Edge of Growth

Gabe Lullo (CEO of Alleyoop) joins Edge of Growth to expose what’s really broken in outbound. His firm makes 11M outbound calls every year. If anyone can talk about what works in 2025, it’s him.We covered: → Why SDR teams fail → How to fix bad first impressions → Why LinkedIn voice and video DMs are outperforming automation → The recipe behind effective outbound: People, Process, Tech → What not to do when you’re scaling your GTM strategyDon’t forget to: ✔ Like ✔ Comment ✔ Subscribe ✔ Share with your teamFollow me on LinkedIn → https://bit.ly/3QpI2GnFollow Gabe → Gabe Lullo 😎 | LinkedInSubscribe to my weekly newsletter → https://bit.ly/3ynfqZaGet your FREE Sales Growth Tools here → https://bit.ly/3ZZCU00

AI keeps getting sold as the silver bullet.But when it comes to real go-to-market workflows? Most teams are still stuck in fantasy mode.On the next episode of the Edge of Growth, Hannah is joined by Tyler Phillips, Director of Product at Apollo.io, one of the fastest-growing outbound platforms in the world.Tyler’s background is grounded in both founder struggle and product excellence.He previously built an AI startup that failed after joining YC, led PLG product development at LinkedIn Sales Navigator and Zendesk, and now heads up Apollo’s entire AI product division.In this conversation, you’ll learn:✅ Why most companies misuse AI and how to reset expectations✅ What agentic AI actually is (and isn’t) in a GTM context✅ How Apollo is helping reps go from “filters and sequences” to full workflows✅ What teams need to do before blaming the tool✅ Why the best AI is more like an intern than a geniusWhether you're experimenting with AI assistants, building go-to-market automations, or just trying to get better results from your sales tools, this episode will reset how you think about adoption, execution, and what it really takes to get value from AI.Don’t forget to: ✔ Like ✔ Comment ✔ Subscribe ✔ Share with your teamFollow me on LinkedIn → https://bit.ly/3QpI2GnFollow Tyler → Tyler Phillips | LinkedInSubscribe to my weekly newsletter → https://bit.ly/3ynfqZaGet your FREE Sales Growth Tools here → https://bit.ly/3ZZCU00

AI is changing the way strategy is created, but not always for the better. In this episode, Marina Lukyanova joins Hannah to explore the dangers of short-term thinking, the illusion of perfect AI-generated plans, and how to fix cross-functional misalignment before it tanks your growth.Don’t forget to: ✔ Like ✔ Comment ✔ Subscribe ✔ Share with your teamFollow me on LinkedIn → https://bit.ly/3QpI2GnFollow Marina → Marina Lukyanova, MSc, MA, BA | LinkedInSubscribe to my weekly newsletter → https://bit.ly/3ynfqZaGet your FREE Sales Growth Tools here → https://bit.ly/3ZZCU00

In this episode, Michael Falato (Founder of Full Throttle Falato Leads) breaks down how automation, intent signals, and smarter referral systems are changing outbound for good.We talk SDR system failures, where most GTM teams get stuck, and how to scale relationship-driven growth in a world of AI, noise, and short attention spans.Don’t forget to: ✔ Like ✔ Comment ✔ Subscribe ✔ Share with your teamFollow me on LinkedIn → https://bit.ly/3QpI2GnFollow Michael → https://www.linkedin.com/in/mfalato/Subscribe to my weekly newsletter → https://bit.ly/3ynfqZaGet your FREE Sales Growth Tools here → https://bit.ly/3ZZCU00

Buyers don’t trust salespeople.In this episode of Edge of Growth, Hannah and Michael Hanson dig into the psychology behind buyer resistance and how to flip it.They explore how lazy selling habits, poor research, and rigid processes create tension instead of trust. You’ll walk away with fresh ideas for coaching reps, creating personal connection, and making your GTM motion more human.Don’t forget to: ✔ Like ✔ Comment ✔ Subscribe ✔ Share with your teamFollow me on LinkedIn: https://bit.ly/3QpI2GnFollow Michael → https://www.linkedin.com/in/michael-hanson-/Subscribe to my weekly newsletter → https://bit.ly/3ynfqZaGet your FREE Sales Growth Tools here → https://bit.ly/3ZZCU00

Tom Slocum is your future homie-in-law and cold calling whispererIn this episode of Edge of Growth, we dig into: → Why SDRs aren’t broken (they’re misused) → How to fix your outbound motion → The mistakes killing top-of-funnel → Why AI won’t save your sales team → And how Tom built $2.8M in pipeline from scratchDon’t forget to: ✔ Like ✔ Comment ✔ Subscribe ✔ Share with your teamFollow me on LinkedIn: https://bit.ly/3QpI2GnFollow Tom → https://www.linkedin.com/in/tomslocum/Subscribe to my weekly newsletter → https://bit.ly/3ynfqZaGet your FREE Sales Growth Tools here → https://bit.ly/3ZZCU00

