B2B Pipeline Pioneers

Heidi Solomon-Orlick, Founder and CEO of GirlzWhoSell, reflects on her biggest challenges during her 30-year sales career—including lengthening sales cycles, misalignment between sales and marketing, and the increase in decision-makers in buying processes. Looking forward, Heidi is finding the balance between using AI and new tools to improve efficiency while staying true to her human-first sales...

Jeff Rosset, Founder & CEO of Sales Assembly, learned the importance of focusing on proven growth strategies and avoiding shiny object syndrome. Jeff is excited about the resurgence of in-person events as key drivers of revenue pipeline growth, advocating for smaller, more intimate gatherings to create meaningful connections. About the Pioneer > 00:39 Biggest Challenge > 02:28 Looking Fo...

LeeRon Yahalomi, Head of Customer Success at Regie.ai, stresses the importance of teams working together for revenue success, discussing past problems and how sales and customer success teams should improve collaboration. Excited about using generative AI to help her team, LeeRon talks about their renewed focus on customer-centered growth strategies. About the Pioneer > 00:46 Biggest Challenge...

Lindsay McGuire, Associate Director of Content and Campaigns at Goldcast, oversaw Goldcast’s website overhaul strategy which resulted in an 18%+ conversion increase. Looking ahead, Lindsay is prioritizing refining their messaging, aligning with product marketing, and elevating the Goldcast brand for a stronger market position and revenue growth. About the Pioneer > 00:50 Biggest Challenge >...

Tim Hillison, Founder & CMO of entrypoint1, works on the frontlines to create unified messaging across revenue teams for B2B startups and scaleups. Using recent case studies, Tim shares how misaligned messaging affects the customer experience, conversions, and pipeline growth. About the Pioneer > 00:53 Biggest Challenge > 02:08 Looking Forward > 08:10 100 Pennies > 10:26 Final Thou...

Jay Desai, Head of Marketing at Captivate Talent, is excited to experiment with event-led growth as a revenue driver in 2024. While his team has mastered generating inbound leads through content and website traffic, they are experimenting with various event formats to warm up leads and generate brand awareness. Learn how Jay plans to leverage large conferences and smaller, intimate gatherings to d...

Neil Weitzman, Founder of PORCH and revenue x, focuses on proper qualification, discovery, and Ideal Customer Profile (ICP) identification to generate high-quality pipeline. Sourcing enough leads will require testing and experimenting with multiple channels, particularly in today’s environment, where traditional sales channels are becoming more saturated. About the Pioneer > 00:45 Biggest Chall...

Cole Courson, Founding AE at Rattle, emphasizes the need for quality in outbound sales after the boom in AI tools. This year, his team is focused on drilling down on their Ideal Customer Profile (ICP), executing multi-threading, and nurturing existing leads to create more pipeline. About the Pioneer > 00:39 Biggest Challenge > 02:01 Looking Forward > 03:34 100 Pennies > 05:10 Final Tho...

Vikash Koushik, Head of Marketing at RevenueHero, leads a team that generates 80% of the company’s pipeline. Learn how RevenueHero's brand-focused marketing drives awareness, referrals, and deal closures. About the Pioneer > 00:51 Biggest Challenge > 02:46 Looking Forward > 04:42 100 Pennies > 07:16 Final Thoughts > 10:13 View the 100 Pennies Game: Click Here! Follow Vikash Koushik...

Deidre Hudson, GTM & Revenue Marketing Advisor, specializes in bringing order to marketing chaos by implementing frameworks and measurable goals. Reflecting on 2023, Deidre stresses the need to set realistic expectations and focus on quality over quantity in generating revenue pipeline. About this Pioneer > 0:29 Biggest Challenges > 3:34 Looking Forward > 6:48 100 Pennies Game > 12...

Mason Cosby, CEO & Co-Founder of Scrappy ABM, has successfully cultivated a $1M active pipeline without any traditional outbound sales methods. Leveraging educational LinkedIn content and active event participation, Mason educates his audience on scrappy account-based marketing approaches to establish a pipeline driven by inbound leads. About this Pioneer > 0:30 Biggest Challenges > 4:23...

Laura Erdem, Sales Leader - North America at Dreamdata, is a trailblazer in social selling, leveraging LinkedIn to build meaningful relationships and drive revenue pipeline. As B2B events become more saturated, Laura is experimenting with new ways to position Dreamdata as a trusted brand in the market. About this Pioneer > 0:24 Biggest Challenges > 2:28 Looking Forward > 5:37 100 Pennies...

Brandon Redlinger, VP of Community at Chili Piper, learned from the challenges of 2023 the importance of constantly reevaluating your unique POV. This year, Brandon prioritizes listening to customers to refine Chili Piper's strategic narrative, ensuring alignment with market trends and customer pain points. About this Pioneer > 0:45 Biggest Challenges > 2:39 Looking Forward > 5:41 100 Pen...

