow while expanding access for founders invisible to traditional VC networks.Connect: LinkedIn: linkedin.com/in/kruti-bairesHow we met: Women X AI comment section—proof that engagement beats scrolling.Subscribe: Revenue Remix delivers GTM strategy for B2B SaaS founders ($2M-$20M ARR). Find us on Apple Podcasts, Spotify, YouTube.

Thank you for being part of the Revenue Remix community. This indie show was just named one of FeedSpot’s Top Revenue Podcasts of 2025—something that doesn’t happen without loyal listeners and guests who share their stories.If you’ve found value here, a quick review helps more revenue leaders discover the show. It takes 60 seconds and makes a real difference for a one-person operation.Want to be featured or know someone who should be?Visit theriseofus.com to connect.* Schedule a 15-minute chemistry call* Explore panel participation opportunitiesHere’s to 2026—more guests, deeper topics, better conversations. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

Putting a Remix spin on year-end reviews, Summer brought back her closest collaborators for an impactful and zero fluff roundtable.AI didn’t just change how teams work in 2025 — it changed how buyers buy, how content performs, and which GTM motions are still worth the effort. In this Revenue Remix Roundtable, Summer Poletti brings together three of her closest collaborators — David Lee (Do What Works), Sean Parnell (Innovaxis), and Jenny Kay Pollock (Women x AI) — to unpack what actually worked this year, what flopped, and what they’re all changing for 2026.​You’ll hear why Dave believes classic inbound is in freefall as B2B buyers move their research into long AI chats instead of Google searches, and why your website needs to act like a database for AI instead of a pretty brochure full of fluff. Sean pushes back from his world in industrial B2B, where inbound is still strong but mid- and bottom-funnel content, open case studies, and paid discovery offers are doing the real heavy lifting. Jenny zooms in on the human side, calling out the automation binge that has wrecked inbox trust and showing how community-powered learning and ruthless clarity about “who you serve and what you deliver” became her biggest multipliers.​They close by looking ahead: smaller but stronger sales teams, old-school touches like handwritten notes and targeted mail, AI treated as a 180-IQ intern (not an autopilot), and a buyer journey where trust and specificity beat volume every time. If you’re planning your 2026 GTM and wondering what to double down on — and what to finally stop doing — this conversation will give you a candid, field-tested filter.Resources:* Jenny Kay Pollock* LinkedIn* Women x AI* Sean Parnell* LinkedIn* Innovaxis* David Lee* LinkedIn* Do What WorksNYT Articlehttps://www.nytimes.com/interactive/2024/08/26/upshot/ai-synthetic-data.htmlEda Cris’ old school wax stamped letterhttps://www.linkedin.com/posts/eda-ciris_hustle-grit-persistence-we-all-talk-about-activity-7401689517260476416-Inut?utm_medium=ios_app&rcm=ACoAAAQMkyEBbbS3jkNFYit4gyXzXqeISKGA2Bs&utm_source=social_share_send&utm_campaign=copy_link This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

Blogs aren’t dead—but they are draining your time and budget if you’re still playing by 2015’s rules.In this raw, unscripted studio session, Summer and Dave unpack what AI is actually doing to buyer behavior—and why your go-to content strategy might be failing silently.🧨 In This Episode:* Why traditional SEO blogging is losing ROI fast* What LLMs read (and don’t) on your website* How buyers are shortlisting vendors now—with zero clicks* Tactical swap: ditch fluff blogs, write “foundational content” instead* Where real case studies should actually live on your site* The one type of blog post still worth your timeThis is one for founders, GTM leaders, and marketers ready to cut waste and move smarter. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

When buyers move faster than sellers — how to win in the AI-first era.B2B buyers aren’t waiting around anymore.They’re asking AI for vendor recommendations, comparing options, and building shortlists before a single rep ever gets involved — and most go-to-market teams are wildly unprepared for that shift.In this roundtable, I’m joined by three powerhouse operators across product, AI search, and customer success to unpack how buyer behavior has changed and what revenue leaders actually need to do about it:👩‍💻 Reut Lazo — Co-founder & Co-CEO, WomenXAIProduct leader known for building user-centric, AI-forward products that scale trust.🤖 Dave Lee — Founder & CEO, Do What WorksAI Shortlist Architect, and one of the clearest thinkers on how GenAI is reshaping buyer discovery.🤝 Randi Deckard — SVP of Growth, BeslerCustomer success leader and founding member of Wednesday Women.What we cover in this episode:89% of B2B buyers now use GenAI as a top discovery tool — and what that means for your funnel🧠 Why buyers are in 2030 while many sellers are still in 2018🛒 The three real jobs buyers do before they ever call you (Dave’s framework)🌐 How to make your website “AI-readable” so you even show up in shortlists💬 Why messaging fails when companies automate output but not listening📉 Why NPS is fading — and what modern customer health looks like🤝 The “moments that matter” in customer success where humans must stay in the loop⚠️ The risks of over-automation (and how to avoid sounding like a bot)✨ Low-lift ways to personalize the first buyer experience today🧰 How to use AI to prep for discovery calls so you don’t get left behindPlus: a tight lightning round full of actionable, stealable insights you can put to work this week.And “What GTM roles are on the chopping block?” the private, too-spicy for public topic, which you can obtain in our Directors’ Cut Package. See blow.Need the Directors’ Cut?Get the executive briefing, the too-spicy-for-public clip, and bonus insights from the full 52-minute conversation.👉 Directors’ Cut PackageFollow the panelistsReut LazoLinkedIn: https://www.linkedin.com/in/reutlazo/WomenXAIDave LeeLinkedIn: https://www.linkedin.com/in/daveleehere/Do What WorksRandi DeckardLinkedIn: https://www.linkedin.com/in/randideckard/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

