Summary

In this episode, Beth Yehaskel, a seasoned revenue architect and go-to-market advisor, shares her insights on building effective go-to-market systems. The conversation delves into the importance of connective tissue in organizations, the challenges of decision-making in smaller companies, and the role of empathy and communication in successful go-to-market strategies. Beth also discusses her approach to consulting, emphasizing the need for testing, iterating, and aligning teams on common goals.

Keywords

go-to-market, revenue architecture, Beth Yehaskel, connective tissue, decision-making, empathy, communication, consulting, testing, iterating

Takeaways

• Connective tissue is crucial for aligning go-to-market systems.
• Decision-making in smaller companies can be complex due to multiple stakeholders.
• Empathy and communication are key to successful go-to-market strategies.
• Testing and iterating are essential for refining go-to-market approaches.
• Aligning teams on common goals helps in achieving better outcomes.
• Understanding the ideal customer profile is vital for go-to-market success.
• Breaking down silos improves organizational efficiency.
• Listening and data analysis are critical in diagnosing system issues.
• Coaching can enhance leadership and decision-making skills.
• Practical and pragmatic approaches build strong foundations.

Sound bites

Connective tissue is crucial. Empathy and communication are key. Testing and iterating are essential. Aligning teams on common goals. Understanding the ideal customer profile.

TL;DR: If you have ever been told “you need to be more strategic” with zero useful guidance, this episode is for you. Kelly and Tiffany break down what strategy actually looks like in your day to day work, how to respond when you get that feedback, and how to rebuild your brand inside the company.

In this solo conversation, Kelly Lewis and Tiffany Jones unpack one of the most frustrating pieces of corporate feedback:

“You just need to be more strategic.”

Fresh off their conversation with Ravi Rajani about executive presence and storytelling, Kelly realizes she has more to say. In this episode, she and Tiffany pull the curtain back on what leaders are really looking for when they call someone “strategic” and why so many high performing middle managers still get labeled as tactical.

You will hear them dig into:

• The difference between having a strategy in your head and being seen as strategic

• Why RevOps and enablement leaders get stuck as “doers” even when they are driving critical change

• How to balance tactical execution with long term business outcomes

• The hidden skill of pre communication and why you must stop sounding reactive

They also share two simple frameworks you can start using today:

• Say, Do, Say: Say what you are going to do, do it, then say it again so the right people see the impact.

• SCOR: Situation, Challenges, Opportunity, Recommendation. A concise way to pitch your ideas with data, business impact, and a clear path forward.

If you have ever:

• Looked around corners and spotted problems early, then got labeled as “negative” or “escalating”

• Been told you are not strategic, without examples or support

• Wondered how to repair an internal brand that has quietly become “too tactical”

Kelly and Tiffany walk through the questions to ask, how to respond in your review, and how to use mentors, resources, and cross functional allies to change the narrative.

They also talk about:

• Personal brand inside your company and why people “remember projects, not tasks”

• Naming and productizing your work so your impact sticks

• What great managers should be doing when they give “be more strategic” feedback

• Why real feedback is a gift, even when it pushes someone to leave for a better aligned role

If you are in RevOps, enablement, CS, marketing, or sales leadership and you want to move from trusted executor to trusted strategist, this episode will give you language, tools, and next steps.

TL;DR: Author and speaker Ravi Rajani joins Kelly and Tiffany to unpack his recently release book, Relationship Currency—how deep listening, empathetic leadership, and conscious questions build trust, influence outcomes, and shape careers. Tactics for sellers, enablement, RevOps, and rising leaders inside modern GTM teams.

What does it really mean to invest in relationships at work? In this conversation, Ravi Rajani—author of Relationship Currency—shares the skills behind authentic influence: moving from active to deep listening, asking story worthy questions, staying fixed on desire while flexible on the path, and accepting compliments with grace.

Kelly and Tiffany connect these ideas to sales call planning, enablement, and leadership presence, including practical moves that make you feel prepared without getting over-rehearsed.

You’ll learn:

• The difference between active listening and deep listening and why it changes trust in sales and leadership
  

• How to come prepared yet stay nimble in high-stakes conversations
  

• Why “be more strategic” is often a coaching cop out—and what leaders should say instead
  

• The ASI framework for authentic compliments and how to actually receive one
  

• “Story worthy” questions that unlock context with prospects, peers, and even your kids
  

• A mindset shift for sellers: plan well, but do not chase an outcome
  

Timestamps

• 00:01 Meet Ravi Rajani and the power of relationship currency
  

• 05:46 Decades in the making: where storytelling skills come from
  

• 11:04 Stay fixed on the desire, flexible on the path
  

• 17:26 Do not seek the outcome: better call planning for sellers
  

• 20:58 Active listening vs deep listening with a real-world example
  

• 35:20 The ASI framework and how to accept a compliment
  

• 38:06 Homework: close the gap between spoken word and behavior
  

Who should listen: Sellers, Enablement, RevOps, CS leaders, managers, and ICs building their POV in GTM.

