The Revenue Insiders

TLDR: AI made content faster. It also made everyone sound exactly the same. David J. Ebner, founder of Content Workshop and author of King Makers, breaks down why the gap between "passable" and "good" content has never been wider and what GTM teams need to do about it before their brand disappears into the noise.The AI content crisis isn't coming. It's here. Every B2B company adopted generative AI at roughly the same time, trained it on roughly the same data, and now entire industries sound like they were written by the same machine. David J. Ebner has spent 13 years building Content Workshop into one of the most respected B2B content agencies in the country, with a deep niche in cybersecurity, one of the most skeptical buyer audiences in the market. He's also the author of King Makers, where he argued long before it was popular that writers and creatives are the real kingmakers in B2B. In this episode, Kelly and Tiffany dig into what AI actually does well in the content creation process, where it falls apart, and why curiosity, emotional intentionality, and human discernment are the skills that separate brands that win from brands that blend in. David J. Ebner also shares his framework for deploying AI at the right steps of the process, why "speed to quality" beats "speed to publish," and how anyone, including job seekers building a personal brand on LinkedIn, can create content that actually makes people feel something.In This Episode:Why the gap between "passable" and "good" content has grown wider as AI made bad content disappearHow to deploy AI in the content creation process without diluting your brand voice or creativityThe difference between content that informs and content that educates, and why only one builds trustWhy "the hero of your brand story is the audience, not you" is the most forgotten rule in B2B marketingHow job seekers and GTM professionals can build a personal brand that stands out in a sea of AI contentConnect & Subscribe:Follow The Revenue Insiders wherever you listen and leave us a rating. It helps more GTM professionals find the show.Subscribe on Spotify: https://open.spotify.com/show/1g4cKcEX9pIDnzBxxJzUvLSubscribe on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-revenue-insiders/id1767256445Watch on YouTube: https://www.youtube.com/channel/UCNCx_Fge5kxBbKHev1C88CgFollow on LinkedIn: https://www.linkedin.com/company/the-revenue-insidersGuest Links:Connect with David J. Ebner: https://www.linkedin.com/in/davidjebner | https://contentworkshop.com | https://chatteragent.ai

TLDR; Gong just renamed the CRO role to Chief Revenue Architect. That's not a branding exercise. It's a signal that the top of every go-to-market org is being rebuilt around systems, AI, and the human skills your team can't fake. This week, Dannii Mathers (SBR Consulting) joins us to call out what's actually changing and what every revenue leader needs to do about it.Full DescriptionThe shape of the revenue leader job is changing faster than most go-to-market orgs are willing to admit. AI is collapsing the work RevOps used to spend quarters on. Forecasts that took 18 months to build are getting rebuilt in two weeks. Dashboards, deal scoring, account research, even some of the coaching prep work — it's all being compressed.So what's left? The human stuff. The coaching. The connection. The ability to walk into a forecast call and read the room instead of running an interrogation. The ability to develop a frontline sales manager who was a great rep three months ago and has no idea how to lead a team today.This is the conversation we get into with Dannii Mathers, senior consultant and coach at SBR Consulting and co-host of the Growth Workshop podcast. We talk about why most AI rollouts in sales orgs are failing (hint: the head of IT is delivering the training), why enablement is the function actually built for the AI moment, why emotional intelligence is a measurable, buildable leadership skill, and why the leaders who self-rate their EQ highest are almost always the ones with the biggest blind spots.We also get into one of the most useful AI use cases we've heard for sales leaders: feeding your own meeting transcripts into an agent and asking it to flag where you're talking over your team, invalidating input, or skipping curiosity. It's an objective feedback loop that no 360 review will give you.If you're a CRO, VP Sales, VP RevOps, VP Enablement, or a senior operator headed into your first leadership seat, this one will land.In This EpisodeWhy Gong renamed CRO to Chief Revenue Architect, and what it tells you about where the role is goingThe reason most AI rollouts in sales orgs stall, and why enablement (not IT) should own the adoptionHow to use AI as an objective coach for your own EQ blind spotsWhy the over-empathetic leader trap hits new managers hardest, and how to push past itFrom great seller to great coach: the leadership skill that just became non-negotiable

TLDR: Outbound is harder than it has ever been. Jason Bay, founder of Outbound Squad, breaks down why the predictable revenue era is officially over, why AI is exposing every average seller in the market, and the methodology GTM teams need to survive the "too good to ignore" era of sales.Full description:Reply rates below 1%. Nobody picks up unknown phone numbers. SDR teams are being replaced by AI agents overnight. And a whole generation of AEs was hired with the promise they would never have to prospect, only to get told last quarter that outbound is back on their plate.Welcome to the hardest outbound environment in a generation.In this episode, Kelly and Tiffany sit down with Jason Bay, founder and CEO of Outbound Squad and one of the most trusted voices in B2B outbound sales. His team has worked with 250+ sales teams and 20,000+ reps at companies like Gong, Zoom, Shopify, and monday.com. Jason walks through his new methodology, the first of its kind built for the AI era of pipe gen: Disqualify, Offer, Provoke.We cover why the predictable revenue model created a generation of AEs who resist prospecting, why shame is the real block for frontline managers, where AI actually belongs in your outbound motion, and why the best sales orgs are narrowing their focus instead of casting wider nets.If you are a CRO, VP of Sales, RevOps leader, enablement pro, or a sales manager staring at a pipeline gap, this one is a must-listen.In this episode:Why the predictable revenue era is over and what replaces itThe "Too Good to Ignore" methodology: Disqualify, Offer, ProvokeThe martini glass pipeline and why the classic funnel is deadWhere AI actually belongs in your outbound motion (and where it does not)Why frontline sales managers are the real unlock for any outbound pivotConnect & SubscribeFollow The Revenue Insiders wherever you listen and leave us a rating. It helps more GTM professionals find the show.Subscribe on Spotify: https://open.spotify.com/show/1g4cKcEX9pIDnzBxxJzUvLSubscribe on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-revenue-insiders/id1767256445Watch on YouTube: https://www.youtube.com/channel/UCNCx_Fge5kxBbKHev1C88CgFollow on LinkedIn: https://www.linkedin.com/company/the-revenue-insidersGuest LinksConnect with Jason Bay: https://www.linkedin.com/in/jasondbay | https://www.outboundsquad.comFree Outbound Masterclass: https://www.outboundsquad.com/masterclass

TLDR: Your best sellers are getting promoted into leadership roles with no real training, and both they and the business are paying for it. Tiffany and Kelly break down why the frontline sales manager is the most underdeveloped role in go-to-market and what actually fixing it looks like.Frontline sales leaders are carrying one of the heaviest responsibilities in any revenue org: accountable for the number, the people, the pipeline, the forecast, and the cross-functional relationships that make all of it work. And in most companies, they were given zero preparation for any of it beyond being really good at selling.In this episode, Tiffany and Kelly go deep on why the super rep pattern continues to dominate sales leadership culture in 2026, what it's costing go-to-market organizations, and what a better model looks like, from the structure of a frontline leader's ideal week, to the skill vs. will framework for coaching, to the real reason the AI-fueled push toward bigger team spans is a risk most boards aren't accounting for. And if you're looking for sales leadership coaching or frontline manager training, Kelly's program (run in partnership with Sarah Bedwell) is linked below.In This Episode:Why promoting top AEs into management without training sets them up to failThe skill vs. will assessment every frontline leader should be running on their teamWhat the "frozen middle" is and why your coaching time should center thereThe ideal structure for a frontline sales leader's week, Monday through Friday in detailWhy expanding team spans using AI tools right now is a serious organizational riskFollow The Revenue Insiders on Spotify and leave us a rating — it helps more GTM professionals find the show.Learn about Kelly's Sales Leadership Coaching Program: therevenueinsiders.com

Jeff Rosset didn't just start using AI tools. He built an internal system of AI employees inside Claude that do specialized work for his business. The way he got there is a masterclass in how to actually adopt AI without losing what makes human revenue teams irreplaceable.Jeff Rosset is the founder of Sales Assembly, a peer community for revenue leaders at some of the fastest-growing B2B tech companies in the country. He's spent over 20 years in B2B sales and has a front-row seat to what's working, what's failing, and what most leaders won't admit isn't working.In this episode, Jeff breaks down how he approaches AI as infrastructure. He built hyper-specific AI personas — a customer marketing expert, a strategic advisor, a pressure-tester — and stitched them into a collaborative system that elevates every project he runs. The foundation came first. The speed and quality of output came after.He also shares something most AI conversations skip: the discipline required to get the most out of these tools. Pushing back when the AI tells you what you want to hear. Running your Claude-built plan through a NotebookLM critique. Returning to your desk with notes and iterating again. It's a loop. And it works because Jeff treats it like one.If you're a revenue leader trying to figure out what AI adoption should actually look like — not what LinkedIn says it should look like — this is the episode.In This Episode:The AI employee framework Jeff built and how it mirrors a real team dynamicWhy LinkedIn is becoming a minefield of AI slop and how to protect your personal brandWhat enablement leaders are rightly doubling down on in a world of AI-assisted repsThe outdated playbooks still running in too many GTM orgsJeff's honest take on where AI impacts services companies vs. software companies differentlyFollow The Revenue Insiders and leave us a rating, it helps more GTM professionals find the show.Connect with Jeff Rosset: https://www.linkedin.com/in/jeffrosset | salesassembly.com

TLDR: AI is changing how buyers experience outreach, but the sellers winning right now aren't the ones who automate the most. They're the ones who know when to be human. This episode breaks down engineered empathy, what RevOps leaders should actually be doing, and why boot camp style skills training is making a comeback.AI can write the email. It can personalize the subject line, pull your prospect's LinkedIn activity, and generate a follow-up sequence in seconds. But when the conversation goes deeper and when a buyer actually engages, the sellers who close are the ones who can read the room, adjust in real time, and make someone feel like they're talking to another person, not a machine.Kelly Lewis and Tiffany Jones dig into the concept of engineered empathy, first introduced on the show by sales strategist Brynn Tillman, and why it's exposing a real gap in how GTM orgs are deploying AI right now. They also cover what this means for RevOps career paths, where enablement is headed as tool training gives way to skill development, and why Tiffany is making a major move, going full-time with The Revenue Insiders.In This Episode:Why engineered empathy is the biggest AI risk in outbound sales right nowHow senior sellers use AI differently than junior reps — and what enablement should do about itThe case for bringing back boot camp style skills training as SDR automation frees up budgetHow to think about RevOps and enablement career paths when the tools keep changingTiffany's announcement: leaving corporate and joining The Revenue Insiders full-timeFollow The Revenue Insiders on Spotify and leave us a rating — it helps more GTM professionals find the show.

