Revenue Problem Solvers

Jay Baer sold out a full year of sponsorships before the website existed. 44 pitch calls. 45 days. Zero product built. He called it the most successful revenue initiative of his career.That's not a fluke. That's three decades of professional marketing applied to something most people would have called a hobby.Jay is a 7x New York Times bestselling author, one of the most in-demand keynote speakers in the world, and the founder of The Tequila Report which is a niche media brand he and his business partner Maddy built into a mid-six-figure business with 51,000 email subscribers and 32 consulting clients.In this conversation, Jay breaks down what actually happened: how he evaluated the niche before it was a business, how he structured the pre-sell that funded a magazine before it launched, why he refuses clients who need content in two weeks, and what he tells anyone who wants to add a second revenue stream without blowing up what's already working.He also delivers one of the most honest answers to the question founders avoid: should you turn your passion into a business? His answer isn't inspirational. It's accurate.If you're a revenue leader, consultant, or entrepreneur thinking about a niche content play or a second income stream, this is the episode worth prioritizing this week.Find Jay at jaybaer.com and subscribe to The Tequila Report at tequilareport.com/subscribe.This episode is brought to you by Virtual Causeway. Visit virtualcauseway.com and mention the show for a special rate.

Your demand gen strategy might already be obsolete, and your buyers are the proof.Kalyn Rozanski spent her career doing what most executives only claim to: seeing what's coming before it arrives. She co-founded a B2B innovation consultancy that grew to serve Starbucks, Procter & Gamble, and GlaxoSmithKline. At its peak, she stepped away to start over, because AI was reshaping the entire landscape, and she wanted to be on the right side of the shift.In this episode of the Revenue Problem Solvers Podcast, Kalyn breaks down how AI has fundamentally changed where B2B buyers do their research, and why most revenue teams are still optimizing for a funnel that's already shifted. She explains the difference between demand generation and demand positioning, why trend intelligence belongs in every revenue leader's toolkit, and what a practical Monday morning rebuild actually looks like.You'll hear her framework for testing AI sales tools using AppSumo, why month-to-month contracts are becoming the smarter strategic default, and why the decentralization of business may create more opportunity for founders and small teams than any previous era.Sponsored by Virtual Causeway. Everything Kalyn talked about, buyers researching through AI, demand positioning over demand gen, that's the exact problem Virtual Causeway solves for B2B teams. virtualcauseway.com and mention the show for a special rate.

Your revenue problem might not be where you think it is.Kyle McDowell spent nearly three decades inside Fortune 10 organizations running operations for tens of thousands of employees, and what he kept seeing had nothing to do with pipeline or product.It was culture. Specifically, the gap between the values leaders posted on walls and the behaviour they actually modelled when pressure hit.In this episode of the Revenue Problem Solvers Podcast, Kyle breaks down the operational side of revenue, how bespoke sales deals create execution failures that bleed clients and margins, why most corporate culture initiatives fail before they start, and how he built the 10 We's, a behavioural leadership framework designed to replace vague values with observable, accountable standards.This is not a motivational talk. It is a practical conversation about why culture is a revenue lever, what it takes to build one that holds under pressure, and what leaders get catastrophically wrong when trying to change their teams.Kyle is also the Wall Street Journal and USA Today bestselling author of Begin With We: 10 Principles for Building and Sustaining a Culture of Excellence, and his work spans industries from healthcare to financial services to tech.If you lead a team and you have ever wondered why your culture initiatives never stick; this one is for you.This episode is sponsored by Virtual Causeway. Shift from chasing cold leads to demand positioning that puts your brand in front of high-intent buyers. Visit virtualcauseway.com and mention Revenue Problem Solvers for a special rate.

Bob Jurkowski built the partner ecosystem at Intacct, scaled to hundreds of firms across multiple verticals, before the company was acquired by Sage for approximately $850M. He has helped build 11 B2B companies and consulted on partner strategy for companies as large as SAP. He now advises founders and executives on building predictable, capital-efficient revenue systems. Learn more at revenuegrowthstrategy.com.In this episode of the Revenue Problem Solvers Podcast, Bob breaks down why partner programs universally underperform and lays out the architecture for building one that actually generates revenue.Key takeaways: most programs are opportunistic by design and built to produce occasional deals at best. The embedded model is where real leverage lives. The partner scorecard is how you stop signing the wrong partners. Priming the pump with joint demand generation is what separates programs that launch from ones that die on paper. And crawl, walk, run is the right sequencing for any new partner relationship.If your channel isn't producing or you're building your first program, this one is worth your full attention.This episode is sponsored by Virtual Causeway. Visit virtualcauseway.com and mention the show for a special rate.