Salman Mohiuddin, Founder of Salman Sales Academy, relies on impactful content and proactive engagement for revenue generation. Reflecting on 2023, he is doubling down on this proactive approach, encouraging other founders and sellers to follow suit. About this Pioneer > 0:41 Biggest Challenges > 2:44 Looking Forward > 6:17 100 Pennies Game > 10:46 Final Thoughts > 16:29 View the 10...

Kathleen Booth, SVP of Marketing & Growth at Pavilion, believes “happy customers beget happy customers.” By testing subscription packages, buyer behavior, and new sales strategies, Pavilion is taking a customer-centric approach to creating a sustainable community (that will lead to increased pipeline generation). About this Pioneer > 0:37 Biggest Challenges > 4:01 Looking Forward > 7:...

Mark Kilens, CEO and co-founder of TACK, is pursuing partnerships with creators and customers to penetrate new audiences. While investing heavily in community, partnerships, and brand for pipeline generation, Mark plans to avoid two traditional approaches to building pipeline. About this Pioneer > 0:35 Biggest Challenges > 2:26 Looking Forward > 5:43 100 Pennies Game > 7:56 Final Thoug...

Kristie Jones, Founder and Principal of Sales Acceleration Group, stresses the importance of distinguishing “not right now” prospects from real closed-lost accounts. Playing the long game, both in terms of nurturing and expanding accounts, will help leaders exceed revenue targets in 2024. About this Pioneer > 0:37 Biggest Challenges > 2:55 Looking Forward > 5:02 100 Pennies Game > 7:46...

Warren Zenna, Founder of The CRO Collective, shares how SaaS businesses have been putting themselves in challenging positions for years! How revenue leaders approach creating forecasts can unintentionally lead them into pipeline pitfalls or help them adapt to a fluctuating market to weather the storm. About this Pioneer > 0:41 Biggest Challenges > 3:22 Looking Forward > 7:19 100 Pennies G...

Jacob Karp, Strategic Enterprise Accounts at Rubrik, shares his strategies for standing out in a saturated market by having a research-backed point of view (POV) and a strong hypothesis on how he can help prospects. This year, Jacob is exploring leveraging AI and automation to simplify sales processes, allowing for more meaningful conversations with prospects. About this Pioneer > 0:45 Biggest...

Frannie Danzinger, VP of Sales, Strategic Accounts at Integrate, generates revenue by deepening relationships with prospects. With the return of in-person events, finding the balance between technology in their new AI-BDR role and the personal touch in sales is paramount. About this Pioneer > 0:36 Biggest Challenges > 1:33 Looking Forward > 4:25 100 Pennies Game > 6:21 Final Thoughts &...

Sangram Vajre, CEO & Co-Founder of GTM Partners, says “The money is in the follow-up.” He is continuing to invest in GTM Partners’ successful roadshow series which has reaped deepened customer relationships, the expansion of current accounts, and new partnerships. Traditional outbound sales motions have shown slowed-down results, while partnerships are taking over for GTM Partners’ revenue gen...

Sarah McConnell, VP of Demand Generation at Qualified, experienced the negative impacts of not having enough dedicated emphasis on “branding” activities on revenue generation. Through data-backed research, Sarah’s 2024 strategy is to increase brand spend to a highly segmented list of accounts. About this Pioneer > 0:40 Biggest Challenges > 2:12 Looking Forward > 5:35 100 Pennies Game >...

Kyle Lacy, Chief Marketing Officer at Jellyfish, strives to delight his prospects through personalized 1-to-1 content experiences. He delivers this content at scale with a robust tech stack to convert his pipeline. About this Pioneer > 0:40 Biggest Challenges > 2:00 Looking Forward > 3:34 100 Pennies Game > 6:24 Final Thoughts > 10:24 View the 100 Pennies Game: Click Here! Follow Ky...

Rowan Tonkin, Chief Marketing Officer at Planful, prioritizes early qualification of sales opportunities, focusing on "Compelling Reason to Act" to reduce delays in the sales process. Looking ahead, he's investing in product marketing, aiming to expose their product to prospective buyers earlier through personalized interactive demos and webinars. About this Pioneer > 0:43 Biggest Challenges &g...

Jamie Yates, Commercial Account Executive at Outreach, is part of Outreach’s tactical shift to generate pipeline from their existing customer base. While traditional new pipeline generation remains crucial, the focus on exceptional customer service and realignment of their sales organization will hopefully lead to repeatable revenue. About this Pioneer > 0:48 Biggest Challenges > 2:27 Lookin...