<![CDATA[Rev-n-u Unplugged]]>🎙️ Rev-n-u Unplugged — Where SaaS revenue leaders tell it like it is. Join James Hounslow, a seasoned recruiter in the revenue leadership space, as they sit down with Chief Revenue Officers, VPs of Sales, and Private Equity Operating Partners to have real, unfiltered conversations about the business of driving growth in SaaS. Each episode, the guest brings the topic, from communication to the board strategies and recruiting to value creation, winning new logos, cutting tech spend, and everything in between. No fluff. No scripts. Just the raw insights, lessons, and stories behind how top operators build and sustain revenue engines that perform. If you’re a sales leader, investor, or anyone obsessed with the craft of revenue, this is your backstage pass to the strategies and mindsets shaping today’s SaaS landscape. Tune in. Get real. Grow revenue. Unplugged.

]]>www.indigo-gtm.comRiverside.fm (https://riverside.com)Wed, 20 May 2026 20:11:39 GMTFri, 17 Oct 2025 09:10:23 GMT60James Hounslow from Indigo GTM<p>🎙️ Rev-n-u Unplugged — Where SaaS revenue leaders tell it like it is. Join James Hounslow, a seasoned recruiter in the revenue leadership space, as they sit down with Chief Revenue Officers, VPs of Sales, and Private Equity Operating Partners to have real, unfiltered conversations about the business of driving growth in SaaS. Each episode, the guest brings the topic, from communication to the board strategies and recruiting to value creation, winning new logos, cutting tech spend, and everything in between. No fluff. No scripts. Just the raw insights, lessons, and stories behind how top operators build and sustain revenue engines that perform. If you’re a sales leader, investor, or anyone obsessed with the craft of revenue, this is your backstage pass to the strategies and mindsets shaping today’s SaaS landscape. Tune in. Get real. Grow revenue. Unplugged.</p>episodicJames Hounslow from Indigo GTMjames@indigo-gtm.comno<![CDATA[Why Playbooks Don't Always Work]]>Why Playbooks Don't Always Work

]]>2537301b-e242-483a-a72e-e60071f67782Tue, 19 May 2026 10:10:54 GMT<p><b>Why Playbooks Don't Always Work</b></p>no00:00:52Why Playbooks Don't Always Workfull<![CDATA[Nobody Feels Ahead Right Now]]>Josh Allen, CRO at QuickBase, discusses the importance of AI in sales, the integration of AI into sales operations, and the impact of AI on sales enablement. He emphasizes the need for executive support and a strong revenue operations team to successfully implement AI in sales. Josh also highlights the role of product-led growth (PLG) and the collaboration between sales, marketing, and product teams in the AI-native era of sales. The conversation delves into the impact of AI on sales leadership, the need for adaptability, and the evolving role of CROs in the age of AI. It also explores the challenges and opportunities presented by AI in sales, as well as the future outlook for sales leaders in a rapidly changing landscape.

Takeaways

  • AI integration in sales
  • Importance of executive support
  • Collaboration between sales, marketing, and product teams
  • Role of product-led growth (PLG) in sales Adaptability is crucial for sales leaders in the face of AI and technological advancements.
  • The role of CROs is evolving, and the future of sales leadership will require a balance of data-driven decision-making and human interaction.

Chapters

  • 00:00 Adapting to the AI-Native Era
  • 40:17 Looking Ahead: Future of Sales Leadership
]]>96a8933c-3fd3-4943-a150-ce3dd47f7452Tue, 19 May 2026 10:08:20 GMT<p>Josh Allen, CRO at QuickBase, discusses the importance of AI in sales, the integration of AI into sales operations, and the impact of AI on sales enablement. He emphasizes the need for executive support and a strong revenue operations team to successfully implement AI in sales. Josh also highlights the role of product-led growth (PLG) and the collaboration between sales, marketing, and product teams in the AI-native era of sales. The conversation delves into the impact of AI on sales leadership, the need for adaptability, and the evolving role of CROs in the age of AI. It also explores the challenges and opportunities presented by AI in sales, as well as the future outlook for sales leaders in a rapidly changing landscape.</p><p></p><p>Takeaways</p><ul><li>AI integration in sales</li><li>Importance of executive support</li><li>Collaboration between sales, marketing, and product teams</li><li>Role of product-led growth (PLG) in sales Adaptability is crucial for sales leaders in the face of AI and technological advancements.</li><li>The role of CROs is evolving, and the future of sales leadership will require a balance of data-driven decision-making and human interaction.</li></ul><p></p><p>Chapters</p><ul><li>00:00 Adapting to the AI-Native Era</li><li>40:17 Looking Ahead: Future of Sales Leadership</li></ul>no00:43:4436Nobody Feels Ahead Right Nowfull<![CDATA[What Does A CRO Really Do]]>What Does A CRO Really Do!

]]>f81e33ac-36fe-49c4-94a0-79abcd613b26Tue, 05 May 2026 09:26:46 GMT<p>What Does A CRO Really Do!</p>no00:00:15What Does A CRO Really Dofull<![CDATA[You Don't Have a People Problem, You Have a System Problem]]>The conversation delves into the demystification of the Chief Revenue Officer (CRO) role, the assessment of readiness for a CRO role, the profile of a CRO, and the potential of Rev Ops professionals as CRO candidates. The conversation delves into the mindset of sales leaders, the role of a CRO, the significance of marketing in B2B, and the process of preparing the board for a CRO. It emphasizes the need for sales leaders to think like data scientists and highlights the CRO's role in unifying the organization's functions.

Takeaways

  • Demystifying the role of the CRO
  • Assessing the readiness for a CRO role Sales leaders need to think like data scientists
  • The role of a CRO is to build an engine where everyone is unified

Chapters

  • 00:00 Demystifying the Role of the CRO
  • 08:00 The Profile of a CRO
  • 15:46 Rev Ops as Potential CRO Candidates
  • 24:30 The Mindset of Sales Leaders
  • 31:09 The Role of Marketing in B2B
  • 36:24 Preparing the Board for a CRO
]]>44506a9c-3af3-4404-ab7e-2b8ed34cefb2Tue, 05 May 2026 09:21:41 GMT<p>The conversation delves into the demystification of the Chief Revenue Officer (CRO) role, the assessment of readiness for a CRO role, the profile of a CRO, and the potential of Rev Ops professionals as CRO candidates. The conversation delves into the mindset of sales leaders, the role of a CRO, the significance of marketing in B2B, and the process of preparing the board for a CRO. It emphasizes the need for sales leaders to think like data scientists and highlights the CRO's role in unifying the organization's functions.</p><p></p><p>Takeaways</p><ul><li>Demystifying the role of the CRO</li><li>Assessing the readiness for a CRO role Sales leaders need to think like data scientists</li><li>The role of a CRO is to build an engine where everyone is unified</li></ul><p></p><p>Chapters</p><ul><li>00:00 Demystifying the Role of the CRO</li><li>08:00 The Profile of a CRO</li><li>15:46 Rev Ops as Potential CRO Candidates</li><li>24:30 The Mindset of Sales Leaders</li><li>31:09 The Role of Marketing in B2B</li><li>36:24 Preparing the Board for a CRO</li></ul>no00:42:3035You Don't Have a People Problem, You Have a System Problemfull<![CDATA[The Real Reason Sales Hire Fail!]]>The Real Reason Sales Hire Fail

