Chief Revenue School w/ Adem Manderovic + George Coudounaris

Your Pipeline Isn’t Unpredictable. It’s Unvalidated.Revenue leaders across SaaS and enterprise sales are describing the same tension:Pipeline coverage looks fine.CRM stages are full.Forecast calls still run.Yet confidence feels thinner than it used to.Close dates slip.Deal sizes shrink late.Forecast conversations rely more on narrative than proof.In a recent discussion, Phil Cleary, who spent over two decades leading revenue enablement at Salesforce, described the issue clearly:“The realness of the pipeline… how much of it is fabricated.”Fabricated doesn’t mean dishonest.It means structurally unvalidated.Deals can progress through stages without being stress-tested for viability. Confidence rises faster than evidence. Stage movement becomes a substitute for truth.That gap is where predictability erodes.When validation isn’t enforced by the system, pipeline can look stable while remaining fragile.Coverage ratios stay healthy.Forecasts still get submitted.Leaders still feel exposed.As Phil Cleary surfaced, the uncertainty many leaders feel isn’t coming from effort or intent — it’s coming from a validation gap. The system allows opportunities to advance without consistently proving they deserve to.At scale, this creates what many leaders call fake pipeline.Not invented deals — unproven ones.A viable deal has evidence behind it.Not enthusiasm.Not activity.Not good discovery calls.Viability requires clear answers to simple questions:Who is driving this internally — and do they have influence?What triggered urgency?What alternatives are being considered?What could stop this?What defines success post–go-live?What is the real decision path?Why now?When is the renewal or contract event?When those answers are missing, the opportunity may be real.It just isn’t forecastable.This is where Adem Manderovic and George Coudounaris introduced cataloguing within Closed Circuit Selling™.Cataloguing isn’t CRM hygiene.It’s capturing buyer truth in plain language so the organisation stops guessing.It doesn’t speed buyers up.It stops probability inflation.Phil Cleary also highlighted a critical shift in buyer psychology:Fear of Messing Up now outweighs Fear of Missing Out.When buyers fear personal or reputational risk, decision cycles lengthen, committees expand, and scrutiny intensifies.From the outside, this looks like unpredictability.Inside the system, it exposes weak validation and poor continuity.Better questioning frameworks don’t solve that.Visible commercial continuity does.Revenue volatility isn’t a skills problem.It’s a system design problem.Closed Circuit Selling™ is not a sales methodology.It is a commercial architecture.When validation, handover, delivery, and retention aren’t governed by a unified system, volatility is inevitable.When they are, confidence compounds.Your pipeline isn’t unpredictable.It’s unvalidated.Pipeline Volatility Is a Validation ProblemWhat Viability Actually MeansFOMO vs FOMUThe Bottom Line🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠

Closed Circuit Selling: Why the Funnel Is Breaking Your GTMMost go-to-market teams aren’t failing on effort. They’re failing on architecture.In this episode, we sit down with Charles Needham (co-author of Cold Call Algo) alongside Adem Manderovic (CRO School) to break down why the linear funnel is the biggest sacred cow in sales, and why Closed Circuit Selling is the better model for modern outbound.We unpack incentives, silos, CAC payback insanity, and why “meetings booked” became a broken religion. Then we get practical. How to run outbound as market learning. How to capture timing signals. And how to build feedback loops that actually make marketing, sales, and customer success stronger together.Tune in and learn:Why buyer journeys are non-linear, and funnels create blind spotsHow to shift from meetings quotas to conversation-driven market validationWhy intent data can’t replace first-party conversationsIf you’re a B2B marketer or revenue leader, this is the blueprint for building a GTM system that compounds instead of churns.🔗 Links + CTAs🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-gen...💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-a...🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses📺 YouTube:    / @theb2bplaybook  📩 Newsletter: https://theb2bplaybook.com/newsletter/📚 Latest content: https://theb2bplaybook.com/00:00 The “Sacred Cow”: Why the Linear Funnel Breaks Reality01:00 Who’s Charles Needham (And Why He Thinks Like a Quant)04:30 From Mortgage Bonds to CRMs: Seeing Sales as a Database07:00 The Moment He Realised “Meetings Booked” Is a Trap09:10 Closed Loop Continuity vs Funnel Checklists11:40 What Silos Destroy: Feedback Loops That Never Make It Back14:10 CAC Payback Madness: When “Growth” Becomes Insanity17:10 The Conversations Model: Comp People for Learning, Not Meetings20:05 Predictable Revenue Misread: “Market Development” Got Lost21:00 VC Algebra vs Real Buyers: “The Customer Doesn’t Exist”28:10 The 2008 Analogy: Incentives Create Fragile Systems32:20 Intent Data Hot Take: “Or You Could Call Them”36:00 The Guitar Demo: What “Cataloguing” Really Means39:00 “Talk to Everybody”: The Outbound Belief Most CROs Don’t Hold41:45 Fixing the Root: Change Comp, or Nothing Changes48:10 Market Validation vs Cataloguing: The Language Problem56:35 AI Didn’t Fix Outbound. It Scaled the Spam Cannon59:30 What Works Next: Follow the Underpriced Channel (Then Move)1:06:00 Cold Call Algo: The “Unplanned Communication” Thesis💰 Need to bring in more revenue for your company (so sales and your boss love you??)Get the:🔹 strategy🔹 templates🔹 toolsSo you have everything you need to drive more revenue for your brand.https://theb2bplaybook.com/demand-gen...⁠⁠https://theb2bplaybook.com/closed-circuit-selling⁠⁠🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠⁠⁠⁠https://www.readystack.ai/⁠⁠⁠⁠Firmable Humantic ⁠⁠⁠⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠⁠⁠⁠Ocean ⁠⁠⁠⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠⁠⁠⁠Bitscale ⁠⁠⁠⁠https://bitscale.ai/?ref=adem⁠⁠⁠⁠

