Revenue Leaders

Most sales teams study their won deals. But the real lessons in your sales pipeline are hiding in the deals you lost, and the data is uncomfortable. In this episode of Revenue Leaders, Dave and Luigi dig into what lost deals reveal. In one recent CRM audit of hundreds of deals, around 62% of lost opportunities weren't lost to a competitor. The buyer simply chose to do nothing. And 80% of those dea...

AI search has changed how buyers find you, and most businesses haven't noticed their inbound is quietly drying up. Alejandro Restrepo is GM Australia at StudioHawk, the largest SEO agency in the country. His position on "SEO is dead" is blunt: it's more alive and more important than it has ever been. Here's why. Buyers no longer run one Google search and stop at page one. They search on TikTok, on...

Sales leadership has a brutal maths problem. The average tenure of a chief revenue officer is about 18 months. Andrew Wildblood ran a $7 billion business at Telstra and led teams across 20 countries. He now advises companies on how to grow. In this episode he explains why sales leadership roles fail before anyone gets a fair run at them. Eighteen months to change out a team, bring in talent, get t...

AI in sales is supposed to speed your team up, so why is your sales tech stack slowing them down? In this episode, David and Regan unpack what happens when a revenue team buys every tool on the market and still can't move deals forward. They walk through a company that just closed a massive raise, built what looks like the Rolls Royce of tech stacks, and watched their reps get stuck jumping betwee...

Master sales coaching that actually moves numbers. Learn why the top 1% of sellers coach themselves while average reps wait to be told what to do 🎟️ Apply for free access to the community session slide deck: https://tally.so/r/Pd09y0 Most sales training assumes coaching comes from above. It doesn't. The highest performers run a self-coaching loop on themselves every week, and that habit is the sin...

Negotiation skills most buyers never actually learn, that's the gap this episode fills. Sellers go in prepared. Buyers usually don't. Regan and Dave break down the exact negotiation tactic she stole from watching a Grant Thornton partner in a room, and used to turn a $500,000 quote into a hard ceiling of $180,000. What you'll learn: → Why setting a firm price ceiling works better than asking for a...

What if your outbound strategy is actually making prospects ignore you? Instead of putting 1,000 prospects into a sequence and hoping someone replies, focus on identifying real buying signals and triggers, researching the prospect, and reaching out with a relevant point of view. In this episode, we break down why mass cadences, generic AI personalized messages, and the “just add more leads” approa...

AI in sales is the topic every rep is quietly worried about, and this episode flips the usual format to actually ask it out loud. A salesperson interviews the founder to find out if AI in sales will genuinely replace the job, or just parts of it. Dave and Regan break down what's actually happening, backed by real Gartner research, not LinkedIn fear-mongering. → Why AI won't replace salespeople, bu...

Sales forecasting breaks down the moment a rep refuses to log a lost deal. This episode covers the exact red flags to listen for on a forecast call, including a rep who claims a 90% win rate simply because they never mark anything as lost. Regan and David break down what actually separates an honest, accurate sales forecasting process from one built on ego and hidden losses. What you'll learn: → W...

Decision makers are the reason most six-figure deals quietly die. This episode breaks down how to map your buyer's decision makers before you ever get to proposal stage. David and Regan unpack what actually happens when a deal has only one contact: it looks great right up until that person's priorities change, and then it just stops. No pushback, no rejection, just silence. What you'll learn: → Wh...

Business development is where even the most technically brilliant partners quietly fail. Regs has trained hundreds of partners across accounting, law, and engineering, and he says 80% of lateral partner moves fail to grow their book within 18 months. In this episode, Dave and Regs break down why business development is the skill nobody teaches professional services partners, and what actually sepa...

Cold calling isn't dead, that's the biggest myth in B2B sales right now. We pulled our three most-watched cold calling and sales outreach episodes and found three hard truths about what actually works and whether or not cold email is dead in 2026. Truth 1: Cold calling still works. We called C-suite CFOs at enterprise organizations, from a mobile, no dialer, and got an 80% contact rate. Truth 2: Y...