TLDR: LinkedIn's new 360 Brew algorithm just changed how your content gets seen, who sees it, and what gets suppressed. Brynne Tillman, CEO of Social Sales Link and the LinkedIn Whisperer, breaks down exactly what sellers and GTM leaders need to do differently starting today.Full Description:The rules of LinkedIn just changed, and most sellers haven't caught up yet. In this episode of The Revenue Insiders, Kelly Lewis and Tiffany Jones sit down with Brynne Tillman, who has spent nearly two decades teaching sales professionals how to leverage LinkedIn for pipeline and revenue growth. Brynne unpacks LinkedIn's shift from a social graph to an interest graph, explaining how the new 360 Brew algorithm rewards consistency of message, intentional engagement, and value creation over volume and viral tactics. She introduces the concept of "engineered empathy," the icky phenomenon where AI-generated outreach fakes personalization but falls apart on closer inspection, and shares her CRISPY framework for building AI prompts that keep the human in the conversation. Whether you're an SDR trying to book more meetings, a sales leader building a social selling motion, or a RevOps professional designing the systems behind outreach, this episode delivers tactical, immediately actionable guidance for how to show up on LinkedIn in 2026 and beyond. Brynne also makes the case for giving away your best content freely, arguing that thought leaders who hold expertise behind a wall will lose business to those who don't.In This Episode:How LinkedIn's 360 Brew algorithm works and why it changes everything about content visibilityWhy "connect and pitch" behavior is now actively suppressed by the platformThe CRISPY framework for writing AI prompts that produce authentic, human-sounding outputHow to build custom LinkedIn feeds that ensure every minute on the platform is spent engaging your ICPWhy giving away your best content for free is the most effective trust and revenue strategyConnect & Subscribe:Follow The Revenue Insiders on Spotify and leave us a rating. It helps more GTM professionals find the show.Spotify: https://open.spotify.com/show/1g4cKcEX9pIDnzBxxJzUvLApple Podcasts: https://podcasts.apple.com/us/podcast/the-revenue-insiders/id1767256445YouTube: https://www.youtube.com/@TheRevenueInsidersLinkedIn: https://www.linkedin.com/company/the-revenue-insidersGuest Links:Connect with Brynne Tillman: https://www.linkedin.com/in/brynnetillman | https://socialsaleslink.com

TLDR: The fractional executive model isn't a workaround — it's becoming the career path of choice for senior GTM operators. Pedro Martins spent 15 years at Salesforce and DocuSign before going fractional, and he breaks down exactly how it works, what surprised him most, and what you need to know before making the leap yourself.The gig economy was just the beginning. What's happening now in RevOps, sales leadership, and marketing is something different — experienced operators at the VP and C-level are deliberately choosing to work across multiple companies simultaneously, on their terms, with equity stakes and a variety of problems that no single full-time role could match. And the companies hiring them? Getting access to talent they could never afford full-time, compressed learning curves, and the kind of "looking around corners" expertise that only comes from someone who's built the playbook before.In this episode, Tiffany and Kelly sit down with Pedro Martins — fractional RevOps executive and LP in multiple VC and PE funds — for one of the most honest conversations we've had about what this model actually looks like from the inside. Pedro breaks down the four types of fractional engagements (and why most people confuse them), shares the financial case for equity-based fractional structures, and explains why product founders are often terrified of sales — and how the best fractional leaders meet them there.In This Episode:The four engagement models: consulting, advisory, fractional executive, and interim — and when each one is the right fitWhy LinkedIn fractional RevOps titles have more than doubled in the last four years, and what's driving itThe financial upside of equity-structured fractional engagements, and how to think about the long gameWhy context switching is a skill, not a problem — and how to manage it across multiple clientsThe one piece of advice both Pedro and Kelly ignored when they started — and what changed when they finally followed itConnect & Subscribe:Follow The Revenue Insiders on Spotify and leave us a rating — it helps more GTM professionals find the show.Guest Links:Connect with Pedro Martins: https://www.linkedin.com/in/pedromartins/

**TLDR:** Your post-sale team probably drives most of your revenue but gets a fraction of the investment. Alex Raymond, founder of Amplify and author of The Growth Department, joins Kelly Lewis and Tiffany Jones to break down why the smartest companies are treating account management as their primary growth engine.Most revenue leaders still chase growth through new logos while under-investing in the teams responsible for 73% of annual revenue and 100% of profits. In this episode, Alex Raymond makes the case for flipping that equation. He walks through the economics of net revenue retention (hint: 119% NRR doubles your business in four years), explains why the concept of "recurring revenue" is a dangerous myth, and shares what active retention actually looks like in practice. Kelly and Tiffany bring their own experiences leading GTM strategy and revenue operations, creating a conversation that's equal parts strategic framework and tactical reality check. Whether you're an account manager wondering why your portfolio keeps growing while your support doesn't, or a CRO rethinking your org design, this episode gives you the data and the playbook to make the case for change.**In This Episode:**• Why 73% of revenue and 100% of profits come from existing customers, yet post-sale teams get 4 to 7x less investment than new business• The math behind NRR: how hitting 119% doubles your business and each point adds 12 to 18 points of valuation• What "active retention" means and how to build the same rigor into renewals that you bring to new deal reviews• Why the "360 degree AE" is one of the worst ideas in modern go-to-market and what org structure actually works• A smarter approach to account planning: ditch the 35 field template and ask five questions that actually matter**Connect & Subscribe:**Follow The Revenue Insiders on Spotify and leave us a rating. It helps more GTM professionals find the show.

TL;DR:Your revenue problem might not be pipeline. It might not be your strategy. It might not even be your tech stack. It might be leadership stress, burnout, and mindset. In this episode, Dr. Debbie Qaqish, creator of the term “Revenue Marketing,” breaks down why psychological safety and neuroscience are the next frontier of GTM performance.We spend billions on sales methodology, enablement tools, AI platforms, and revenue tech stacks.But what if the real performance bottleneck isn’t your funnelIt’s the nervous system of the person running it?In this powerful conversation, we sit down with Dr. Debbie Qaqish, founder of The Growth Factor and the original architect of the Revenue Marketing movement, to unpack:Why less than 30% of CMOs report credible financial impact despite incredible technologyWhy the biggest threat to revenue might be the leader, not the strategyHow chronic stress rewires the brain and narrows decision-makingWhy AI is increasing stress, not reducing itThe neuroscience behind fight or flight leadershipWhy marketing and customer success are the most underinvested teams in GTMWhat positive psychology actually means, and why it’s not “woo woo”Dr. Debbie explains how constant cortisol spikes impact performance, creativity, and revenue results, and why boards and CEOs must start thinking about psychological performance as a growth lever.For ambitious GTM professionals, especially those early in leadership or aspiring to it, this episode challenges you to think differently:If you were building your marketing or sales org from scratchWhat would your people need in order to thrive?This is not a soft skills conversation.It’s a performance conversation.And it may be the most important one we have this year.Listen if you care about:Revenue leadershipSales and marketing alignmentCustomer success burnoutAI and the future of workSustainable high performance in SaaS and B2BSubscribe to The Revenue Insiders and follow us on LinkedIn for weekly conversations designed to help you build your own GTM point of view.For more information on The Growth Factor: https://www.growthfactor.us/reset-revenueinsidershttps://www.linkedin.com/in/dqaqish/

TL;DR:Sales Kickoff is not a 3-day event. It is a revenue activation strategy. In this episode, Tiffany Jones and Kelly Lewis break down what makes a modern SKO successful, how to move beyond stand-and-deliver presentations, when to schedule your kickoff, and how to design reinforcement programs that actually change seller behavior.It’s kickoff season — and if your LinkedIn feed looks anything like ours, everyone is either at SKO, recovering from SKO, or planning the next one.But here’s the real question:Are companies reinventing Sales Kickoff… or just repeating the same playbook?In this episode, Tiffany and Kelly unpack what’s changing in modern Sales Kickoff strategy and what revenue leaders must rethink if they want real impact.You’ll hear hot takes on:Why stand-and-deliver keynotes no longer work for revenue teamsThe ideal timing for Sales Kickoff (and why week three may be the sweet spot)When to roll out comp plans (hint: not three days before SKO)How to use pre-work and knowledge transfer before your in-person eventWhy small group executive Q&A is more powerful than big stage questionsHow to create intentional executive access momentsCreative connection tactics like “speed friending” to boost engagementThe shift from SKO as an event to SKO as a programMost importantly, they break down what happens after kickoff.Because the real ROI is not the energy in the ballroom.It’s the reinforcement that follows.Kelly shares how to:Programmatize post-SKO reinforcement into 5-8 week branded initiativesLayer manager coaching development alongside skill reinforcementPrioritize what to train first based on business impactUse leading indicators, confidence surveys, and behavior data to measure successTiffany adds a powerful perspective on measuring “hunger” — how quickly reps engage with follow-up content, request transcripts, and seek more information.If you’re a sales leader, CRO, Head of Enablement, RevOps leader, or marketing partner thinking about how to make your next Sales Kickoff more impactful, this episode is your blueprint.Sales Kickoff should galvanize your team.Reinforcement should transform them.Subscribe to The Revenue Insiders and follow us on LinkedIn for more practical insights on sales leadership, enablement strategy, and modern GTM execution.