]]>8364f846-01e4-49cc-aab8-e3e1ca5a477bTue, 28 Apr 2026 10:22:25 GMT<p>The Real Reason Sales Hire Fail</p>no00:00:41The Real Reason Sales Hire Fail!full<![CDATA[The Tiger Woods Factor: Ed Lane on Finding Sales Talent That Stands Out]]>The conversation delves into the art of hiring sales leaders, exploring hiring philosophy and success metrics. Ed Lane shares insights on measuring success, identifying key traits, and the importance of proactive hiring. The discussion also emphasizes the significance of onboarding and the role of sales enablement in nurturing sales talent.

Takeaways

  • Hiring Philosophy
  • Success Metrics

Chapters

  • 00:00 The Art of Hiring Sales Leaders
]]>2928f5e5-3da1-4153-a5da-6b9d6b7b1d84Tue, 28 Apr 2026 09:58:20 GMT<p>The conversation delves into the art of hiring sales leaders, exploring hiring philosophy and success metrics. Ed Lane shares insights on measuring success, identifying key traits, and the importance of proactive hiring. The discussion also emphasizes the significance of onboarding and the role of sales enablement in nurturing sales talent.</p><p></p><p>Takeaways</p><ul><li>Hiring Philosophy</li><li>Success Metrics</li></ul><p></p><p>Chapters</p><ul><li>00:00 The Art of Hiring Sales Leaders</li></ul>no00:39:1534The Tiger Woods Factor: Ed Lane on Finding Sales Talent That Stands Outfull<![CDATA[Navigating Revenue Growth Pressure]]>Navigating Revenue Growth Pressure

]]>20940a6e-f9fb-4098-b861-15b4553e001fTue, 31 Mar 2026 08:16:43 GMT<p>Navigating Revenue Growth Pressure</p>no00:00:26Navigating Revenue Growth Pressurefull<![CDATA[The Wrong Revenue Will Kill You]]>The conversation covers the importance of revenue quality, growth strategy, pipeline management, product-market fit, customer success, AI in sales enablement, and the human element in business growth. It emphasizes the dynamic nature of product-market fit and the need to balance data with human experience. The discussion also highlights the significance of the human element in customer interactions and the limitations of AI in replacing human wisdom and experience.

Takeaways

  • Quality of revenue matters
  • Balancing data with human experience
  • Product market fit is dynamic

Chapters

  • 00:00 Introduction and Background
  • 11:29 Pipeline Management and Revenue Balancing
  • 16:41 Product Market Fit and Customer Success
  • 32:11 AI in Sales Enablement and Customer Success
  • 44:14 Human Element in Business Growth
]]>2ad0ca78-5fdd-430b-92ea-1b3bfdc4fbb4Tue, 31 Mar 2026 08:15:21 GMT<p>The conversation covers the importance of revenue quality, growth strategy, pipeline management, product-market fit, customer success, AI in sales enablement, and the human element in business growth. It emphasizes the dynamic nature of product-market fit and the need to balance data with human experience. The discussion also highlights the significance of the human element in customer interactions and the limitations of AI in replacing human wisdom and experience.</p><p></p><p>Takeaways</p><ul><li>Quality of revenue matters</li><li>Balancing data with human experience</li><li>Product market fit is dynamic</li></ul><p></p><p>Chapters</p><ul><li>00:00 Introduction and Background</li><li>11:29 Pipeline Management and Revenue Balancing</li><li>16:41 Product Market Fit and Customer Success</li><li>32:11 AI in Sales Enablement and Customer Success</li><li>44:14 Human Element in Business Growth</li></ul>no00:45:0932The Wrong Revenue Will Kill Youfull<![CDATA[AI amplifies teams to a billion dollar valuation]]>AI amplifies

]]>08ddb5e3-8d70-4ca8-b330-4a2374de6bbeWed, 18 Mar 2026 11:30:03 GMT<p>AI amplifies</p>no00:00:42AI amplifies teams to a billion dollar valuationfull<![CDATA[Where the Power Really Sits — and How to Get It ]]>The conversation delves into the evolution of sales leadership, emphasizing the need for sales leaders to transcend into executive leadership. It explores the dynamics of power within a business, highlighting the influence of customer success and the importance of understanding where the power really sits. Additionally, it discusses the challenges and strategies for sales leaders to step into the power vacuum within a business. The conversation delves into the importance of adaptability in navigating power dynamics, adapting to different environments, and hiring for adaptability. It also explores the role of AI in scaling sales efforts and enablement, as well as the implementation of AI in sales processes.

Takeaways

  • Sales leaders need to transcend from being just sales leaders to becoming executive leaders
  • Understanding where the power really sits within a business is crucial for sales leaders
  • Customer success is equal to sales in terms of power and influence in today's business landscape Adaptability is crucial for success in different industries
  • AI can be used to scale sales efforts and improve efficiency

Chapters

  • 00:00 The Evolution of Sales Leadership
  • 05:38 The Power Dynamics in Business
  • 14:04 Understanding Where the Power Really Sits
  • 19:56 The Influence of Customer Success
  • 28:19 Adapting to Different Environments
  • 34:57 AI in Sales and Enablement
  • 47:16 Implementing AI in Sales
]]>12ef6fd2-efc4-4e61-8d35-7068bdae459dWed, 18 Mar 2026 11:27:51 GMT<p>The conversation delves into the evolution of sales leadership, emphasizing the need for sales leaders to transcend into executive leadership. It explores the dynamics of power within a business, highlighting the influence of customer success and the importance of understanding where the power really sits. Additionally, it discusses the challenges and strategies for sales leaders to step into the power vacuum within a business. The conversation delves into the importance of adaptability in navigating power dynamics, adapting to different environments, and hiring for adaptability. It also explores the role of AI in scaling sales efforts and enablement, as well as the implementation of AI in sales processes.</p><p></p><p>Takeaways</p><ul><li>Sales leaders need to transcend from being just sales leaders to becoming executive leaders</li><li>Understanding where the power really sits within a business is crucial for sales leaders</li><li>Customer success is equal to sales in terms of power and influence in today's business landscape Adaptability is crucial for success in different industries</li><li>AI can be used to scale sales efforts and improve efficiency</li></ul><p></p><p>Chapters</p><ul><li>00:00 The Evolution of Sales Leadership</li><li>05:38 The Power Dynamics in Business</li><li>14:04 Understanding Where the Power Really Sits</li><li>19:56 The Influence of Customer Success</li><li>28:19 Adapting to Different Environments</li><li>34:57 AI in Sales and Enablement</li><li>47:16 Implementing AI in Sales</li></ul>no00:45:2731Where the Power Really Sits — and How to Get It full<![CDATA[From Zero to PE Backing: The CRO Co-Founder Playbook Nobody Talks About]]>Raphaël Boukris, co-founder and CRO of Didomi, shares insights on the role of a CRO, M&A as a revenue strategy, and the challenges of scaling in different geographies. He emphasises the importance of sticking to what works in the go-to-market approach and the need for patience in managing acquisitions.