Most people wait until it's too late to leave their jobIn this episode, The Salary Bump founder Keri-Lynne Shaw shows you how to proactively exit a role, negotiate your worth, and take back control of your career, without burning bridgesWe cover: → How to ask for a severance before you’re let go → The biggest interview mistakes senior leaders make → What most people get wrong about negotiation → Why you should always be taking recruiter calls → The truth about corporate layoffs and quiet exitsWhether you're a VP or just feeling stuck in your role, this episode could change the way you think about your career foreverDon’t forget to: ✔ Like ✔ Comment ✔ Subscribe ✔ Share with your teamFollow me on LinkedIn: https://bit.ly/3QpI2GnFollow Keri-Lynne → https://www.linkedin.com/in/keri-lynne-shaw/Subscribe to my weekly newsletter → https://bit.ly/3ynfqZaGet your FREE Sales Growth Tools here → https://bit.ly/3ZZCU00

Brynne Tillman has helped 1,000s of professionals start trust-based sales conversations without being salesy.In this episode, she and Hannah unpack:Why most “value” isn’t valuable at allThe 3 steps to earning conversations in 2025A framework to prompt AI like a ghostwriterHow to re-engage your ignored LinkedIn networkWhy warm intros still outperform cold outreachPractical. Actionable. Human-first. Listen now.Follow me on LinkedIn: https://bit.ly/3QpI2GnFollow Brynne → Brynne Tillman | LinkedInSubscribe to my weekly newsletter → https://bit.ly/3ynfqZaGet your FREE Sales Growth Tools here → https://bit.ly/3ZZCU00

Richard Smith, Head of Growth at MySalesCoach and co-author of Problem Prospecting?!, joins Hannah Ajikawo to explore the real reasons sales teams underperform and what great coaching actually looks like.In this episode, they unpack:→ The gap between what sales leaders think coaching is vs. what reps actually need → Why deal reviews and “how’s the pipeline?” aren’t real coaching → How mindset and belief systems drive (or block) performance → The emotional side of sales coaching leaders don’t talk about → Where AI fits and where it falls short in human developmentIf you’ve ever hired smart reps, gave them the right tools, and still saw inconsistent results, this is the episode for you.Follow me on LinkedIn: https://bit.ly/3QpI2GnFollow Richard → https://www.linkedin.com/in/richard-smith-mysalescoach/Subscribe to my weekly newsletter → https://bit.ly/3ynfqZaGet your FREE Sales Growth Tools here → https://bit.ly/3ZZCU00

Is your brand blocking your growth? Most leaders think “brand” means visuals, slogans, or social posts, but it runs deeper.Marcus McDowell is an innovation consultant helping global companies launch in new markets. In this episode, he breaks down:How to build a brand that actually convertsWhy culture, curiosity, and communication matter more than your logoHow to fix your brand perception without alienating your audienceFeminine networking styles that drive real pipelineWhether you're scaling or just starting, this is the brand-first episode you didn’t know you needed.Don’t forget to: ✔ Like ✔ Comment ✔ Subscribe✔ Share with your teamListen on Spotify → https://open.spotify.com/show/3GjYvoi...Follow me on LinkedIn: https://bit.ly/3QpI2GnFollow → https://www.linkedin.com/in/marcusxmcdowell/Subscribe to my weekly newsletter → https://bit.ly/3ynfqZaGet your FREE Sales Growth Tools here → https://bit.ly/3ZZCU00

When companies expand into new regions, they often copy and paste their GTM playbook. But what works in London might flop in Warsaw.In this episode, Jan Furmankiewicz (Expert Executive Recruiters) breaks down the unspoken barriers to international growth, from cultural friction and localised messaging to hiring mistakes and customer journey blind spots.You’ll learn why product-market fit isn’t enough, how to build for context, and what actually drives adoption across borders.If you’re hiring globally, selling regionally, or scaling into EMEA, this one’s for youSubscribe for more real GTM conversations. 🎧 Listen on Spotify → https://open.spotify.com/show/3GjYvoihS24t2apiG2f19r?si=110460423fe4441b-Follow me on LinkedIn: https://bit.ly/3QpI2Gn- Follow Jan → ⁠⁠ (1) Jan Furmankiewicz | LinkedInSubscribe to my weekly newsletter: https://bit.ly/3ynfqZa- Get your FREE Sales Growth Tools here: https://bit.ly/3ZZCU00

