NextGen Sales Leaders

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-josh-og-sales Episode Summary:In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Josh Gillespie, former Enterprise Sales Director at PandaDoc and former Head of Growth at Aomni. Josh shares his journey into enterprise sales and breaks down why disqualification, deep ICP research, and human intelligence still outperform AI-driven outbound in today’s noisy market.What You’ll Learn:- How Josh entered sales through a non-traditional career path- What enterprise sales actually looks like behind the scenes- Why most RFPs should be disqualified early- How the Zero Interest Rate Period (ZIRP) reshaped SaaS sales- Why AI has saturated outbound channels and reduced effectiveness- How top sellers gather insight humans, not bots, can uncover- Why close-lost deals are critical to long-term growthEpisode Highlights:[00:01:32] From philosophy major to first sales role at Yelp[00:03:58] Building PandaDoc from $0 in revenue[00:13:07] Equity vs. cash tradeoffs in venture-backed startups[00:17:10] Why unqualified RFPs are usually a trap[00:21:00] Enterprise sales as detective work, not pitching[00:40:53] How AI has hurt email, phone, and LinkedIn outreach[01:02:00] Learning more from lost deals than won dealsFeatured Guest:Josh Gillespie - Head of Growth at Aomni, Sales Coach & Mentor at AlwaysHired, Founding AE at PandaDocConnect with Josh:LinkedIn: https://www.linkedin.com/in/ogsalesjosh/ Host:Ben Reed - Host of the Next Gen Sales Leaders PodcastFollow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, growth, and RevOps. If you found value in today’s episode, please leave us a review.Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-josh-og-sales

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-teodora-v Episode Summary:In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Teodora Vukasinovic, a B2B growth strategist and LinkedIn expert, to explore why there is no such thing as a perfect strategy. Teodora breaks down how over-reliance on AI, templates, and “guru frameworks” is hurting modern GTM efforts, and why deep ICP understanding, active listening, and authentic messaging are the real levers of sustainable growth. The conversation dives into market research, copywriting psychology, multichannel outreach, and why many founders get stuck scaling past the $1-5M revenue range.What You’ll Learn:- Why “perfect strategies” don’t exist in B2B growth- How AI and templated outreach are eroding trust and credibility- Why deep ICP research beats automation at every stage- How to conduct meaningful customer interviews using the Mom Test- Why messaging is psychology, not just words on a screen- How to structure multichannel outreach that actually converts- Why generic ghostwriting damages brand reputation- How self-awareness and authenticity drive better GTM decisionsFeatured Guest:Teodora - B2B Growth Strategist, founder of HotTake.lyHost:Ben Reed, Host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:01:11] Why LinkedIn gurus, templates, and frameworks fail across markets[00:06:10] How founders accidentally scale the wrong ICP[00:12:12] The danger of falling in love with your solution instead of the problem[00:28:00] Structuring effective multichannel outreach and follow-ups[00:38:37] Why AI-generated messaging kills differentiation[00:41:05] Why ghostwriting is often a waste of money and reputationConnect with Teo:LinkedIn: https://www.linkedin.com/in/teodoravukasinovic/YouTube: https://www.youtube.com/channel/UCOZuemv4x3MFoJhSXwzXV5Q Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, growth, and RevOps. If you found value in today’s episode, please leave us a review.Join our B2B GTM & RevOps Entrepreneur Community:https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-teodora-v

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-justin-kroegerEpisode Summary:In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Justin Kroeger, Founder of HiveSight, to unpack why outbound is breaking in the age of AI. Justin shares why trust, not scale is the real GTM bottleneck, how fake personalization has eroded buyer confidence, and why familiarity and third-party credibility outperform automation. Together, they explore when LinkedIn content actually works, why early-stage founders should avoid scaling too early, and how doing things that don’t scale still drives real B2B traction.What You’ll Learn:- Why outbound reply rates are declining despite better AI tools- Why trust and believability matter more than personalization- How familiarity and third-party credibility accelerate sales- When LinkedIn content helps and when it hurts GTM efforts- Why early-stage founders should avoid automation and scale manually- How to validate offers through design partnerships- Why niche credibility beats virality in B2B markets- The hidden risks of scaling the wrong messageFeatured Guest:Justin Kroeger - Founder, HiveSightHost:Ben Reed, Host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:01:00] Why AI-driven outbound is increasing noise and modern buyer skepticism[00:04:36] Founder bias and the power of third-party credibility[00:14:17] Why viral LinkedIn content doesn’t convert in B2B[36:00:00] When founders should not invest in content marketing[47:05:00] Doing things that don’t scale to reach first revenue[59:40:00] Design partnerships and early GTM validation[01:04:22] The cost of scaling unproven messaging[01:06:00] Justin’s final advice on trust and GTM disciplineConnect with Justin:LinkedIn: https:https://www.linkedin.com/in/jkroeger123/Website: https://hivesight.so/Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, and leadership. If you found value in today’s episode, please leave us a review.Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-justin-kroeger