Takeaways

  • CRO as Co-founder
  • M&A as Revenue Strategy

Chapters

  • 00:00 The Role of a CRO and Co-founder
  • 17:33 Challenges of M&A and Integration
  • 32:34 Scaling in Different Geographies
  • 38:08 Go-to-Market Advice for Founders
]]>6cdba538-9476-4c1a-bf51-255da7840976Tue, 10 Mar 2026 12:22:26 GMT<p>Raphaël Boukris, co-founder and CRO of Didomi, shares insights on the role of a CRO, M&amp;A as a revenue strategy, and the challenges of scaling in different geographies. He emphasises the importance of sticking to what works in the go-to-market approach and the need for patience in managing acquisitions.</p><p></p><p>Takeaways</p><ul><li>CRO as Co-founder</li><li>M&amp;A as Revenue Strategy</li></ul><p></p><p>Chapters</p><ul><li>00:00 The Role of a CRO and Co-founder</li><li>17:33 Challenges of M&amp;A and Integration</li><li>32:34 Scaling in Different Geographies</li><li>38:08 Go-to-Market Advice for Founders</li></ul>no00:36:4929From Zero to PE Backing: The CRO Co-Founder Playbook Nobody Talks Aboutfull<![CDATA[It's Fatal To Not Start With The Foundations]]>You It's Fatal To Not Start With The Foundations

]]>4feb7d91-d215-4af8-8f90-edced019ca7bTue, 03 Mar 2026 14:29:58 GMT<p>You It's Fatal To Not Start With The Foundations</p>no00:00:50It's Fatal To Not Start With The Foundationsfull<![CDATA["You Can't Sell Your Way Out of Trouble" — Stuart Whyte, CRO at RealVNC]]>Stuart Whyte, CRO at RealVNC, shares insights on building the foundation before chasing growth, the revenue bow tie, and managing churn proactively. He emphasizes the importance of aligning with the board, customer-centric revenue strategies, and the role of a CRO in driving customer success and revenue growth. The conversation covers the role of a CRO in managing sales teams, forecasting, cross-functional trust, and proactive churn management. It also delves into the use of technology, AI, and data in customer support and renewal strategies.

Takeaways

  • Foundation before growth
  • Customer-centric revenue strategies Cross-functional trust is vital for a CRO, who must focus on strategic aspects and trust the sales team to execute effectively.
  • Proactive churn management involves tiered customer support, AI-driven insights, and data-led communication strategies.
  • The use of technology, AI, and data is crucial in improving customer experience, increasing ARR, and maintaining the quality of customers.
  • Forecasting transparency and cross-functional collaboration are essential for business growth and decision-making.

]]>242bd2f6-69cb-4a91-85da-78797cc7aea8Tue, 03 Mar 2026 14:26:08 GMT<p>Stuart Whyte, CRO at RealVNC, shares insights on building the foundation before chasing growth, the revenue bow tie, and managing churn proactively. He emphasizes the importance of aligning with the board, customer-centric revenue strategies, and the role of a CRO in driving customer success and revenue growth. The conversation covers the role of a CRO in managing sales teams, forecasting, cross-functional trust, and proactive churn management. It also delves into the use of technology, AI, and data in customer support and renewal strategies.</p><p></p><p>Takeaways</p><ul><li>Foundation before growth</li><li>Customer-centric revenue strategies Cross-functional trust is vital for a CRO, who must focus on strategic aspects and trust the sales team to execute effectively.</li><li>Proactive churn management involves tiered customer support, AI-driven insights, and data-led communication strategies.</li><li>The use of technology, AI, and data is crucial in improving customer experience, increasing ARR, and maintaining the quality of customers.</li><li>Forecasting transparency and cross-functional collaboration are essential for business growth and decision-making.</li></ul><p></p><p></p>no00:49:3929"You Can't Sell Your Way Out of Trouble" — Stuart Whyte, CRO at RealVNCfull<![CDATA[4 Essential Questions For GTM]]>4 Essential Questions For GTM

]]>a49f06fc-dbd4-40d7-a704-4f9dd048f58aTue, 24 Feb 2026 14:12:16 GMT<p>4 Essential Questions For GTM</p>no00:00:514 Essential Questions For GTMfull<![CDATA[Stop Chasing Every Deal: "Why Your ICP Is Killing Your Pipeline"]]>The conversation covers the importance of a narrow Ideal Customer Profile (ICP) in enterprise sales, the comparison between Product-Led Growth (PLG) and Enterprise Sales, and the success of hiring D1 athletes in sales roles. Bob Moore shares insights on ICP discipline, the challenges of broad ICP, and the transition from enterprise to PLG. Additionally, he discusses the value of hiring D1 athletes and their success in sales roles. The conversation delves into the DNA of successful enterprise sellers, highlighting the complexity of enterprise sales and the core attributes required for success. It explores the competitive nature, resilience, and communication skills essential for enterprise sales, as well as the challenges in onboarding and skill development. Additionally, it discusses the attributes of athletes and military personnel, the transition of military experience to sales, and the importance of hiring based on personal attributes. The advice for sales leaders emphasizes the value of networking and benchmarking with others in the field.