In this episode, James Buckley host of the Sell Better Daily Sales Show joins Edge of Growth to unpack what’s actually working across 300+ conversations with GTM pros.🎯 You’ll learn:How AI is being used to buy time — not fake outputWhy “slick” always beats “spammy” in modern outboundWhat messaging gets replies (and what gets ignored)How to turn customers into advocates who sell for youIf you’re responsible for revenue, pipeline, or enablement, this one’s unmissable.Subscribe for more real GTM conversations. 🎧 Listen on Spotify → https://open.spotify.com/show/3GjYvoihS24t2apiG2f19r?si=110460423fe4441b-Follow me on LinkedIn: https://bit.ly/3QpI2Gn- Follow James → James Buckley | LinkedInSubscribe to my weekly newsletter: https://bit.ly/3ynfqZa- Get your FREE Sales Growth Tools here: https://bit.ly/3ZZCU00

In this episode of Edge of Growth, Amy, CEO of Avenue Talent Partners breaks down how most early-stage exec hires go wrong (and how to avoid it).📌 The rise of AI-fueled BS in interviews📌 The difference between real frameworks and recycled playbooks📌 How to hire the person, not the personaShe’s helped dozens of CEOs get it right. Tune in and learn how to stop hiring people who look good on paper but break your team in practice.🎧 Listen on Spotify → https://open.spotify.com/show/3GjYvoihS24t2apiG2f19r?si=110460423fe4441b-Follow me on LinkedIn: https://bit.ly/3QpI2Gn- Follow Amy → ⁠Amy Volas | LinkedInSubscribe to my weekly newsletter: https://bit.ly/3ynfqZa- Get your FREE Sales Growth Tools here: https://bit.ly/3ZZCU00

“Everyone’s a VP. But who’s really in the trenches?”Ryan L. Ball (VP Sales at Funnel, ex-HubSpot) joins Edge of Growth to talk about hiring mistakes, the truth about AI in sales, and what GTM leaders should be doing before their pipeline stalls.Subscribe for more real GTM conversations. 🎧 Listen on Spotify → https://open.spotify.com/show/3GjYvoihS24t2apiG2f19r?si=110460423fe4441b-Follow me on LinkedIn: https://bit.ly/3QpI2Gn- Follow Ryan → Ryan L. Ball | LinkedIn Subscribe to my weekly newsletter: https://bit.ly/3ynfqZa- Get your FREE Sales Growth Tools here: https://bit.ly/3ZZCU00

What are sales hiring managers actually looking for right now? And what’s changed in how GTM teams build high-performing pipelines?In this episode, Paty Araiza joins us to talk recruiting, onboarding, enablement, and everything that fuels sustainable top-of-funnel growth.Subscribe for more real GTM conversations. 🎧 Listen on Spotify → https://open.spotify.com/show/3GjYvoihS24t2apiG2f19r?si=110460423fe4441b-Follow me on LinkedIn: https://bit.ly/3QpI2Gn- Follow Paty → Paty Araiza 😊 | LinkedInSubscribe to my weekly newsletter: https://bit.ly/3ynfqZa- Get your FREE Sales Growth Tools here: https://bit.ly/3ZZCU00

Andy Culligan on why marketing still isn’t taken seriously.In this episode of Edge of Growth, Andy drops hard truths about attribution, planning, and why marketers need to step up and speak the language of revenue.💬 Topics:What GTM alignment really meansThe MQL mythHow to build trust with salesThis one’s for every marketer who’s ever had to defend their budgetSubscribe for more real GTM conversations. 🎧 Listen on Spotify → https://open.spotify.com/show/3GjYvoihS24t2apiG2f19r?si=110460423fe4441b- Follow me on LinkedIn: https://bit.ly/3QpI2Gn- Follow Andy → https://www.linkedin.com/in/andy-culligan/- Subscribe to my weekly newsletter: https://bit.ly/3ynfqZa- Get your FREE Sales Growth Tools here: https://bit.ly/3ZZCU00

Stacie Sussman (CRO at RevUp Advisory) joins us to talk about the real blockers to sustainable B2B growth. She shares why most sales playbooks are outdated, how teams can misalign in the “messy middle,” and what foundational work is truly non-negotiable.We get into:The $10M–$40M ARR growth ceilingWhy CS handoffs keep breakingWhat to do when your ops aren’t scaling🎧 Hit Follow and never miss real actionable GTM updates - Subscribe to my weekly newsletter: https://bit.ly/3ynfqZa-Get your FREE Sales Growth Tools here:https://bit.ly/3ZZCU00 - Follow me on LinkedIn: https://bit.ly/3QpI2Gn -Follow Stacie on Linkedin: ⁠Stacie Sussman | LinkedIn

