Alexine Mudawar, CEO of Women in Sales, learned to trust her own path rather than comparing her business to others during challenging times. In 2023, a time of doom and gloom, Alexine focused on what she could control: taking care of her people and customers, which ensured steady success for Women in Sales. Looking ahead, Alexine is dedicated to listening closely to community members and understanding their needs, which guides the strategy of Women in Sales’ programs and products.

• About the Pioneer > 00:36
• Biggest Challenge > 02:04
• Looking Forward > 05:48
• 100 Pennies > 07:55
• Final Thoughts > 11:58

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James Kaikis, Chief Solutions Officer at TestBox, realized the necessity of a well-defined ICP and accurate data to guide data-backed decisions. This year, TestBox is overhauling its GTM approach by purging bad data to improve accuracy. James is investing in a variety of growth strategies to ensure predictability and repeatability for his GTM team.

• About the Pioneer > 00:46
• Biggest Challenge > 04:04
• Looking Forward > 06:42
• 100 Pennies > 10:16
• Final Thoughts > 13:15

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About this Pioneer

I am an operator turned technology professional driven by my passion for helping others, as demonstrated in my work at globally-recognized organizations like Hyatt, Showpad, and Salesforce. As a former hospitality professional, providing outstanding customer experiences is core to my DNA — and instrumental in my roles as both a Solutions leader and entrepreneur.

I founded the PreSales Collective, the largest global community for PreSales professionals that provides resources and opportunities for networking and mentorship. Since 2020, the community has grown to more than 35,000 members worldwide, four different lines of business, and nine full-time employees. PSC was successfully acquired in November of 2021 by a stealth community business.

James Kravic, Head of Advertising and Media at Dragon 360, is advocating for a shift from purely logical value propositions. By leaning into emotional messaging, James hopes to ensure a deep understanding of customer needs for effective lead generation.

• About the Pioneer > 00:42
• Biggest Challenge > 02:13
• Looking Forward > 06:40
• 100 Pennies > 11:17
• Final Thoughts > 15:14

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About this Pioneer

James Kravic is the Head of Ads & Media at Dragon360, a digital agency known for its expertise in paid media campaign strategy and execution for B2B brands. James not only orchestrates successful advertising endeavors for clients but also steers the agency's internal go-to-market strategy, encompassing marketing, partnerships, and sales.

Bethany Stachenfeld, Co-Founder & CEO of Sendspark, shapes her company's revenue pipeline by championing their vision across various platforms, emphasizing the ‘why’ behind their brand. In the challenging landscape of 2023, Bethany learned the importance of demonstrating tangible value to customers, avoiding being seen as a “nice-to-have”, and leading Sendspark to focus on enhancing their product and messaging.

• About the Pioneer > 00:27
• Biggest Challenge > 02:02
• Looking Forward > 03:55
• 100 Pennies > 06:00
• Final Thoughts > 10:00

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About this Pioneer

Bethany Stachenfeld is co-founder & CEO of Sendspark. Prior to founding Sendspark, Bethany was Head of Marketing for 2 B2B SaaS Startups: Filestack and VidGrid. Bethany is deeply involved in the startup community, and has been part of Venture for America, 500 Startups, OnDeck, and the Stage2 Accelerator (Catalyst). Bethany lives in New York City where she enjoys acroyoga, hydroponic gardening, and practicing martial arts (fun fact: Bethany is a 3rd degree black belt in Isshinryu Karate).

Johan Abadie, Chief Marketing Officer at Processmaker, knows the importance of self-service in B2B sales through free trials and demos. In 2024, he's experimenting with social selling, refining intent data for better timing, and addressing the trend of prospects anonymizing until they're ready to engage.

• About the Pioneer > 00:21
• Biggest Challenge > 02:27
• Looking Forward > 04:24
• 100 Pennies > 10:39
• Final Thoughts > 16:00

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About this Pioneer

Multi-faceted executive with a technical background and extensive experience building and leading International Sales & Marketing, Business Development, Operations and Product Development teams for start-ups and mid-size companies.

Strategic thinker with strong analytical skills. Excel at implementing data-driven solutions to solve complex problems and beat expectations. Solid history of building scalable sales and marketing operations and implementing strategic partnerships to grow revenues while maintaining low customer attrition, and creating new opportunities while maximizing operational efficiencies. Effective communicator capable of translating complex concepts and technologies to non-technical audiences.

Tenisha Griggs, Founder & CEO of 37X Digital Marketing Agency, had 2 major learnings from the economic uncertainties of 2023: the importance of pivoting business strategies and prioritizing existing customer bases amidst slower new acquisitions. Tenisha also shares her excitement about experimenting with B2B influencers to attract quality leads through educational content.

• About the Pioneer > 00:38
• Biggest Challenge > 01:54
• Looking Forward > 05:30
• 100 Pennies > 09:01
• Final Thoughts > 13:53

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Jared Robin, Co-Founder of RevGenius, reflects on 2023's lessons, acknowledging the challenges of premature sales hiring and the importance of managing expectations as a founder. Looking ahead to 2024, Jared discusses RevGenius' innovative 'Next' campaign, aimed at spotlighting emerging B2B SaaS influencers across social and community channels. Jared outlines his strategic budget allocations for revenue growth, focusing on community, founder, brand, customer, and marketing initiatives.

• About the Pioneer > 00:51
• Biggest Challenge > 06:21
• Looking Forward > 09:48
• 100 Pennies > 15:32
• Final Thoughts > 20:28

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About this Pioneer

Helping Founders & GTM Leaders Go-to-Market Collaboratively.

- Grew RevGenius from 0-40k members in 3 yrs

- Scaled from 0- 7 figs in $$$

- Throw a digital conference w > 5k registrants

- I help SaaS brands scale w community

- I advise a dozen or more startups

- I talk w GTM leaders on Revenue Today Podcast

Before RevGenius

- Scaled from 0-7 figs in $$$ at 2 startups

- I built a fashion mag w 10k monthly readers

Leslie Douglas, VP of Sponsorship Sales at Sell Better, has a diversified approach to pipeline generation: blending brand building, sales, customer success, and retention strategies. Due to the shifting landscape where B2B buyers are increasingly seeking peer reviews and educational content, marketers need to align more closely with the buyer journey.

• About the Pioneer > 00:38
• Biggest Challenge > 02:27
• Looking Forward > 04:30
• 100 Pennies > 07:08
• Final Thoughts > 11:03

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About this Pioneer

I got into sales as a profession as many people do…. on accident! But over time, I have discovered that everything we are doing is sales.

✨I was selling when I negotiated staying up 5 more minutes at bedtime as a child.

✨I was selling during my audition for the elementary school production of The Wizard of Oz.

✨I was selling the heck out of those Girl Scout Cookies to my parent’s colleagues.

✨I was selling when I wrote my college admission essays.