Takeaways

  • Narrow ICP is crucial
  • PLG vs Enterprise Sales
  • Hiring D1 Athletes Athletic DNA for enterprise sales
  • Attributes of successful enterprise sellers

Chapters

  • 00:00 The Importance of Narrow ICP
  • 14:16 PLG vs Enterprise Sales
  • 28:09 Hiring D1 Athletes
  • 34:06 Onboarding and Skill Development
  • 43:01 Attributes of Athletes and Military Personnel
  • 49:20 Hiring Based on Personal Attributes
]]>ed3e6d7d-5981-429e-b949-f06f892031e5Tue, 24 Feb 2026 13:55:47 GMT<p>The conversation covers the importance of a narrow Ideal Customer Profile (ICP) in enterprise sales, the comparison between Product-Led Growth (PLG) and Enterprise Sales, and the success of hiring D1 athletes in sales roles. Bob Moore shares insights on ICP discipline, the challenges of broad ICP, and the transition from enterprise to PLG. Additionally, he discusses the value of hiring D1 athletes and their success in sales roles. The conversation delves into the DNA of successful enterprise sellers, highlighting the complexity of enterprise sales and the core attributes required for success. It explores the competitive nature, resilience, and communication skills essential for enterprise sales, as well as the challenges in onboarding and skill development. Additionally, it discusses the attributes of athletes and military personnel, the transition of military experience to sales, and the importance of hiring based on personal attributes. The advice for sales leaders emphasizes the value of networking and benchmarking with others in the field.</p><p></p><p>Takeaways</p><ul><li>Narrow ICP is crucial</li><li>PLG vs Enterprise Sales</li><li>Hiring D1 Athletes Athletic DNA for enterprise sales</li><li>Attributes of successful enterprise sellers</li></ul><p></p><p>Chapters</p><ul><li>00:00 The Importance of Narrow ICP</li><li>14:16 PLG vs Enterprise Sales</li><li>28:09 Hiring D1 Athletes</li><li>34:06 Onboarding and Skill Development</li><li>43:01 Attributes of Athletes and Military Personnel</li><li>49:20 Hiring Based on Personal Attributes</li></ul>no00:47:3928Stop Chasing Every Deal: "Why Your ICP Is Killing Your Pipeline"full<![CDATA[Customer Value Creation]]>Customer Value Creation

]]>417e4e77-a0fb-4a86-a325-7766fd412c8bTue, 17 Feb 2026 14:00:49 GMT<p>Customer Value Creation</p>no00:00:44Customer Value Creationfull<![CDATA[The Science of Scaling -Mark Roberge]]>The conversation delves into the impact of revenue growth obsession, the importance of customer value creation, and the role of churn in businesses. It also explores the alignment of sales compensation with customer retention, the significance of accountability in sales, and the need for a strong explanation behind sales compensation. Additionally, the conversation highlights the critical nature of product market fit in the early stages of a business. The conversation delves into the misconceptions surrounding product-market fit and the influence of VCs on growth strategy. It also explores the challenges of aggressive growth strategies, the stress associated with them, and the importance of balancing growth and sustainability. Additionally, it covers the significance of sales leadership and coaching, the hiring process for scaling success, and the leading indicator of retention as a metric. Finally, it discusses the potential impact of the framework on startup success.

Takeaways

  • Revenue growth obsession
  • Importance of customer value creation
  • The impact of churn on businesses
  • Aligning sales compensation with customer retention
  • The role of accountability in sales
  • The need for a strong explanation behind sales compensation
  • The significance of product market fit Product Market Fit Misconceptions
  • The Role of VCs in Growth Strategy

Chapters

  • 00:00 Mitigating Cultural Issues and Accountabilities
  • 36:12 VC Influence on Growth Strategy
  • 41:28 Challenges of Aggressive Growth Strategies
  • 49:35 Balancing Growth and Sustainability
  • 57:09 Hiring for Scaling Success
]]>c3126dcb-4983-44cf-8282-4426507d1488Tue, 17 Feb 2026 13:33:58 GMT<p>The conversation delves into the impact of revenue growth obsession, the importance of customer value creation, and the role of churn in businesses. It also explores the alignment of sales compensation with customer retention, the significance of accountability in sales, and the need for a strong explanation behind sales compensation. Additionally, the conversation highlights the critical nature of product market fit in the early stages of a business. The conversation delves into the misconceptions surrounding product-market fit and the influence of VCs on growth strategy. It also explores the challenges of aggressive growth strategies, the stress associated with them, and the importance of balancing growth and sustainability. Additionally, it covers the significance of sales leadership and coaching, the hiring process for scaling success, and the leading indicator of retention as a metric. Finally, it discusses the potential impact of the framework on startup success.</p><p></p><p>Takeaways</p><ul><li>Revenue growth obsession</li><li>Importance of customer value creation</li><li>The impact of churn on businesses</li><li>Aligning sales compensation with customer retention</li><li>The role of accountability in sales</li><li>The need for a strong explanation behind sales compensation</li><li>The significance of product market fit Product Market Fit Misconceptions</li><li>The Role of VCs in Growth Strategy</li></ul><p></p><p>Chapters</p><ul><li>00:00 Mitigating Cultural Issues and Accountabilities</li><li>36:12 VC Influence on Growth Strategy</li><li>41:28 Challenges of Aggressive Growth Strategies</li><li>49:35 Balancing Growth and Sustainability</li><li>57:09 Hiring for Scaling Success</li></ul>no00:57:0127The Science of Scaling -Mark Robergefull<![CDATA[Going From Startup to Scale Up - Listen, Learn, Observe ]]>Going From Startup to Scale Up - Listen, Learn, Observe

]]>1eff24df-1621-44e4-9d40-3b758e3bbf5fTue, 10 Feb 2026 14:02:46 GMT<p>Going From Startup to Scale Up - Listen, Learn, Observe </p>no00:00:29Going From Startup to Scale Up - Listen, Learn, Observe full<![CDATA[Stop Obsessing About the Fruit: Why the Best CROs Focus on the Root]]>The conversation with Andrew Barker, CRO at ClearBank, covers his sales journey, challenges in scaling a business, and the modern B2B revenue engine. Andrew shares insights on implementing sales methodology, avoiding over-engineering, and the importance of understanding data without a rev ops presence. He also discusses the challenges of avoiding custom builds in scale-ups and the integration of marketing, channel, sales, and client success under one integrated function. The conversation covers the importance of early customer engagement and value provision, the role of the CRO in managing the revenue engine, the integration of AI into business processes, stakeholder management and expectations, team dynamics and scaling, and the role of RevOps in scaling a business.

Takeaways

  • Sales Leadership
  • Scaling a Business Early engagement and value provision are crucial in modern B2B sales.
  • RevOps plays a critical role in enforcing infrastructure, systems, processes, and technology.
  • AI should be integrated into business processes and problems, with a focus on targeted solutions.
  • Talent management, energy management, and mindset matter significantly in sales organizations.