Why Sales & Marketing Broke (And How to Rebuild a Modern Revenue System) ft. Tony J HughesMost teams feel the symptoms — pipeline gaps, misaligned targets, MQL chaos, sellers chasing “now or never” deals.But those are signals of a deeper problem: the revenue system itself is broken.In this episode, we sit down with Tony J Hughes and Adem Manderovic to unpack why sales and marketing drifted apart… and how to rebuild a modern revenue system that actually matches how buyers make decisions today.We get into:Why predictable revenue models collapsedHow sales stopped validating the marketHow marketing lost strategic direction to MQL targetsAnd how to replace the old funnel with a closed-circuit GTM system that creates control and credibility again.We also talk ICP, cataloguing, air cover, performance gaps, and Tony’s new book Sentient — plus what AI means for the future of selling.Tune in and learn:Why the old sales & marketing playbooks brokeHow to build a shared ICP that actually aligns both teamsWhy cataloguing is the foundation for a modern GTM systemHow to create air cover that supports real sales cyclesThe future of selling in a world of advanced AIIf you’re a B2B marketer or sales leader stuck in the old predictable-revenue logic, this episode is your blueprint for rebuilding alignment and revenue performance from the ground up.🔗 Links + CTAs🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-gen...💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-a...🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses📺 YouTube:    / @theb2bplaybook  📩 Newsletter: https://theb2bplaybook.com/newsletter/📚 Latest content: https://theb2bplaybook.com/00:00 Why sales & marketing broke01:02 Where misalignment actually began03:10 Why inbound intent pushes sellers into a red ocean06:20 How sales used to validate the market (and why it matters)08:45 The ICP framework sales & marketing should share11:15 Turning sales discovery into marketing air cover13:55 How MQL targets fractured GTM17:20 Cataloguing: foundation of a modern revenue system20:05 Why frontline sales leadership is the weakest link23:40 When sales & marketing target different lists27:05 When to run a sales-led vs marketing-led motion31:40 Talk to more of the market (not just in-market buyers)34:05 Why feature-selling kills deals38:35 RSVP vs BANT: a smarter way to qualify42:10 What CMOs actually respond to in outreach46:15 Adem’s journey to Closed Circuit Selling50:05 Tony’s research: AI, AGI & the future of selling53:40 Why every seller becomes a cyborg55:05 Where to find Tony J Hughes-----------------------------------------------------👥 Are you a B2B marketer in a small team??💰 Need to bring in more revenue for your company (so sales and your boss love you??)Get the:🔹 strategy🔹 templates🔹 toolsSo you have everything you need to drive more revenue for your brand.See why other B2B marketers like you love The B2B Incubatorhttps://theb2bplaybook.com/demand-gen...Learn everything you have seen, and heard here? https://theb2bplaybook.com/cro-schoolhttps://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠

What’s Next for Outbound Sales? Aaron Ross (Predictable Revenue) & Adem Manderovic (Closed Circuit Selling)Outbound sales is at a crossroads.Automation is everywhere. AI is flooding inboxes. Meetings are harder to book than ever.So we sat down with Aaron Ross, author of Predictable Revenue and From Impossible to Inevitable, to ask one question:What’s next for outbound sales?Alongside Aaron, Adem Manderovic (Closed Circuit Selling, CRO School) breaks down why GTM teams misread Predictable Revenue, how outbound drifted into “meetings at all costs,” and what a modern outbound system actually looks like.We dig into market validation, cataloguing timing signals, emotional intelligence, relationship systems, and why AI is forcing teams back to fundamentals.If you sell, market, or run a revenue team, this conversation will change how you think about outbound.Tune in and learn: • Why Predictable Revenue was never meant to be a “meetings engine” • How outbound broke — and how to rebuild it around market validation • Why the future of outbound is more human, not more automatedLinks + CTAs🧠 Learn how to drive revenue across your organisation with CRO School:https://theb2bplaybook.com/cro-school🎓 Join our Demand Generation Program:https://theb2playbook.com/demand-generation-course💼 Need help running your own LinkedIn Thought Leadership Ads?https://theb2bplaybook.com/linkedin-ads-agency💼 ACCESS our B2B COURSES:https://theb2bplaybook.com/courses📺 YouTube:https://www.youtube.com/@theb2bplaybook📬 Newsletter:https://theb2bplaybook.com/newsletter/📚 Latest content:https://theb2bplaybook.com/Timestamps00:00 What’s Next for Outbound Sales?01:00 How Predictable Revenue Was Misinterpreted03:00 Why Meetings Became the Wrong Metric05:00 Outbound as a Market Validation Engine08:00 Inbound vs Outbound: Why the Debate Won’t Die11:00 The Anxiety Economy: Overreacting vs Fixing GTM14:00 When Leaders Do More of What Doesn’t Work17:00 Relationship Systems: The Missing Link in Outbound20:00 The Most Underrated Outbound Move: Talk to People23:00 When Sales Stopped Validating Markets26:00 Adem’s Closed Circuit Selling: Timing & Cataloguing29:00 Aligning Sales, Marketing & CS Under a CRO32:00 Why AI Makes EQ and Creativity More Valuable36:00 Sales as a Communication Channel40:00 Intent Data vs Real Customer Conversations45:00 Aaron Ross’ New Books: Income Systems & AI Selling50:00 Winners vs Losers in the AI Revenue Era53:00 Final Takeaways for Modern Outbound👥 Are you responsible for revenue in a small or midsize or enterprise B2B team?Do you feel the pressure to generate more, with fewer resources, tighter timelines, and rising expectations from sales and leadership?💰 You don’t need more noise — you need alignment.CRO School gives you the architecture, not just tactics:🔹 Strategy — grounded in market validation, not guesswork🔹 Templates — built for Closed Circuit execution, not funnels🔹 Tools — that create consistency, clarity, and compound revenueWhen marketing, sales, product, and success operate as one system, revenue stops leaking — and starts scaling.This is why marketers, founders, and revenue leaders around the world are shifting to Chief Revenue School to learn the modern commercial operating system.👉 Explore the program:https://theb2bplaybook.com/cro-schoolhttps://theb2bplaybook.com/closed-circuit-sellingPartners Favikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsBirdDoggetbirddog.ai/ mention “Adem”Dealfront Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠#b2b #b2bmarketing #cro #revenuestrategy #revenuealignmentarchitecture #closedcircuitselling #demandgeneration #chiefrevenueschool