Your enablement team is a dumping ground.Every department pushes change into the sales org and calls it enablement. No sequencing. No cascading. No intake. The "just send it to them, they'll figure it out" mentality does NOT work!Because they won't.Andrew Quinn spent over a decade at HubSpot executing the playbook behind The Sales Acceleration Formula; except he was the one who actually had to make it work. He scaled HubSpot's sales enablement organization to a global team of 40 people and ran over 500 discrete enablement initiatives in a single year. All of them landed.In this episode of the Revenue Problem Solvers Podcast, Andrew breaks down why enablement is a business discipline, not a department, how to build an intake process that protects your sales team from change fatigue, and the three things every enablement leader should do before building another piece of content.If you lead a sales team, run enablement, or are building your GTM function for the first time, this one will change how you operate.Sponsored by Virtual Causeway. Stop chasing form fills and start showing up where buyers already are. Visit virtualcauseway.com and mention the show for a special rate.

Most sales professionals know LinkedIn matters. Very few know how to make it work.Natasha Walstra spent a decade figuring out the difference, starting as an SDR who could not stomach cold calling car dealerships, discovering that connecting on LinkedIn before calling changed everything, and eventually training sales teams and building a framework she now calls the REALationship Growth Method.In this conversation, she breaks down what separates people who get pipeline from LinkedIn from the ones who get ignored.You will hear why your LinkedIn profile is likely costing you deals before you ever reach out, how to think about content as trust infrastructure rather than an audience play, and the exact sequence she uses to warm a cold contact into a ready conversation over time.There is also a stat that should change how you think about LinkedIn opportunity: 1.2 billion users, less than 1% posting original content. If you are willing to show up like a human, the space is less competitive than you think.This episode is sponsored by Virtual Causeway. If your demand gen isn't converting, they help revenue teams get found by buyers who are already looking. Visit virtualcauseway.com and mention the show for a special rate.

If you have 20 priorities, you actually have none.That's the first thing Nate Littlewood tells founders when they come to him overwhelmed, overworked, and wondering why their revenue growth isn't showing up in the bank account.Nate is a fractional CFO who took an unusual path to get here. He started on Wall Street as a top-ranked equity analyst, trained to tell the story the numbers actually say. Then he went and built something himself, co-founding Urban Leaf and bootstrapping a sustainable e-commerce brand from Kickstarter to seven figures.Now he helps e-commerce and consumer packaged goods founders get profitable, get clear on their numbers, and identify the 2 or 3 things that will actually move the needle, instead of spinning on a list of 30.In this conversation, Nate breaks down how he built his fractional CFO practice by niching down across three layers: role, stage, and vertical. He shares why most founders launching a consulting business waste time on websites and logos before they have a single client. And he names the financial blind spot that quietly kills founder-led businesses even when revenue is growing.This is a practical, honest conversation about building a services business, getting profitable as a product company, and using financial clarity as a real competitive advantage.This episode is sponsored by Virtual Causeway. They help revenue teams shift from chasing leads to showing up where buyers are already searching. Check them out at virtualcauseway.com and mention the show for a special rate.Want more from Nate? Find him at futurereadycfo.com or connect with him on LinkedIn. He also hosts his own show, Profits On Purpose, where he breaks down the financial side of building a profitable business. Worth adding to your queue.

Most AI revenue projects fail before they start. The technology is not the problem. The data underneath it is.Justin Shriber is the co-founder and CEO of Territ and a former VP at LinkedIn who has spent 25 years inside some of the most complex revenue organizations in tech, including Oracle and McKinsey. In this episode he breaks down the exact three-stage framework CROs should follow to deploy AI, measure real ROI, and grow revenue without simply adding headcount.He walks through the real math: what it actually costs to hit 25% growth the old way versus the AI-driven way. The numbers will change how you think about your next hiring plan.What you will take away from this conversation: why dirty CRM data kills AI projects before they launch, the three leading indicators that tell you AI is working before revenue moves, why the average rep only touches 60% of their accounts and what to do about it, and how to build a business case for AI investment that holds up in a boardroom.This one is for CROs, founders, RevOps leaders, and anyone responsible for making AI pay off in a B2B sales org.Revenue Problem Solvers Podcast is sponsored by Virtual Causeway.#RevenueProblemSolversPodcast

Ross Paquette built Maropost into a global commerce and marketing platform over 13 years. No venture capital. No VP of Sales for longer than most founders would be comfortable admitting.In this episode, Ross breaks down exactly how he built a revenue engine from scratch when he had no choice but to own it himself. He talks about the $30M ceiling he hit as a founder, the $8M in failed expansion attempts across Toronto and Chicago, and why most bootstrap founders make the same hiring mistakes over and over.This is not a highlight reel. It is a real conversation about what it actually takes to go from startup to scale when you are running lean and every wrong hire sets you back months.What you will hear in this episode:Why founder-led sales drove explosive growth from $300K to $26M in under 30 months. The real cost of hiring before your system is ready. How Ross finally figured out his own ceiling as a founder and what he did about it. The shift from startup dictator to scale-up CEO and why that transition is harder than it sounds. Why he stopped selling candidates on the company and started filtering for the ones who could actually handle the reality. Three things every founder should do before posting that VP-level job.If you are building a bootstrap business and trying to figure out how to grow revenue without unlimited runway, this episode was made for you.Ross Paquette is the founder and CEO of Maropost. Find him on LinkedIn - https://www.linkedin.com/in/rossandrew1/ - or at maropost.com.The Revenue Problem Solvers Podcast is hosted by Karl Ortmanns. New episodes drop weekly for founders, revenue leaders, and operators who are serious about building.Sponsored by Virtual Causeway. Learn more at virtualcauseway.com.#RevenueProblemSolversPodcastEntrepreneurship, Sales, Business, SaaS, Marketing, Startups, Leadership, Management