Chapters

  • 00:00 Introduction and Value of Revenue Unplugged
  • 05:05 Building a Revenue Engine
  • 11:30 Understanding Data Without Rev Ops
  • 18:05 Getting Buy-In for Sales Methodology
  • 27:00 Modern B2B Revenue Engine
  • 32:51 The Role of the CRO and Revenue Engine
  • 43:00 Stakeholder Management and Expectations
  • 51:43 RevOps and its Role in Scaling
]]>abe84479-6c8b-499a-98ad-fb451f736dbdTue, 10 Feb 2026 13:59:51 GMT<p>The conversation with Andrew Barker, CRO at ClearBank, covers his sales journey, challenges in scaling a business, and the modern B2B revenue engine. Andrew shares insights on implementing sales methodology, avoiding over-engineering, and the importance of understanding data without a rev ops presence. He also discusses the challenges of avoiding custom builds in scale-ups and the integration of marketing, channel, sales, and client success under one integrated function. The conversation covers the importance of early customer engagement and value provision, the role of the CRO in managing the revenue engine, the integration of AI into business processes, stakeholder management and expectations, team dynamics and scaling, and the role of RevOps in scaling a business.</p><p></p><p>Takeaways</p><ul><li>Sales Leadership</li><li>Scaling a Business Early engagement and value provision are crucial in modern B2B sales.</li><li>RevOps plays a critical role in enforcing infrastructure, systems, processes, and technology.</li><li>AI should be integrated into business processes and problems, with a focus on targeted solutions.</li><li>Talent management, energy management, and mindset matter significantly in sales organizations.</li></ul><p></p><p>Chapters</p><ul><li>00:00 Introduction and Value of Revenue Unplugged</li><li>05:05 Building a Revenue Engine</li><li>11:30 Understanding Data Without Rev Ops</li><li>18:05 Getting Buy-In for Sales Methodology</li><li>27:00 Modern B2B Revenue Engine</li><li>32:51 The Role of the CRO and Revenue Engine</li><li>43:00 Stakeholder Management and Expectations</li><li>51:43 RevOps and its Role in Scaling</li></ul>no00:51:2825Stop Obsessing About the Fruit: Why the Best CROs Focus on the Rootfull<![CDATA[Team Will Never Out Perform It's Culture]]>Team Will Never Out Perform It's Culture

]]>30b16b51-e56f-4cff-9b88-ccb2f8e6a442Tue, 03 Feb 2026 14:36:45 GMT<p>Team Will Never Out Perform It's Culture</p>no00:00:19Team Will Never Out Perform It's Culturefull<![CDATA[Most Revenue Problems Aren't Sales Problems – They're Orchestration Problems]]>The conversation covers three primary themes: Evolution of the Revenue Leader, Winning the Talent War, and Building Cultures that Multiply Revenue. Each theme is explored in depth, highlighting the changing role of revenue leaders, the importance of winning the talent war, and the impact of culture on revenue multiplication. The conversation covers the importance of setting clear expectations for candidates, the varying interview processes based on the role, the significance of peer-level interviews, the need for transparency in the interview process, the lack of investment in interview training, the impact of culture on revenue, and the role of accountability in leadership.

Takeaways

  • Revenue leaders have evolved from focusing solely on sales to orchestrating the entire revenue ecosystem.
  • Winning the talent war requires a focus on employee engagement from the very first interview.
  • Culture plays a critical role in multiplying revenue and requires the involvement of all functional leaders.
  • The role of the CRO has expanded to include influence across functions and a deep understanding of data and messaging. Clear expectations are crucial for candidates
  • Interview processes should be tailored to the role
  • Transparency in the interview process is valued by candidates
  • Investment in interview training is lacking
  • Culture has a significant impact on revenue
  • Accountability is essential in leadership

]]>0cb81db9-99ae-43a1-862b-cce2561bc94cTue, 03 Feb 2026 14:11:15 GMT<p>The conversation covers three primary themes: Evolution of the Revenue Leader, Winning the Talent War, and Building Cultures that Multiply Revenue. Each theme is explored in depth, highlighting the changing role of revenue leaders, the importance of winning the talent war, and the impact of culture on revenue multiplication. The conversation covers the importance of setting clear expectations for candidates, the varying interview processes based on the role, the significance of peer-level interviews, the need for transparency in the interview process, the lack of investment in interview training, the impact of culture on revenue, and the role of accountability in leadership.</p><p></p><p>Takeaways</p><ul><li>Revenue leaders have evolved from focusing solely on sales to orchestrating the entire revenue ecosystem.</li><li>Winning the talent war requires a focus on employee engagement from the very first interview.</li><li>Culture plays a critical role in multiplying revenue and requires the involvement of all functional leaders.</li><li>The role of the CRO has expanded to include influence across functions and a deep understanding of data and messaging. Clear expectations are crucial for candidates</li><li>Interview processes should be tailored to the role</li><li>Transparency in the interview process is valued by candidates</li><li>Investment in interview training is lacking</li><li>Culture has a significant impact on revenue</li><li>Accountability is essential in leadership</li></ul><p></p><p></p>no00:49:5824Most Revenue Problems Aren't Sales Problems – They're Orchestration Problemsfull<![CDATA[To Win Focus on Defferent & Not Just Better]]>Different not Better

]]>5cc9b5dd-e4c9-4a37-947c-0ae5751b318cSun, 01 Feb 2026 07:51:28 GMT<p>Different not Better</p>no00:00:35To Win Focus on Defferent & Not Just Betterfull<![CDATA[Cut Your Sales Stages in Half: The SPICED Methodology That Drives Best-in-Class Win Rates]]>The conversation delves into the importance of positioning and messaging in sales, the impact of selling the problem vs. selling the product, the role of ICP in sales strategy, the significance of sales enablement and technology, and the analysis of sales strategy and its impact. The conversation delves into the critical importance of execution in sales methodology, the implementation and impact of the SPICED sales methodology, the process of choosing the right sales methodology for a business, the role and impact of sales enablement in business growth, and the significance of leveraging data and consultative approaches in sales leadership.