(Sponsored By RevyOps – The #1 GTM Data Management Platform): https://tinyurl.com/revyops-soheil-saeidmehr Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed is joined by Soheil Saeidmehr, Head of Service Delivery at ColdIQ, for a deep dive into the reality behind AI, GTM engineering, and modern outbound sales.Sohail breaks down how ColdIQ scaled from roughly $70k to $800k in monthly recurring revenue, why the SDR role is changing (but not disappearing), and how AI should be used as leverage not a replacement for human judgment. The conversation covers real-world AI workflows, multi-LLM outbound systems, persona-based copy, LinkedIn distribution, and what it actually takes to win in today’s crowded GTM environment.Featured Guest: Soheil Saeidmehr – Head of Service Delivery, ColdIQHost: Ben Reed – Host of the Next Gen Sales Leaders PodcastWhat you’ll learn: - Why GTM engineers and SDRs still matter in an AI-driven sales world - Where AI truly excels in outbound and where humans are still essential - How ColdIQ uses multiple LLMs across research, enrichment, and copy - A modular approach to outbound copy by persona and function - How to think about AB testing when AI generates dynamic variants - Why judgment, taste, and context can’t be automated - How LinkedIn content compounds outbound performance - Practical advice for agencies scaling without burning cash - The importance of community and consistency in sales careersEpisode Highlights: [00:02:57] Why Humans Still Need to Stay in the Loop [00:09:38] AI's Real Capabilities vs. The Hype[00:10:11] Breaking Down Copy with Multi-LLM Workflows [00:14:07] The ColdIQ Agentic Flow System[00:17:28] Modular, Persona-Based Campaign Design[00:20:17] A/B Testing When AI Generates the Variants[00:23:59] Data Stack: Airtable, Dashboards, and Limitations[00:27:55] Scaling from 70K to 800K MRR: The ColdIQ FlywheelConnect with Sohail: LinkedIn: https://www.linkedin.com/in/soheil-saeidmehr/Website: coldiq.com Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, RevOps, and SaaS leadership. If you found value in today’s conversation, please leave us a review.Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-soheil-saeidmehr

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-hugo-m-d Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Hugo Millington Drake, Founder of Trigify, to unpack the real journey of building a SaaS company in today’s crowded GTM landscape. Hugo shares how Trigify evolved from an accidental automation agency into a social intent platform, why interest-based signals outperform traditional triggers, and the hidden challenges of selling software to cost-sensitive agencies. The conversation dives deep into PLG vs. sales-led growth, churn, pricing pressure, LinkedIn outbound, the rise of GTM engineers, and why most founders underestimate how hard software really is.What you’ll learn:How Trigify pivoted from an agency into a SaaS productWhy social engagement data beats traditional trigger-based signalsThe real differences between selling services vs. selling softwareWhy PLG is harder than it looks in complex GTM toolsThe challenges of churn when selling to agenciesLinkedIn outbound vs. cold email at scaleInfluencers, micro-creators, and early SaaS distribution strategiesThe truth about “GTM engineers” and no-code/AI hypeWhy founder stress is often self-inflicted and how to manage itEpisode Highlights:[00:00:48] What Trigify does and how it evolved[00:04:43] Interest-based targeting vs. traditional triggers[00:07:27] From automation agency to SaaS, selling $149 software vs. $3k retainers[00:18:41] Churn, pricing pressure, and agency customers[00:27:17] PLG, onboarding, and customer confusion[00:40:00] GTM engineers, Clay, and AI tool hype[00:54:13] LinkedIn outbound, fake accounts, and scale limits[01:11:10] Founder stress, perspective, and long-term thinkingFeatured Guest: Hugo Millington Drake – Founder, TrigifyHost: Ben Reed, Host of the Next Gen Sales Leaders PodcastConnect with Hugo:Website: https://www.trigify.io/ LinkedIn: https://www.linkedin.com/in/hugomdrake/ Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, RevOps, and SaaS leadership. If you found value in today’s conversation, please leave us a review.Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-hugo-m-d