Connect with Ravi Rajani:

https://www.theravirajani.com/

https://www.linkedin.com/in/theravirajani/

TL;DR: Sales enablement veteran Donna McCurley breaks down her AI Sales Operating System (AISOS), how to build practical AI agents in Microsoft Copilot, and what skills enablement pros need to future-proof their careers. We get real about tool bloat, agent orchestration, and the coming shift to revenue enablement.

What we cover

• Why enablement teams can scale like they doubled headcount using AI

• AISOS in three parts: real-time coaching, dynamic enablement, and pipeline analysis

• Copilot 365 vs Copilot Studio and when to start with single-task agents

• The aha moment: mapping A-rep behaviors to outcomes using call data

• Stitching agents together for research, discovery, and outreach

• The SDR role, AI SDR claims, and a pragmatic 70–30 human to AI split

• Skills to future-proof enablement: data interpretation, pattern recognition, outcome alignment

• Moving from sales enablement to revenue enablement and breaking silos across GTM

Why listen

If you are a sales leader, enablement pro, RevOps leader, or CEO under board pressure to do more with less, this episode gives you a blueprint to operationalize AI without adding tools. Learn how to protect IP inside Microsoft, anchor enablement to growth levers, and turn agent insights into curriculum and coaching.

Keywords: AI sales operating system, Microsoft Copilot, AI agents, sales enablement, revenue enablement, SDR, GTM, RevOps, discovery questions, deal velocity, pipeline analysis, sales manager, CEO

Guest: Donna McCurley — consultant and recognized leader in sales enablement, creator of the AI Sales Operating System (AISOS).

Hosts: Kelly Lewis and Tiffany Jones — The Revenue Insiders Podcast.

Subscribe on Apple and Spotify, follow The Revenue Insiders on LinkedIn, and rate the show to help more GTM pros find us.

TL;DR: RevOps does not live to please the CRO. It exists to protect the revenue engine. In this fiery conversation, Jacki Leahy argues for CFO-level alignment, one big change per quarter, and why fractional RevOps beats a too-junior first hire for early-stage startups.

What we cover

• Why CROs now have the shortest average C-suite tenure and what that means for RevOps

• “Diplomatic immunity” for RevOps and reporting lines that actually work

• The quarterly “one big swing” rule based on Theory of Constraints

• Real talk on change management costs and how to calculate a payback period the CFO will green-light

• When a fractional RevOps agency outperforms a full-time hire

• The “Google Sheets empire” trap and the moment you must professionalize ops

• AI and GTM engineering: why tools like Clay should push you back to first principles

• A spicy assignment for your calendar that will give you hours back

Guest

Jacki Leahy, Founder of Activate the Magic, a fractional RevOps agency for early-stage startups. Follow Jacki on LinkedIn for unfiltered RevOps truth and very lively comment threads.

Key takeaways

• Pitch RevOps initiatives in CFO language: problem size, cost, ROI, and payback period

• Do one material RevOps change per quarter so you can isolate impact and unblock the true constraint

• Expect a temporary productivity dip with any change. Aim for initiatives that clear a 30 to 35 percent swing when you net the dip versus the uplift

• Early-stage companies should pair fractional seniority with junior doers rather than hire a single under-sized “head of RevOps”

Action for listeners

Open your calendar and identify recurring meetings that serve approval more than the business. Keep the ones that move revenue. Question the rest.

Links

• Guest: www.ActivateTheMagic.com

Unlock the secrets to mastering AI-driven sales enablement and revenue growth with John Hsieh of Scale GTM, as he sits down with Tiffany Jones and Kelly Lewis for an insightful, actionable episode crafted for today’s sales leaders, enablement professionals, and tech entrepreneurs. Discover how rapid innovation in artificial intelligence is disrupting classic B2B selling, why “agentic AI” is more than a buzzword, and exactly how top organizations empower their teams with confidence in a changing landscape.

This episode dives deep into the real challenges faced by sales and marketing teams as AI becomes both table stakes and a source of compliance anxiety. John shares his unique “Understanding, Belief, and Trust” framework: learn how to anchor product messaging in customer context, instill authentic buyer belief, and most critically, build trust in a world of black-box technologies. Hear firsthand examples from DocuSign, ServiceNow, and Anthropic, plus practical strategies for enablement leaders—from prepping reps for tough security questions to building a playbook that conquers the dreaded AI buying committee.

Key topics covered include:

• AI’s explosive impact on B2B SaaS sales and go-to-market

• Overcoming compliance hurdles in an era of agentic AI

• How to create sales messaging that builds understanding, belief, and trust

• Real-world enablement playbooks: prepping sellers for objections and legal reviews

• Achieving urgency and confidence throughout the sales cycle

• Expert client stories and lessons learned from industry leaders

• Actionable questions for GTM pros: Are you connecting your AI capability to buyer reality? Are you offering true transformation? Are you earning real trust?