Takeaways

  • Selling the problem vs. selling the product
  • Importance of positioning and messaging in sales
  • The impact of ICP (Ideal Customer Profile) on sales strategy Execution is key
  • Sales enablement is about consistent execution and repeatability

Chapters

  • 00:00 Positioning and Messaging in Sales
  • 05:34 ICP and Sales Strategy
  • 12:05 Sales Enablement and Technology
  • 20:55 The Importance of Execution in Sales Methodology
  • 30:08 The Role and Impact of Sales Enablement in Business Growth
  • 36:08 Leveraging Data and Consultative Approaches in Sales Leadership
]]>be0c1433-4535-480a-b38c-6eaaa3e7feb2Tue, 27 Jan 2026 14:05:44 GMT<p>The conversation delves into the importance of positioning and messaging in sales, the impact of selling the problem vs. selling the product, the role of ICP in sales strategy, the significance of sales enablement and technology, and the analysis of sales strategy and its impact. The conversation delves into the critical importance of execution in sales methodology, the implementation and impact of the SPICED sales methodology, the process of choosing the right sales methodology for a business, the role and impact of sales enablement in business growth, and the significance of leveraging data and consultative approaches in sales leadership.</p><p></p><p>Takeaways</p><ul><li>Selling the problem vs. selling the product</li><li>Importance of positioning and messaging in sales</li><li>The impact of ICP (Ideal Customer Profile) on sales strategy Execution is key</li><li>Sales enablement is about consistent execution and repeatability</li></ul><p></p><p>Chapters</p><ul><li>00:00 Positioning and Messaging in Sales</li><li>05:34 ICP and Sales Strategy</li><li>12:05 Sales Enablement and Technology</li><li>20:55 The Importance of Execution in Sales Methodology</li><li>30:08 The Role and Impact of Sales Enablement in Business Growth</li><li>36:08 Leveraging Data and Consultative Approaches in Sales Leadership</li></ul>no00:41:1924Cut Your Sales Stages in Half: The SPICED Methodology That Drives Best-in-Class Win Ratesfull<![CDATA[Winning Culture]]>Winning Culture

]]>e95cfad1-8152-47cb-8951-3d5439e1ac11Tue, 20 Jan 2026 15:22:42 GMT<p>Winning Culture </p>no00:00:34Winning Culturefull<![CDATA[Skills Can Be Taught, Qualities Cannot: Joe Marcin on Negotiating, Culture & Selecting A-Players]]>

In this conversation, Joe Marcin discusses the critical aspects of negotiation, building a winning culture, and selecting top talent in sales. He emphasizes that negotiation begins from the first interaction with a customer and highlights the importance of establishing a give-get framework. Joe also shares insights on creating a culture of accountability and mutual success within sales teams. Furthermore, he outlines the key traits to look for when selecting winners in sales, including curiosity, creativity, and grit. The discussion also touches on the significance of structured onboarding processes and competency frameworks to ensure sales reps are set up for success.

]]>67cc6510-0e02-46ac-83c1-80d930d3063cTue, 20 Jan 2026 15:20:57 GMT<p></p><p>In this conversation, Joe Marcin discusses the critical aspects of negotiation, building a winning culture, and selecting top talent in sales. He emphasizes that negotiation begins from the first interaction with a customer and highlights the importance of establishing a give-get framework. Joe also shares insights on creating a culture of accountability and mutual success within sales teams. Furthermore, he outlines the key traits to look for when selecting winners in sales, including curiosity, creativity, and grit. The discussion also touches on the significance of structured onboarding processes and competency frameworks to ensure sales reps are set up for success.</p><p></p>no00:58:4323Skills Can Be Taught, Qualities Cannot: Joe Marcin on Negotiating, Culture & Selecting A-Playersfull<![CDATA[Unblocking Issue My Team Has.]]>Unblocking Issue My Team Has

]]>bb6b3957-cc7f-434a-9d08-e9ac48ae09eaTue, 13 Jan 2026 14:52:39 GMT<p>Unblocking Issue My Team Has</p>no00:00:59Unblocking Issue My Team Has.full<![CDATA[Building Accountability Without Fear]]>Culture is a never-ending journey. And accountability starts with figuring out what you're being accountable to."

Ron Gupta, CRO at Vendavo, has spent 15 years taking mid-to-late stage startups through their messiest inflection points. In this episode, he pulls back the curtain on what actually works when scaling sales teams.

The brutal truth? Your A-players don't leave after 3 years. They leave in the first 6 months if you get the onboarding wrong.

In this conversation, we break down:

→ Why culture falls flat in the second and third layer of leadership (not at exec level where you think it does)

→ The difference between accountability and fear - and why managing by spreadsheets kills both

→ How to interview A-players who are "master chameleons" - Ron's 3-stage process that actually works

→ Why the first 6 months are make-or-break for top talent (and what you must do in that window)

→ The nuances of vertical SaaS when your entire TAM is 60 companies and 300 people - you can't afford a single bad conversation

Plus, Ron shares the story of hiring an "A-player" who had zero success for 10 months... then became number one by a mile at his next company. Context is everything.

If you're hiring senior sales talent, scaling a team, or trying to build accountability without toxicity - this episode will save you from expensive mistakes.

]]>53e6eed9-b0fd-40e6-9855-6948906d12fdTue, 13 Jan 2026 14:25:18 GMT<p>Culture is a never-ending journey. And accountability starts with figuring out what you're being accountable to."<br /><br />Ron Gupta, CRO at Vendavo, has spent 15 years taking mid-to-late stage startups through their messiest inflection points. In this episode, he pulls back the curtain on what actually works when scaling sales teams.<br /><br />The brutal truth? Your A-players don't leave after 3 years. They leave in the first 6 months if you get the onboarding wrong.<br /><br />In this conversation, we break down:<br /><br />→ Why culture falls flat in the second and third layer of leadership (not at exec level where you think it does)<br /><br />→ The difference between accountability and fear - and why managing by spreadsheets kills both<br /><br />→ How to interview A-players who are "master chameleons" - Ron's 3-stage process that actually works<br /><br />→ Why the first 6 months are make-or-break for top talent (and what you must do in that window)<br /><br />→ The nuances of vertical SaaS when your entire TAM is 60 companies and 300 people - you can't afford a single bad conversation<br /><br />Plus, Ron shares the story of hiring an "A-player" who had zero success for 10 months... then became number one by a mile at his next company. Context is everything.<br /><br />If you're hiring senior sales talent, scaling a team, or trying to build accountability without toxicity - this episode will save you from expensive mistakes.</p>no00:54:1822Building Accountability Without Fearfull<![CDATA[We Had To Look At Ourselves ]]>We Had To Look At Ourselves

]]>afb55e1f-0184-4ecb-8e52-1745f0870c06Tue, 06 Jan 2026 17:33:13 GMT<p>We Had To Look At Ourselves </p>no00:01:05We Had To Look At Ourselves full<![CDATA[Churn Is the Foundation of All Growth: Why Your Entire Company Owns Retention]]>Churn isn't just a customer success problem—it's a sales problem. And it's costing you millions.

In this episode, Vanessa Brangwyn pulls back the curtain on customer expansion revenue and why most companies are getting it completely wrong. She reveals the uncomfortable truth about early-stage churn, when to split customer success from account management, and how her company jumped gross retention by 5 percentage points using AI.

If you're a CRO chasing new logos whilst revenue leaks out the back door, this conversation will change how you think about growth. Vanessa doesn't do corporate fluff—just honest talk about what actually works when your entire company needs to own retention.