TL;DR:You can’t always “leave politics at the door” anymore. In this episode, Kelly Lewis and Tiffany Jones talk about what happens when world events show up at work, why psychological safety matters more than ever, and how leaders can support their teams without turning the workplace into a debate stage.We typically don’t talk politics on The Revenue Insiders.But after a Super Bowl halftime show that sparked national conversation, and in a world where social, cultural, and political moments increasingly bleed into the workplace, we felt this conversation was necessary.Because whether you like it or not, your team is feeling it.In this episode, Kelly Lewis and Tiffany Jones explore:Why “don’t talk politics at work” is no longer realisticThe pressure people leaders face in emotionally charged momentsHow psychological safety (yes, Lencioni-style) becomes even more criticalWhat real check-ins should sound like (hint: not just “How are you?”)The loneliness of leadership — especially for middle managersSupporting working parents navigating stress at home and at workHow to create space without forcing conversationWhy enabling leaders at every level matters right nowThis isn’t about red vs blue.It’s about emotional intelligence, modern leadership, and recognizing that employees are whole people — not just revenue producers.We also discuss:The ripple effects of layoffs and constant changeWhy middle management often gets overlookedHow leaders can share appropriately without oversharingThe power of vulnerability in creating trustThe importance of best friends at work (and what that does to productivity)If you manage people, lead a team, or are trying to stay productive in a heavy season, this conversation will resonate.The world feels fast. Loud. Emotional.Leadership right now requires more EQ than ever.You are not alone in navigating it.🎧 Listen now and join the conversation.

Most companies overlook the secret to dominating cloud marketplaces—and it’s not what you think. As tackle.io CEO John Janke reveals, understanding how AI will reshape go-to-market strategies is the game-changer that can catapult your revenue and valuation in 2024.In this eye-opening episode, John shares lessons from a decade of navigating the complexities of B2B software sales, acquisitions, and the SaaS explosion. Discover how his team shifted from simply listing on cloud marketplaces to building a multi-component platform that became an essential, must-have tool for industry leaders. You'll learn how to turn channel partnerships into predictable revenue streams, use data-driven storytelling to accelerate deals, and avoid the pitfalls that leave sellers stuck on the sidelines.We break down the real reason why RevOps can block pipeline, how to empower your sales team with AI agents that demystify customer engagement, and why the future of digital selling hinges on strategic vision and adaptability. Whether you're a CRO, partner leader, or founder, you’ll uncover the keys to positioning your company as a category leader—and making yourself irresistible to acquisition offers.If you’re concerned about shrinking budgets, fierce competitor landscapes, or the shifting power of marketplaces, this episode will give you actionable insights to thrive. Capital markets are tightening, but the opportunities to stand out and connect with the right ecosystem have never been greater. Don't miss the bold strategies that could define your success in the next phase of SaaS evolution.Perfect for revenue leaders aiming to double down on their go-to-market approach, product executives preparing for the AI revolution, and anyone interested in the future of digital sales—this conversation delivers the knowledge you need to stay ahead. Tune in now and start reimagining what’s possible in your growth journey.

TL;DRSales enablement pioneer Roderick Jefferson joins Kelly Lewis for a raw, deeply human conversation about the evolution of enablement, why revenue teams are still missing the mark, and the life-altering stroke that forced him to redefine success, leadership, and self-care.If you work in enablement, revenue, or leadership, this episode is required listening.What happens when the person who coined the term sales enablement says he is no longer a fan of it?In this episode of The Revenue Insiders, Kelly Lewis sits down with Roderick Jefferson, widely known as the grandfather of sales enablement, for a conversation that goes far beyond job titles and frameworks.Together, they unpack why enablement has outgrown its original definition, how revenue enablement should function as the connective tissue across go to market teams, and why roles like Customer Success, Professional Services, and onboarding are still treated like distant relatives instead of critical partners.Roderick challenges the profession to stop being myopic, stop operating at the kids table, and start speaking the language of revenue, relationships, and impact across the full buyer and customer journey.But this conversation takes a powerful turn.Roderick opens up about his personal story behind his book Stroke of Success, sharing how unchecked stress, ego, and ultra achievement led to a massive stroke that nearly cost him his life. What follows is an honest reflection on burnout, identity, leadership, and the dangerous normalization of living at the red line.Kelly and Roderick discuss:Why enablement must evolve beyond sales and truly serve the full go to market ecosystemThe role of enablement as translators across marketing, product, sales, CS, and servicesWhy team selling is an overlooked core competencyThe hidden cost of being an ultra achieverHow redefining success can literally save your lifeWhy self-care is not a reward, but a daily responsibilityThis episode is a reminder that success and happiness are not the same thing, and that the best leaders know when to step back, trust their people, and take care of themselves.If you have ever felt exhausted, stretched too thin, or unsure how long you can keep pushing, this conversation will stay with you.🎧 Listen now and join the conversation.👉 Subscribe to The Revenue Insiders for more candid conversations on modern GTM leadership.👉 Follow https://www.linkedin.com/company/the-revenue-insiders on LinkedIn for behind-the-scenes insights and discussions.👉 Connect with Roderick: https://www.linkedin.com/in/roderickjefferson/

TL;DR:Leadership does not mean choosing between empathy and authority. In this episode, returning guest Raheela Nanji joins Kelly Lewis and Tiffany Jones to break down feminine energy in leadership, why empathy is a learnable skill, and how strong leaders hold boundaries without becoming pushovers.What does it really mean to lead with feminine energy and why does it still feel uncomfortable for so many leaders?In this episode of The Revenue Insiders, Kelly and Tiffany welcome back executive coach Raheela Nanji for a deep, honest conversation about leadership styles, authenticity, and the evolution of how leaders show up at work.Together, they unpack:Why feminine energy is not about gender, and why everyone has access to itThe difference between empathy and being “soft”Why empathy is a learnable leadership skill, not a personality traitHow leaders can use intuition, active listening, and creative questioning to diffuse high-pressure conversationsWhy boundaries and feminine energy are not mutually exclusiveHow to experiment with new leadership behaviors using small, safe, 1 percent changesPractical tools like “I like, I like, I wonder” for navigating executive conflictHow generational shifts and COVID reshaped expectations of leadershipRaheela shares insights from coaching leaders around the world, along with real examples of how leaning into instinct, curiosity, and empathy creates better outcomes for teams and organizations.This episode is especially relevant for GTM leaders, enablement professionals, and anyone navigating leadership growth while trying to stay authentic to who they are.If you have ever wondered:Do I need to change who I am to move into executive leadership?Can I lead with empathy and still be respected?How do I hold boundaries without being labeled difficult or a pushover?This conversation is for you.🎧 Subscribe to The Revenue Insiders for more candid conversations on leadership, growth, and modern GTM careers.📲 Follow The Revenue Insiders on LinkedIn for behind-the-scenes insights and clips from each episode.-Article Mentioned by Raheelahttps://hbr.org/2025/04/empathy-is-a-non-negotiable-leadership-skill-heres-how-to-practice-it-Connect with Raheela at [email protected]

GuestMegan Fletcher: @CRMbestie on Tiktok & InstagramSummaryIn this engaging conversation, Tiffany Jones and Kelly Lewis interview Megan Fletcher, a TikTok sensation known as CRM Bestie. They discuss her journey in creating content focused on RevOps and sales, the challenges of balancing a corporate career with family life, and the unique perspective she brings as a woman in a male-dominated industry. The discussion also touches on the importance of empathy in the workplace, the dynamics of remote work, and how personal experiences shape professional interactions. Megan shares insights on efficiency, prioritization, and the value of being a working parent, making this a relatable and inspiring episode for listeners.TakeawaysMegan Fletcher is known as CRM Bestie on TikTok, focusing on RevOps and sales.Creating digestible content helps salespeople understand complex systems.Balancing work and family is achievable with proper prioritization.Being a working mom provides unique perspectives in corporate settings.Empathy in the workplace is crucial for understanding diverse experiences.Remote work can enhance productivity and family time.Efficiency is key in both personal and professional life.Women in male-dominated industries can leverage their unique perspectives.Setting boundaries helps manage multiple responsibilities effectively.Engaging with followers on social media fosters community and support.KeywordsCRM, TikTok, RevOps, Sales, Work-Life Balance, Remote Work, Women in Business, Empowerment, Efficiency, Professional Development

Revenue Insiders host Tiffany Jones sits down with Anders Krohn, CEO and founder of Kernel.ai, to unpack how “agentic company data” is transforming RevOps at high-growth companies like Navan, Gong, and Mistral by finally fixing broken CRM data at scale. They dig into why most revenue leaders don’t trust their Salesforce or HubSpot account data, how Kernel’s AI-native alternative to Dun & Bradstreet cleans duplicates, builds accurate corporate hierarchies, and turns your CRM into a true source of truth for planning, routing, and territory design. If you care about account hierarchies, TAM coverage, and deploying AI on clean data instead of “garbage in, garbage out,” this episode is a must-listen—learn more about Anders and the team at Kernel at www.kernel.ai.

L;DR: Kelly Lewis and Tiffany Jones kick off 2026 with bold go-to-market predictions: AI agents become a “shadow RevOps team,” ICPs get dynamic and constantly refreshed, pricing shifts away from seats toward consumption and outcomes, hiring prioritizes EQ over resumes, sellers enable champions to sell internally (especially to CFOs), and digital sales rooms evolve into AI-powered deal command centers.2025 was a roller coaster, but 2026 is already shaping up to be a defining year for modern go-to-market teams. In this predictions episode, Kelly Lewis and Tiffany Jones unpack what they believe will materially change how revenue orgs operate, hire, sell, and enable.Tiffany argues that AI agents are about to explode inside RevOps workflows, creating a “shadow RevOps org” that handles specialized tasks like territory optimization, scoring, lead flow balancing, and routing. She even puts a stake in the ground: by the end of 2026, a 10-to-1 agent-to-human RevOps ratio will start to become the expectation.Kelly’s first prediction builds on a common ICP problem: companies define an ICP once, then let it sit for years. With better data and AI, ICPs become living and dynamic, shifting from “who could buy” to “who should buy,” including who can implement, realize value, and expand.From there, they dig into the ripple effects: what happens to compensation and quotas when RevOps tools move from seat-based pricing to consumption or outcomes? Why will buyer education make old-school consultative scripts feel slow or irrelevant? Why does EQ become the most important hiring trait as AI handles more of the “heavy lifting”? And what does it look like when sellers stop “selling to the CFO” and start enabling their champion to sell internally?They close with a big bet: digital sales rooms evolve from static link hubs into the AI-powered command center for the deal, where meetings, proposals, and content live together, and buyers can ask the room questions and get instant answers.If you work in sales, enablement, RevOps, marketing, or revenue leadership, this episode will challenge how you think about your stack, your team, and your 2026 priorities.Subscribe for more GTM strategy, enablement, and revenue insights, and follow The Revenue Insiders on LinkedIn for weekly takeaways.