Are you grinding through a growth stall hoping hustle will fix it?Think again. This week on Revenue Remix, I sat down with Brian Montes, CEO of RADD, a boutique fintech audit and compliance firm helping community banks scale with confidence.We get real about:* Founder fatigue vs. real growth bottlenecks* What it actually takes to go from founder-led to scalable sales* Building trust in high-stakes industries (and where most firms blow it)* Why client success is your competitive advantage* The systems and leadership habits that turn culture into a growth assetWhether you’re leading a small team through big change or bracing for next year’s strategy sprint—this is your blueprint.Connect with Brian on LinkedIn: https://www.linkedin.com/in/brianmontesrad/Calling bold founders — Want to be featured on the show or join a panel on what’s really working in GTM? Reach out. Let’s amplify what’s next.Our Q4 Sprint is LIVERevenueRX is a short, high-impact engagement designed to help you quickly identify what’s slowing growth now—and make the smartest moves before year-end.Learn more at www.theriseofus.comLike what you heard? Forward this to one founder who’s figuring out how to grow with less grind. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

From Payroll Chaos to Growth Catalyst: Andy Lopez on Building, Giving Back, and What’s NextDescription:Andy Lopez turned a niche pain point — payroll tax cleanup — into a full-fledged firm serving top HCM providers. In this episode, we talk about the early napkin payroll days, what nearly stalled his growth, and why now was the right time to sell Forensic Payroll Consultants to HCM Unlocked. Bonus: Andy’s launching a podcast of his own, and he’s not holding back.Listen for:* How partner-first sales built his referral engine* What founders can do when growth plateaus* The surprising truth about payroll people (they’re wilder than sales reps)* Why acquisition doesn’t mean “the end” — it means expansionLinks:* Forensic Payroll Consultants* HCM Unlocked Acquisition News* Andy’s LinkedInRevenue Remix is where founders and GTM leaders talk about what really drives growth — the stuck points, the pivots, the motions that finally worked. Know a founder or leader who deserves a spotlight? Maybe you! Join us and let’s do something cool. Book a quick chat first. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

What happens when a technical founder has to learn to sell?In this episode of Revenue Remix, Summer sits down with Saumya Bhatnagar — co-founder and CTO of Involve.ai — whose mission is to make AI actually useful for revenue teams.From running a hospital as a kid (seriously) to running a tech company through the chaos of scale, Saumya shares the real founder shift: moving from building cool products to building revenue.They unpack:* Why most AI-for-sales hype misses the point* How bad data silently kills growth* The danger of “set it and forget it” automations* What early-stage founders get wrong about customer success* And why every startup needs a “flex person” before they need a full CS teamSaumya’s sharp, funny, and brutally honest take will hit home for anyone navigating the messy middle between scrappy startup and scalable machine.🔗 Connect with Saumya:LinkedIn → linkedin.com/in/saumyabhatnagarWebsite → involve.ai🔥 Don’t guess your next revenue move.The RevenueRX Q4 Sprint is open now — a short, high-impact project to help you pinpoint what’s slowing your growth and what to double down on in 2026.No fluff. Just clarity, traction, and a roadmap to real revenue acceleration.👉 Get details at www.theriseofus.comSpots are limited — get your clarity before the quarter disappears. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

Struggling to build your team fast enough to meet revenue goals? You’re not alone — and you might be hiring wrong.This week on Revenue Remix, Summer sits down with Brian Samson — serial founder and nearshoring expert — to unpack how growth-stage companies sabotage their own hiring, why your first 10 employees shape more than culture, and what founders get completely wrong about offshore vs nearshore teams.You’ll learn:* Why waiting to hire a recruiter shrinks your talent pool* How nearshoring can unlock faster go-to-market* What really causes remote hiring failures (hint: it’s not bad vendors)* Why Latin American teams are often your secret weaponBrian also shares what he wishes more leaders understood about team value — and how to spot resilient talent before you make the hire.* Brian Samson LinkedIn* Plugg Technologies This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