Key topics:

  • Why 8 out of 10 onboarding churns are sales problems, not CS issues
  • When to specialise customer success roles (and how to comp them without warfare)
  • Using AI to predict churn before renewal conversations
  • The difference between CSMs who identify opportunities and account managers who close them
  • How to build a revenue engine from your install base, not just new logos

Vanessa Brangwyn is a software executive with two decades in B2B enterprise sales. She went from CSM to CRO over 12 years and has scaled revenue teams across HR tech and fintech.

]]>3cb1545b-76d0-4349-8d90-a3882c93942aTue, 06 Jan 2026 13:57:18 GMT<p><b>Churn isn't just a customer success problem—it's a sales problem. And it's costing you millions.</b></p><p></p><p>In this episode, Vanessa Brangwyn pulls back the curtain on customer expansion revenue and why most companies are getting it completely wrong. She reveals the uncomfortable truth about early-stage churn, when to split customer success from account management, and how her company jumped gross retention by 5 percentage points using AI.</p><p>If you're a CRO chasing new logos whilst revenue leaks out the back door, this conversation will change how you think about growth. Vanessa doesn't do corporate fluff—just honest talk about what actually works when your entire company needs to own retention.</p><p></p><p><b>Key topics:</b></p><ul><li>Why 8 out of 10 onboarding churns are sales problems, not CS issues</li><li>When to specialise customer success roles (and how to comp them without warfare)</li><li>Using AI to predict churn before renewal conversations</li><li>The difference between CSMs who identify opportunities and account managers who close them</li><li>How to build a revenue engine from your install base, not just new logos</li><li></li></ul><p>Vanessa Brangwyn is a software executive with two decades in B2B enterprise sales. She went from CSM to CRO over 12 years and has scaled revenue teams across HR tech and fintech.</p><p></p>no00:43:4821Churn Is the Foundation of All Growth: Why Your Entire Company Owns Retentionfull<![CDATA[Never Stop Recruiting ]]>Words of wisdom from James Bagan.

]]>3a296381-b1fe-4fb8-94d6-134ef90ccbfcTue, 16 Dec 2025 14:40:34 GMT<p>Words of wisdom from James Bagan.</p>no00:00:46Never Stop Recruiting full<![CDATA["When Does All of This Become My Fault?" The First 90 Days as a CRO]]>James Bagan has done due diligence on over 200 B2B tech businesses and doesn't pull punches.

In this conversation, he breaks down why most boards misunderstand RevOps, what new CROs must do in their first 30 days to survive, and why promoting your top salesperson usually backfires.

We also cover managing board relationships, the death of "growth at all costs," and why you should be interviewing candidates even when you're fully staffed.

Straight talk for sales leaders who want to avoid expensive mistakes

]]>750f4348-f780-4631-bd5f-a6b030f77a42Tue, 16 Dec 2025 13:37:00 GMT<p>James Bagan has done due diligence on over 200 B2B tech businesses and doesn't pull punches.</p><p>In this conversation, he breaks down why most boards misunderstand RevOps, what new CROs must do in their first 30 days to survive, and why promoting your top salesperson usually backfires.</p><p>We also cover managing board relationships, the death of "growth at all costs," and why you should be interviewing candidates even when you're fully staffed.</p><p>Straight talk for sales leaders who want to avoid expensive mistakes</p>no01:06:57"When Does All of This Become My Fault?" The First 90 Days as a CROfull<![CDATA[You Need To Know What Impact Your Product Has.]]>Understanding what impact your product or service has on a customer is vital for new business.

]]>4b53acb2-bb77-4051-a29c-1833c5c092ceTue, 09 Dec 2025 14:24:59 GMT<p>Understanding what impact your product or service has on a customer is vital for new business.</p>no00:01:08You Need To Know What Impact Your Product Has.full<![CDATA["The Four Pillars of Commercial Excellence: How Richard Perez helps Drives Efficient Growth in 2026"]]>Richard Perez from Apax Partners has spent 30 years optimising commercial engines for many portfolio companies within Apax. In this episode, he breaks down exactly why 50% of sales reps may miss target this year, and it's not what you think.

You'll learn:

  • Why sales leaders are spending $2+ to acquire every $1 of new revenue (and how to flip this)
  • The four pillars of commercial excellence that actually move the needle
  • How to spot real buying signals versus reps peddling optimism
  • Why your install base is your easiest path to growth (and you're probably ignoring it)
  • Richard's honest take on AI in sales what's working now and where to be cautious

This isn't theory. It's the playbook PE firms use to drive efficient growth in their portfolio companies.

Essential watching if you're building your 2026 revenue plan.

]]>e09f3bbd-1ce5-4f76-9898-c76f282f1a39Tue, 09 Dec 2025 14:07:00 GMT<p>Richard Perez from Apax Partners has spent 30 years optimising commercial engines for many portfolio companies within Apax. In this episode, he breaks down exactly why 50% of sales reps may miss target this year, and it's not what you think.</p><p>You'll learn:</p><ul><li>Why sales leaders are spending $2+ to acquire every $1 of new revenue (and how to flip this)</li><li>The four pillars of commercial excellence that actually move the needle</li><li>How to spot real buying signals versus reps peddling optimism</li><li>Why your install base is your easiest path to growth (and you're probably ignoring it)</li><li>Richard's honest take on AI in sales what's working now and where to be cautious</li></ul><p>This isn't theory. It's the playbook PE firms use to drive efficient growth in their portfolio companies.</p><p>Essential watching if you're building your 2026 revenue plan.</p>no01:00:4317"The Four Pillars of Commercial Excellence: How Richard Perez helps Drives Efficient Growth in 2026"full<![CDATA[Breaking The Silence (It's Key)]]>You know you can move forward as a leader once you have broken the silence.

]]>219b0ceb-239c-40fb-9cd7-b2947ecf03aaTue, 02 Dec 2025 12:30:32 GMT<p>You know you can move forward as a leader once you have broken the silence.</p>no00:00:14Breaking The Silence (It's Key)full<![CDATA[Beating the CRO Clock: From Survival Mode to Sustainable Growth over 18 Months]]>Many Revenue Leades don't make it past 18 months.

In this episode, Grant breaks down the exact weekly cadences that took Uberall's win rates from 9% to 32%. No theory. Just the playbook he used to win in the first 18 months of his tenure.

You'll learn:

  • Why weekly pipeline & forecast calls changed everything
  • How to get buy-in from teams
  • The difference between performance management and performance prediction

]]>ea2be9d7-1756-4d03-b830-12a09683c219Tue, 02 Dec 2025 12:30:00 GMT<p>Many Revenue Leades don't make it past 18 months. </p><p></p><p>In this episode, Grant breaks down the exact weekly cadences that took Uberall's win rates from 9% to 32%. No theory. Just the playbook he used to win in the first 18 months of his tenure.</p><p></p><p>You'll learn:</p><ul><li>Why weekly pipeline &amp; forecast calls changed everything</li><li>How to get buy-in from teams</li><li>The difference between performance management and performance prediction</li></ul><p></p>no01:03:2216Beating the CRO Clock: From Survival Mode to Sustainable Growth over 18 Monthsfull<![CDATA[Trust Is The Currency Of Leadership]]>The number one principle of good leadership....

