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Description
SalesIntel is proud to present B2B Pipeline Pioneers; a show dedicated to helping teams build winning pipelines. Building a pipeline is a team sport and not just the responsibility of demand gen, marketing, and BDR teams. It takes a village, literally, to build pipeline.
Each week, we will host the practitioners, leaders, and individual contributors to discuss their experience building pipelines, go-to-market mistakes, what is working, and what is something new they are trying today.
Our goal is simple: to share the best practices, common pipeline pitfalls, lessons learned with go-to-market leaders and practitioners, and revenue drivers from various companies and industries so we all can get better
Each week, we will host the practitioners, leaders, and individual contributors to discuss their experience building pipelines, go-to-market mistakes, what is working, and what is something new they are trying today.
Our goal is simple: to share the best practices, common pipeline pitfalls, lessons learned with go-to-market leaders and practitioners, and revenue drivers from various companies and industries so we all can get better
94 Episodes
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Cole Courson of Unify shares:Why 30 to 40% of the pipeline should still come from AEsHow AI is amplifying, not replacing, every stage of pipeline generationThe cost of a misaligned ICP and how to fix it fastThe power of founder-led growth and how Unify invests in itWhy fewer reps + smarter AI = a better GTM strategyIf you’re building pipeline in an early-stage company and wondering where to put your next 100 pennies, this episode will help you invest wisely.Follow Cole Courson on LinkedInFollow Manoj Ramnani on LinkedIn
Mason Cosby, Founder & CEO of Scrappy ABM, who reveals how his small team built over $11.8 million in pipeline using nothing but organic strategies, podcasting, and scrappy ABM execution.Follow Mason Cosby on LinkedInFollow Manoj Ramnani on LinkedIn
Stephanie Neale, CEO of Blind Zebra, shares why defining your ICP early (and often) is more than a marketing exercise, it’s a business safeguard.From her hands-on approach to pipeline generation to her creative direct mail tactics (yes, actual rocks), Stephanie opens up about what’s working, what’s not, and how she’s using AI in practical, real-world ways. If you’re building pipeline with limited resources and want to hear from someone who’s been in the sales trenches, this episode is for you.Follow Stephanie Neale on LinkedInFollow Manoj Ramnani on LinkedIn
Kristi Faltorusso, Chief Customer Officer at ClientSuccess, shares how customer success can do more than retain accounts. It can build and accelerate pipeline. From success probability scoring to social-led growth, this conversation is packed with bold ideas for driving expansion and alignment across GTM teams.Follow Kristi Faltorusso on LinkedInFollow Manoj Ramnani on LinkedIn
Frannie Danzinger, VP of Sales, Strategic Accounts at Integrate, to explore how aligning brand and demand drives scalable enterprise growth.What you'll learn:• Why demand marketers must also think like brand builders• How to influence enterprise buyers long before they fill out a form• The evolution of go-to-market motions in complex sales cycles• Practical advice for sellers navigating multiple buyer personasFollow Frannie Danzinger on LinkedInFollow Manoj Ramnani on LinkedIn
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