In this episode, Ejieme Eromosele (VP Customer Growth @ Quiq) explains: → Why many SaaS teams can’t clearly define their value → How to avoid chasing bad revenue → What leadership buy-in really means → How to use AI to drive retention, expansion, and advocacy🎧 Hit Follow and never miss real actionable GTM updates - Subscribe to my weekly newsletter: https://bit.ly/3ynfqZa-Get your FREE Sales Growth Tools here:https://bit.ly/3ZZCU00 - Follow me on LinkedIn: https://bit.ly/3QpI2Gn -Follow Ejieme on Linkedin: (1) Ejieme Eromosele | LinkedIn

Our biggest risk this year isn’t tactics or AI. It’s lack of buy-in.In this episode, Adam Jay (7x VP of Sales, CRO & creator of the GTM Gap™) breaks down: ✅ Why the GTM Gap™ happens and how to fix it ✅ How leaders sabotage growth with poor alignment ✅ Why AI tools will only make these issues bigger in 2025 ✅ Practical steps to bridge the gap before it breaks your revenue engine🎧 Subscribe and listen now on Spotify or wherever you get your podcasts.

Most revenue teams don’t know how to buy software, especially AI-powered sales toolsIn this episode, Semir Jahic, CEO of Salesmotion, breaks down how GTM teams can make smarter, more strategic buying decisionsWe get into:✅ Why AI tools are easy to buy and hard to roll out✅ What smart buyers do before the demo ✅ How to align internal stakeholders and avoid internal sabotage ✅ The sandbox > scale model for efficient tool adoption🎧 Subscribe now on Spotify or your favourite podcast appWant to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ for instant insights:https://alignment.revenuefunnel.co.uk/revops/p/main-landing-page-c?expid=91acb7e4-0c79-42cf-b51a-be6737fc7785&SASID=dVkEgphdPuJnmqQ5E4QXTMrdBVZvU3J6SS2piTUqCrush your next prospect meeting with 2 secrets & 6 unstoppable steps. Grab the free cheat sheet and subscribe to⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠The ⁠⁠Symbiotic Sale:https://revenue-funnel-2.kit.com/researchebook

Is your sales forecast based on facts or just rep optimism?In this episode of Edge of Growth, we sit down with John Zurowski, founder of JZ Sales Consulting, to get real about forecastingYou’ll learn: ✅ Why traditional forecasting models don’t work ✅ How to lead reps without relying on pressure ✅ What tools (and conversations) you actually need to build predictabilityFor sales leaders, RevOps pros, and founders, this is required listeningSubscribe to make sure you never miss an episodeWant to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ for instant insights:https://alignment.revenuefunnel.co.uk/revops/p/main-landing-page-c?expid=91acb7e4-0c79-42cf-b51a-be6737fc7785&SASID=dVkEgphdPuJnmqQ5E4QXTMrdBVZvU3J6SS2piTUqCrush your next prospect meeting with 2 secrets & 6 unstoppable steps. Grab the free cheat sheet and subscribe to⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠The ⁠⁠Symbiotic Sale:https://revenue-funnel-2.kit.com/researchebook

Businesses are spending more on AI and analytics than ever, but many still miss growth targets. Why?In this episode, Karl Dinkelmann, CEO of Nexus Data and co-author of Drive RAPID Results from Data, breaks down:The biggest mistake leaders make when it comes to dataHow to build data-confident teams, not just data-literate onesWhat AI means for decision-making in 2025How to tie data strategy directly to business outcomes🎧 Tune in nowWant to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ for instant insights.Crush your next prospect meeting with 2 secrets & 6 unstoppable steps. Grab the free cheat sheet and subscribe to⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠The ⁠⁠Symbiotic Sale

What if the only thing holding your company back from scaling… was pricing?In this episode, Michelle Pecak, Quantum Operations Expert and Founder of Simple Smart Consulting, breaks down: – Why pricing never happens in isolation – The three stages of pricing strategy from $0 to $1B– How to segment customers and SKUs to unlock profit – What most leaders get wrong about the true cost to deliverIf you're in go-to-market and growth is your mandate, you need to hear this.Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ for instant insights.Crush your next prospect meeting with 2 secrets & 6 unstoppable steps. Grab the free cheat sheet and subscribe to⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠The ⁠⁠Symbiotic Sale

The sales world is automating faster than ever, but are we losing sight of what really matters?In this episode, we sit down with Leslie Venetz, founder of The Sales-Led GTM Agency, to tackle:↳ How to build a high-converting outbound strategy↳ AI in sales, assistive vs. replacive, where is the real value?↳ The ethical debt of AI & why it matters for sales leaders↳ How to stand out when everyone is automatingIf you care about the future of sales & GTM, this is a must-listen.Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ for instant insights.Crush your next prospect meeting with 2 secrets & 6 unstoppable steps. Grab the free cheat sheet and subscribe to⁠⁠ ⁠⁠⁠⁠⁠⁠The ⁠⁠Symbiotic Sale