AI isn’t just changing tools. It’s changing leadership.In this episode of Revenue Problem Solvers, I sit down with fractional CRO and GTM advisor Neil Weitzman to unpack what change management really looks like in today’s AI-driven world.After 25+ years building revenue engines at Rogers Media, Nielsen, and Deloitte, Neil has seen every kind of transformation. But AI may be the ultimate leadership test.This conversation covers:02:10 – Why change management feels harder than ever05:30 – The two types of people inside every organization09:45 – Why AI is different (and why it’s not)13:40 – “Will” vs. “Skill”, the real career divider18:25 – The power of direct, honest leadership conversations23:10 – A story every leader needs to hear28:50 – How individual contributors should show up33:20 – Why some professionals won’t survive the AI shift38:10 – The one action you should take this week41:45 – Where to connect with NeilIf you’re a founder, CRO, sales leader, or revenue operator trying to navigate constant change, this episode will challenge how you think about growth, mindset, and leadership.Because AI isn’t replacing leaders.But it is exposing them.Neil is a fractional CRO and GTM advisor who partners with founder-led B2B SaaS and technology companies to deliver speed, clarity, and zero drama. He is also a long-time Pavilion ambassador and works closely with consultants and fractional executives through the CAF community.Connect with Neil:LinkedIn - https://www.linkedin.com/in/neilweitzman/Linktree - https://linktr.ee/neilweitzmanThis episode is sponsored by Virtual Causeway.Traditional demand generation is breaking. Virtual Causeway helps revenue teams shift from demand generation to demand positioning, engineering where and how your brand appears when buyers research through AI tools and peer networks.Learn more at virtualcauseway.com. Mention the show for a special rate.

Pricing and packaging is the single most important growth lever in your business, and the one most leaders are afraid to touch. In this episode of Revenue Problem Solvers, I sit down with Roee Hartuv, Senior Pricing Advisor at WillingnessToPay.com, who has spent two decades seeing how growth breaks when pricing doesn't reflect the value companies actually deliver.The conversation covers everything:- Why no one owns pricing until it's too late - How to move from seat-based to usage-based models without disrupting your business - The right way to validate a price increase with your most important customers - Why packaging is more important than the number itself.If you know you're leaving money on the table but don't know how to fix it; this episode is your starting point.KEY INSIGHTS:- Pricing touches every team: Product, Finance, Sales, CS, Ops. That's why it's so hard- Most companies revisit pricing every 3–5 years. It should be every product cycle.- Price the customer, not the product. The willingness to pay varies by segment- Packaging is more important than the price point- The validation process: internal → trusted customers → field test → roll out- OpenAI changed their pricing 10 times in 12 months. If they're iterating, you should be too.Guest: Roee Hartuv | LinkedIn: linkedin.com/in/roeehartuv | willingnesstopay.comSponsor: Virtual Causeway. Creating demand positioning for B2B revenue teams. virtualcauseway.com#SaaS #PricingStrategy #B2BRevenue #RevenueProblemSolversPodcast #GoToMarket

Most companies define their Total Addressable Market incorrectly.And it quietly limits their growth.In this episode of the Revenue Problem Solvers Podcast, Dan Wardle, VP of Sales at Spellbook (AI legal tech serving eBay, Dropbox, and enterprise legal teams), breaks down why TAM is not a math exercise. It's a leadership decision that shapes retention, revenue, and long-term company value.If you're selling to customers who won't retain, you're not growing. You're resetting the clock.We talk about:* The brutal truth about TAM vs ICP that most GTM leaders ignore* Why retention matters more than short-term revenue* When to narrow your market and when to expand it* Product-market fit signals that actually matter* The "two-person test" for smart market expansion* How to hire sales teams without burning cash* How they built a team where 100% hit quotaDan shares real strategies from scaling legal tech in one of the fastest-moving AI markets.Perfect for founders, CROs, VPs of Sales, and go-to-market leaders who want to scale intelligently and sustainably.—This episode is brought to you by Virtual Causeway. As traditional demand generation gets noisier, Virtual Causeway helps B2B companies shift to demand positioning by engineering where and how your brand appears when buyers research. Visit VirtualCauseway.com and mention Revenue Problem Solvers for a special rate.Connect with Dan: linkedin.com/in/wardledan

Most revenue leaders are obsessed with new leads. Meanwhile, they're sitting on hidden revenue in their existing customer base.In this episode, Stephanie Valenti (SVP at BILL) shares how she built a post-sales motion that outperformed new business, all without hiring a single new rep.You'll learn:- Why your existing customers are your fastest path to growth- The lions vs zebras framework for structuring revenue teams- The childhood question that reveals if someone's in the wrong role- How to build a post-sales motion in a transactional business- The exact moment Stephanie realized post-sales could outperform new businessKEY TIMESTAMPS:02:45 - Why CROs default to net new07:30 - Lion vs Zebra sales teams14:10 - The churn blind spot (months 3–9)22:40 - The ONE post-sales metric that matters31:15 - How to redesign quotas for net growth41:00 - What new revenue leaders should do first52:30 - Monday morning action stepsCONNECT WITH STEPHANIE: LinkedIn: https://www.linkedin.com/in/stephanievalenti/Thank you to the great team at Virtual Causeway for sponsoring this episode. To learn more, visit www.virtualcauseway.com and mention the show for a special rate. Follow Revenue Problem Solvers to get weekly insights from revenue leaders solving real growth challenges.