SummaryIn this episode, Beth Yehaskel, a seasoned revenue architect and go-to-market advisor, shares her insights on building effective go-to-market systems. The conversation delves into the importance of connective tissue in organizations, the challenges of decision-making in smaller companies, and the role of empathy and communication in successful go-to-market strategies. Beth also discusses her approach to consulting, emphasizing the need for testing, iterating, and aligning teams on common goals.Keywordsgo-to-market, revenue architecture, Beth Yehaskel, connective tissue, decision-making, empathy, communication, consulting, testing, iteratingTakeawaysConnective tissue is crucial for aligning go-to-market systems.Decision-making in smaller companies can be complex due to multiple stakeholders.Empathy and communication are key to successful go-to-market strategies.Testing and iterating are essential for refining go-to-market approaches.Aligning teams on common goals helps in achieving better outcomes.Understanding the ideal customer profile is vital for go-to-market success.Breaking down silos improves organizational efficiency.Listening and data analysis are critical in diagnosing system issues.Coaching can enhance leadership and decision-making skills.Practical and pragmatic approaches build strong foundations.Sound bitesConnective tissue is crucial. Empathy and communication are key. Testing and iterating are essential. Aligning teams on common goals. Understanding the ideal customer profile.

TL;DR: If you have ever been told “you need to be more strategic” with zero useful guidance, this episode is for you. Kelly and Tiffany break down what strategy actually looks like in your day to day work, how to respond when you get that feedback, and how to rebuild your brand inside the company.In this solo conversation, Kelly Lewis and Tiffany Jones unpack one of the most frustrating pieces of corporate feedback:“You just need to be more strategic.”Fresh off their conversation with Ravi Rajani about executive presence and storytelling, Kelly realizes she has more to say. In this episode, she and Tiffany pull the curtain back on what leaders are really looking for when they call someone “strategic” and why so many high performing middle managers still get labeled as tactical.You will hear them dig into:The difference between having a strategy in your head and being seen as strategicWhy RevOps and enablement leaders get stuck as “doers” even when they are driving critical changeHow to balance tactical execution with long term business outcomesThe hidden skill of pre communication and why you must stop sounding reactiveThey also share two simple frameworks you can start using today:Say, Do, Say: Say what you are going to do, do it, then say it again so the right people see the impact.SCOR: Situation, Challenges, Opportunity, Recommendation. A concise way to pitch your ideas with data, business impact, and a clear path forward.If you have ever:Looked around corners and spotted problems early, then got labeled as “negative” or “escalating”Been told you are not strategic, without examples or supportWondered how to repair an internal brand that has quietly become “too tactical”Kelly and Tiffany walk through the questions to ask, how to respond in your review, and how to use mentors, resources, and cross functional allies to change the narrative.They also talk about:Personal brand inside your company and why people “remember projects, not tasks”Naming and productizing your work so your impact sticksWhat great managers should be doing when they give “be more strategic” feedbackWhy real feedback is a gift, even when it pushes someone to leave for a better aligned roleIf you are in RevOps, enablement, CS, marketing, or sales leadership and you want to move from trusted executor to trusted strategist, this episode will give you language, tools, and next steps.

TL;DR: Author and speaker Ravi Rajani joins Kelly and Tiffany to unpack his recently release book, Relationship Currency—how deep listening, empathetic leadership, and conscious questions build trust, influence outcomes, and shape careers. Tactics for sellers, enablement, RevOps, and rising leaders inside modern GTM teams.What does it really mean to invest in relationships at work? In this conversation, Ravi Rajani—author of Relationship Currency—shares the skills behind authentic influence: moving from active to deep listening, asking story worthy questions, staying fixed on desire while flexible on the path, and accepting compliments with grace.Kelly and Tiffany connect these ideas to sales call planning, enablement, and leadership presence, including practical moves that make you feel prepared without getting over-rehearsed.You’ll learn:The difference between active listening and deep listening and why it changes trust in sales and leadershipHow to come prepared yet stay nimble in high-stakes conversationsWhy “be more strategic” is often a coaching cop out—and what leaders should say insteadThe ASI framework for authentic compliments and how to actually receive one“Story worthy” questions that unlock context with prospects, peers, and even your kidsA mindset shift for sellers: plan well, but do not chase an outcomeTimestamps00:01 Meet Ravi Rajani and the power of relationship currency05:46 Decades in the making: where storytelling skills come from11:04 Stay fixed on the desire, flexible on the path17:26 Do not seek the outcome: better call planning for sellers20:58 Active listening vs deep listening with a real-world example35:20 The ASI framework and how to accept a compliment38:06 Homework: close the gap between spoken word and behaviorWho should listen: Sellers, Enablement, RevOps, CS leaders, managers, and ICs building their POV in GTM.Connect with Ravi Rajani: https://www.theravirajani.com/https://www.linkedin.com/in/theravirajani/

TL;DR: Sales enablement veteran Donna McCurley breaks down her AI Sales Operating System (AISOS), how to build practical AI agents in Microsoft Copilot, and what skills enablement pros need to future-proof their careers. We get real about tool bloat, agent orchestration, and the coming shift to revenue enablement.What we cover • Why enablement teams can scale like they doubled headcount using AI • AISOS in three parts: real-time coaching, dynamic enablement, and pipeline analysis • Copilot 365 vs Copilot Studio and when to start with single-task agents • The aha moment: mapping A-rep behaviors to outcomes using call data • Stitching agents together for research, discovery, and outreach • The SDR role, AI SDR claims, and a pragmatic 70–30 human to AI split • Skills to future-proof enablement: data interpretation, pattern recognition, outcome alignment • Moving from sales enablement to revenue enablement and breaking silos across GTMWhy listenIf you are a sales leader, enablement pro, RevOps leader, or CEO under board pressure to do more with less, this episode gives you a blueprint to operationalize AI without adding tools. Learn how to protect IP inside Microsoft, anchor enablement to growth levers, and turn agent insights into curriculum and coaching.Keywords: AI sales operating system, Microsoft Copilot, AI agents, sales enablement, revenue enablement, SDR, GTM, RevOps, discovery questions, deal velocity, pipeline analysis, sales manager, CEOGuest: Donna McCurley — consultant and recognized leader in sales enablement, creator of the AI Sales Operating System (AISOS).Hosts: Kelly Lewis and Tiffany Jones — The Revenue Insiders Podcast.Subscribe on Apple and Spotify, follow The Revenue Insiders on LinkedIn, and rate the show to help more GTM pros find us.

TL;DR: RevOps does not live to please the CRO. It exists to protect the revenue engine. In this fiery conversation, Jacki Leahy argues for CFO-level alignment, one big change per quarter, and why fractional RevOps beats a too-junior first hire for early-stage startups.What we coverWhy CROs now have the shortest average C-suite tenure and what that means for RevOps“Diplomatic immunity” for RevOps and reporting lines that actually workThe quarterly “one big swing” rule based on Theory of ConstraintsReal talk on change management costs and how to calculate a payback period the CFO will green-lightWhen a fractional RevOps agency outperforms a full-time hireThe “Google Sheets empire” trap and the moment you must professionalize opsAI and GTM engineering: why tools like Clay should push you back to first principlesA spicy assignment for your calendar that will give you hours backGuestJacki Leahy, Founder of Activate the Magic, a fractional RevOps agency for early-stage startups. Follow Jacki on LinkedIn for unfiltered RevOps truth and very lively comment threads.Key takeawaysPitch RevOps initiatives in CFO language: problem size, cost, ROI, and payback periodDo one material RevOps change per quarter so you can isolate impact and unblock the true constraintExpect a temporary productivity dip with any change. Aim for initiatives that clear a 30 to 35 percent swing when you net the dip versus the upliftEarly-stage companies should pair fractional seniority with junior doers rather than hire a single under-sized “head of RevOps”Action for listenersOpen your calendar and identify recurring meetings that serve approval more than the business. Keep the ones that move revenue. Question the rest.LinksGuest: www.ActivateTheMagic.com

Unlock the secrets to mastering AI-driven sales enablement and revenue growth with John Hsieh of Scale GTM, as he sits down with Tiffany Jones and Kelly Lewis for an insightful, actionable episode crafted for today’s sales leaders, enablement professionals, and tech entrepreneurs. Discover how rapid innovation in artificial intelligence is disrupting classic B2B selling, why “agentic AI” is more than a buzzword, and exactly how top organizations empower their teams with confidence in a changing landscape.This episode dives deep into the real challenges faced by sales and marketing teams as AI becomes both table stakes and a source of compliance anxiety. John shares his unique “Understanding, Belief, and Trust” framework: learn how to anchor product messaging in customer context, instill authentic buyer belief, and most critically, build trust in a world of black-box technologies. Hear firsthand examples from DocuSign, ServiceNow, and Anthropic, plus practical strategies for enablement leaders—from prepping reps for tough security questions to building a playbook that conquers the dreaded AI buying committee.Key topics covered include: • AI’s explosive impact on B2B SaaS sales and go-to-market • Overcoming compliance hurdles in an era of agentic AI • How to create sales messaging that builds understanding, belief, and trust • Real-world enablement playbooks: prepping sellers for objections and legal reviews • Achieving urgency and confidence throughout the sales cycle • Expert client stories and lessons learned from industry leaders • Actionable questions for GTM pros: Are you connecting your AI capability to buyer reality? Are you offering true transformation? Are you earning real trust?Listeners will leave with an actionable framework, proven techniques to break through the noise, and tools to empower teams on the front lines of AI innovation. Plus, stay for the unfiltered moments and stories from some of the brightest minds in revenue—this conversation is essential for anyone seeking to grow pipeline, accelerate deals, and become a trusted advisor in the age of artificial intelligence.Perfect for sales enablement leaders, revenue operations managers, marketers, B2B founders, and anyone searching for ideas on scaling trust and impact. Connect with John Hsieh at Scale GTM and tap into the latest strategies in AI, sales, and go-to-market transformation.Keywords: AI sales enablement, agentic AI, go-to-market, trust framework, B2B SaaS, revenue growth, Scale GTM, compliance, sales messaging, enablement, buyers, pipeline, DocuSign, ServiceNow, Anthropic, leadership coaching, marketing innovation, secure AI, GTM strategies, transformation, sales enablement podcast, tech sales, business innovation, urgent sales, actionable framework