Most teams blame Predictable Revenue for broken outbound. The truth? The model wasn’t wrong — the market’s interpretation was.In this 5-minute Mid-Week Musing, we unpack why Predictable Revenue went off track and show how small B2B teams can fix outbound in 2026 through market validation — not meetings.You’ll learn: Why Predictable Revenue got misused as a meeting-engine, not a validation systemHow to catalogue your market to uncover real buying signalsA simple way to align sales and marketing around timing and handoffsPerfect for small-team marketers and sales leaders ready to modernise outbound and build predictable revenue the right way.-----------------------------------------------------🔗 Links + CTAs-----------------------------------------------------🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-gen...💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-a...-----------------------------------------------------🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses📺 YouTube:    / @theb2bplaybook  📩 Newsletter: https://theb2bplaybook.com/newsletter/📚 Latest content: https://theb2bplaybook.com/-----------------------------------------------------00:00 Why Predictable Revenue Wasn’t Wrong01:14 Market Validation: The Fix for Outbound in 202603:12 How to Catalogue Accounts (Instead of Chasing Meetings)05:08 Why Timing Beats Pressure in Modern Outbound08:45 Systemising the Handoff: Turning Validation into Revenue-----------------------------------------------------👥 Are you a B2B marketer in a small team??💰 Need to bring in more revenue for your company (so sales and your boss love you??)Get the:🔹 strategy🔹 templates🔹 toolsSo you have everything you need to drive more revenue for your brand.See why other B2B marketers like you love The B2B Incubatorhttps://theb2bplaybook.com/demand-gen...ChiefRevenueSchool.comhttps://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠

Outbound Sales Strategy 2026: The Evolution of Predictable Revenue w/ Collin Stewart, George & AdemGuests: Collin Stewart (CEO, Predictable Revenue) & Adem Manderovic (Closed Circuit Selling™)Description:Outbound sales has changed — and so has Predictable Revenue.In this episode, we sit down with Collin Stewart, CEO of Predictable Revenue, and Adem Manderovic from Closed Circuit Selling™, to unpack how outbound has evolved, what the market misunderstood, and what’s working for 2026 and beyond.We explore how outbound is shifting from brute-force prospecting to a smarter, signal-led strategy. You’ll hear the inside story behind Predictable Revenue, how SDR roles were originally designed, and why “market validation” is now the key measure of success.Tune in and learn: • Why Predictable Revenue was never just about meetings • How to rebuild outbound around timing, trust, and signals • The 4-Funnel System that helps sales and marketing stay alignedIf you want to future-proof your outbound strategy for 2026, this episode is a must-watch.🔗 Links + CTAs🧠 Learn how to drive revenue across your organisation with CRO School:https://theb2bplaybook.com/cro-school🎯 Join our Demand Generation Program:https://theb2bplaybook.com/demand-generation-course💼 Need help running your own LinkedIn Thought Leadership Ads?https://theb2bplaybook.com/linkedin-ads-agency📩 Newsletter:https://theb2bplaybook.com/newsletter/📚 Access all courses:https://theb2bplaybook.com/courseshttps://theb2bplaybook.com/closed-circuit-selling⏱️ Chapters00:00 — The Flaw That Broke Outbound: When Predictable Revenue Lost Its Way01:00 — How Predictable Revenue Changed SaaS Forever03:00 — The Untold Story: From Voltage CRM to Predictable Revenue06:00 — Cold Email in 2012: When 40% Reply Rates Were Normal09:00 — What Problem Predictable Revenue Was Really Built to Solve11:00 — The Email Revolution: How the Market Misread the Book14:00 — SDRs, Specialization & The Original Intent Behind the Model17:00 — Why Outbound Broke: Misuse, Metrics, and “Growth-at-All-Costs”20:00 — From Prospecting to Market Validation: A Smarter Measure for 202623:00 — The Lazy SDR Problem — And How to Fix It with Better Habits26:00 — How to Replace “Closed Lost” with a Real Nurture System30:00 — Building the Four-Funnel System That Actually Works33:00 — Why CRMs Became a Nightmare — and How to Rebuild Them for Sales37:00 — AI, Clay & n8n: The New Tech Stack Powering Smart Outbound41:00 — How Founders Can Build VC Lists & Market Maps with AI44:00 — Humanic + Clay = Next-Gen Market Intelligence46:00 — Why Collin Shut Down Predictable Revenue’s Sales Floor50:00 — The Brutal Truth About Agency Models and Churn54:00 — Writing “The Terrifying Art of Finding Customers”57:00 — Product-Market Fit as the Real Multiplier of GTM Success1:00:00 — Closing Thoughts: How to Rebuild Outbound for 2026https://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠#B2B #GTM #ClosedCircuitSelling #RevenueAlignmentArchitecture™ #PredictableRevenue 

Closed Circuit Selling™ (CCS) and the category we architected Revenue Alignment Architecture™ featured on the Predictable Revenue™ Inc. Podcast with Collin Stewart 🙏 🤩 This isn’t just another GTM episode.It’s a signal that the industry is shifting from frameworks to architectures.from silos to circuits.from guesswork to timing intelligence.With the team that helped revolutionize modern outbound, we just laid down the blueprint for how commercial operating systems will work from here on.In this episode of the Predictable Revenue Podcast, host Collin Stewart speaks with George Coudounaris and Adem Manderovic, co-founders of CRO School, about innovative approaches to sales and marketing.They discuss the challenges of scaling companies, the limitations of traditional sales playbooks, and the importance of building relationships first. The conversation delves into the concept of Closed-Circuit Selling™, market validation, and the need for alignment between sales and marketing teams.They also explore the future of outbound sales and the significance of understanding market dynamics.Highlights include: • Understanding Closed Circuit Selling (03:17) • Qualifying Opportunities Through Discovery (07:01) • The Evolution of Cold Calling (09:55) • The Pillars of Effective Selling (15:07) • Aligning Sales and Marketing (19:27) • Impact of Methodology on Client Success (27:02) • And more…Stay updated with our podcast and the latest insights on Outbound Sales and Go-to-Market Strategies!⸻Chapter Markers (Full Segment Index) • Unpacking CRO School and New Sales Paradigms — 00:00 • The Origins and Mechanics of Closed Circuit Selling — 03:12 • From Cold Calls to Relationship-First Selling — 07:01 • Embracing a Relationship-First Sales Approach — 12:38 • Core Pillars for Revenue Alignment Architecture™ — 15:07 • Achieving Sales-Marketing Alignment Through Cataloging — 19:23 • Evolving Outbound Sales and New Metrics — 24:47 • Discover CRO School and the New Sales Paradigm — 27:19https://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠Learn more about Closed Circuit Selling ChiefRevenueSchool.com 

