BBB - Adem Manderovic

In this episode, George Coudounaris with Georgia Watson, a 21-year IBM veteran, and Adem Manderovic to dig into why sales enablement keeps failing even when companies are spending big on it. We cover: •  Why strategy is rarely the problem but execution almost always is •  What revenue enablement actually means and why most orgs get it wrong •  The real reason AI pilots fail 95% of the time •  Why...

Most B2B sales methodologies fail for the same reason. Not because the methodology is flawed but because it sits on an operating model never designed to support it. Your team trains on MEDDIC, tweaks CRM fields, and runs Friday scorecards. Six weeks later, everyone is back to booking meetings with the  5%  of the market actively buying while the other  95%  of your target accounts remain untouched...

Your Pipeline Isn’t Unpredictable. It’s Unvalidated. Revenue leaders across SaaS and enterprise sales are describing the same tension: Pipeline coverage looks fine. CRM stages are full. Forecast calls still run. Yet confidence feels thinner than it used to. Close dates slip. Deal sizes shrink late. Forecast conversations rely more on narrative than proof. In a recent discussion, Phil Cleary , who...

Closed Circuit Selling: Why the Funnel Is Breaking Your GTM Most go-to-market teams aren’t failing on effort. They’re failing on architecture. In this episode, we sit down with Charles Needham (co-author of Cold Call Algo) alongside Adem Manderovic (CRO School) to break down why the linear funnel is the biggest sacred cow in sales, and why Closed Circuit Selling is the better model for modern outb...

Why Sales & Marketing Broke (And How to Rebuild a Modern Revenue System) ft. Tony J Hughes Most teams feel the symptoms — pipeline gaps, misaligned targets, MQL chaos, sellers chasing “now or never” deals. But those are signals of a deeper problem: the revenue system itself is broken. In this episode, we sit down with Tony J Hughes and Adem Manderovic to unpack why sales and marketing drifted...

What’s Next for Outbound Sales? Aaron Ross (Predictable Revenue) & Adem Manderovic (Closed Circuit Selling) Outbound sales is at a crossroads. Automation is everywhere. AI is flooding inboxes. Meetings are harder to book than ever. So we sat down with Aaron Ross, author of Predictable Revenue and From Impossible to Inevitable , to ask one question: What’s next for outbound sales? Alongside Aar...

Most teams blame Predictable Revenue for broken outbound. The truth? The model wasn’t wrong — the market’s interpretation was. In this 5-minute Mid-Week Musing, we unpack why Predictable Revenue went off track and show how small B2B teams can fix outbound in 2026 through market validation — not meetings. You’ll learn: Why Predictable Revenue got misused as a meeting-engine, not a validation system...

Outbound Sales Strategy 2026: The Evolution of Predictable Revenue w/ Collin Stewart, George & Adem Guests: Collin Stewart (CEO, Predictable Revenue) & Adem Manderovic (Closed Circuit Selling™) Description: Outbound sales has changed — and so has Predictable Revenue. In this episode, we sit down with Collin Stewart, CEO of Predictable Revenue, and Adem Manderovic from Closed Circuit Sellin...

Closed Circuit Selling™ (CCS) and the category we architected Revenue Alignment Architecture™ featured on the Predictable Revenue™ Inc. Podcast with Collin Stewart 🙏 🤩  This isn’t just another GTM episode. It’s a signal that the industry is shifting  from frameworks to architectures. from silos to circuits. from guesswork to timing intelligence. With the team that helped revolutionize modern out...

In this episode, Scott Leese joins George Coudounaris and Adem Manderovic to unpack why the Predictable Revenue model is collapsing — and how to rebuild outbound around networks, trust, and real timing. We break down how the SDR ➝ AE split eroded skills and alignment, how “meetings booked” became the wrong KPI, and what today’s best sellers are doing differently: validating markets, leveraging rel...

B2B Outbound Strategy: Conversations, Not Meetings If your outbound is optimised for meetings, not conversations, you’re burning cash and trust. We sit down with Joey Gilkey (CEO, Titan X) and Adem Manderovic (Closed Circuit Selling, CRO School) to rebuild B2B outbound so it actually drives revenue. We unpack why the SDR-AE factory failed, how to get 25% connect rates, and how to use first-party s...

Why Most B2B Revenue Engines Fail – And How Paul Perrett is Building One to Go From $2–10M ARR Podcast: The B2B Playbook Guests: • Paul Perrett (CEO, Firmable) • Adem Manderovic (Closed Circuit Selling, CRO School) Theme: Why most B2B revenue engines stall, what causes failure, and how to build one that actually scales. Key Learnings & Topics • The 10-line economic model behind a scalable B2B...