The B2B hiring market has changed. If you’re a VP of Sales or CRO, landing your next role isn’t as simple as it used to be.In this episode, we sit down with Chuck Brotman, co-founder of Blueprint Expansion, to break down the real shifts in hiring:Why top sales leaders are struggling to land rolesHow AI is changing GTM hiring (and what’s overhyped)The biggest mistake job-seeking leaders makeWhat you MUST do now to stand out in 2025If you’re hiring, or looking, this is a must-listen.Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ for instant insights.Crush your next prospect meeting with 2 secrets & 6 unstoppable steps. Grab the free cheat sheet and subscribe to⁠ ⁠⁠⁠⁠The ⁠⁠Symbiotic Sale

Sales teams obsess over getting more leads, but what if higher conversions are the real key to revenue growth?On this episode of Edge of Growth, Hannah Ajikawo sits down with James Ker-Reid, CEO of Sales for Startups, who has helped 51 B2B SaaS companies scale their sales & marketing.In this episode, we cover:Why AI is transforming startup marketing & GTMHow increasing conversion is the fastest path to revenueThe biggest mistakes startups make in enterprise salesHow to stand out in a competitive marketWant to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠⁠⁠ for instant insights.Crush your next prospect meeting with 2 secrets & 6 unstoppable steps. Grab the free cheat sheet and subscribe to ⁠⁠The ⁠⁠Symbiotic Sale⁠⁠

J. Ryan Williams, CEO of ANTEATER, joins Edge of Growth to discuss how authentic content can drive growth and differentiate your brand in a noisy market. He shares insights on building confidence in publishing, leveraging AI for better content, and pushing past fears to connect with prospects. If you're a founder or leader looking to stand out, this episode is for you.Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠⁠⁠ for instant insights.Crush your next prospect meeting with 2 secrets & 6 unstoppable steps. Grab the free cheat sheet and subscribe to ⁠⁠The ⁠⁠Symbiotic Sale⁠⁠

The B2B sales game is changing, and so is your career.Job security is dead. Buyers are more skeptical. The best salespeople in 2025 won’t just sell, they’ll be known, trusted, and followed.On this episode of Edge of Growth, Scott Leese, GTM advisor, and 12-time exit leader joins Hannah Ajikawo to break down:✅ Why building a personal brand is now a non-negotiable for GTM leaders✅ How to create career leverage so you’re never reliant on a single job✅ What sales leaders must do differently to stand out and win trust✅ How to balance credibility, authority, and authenticity in a crowded spaceIf you’re leading sales, marketing, or RevOps, this is your playbook for staying relevant and in demandWant to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠⁠ for instant insights.Crush your next prospect meeting with 2 secrets & 6 unstoppable steps. Grab the free cheat sheet and subscribe to ⁠The ⁠⁠Symbiotic Sale⁠⁠

AI is changing everything in sales, but not in the way you think.Kyle Norton, CRO at Owner.com, believes AI isn’t replacing salespeople. Instead, it’s removing the repetitive, low-value tasks so reps can focus on what actually drives revenue: mastering the craft of sales.In this episode, we break down:💡 How AI is shifting sales from process-driven to skill-driven💡 The role of automation in creating high-impact sales teams💡 Why frontline managers are key to AI-powered sales execution💡 The new competitive edge: reps who know how to sellIf you’re leading a revenue team in 2025, this is one you can’t afford to miss.Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠⁠ for instant insights.Crush your next prospect meeting with 2 secrets & 6 unstoppable steps. Grab the free cheat sheet and subscribe to ⁠The ⁠⁠Symbiotic Sale⁠⁠

Following up isn’t just about persistence, it’s about precision. On this episode of The Edge of Growth, Hannah Ajikawa speaks with Klemen Hrovat, Co-founder and CRO at Sellestial, to explore the tools, tactics, and trends that will define effective follow-ups in 2025. Learn how data-driven strategies and authentic engagement are transforming prospect interactions Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠ for instant insights. Crush your next prospect meeting with 2 secrets & 6 unstoppable steps. Grab the free cheat sheet and subscribe to The ⁠⁠Symbiotic Sale⁠⁠

As businesses grow, scaling RevOps becomes a critical piece of sustaining success. Join Cliff Simon, Chief Revenue Officer of Carabiner Group, as we explore the future of autonomous revenue operations, the importance of slick buying experiences, and practical ways to drive growth without breaking processes. Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠ for instant insights. Sign up to the ⁠⁠Symbiotic Sale⁠⁠. A weekly newsletter to help guide your GTM in a digestible way.