]]>c4aeb184-ad53-4408-bd8d-103153dbc9e8Wed, 26 Nov 2025 10:05:04 GMT<p>The number one principle of good leadership....</p>no00:00:16Trust Is The Currency Of Leadershipfull<![CDATA["Trust, Territories, and Tech Tax: How a Former Army Officer Scales US Companies Across Europe"]]>"My job as a leader is to serve the people I lead. They work WITH me, not FOR me."

Former British Army officer Andy Champion explains why modern sales leaders must be in the trenches making calls alongside their reps and why Tuesday morning "Out Loud Hour" transformed his team's pipeline generation.

In this episode:

• Why trust beats hierarchy in modern sales orgs

• The 3 principles for scaling US tech companies across Europe

• From "grow at all costs" to profitable scale what actually changed

]]>40fea770-815e-4531-97cc-5028f5104262Tue, 25 Nov 2025 11:38:18 GMT<p>"My job as a leader is to serve the people I lead. They work WITH me, not FOR me."</p><p></p><p>Former British Army officer Andy Champion explains why modern sales leaders must be in the trenches making calls alongside their reps and why Tuesday morning "Out Loud Hour" transformed his team's pipeline generation.</p><p></p><p>In this episode:</p><p>• Why trust beats hierarchy in modern sales orgs</p><p>• The 3 principles for scaling US tech companies across Europe</p><p>• From "grow at all costs" to profitable scale what actually changed</p>no00:45:5815"Trust, Territories, and Tech Tax: How a Former Army Officer Scales US Companies Across Europe"full<![CDATA[Great CRO's Are Doing This]]>Great CRO's Are Doing This.....

]]>0c4037a0-285e-491e-9f26-9c6ae4993d4dWed, 19 Nov 2025 12:00:30 GMT<p>Great CRO's Are Doing This.....</p>no00:00:33Great CRO's Are Doing Thisfull<![CDATA[Cutting Through the Noise for Profitable Growth]]>Cutting Through the Noise for Profitable Growth

]]>e8dd5142-d6bb-40ab-bc55-40178cb93ab4Tue, 18 Nov 2025 14:34:21 GMT<p>Cutting Through the Noise for Profitable Growth</p>no00:00:19Cutting Through the Noise for Profitable Growthfull<![CDATA[You Have To Start With The Tam]]>Cutting Through The .....

]]>d9bbb5be-e9d8-411a-be5a-f53540d4e0f4Tue, 18 Nov 2025 08:46:26 GMT<p>Cutting Through The .....</p>no00:00:52You Have To Start With The Tamfull<![CDATA[Adam Crandall - If You D0 80% of This, It Will Get You To Profitability]]>Adam Crandall is a senior Private Equity executive and the Chief Revenue Officer at Addtronics, he focuses on accelerating growth and maximizing enterprise value for PE-backed portfolio companies.

Join as we discuss-

1. Operating model evolution the shift from a centralised structure to a decentralised approach.
2. Buy-and-build at scale, lessons from driving acquisitions
3. Board dynamics managing boards through strategy changes and pivots

]]>6e1b019d-3555-4f4c-ba1d-19587a21c4e4Tue, 18 Nov 2025 14:00:00 GMT<p>Adam Crandall is a senior Private Equity executive and the Chief Revenue Officer at Addtronics, he focuses on accelerating growth and maximizing enterprise value for PE-backed portfolio companies.</p><p></p><p>Join as we discuss-</p><p></p><p>1. Operating model evolution the shift from a centralised structure to a decentralised approach.<br />2. Buy-and-build at scale, lessons from driving acquisitions<br />3. Board dynamics managing boards through strategy changes and pivots</p>no00:48:4814Adam Crandall - If You D0 80% of This, It Will Get You To Profitabilityfull<![CDATA[Steve Davis BDR - CEO]]>On today's episode well have Steve Davis joining us. Steve started his career as BDR and has climbed the career ladder to now CEO of Provarity.ai. Steve has seen 7 exits as a sales leader and brings within to the episode tow topics he wanted to discuss.

1.Doing more with less

2.Building GTM function in a new geography

]]>5839f097-a25c-4a36-b51e-91d1bb6a5e75Tue, 11 Nov 2025 12:30:00 GMT<p>On today's episode well have Steve Davis joining us. Steve started his career as BDR and has climbed the career ladder to now CEO of <a rel="noopener noreferrer nofollow" href="http://Provarity.ai" target="_blank">Provarity.ai</a>. Steve has seen 7 exits as a sales leader and brings within to the episode tow topics he wanted to discuss.</p><p></p><p>1.Doing more with less</p><p>2.Building GTM function in a new geography</p>no00:49:1613Steve Davis BDR - CEOfull<![CDATA[Anthony Erickson - Tech Spend & New Logos]]>This week we have Anthony Erickson joining James on Rev-n-u Unplugged. We discuss Tech spend for sales leaders, how to understand the true ROI of your enablement tools. Tony also talks in details about winning new logos in todays world. New Logos will play a major role in achieving revenue targets in 2026, get a head start in planning with words from Tony.

]]>761f7ff7-d793-4de4-8f69-1ff6204be584Tue, 04 Nov 2025 12:00:00 GMT<p>This week we have Anthony Erickson joining James on Rev-n-u Unplugged. We discuss Tech spend for sales leaders, how to understand the true ROI of your enablement tools. Tony also talks in details about winning new logos in todays world. New Logos will play a major role in achieving revenue targets in 2026, get a head start in planning with words from Tony. </p>no00:50:5112Anthony Erickson - Tech Spend & New Logosfull<![CDATA[JD Miller -Board Communication, CRO Character & AI]]>In this very first episode of Revenue Unplugged we welcome JD Miller on the show to discuss 3 crucial topic for CRO's to listen to and learn from. JD has had 5 exits and now works closely with 5 Arrows PE as an Operating Partner

]]>6bd9a066-a3dc-4639-b14d-9a6153ec42ecWed, 22 Oct 2025 09:45:24 GMT<p>In this very first episode of Revenue Unplugged we welcome JD Miller on the show to discuss 3 crucial topic for CRO's to listen to and learn from. JD has had 5 exits and now works closely with 5 Arrows PE as an Operating Partner</p>no00:49:2511JD Miller -Board Communication, CRO Character & AIfull