If your sales and marketing teams feel like they’re running different races, this episode will show you the framework to fix it — fast. We break down the exact sales and marketing alignment framework we use with revenue leaders to unite GTM teams, reduce wasted spend, and win more deals. You’ll see why the old playbooks like Predictable Revenue create silos — and how our “Circuit” model hardwires...

Why MQLs Are Broken (And What to Measure Instead) B2B marketers are under pressure to generate pipeline. But the truth is, most of us are stuck operating inside a broken GTM system that was never built for how buyers actually buy. In this episode, we’re joined by Steve Patti — 7x CMO, 3x sales leader, and creator of the Brand Demand Expand framework — alongside Adem Manderovic, co-founder of CRO S...

We sat down with sales legend Leslie Venetz and CRO School co-founder Adem Manderovic to untangle why outbound is still stuck in 2011—and how modern SDRs and BDRs can fix it fast. Outbound targets have never been tougher, yet teams keep blasting buyers with the same tired sequences. In this no-fluff chat, we unpack a buyer-first framework that swaps brute-force tactics for trust-led outreach and m...

Why Most SDR Teams Fail Before the First Call Most B2B teams think outbound is just about activity. Book meetings, hit quota, move on. But this week on The B2B Playbook , we sat down with Shawn Sease — aka The Professor of Prospecting — to expose why that model is broken. Shawn’s seen it all. From old-school cold call sprints to modern GTM teams trying to do outbound in the age of AI. And he’s bru...

Why Most B2B Sales Teams Are Failing (And How to Fix It) Most B2B sales teams are stuck in outdated tactics — pushing for meetings, flooding inboxes, and hoping something sticks. But that’s not how today’s buyer wants to buy. In this episode, we sit down with Amarpreet Kalkat (Founder of Humantic AI) and our own Adem Manderovic (Co-founder of CRO School) to break down what’s broken in B2B sales —...

Revenue Alignment Architecture — Why is go-to-market still broken in B2B? Because nobody owns the commercial outcome. In this pivotal episode of The B2B Playbook, we sit down with Carolyn Dilks (co-founder of Passetto) and Adem Manderovic (co-founder of CRO School) to unpack why sales, marketing, and customer success continue to operate in silos—and what needs to change. This isn’t another “alignm...

Traditional sales methodologies like GAP, Challenger, and SPIN are misaligned with today’s go-to-market realities. These frameworks were never designed for true revenue alignment, and they’re actively fragmenting teams. Key Points Covered: • The commercial damage caused by Predictable Revenue models • Why CROs with only sales backgrounds lack the full picture • How Closed Circuit Selling™ offers a...

Today I meet with Marc Mac for the SDR Insider Where we dive into everything everything Sales Development should be and was prior to the Predictable Revenue™ Inc. Revenue split outs. Things like ; Connective Actions Over Conveyor Belt: I argue that the traditional model, popularized by Predictable Revenue, has turned business development into an entry-level, high-turnover role characterized by rep...

Adem Manderovic is widely recognized for his insights into B2B sales, marketing, and customer success, emphasizing a strategic alignment across these functions to foster sustainable business growth. He advocates for a “Closed Circuit Selling” methodology, which integrates marketing and sales goals with customer success metrics to achieve higher retention and expansion rates. This approach focuses...

In this episode we cover the inner workings of Closed Circuit Selling.. and how to apply it. BDs role was ALWAYS to obtain feedback loops and validate the market to provide marketing with what’s required to allow them to conduct proper marketing. This contained things like ; → who was with who, what they liked, what they didn’t, what they paid, what they wished they could change, when they might g...

The last four years shaped what could be for many.  Many taking the plunge into building their own agencies and showing what can be done better, and with less.  Pasha, a keen intersect of what can now be with technology meets advocacy for fundamentally sound marketing and tool enhancement caught my attention.  Pasha Irshad from shape & scale Joins me for episode 104, @better business building....

We help B2B companies generate revenue from the modern-day B2B buyer through better positioning, planning, and execution. With a bit of funk. Is the official line, but this conversation with Nemanja is so much more.  Apologies this one has appeared to have taken us four years in the making, but I am super pumped we finally had this direct conversation. Nemanja from Funky Marketing Joins me for epi...

Everything that marketing should be. This one needs to be heard to be believed.  If like many you would like a refresher on where things came from, and how things should be, then this one is for you. Alan Hale from Consight Marketing Group, LLC . Joins me for episode 102, @better business building.  Where we dive into how far off the path we have strayed with what marketing is now, versus what it...