Revenue Science | Business Growth and GTM Marketing Strategy

I sit down with Ray Young, President and Founder of RazorSharp PR, to unpack the massive shift from traditional Google searches to AI-driven recommendations. If you want to ensure your brand isn't left behind as buyers migrate to AI search, this episode is a must-listen. Ray Young is the President and Founder of RazorSharp PR. With nearly 30 years of experience in media relations and PR, Ray h...

Are you pushing your product onto the market, or are customers pulling it right out of your hands? Rob Snyder—founder of Restack, Harvard Innovation Labs fellow, and author of an upcoming book—dismantles the biggest misconceptions about why people actually buy. Rob argues that most founders and sellers operate on a flawed "physics of business." Instead of trying to create demand or convi...

Todd reveals why the modern B2B buyer is driven by risk mitigation and predictability rather than traditional persuasion. By applying radical transparency —such as openly acknowledging your product's weaknesses—sales and marketing organizations can dramatically reduce friction, accelerate deal cycles, and eliminate the dreaded "status quo" competitor. If you want to transform your re...

Why do buyers really say yes? We like to believe our prospects make rational decisions based on features, benefits, and ROI, but the truth is entirely different: humans make decisions based on emotion and rationalize them later with logic. I sit down with Nancy Harhut, Co-founder and Chief Creative Officer of HBT Marketing and author of Using Behavioral Science in Marketing . Nancy has spent decad...

👉 Connect with me: https://richmsmith.com/ In this episode of the Revenue Science Podcast, April Dunford explains why positioning is not just a branding exercise — it’s a revenue strategy that impacts pipeline growth, sales conversion, differentiation, and market expansion. April also shares practical frameworks from her bestselling books Obviously Awesome and Sales Pitch, along with actionable a...

👉 Connect with me: https://richmsmith.com/ Dan Balcauski is the founder of Product Tranquility, a consulting firm based in Austin, Texas. With over 20 years of experience in software engineering, product management, and business strategy, Dan helps B2B SaaS CEOs design pricing and packaging strategies that unlock revenue without adding headcount or increasing acquisition spend. In this episode, w...

Revenue systems don’t fail loudly—they degrade quietly. This conversation examines how growth actually behaves inside a business, and why most teams default to tactics when the underlying system lacks clarity. Rich Smith and Steve Chen (Boldin) explore how companies diagnose and improve the mechanics of growth—from acquisition through monetization—while navigating real constraints. The discussion...

Justin Roff-Marsh (Ballistix, author of The Machine ) reframes sales as a designed system optimized for throughput, flow, and leverage—rather than a charisma-driven craft. You’ll hear: Why multiple “qualification” definitions create conflict and bottlenecks How to define opportunities and stages using objective prospect behavior Why commission and autonomy introduce noise into the system Why centr...

Sponsorship is often discussed as media. In practice, it behaves more like a revenue system—one that either produces measurable outcomes or fails the renewal test. Rich Smith is joined by Mike Verlander, President of Richard Childress Racing, for a clear breakdown of how sponsorship models evolved from logo placement to objective-driven activation. Core themes explored: Why “generic exposure” is a...

Blaming the customer creates a story that protects the team and punishes the business. This episode makes the opposite move: Lucas Wilson rebuilt predictability by treating churn as diagnostic signal, not a moral failing. His first 90 days as CEO included calling roughly 1,600 churned customers with one question: why did you leave? Two reasons kept repeating: The product felt like a nice-to-have w...

How do you actually know when product–market fit is real? In this episode of The Revenue Science Podcast , host Rich Smith sits down with Mehdi Taranshi , serial founder and CEO of KnowledgeNet, to examine the structural signals behind sustainable, defensible growth. Rather than treating product–market fit as a milestone, this conversation reframes it as a behavioral shift in revenue . When fit is...

Modern fintech succeeds when it removes friction at the behavioral level—not just when it adds features. In this episode, Zil Money founder Sabeer Nelli explains how fragmented payment workflows inside his own business led to a unified financial operations platform now serving millions of users. The story highlights a structural truth about defensible growth: the most durable moats emerge from sol...

Most CEOs talk about growth. Very few talk about survival. When Tomer Azenkot took over as CEO of VEE24, the company was weeks from running out of cash. Declining revenue, rising costs, and a product that wasn’t aligned with where the market was heading. It wasn’t a gentle onboarding. It was a reset under fire. What followed is one of the most disciplined turnaround stories I’ve seen in 20+ years...