TL;DR: LIVE  from Highspot Spark ‘25—real talk on closing the GTM execution gap: where strategy breaks, how to fix it with systems and smarter AI, and how leaders protect teams from burnout while driving results.In this live recording, host Kelly Lewis (former Highspotter) interviews two GTM builders who’ve lived the execution gap and fought through it: Pam Dake, Senior Director, Global Enablement at Menlo Security, and Rory Nolan, Director, ISO Revenue Enablement at Lenovo. Each rapid interview is followed by audience AMA—no filters, no fluff, just what works.What you’ll learnWhere execution breaks even when strategy is solid—and how to move from pressure to precision.Structure over chaos: Governance, calendars, and content hygiene that keep politics from overrunning seller time.Harmonize, then localize: The Lenovo way to scale enablement across 180 markets without losing local nuance.From SKO firehose to outcomes: Pam’s 10-week rebrand scramble, why product-first FMDs flop, and how a “March Madness” call-review program turned performance.AI that actually helps: ChatGPT Enterprise for program design, call intelligence for better prep, Highspot digital rooms for focused selling—plus a one-page “what to use when” to beat AI fatigue.Burnout is real: If you add a step, remove one. Celebrate small wins. Protect learning capacity before launching more.Who should listen: GTM leaders, enablement, RevOps, and frontline managers who want practical plays to close the gap between strategy and seller execution.Keywords: Highspot Spark 25, GTM Leadership Track, Revenue Insiders LIVE, closing the GTM gap, revenue enablement, SKO, first meeting deck, digital sales rooms, AI in sales, Lenovo enablement, Menlo Security enablement, governance, localization vs globalization, seller productivity, burnout

TL;DR - This episode shares expert tips from Dreamforce 2025, focusing on how AI agents and smart networking can help sellers, RevOps, and leaders get more value from the conference—covering the best sessions, strategies for ROI, and practical ways to use new tech for revenue growthDive into Dreamforce 2025 with the Revenue Insiders, where hosts Tiffany Jones and Kelly Lewis deliver insider tactics for maximizing impact at the world’s leading sales and tech conference. In this special episode, Tiffany shares her perspective as a featured speaker—covering game-changing sessions on revenue growth, the land-and-expand journey, and exclusive insights on AI agents transforming Slack and Salesforce. Kelly walks through actionable networking strategies, from intimate vendor lounges to unmissable street-side conversations, highlighting why the real value of Dreamforce comes from unfiltered peer connections and hands-on best practices.If you’re looking to boost ROI from Dreamforce attendance, this episode reveals how to align event priorities with go-to-market operations, vet vendors through real customer feedback, and navigate the cost-benefit analysis of sending your team. Whether you’re making the business case to attend, planning your packing essentials (think layers and tennis shoes!), or aiming to craft a week that mixes big events with productive workshops, Tiffany and Kelly break down how top operators think about event agendas, slicing through overwhelm to focus on what matters most for sellers, RevOps, and business leaders.Packed with advice on maximizing AI data, strategizing sessions around Slack integrations, and networking for both introverts and extroverts, this episode is a Spotify must-listen for anyone in the revenue, sales, or Ops spaces. Stay ahead of the curve with strategies for leveraging Dreamforce not just as a learning opportunity, but as a catalyst for next year’s GTM innovation. Connect, learn, and scale your business—stream now and join the conversation with the Revenue Insiders at Dreamforce 2025.Keywords: Dreamforce, Salesforce, Revenue Insiders, AI agents, Slack integrations, sales strategy, business networking, RevOps, event ROI, vendor evaluation, GTM planning, leadership, sales enablement, business case, data security, event packing, SaaS, B2B, tech trends, workshops, Moscone, Yoodli, street-side networking, annual planning, live reactions, best practices, LinkedIn connections

TL;DR: The Revenue Insiders is back for Season 2! In this premiere episode, Kelly Lewis and Tiffany Jones unpack how AI is reshaping annual planning, career paths, and enablement—and why GTM leaders from frontline managers to executives are being forced to make tough trade-offs in 2025.We’ve been hearing it everywhere: AI is no longer a side conversation—it’s the main event. In every board meeting, planning session, and revenue strategy discussion, the same questions keep surfacing:How should we invest in AI?What does that mean we stop spending on?Do we need this tool, or do we need another person?Kelly and Tiffany open Season 2 with a candid conversation about the new reality of annual planning and the ripple effects hitting every level of the org. They dig into why productivity metrics are shifting, why ICP definitions matter more than ever, and how leaders are being asked to do “more with less”—not fewer people, but fewer accounts, fewer tools, and fewer distractions.But planning is only one piece of the puzzle. This episode dives deep into several themes shaping today’s GTM landscape:Why AI dominates annual planning cycles and why leaders must balance automation, enablement, and human performance. We explore the difference between AI solving for resume-worthy work versus the “busywork” that should never define someone’s career trajectory.Managers are being asked impossible questions: Do you want the tool, or the headcount? Kelly and Tiffany discuss how first-time managers can navigate these high-stakes choices, and why executive teams must enable leaders to make these calls responsibly.Multi-year deals are rare, retention is king, and post-sales strategy is finally in the spotlight. We unpack how customer success and renewals are being redefined—and how AI can take low-value tasks off their plates so they can focus on relationships.Enablement is undergoing a renaissance. No more endless classroom training. From AI-driven role play to SMS-based microlearning, sellers are finally being treated like adult learners. Instructional designers are stepping into more strategic roles, shaping how teams learn, practice, and perform in a modern GTM environment.Layoffs aren’t going away, but they’re changing form. We talk about the rise of performance-based layoffs—and why they expose leadership gaps in feedback and coaching. And we tackle a new workforce trend: quiet breaking. Unlike quiet quitting, professionals today are burning out in silence, staying in jobs longer but breaking under pressure. What does that mean for career growth and team health?Kelly shares why she’s launched discipline-specific coaching for enablement pros—and why the market needs more specialized coaching to help GTM talent grow strategically in their careers.From the Figma IPO to the Salesloft-Clari merger, Kelly and Tiffany discuss the rapid changes in revenue orchestration tools and how definitions are shifting as AI-native players enter the market.The conversation doesn’t stop here. Kelly and Tiffany reveal what’s ahead in Season 2:Deep dives into GTM engineeringHow MEDDICC is evolving in the AI eraGuests who are redefining executive branding on LinkedInHonest conversations about work-life balance as parents and leadersFresh perspectives from the frontlines of enablement, sales, rev ops, and marketingWhy Listen?If you’re a GTM professional—from early-career sellers to experienced enablement leaders—you’ll walk away from this episode with:A clearer lens on how AI is changing planning and budgetsIdeas for how to protect and elevate your own career in a shifting job marketInsights into how leading organizations are rethinking post-sales and enablementA preview of the conversations that will dominate GTM in the year ahead

This episode is the highly anticipated season finale of the Revenue Insiders podcast, hosted by Tiffany Jones and Kelly Lewis. As they wrap up the first season, they provide an insightful and comprehensive recap of the key trends and predictions in the revenue and go-to-market space for 2025 so far. The hosts reflect on the accuracy of their earlier predictions made six months ago, discussing which trends have materialized, which are still pending, and what new developments are emerging as the year progresses.Tiffany and Kelly dive into the impact of the economy on revenue strategy roles, noting that while some predicted shifts—such as strategy leaders moving into Chief Revenue Officer roles—have been slower to occur, there are signs of gradual change among Fortune 500 companies. They also analyze the much-discussed "Great Resignation 2.0," concluding that while turnover in tech is present, it has not yet reached the expected peak, leaving room for developments in the latter half of 2025.A major focus of the episode is the rapid evolution of AI and its profound influence on sales, enablement, and customer success. The hosts highlight the explosive growth of product enablement specialist roles, driven by the need to keep pace with AI-enhanced products, with LinkedIn data showing a 58% increase in these roles primarily in tech. They also discuss the balance between AI innovation and non-AI product investments, noting a 22% rise in funding for non-AI tools in Q1 2025, signaling a diversified approach to technology adoption.Tiffany and Kelly explore the shift towards bite-sized, TikTok-style enablement content, which has seen a remarkable 200% year-over-year growth. This new learning style reflects the need for agility and personalized consumption in adult learning, with many companies adopting short-form enablement to keep teams up to speed in a fast-changing environment.The episode also covers AI’s growing role in forecasting and post-sales experiences. They share data from Gartner and Forrester revealing that 42% of boards now track AI KPIs and 67% of B2B buyers prioritize seamless AI-human handoffs, underscoring AI’s integration into strategic decision-making and customer interactions. The hosts predict that transparency around AI-driven forecasting will become a critical expectation, with users demanding clear explanations of AI logic and actionable insights to improve outcomes.Looking ahead, Tiffany and Kelly offer "spicy" predictions for the second half of 2025, including the rise of hybrid human-AI sales teams as a service. They acknowledge the mixed feelings about AI replacing human roles but emphasize the importance of adapting and differentiating through emotional intelligence and thought leadership. They also discuss the challenges of training new sales talent in an AI-augmented world and the evolving nature of sales roles.Throughout the episode, the hosts share personal anecdotes and industry insights, making complex topics accessible and engaging. They express gratitude to their listeners for their support during the inaugural season and encourage following the podcast on Spotify, Apple, YouTube, LinkedIn, Instagram, and TikTok for continued updates and insights.This episode is essential listening for revenue leaders, sales professionals, enablement specialists, and anyone interested in the intersection of AI, sales strategy, and market trends in 2025. It offers a rich blend of data-driven analysis, expert predictions, and practical advice to navigate the fast-paced changes shaping the future of go-to-market strategies.