Most go-to-market strategies fall short, not because of effort, but because of focus In this episode of Edge of Growth, Hannah Ajikawo sits down with Lindsay Rios, Fractional CRO at ILC, to uncover the one thing that’s missing in almost every GTM strategy and how fixing it can unlock sustainable growth. Key Insights: Why a properly defined ICP (ideal customer profile) is non-negotiable. How to align your revenue teams to stop wasting resources. A step-by-step framework for turning strategy into measurable results. Whether you're building or refining your GTM plan, this episode is packed with actionable takeaways for leaders aiming to scale smarter. Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠ for instant insights. Sign up to the ⁠Symbiotic Sale⁠. A weekly newsletter to help guide your GTM in a digestible way.

Leadership can make or break an organisation’s success. In this episode of Edge of Growth, Hannah Ajikawo sits down with Volker Ballueder, executive coach at Obnatus, to discuss how to improve your leadership team’s performance and its direct impact on revenue. 💡 Key insights include: Why emotional intelligence is a must-have for effective leaders. The importance of self-awareness and how to develop it. Practical strategies for fostering resilient, high-performing teams. Whether you’re an executive or a team leader, this episode will give you the tools to elevate your leadership game and build a thriving organisation. Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠ for instant insights. Sign up to the ⁠Symbiotic Sale⁠. A weekly newsletter to help guide your GTM in a digestible way.

Is a flatter organisation the key to growth in 2025 and beyond? Join Hannah Ajikawa and Lydia Sugarman, CEO of Ventive, as they explore how RevOps is transforming modern businesses. Discover why aligning people and technology is critical, how flatter structures improve efficiency, and what leaders must do to stay ahead in a rapidly evolving landscape Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠ for instant insights. Sign up to the Symbiotic Sale. A weekly newsletter to help guide your GTM in a digestible way.

Struggling to turn website traffic into paying customers? In this episode of Edge of Growth, Jennifer Coetzee, co-founder of Humanoid.biz, shares how SMBs can transform their marketing without the overwhelm. Learn how to maximise owned channels, leverage AI and automation, and create practical strategies that work even with tight budgets. If your goal is to make marketing simple and effective, this is an episode you don’t want to miss! Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠ for instant insights. Sign up to the ⁠Symbiotic Sale⁠. A weekly newsletter to help guide your GTM in a digestible way.

Start the new year with actionable insights from Lisa Kelly, founder of Radical Results, on this special episode of Edge of Growth. Lisa dives into the three key strategies businesses need to succeed in 2025, from building trust and intentionality to uncovering hidden opportunities in untapped industries. Whether you're refining your go-to-market team or searching for your next growth lever, this episode is packed with real-world advice to help you get ahead. Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠ for instant insights. Sign up to the ⁠⁠Symbiotic Sale⁠⁠. A weekly newsletter to help guide your GTM in a digestible way.

Discover the next generation of lead generation with Mike Adams, founder of Introstars. In this episode of Edge of Growth, Mike reveals how warm introductions, referral programs, and leveraging super connectors can transform your go-to-market strategy. Learn why trust beats cold outreach and how to operationalize relationships to drive real results Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠ for instant insights. Sign up to the ⁠⁠Symbiotic Sale⁠⁠. A weekly newsletter to help guide your GTM in a digestible way.

This week on The Edge of Growth, Hannah Ajikawo dives into the art and science of identifying and engaging the right audience with special guest Jemi Crooks, founder of the Thinkfluencer Lab. Jemmi, a consumer psychologist with over 15 years of experience across B2C and B2B, shares her expertise on redefining thought leadership and unlocking the secrets to building authentic, impactful connections Together, Hannah and Jemmy explore: Why understanding both your buyer and their end customer is critical for success. How to go beyond firmographics and uncover deeper human insights about your target audience. The importance of knowing your "why" and how to articulate the unique value you bring to your market. How companies can empower employees to share authentic stories and act as influencers to drive brand trust. Why efficient growth in 2025 requires businesses to slow down, reflect, and refine their strategies. The role of AI in shaping the future of sales and engagement while maintaining the human connection. Whether you’re a business leader, marketer, or an ambitious professional aiming to elevate your thought leadership, this episode is packed with practical takeaways and inspiration to help you identify your ideal audience and engage with impact. Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠ for instant insights. Sign up to the ⁠⁠Symbiotic Sale⁠⁠. A weekly newsletter to help guide your GTM in a digestible way.

