B2B Pipeline Pioneers

Cole Courson of Unify shares: Why 30 to 40% of the pipeline should still come from AEs How AI is amplifying, not replacing, every stage of pipeline generation The cost of a misaligned ICP and how to fix it fast The power of founder-led growth and how Unify invests in it Why fewer reps + smarter AI = a better GTM strategy If you’re building pipeline in an early-stage company and wondering where to...

Mason Cosby, Founder & CEO of Scrappy ABM, who reveals how his small team built over $11.8 million in pipeline using nothing but organic strategies, podcasting, and scrappy ABM execution. Follow Mason Cosby on LinkedIn Follow Manoj Ramnani on LinkedIn

Stephanie Neale, CEO of Blind Zebra, shares why defining your ICP early (and often) is more than a marketing exercise, it’s a business safeguard. From her hands-on approach to pipeline generation to her creative direct mail tactics (yes, actual rocks), Stephanie opens up about what’s working, what’s not, and how she’s using AI in practical, real-world ways. If you’re building pipeline with limited...

Kristi Faltorusso, Chief Customer Officer at ClientSuccess, shares how customer success can do more than retain accounts. It can build and accelerate pipeline. From success probability scoring to social-led growth, this conversation is packed with bold ideas for driving expansion and alignment across GTM teams. Follow Kristi Faltorusso on LinkedIn Follow Manoj Ramnani on LinkedIn

Frannie Danzinger, VP of Sales, Strategic Accounts at Integrate, to explore how aligning brand and demand drives scalable enterprise growth. What you'll learn: • Why demand marketers must also think like brand builders • How to influence enterprise buyers long before they fill out a form • The evolution of go-to-market motions in complex sales cycles • Practical advice for sellers navigating multi...

Randi-Sue Deckard, SVP of Growth at BESLER, who shares her unique journey from scientist to go-to-market leader.  Randi unpacks how her data-driven mindset shapes everything from defining the ideal customer profile (ICP) to deploying AI thoughtfully, and why refining pipeline strategy quarterly is non-negotiable. Learn how BESLER leverages community, referrals, and events to accelerate its pi...

Alex Grace, VP of Sales at Arta, returns with a masterclass in pipeline strategy. What happens when your ICP is over defined? Alex walks us through how he inherited a total addressable market of just 130 companies, and what it took to expand it to over 2,000 viable targets. From redefining ideal customer profiles, leveraging AI as a strategic assistant, to doubling down on high-ROI marketing and e...

Jonathan Gandolf, Founder & CEO of Audience Plus (formerly The Juice), to talk about building pipeline the founder-led way that includes boots on the ground, field events, and dinners that convert. Fresh off a major acquisition, Jonathan shares how Audience Plus evolved its ICP from brand marketers to demand gen leaders, what it takes to align product, sales, and marketing around that shift, a...

Kristie Jones, Founder and Principal of Kristie K. Jones and author of Selling Your Way In. Kristie shares fresh perspectives on why a tightly defined ICP (even as narrow as 250 accounts!) is the foundation of a successful go-to-market strategy, especially for early-stage SaaS startups. She dives into how AI is transforming top-of-funnel research and outreach, offering real-world examples of how t...

Sandy Yu, Founder and Growth Executive at Revenue Retention Advisors, explores a refreshingly unconventional path to pipeline growth. The one that starts after the sale.  Sandy shares how she helps B2B SaaS companies generate "second-order revenue" by reducing churn, doubling down on upsell and cross-sell opportunities, and aligning product, marketing, and sales around the real pain points of...

Akshaya Ravi, Sr. Founding SDR & Evangelism at Storylane, to explore how she’s helping Storylane evolve from an inbound-only engine to a balanced, outbound-powered revenue machine. Akshaya shares her experiences of building outbound motion from scratch, defining the ideal customer profile (ICP) in fast-moving environments, and how her team is leveraging AI to stay lean and scalable by automati...

Tim Hillison, Founder & Chief Marketing Officer at Entry Point 1. Tim shares his 25+ years of GTM experience to explain why defining a clear and consistent Ideal Customer Profile (ICP) across all teams is the cornerstone of effective pipeline generation. He dives deep into how organizations can align sales, marketing, product, and customer success around one shared ICP using data, technographi...