You hit your quarterly revenue target. Your team is underwater. Your capacity planning is broken. Sound familiar?Simon Drexler, President of Samuel Automation, explains why booking cadence is the growth constraint nobody talks about. Getting $9M in bookings during the final month of a quarter looks identical to $3M per month on paper. Operationally, they're completely different businesses.One creates predictability and sustainable growth. The other creates chaos, firefighting, and burned-out teams.Simon brings a rare perspective: engineer turned revenue executive who has scaled industrial automation across automotive, medical devices, and consumer products for over a decade. He treats revenue operations like an engineering problem, which means he actually measures what works.In this episode:Why inconsistent bookings kill your business heartbeat, even when you hit the numberHow lumpy revenue cascades into hiring mistakes, broken capacity plans, and lost focus on growthThe validated learning loop that separates guessing from scalingWhen you actually have product-market fit (it's not what you think)Why turning off what doesn't work matters more than finding the next new thingWhat relentless customer behavior analysis looks like in practiceThis episode is for you if:You're a revenue leader tired of hitting targets but feeling behindYou're a founder trying to build predictable growth, not just chase bookingsYou're a CRO, VP of Sales, or RevOps professional questioning why growth feels harder than it shouldYou're scaling a business and need frameworks that actually work in complex sales environmentsAbout Simon Drexler:President at Samuel Automation. Former General Manager at ATS Automation Products Division. Former Product Line Lead at Clearpath Robotics (self-driving vehicles). Started as a project engineer and rose through program management to executive leadership. P.Eng., MBA. He has built automation systems on four continents and applies that systems thinking to revenue growth.Sponsored by Virtual CausewayTraditional demand gen is breaking. Virtual Causeway helps revenue teams shift from demand creation to demand positioning. Instead of chasing form fills, they engineer where and how your brand appears when buyers are actively researching. The result: fewer cold outreach motions, more high-intent conversations, and revenue teams spending time with people who actually want to buy. Learn more at virtualcauseway.com and mention the show for a special rate.Subscribe to Revenue Problem SolversWeekly conversations with revenue leaders solving the problems most teams overlook. New episodes every week. Available on Spotify, Apple Podcasts, YouTube, and everywhere you listen.Hosted by Karl Ortmanns

When should a company actually scale?Most founders give the same answer:“When we have product-market fit.”In this episode of Revenue Problem Solvers, I sit down with Mark Roberge, co-founder of Stage 2 Capital, and author of the new book The Science of Scaling, to break down why that answer is necessary, but not sufficient.Mark breaks down a mistake he sees repeatedly as companies grow: confusing product-market fit with go-to-market fit, and trying to scale before the foundation is ready.We cover:What product-market fit really means and why it’s a leading indicator of retentionWhy usage and behavior are better early signals than revenueThe difference between product-market fit and go-to-market fitWhy going after too broad of a TAM early can crush a startupHow focus, sequencing, and discipline drive sustainable growthWhen it actually makes sense to hire sales and commit to revenue targetsThis episode is for founders, operators, and revenue leaders who want to scale intentionally, not accidentally.If you’re navigating the transition from early traction to real growth, this conversation will help you understand what needs to come first and why.To pre-order the Science of Scaling book, with 100% of proceeds will be donated to McLean Hospital to support mental health, please visit www.scienceofscaling.io to purchase your copy. Follow Mark at - https://www.linkedin.com/in/markroberge/Thank you to the great team at Virtual Causeway for sponsoring this episode! Learn more about them at www.virtualcauseway.com and don't forget to mention the show for a special rate. Follow Revenue Problem Solvers for honest, operator-level conversations about diagnosing and solving revenue challenges.

How do you build a durable SaaS business when your market is crowded, noisy, and full of lookalike competitors?In this episode of Revenue Problem Solvers, I sit down with Emeric Ernoult, co-founder and CEO of Agorapulse, to unpack what it takes to grow in one of the most competitive SaaS categories: social media management.Instead of chasing trends or shortcuts, Emeric and his team focused on clarity, discipline, and customer understanding. This allowed him to build a profitable, long-lasting business as a result.We cover:Why most companies struggle in crowded marketsHow positioning and focus matter more than featuresThe tradeoffs founders face when scalingCommon GTM and revenue mistakes that slow growthHow to identify revenue problems early, before they become hard to fixThis conversation is for founders, operators, and revenue leaders who want to see the real problems clearly, so the right solutions become obvious.Thank you to the great team at Virtual Causeway for sponsoring this episode! Learn more about them at www.virtualcauseway.com and mention the show for a special rate.🎧 Follow #RevenueProblemSolversPodcast for honest, operator-level conversations about diagnosing and solving revenue challenges.