In this episode, Scott Leese joins George Coudounaris and Adem Manderovic to unpack why the Predictable Revenue model is collapsing — and how to rebuild outbound around networks, trust, and real timing.We break down how the SDR ➝ AE split eroded skills and alignment, how “meetings booked” became the wrong KPI, and what today’s best sellers are doing differently: validating markets, leveraging relationships, and comping on actual revenue.Scott shares what he’s seeing across 160+ companies and 12 unicorns, from collapsing cold-call pickup rates to the rebirth of in-person plays. We tie it back to CRO School’s Closed Circuit Selling™ — a system that gets sales, marketing, and product working in sync again.Tune in and learn: • • Why outbound is breaking — and what replaces it • • How to comp on held meetings or revenue, not vanity KPIs • • How to validate and catalogue your market for smarter timing • • The new edge: AI + network + unscalable playsIf you’re a small-team B2B marketer or sales leader sick of empty pipelines and spam tactics, this episode gives you the modern framework to fix it.🔗 Links + CTAs:🧠 Learn how to drive revenue across your organisation with CRO School:https://theb2bplaybook.com/cro-school💼 Need help running your own LinkedIn Thought Leadership Ads?https://theb2bplaybook.com/linkedin-ads-agency📣 Join our Demand Generation Program:https://theb2bplaybook.com/demand-generation-course👨‍🏫 ACCESS our B2B COURSES:https://theb2bplaybook.com/courses📺 YouTube:https://www.youtube.com/@theb2bplaybook✉️ Newsletter:https://theb2bplaybook.com/newsletter/📚 Latest content:https://theb2bplaybook.com/https://theb2bplaybook.com/closed-circuit-selling Timestamps / Episode Structure:00:00 — The Volume Game Is Dead01:00 — Why Scott Leese Ditched Outdated Playbooks02:20 — “Hobbyists with Pitch Decks”04:40 — Funding ≠ Success07:18 — Founders Must Sell First10:50 — What Great Sellers Do Differently13:40 — Validate the Market Before You Sell16:04 — How Predictable Revenue Broke Sales19:40 — Lost Coaching & Skill Decay23:58 — AI + Network + Unscalable Grit26:50 — Fix Your Sales Technical Debt29:21 — Stop Paying for Meetings Booked32:00 — The MQL Hamster Wheel35:00 — Rebuilding Sales–Marketing Handoffs41:10 — Cold Calls Are Dying45:10 — Referral Math That Opens Doors46:20 — In-Person Plays That Win49:20 — Deepfakes & IRL Trust55:10 — Scott’s 3 Bets for the Future👥 Like the revenue architecture discussed in this one??💰 Need to bring in more revenue for your company (so sales and your boss love you??)Get the:🔷 Strategy🔷 Templates🔷 ToolsSo you have everything you need to drive more revenue for your brand.See why other B2B marketers like you love The B2B Incubator👉 https://theb2bplaybook.com/demand-generation-course         https://theb2bplaybook.com/cro-schoolhttps://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccs Dealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠

B2B Outbound Strategy: Conversations, Not MeetingsIf your outbound is optimised for meetings, not conversations, you’re burning cash and trust.We sit down with Joey Gilkey (CEO, Titan X) and Adem Manderovic (Closed Circuit Selling, CRO School) to rebuild B2B outbound so it actually drives revenue. We unpack why the SDR-AE factory failed, how to get 25% connect rates, and how to use first-party signals to guide timing, ads, and follow up.Joey shows why he pays SDRs to create completed conversations and rigorous disposition buckets. Adem explains cataloguing and channel validation so marketing stops guessing and starts planning around real timing. We dig into audience activation using opt-in texts and VSLs, and why “buyer intent” data isn’t the shortcut you think it is.Tune in and learn: • A practical B2B outbound strategy built on conversations and 6 disposition buckets • Why the SDR-AE model and Predictable Revenue broke outbound (and what replaces it) • Why pipeline coverage and meeting quotas mislead teams, and what to measure insteadThis is a must-watch if you’re a B2B revenue leader. Stop chasing low-value meetings and start engineering high-value conversations that inform ads, timing, and deals.Links + CTAs🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency📈 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course🧑‍🏫 ACCESS our B2B COURSES: https://theb2bplaybook.com/courses📺 YouTube: https://www.youtube.com/@theb2bplaybook📧 Newsletter: https://theb2bplaybook.com/newsletter/📚 Latest content: https://theb2bplaybook.com/⸻Chapters00:00 Why today’s outbound is breaking trust01:34 Joey Gilkey on Titan X and the “phone intent” wedge02:58 The 25% connect-rate play and why conversations matter04:30 How the SDR-AE split eroded buyer trust06:05 Cheap headcount, costly model: the real flaw08:36 What APAC got right: senior sellers and CS roots10:28 Market validation beats MQLs every time12:44 VC incentives and the sales industrial complex13:58 Joey’s reversal: paying SDRs to have conversations15:42 Long-cycle selling lessons that fix short-term thinking18:32 Buckets, not bookings: 6 dispositions that run your follow up21:05 Full-cycle AEs vs modern roles — what actually works27:10 Audience activation: VSL + phone + SMS that scales trust32:33 Opt-in texting, pixeling, and smarter retargeting34:52 Make marketing useful: capture commercial intel, not contacts36:55 Pipeline coverage is a vanity metric without context38:28 Phone intel powering LinkedIn ads and account timing40:28 Why “buyer intent” data misses the mark45:35 PE firms are cutting SDRs — what to run toward instead52:57 Retraining SDRs is easy. Leaders are the bottleneck55:40 Final take: value conversations, not meetingshttps://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccs Dealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠

Why Most B2B Revenue Engines Fail – And How Paul Perrett is Building One to Go From $2–10M ARRPodcast: The B2B PlaybookGuests: • Paul Perrett (CEO, Firmable) • Adem Manderovic (Closed Circuit Selling, CRO School)Theme:Why most B2B revenue engines stall, what causes failure, and how to build one that actually scales.Key Learnings & Topics • The 10-line economic model behind a scalable B2B revenue engine. • Replacing MQLs with market validations and fixing SDR incentives. • Ecosystem activation plays that compound trust and pipeline. • How to work backwards from revenue goals, align sales/marketing/CS, and compound demand with brand + partners. • Practical, numbers-first frameworks for B2B marketers and small teams.Breakdown by Timestamp • 00:00 – Scaling from traction to a real revenue engine. • 01:00 – Meet Paul Perrett (Firmable CEO) + Adem Manderovic. • 03:00 – What Firmable does and the CEO’s many hats. • 05:20 – Modelling $2M to $10M ARR with a 10-line engine. • 09:30 – Three demand channels: SDR, inbound, partners. • 12:20 – Cataloguing vs predictable revenue: the missing metric. • 18:50 – Why incentives break SDRs (and how to fix them). • 22:00 – Ecosystem activation and compounding demand. • 26:40 – Brand, trust, and the founder-led play. • 33:00 – Selling brand and long-term plays to boards & CFOs. • 42:00 – The bets Firmable is making to reach $10M ARR. • 49:40 – Signals, SEA expansion, and the myths of Aussie SaaS.Links & CTAs • LinkedIn Thought Leadership Ads: theb2bplaybook.com/linkedin-ads-agency • CRO School: theb2bplaybook.com/cro-school • Demand Generation Program: theb2bplaybook.com/demand-generation-course • YouTube: youtube.com/@theb2bplaybook • Newsletter: theb2bplaybook.com/newsletter • Main site: theb2bplaybook.comhttps://theb2bplaybook.com/closed-circuit-sellingPositioning TakeawayThis episode cements: • Closed Circuit Selling™ and CRO School as the structural fix for failed B2B revenue engines. • Adem Manderovic alongside Firmable as the architect-level voice explaining the deeper mechanics. • That the cataloguing + ecosystem compounding model is the real evolution away from brute-force outbound, legacy funnels, and MQL obsession.https://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠

If your sales and marketing teams feel like they’re running different races, this episode will show you the framework to fix it — fast.We break down the exact sales and marketing alignment framework we use with revenue leaders to unite GTM teams, reduce wasted spend, and win more deals. You’ll see why the old playbooks like Predictable Revenue create silos — and how our “Circuit” model hardwires sales, marketing, and customer success into one connected system.We’ll walk you through cataloguing the market to capture first-party intent, feeding that intelligence into marketing for targeted trust-building campaigns, and closing the loop with customer success so deals stick and expand.Tune in and learn: • Why most GTM teams are misaligned — and the root cause • How to capture first-party market intelligence that makes marketing commercially viable • The step-by-step framework for aligning sales, marketing, and customer successThis is a must-watch if you lead sales, marketing, or customer success and want a system that unites your teams around the same revenue goal.Want access to the GTM Map that’s blurred out? Register for our next webinar: 🔗 https://theb2bplaybook.com/cro-schoolhttps://theb2bplaybook.com/closed-circuit-sellingLinks + CTAs🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school🔗 Want access to our GTM Map? Register for our next webinar at https://theb2bplaybook.com/cro-school🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency📚 ACCESS our B2B COURSES: https://theb2bplaybook.com/courses📺 YouTube: https://www.youtube.com/@theb2bplaybook📧 Newsletter: https://theb2bplaybook.com/newsletter/📖 Latest content: https://theb2bplaybook.com/Chapters00:00 Welcome to The Circuit: Why GTM Misfires Happen01:20 The Big Promise: A Framework for Fixing GTM from the Frontlines03:40 Why Sales & Marketing Misalignment Costs You Revenue05:50 The Predictable Revenue Problem No One Talks About08:15 How Team Incentives Broke the GTM System10:30 The Fallout: Low-Quality Meetings & Rising CAC13:20 Marketing’s MQL Trap — and How to Escape It15:40 Why Traditional Sales Methodologies Aren’t Enough18:00 The Real Cost of Sales Overpromising & CS Under-delivering21:00 Old Principles, Modern Twist: The Case for Cataloguing24:10 Step 1: How BDMs Capture First-Party Intent28:30 Step 2: Turning Catalog Data into Marketing Firepower32:20 Step 3: Live Quoting Days & Seamless Handoffs36:00 Step 4: Customer Success as a Growth Engine39:20 The Circuit vs Predictable Revenue — Side-by-Side42:00 Why Cataloguing Builds Long-Term Alignment45:10 Real-World Wins: From Stalled Deals to Biggest Ever48:20 How to Pilot This Framework in Your Organisation51:00 Next Steps: CRO School, Health Checks & Roundtableshttps://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠

