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, and why “breaking bread” may just be the best marketing strategy out there. From the field to the funnel, Jonathan reveals how startups can build momentum in a challenging SaaS market without leaning on expensive sponsorships or outdated tactics.

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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 tools like ChatGPT can turn hours of manual work into minutes of personalized outreach. Plus, Kristie plays the "100 Pennies" game, revealing where she'd invest across sales, marketing, product, and events in 2025 to generate the highest pipeline ROI.

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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 their ideal customers.

Tune in to hear how Sandy diagnoses pipeline problems like a doctor before prescribing fixes, why she prioritizes marketing over sales when resources are tight, and what her unique "100-penny framework" reveals about breaking away from the status quo.

If you’ve ever felt like you're pouring leads into a leaky bucket, this one’s for you.

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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 automating what should be automated and protecting the human moments that truly move deals forward.

What you’ll learn in this episode:

• How to build an outbound engine in an inbound-heavy org
• The evolving definition of ICP (and why it’s not just your “target customer”)
• Real-world examples of using AI to accelerate but not replace sales efforts
• Her “100-penny” framework for distributing pipeline generation efforts across channels
• Why Storylane doubles down on product-led, founder-led, and social-led growth
• Tactical tips on staying agile and system-aware in a fast-scaling team

Whether you're scaling your first SDR team or fine-tuning your go-to-market playbook, this conversation is full of first-hand insights, practical strategies, and a refreshing perspective on the power of experimentation in modern pipeline generation.

Tune in now to learn how to build a pipeline that’s not just big but built to convert.

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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, technographics, and evolving signals. Tim also explores the role of AI in GTM, highlighting how synthetic datasets, automation, and personalized workflows can supercharge growth without sacrificing human context.

Wrapping up with the "100 Penny" exercise, Tim lays out his go-to-market investment strategy and shares his take on the growing trend of founder-led growth. Whether you're a startup or scaling mid-market business, this episode is packed with actionable insights to help you build smarter, more aligned pipelines.

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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 businesses can drive revenue with the right strategy. He also discusses the importance of relationship-building in a tech-driven world and reveals where he would invest his "100 pennies" to fuel pipeline growth in 2025.

Tune in for expert strategies, practical advice, and a candid conversation on what truly moves the needle in sales!

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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 operations, and industry-specific needs can shape high-impact sales strategies. Sriharsha and Atul also share how they transitioned from SMBs to mid-market and enterprise accounts by identifying where their product was a 'must-have' rather than just a 'nice-to-have.'

Beyond ICP refinement, they explore the role of AI in pipeline generation. They cover how automation revolutionizes account research, boosts SDR efficiency, and ensures every sales conversation delivers maximum value.

And when it comes to resource allocation, where should sales teams place their bets? Sriharsha and Atul reveal how they strategically distribute investments across sales-led growth, partnerships, and product-led strategies to drive sustainable revenue.

If you’re looking for insights on evolving your ICP, leveraging AI for smarter prospecting, and making the most of your go-to-market investments, this episode is a must-listen.

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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 uncovers game-changing insights. She dives into the art of tailoring messaging for different stakeholders, ensuring that every touchpoint resonates and drives action.

But sales success isn’t just about knowing your audience, it’s also about using the right tools. AI is revolutionizing research and ideation, yet Caroline highlights where AI adds value and where human expertise remains irreplaceable.

Beyond technology, she explores the smartest ways to invest across multiple channels, with customer success, sales enablement, and partnerships proving to be powerful growth levers. And for companies battling in crowded or commoditized markets, she reveals strategies to break through the noise by engaging senior decision-makers and using targeted, high-impact approaches.

Perhaps most importantly, Caroline stresses why alignment between sales, product, and leadership on ICPs is non-negotiable and how crafting the right message for the right persona can make all the difference.

This episode is a must-listen if you’re looking for proven, practical strategies to build a pipeline that actually converts.

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