Most B2B go-to-market strategies are built around how sellers want to sell and not how buyers actually buy.In this episode of Revenue Problem Solvers, I sit down with Dave Boyce, Executive Chairman at Winning by Design, to break down how modern B2B buying has changed, and why so many revenue teams are struggling to keep up.We cover:Why most B2B purchases now happen without talking to salesHow PLG, self-serve, and enterprise are different motions; not just one funnelWhy averages hide revenue problems instead of solving themHow Millennials and Gen Z are reshaping buyer expectationsHow AI and LLMs are changing discovery and buying behaviorWhat revenue leaders must rethink to design GTM motions that actually workIf your revenue motion feels harder than it should, this conversation will help you see where the real problem is — so the solution becomes obvious.Thank you to our sponsor, Virtual Causeway, for sponsoring this episode! To learn more about them, visit www.virtualcauseway.com and mention the show for a special rate

Sales and Marketing alignment is one of the most talked-about topics in B2B, and one of the most misunderstood.In this episode of the Revenue Problem Solvers Podcast, Catarina Hoch breaks down why SDR and Marketing misalignment quietly kills pipeline, creates friction between teams, and leads to the belief that “marketing leads are low quality.”We talk about:Why inbound isn’t easier than outbound — it’s just differentHow SDR skillsets can determine whether inbound succeeds or failsWhy marketing leads are signals of intent, not ready-to-close dealsHow Sales and Marketing can align around the right accounts and motionsThis conversation is for sales leaders, SDR leaders, marketers, and revenue operators who want better results without finger-pointing between teams.If your teams feel busy but pipeline still isn’t moving, this episode will feel uncomfortably familiar.Thank you to the great team at Virtual Causeway for sponsoring this episode! Learn more about them at www.virtualcauseway.com and mention the show for a special rate.🎧 Follow the Revenue Problem Solvers Podcast for more real conversations about fixing revenue problems that most teams ignore.

Christina Brady helped close a real gap in the business.The team moved fast.They delivered value quickly.Customers were happy.Then they realized something uncomfortable.They forgot to monetize it.In this episode, Christina breaks down how teams can become so focused on solving the right problem that they miss the part that actually keeps the business alive. We talk about speed, execution, leadership judgment, and the moments where good intentions collide with business reality.This conversation is for founders, revenue leaders, and operators navigating growth and scale. If you have ever shipped something fast, celebrated the win, and only later stopped to ask how it makes money, this episode will feel very familiar.Special thanks to our sponsor, Virtual Causeway. Learn more at www.virtualcauseway.com and mention the show for a special rate.Connect with Christina Brady on LinkedIn - https://www.linkedin.com/in/christinapbrady/ Learn more about Luster at www.luster.ai.#RevenueProblemSolversPodcast

Roderick Jefferson built a remarkable career in sales and leadership.Then everything changed in an instant.He suffered a stroke.His heart stopped.He died.And he came back.This episode is Roderick’s honest account of what happened, what he saw, and what the experience taught him about ambition, burnout, health, and what success really means when your life is on the edge.It is one of the clearest reminders that achievement does not protect anyone from reality, and that the pressure high performers live under often goes unquestioned until it is almost too late.Roderick is sharing his story with us through his latest book #StrokeOfSuccess. https://www.roderickjefferson.com/stroke-of-success.If you are a founder, executive, revenue leader, or someone constantly pushing yourself forward, this conversation will hit deeply.Thank you to Virtual Causeway for sponsoring this episode! Learn more about them at https://virtualcauseway.com/. #RevenueProblemSolversPodcast

Most companies talk about building one GTM team.Very few do it.Jeroen Hendriks explains why alignment fails and what leaders must change if they want sales, marketing, and CS to truly work as one.Jeroen has led teams across Europe and has seen the same pattern everywhere: culture drives alignment, not playbooks. And if leaders stay in their comfort zone, nothing changes.We get into the truth behind misaligned metrics like MQLs, why transparency prevents unexpected fires, and how real GTM leadership means surfacing problems before they become problems.If you're a founder, CRO, VP, RevOps leader, or manager trying to create one GTM motion, this episode will challenge how you think about alignment.This episode is sponsored by the great people at Virtual Causeway. Learn more about them at www.virtualcauseway.com. #RevenueProblemSolversPodcast

Comedy and sales are more connected than anyone wants to admit.In this episode of the Revenue Problem Solvers Podcast, comedian and sales pro Kevin Hubschmann breaks down why cold calling and standup comedy run on the same principles. Testing. Timing. Openers. Awareness. Bombing. And the uncomfortable truth that your first line determines everything.Kevin shares how comics build rapport with a room full of strangers, why self-awareness is a sales superpower, and how performing on stage shaped the way he communicates with prospects. If you’ve ever struggled to sound natural on a call, this conversation will feel like someone finally explained why.In this episode:• Why cold calling is basically standup with quotas• How openers shape the entire outcome of a sales call• The role of timing, tone, and self-deprecation in winning attention• What comics understand about audiences that reps miss• Why bombing more often is the fastest path to confidence• The mindset shift that separates scripted reps from great onesIf you’re in sales, leading a team, or trying to sharpen the way you communicate, this episode will make you better the moment you finish it.Thank you to Virtual Causeway for sponsoring this episode. Find out more about them at www.virtualcauseway.com Connect with Kevin -   / kevin-hubschmann  Laugh Events - https://www.laugh.events/#RevenueProblemSolversPodcast

