Episode #223:

Patrick McGuire, Chief Revenue Officer at Kompound, unpacks a trust-first system for scaling sales. He shows how short videos, tailored one-to-one demos, and service-led follow-through turn credibility into revenue, and why involving customer success early keeps wins compounding long after the close.

“I really believe that the secret sauce is trust. It's doing business the way it's supposed to be done. If I can't trust you, we can't do business, it's not going to work, and you're not going to close deals. So, I believe the way to 3, 5, 10x your sales is by gaining trust and sharing and loving and giving excellence to people when you get a chance to. It's that trust funnel.” – Patrick McGuire

Patrick highlights a practical “Trust Funnel” that maps value-first touches to buying intent. He recommends a lightweight video sequence that diagnoses the buyer’s biggest problem, shifts into focused one-to-one sessions, and brings customer success into motion to sustain momentum with the goal of creating a human-centered path to higher win rates, lower CAC, and repeatable growth.

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Episode #222:

Stephanie Davis Smith, CMO at The N2 Company, demonstrates how to mitigate channel overwhelm by focusing on areas where execution excels. She explains a six-stage franchise psychology that converts excitement into loyalty. She details budget-efficient content reuse and ROI rigor. She ties it all together with the voice of the customer alignment.

“Get down to the people on the ground and talk to them because they always know what they need. Don’t create too many levels where you lose sight of what’s happening on the ground. That’s where the great decisions and ideas come from.” - Stephanie Davis Smith

Marketers will learn how Stephanie trims channel sprawl, repurposes content for efficient reach, and uses customer psychology to turn early excitement into lasting advocacy. She shows where to double down, when to pause experiments, and how the voice of the customer aligns teams to measurable outcomes that support revenue and retention.

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Episode #221:

Amit Shankardass, CMO at VXI Global Solutions, explains why client centricity must guide decisions. He demonstrates how to strike a balance between today’s needs and both near-term and long-term horizons. He explores human biases that block honest listening. He shares practical ways to institutionalize customer voice.

“A customer should be the North Star that guides how we begin to think, process, and evaluate.” - Amit Shankardass

This conversation demonstrates how leaders can anchor decisions within the buyer’s frame, mitigate bias when processing feedback, and foster alignment across sales and marketing. Amit outlines habits that scale trust and revenue, from strategic reviews that anticipate tomorrow’s needs to advisory boards that surface hidden opportunities.

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Episode #220:

Chris Green, Chief Revenue Officer at FreshRealm, explains why process beats outcome chasing in turbulent companies. He shows how accurate and timely communication aligns boards, founders, and teams. Chris connects customer conversations to sharper ICP focus and growth path choices. He closes by emphasizing that relationships are the true compounding asset.

“The key is accurate and timely communication of what's happening, what you're thinking, and what you're going to do about it. Today, change is constant and happens at a rapid pace. So, communicate as often as we can and in a meaningful way. It’s the human element of turning a company into a revenue machine.” – Chris Green

Chris explains how to cut through chaos by setting precise rhythms, reporting what is happening and what will be done next, and creating space for future-focused customer conversations that sharpen ICP and roadmap choices. He shows leaders how to align boards and founders, rally teams around purpose and relationships, and sustain momentum through frequent, meaningful communication that builds trust and turns scattered effort into a consistent path to revenue across functions and in the face of changing market conditions today.

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Episode #219:

Jereme Baker, Founder & CEO at Baker Law Group, and Maureen Berkner Boyt, Founder & CEO at C2IQ Inc., share why people are the lifeblood of growth. They detail how culture, values, and incremental improvement keep teams thriving. They also discuss the data and skills behind change resilience. Together, they demonstrate how human connection can become a competitive advantage.

“If you want to succeed in business, if you want to grow, if you want to be profitable, you have to center it around the humans.” - Maureen Berkner Boyt

This episode explores how culture, values, and resilience to change contribute to sustainable growth. Jereme and Maureen share practical ways to hire for fit, build connections, pace change, and utilize AI to automate routine work, allowing people to focus on higher-value outcomes.

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Episode #218:

Shirin Hameed, CMO at Detroit Engineered Products, explains why trust is the missing link in B2B growth. She shows how post-sale experiences create loyalty. She urges authentic alignment across teams. She shares practical ways to maintain consistent messaging.

“It's not the product itself that you're selling, but you are selling a longer relationship with the client. We are enabling mutual success. The more you succeed, the more we grow together.” - Shirin Hameed

Shirin shares why trust after the sale drives real growth. She explains how alignment, feedback loops, and consistent messaging help buyers feel confident in long-term value. You will hear actionable ways to turn post-sale experiences into loyalty, expansion, and measurable revenue impact.

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Episode #217:

Aviv Canaani, Chief Revenue Officer at Datarails, breaks down how to engineer a predictable revenue model by treating go-to-market like a factory. He explains the handoffs between marketing, SDRs, AEs, and solution consultants, and why brand trust and creative risk-taking accelerate demand, conversion, and forecasting accuracy.

“We generate all the demand and all the leads through marketing. I can actually tell you how much budget we're using in marketing, how many meetings we will be able to generate and become opportunities, and how many will become closed won.” – Aviv Canaani

Aviv Canaani highlights a practical model for predictable growth, from budget-to-pipeline math to calendar-level AE focus. He details how brand trust fuels inbound demand, why specialized roles improve velocity, and how paid and organic channels work together to forecast meetings, opportunities, and revenue with confidence.

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Episode #216:

Tarmo Van Der Goot, Chief Revenue Officer at Frisbii, explains how to reconcile quarterly targets with durable growth. He frames Net Revenue Retention as the North Star that keeps short-term choices tethered to strategy. He details how a unified ICP, tight product partnership, and direct voice-of-customer contact prevent reactive churn. He closes with culture and focus as the foundation for cross-sell at scale.

"Make sure that your short-term, quarterly goals are aligned with your long-term decision. The way I approach it is making sure that the long-term strategy is my anchor for the short-term decisions.” - Tarmo Van Der Goot

This episode examines how a CRO strikes a balance between near-term targets and durable growth by utilizing NRR as a guiding principle, aligning on a single ICP, and translating the voice of the customer into actionable product outcomes. Expect clear examples on cross-sell, operating cadence, and culture so teams can connect daily choices to long-term outcomes.

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