Winning deals in 2025 isn’t business as usual. Sales cycles are 25% longer than five years ago, only 30% of reps are expected to hit quota this year, and CEO confidence just took its sharpest drop since the 1970s. Add AI disruption to the mix, and it’s no wonder GTM leaders are feeling the pressure.Listen now, and get the Director’s Cut package with exclusive strategies and the “Too Spicy for Public” clip: sing up hereIn this panel discussion, host Summer Poletti (Founder of Rise of Us and creator of Revenue Remix) brings together three powerhouse voices to cut through the noise and share what the smartest leaders are actually doing to win deals now:* Stephanie Brooks — Content-led, full-stack marketing leader, consultant, mentor, and advisor🔗 LinkedIn * Sean Paulseth — Director of Enterprise Partnerships & Sales at ZayZoon, go-to voice on AI in sales🔗 LinkedIn 🔗 ZayZoon* Sean Parnell — Founder of Innovaxis Marketing, helping companies align sales & marketing strategies that actually drive revenue🔗 LinkedIn 🔗 InnovaxisWhat you’ll learn in this episode:* How to use AI for sales coaching and enablement without falling into the “tech overwhelm” trap.* Why partnerships can be the trust shortcut you need when buyers hesitate.* The risks of stalled deals — and proven moves to cut through B2B buying complexity.* How smart CEOs are balancing innovation with risk management in a confidence crisis.* Lightning-round advice: What to ask your team this week, and what lever to pull to shorten sales cycles before year-end. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

In this episode of Revenue Remix, Summer Poletti and Dave Lee discuss the persistent nature of market volatility and uncertainty, emphasizing that these conditions are not just temporary but a new norm. They explore the impact of tariffs, the importance of strategic planning, and how businesses can adapt to thrive in uncertain times. The conversation also covers the significance of customer retention, strategic partnerships, and the role of marketing in supporting sales and customer success.Visit Do What Works to learn more This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

In this episode of Revenue Remix, Summer Poletti interviews Rachel Lubovitsky, a successful serial entrepreneur and founder of Setuply. They discuss Rachel's journey from a technical background in computer science to becoming a serial entrepreneur, the impact of AI on business, and the importance of client experience, particularly in onboarding. Rachel shares insights on knowing when to sell a business, the unsexy origin story of Setuply, and how to identify real problems worth solving. The conversation emphasizes the need for scalability and systematization in business processes, and Rachel offers valuable advice for founders looking to grow their companies.Learn more about Setuply and how they’re changing customer onboarding.Find Rachel and Setuply on Linkedin.Takeaways* Rachel transitioned from tech to business, enjoying building relationships.* AI is changing the landscape for startups and entrepreneurs.* Identifying real pain points is crucial for business success.* Client experience is often overlooked in favor of sales.* Onboarding is a critical phase that can make or break client relationships.* AI can enhance onboarding and customer support processes.* Founders should keep scalability in mind while building their products.* Systematization of processes is necessary for growth.* Traveling is a passion for Rachel, having visited 70 countries.* Every client should feel valued and special throughout their journey.Sound bites* "Sales alone isn't enough for growth."* "Onboarding is often overlooked."* "Traveling is the greatest fun."Chapters* 00:00 Introduction* 02:33 The Evolution of Entrepreneurship and AI* 05:11 Deciding When to Exit a Business* 07:54 The Unsexy Origin Story of Setuply* 10:35 Identifying Real Problems to Solve* 13:13 The Importance of Client Experience* 15:54 Focusing on Onboarding for Success* 18:54 The Role of the Onboarding Guide* 20:03 Transforming the Onboarding Experience* 21:20 The Importance of Continuous Support* 23:40 Recognizing Value Beyond the Sale* 25:00 Leveraging AI in Customer Experience* 28:18 Enhancing Communication with AI* 30:30 Bridging Knowledge Gaps with Machine Learning* 32:38 Scaling for Future Growth* 36:03 Travel and Personal Insights This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