What happens when a homemade recipe in a garage turns into one of the fastest-moving CPG products in the country?In this episode of the Revenue Problem Solvers Podcast, Kris Phippen, the founder of Phlippens, shares the wild, honest, and sometimes ridiculous journey behind building a brand with nothing but grit, instincts, and a product people couldn’t stop eating.From cottage weekends where jars disappeared in hours, to selling out in stores with zero marketing, to the blizzard-night delivery that landed him a call from The Keg’s culinary director.This is the real story of how momentum starts, how founders survive the messy early days, and why the smallest “yes” can flip your entire path.If you’re building a CPG brand, launching a product, or grinding through the early-stage chaos — this episode is pure fuel.You’ll hear:How https://phlippens.com/ started in a garageThe moment Kris knew he had something specialTurning one SKU into 35 retailers in month oneHow a random cottage weekend changed everythingThe blizzard story that opened major doorsReal, unfiltered advice for CPG foundersHit play — this episode might be the push you didn’t know you needed.Thank you to Virtual Causeway for sponsoring this episode! Learn more about how to increase your team's efficiency and revenue by visiting them at https://virtualcauseway.com/.#Entrepreneurship #SmallBusiness #CPG #Growth #ProductLaunch #RevenueProblemSolversPodcast

Ever watched a company announce a big new market launch at their sales kickoff… only to see everything fall apart six months later?Yeah, we’ve all been there.In this episode, we talk about what not to do when you’re trying to enter a new market — and what actually works instead.Hint: it’s not about spiffs, incentives, or hype. It’s about experimentation.We dig into:Why early announcements can totally derail your teamHow to find your internal innovators; the ones who love to test and buildWhat it looks like to apply the scientific method to salesHow to know when it’s time to double down… or move onThis one’s for founders, sales leaders, and anyone thinking about expanding into new territory without losing focus on what’s already working.It’s not about chasing shiny objects — it’s about building smarter systems.Thank you you Virtual Causeway for sponsoring this episode! Learn more about them at www.virtualcauseway.com.Follow the show for more episodes on modern marketing, storytelling, and growth.

Trade shows aren’t just brand awareness plays! They are revenue drivers and need to be thought of it like that.In this episode, we dig into how to make events part of an integrated marketing strategy that builds relationships and fuels pipeline.We cover:Why “story before structure” should guide your booth strategyThe key metrics marketing leaders should actually trackTurning feelings into facts — and experiences into dataCreating exceptional hospitality that turns visitors into advocatesIf you’re leading B2B marketing, events, or brand experience, this one’s packed with insights you can put into action before your next show.Thank you you Virtual Causeway for sponsoring this episode! Learn more about them at www.virtualcauseway.com. Follow the show for more episodes on modern marketing, storytelling, and growth.

The hiring market flipped overnight. Most companies are still operating like it didn't happen.Mateo Polic, CEO of Accentio, breaks down what actually changed in the talent market, and why your hiring strategy needs to evolve.In this episode:Why revenue-per-headcount became a focused metric that mattersProfitability replaced "growth at all costs"How office mandates cut your talent pool by 70% Why companies keep passing on great candidates in search for unicornsWhat AI is actually doing in recruiting How to adapt your hiring process for 2025 and beyondKey insights:5-day office mandates = 20-30% of talent poolFully remote = 80-90% of talent poolThe "unicorn trap" keeping roles open for monthsWhen interest rates changed everything about team buildingThank you to Virtual Causeway for sponsoring this episode! Learn more about them at www.virtualcauseway.com and mention the show for a special rate

What do you do when you’ve only got 8 customers—but they include AT&T, Dell, General Mills, and Best Buy?In this episode, Dustin Joost shares the bold move his team made early on: hosting a customer conference with just 8 clients. But this wasn’t just an event—it became the foundation of their community-led growth strategy and helped shape an entire category.We dive into:How to turn early customers into strategic alliesWhy building a community is like managing a sales territoryThe surprising ROI of creating real dialogue with your usersIf you're a founder, marketer, or builder looking to grow through connection—not just conversion—this episode is a must-listen.Hit follow for more real-world stories on go-to-market, community, and category creation.Thank you to Virtual Causeway for sponsoring this episode! To learn more about Virtual Causeway, visit www.virtualcauseway.com and mention the show for a special rate!