TL;DR: Kelly Lewis and Tiffany Jones go deep on imposter syndrome—how it shows up in go-to-market roles, what it feels like as a VP, and how they’ve learned to manage it. This is a must-listen for anyone navigating career growth, leadership transitions, or high-stakes roles in sales, marketing, or RevOps.In this candid, heartfelt episode of The Revenue Insiders, it’s just your two co-hosts—no guests, no filters. Kelly and Tiffany recorded this one after Tiffany’s recent promotion to SVP and Kelly’s transition into full-time entrepreneurship, so the timing couldn’t be better.They break down:Why imposter syndrome is so common in GTM rolesThe difference between confidence and self-doubtCoping mechanisms that actually work (spoiler: it’s not just power poses)What leaders can do to create psychological safety for their teamsWhy you should apply for that job—even if you don’t meet all the requirementsAnd yes, Kelly finally owns the title “Founder”You’ll hear real stories—from 24-year-old Tiffany selling to CEOs, to Kelly’s first time saying “I’m a co-founder”—plus plenty of tactical tips for how to manage the internal voice that tells you you’re not ready.Whether you’re an SDR, a VP, or somewhere in between, this episode is your reminder: you’re not alone, you’re more capable than you think, and it’s all going to be okay.🔗 Follow, rate, and share if this hit home.🎧 Available on Spotify, Apple, and YouTube.imposter syndrome, go-to-market, GTM careers, revenue leadership, psychological safety, sales enablement, founder journey, women in leadership

TL;DR: What do military leadership, AI strategy, and revenue forecasting have in common? According to Andy Champion, everything. In this episode of The Revenue Insiders, Andy joins Kelly and Tiffany to talk about people-first leadership, building inclusive GTM teams, and how AI is transforming B2B sales—without replacing the human advantage.Andy Champion, VP & GM of EMEA at 6sense (and former sales leader at Highspot, Yext, and DocuSign), shares battle-tested insights from both the military and the boardroom. From servant leadership to situational coaching, Andy unpacks the nuance behind high-performing, psychologically safe revenue teams.In this episode: • Why psychological safety drives discretionary effort and retention • How to manage accountability without micromanaging • A military lesson that still shapes Andy’s leadership style • The sales leader’s role in creating a sense of belonging—especially in global teams • How AI enhances, not replaces, sales strategy and research • The real difference between Europe and “EMEA”—and how to avoid costly expansion mistakesWhether you’re a frontline manager, a GTM exec, or expanding into new markets, this episode will challenge you to lead more intentionally and observe more closely.Mentioned in this episode: • 6sense AI-powered GTM platform • Servant leadership and the power of consistency • Situational leadership frameworks • Forecasting with AI• Partner strategy in international growth

TL;DR: Partner-led growth isn’t just a strategy—it’s a cultural mindset. In this episode of The Revenue Insiders, Kelly and Tiffany talk with Bill Glenn, five-time CMO and current marketing leader at Esper, about how B2B companies can unlock scalable growth by treating partners as an extension of the revenue team. From avoiding attribution headaches to enabling reps with TikTok-style video snippets, Bill brings hot takes and real playbooks on how to go partner-first without losing control.In this episode, we cover:What “partner-led growth” really means in a B2B context—and how it’s different from channel salesWhy company size isn’t the best indicator of readiness (and what to consider instead)Common missteps in building partner programs (and how to avoid “if you build it, they will come” traps)Why executive alignment is non-negotiable before launching a partner strategyGamification vs. certification: What works best to engage partner sellersHow to enable both internal teams and external partners without creating confusionA fresh take on attribution, KPIs, and why Bill’s blood pressure rises every time “attribution” is mentionedWhy partner involvement in renewals is a strategic advantage—and how to use it for multi-threadingBill also shares career reflections from his five-time CMO journey, and offers a mindset-flipping question that’s reshaped how he leads: “What’s the best that can happen?”If you’re building or rethinking a partner strategy, this episode is your tactical blueprint.📲 Follow The Revenue Insiders on LinkedIn for more B2B growth insights.

TL;DR:Natalie Wolf, VP of Customer Success at People.ai, joins Kelly and Tiffany for a candid conversation about career growth, stepping into your power, operationalizing customer outcomes, and how AI is changing go-to-market for good. If you want tactical advice for thriving in today’s chaotic GTM world, this episode is a must-listen.Full Description:In this episode of The Revenue Insiders, we sit down with Natalie Wolf, VP of Customer Success at People.ai, to explore the future of customer success, AI, and go-to-market leadership. Natalie’s story is proof that career success isn’t handed to you—you have to step into your power and create it.Natalie’s journey started in consulting, where she built an obsession with operational excellence and solving for pain. Later, she transitioned into customer success leadership, not by waiting for a promotion, but by spotting a gap at Anaplan and declaring a new path forward. She shares how stepping into an undefined role, without permission or playbook, helped her build a customer success function from scratch—and why today’s leaders must do the same if they want to stand out.A few key themes we explore:Leadership isn’t about being the smartest person in the room—it’s about unlocking others’ superpowers.Revenue growth is a team sport—CS, sales, and support must drive shared outcomes, not siloed KPIs.AI is powerful only when tied to real, painful workflows—not hype.Career opportunities today are hidden inside messy, unstructured problems, not job postings.Natalie drops an important truth: Too many leaders use AI as a shortcut instead of solving fundamental go-to-market problems. She shares how People.ai embeds AI into critical rituals—like customer health scoring and value reviews—to drive meaningful outcomes, not just automate busywork.We also dive into Natalie’s personal process for evaluating career moves (hint: it’s way more thoughtful than most people’s). She breaks down why product-market fit, culture, executive alignment, and stage-appropriateness matter—and why a great brand name or big title should never be enough.And it wouldn’t be a Revenue Insiders episode without a little humor:Kelly shares her firm policy of paying someone else to take her kids to Disneyland.Natalie proudly embraces her status as a Disney adult—with spreadsheets to prove it.Tiffany and Natalie bond over their shared obsession with planning (and purple leopard aerobics outfits).If you’re a:GTM professional worried about staying relevantCS leader navigating this volatile economySales or CS practitioner trying to embed AI into real outcomesRising leader wondering how to create your next opportunity—this conversation will hit home.Natalie leaves listeners with a powerful challenge:🎧 Tune in to hear why simplicity wins, why declaring your leadership is non-negotiable, and how operationalizing outcomes—not just activities—can future-proof your career in 2025 and beyond.“What’s the one shared customer outcome you could align your entire go-to-market team around today—and how would it change your revenue path?”

In this insightful episode of Revenue Insiders, hosts Tiffany Jones and Kelly Lewis sit down with Trisha Ponce, a Solutions Engineer (SE) at Salesforce, to explore the rapidly evolving intersection of artificial intelligence, sales engineering, and customer success.The conversation opens with Trisha demystifying Agent Force, Salesforce’s AI platform designed to deploy intelligent agents across business functions. Trisha explains how these AI agents can assist human employees, automate research and repetitive tasks, and even act autonomously to resolve customer inquiries-only escalating to human teams when necessary. This shift is not just about efficiency; it’s about redefining the very nature of work and customer engagement.As the dialogue unfolds, Tiffany and Kelly probe the changing role of the solutions engineer. Trisha shares her unique journey from accidental Salesforce admin to SE, highlighting how today’s sales engineers must bridge deep technical expertise with business acumen. With AI and data-driven products like Data Cloud moving away from traditional seat-based pricing to complex consumption-based models, SEs are now integral to both the technical and commercial aspects of the sales process. This requires a new level of collaboration between sales and technical teams, as well as a constant commitment to learning and adaptation.The episode delves into the practical realities of selling and implementing AI solutions. Trisha discusses the learning curve Salesforce teams have faced in adopting consumption-based pricing, emphasizing the need to deeply understand each customer’s data, use cases, and expected outcomes. She describes this new model as both an art and a science, requiring careful estimation, ongoing monitoring, and a willingness to adjust as real-world usage unfolds.Listeners are treated to real-world examples of AI agents in action-from out-of-the-box templates for marketing, sales coaching, and service, to custom-built agents like quoting assistants and deal desk bots. Trisha introduces the Agent Exchange, Salesforce’s marketplace for AI agent solutions, where partners can share innovations and customers can find ready-made tools to accelerate their AI journey.The discussion also addresses the challenges and concerns customers face, particularly around trust, security, and transparency. Trisha reassures listeners that Salesforce’s platform is designed to prevent prompt injection attacks, minimize hallucinations, and ensure that AI agents are always clearly identified-never masquerading as human employees. She advises starting with internal use cases to build comfort and confidence before rolling out customer-facing agents.In a lighter moment, the trio debates the etiquette of saying “please” and “thank you” to AI, reflecting on the broader implications of humanizing technology and the importance of clear, direct communication with both machines and people.Beyond technology, Trisha shares her creative side-hand-painting Salesforce-themed shoes for company events-and recounts her career journey from accounting and logistics to sales ops and, ultimately, to Salesforce. Her story underscores the value of curiosity, adaptability, and a passion for solving real customer problems.The episode closes with Trisha’s challenge to listeners: “How can you make your life or your customers’ lives easier by leveraging this technology? And how can you ensure you’re at the forefront of implementing and shaping these changes?” In a world where AI is moving fast, staying curious, proactive, and informed is essential for anyone looking to lead rather than follow.Whether you’re a sales professional, a technical leader, or simply curious about the future of AI in business, this episode offers a candid, practical, and inspiring look at what’s next for sales engineering and customer success in the age of intelligent agents.