In this week’s Edge of Growth, host Hannah Ajikawo welcomes Kerry Curran, founder of Revenue-Based Marketing Advisors, to unpack one of the hottest topics in B2B growth: how to successfully move upmarket and drive high-consideration purchases. With over 20 years of experience working with Fortune 500 companies, Kerry shares actionable insights on how scale-ups can navigate the complex process of selling to enterprise customers and transform their go-to-market strategies. Together, Hannah and Kerry explore: What defines a high-consideration B2B purchase and why it requires a distinct approach. Why moving upmarket must be a company-wide initiative and not just a sales tactic. How to get into the buyer’s consideration set and stay top of mind for future opportunities. Tactics to shorten sales cycles and remove friction in the buyer’s journey. The importance of operational readiness, trust-building, and aligning with enterprise expectations (think security, data privacy, and DEI initiatives). How to empower internal teams to act as thought leaders and drive influence in your market. Packed with examples, practical advice, and insights on marketing and sales alignment, this episode will give you the roadmap you need to confidently approach enterprise sales and unlock sustainable growth. Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠ for instant insights. Sign up to the ⁠⁠Symbiotic Sale⁠⁠. A weekly newsletter to help guide your GTM in a digestible way.

In this episode of Edge of Growth, host Hannah Ajikawo sits down with Konnor Anderson, VP of Worldwide Sales at Zluri, to explore how partnerships can unlock growth within your existing accounts and fuel long-term success. They dive into the evolving role of ecosystems and how businesses can leverage partnerships to stay competitive in today’s complex market landscape. Key discussion points include: Understanding the different types of partnerships: resale, referral, managed services, and system integrators. Strategies to co-create value and align partnership goals for win-win-win outcomes. How to integrate partnerships into your go-to-market motion to increase deal velocity, close rates, and customer retention. Practical advice on leveraging partnerships for both upmarket and downmarket growth. Connor shares his experience in the cybersecurity space, where 90% of revenue flows through the channel, and provides actionable insights for leaders looking to build stronger, more impactful partner relationships. Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠ for instant insights. Sign up to the ⁠⁠Symbiotic Sale⁠⁠. A weekly newsletter to help guide your GTM in a digestible way.

In this episode of Edge of Growth, host Hannah Ajikawo sits down with Ryan Bostick, CVO of Finding Engineered Solutions, to explore the power of partnering with customers to accelerate growth. Ryan shares his expertise on how digital engineers are revolutionizing the manufacturing and engineering industries, replacing lost veteran knowledge with innovative solutions to solve real-world challenges. They discuss: Why partnering with customers goes beyond transactional selling. The importance of deep discovery in uncovering the root problems. How digital tools can transform the way companies design and deliver products. Practical advice for building lasting, symbiotic relationships with customers. Whether you're a sales leader, growth strategist, or simply curious about the intersection of technology and customer engagement, this conversation is packed with insights to inspire and guide your growth strategy. Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠ for instant insights. Sign up to the ⁠⁠Symbiotic Sale⁠⁠. A weekly newsletter to help guide your GTM in a digestible way.

In Episode 30 of A Buyer's World, Hannah Ajikawo and Blue Bowen from G2 explore how digital sales rooms (DSRs) are transforming B2B sales. From centralising communication to tracking buyer intent, they discuss why DSRs are becoming essential tools for modern selling. Key Topics: What are DSRs, and how do they work? Why seamless buyer experiences drive deal success. Using DSRs to adapt to evolving buying committees and needs. Takeaways: Streamline your sales process and make buying easier for your prospects. Build trust and win deals faster with transparent, data-driven tools. Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠ for instant insights. Sign up to the ⁠⁠Symbiotic Sale⁠⁠. A weekly newsletter to help guide your GTM in a digestible way.

In this value-packed episode, Hannah Ajikawo teams up with Martin Huntbach, co-founder of Jammy Digital and CMO of ScoreApp, to break down the art and science of content creation. Whether you're a B2B consultant or a service provider, you'll discover how to craft content that communicates effectively, converts leads, and builds lasting authority. Key Highlights: Why content is more about communication than quantity. The "Content Fortress" framework: how to align your goals with the right types of content. Why publishing content is more powerful than verbal persuasion. Case studies on how targeted content builds trust and accelerates sales. The underestimated role of pricing and scarcity in converting high-ticket clients. Bonus:Learn how to leverage tools like ScoreApp to pre-qualify leads and drive inbound interest. Want to improve your revenue flow? Complete the ⁠⁠⁠⁠⁠⁠⁠Sales Process Health Check⁠⁠⁠⁠⁠⁠⁠ for instant insights. Sign up to the ⁠⁠Symbiotic Sale⁠⁠. A weekly newsletter to help guide your GTM in a digestible way.

Hannah Ajikawo teams up with Martine Blinder, CEO and founder of Symbe, to discuss the art of value selling and crafting ROI-driven business cases. Learn why traditional ROI calculators fall short, how to identify real buyer pain, and how co-creating business cases with prospects can transform deal outcomes. Key Takeaways: Why value selling starts with uncovering true buyer pain. How to co-create a business case that champions can present with confidence. The difference between assumed, perceived, and real value—and why it matters. Want to improve your revenue flow? Complete the ⁠Sales Process Health Check⁠ for instant insights.