In this episode of Revenue Remix, Summer Poletti interviews Christina Olsen, a visionary investor and transformational hypnotherapist. Christina shares her entrepreneurial journey, the importance of having an exit plan, and the emotional challenges faced after selling her company. She discusses the significance of understanding one's identity beyond professional titles and the role of community in achieving success. Christina also highlights her experiences with investing and the transformative power of hypnosis in overcoming limiting beliefs and enhancing emotional intelligence.Explore more on www.brightsol.coFollow Christina on LinkedInTakeaways* Christina started working at a young age, driven by a desire for freedom.* Entrepreneurs often seek freedom but may find themselves overwhelmed by responsibilities.* Having an exit plan is crucial for any business owner.* Emotional ties to a business can lead to identity loss after an exit.* Defining personal values is essential for aligning with business partners.* Investing requires thorough research and understanding of financial plans.* Community and collaboration can enhance success in business.* Hypnosis can be a powerful tool for overcoming limiting beliefs.* Emotional intelligence is increasingly important in leadership.* Taking time for self-reflection is vital for personal and professional growth.Sound bites* "Have a plan to exit."* "I lost my identity."* "Own your magic."Chapters* 00:00 Introduction to Christina Olsen* 03:26 Christina's Early Work Experience and Values* 06:04 The Entrepreneurial Journey Begins* 08:54 Lessons from Scaling a Company* 11:29 The Decision to Exit* 14:17 Emotional Ties and Identity After Exit* 16:54 Finding the Right Fit for Your Company* 20:04 Planning the Next Chapter* 22:39 Investments and Business Advising* 25:21 Transformative Power of Hypnosis* 27:22 Understanding Hypnosis in Professional Life* 32:31 Overcoming Self-Limiting Beliefs* 35:28 Lessons from Investment Mistakes* 40:29 The Importance of Collaboration* 42:39 Emotional Intelligence in the Age of AI* 43:38 Finding Identity Beyond Titles* 44:45 Embracing Nature and Family AdventuresThis is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

In this episode of Women X AI, the hosts and guests discuss the transformative impact of AI on sales processes and customer interactions. They explore how AI is reshaping the sales landscape, enhancing efficiency, and enabling sales professionals to focus on building relationships rather than manual tasks. The conversation also delves into the importance of understanding customer journeys, the role of automation, and the necessary guardrails for using AI responsibly in customer-facing roles. The episode concludes with a lightning round of recommendations and community engagement ideas.Learn More About Women X AI This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

SummaryIn this classic episode, Summer Poletti discusses effective strategies for retaining clients and enhancing business relationships. She emphasizes the importance of treating clients as partners, conducting regular business reviews, aligning goals for mutual success, leveraging referrals, and utilizing social proof to attract new clients. The insights provided aim to help businesses protect their existing client base and drive growth, especially as the year comes to a close.Takeaways* Most clients won't leave just because of cost.* Treat your clients like partners, not just accounts.* Regular business reviews can significantly reduce client attrition.* Align your goals with your client's future success.* Referrals can help you hit year-end targets.* Social proof is a powerful marketing tool.* Happy clients are more likely to give referrals.* Incorporate gifting strategies into customer success programs.* Success stories can enhance your marketing efforts.* Your existing clients are your most valuable assets.Sound Bites* "Cut client attrition in half."* "Eliminated avoidable client churn."* "Social proof is invaluable."Chapters* 00:00 Protecting Your Client Relationships* 03:50 Becoming Partners with Clients* 07:09 Leveraging Business Reviews for Success* 09:54 Utilizing Social Proof and Referrals* 10:41 Introduction to Go-to-Market Strategies* 11:05 Advice for Leaders in Client Protection This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

In this episode, Summer Poletti discusses timeless sales techniques that remain effective in today's tech-driven world. She emphasizes the importance of building relationships, understanding client needs through a consultative approach, and the value of strategic partnerships. The conversation also highlights the significance of in-person connections and the necessity of persistence in sales efforts. Ultimately, the episode reinforces that success in sales is rooted in trust, relationships, and consistent effort, even in an era increasingly influenced by AI.Takeaways* Salespeople are primarily motivated by financial incentives.* A well-crafted sales strategy can boost revenue without expanding the team.* Building genuine relationships is crucial for long-term success.* Consultative selling focuses on understanding and solving client challenges.* Strategic partnerships can enhance lead generation and sales effectiveness.* Providing value without immediate expectations fosters goodwill.* In-person interactions are increasingly valuable in a digital world.* Persistence and follow-up are key to successful sales.* Timeless sales techniques remain relevant despite technological advancements.* Trust and relationships are the core of successful sales. Sound bites* "Salespeople are loyal to their wallets."* "Strategic partnerships amplify your reach."* "Sales is hard work and requires persistence."Chapters* 00:00 Introduction to Sales Loyalty and Revenue Growth* 02:49 The Importance of Relationships in Sales* 06:01 Consultative Selling: Understanding Client Needs* 08:49 Strategic Partnerships and the Give-to-Get Mentality* 11:36 The Value of In-Person Connections and Consistency This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com