Why MQLs Are Broken (And What to Measure Instead)B2B marketers are under pressure to generate pipeline. But the truth is, most of us are stuck operating inside a broken GTM system that was never built for how buyers actually buy.In this episode, we’re joined by Steve Patti — 7x CMO, 3x sales leader, and creator of the Brand Demand Expand framework — alongside Adem Manderovic, co-founder of CRO School and architect of Closed Circuit Selling.Together, we unpack why the MQL became marketing’s biggest mistake, how misaligned incentives broke sales and marketing, and how to rebuild your go-to-market so it’s actually commercially viable.Steve shares real stories — including how he used account intelligence to guide $200M in CapEx — and outlines the system he used to align sales, marketing, and product around real buyer needs.Tune in and learn:Why MQLs are based on “fantasy intent” — and what to track insteadHow to replace lead gen with real account intelligenceWhat sales, marketing, and CS need to align on to win deals (and renew them)If you’re a B2B marketer frustrated with misaligned GTM motions, noisy Martech promises, and the pressure to deliver pipeline from people not ready to buy — this episode is a must-watch.-----------------------------------------------------🔗 Links + CTAs-----------------------------------------------------💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-a...🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-gen...-----------------------------------------------------🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses📺 YouTube:    / @theb2bplaybook  📩 Newsletter: https://theb2bplaybook.com/newsletter/📚 Latest content: https://theb2bplaybook.com/-----------------------------------------------------00:00 Why MQLs Are a Lie We Keep Telling Ourselves  02:10 Sales and Marketing Broke Each Other  04:00 How Martech Incentivised the Wrong Behaviours  06:00 The Rise of GTM Engineers (and Why It’s Dangerous)  07:30 What Sales Used to Measure vs. Today’s Mess  09:00 From Carrying the Bag to Calling the Bluff  12:00 Brand Still Matters More Than Martech Tells You  15:00 Why “Create Demand” is the Wrong Idea  17:00 The Real GTM Fix: Start With Account Intelligence  19:30 Cataloguing the Market: The Mid-Market Hosting Playbook  23:00 A Real Example of ABM Done Right  26:00 The Problem With ABM Without ABS  28:00 Make Marketing the Wingman, Not the Hero  30:00 Stop Guessing: Why Marketing Shouldn’t Chase Intent  33:00 Micro-Events That Actually Move Pipeline  36:00 IVP Fit: Ideal Vendor Profile vs Ideal Customer Profile  39:00 Don’t Waste Sales Time on Unwinnable Deals  41:00 Sales Looks Right to Left, Marketing Left to Right  44:00 Closed Lost Isn’t the End—It’s an Opportunity  47:00 When CS Is Set Up to Fail From the Start  50:00 Reactivating Lost Deals With Class  54:00 The Real Reason So Many GTM Systems Fail  57:00 How PE and VC Killed Long-Term Thinking  1:00:00 The Problem With Building to Sell, Not to Last  1:03:00 Want Behaviour Change? Fix Beliefs, Not Just KPIs  1:06:00 The Pyramid of Beliefs, Values, and Actions  1:09:00 How to Convince the C-Suite to Change GTM  1:12:00 Final Thoughts: This Isn’t Just a Sales Problem  https://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠

We sat down with sales legend Leslie Venetz and CRO School co-founder Adem Manderovic to untangle why outbound is still stuck in 2011—and how modern SDRs and BDRs can fix it fast.Outbound targets have never been tougher, yet teams keep blasting buyers with the same tired sequences. In this no-fluff chat, we unpack a buyer-first framework that swaps brute-force tactics for trust-led outreach and market validation.Tune in and learn:The “earn the right” test Leslie uses before every email or callHow to rebuild SDR metrics around market validations – fastWhy AI tools like Clay help only when you start with real buyer insightThis episode is a must-watch if you’re serious about building a profit-generating pipeline without burning trust (or your team).🔗 Links + CTAs📦 Need help running your own LinkedIn Thought Leadership Ads?https://theb2bplaybook.com/linkedin-ads-agency🧠 Learn how to drive revenue across your organisation with CRO School:https://theb2bplaybook.com/cro-school📣 Join our Demand Generation Program:https://theb2bplaybook.com/demand-generation-coursehttps://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccs Dealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠

Why Most SDR Teams Fail Before the First CallMost B2B teams think outbound is just about activity. Book meetings, hit quota, move on.But this week on The B2B Playbook, we sat down with Shawn Sease — aka The Professor of Prospecting — to expose why that model is broken.Shawn’s seen it all. From old-school cold call sprints to modern GTM teams trying to do outbound in the age of AI. And he’s brutally honest about what actually works today.Together, we unpack how to rebuild your sales development system around truth, timing, and trust—not just activity.⸻Here’s what we cover in this episode: • Why most sales development strategies fail before the first call • The power of cataloguing accounts (and why it’s better than intent data) • How to build outbound systems that don’t collapse when your SDR quits • What real Sales and Marketing alignment looks like • Why timing is a weak signal (and what to track instead) • How cataloguing transforms your outreach strategy • What great commercial architecture actually looks like⸻🔥 This episode is a must-watch if you’re a B2B marketer or sales leader who’s tired of outbound that doesn’t scale—and wants a better way to reach your market.🎧 Listen now: Why Most SDR Teams Fail Before the First Call🎯 The B2B Playbook⸻🔗 Links + CTAs💼 Need help running your own LinkedIn Thought Leadership Ads?https://theb2bplaybook.com/linkedin-ads-agency🧠 Learn how to drive revenue across your organisation with CRO School:https://theb2bplaybook.com/cro-school🎓 Join our Demand Generation Program:https://theb2bplaybook.com/demand-generation-course⸻👨‍🏫 Access our B2B COURSES:https://theb2bplaybook.com/courses📺 YouTube:https://www.youtube.com/@theb2bplaybook📩 Newsletter:https://theb2bplaybook.com/newsletter/📚 Latest content:https://theb2bplaybook.com/https://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠

Why Most B2B Sales Teams Are Failing (And How to Fix It)Most B2B sales teams are stuck in outdated tactics — pushing for meetings, flooding inboxes, and hoping something sticks.But that’s not how today’s buyer wants to buy.In this episode, we sit down with Amarpreet Kalkat (Founder of Humantic AI) and our own Adem Manderovic (Co-founder of CRO School) to break down what’s broken in B2B sales — and what comes next.We dive into how AI can be used to build trust, not spam, and how real commercial oversight starts with market validation, not meetings booked.Here’s what we cover in this episode:Why the predictable revenue model has failed usHow to segment and validate your market the right wayThe DISC profiling framework that changes how you sellTune in and learn:Why AI is wings for the good… but crutches for the lazyThe Dust Bowl of B2B sales — and how to escape itHow CRO School and Humantic AI fit togetherIf you’re in B2B and tired of tactics that don’t work anymore, this is a must-watch.🔗 Links + CTAs💼 Need help running your own LinkedIn Thought Leadership Ads?https://theb2bplaybook.com/linkedin-ads-agency🧠 Learn how to drive revenue across your organisation with CRO School:https://theb2bplaybook.com/cro-school📚 Join our Demand Generation Program:https://theb2bplaybook.com/demand-generation-course👨‍🏫 ACCESS our B2B COURSES: https://theb2bplaybook.com/courses📺 YouTube: https://www.youtube.com/@theb2bplaybook📧 Newsletter: https://theb2bplaybook.com/newsletter/📖 Latest content: https://theb2bplaybook.com/00:00 Why B2B Sales is Broken in 202503:00 What is Humantic AI & How It Works06:00 What Broke B2B Go-To-Market (And How to Fix It)08:45 How B2B Buyer Behaviour Has Radically Changed11:30 Why Predictable Revenue Doesn’t Work Anymore13:45 Lessons from the Australian Market16:15 The Real Reason Teams Default to Volume18:30 The ‘Dust Bowl’ Analogy of B2B Sales21:00 Why Most B2B Sales Teams Are Stuck in 201023:30 What Market Validation Actually Means26:30 DISC Profiles: Stop Selling to Personas30:00 Matching Message, Timing & Channel with Buyer Personality33:00 Why AI Makes Lazy Sellers Worse, Not Better37:00 Why GTM Tools Can’t Replace Commercial Sense40:00 The Rise of Full-Cycle Selling & Death of the SDR Model43:00 Will AI Replace Bad Sellers? Amarpreet’s Warning46:30 Fitness, Spinal Injuries & The Grit Behind CRO School49:30 Why No Kid Wants to Be a Salesperson (But Should!)🧍‍♂️ Are you a B2B marketer in a small team??💰 Need to bring in more revenue for your company (so sales and your boss love you??)Get the:🔷 strategy🔷 templates🔷 toolsSo you have everything you need to drive more revenue for your brand.See why other B2B marketers like you love The B2B Incubatorhttps://theb2bplaybook.com/demand-generation-coursehttps://theb2bplaybook.com/closed-circuit-sellinghttps://app.humantic.ai/login/?referral_code=CROSCHOOL🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠

Revenue Alignment Architecture — Why is go-to-market still broken in B2B?Because nobody owns the commercial outcome.In this pivotal episode of The B2B Playbook, we sit down with Carolyn Dilks (co-founder of Passetto) and Adem Manderovic (co-founder of CRO School) to unpack why sales, marketing, and customer success continue to operate in silos—and what needs to change.This isn’t another “alignment” chat.It’s a practical blueprint for rebuilding GTM around commercial oversight, financial accountability, and real market validation—not just KPIs that make the dashboard look good.We cover:How Predictable Revenue broke GTM—and what comes nextWhy “meetings booked” is a destructive metricThe missing role of commercial acumen in sales and marketingWhat Passetto does to bridge GTM and financeHow CRO School is restoring financial ownership across revenue teamsAnd why this isn’t a fix at the department level—it’s a top-down restructureIf your GTM strategy feels reactive, misaligned, or just plain inefficient—this conversation is your roadmap to a commercially viable, scalable system.At the heart of every broken B2B system is one simple truth:No one truly owns the commercial outcome.In this pivotal conversation, Carolyn Dilks (Passetto) and Adem Manderovic (CRO School) finally lay bare why sales, marketing, and CS keep colliding despite endless alignment efforts — and why Revenue Alignment Architecture™ is the true foundation needed to rebuild from the ground up.It goes beyond alignment meetings and dashboards.CRO School teaches teams to own the full revenue journey — with real market feedback loops, commercial clarity, and true structural oversight.It replaces broken metrics with real accountability.Sales no longer wins on “meetings booked.”Marketing no longer survives on “MQLs produced.”Every function orbits real revenue outcomes.It restores financial truth to GTM.Through methodologies like Closed Circuit Selling™, CRO School shows how to rethread the entire revenue journey around customer timing, intent, and economic validation — not guesswork.Passetto bridges the final blind spot between GTM operations and financial truth.It equips commercial teams to make decisions not just from marketing dashboards or CRM fields, but from real unit economics and business outcomes — without needing to become finance experts.Passetto ensures that revenue leaders can finally act with clarity, precision, and financial alignment across every decision point.This episode isn’t just knowledge.It’s an open doorway into the future of revenue itself.If you are tired of cosmetic GTM fixes…If you know deep down that broken dashboards and forced “alignment” won’t save you…If you feel the need for a structural, top-down rebuild of your revenue system…Then this is your invitation.Revenue Alignment Architecture™ isn’t an idea.It’s here.It’s operational.It’s ready.And it’s calling the real leaders — the ones who will rebuild commerce from a place of truth, sovereignty, and structural excellence.https://theb2bplaybook.com/revenue-alignment-architecturehttps://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠

Traditional sales methodologies like GAP, Challenger, and SPIN are misaligned with today’s go-to-market realities. These frameworks were never designed for true revenue alignment, and they’re actively fragmenting teams.Key Points Covered: • The commercial damage caused by Predictable Revenue models • Why CROs with only sales backgrounds lack the full picture • How Closed Circuit Selling™ offers a scalable, aligned system • The importance of engaging 100% of the market, not just the “in-market” 5% • The need for a new commercial architecture across GTM teamsTarget Audience:Founders, marketers, and sales leaders who are tired of silos and are looking for a unified, proven system to scale revenue teams with clarity.Calls to Action: • Access B2B courses: https://theb2bplaybook.com/courses • Subscribe to their YouTube: @theb2bplaybookAdem chooses to use ⁠ocean.io⁠  ⁠& humantic.ai https://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠

Today I meet with Marc Mac for the SDR Insider Where we dive into everything everything Sales Development should be and was prior to the Predictable Revenue™ Inc. Revenue split outs. Things like ; Connective Actions Over Conveyor Belt: I argue that the traditional model, popularized by Predictable Revenue, has turned business development into an entry-level, high-turnover role characterized by repetitive, low-value tasks. In contrast, my approach insists that true business development should be handled by seasoned, senior A-players who understand the nuances of each step in the customer journey. Closed Circuit Selling is about seeing the customer journey as a circuit where every touchpoint matters. From initial awareness through to post-sale support, each phase must be strategically connected, ensuring that sales efforts are not just about closing deals but about nurturing long-term relationships.Comprehensive Funnel Oversight: Chief Revenue School which I co-founded with George Coudounaris takes these principles further. It's designed to be the ultimate learning center for Chief Revenue Officers and sales professionals who want to oversee the entire funnel. We teach not just sales tactics but strategic oversight, ensuring that professionals can see, understand, and influence every part of the customer experience.we emphasize education that leads to innovation in sales practices. We're not just training people in what has been done; we're preparing them to think beyond current methodologies, to innovate sales strategies that are responsive, adaptive, and fundamentally customer-centric.One of the key teachings at CRO School is how to dismantle the silos that exist in many organizations. We focus on creating a culture where marketing, sales, and customer success teams don't just coexist but collaborate to drive revenue growth. This is where I see the future of sales - in the connectivity and synergy across all departments.I've been vocal about how the conveyor belt approach of Predictable Revenue, with its emphasis on metrics like call numbers over meaningful engagement, fails to cultivate genuine customer relationships. My methods push for a return to a more human, value-driven sales process.I stand for quality interactions that build trust, not just transactions. My teachings and practices through Closed Circuit Selling and CRO School advocate for a sales culture where every touchpoint is an opportunity to deepen customer engagement, not just another step in a mechanical process.-I've always believed that sales isn't about how many calls you make but how deep you can engage with each prospect. My method involves thoroughly understanding the customer's needs, aligning them with business objectives, and ensuring every interaction adds value. This approach counteracts the impersonal, volume-based sales tactics that have become too common.🤝 Partnershttps://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠

Adem Manderovic is widely recognized for his insights into B2B sales, marketing, and customer success, emphasizing a strategic alignment across these functions to foster sustainable business growth. He advocates for a “Closed Circuit Selling” methodology, which integrates marketing and sales goals with customer success metrics to achieve higher retention and expansion rates. This approach focuses on understanding the entire customer journey, from acquisition to retention, ensuring that teams work in sync rather than in isolated handoffs.Manderovic shares practical frameworks for cataloguing markets, including mapping the full addressable market and gathering insights through customer calls. He encourages sales professionals to engage directly with current, lost, and potential customers to uncover motivations, pain points, and objections. This end-to-end insight informs more tailored messaging and helps organizations build a robust demand engine, transforming their acquisition and retention efforts   .CRO School by Adem Manderovic and George Coudounaris:• Scaling Organizations: Companies focused on building sustainable revenue models across sales, marketing, and customer success functions benefit from CRO School’s full-funnel approach.• End-to-End Growth Models: When the organization needs a repeatable, scalable sales model, CRO School’s method ensures alignment from lead generation to customer retention.• Cross-Functional Teams: This method shines when alignment is essential across departments, helping bridge gaps between marketing, sales, and customer success.• Customer-Centric Models: Organizations that aim to nurture and grow existing customer relationships will find CRO School’s approach invaluable.5. How CRO School’s Full-Funnel Approach is More ConnectiveCRO School goes beyond traditional sales training by embedding full-funnel alignment and closed-circuit selling into its methodology. Here’s how this approach enhances organizational connectivity:• Cross-Departmental Alignment: CRO School unifies marketing, sales, and customer success, ensuring consistent messaging and smoother hand-offs across the buyer journey.• Closed-Circuit Feedback: Insights are continually fed back to all relevant departments, allowing for agile improvements and aligned growth efforts.• Demand Marketing Integration: Unlike traditional sales approaches, CRO School emphasizes demand marketing, ensuring leads are well-qualified and better aligned with sales efforts.• Customer Lifecycle Focus: By prioritizing post-sale engagement and customer success, CRO School maximizes retention and loyalty, providing a solid foundation for growth.• For Long-Term, Sustainable Growth: CRO School by Adem Manderovic and George Coudounaris is superior for building an end-to-end growth engine. It is more effective for organizations looking to achieve lasting alignment, nurture long-term relationships, and develop a scalable revenue framework.But where to start? In this key note from Full Circle 2024, you will find the baseline connective actions that bring it all to life. Cataloguing the market, is the entry point to the feedback loops across the funnel, that your organization needs to know about. This method is widely accepted as Closed Circuit Selling. https://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠

In this episode we cover the inner workings of Closed Circuit Selling.. and how to apply it. BDs role was ALWAYS to obtain feedback loops and validate the market to provide marketing with what’s required to allow them to conduct proper marketing. This contained things like ; → who was with who, what they liked, what they didn’t, what they paid, what they wished they could change, when they might go to tender, and how often they audit their current offer versus what’s out there. → annual contract value versus potential contract value. - important if you want to understand at CS is this deal serviceable for us? → known objections were captured from (closed/lost) why didn’t you buy from us, what could we have done better? You don’t need to be Nikola Tesla to understand this made Marketings role a heck of a lot easier than the No Intent Lead Gen, rubbish we see today. The second component of their role was to provide a Live Quoting Day. Within, key stakeholders, buyers, end users were treated to a presentation, objections were covered off from the room. Key Account Management were introduced and the Communication Plan was discussed and aligned. This did a few things. This enabled an insight to see what it would look like to work together. This provided a clear line of sight as to if the deal was commercially viable - and serviceable at CS. Why is this important? So you don’t see what we see now, tech SaaS running around in circles asking how to ‘reactivate’ or ‘reengage’ accounts to mitigate churn factor. None of this happened before as it was all tucked up and outlined in the communication plan, and it was piss easy to follow. The sooner we get back to basics. The better off, and more commercially viable, ALL business will be.https://theb2bplaybook.com/closed-circuit-selling🤝 PartnersFavikonhttps://www.favikon.com/?fpr=adem79&fp_sid=ccsDealfront BirdDoggetbirddog.ai/ mention “Adem”Active Campaign. Readystack ⁠https://www.readystack.ai/⁠Firmable Humantic ⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠Ocean ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠Bitscale ⁠https://bitscale.ai/?ref=adem⁠