Hannah Ajikawo sits down with Pete Crosby, a four-time CRO and founder of Revelesco, to explore how leaders can overcome revenue challenges. Discover why quick fixes fail, how to identify real buyer pain, and the importance of positioning for growth. Key Takeaways: Build relationships – they still win deals. Use buyer risk to create urgency. Focus on clear narratives, not just tools. Want to improve your revenue flow? Complete the ⁠Sales Process Health Check⁠ for instant insights.

In this episode of A Buyer's World, Hannah Ajikawo and Cody White from G2 unpack the latest insights from G2’s Buyer Behavior Report. They discuss shifting buyer expectations, the rise of AI-powered solutions, and how building trust and ecosystems can drive revenue growth. Key Takeaways: C-Suite Priority: Why decision-makers at the top are critical to winning deals. AI ROI: What buyers expect and how to deliver measurable results fast. Build Trust: Leverage reviews, case studies, and peer insights to close deals. Ecosystems Matter: How partnerships strengthen your go-to-market strategy. Actionable Tip:Ensure your solution is discoverable on third-party marketplaces and backed by strong customer reviews. Want to improve your revenue flow? Complete the ⁠Sales Process Health Check⁠ for instant insights.

In this episode of A Buyer's World, Hannah Ajikawo is joined by fractional CRO Rosa Yupari to tackle one of the most powerful barriers to success in sales: limiting beliefs. These internal narratives can quietly derail deals, reduce productivity, and undermine your confidence—but they can also be identified, unpacked, and overcome. Key Takeaways: What are limiting beliefs? How narratives like "I'm too expensive" or "prospects don’t want to talk to me" hold you back. Addressing beliefs in the sales funnel: Practical examples from prospecting to closing that show where these beliefs surface—and how to navigate them. Empowering your mindset: Why writing down your beliefs and seeking data can help you challenge and reframe them. The buyer's limiting beliefs: How to identify and address the stories buyers tell themselves, like "we don’t have budget" or "we can’t make this work." 🎯 Hannah and Rosa share personal stories of overcoming their own limiting beliefs, offering actionable advice to help you liberate yourself and your team. Want to improve your revenue flow? Complete the ⁠Sales Process Health Check⁠ for instant insights.

In this week’s episode of A Buyer’s World, Hannah Ajikawo sits down with Roderick Jefferson, CEO of Roderick Jefferson & Associates and a renowned sales enablement expert, to unpack how sellers can connect with buyers on a deeper level and truly talk so customers listen. Key takeaways from this episode: Why today’s buyers need conversations, not presentations. The shift from focusing on how and what to understanding why. The critical role of empathy, emotional intelligence (EQ), and humanity in sales. How to balance short-term selling motions with long-term buyer nurturing. The power of personalisation in driving meaningful buyer engagement. A breakdown of Roderick’s “5 Ps” framework: People, Purpose, Programs, Performance, and Platforms. 🎧 Roderick also dives into actionable advice for leaders, including how to coach sellers effectively, qualify out early, and align sales enablement with measurable success. Want to improve your revenue flow? Complete the ⁠Sales Process Health Check⁠ for instant insights.

In this episode of A Buyer’s World, Hannah Ajikawo is joined by Eric Siano, a seasoned fractional CMO and Techstars coach, to explore the critical role of understanding customer needs and achieving seamless integration between sales, marketing, and customer success. Key takeaways from this episode: Why customer relationships still matter—and how trust and credibility drive business outcomes. The power of working backwards: how to set objectives, measure success, and design impactful activities. Why "marketing qualified leads" aren't the metric that matters and how to align around revenue instead. The importance of simplifying your message and focusing on customer outcomes, not features. What it means to adopt an “agile, not fragile” approach in today's fast-paced market. 🎧 Don’t miss the actionable insights and frameworks Eric shares, including his go-to-market and demand generation resources to help you simplify and strengthen your approach. Want to improve your revenue flow? Complete the ⁠Sales Process Health Check⁠ for instant insights.

In this episode of A Buyer's World, Hannah Ajikawo is joined by Eric Nelson, founder and CEO of Rev Dimensions, to dive into the keys to sustainable growth: focus, positioning, and expanding revenue within existing accounts. Together, they unpack: The critical role of focus in refining your ICP and structuring for success Why great positioning starts with storytelling and customer-centric messaging Strategies for growing revenue within your install base while maintaining customer trust The importance of asking what not to focus on in driving operational efficiency Practical steps for structuring teams to scale and thrive Packed with actionable insights for sales and revenue leaders, this episode is a must-listen for anyone ready to optimise their strategy and maximise impact. Want to improve your revenue flow? Complete the ⁠Sales Process Health Check⁠ for instant insights.