Ronnell Richards, Founder & CEO of Sayless Academy and author of Shut Up And Sell. Ronnell shares his insights on the evolving sales landscape, the power of AI in pipeline generation, and why understanding your Ideal Customer Profile (ICP) is the foundation of successful sales. From leveraging AI intelligently to optimizing marketing channels for maximum impact, Ronnell breaks down how busines...

Building a scalable, high-converting pipeline isn’t just about generating more leads, it’s about targeting the right ones. In this episode, Sriharsha Guduguntla and Atul Raghunathan, the founders of Hyperbound, reveal the key strategies behind their go-to-market success. They dive into the ever-evolving nature of defining an Ideal Customer Profile (ICP) and how factors like remote teams, global op...

Caroline Holt, a seasoned expert in sales, enablement, and consulting, reveals the key to breaking that cycle. She shares how refining your Ideal Customer Profile (ICP) and understanding buyer personas can transform your sales strategy from guesswork into precision. Caroline takes us behind the scenes of high-performing sales organizations, explaining how analyzing existing customers and renewals...

James Kaikis Chief Revenue and Experience Officer at TestBox to discuss changes in pipeline generation since his  last appearance in Season 1 . James dives deep into the power of refining your Ideal Customer Profile (ICP) and shares how TestBox uncovered the key attributes of their most successful customers, those with complex data needs and a drive for competitive differentiation. The result...

Alina Vandenberghe, Co-CEO of Chili Piper, unpacks powerful pipeline generation strategies for B2B companies. She champions a team-first approach, emphasizing the role of community, partnerships, and events alongside the growing influence of LinkedIn.  Alina shares how stepping into a CMO role sharpened her GTM strategy and why nailing the ideal customer profile (ICP) is key to maximizing res...

Ryan Staley, Founder & CEO of Whale Boss, shares his journey from bootstrapping an enterprise team to scaling AI-driven revenue systems for B2B powerhouses. This episode dives deep into the high-stakes world of pipeline generation, a “team sport” that goes far beyond just sales or marketing. Ryan brings his candid insights on investing “pipeline pennies” across channels, including his surprisi...

Nick Turner, CRO at Dreamdata, shares valuable insights on defining an ICP and focusing on the right market segments. Nick reflects on the challenges of refining their ICP and realizing that catering to a broader range of customers can lead to tremendous success. He emphasizes the need for continuous iteration in messaging and market understanding, advocating for a customer-centric approach that d...

Sophia Agustina, Founder & Marketing Advisor of Gain Relationship, shares her insights on expanding ICP account reach through website visitor intelligence. In this episode, Sophia discusses the evolution of ICP targeting from traditional demographic methods to the integration of intent data and account-based marketing. She reveals how utilizing tools like SalesIntel boosted IBM's account reach...

Jen Igartua, CEO of Go Nimbly, shares how her team redefined their ICP from start-ups to midsized and enterprise level SaaS companies. By making this shift Go Nimbly is able to focus on more established organizations with operational challenges where they could deliver the most value. This change allowed Go Nimbly to better tailor their messaging, educate the market on their unique offerings, and...

Pipeline pioneer Stephanie Neale, CEO of Blind Zebra, shares insights on how her team refined their Ideal Customer Profile, offering a fit for smaller startups to larger enterprises. Blind Zebra’s pivot from coaching to scalable sales tools led to new learning opportunities, including the importance of effective messaging and market education. About the Pioneer > 00:45 How Did You Define It &gt...

Partnerships are no longer the domain of “partner people” schmoozing at conferences. Instead, they can unlock vast amounts of data, new relationships, and scalable growth plays. In this roundtable, you will learn how to gather and verify data from potential partners to ensure your partnership strategies are built on a solid foundation. Our expert speakers will delve into the challenges of integrat...

Ariana Shannon hosts a roundtable with experts Jesse Shipman, Adam Pasch, and Sam Yarborough to discuss how B2B companies can identify and partner with the best-fit organizations to drive maximum ROI. They explore real-world strategies for evaluating potential partners, aligning goals, and creating mutual value beyond revenue generation. Learn how to leverage co-marketing, co-selling, and resource...

Is your GTM stuck in a rut? Traditional lead gen methods falling flat? Listen into this round table on the exploding trend of partnership-driven growth. We’ll unpack exclusive research on why partnerships are the #1 investment area for B2B leaders in 2024, and unveil the secrets to building successful alliances that close deals faster, increase ACV, and lower CAC. View the Full Podcast : Click Her...