This is a sales leadership story that starts nowhere near a boardroom. Before running commercial strategy for one of the world's largest logistics companies, Travis Brooks-Garrett had to sell just to get by. Travis is VP of Commercial at DP World, moving roughly 10% of global trade through its ports, warehouses, and transport assets. In this episode, Luigi and Regan sit down with him to unpack wha...

Most reps end a discovery call and just send over their notes. That's the mistake. In episode three of this mini-series, Luigi and Regan break down how to deliver a discovery call brief that actually moves deals forward — not just documents the conversation. What you'll learn: → Why a raw meeting summary leaves the buyer to do all the interpreting — and why that's backwards → The exact structure:...

Winners don't ask more questions in discovery. They ask fewer — and go deeper. In episode two of this mini-series, Luigi and Regan break down the art of the discovery call question: which ones build trust, which ones create defensiveness, and why the single most common question type sellers reach for is the one to avoid. What you'll learn: → Why "why" questions create tension and put buyers on the...

Discovery call questions matter, but most reps get the sequence wrong. The meeting is actually won or lost in the first few minutes, before a single discovery question gets asked. In this episode, Luigi and Regan launch a new mini-series breaking down the exact process from initial meeting to signed contract. This episode covers the first meeting structure that determines whether a deal progresses...

AI for sales is everywhere right now, but most of it is noise. This episode is about what actually works: AI sales coaching that lives inside a rep's daily workflow instead of sitting unused in a Google Drive. After 18 months of building, Dave, Luigi and Regan officially launch CoachPilot on this episode of Revenue Leaders. It's the AI coaching layer that sits on top of your CRM and coache...

Most outbound motions are built the same way: build a big list, blast everyone, hope something converts. It doesn't work anymore — and Regan and Luigibreak down exactly why. In this episode, they unpack the modern outbound motion they're building at CoachPilot — how they monitor 2,200 companies in real time, narrow their active prospect list down to 292 trigger-based targets, and why a col...

According to Salesforce, 60% of a sales rep's time is not spent selling. If you've got someone on $200K, a significant portion of that salary is going to admin — not revenue. In this episode, Dave and Regan dig into the most offensive stat in sales right now, where that time is actually going, and the exact steps sales leaders can take to get admin time down to 5% — without buying another...

How do you sell software to an industry where Google Maps and Sales Navigator don't even work? Freddy Galindo built Sprint Suite, a SaaS platform for mining contractors, after watching his family's mining services business get buried in spreadsheets and manila folders. Today he breaks down how to scale a SaaS business in a vertical that doesn't operate like tech at all — including why...

You've been posting. Building followers. Showing up consistently. Then LinkedIn changes the algorithm — and overnight, your reach drops to nothing. In this episode, Dave and Regan expose the uncomfortable truth about building your brand on a platform you don't own — and the real strategy that's still generating booked calls, inbound leads, and pipeline in 2026. What you'll learn:→...

"Let me think about it." Every salesperson has heard it. Most accept it. Almost none of them know what it actually means. In this episode, Dave and Regan break down the most feared phrase in sales — why it almost always signals something you did wrong earlier in the conversation, and the one vulnerable move that turns a dead deal back into a live one. What you'll learn: → What buyers...

80% of deals require at least 5 follow ups. 44% of salespeople quit after the first attempt. That gap is where your pipeline is bleeding — and most reps don't even know it's happening. In this episode, Dave and Regan break down the follow up epidemic, why sequences die after touch two, and the exact multi-channel framework that closes deals other reps have already abandoned. What you'l...

Ever been on the receiving end of a terrible sales pitch? Dave and Regan have — and in this episode, they're calling all of it out. As buyers who get sold to constantly, they rate the sales tactics that give them the ick, break down exactly why each one doesn't work, and give the remedy for every single one. The icks they cover: → "Just following up" — the laziest email in sales...

Most salespeople are still asking "why" questions. Buyers are getting defensive before the conversation even starts — and deals are dying because of it. In this episode, Dave and Regan break down the exact discovery call framework that top B2B closers use to open buyers up, extend conversations naturally, and close without ever feeling like an interrogation. What you'll learn: → Why...