TLDR;- The importance of self-assessment and vulnerability in leadership development- How to leverage AI as a tool for empathy, not just efficiency- Strategies for integrating EQ into hiring, coaching, and team-building- The necessity of continuous feedback and adaptation as personal and business priorities evolveIn this thought-provoking episode of Revenue Insiders, hosts Kelly Lewis and Tiffany Jones sit down with Darren Brady, VP of Sales at RevShop, to explore the dynamic intersection of Emotional Intelligence (EQ) and Artificial Intelligence (AI) in today’s go-to-market landscape.Darren shares candid stories from his own career, highlighting the challenges and rewards of balancing intellectual intelligence (IQ) with emotional intelligence (EQ) on sales teams. He describes the difficulties leaders face when managing individuals who excel in product knowledge but struggle with empathy, and vice versa. Through personal anecdotes, Darren emphasizes that great leadership isn’t about being perfect in every area, but about understanding your own strengths and weaknesses—and building teams that complement and fill those gaps..Kelly and Tiffany echo these insights, recounting experiences with EQ-focused assessments and executive coaching. They discuss how self-awareness, vulnerability, and the willingness to delegate or seek help are crucial skills that distinguish truly effective leaders from those who plateau. The group agrees: as organizations grow, leaders must move beyond the “superhuman” mentality and embrace the power of collective intelligence and emotional honesty.The discussion pivots to the role of AI in modern sales and business operations. Darren observes that while AI tools are proliferating—often in the form of “co-pilots” and productivity boosters—many organizations are missing the mark by failing to integrate these technologies into the natural flow of work. Instead of replacing human sellers, Darren argues, AI should be used to eliminate mundane tasks, surface actionable insights, and free up time for what humans do best: building relationships and telling stories[1].Tiffany and Kelly add that AI’s real power lies in its ability to augment empathy at scale. For example, AI can help craft more empathetic communications, detect emotional states in digital interactions, and provide feedback loops that help teams continuously improve. However, they caution that technology alone cannot substitute for genuine human understanding; it must be thoughtfully woven into workflows and supported by a culture of emotional intelligence.As remote work and digital-first interactions become the norm, the panel delves into the unique challenges facing parents and caregivers in leadership roles. Darren reflects on how becoming a father has deepened his empathy for colleagues navigating similar situations, and how supportive company cultures can make all the difference. The hosts agree that leading with empathy—recognizing employees as whole people, not just productivity units—is essential for building resilient, high-performing teams in today’s volatile environment[1].Darren closes the episode with a powerful challenge:  “What’s important to you—right now, in this season of your life and career? Don’t be afraid to let that answer change, and let it guide how you lead, collaborate, and embrace both technology and humanity in your work.”This episode is essential listening for leaders, sales professionals, and anyone navigating the rapidly changing intersection of human connection and artificial intelligence. Discover how EQ and AI together can unlock new levels of performance, empathy, and growth in your organization.

TL;DR:This episode is all about the unsung heroes of the sales world: Sales Engineers (SEs). Hosts Kelly Lewis and Tiffany Jones, joined by guest Sachin Wadhawan, explore the vital partnership between Account Executives (AEs) and SEs—framed through the lens of Batman and Robin. They break down what makes this relationship tick, why it’s essential for winning bigger, better, and faster deals, and how organizations can better support and recognize their SEs.Sales Engineers are the secret weapon behind every successful sales team, but their contributions are often misunderstood or overlooked. In this lively episode, Kelly and Tiffany welcome Sachin Wadhawan—author of "Trust Your SE: Sell Bigger, Better and Faster with Sales Engineering" and host of the Coffee with Sales Engineers podcast—to shine a spotlight on the SE role.Drawing on Sachin’s deep experience and passion for sales engineering, the conversation uses the Batman and Robin analogy to illustrate the unique, symbiotic partnership between AEs and SEs. Just as Batman and Robin each bring their own strengths to crime-fighting, AEs and SEs complement each other to deliver value to customers and close deals. Sachin shares why he’s always embraced the “Robin” role, emphasizing that both sides need to understand and respect what motivates the other for the partnership to thrive.  SEs aren’t just driven by commissions or accolades—they’re problem-solvers at heart, energized by complex challenges and the opportunity to wow customers with creative solutions.  Why the best sales outcomes happen when AEs and SEs operate as true partners, each playing to their strengths and trusting each other to handle their part of the sales cycle.  The importance of open dialogue between AEs and SEs—including how to give feedback, correct mistakes in front of customers without damaging credibility, and develop that unspoken “demo dance” chemistry in meetings.  How AI and automation are changing the landscape, but why the human element of the SE is irreplaceable. Sachin argues that AI should be used to offload repetitive tasks, freeing SEs to focus on high-impact customer interactions—like a surgical team prepping the OR so the surgeon can focus on the operation.  Insights on how organizations should think about AE-to-SE ratios, the impact on deal quality, and why SEs often lack the investment and recognition they deserve.  The best SEs don’t always come from technical or sales backgrounds—curiosity, problem-solving, and the ability to build trust are what matter most. Kelly, Tiffany, and Sachin discuss creative ways to identify and nurture SE talent from diverse industries.  Why it’s crucial to celebrate SE wins, include them in President’s Club, and provide dedicated training and career development—rather than just relying on them to train others.Whether you’re an AE, SE, sales leader, or just curious about the Batman-and-Robin magic behind high-performing sales teams, this episode delivers practical insights, candid stories, and a fresh appreciation for the sales engineer’s craft.Don’t miss this deep dive into the heart of sales engineering—where every great Batman needs their Robin, and every deal needs its dynamic duo.

RFP trauma is real—and Ben Hills is here to do something about it.On this episode of The Revenue Insiders, Kelly Lewis and Tiffany Jones sit down with Ben Hills, founder and CEO of Iris, an AI-powered platform that’s redefining how sales teams handle RFPs, security questionnaires, and complex sales documentation.Ben shares the painful inspiration behind building Iris: endless late nights, missed vacations, and hours lost re-answering the same questions over and over. Sound familiar?You’ll hear:Why traditional RFP tools just repurpose stale content—and how that fails your buyersHow Iris sources live, accurate knowledge from across your org to build higher quality responses, fasterThe emotional toll of RFPs on reps, SEs, and execs—and how AI can restore sanity and trustA real example of cutting 60 hours of RFP work down to 60 minutesThe shift from systems of record to systems of intelligence in GTMIf you’re leading a sales team, supporting SEs, or evaluating AI tools for sales productivity, this conversation will hit home.We promise: fewer missed vacations, fewer late-night laptop emergencies, and a lot more winning.

In this special episode, Kelly and Tiffany are joined by Michael Ioffe and Ryan Laverty, co-founders of Arist, and Kris Zilliox from Ecolab. It’s our first five-person show—and one of our most dynamic conversations yet. We dive into how Arist delivers just-in-time learning via text, the evolution of enablement in a world of AI and shrinking attention spans, and why behavior change—not content—is the real goal. Kris shares how Ecolab uses Arist to train thousands of field reps on critical product updates, driving 90%+ completion rates and faster speed-to-impact. We explore the shift from traditional LMSs to a push/pull/practice model of enablement, and how modern sales orgs can meet reps where they are—on their phones. Plus, Michael shares what enablement leaders really need to be thinking about in the next 6 months. Whether you’re in enablement, sales, or rev ops, this is a conversation about learning that sticks.

In this dynamic episode, we delve into the ever-evolving world of Artificial Intelligence (AI) and its impact on go-to-market teams. Join host Tiffany Jones and Kelly Lewis as they welcome Jordan Linville of Everpeak Partners, a Salesforce and HubSpot consultant, to discuss the pervasive FOMO (Fear of Missing Out) surrounding AI and provide actionable strategies for businesses to navigate this transformative technology.The conversation kicks off with Jordan sharing his background and the unique position Everpeak Partners occupies at the intersection of CRM, revenue operations, and AI. With Salesforce and HubSpot increasingly integrating AI into their platforms, the discussion quickly shifts to the crucial "buy versus build" decision. Jordan emphasizes the importance of self-assessment, urging companies to understand their internal capabilities before diving headfirst into AI development. He cautions against building proprietary Large Language Models (LLMs) without a clear use case and the necessary expertise, highlighting the complexities of data privacy and legal considerations.The episode tackles the common challenge of balancing innovation with risk, particularly in light of evolving legal frameworks surrounding AI. While go-to-market teams are eager to adopt cutting-edge AI tools, legal and engineering departments often prioritize data security and compliance, leading to a tension between speed and caution.Tiffany and Jordan explore the rapid evolution of AI use cases, from basic LLM interactions to more sophisticated generative AI and agentic AI. Jordan offers a clear analogy to the rise of big data to explain agentic AI, framing it as the next step in AI's evolution, where systems gain increased autonomy and intelligence.Kelly Lewis joins the conversation, prompting a discussion about the most creative and practical applications of AI in go-to-market functions. Jordan shares examples like Gemini for meeting transcription and action item extraction, and TextBlaze, a Chrome plugin that streamlines repetitive writing tasks. This leads to a broader discussion about the power of small, efficient AI tools to significantly improve productivity.The conversation takes an exciting turn as Tiffany and Jordan discuss the potential of Slack as a central interface for interacting with AI agents. They envision a future where sales teams can use Slack to quickly access data, generate reports, and automate tasks, streamlining workflows and boosting efficiency. This discussion sparks a debate about the future of Salesforce Mobile and the potential for AI-powered Slack integrations to become the primary interface for sales professionals.The group explores the challenges of AI implementation, with Jordan emphasizing the importance of a well-defined strategy. He cautions against unstructured experimentation with AI tools and advocates for a focused approach that prioritizes clear use cases and controlled evaluation. He advises companies to "own their strategy," write it down, and publicize it to ensure alignment and manage expectations.Kelly pivots the conversation to future trends, asking Jordan about his predictions for the next three to six months. Jordan anticipates rapid advancements in AI-generated music, sparking a fascinating discussion about the ethical and artistic implications of this technology. He also expresses excitement about AI's potential to further automate sales and marketing tasks, such as lead generation and personalized outreach, while acknowledging the importance of human oversight and customization.Tiffany raises a thought-provoking question about the potential impact of AI on the SDR/BDR/ADR role. Jordan believes that AI will not eliminate these roles but will instead transform the definition of success, requiring professionals to become proficient in leveraging AI tools to enhance their productivity. The discussion highlights the importance of adapting to change and developing new skills in the age of AI