Listeners will leave with an actionable framework, proven techniques to break through the noise, and tools to empower teams on the front lines of AI innovation. Plus, stay for the unfiltered moments and stories from some of the brightest minds in revenue—this conversation is essential for anyone seeking to grow pipeline, accelerate deals, and become a trusted advisor in the age of artificial intelligence.

Perfect for sales enablement leaders, revenue operations managers, marketers, B2B founders, and anyone searching for ideas on scaling trust and impact. Connect with John Hsieh at Scale GTM and tap into the latest strategies in AI, sales, and go-to-market transformation.

Keywords: AI sales enablement, agentic AI, go-to-market, trust framework, B2B SaaS, revenue growth, Scale GTM, compliance, sales messaging, enablement, buyers, pipeline, DocuSign, ServiceNow, Anthropic, leadership coaching, marketing innovation, secure AI, GTM strategies, transformation, sales enablement podcast, tech sales, business innovation, urgent sales, actionable framework

TL;DR: LIVE from Highspot Spark ‘25—real talk on closing the GTM execution gap: where strategy breaks, how to fix it with systems and smarter AI, and how leaders protect teams from burnout while driving results.

In this live recording, host Kelly Lewis (former Highspotter) interviews two GTM builders who’ve lived the execution gap and fought through it: Pam Dake, Senior Director, Global Enablement at Menlo Security, and Rory Nolan, Director, ISO Revenue Enablement at Lenovo. Each rapid interview is followed by audience AMA—no filters, no fluff, just what works.

What you’ll learn

• Where execution breaks even when strategy is solid—and how to move from pressure to precision.
  

• Structure over chaos: Governance, calendars, and content hygiene that keep politics from overrunning seller time.
  

• Harmonize, then localize: The Lenovo way to scale enablement across 180 markets without losing local nuance.
  

• From SKO firehose to outcomes: Pam’s 10-week rebrand scramble, why product-first FMDs flop, and how a “March Madness” call-review program turned performance.
  

• AI that actually helps: ChatGPT Enterprise for program design, call intelligence for better prep, Highspot digital rooms for focused selling—plus a one-page “what to use when” to beat AI fatigue.
  

• Burnout is real: If you add a step, remove one. Celebrate small wins. Protect learning capacity before launching more.
  

Who should listen: GTM leaders, enablement, RevOps, and frontline managers who want practical plays to close the gap between strategy and seller execution.

Keywords: Highspot Spark 25, GTM Leadership Track, Revenue Insiders LIVE, closing the GTM gap, revenue enablement, SKO, first meeting deck, digital sales rooms, AI in sales, Lenovo enablement, Menlo Security enablement, governance, localization vs globalization, seller productivity, burnout

TL;DR - This episode shares expert tips from Dreamforce 2025, focusing on how AI agents and smart networking can help sellers, RevOps, and leaders get more value from the conference—covering the best sessions, strategies for ROI, and practical ways to use new tech for revenue growth

Dive into Dreamforce 2025 with the Revenue Insiders, where hosts Tiffany Jones and Kelly Lewis deliver insider tactics for maximizing impact at the world’s leading sales and tech conference. In this special episode, Tiffany shares her perspective as a featured speaker—covering game-changing sessions on revenue growth, the land-and-expand journey, and exclusive insights on AI agents transforming Slack and Salesforce. Kelly walks through actionable networking strategies, from intimate vendor lounges to unmissable street-side conversations, highlighting why the real value of Dreamforce comes from unfiltered peer connections and hands-on best practices.

If you’re looking to boost ROI from Dreamforce attendance, this episode reveals how to align event priorities with go-to-market operations, vet vendors through real customer feedback, and navigate the cost-benefit analysis of sending your team. Whether you’re making the business case to attend, planning your packing essentials (think layers and tennis shoes!), or aiming to craft a week that mixes big events with productive workshops, Tiffany and Kelly break down how top operators think about event agendas, slicing through overwhelm to focus on what matters most for sellers, RevOps, and business leaders.

Packed with advice on maximizing AI data, strategizing sessions around Slack integrations, and networking for both introverts and extroverts, this episode is a Spotify must-listen for anyone in the revenue, sales, or Ops spaces. Stay ahead of the curve with strategies for leveraging Dreamforce not just as a learning opportunity, but as a catalyst for next year’s GTM innovation. Connect, learn, and scale your business—stream now and join the conversation with the Revenue Insiders at Dreamforce 2025.

Keywords: Dreamforce, Salesforce, Revenue Insiders, AI agents, Slack integrations, sales strategy, business networking, RevOps, event ROI, vendor evaluation, GTM planning, leadership, sales enablement, business case, data security, event packing, SaaS, B2B, tech trends, workshops, Moscone, Yoodli, street-side networking, annual planning, live reactions, best practices, LinkedIn connections