No budget. No enablement. And a team stuck in reactive support mode.So what did Ryan do?He turned his Customer Success team into a revenue engine.He launched a brand-new Account Management motion.He drove upsells, cross-sells — and got executive buy-in along the way.All with:No external trainingNo additional tech stackJust a clear plan, smart team structure, and weekly call reviews every MondayIn this episode, you’ll learn:How Ryan redefined Customer Success to support growthWhy mindset shift beats tool stackHow he built compensation plans and three AM levels from scratchWhat it takes to create expansion opportunities without budget or headcountRyan’s three keys for launching this new motion:1 - Be crystal clear on the problem2 - Get buy-in from your executive team3 - Define your metrics early — and live by themThis episode is a must-watch for any CS or RevOps leader building from zero.Thank you to Virtual Causeway for sponsoring this episode! To learn more about Virtual Causeway, visit www.virtualcauseway.com and mention the show for a special rate!Connect with Ryan Heintz -   / ryanheintz   Subscribe for more behind-the-scenes GTM playbooks and leadership stories.

How do you build a sales team that actually wins?In this episode, I’m joined by Marcus Chan to dive deep into what it really takes to coach reps to success; not just once, but consistently.We talk about:The CHARGE and SCALE frameworks for coaching and performanceHow to set your team up for success from day oneUsing the Pareto Principle (80/20 Rule) to focus your effortsWhy every team needs locker room leaders — and how to find themHow to run role plays that actually move the needleIf you're leading a sales team (or want to), this episode is a blueprint for building a high-performance culture that sticks.Thank you to Virtual Causeway for sponsoring this episode! To learn more about Virtual Causeway, visit www.virtualcauseway.com and mention the show for a special rate!🎧 Hit follow so you don’t miss future episodes on sales, leadership, and scaling teams the smart way.

Pricing your product is the hardest part of building a business. I've said it. In this episode, Doug Landis and I break down the challenges of defining your pricing strategy and to know that it's not a one and done situation!We cover the psychology behind customer willingness to pay, how to truly understand your Ideal Customer Profile, and the strategic approach to evaluating which verticals to target. Whether you're a founder struggling with your first pricing page or a seasoned entrepreneur looking to optimize revenue, this episode gives you the frameworks to turn pricing from guesswork into strategy.Thank you to Virtual Causeway for sponsoring this episode! To learn more about Virtual Causeway, visit www.virtualcauseway.com and mention the show for a special rate!#pricing #startup #saas #entrepreneurship #businessgrowth #businessstrategy

What happens when your company collapses from $6 million in recurring revenue to zero — in just two months?In this open and candid episode, legendary sales leader John Barrows shares how it happened, what it taught him, and how AI is shaping the next chapter — not just in business, but in how we work and live.We dig into:The real cost of churn (and why it sneaks up on you)John's experience losing everything almost overnightThe role of AI as an augmentor, not a replacementJohn's analogy of Iron Man (not Terminator) is the right mindset for the AI eraHow to build a future-proof career by embracing technology💬 "Once Tony Stark got JARVIS, that’s when he became Iron Man."This episode is a must-listen for founders, sales pros, and anyone navigating the intersection of AI and human performance.👉 Follow & rate the show if this hit home!Thank you to Virtual Causeway for sponsoring this episode! To learn more about Virtual Causeway, visit www.virtualcauseway.com and mention the show for a special rate!Follow John Barrows - https://www.linkedin.com/in/johnbarrows/#JohnBarrows #AI #SalesLeadership #Churn #SaaS #IronManMindset #TechPodcast #BusinessGrowth #B2Bsales

"Tell me your win rate and I can tell you exactly where you are in business." - Anthony Iannarino Anthony just dropped the most brutally honest sales diagnostic, and it's going to change how you think about your numbers forever.🔥 What You'll Discover:✅ Why a 23% win rate reveals EXACTLY what's broken in your sales process✅ The 4 critical gaps that your win rate exposes (most people miss #3)✅ How to diagnose your sales conversations without listening to a single call✅ Why "average" enterprise win rates are actually a red flag, not a benchmark✅ The certainty principle that separates top performers from the struggling majority💡 KEY INSIGHT: Your win rate isn't just a metric - it's a diagnostic tool that reveals whether you're leading prospects or following them, providing clarity or creating confusion, and projecting confidence or uncertainty.Anthony Iannarino breaks down the psychology behind why certain win rates indicate specific problems in your sales approach, and more importantly, how to fix them.Perfect for: Sales professionals, business owners, revenue leaders, and anyone tired of "average" results who wants to understand what their numbers are really telling them.🔔 SUBSCRIBE if you want more brutally honest business conversations on the tactics that actually move the needle.Connect with Anthony Iannarino:   / iannarino   or at https://www.thesalesblog.com/Thank you to Virtual Causeway - https://virtualcauseway.com/ - for sponsoring this episode!⁠#WinRate⁠ ⁠#SalesStrategy⁠ ⁠#AnthonyIannarino⁠ ⁠#SalesCoaching⁠ ⁠#BusinessGrowth⁠ ⁠#RevenueOptimization⁠ ⁠#SalesLeadership⁠ ⁠#Podcast⁠

"Supercharge Your Outbound: From Cold Leads to Hot Opportunities"Tired of low response rates and dead-end outreach? In this episode, Beth Mastre reveals insider secrets to crush your outbound prospecting efforts. Learn how to craft irresistible cold emails, tap into channels that actually work, and turn cold leads into hot opportunities. Discover the strategies top sales pros use to fill their pipeline faster than ever. Stop wasting time on prospects who ignore you — start converting like a pro. 🔥Thank you to Virtual Causeway for sponsoring this weeks episode. Find out more at https://virtualcauseway.com/ and mention the show for a special rate.

