B2B Pipeline Pioneers

Troy Munson, Senior. Enterprise AE at Proofpoint, is leaning into the power of organic content on LinkedIn to engage with his ICP and drive inbound leads. By building a personal brand both virtually and in person, Troy is differentiating himself and his solution from competitors who rely solely on outbound sales methods.  About this Pioneer > 0:41 Biggest Challenges > 2:46 Looking Forwa...

Leo Polonsky, Inside Sales Representative at Clari, embraces AI and automation to build higher-performing outreach cadences while cautioning against their misuse by sales teams. Leo knows the days of lackluster personalization won’t build pipeline. Partnerships and community will. About this Pioneer > 0:36 Biggest Challenges > 1:56 Looking Forward > 3:40 100 Pennies Game > 9:42 Final T...

Asher Mathew, CEO at Partnership Leaders, strategically shifted toward attracting enterprise buyers after realizing missed opportunities in 2023. Asher is doubling down in two channels this year to strengthen their market presence and win more business. About this Pioneer > 0:38 Biggest Challenges > 2:14 Looking Forward > 4:00 100 Pennies Game > 6:44 Final Thoughts > 11:53 View the...

Melissa Moody, General Manager at Commsor, learned to shift away from traditional marketing channels and instead focus on relationship-driven growth in 2024. Mass targeting may have worked in the past, but revenue leaders need to get back to the basics of deepening relationships or risk getting left behind.  About this Pioneer > 0:41 Biggest Challenges > 4:07 Looking Forward > 6:34 1...

Brendan Hufford, Founder of Growth Sprints, generates the majority of his pipeline on LinkedIn. The drawback is LinkedIn is noisy! This year, Brendan focuses on getting noticed in the noise by testing two specific types of content.  About this Pioneer > 0:48 Biggest Challenges > 2:46 Looking Forward > 5:22 100 Pennies Game > 7:56 Final Thoughts > 12:08 View the 100 Pennies Game...

Chelsea Castle, Senior Director of Brand & Content at Lavender, has built a well-recognized brand with her team. Now, their priority is to educate the market about their product while building trust through their best community–customers! About this Pioneer > 0:40 Biggest Challenges > 1:50 Looking Forward > 4:59 100 Pennies Game > 6:48 Final Thoughts > 12:11 View the 100 Pennies...

Riley Blaisdell, Major Market Account Executive at Paycor, shares his hot take on traditional sales and marketing motions. Spoiler - they're not working! This sales professional's ideal way to generate new pipeline is by focusing on brand and quality. About this Pioneer > 0:47 Biggest Challenges > 2:36 Looking Forward > 5:27 100 Pennies Game > 7:47 Final Thoughts > 16:24 View the 10...

Lex Winship, Head of Brand and Content at Loxo, is building the brand’s voice from the ground up. While she and the marketing team were brought into an organization with an established message, they quickly realized it wasn’t resonating with their audience. It was time to rebuild and reconnect with their buyers.  About this Pioneer > 1:02 Biggest Challenges > 2:40 Looking Forward > 6...

Adam Jay, CEO & Co-Founder of Revenue Reimaged, knows that traditional revenue generation methods do not work with today’s buyers! Revenue leaders need to lean into the power of AI - without sacrificing personalized, relevant messaging - to create quality pipeline.  About this Pioneer > 0:40 Biggest Challenges > 2:23 Looking Forward > 5:25 100 Pennies Game > 8:50 Final Thought...

Cynthia Handal, Head of Global Sales & Evangelism at Simera, believes sales leaders can no longer coach from the sidelines. Learn why she’s taking a hands-on approach to Simera’s sales pipeline and what strategies she’s using to expand its brand recognition and drive revenue growth. About this Pioneer > 0:45 Biggest Challenges > 2:38 Looking Forward > 5:10 100 Pennies Game > 6:20 F...

Nate Roybal, Director of Partnerships and Embedded Sales at Syncari, is focused on one question this year: “How do I align the whole organization to use a centralized go-to-market message?” Listen in as he explains why a core message and focused efforts could make a difference in their NRR growth.   About this Pioneer > 0:43 Biggest Challenges > 1:44 Looking Forward > 3:56 100 P...

Tara Pawlak, SVP of Marketing at Revenue Grid, believes you can’t be everything to everybody. Efficiency for her team means prioritizing marketing efforts to specific channels and experimenting with customer persona messaging. About this Pioneer > 0:41 Biggest Challenges > 1:50 Looking Forward > 4:22 100 Pennies Game > 7:26 Final Thoughts > 10:06 View the 100 Pennies Game: Click Her...

Alex Bruschi, Territory Account Executive at Salesforce, is betting on one channel to drive his sales pipeline this year. While he agrees all channels in the 100 Pennies Challenge are essential for pipeline generation, he firmly believes one channel, when done well, can fuel many of the others. About this Pioneer > 0:45 Biggest Challenges > 3:29 Looking Forward > 6:50 100 Pennies Game &gt...

Christina Brady, CEO and Co-Founder of Luster, is hyper-focusing her team. Christina says past quarters may have felt like a year of plenty, but now it's time to redefine what focus means in B2B SaaS to create longevity for your organization. About this Pioneer > 0:43 Biggest Challenges > 2:46 Looking Forward > 5:17 100 Pennies Game > 7:40 Final Thoughts > 11:05 View the 100 Pennies...

Evan Lee, Head of Partnerships & Business Development at Motion, has more inbound than outbound leads due to all the community work done. Now, it's time to harvest demand to scale the company predictably. About this Pioneer > 1:02 Biggest Challenges > 3:24 Looking Forward > 6:15 100 Pennies Game > 9:49 Final Thoughts > 14:00 View the 100 Pennies Game: Click Here! Follow Evan Lee...

Jane Serra, VP of Marketing at Wrk, and her team are embracing the mantra, 'test everything.' While Jane is spending her pennies in multiple channels, she is staying focused on two go-to-market areas. About this Pioneer > 0:34 Biggest Challenges > 2:07 Looking Forward > 4:04 100 Pennies Game > 5:59 Final Thoughts > 9:21 View the 100 Pennies Game: Click Here! Follow Jane Serra on Lin...

Blake Williams, Founder at Growth Story, is creating a new approach to partner marketing. He shares how the power of the individual makes more of an impact than we previously believed. About this Pioneer > 0:39 Biggest Challenges > 1:50 Looking Forward > 2:49 100 Pennies Game > 6:04 Final Thoughts > 10:06 View the 100 Pennies Game: Click Here! Follow Blake Williams on LinkedIn Follo...

Udi Ledergor, Chief Evangelist at Gong, kicks off our series by sharing how 2023 experiences are shaping Gong’s 2024 go-to-market strategy. Udi says it’s all about “engaging the 95%.” About this Pioneer > 0:49 Biggest Challenges > 2:56 Looking Forward > 7:46 100 Pennies Game > 11:12 Final Thoughts > 17:52 View the 100 Pennies Game: Click Here! Follow Udi Ledergor on LinkedIn Follow...

Katie Penner, Head of Sender Relations at Sendoso, is pioneering a new approach to influencer marketing. The sendfluencer. About this Pioneer > 0:31 Biggest Challenges > 2:31 Looking Forward > 5:22 100 Pennies Game > 9:36 Final Thoughts > 13:33 View the 100 Pennies Game: Click Here! Follow Katie Penner on LinkedIn Follow Manoj Ramnani on LinkedIn About this Pioneer Katie Penner is t...