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-thibault-garcia Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Thibault Garcia, founder of Reachly, to explore what it really takes to build a successful lead generation agency without chasing trends or hype. Thibault shares his journey from growing up in France to building a global agency from Thailand, starting on Fiverr while working a full-time corporate job, and eventually scaling, acquiring another agency, and serving clients across APAC, the UK, and the US. The conversation dives into consistency vs. trend hopping, the reality behind overnight success, agency fulfillment challenges, and why long-term thinking always wins.What you’ll learn:Why trend hopping into AI and automation often leads to failureHow Thibault validated his agency idea on Fiverr before quitting his jobThe difference between selling leads and actually delivering resultsWhy most agencies struggle after 5–8 clients and how to avoid the yo-yo effectHorizontal vs. vertical agency models and when each makes senseHow podcasts and long-form content build trust before the sales callWhy patience, repetition, and discipline matter more than speedFeatured Guest: Thibault Garcia, Founder, ReachlyHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:05:00] Building a business outside the US[00:08:50] Starting a side business on Fiverr while working full-time[00:12:00] Why trend hopping is a trap[00:14:04] Knowing when to persist vs. when to pivot[00:24:35] Acquiring another lead gen agency[00:30:00] Scaling agencies and the fulfillment bottleneck[00:43:12] Horizontal vs. vertical agency strategies[00:56:26] Clay, GTM engineers, and the future of AI in outbound[01:10:44] The long-term mindset every founder needsConnect with Thibault: Website: https://www.reachly.co/ LinkedIn: https://www.linkedin.com/in/thibault-garcia/ Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, please leave us a review.Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-thibault-garcia

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-ramsey-alramahi Episode Summary:In this episode of the Next Gen Sales Leader Podcast, Ben Reed talks with Ramsey Al Ramahi, Founder of Rev Reply, about the real, unglamorous truth of building a SaaS company in today’s GTM world. They explore why lead gen agencies make demanding but powerful early customers, how post-response management and speed-to-lead drive revenue, and why founders must learn to filter feedback without losing focus. The conversation covers product management, founder-led sales, values-driven hiring, and why a little “craziness” is often a competitive advantage for modern builders.Featured Guest: Ramsey Al Ramahi, Founder of RevReplyHost: Ben Reed, host of the Next Gen Sales Leaders PodcastWhat You’ll Learn:Why post-response workflow is the new outbound edge.How lead gen agencies sharpen early SaaS products.Filtering feature requests without derailing your roadmap.Founder-led sales principles that actually scale.Using “taste” and judgment in product decisions.How core values quietly shape every GTM move.Why a little strategic craziness becomes an advantage.Connect with Ramsey:LinkedIn: https://www.linkedin.com/in/ramseyaalramahi/ Website: https://www.revreply.comFollow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-ramsey-alramahi

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-kellen-casebeerEpisode Summary:In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Kellen Casebeer, founder of The Deal Lab and the community formerly known as Clay Cafe, now rebranding to GTM Cafe. Kellen shares how the community grew organically to over 1,300 highly engaged members, why the rebrand was a natural evolution, and what it reveals about where modern go-to-market teams are headed. The conversation explores community-led growth, the expanding definition of GTM, and why elite revenue execution can’t be reduced to a single tool.What you’ll learn:How Clay Cafe grew organically into a 1,300+ member GTM communityWhy the shift from Clay Cafe to GTM Cafe was inevitableWhat actually drives engagement and consistency in professional communitiesHow sales, GTM engineering, agencies, and operators are convergingWhy great GTM goes far beyond any single tool or tacticThe importance of facilitation over promotion in community buildingFeatured Guest:Kellen Casebeer, Founder, The Deal Lab & GTM CafeHost:Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:00:54] The origin story: why Kellen created Clay Cafe after going solo[00:02:05] Early growth moments and the “we hit 40 members” realization[00:03:11] The Venn diagram problem: Clay vs elite GTM[00:13:39] GTM engineers vs SDR economics[00:16:35] The core value shift: button pushers vs thinkers[00:21:25] Why most people won’t survive the shift[00:27:28] Why premium pricing requires making things look hard[00:29:35] The Porsche analogy: why restraint and simplicity signal real power[00:46:19] Taste and discernment as the real GTM skill[01:36:30] Why discernment outlives every tool and trend[01:36:30] The final takeaway: give away what you want to receiveConnect with Kellen:GTM Cafe: https://gtmcafe.comThe Deal Lab: https://www.thedeallab.io LinkedIn: https://www.linkedin.com/in/kellen-casebeer/ Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Join our B2B GTM & RevOps Entrepreneur Community:https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-kellen-casebeer