Thinking about selling to the enterprise? It’s a massive growth lever — but also a completely different beast than SMB sales.In this episode, we get real about what it actually takes to move upmarket. No fluff. No theory. Just battle-tested lessons from someone who’s been through it.You’ll learn:The biggest mistakes companies make when chasing big logosDetermine if your company and product are ready for moving upmarketVerticalize or territory focus?If you're a founder, sales leader, or GTM operator looking to scale your motion into the enterprise, this episode will save you time, money, and frustration.Thank you to Virtual Causeway - https://virtualcauseway.com/ - for sponsoring this episode! If you're looking to grow or generate more leads, speed up your sales cycle, and grow revenue without adding headcount, give the team at Virtual Causeway a call!🔔 Follow the show for more hard-earned insights on growing and scaling B2B companies.#EnterpriseSales #UpmarketStrategy #B2BGrowth #GTM #StartupSales #SaaS

Ever wondered what happens when big companies try to birth their own startups? Spoiler alert: it's messier than a toddler with finger paint! 🎨In this episode, Glenn Schmelzle and I dive deep into the chaotic, thrilling, and often brutal world of corporate spinouts. We're talking about those moments when established companies decide to take their side project and launch it into the wild as its own entity. Thank you to Virtual Causeway - https://virtualcauseway.com/ - for sponsoring this episode. If you're looking to grow your generate more leads, speed up your sales cycle and grow revenue, without adding headcount, give the team at Virtual Causeway a call!

Building a demand gen engine is difficult enough. Building a Demand Gen Engine for an open source product where you sell to developers is more difficult!Jason Hubbard faced this exact challenge when he joined Astronomer. His efforts led to assisting in a $500 Million dollar raise, 5x'ing revenue, and watching inbound represent 80% of the revenues. Thank you to The Red Umbrella Group - https://www.theredumbrellagroup.com/ - for sponsoring this episode. If you're looking to level up your sales team skills or run an SKO, call Ross and the team!

Revenue is a TEAM outcome and the most important thing within a company is communication. How do you communicate on the progress and pacing of that plan?Kyle Lacy, CMO of Docebo, and the host of The Revenue Diaries Podcast - https://open.spotify.com/show/0xSCjSG... - joins me to talk about this incredibly important topic!Kyle references his weather report document and can be found here - https://www.scribd.com/document/73360... Thank you to The Red Umbrella Group - https://www.theredumbrellagroup.com/ - for sponsoring this episode!

Demand Gen is broken today and we're in a phase of learning how to market in today's world. Tyler Lessard joins the podcast to discuss how marketing is changing and evolving in front of our eyes and what you need to be thinking about on marketing to your funnel. Thank you to Virtual Causeway for sponsoring this podcast. Learn more about them at https://virtualcauseway.com/Mention the show for a special rate.

Marketing in the AI era doesn't have a clear playbook; it's being defined!The evolution of the LLMs and watching website traffic decline, how do you change how you're doing marketing? Lisa Sharapata, VP of AI and GTM at Metadata joins us to give us a real time view into how to market.

Being acquired is part of business. Being part of a bigger company like Accenture is like "being put into a small country" and you have to figure out how to be successful.Noah Sturm shares some tips and tricks on how to be successful and advice on not losing your identity. Special thank you to The Red Umbrella Group - https://www.theredumbrellagroup.com/ - for sponsoring today's episode.

Sales Enablement is often the most misunderstood position inside of a revenue organization! They need to be masters of many things, yet they're responsible TO revenue and not FOR revenue.Cory Bray, founder of Clozeloop and CoachCRM sits down with me to talk about the future of Sales Enablement, where it's being done wrong, and what skills are required to be elite at Enablement amongst other great insights.

So you've acquired a company or have been acquired or merged with another company. Awesome! Now what? The hard part begins - the integration point. What do you do to integrate multiple companies or systems together to create one unified system for the future? Leslie Flemming, VP of Marketing at CloudKettle, joins me to share how their company aligned sales and marketing, created one vision across the entire company, and some actionable takeaways should you be in this position.

Businesses and Marketers might be missing the value of lead scoring! Gary Amaral and I go into details on where you should be looking at lead scoring, how you might be missing opportunities and the role that AI is playing. Are you running lead scoring for top of funnel, product retention, customer churn? These and many more fantastic insights are brought out in what was a super interesting conversation!

When should we use AI and when shouldn't we for our business applications? Kyle Himmelwright and I talk through when AI is a great option and when it's not, how AI for technology is mirroring what robotics did for the manufacturing industry., will AI replace SDRs and more! This was a fun conversation!

Jonathan Tice and I dive into how to realign the GTM function to align the buyers journey for value realization.