This podcast features Alok Shukla, CEO of Funnel Story, discussing AI-driven customer success tools. Key points:1. Background: Shukla's 20-year cybersecurity experience led to Funnel Story's creation, addressing slow data processing in customer success platforms.2. Funnel Story's Approach:   - Rapid setup (hours vs. months)   - Integrates product usage, customer interactions, and business intelligence   - Personalized AI agents for each user3. Data Security: Accesses data where it exists, minimizing new attack surfaces. Works with client security teams to maintain protocols.4. Target Market:   - Companies with many customers   - Large enterprise deals with multiple stakeholders   - Primary targets: VPs of Customer Success, Chief Customer Officers5. Replacing Solutions:   - Often replaces BI tools for CS teams   - Can replace health score components of CS platforms6. Expansion Potential: Poised to cover entire customer lifecycle, including sales and marketing.7. Market Focus: Initially targeted churn reduction, now emphasizes productivity improvement.8. AI and Productivity:   - Enables CSMs to manage more customers effectively   - Quick ROI demonstration crucial in current economic climate9. Sales Approach: Hands-on demos where customers configure the product themselves, experiencing rapid deployment.10. Industry Implications:    - Paradigm shift in data analysis    - Productivity as key adoption driver    - Blurring boundaries between CS, sales, and marketing    - Need for security policy reevaluation    - Rapid implementation as competitive advantage    - AI as productivity multiplier, not job replacer    - Changing role of CS professionals11. Challenges and Future Directions:    - Ongoing data privacy and security concerns    - Adoption and change management within organizations    - Expanding beyond CS into sales and marketing    - Demonstrating long-term value    - Keeping pace with evolving AI capabilitiesThe conversation highlights a shift from traditional CS approaches to AI-driven systems promising improved productivity and deeper insights. It emphasizes the need for embracing new paradigms in technology adoption, especially given the current focus on efficiency and ROI.As AI tools become integral to CS and related fields, companies must adapt their processes, security policies, and strategies to leverage these technologies effectively. The discussion serves as a call to action for leaders to challenge existing paradigms and consider how AI can transform operations and drive growth.

Join us for an exciting and insightful discussion with Jarod Greene from Vivun, as we delve deep into the transformative world of AI in sales engineering.In this engaging conversation, we will explore the ways in which AI agents are revolutionizing the role of Sales Engineers (SEs) and redefining the dynamics between Account Executives (AEs) and SEs. Jarod will share invaluable insights into Vivun's cutting-edge platform, specifically designed to empower and equip sales engineers with the tools they need to succeed in the AI era. Additionally, he will provide a glimpse into their groundbreaking AI agent and its potential to reshape the sales engineering landscape.Throughout the discussion, we will also address the common challenges that SEs often encounter, such as the lack of adequate tech stack support and the difficulties in effectively quantifying their value. Jarod will draw from his extensive experience to offer actionable solutions and strategies for overcoming these obstacles.Furthermore, Jarod will share valuable career advice for aspiring and seasoned SEs alike. He will emphasize the importance of mentorship, continuous learning, and finding joy and fulfillment in the journey.By the end of this conversation, you will have a deeper understanding of the future of sales engineering, the impact of AI on the field, and how to successfully navigate this ever-evolving landscape. Whether you're an SE, an AE, or simply interested in the intersection of AI and sales, this discussion is sure to provide valuable insights and inspiration.

Effective enablement is the cornerstone of go-to-market success, but scaling training and ensuring consistent skill development can be a major challenge. In this episode of Revenue Insiders, we explore how Databricks is elevating its enablement strategy with Yoodli's AI role-play, featuring a dynamic discussion with Varun Puri, CEO of Yoodli, and Nick Lawrence, Global Manager of Enablement at Databricks.Varun introduces Yoodli as a game-changing platform designed to transform go-to-market training through AI-powered role-play simulations. He shares the company's vision to empower individuals to speak with confidence and its evolution into a leading provider of AI role-play solutions for enterprise enablement.Nick, a respected voice in the enablement community, provides valuable insights into the challenges of scaling effective training. He emphasizes the importance of practice and feedback in learning, highlighting the limitations of traditional lecture-based methods. Nick discusses the difficulties of creating realistic practice scenarios and the excitement surrounding Yoodli's ability to provide scalable and effective AI role-play.The conversation explores the specific challenges Databricks was facing and how Yoodli is addressing them. Nick describes the initial use case of competitive training and the impact of Yoodli's AI Tutor feature in helping learners develop a deeper understanding of complex topics.Varun elaborates on the evolution of Yoodli and its commitment to providing a user-friendly platform that is both powerful and scalable. He addresses concerns about AI adoption and emphasizes Yoodli's focus on creating realistic and engaging training experiences.Nick shares valuable feedback from sellers, highlighting the positive response to Yoodli's realistic scenarios, personalized feedback, and ability to simulate real-world customer interactions. He emphasizes the importance of AI role-play in creating a safe space for practice and skill development.The episode explores the scalability and flexibility of Yoodli, allowing enablement teams to create tailored training experiences for diverse roles and scenarios. Varun discusses the platform's ability to integrate with existing learning ecosystems and its potential to transform enablement across organizations.Nick praises Yoodli's customer support and responsiveness, highlighting the value of working with a startup that is committed to innovation and customer success. He shares his experience of providing feedback and the company's willingness to rapidly implement new features.Varun and Nick discuss the future of enablement and the role of AI in driving performance, enhancing learning outcomes, and creating a culture of continuous improvement. They emphasize the importance of embracing innovation and adapting to the evolving landscape of go-to-market enablement.This insightful episode provides listeners with a comprehensive look at how Databricks is leveraging Yoodli to elevate its enablement strategy. Whether you're an enablement professional, a sales leader, or simply interested in the future of training, this conversation offers valuable insights and practical strategies.

In honor of International Women's Day, join Kelly and Tiffany, the Revenue Insiders, as they candidly discuss the realities of navigating demanding careers with the chaos of parenthood. From surviving company kickoffs and flu outbreaks to building a supportive community, they share their personal stories and practical tips for navigating the chaos. Discover how they navigate career growth, the importance of intentional community building, and the ever-evolving definition of "doing it all." Whether you're a working parent or simply curious about the real-life challenges of navigating work and family, this episode offers relatable insights and a reminder that you're not alone.

Jonathan Kvarfordt (aka Coach K), a leading expert in go-to-market AI, joins The Revenue Insiders to discuss the transformative impact of AI on sales."We're building airplanes with technology we've never had before," says Coach K, emphasizing the need to rethink the traditional sales process.Discover how AI agents are automating entire go-to-market functions, the essential skills salespeople need to thrive in this new era, and why it's time to embrace new possibilities."AI frees us up to do less of the things that aren't really human anyways, and gives us more space and time to do what's more human," Coach K explains.Tune in to explore the exciting future of AI in sales and learn how to leverage its power for success.AI in Sales AI for Sales AI Sales Tools Go-to-Market Strategy GTM AI Sales Process Sales Enablement AI Agents Revenue Operations (RevOps) Future of Sales Sales Technology Coach K The Revenue Insiders

Don't let your sales kickoff fizzle out! Join Kelly Lewis and Tiffany Jones on The Revenue Insiders as they chat with Sarah Gross, VP of Go-To-Market Enablement at RingCentral, about building a powerful post-SKO strategy. Learn how to avoid common pitfalls, leverage AI for impactful role-play, measure enablement success, and align with sales leaders for maximum impact. Get ready to turn your SKO excitement into lasting revenue results! sales kickoff, SKO, post-sales kickoff, enablement, sales enablement, go-to-market, AI role-play, sales training, sales coaching, productivity, metrics, RingCentral

Annual planning is DONE, but now what? 🤔 Learn how to EXECUTE your strategy effectively with this Ops & Enablement focused episode! Kelly Lewis and Tiffany Jones cover operationalizing your plan, modernizing enablement, the importance of retrospectives, and how to make your SKO more engaging. Tune in now! 🎧 annualplanning salesenablement salesoperations saleskickoff revenueoperations

Tiffany Jones and Kelly Lewis discuss predictions for 2025, focusing on the integration of AI in productivity, the rise of product enablement specialists, shifts in product innovation, the importance of post-sales experience, and the evolving role of revenue strategy. The conversation highlights the need for companies to adapt to changing buyer expectations and the anticipated movement in the tech job market.

There's no gray area in sales - you either hit or you don't." DocuSign sales leader Rob Cunningham reveals why the conventional approach to sales planning might be holding your team back. Learn the controversial "85% rule" for involving sales leaders in planning. Whether you're in sales leadership, RevOps, or planning for the next fiscal year, this episode offers fresh perspectives on driving successful execution through thoughtful planning and clear expectations. Featured Guest: Rob Cunningham, Sales Leader at DocuSign

In this conversation Hyo Hwang, VP of Finance at Highspot joins The Revenue Insiders to discuss the intricacies of partnering with finance, especially in the context of annual planning and navigating the challenges of growth and cost management. Hyo shares his extensive background in finance and M&A, emphasizing the importance of strategic alignment and communication among teams. The discussion highlights the need for efficiency in planning, learning from past failures, and preparing for future growth while adapting to market changes. Hyo also provides insights into the tools and strategies that can help organizations succeed in their planning processes.

Raheela Nanji, a seasoned Leadership Coach, explores the themes of career development through the lens of the new movie Wicked. They discuss the characters Elphaba and Glinda, examining the cost of ambition, the importance of personal values, and the necessity of building a personal brand. The conversation emphasizes the need for reflection on career goals and how they can evolve over time, encouraging listeners to consider how they can defy gravity in their own lives.

In this episode of the Revenue Insiders Podcast, Tiffany Jones and Kelly Lewis welcome Tanya Faddoul , VP of Customer Innovation at Docusign to discuss the intricacies of annual planning and the importance of aligning sales and product teams. Tanya shares her diverse career journey, highlighting the impact of digital transformation accelerated by the COVID-19 pandemic. The conversation delves into the critical need for customer involvement in planning processes, the challenges of transitioning from single to multi-product offerings, and the essential role of enablement in go-to-market strategies. The episode emphasizes the importance of collaboration, understanding customer needs, and creating a shared vision for success in revenue growth.