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-frank-sondors Episode Summary:In this episode of the Next Gen Sales Leader Podcast, Ben Reed sits down with Frank Sondors, Founder & CEO of Salesforge, to unpack how he scaled a multi-product AI sales platform to $3M ARR in 12 months, fully bootstrapped. Frank shares how he validated the idea through 40 customer interviews, closed four paying customers before writing code, and built seven products using a “compound software” approach. They dive into AI-native engineering, rapid feature velocity, the real challenges of remote hiring, and why hybrid human + AI workflows will shape the future of sales. This episode is a tactical blueprint for founders and GTM leaders building fast in competitive markets.What You’ll Learn:How Frank went from leading 50 reps to launching SalesforgeWhy domain expertise gives founders a 10x advantageThe landing-page strategy that closed four customers pre-productHow Salesforge hit $1M ARR with no employees or agenciesWhy the “compound model” accelerates multi-product growthHow AI-native engineers dramatically improve product velocityHow Frank evaluates performance, competence, commitment, and cultureThe real challenges of remote hiring and how to filter high-integrity talentWhy hybrid human + AI agent workflows will dominate salesFeatured Guest:Frank Sondors, Founder & CEO, SalesforgeHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:00:43] Frank’s path from Google → SaaS → leading a 50-rep sales org[00:02:09] Why SalesForge exists and why Frank built software to replace headcount[00:09:40] Landing page → $0 to first 4 customers before writing code[00:10:22] The first SalesForge product: sequencer + 20-language unique email engine[00:13:37] Engineers with quotas → How SalesForge ships fast[00:31:27] Why customers switch: cost, results, and “legacy tools stopped working” [00:53:21] How expansion works: 7 products → consultative, not pitch-driven sales[01:14:27] Frank’s hiring philosophy: competence, commitment, culture[01:34:12] AI-native employees outperform and how SalesForge screens for themConnect with Frank:LinkedIn: https://www.linkedin.com/in/franksondors/ Website: https://salesforge.aiFollow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-frank-sondors

Sign up for Perspective and build your mobile-first funnels today: https://try.perspective.co/ft4yakv4x81oSponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-mr-nielsEpisode Summary:In this episode of the Next Gen Sales Leader Podcast, Ben Reed sits down with Niels Klement, CMO of Perspective, to unpack how their mobile-first funnel builder scaled to $10M ARR bootstrapped in just four years. Niels breaks down how a single webinar funnel saved the business, why SaaS cashflow is uniquely challenging, and how discovering a “beachhead” use case in the German market ignited early adoption. They go deep into paid acquisition for SaaS, the creative engine behind Perspective’s ads, how Niels writes scripts that convert, and why most founders waste years focusing on the wrong problems. This conversation is a masterclass in growth, positioning, and creative strategy.What You’ll Learn:Why SaaS cashflow struggles make annual conversions a necessityHow Perspective identified its German recruiting “beachhead” to scaleThe webinar funnel strategy that unlocked profitable paid acquisitionHow to build a creative engine: concepts, hooks, scripts, and iterationsWhy message-market resonance beats any copywriting frameworkHow to identify the biggest constraint in GTM and allocate resourcesWhy USPs evolve as the product evolves & how Perspective stacks themFeatured Guest: Niels Klement, CMO, PerspectiveHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:00:53] From agency to $10M ARR SaaS in four years.[02:41:50] Webinar funnel solving SaaS cashflow paid ads constraints[14:42:00] Riding recruiting-funnel trend to win the German-speaking lead gen market.[19:16:00] Mobile-first, interactive funnels born from real client performance pain.[39:34:00] Inside Perspective’s performance marketing engine and creative testing system.[56:22:00] Copy, customer context, objections and scripts over fancy tactics.[01:07:20] Niels’ final message: “The only thing that matters is enjoying life.”Connect with Niels:LinkedIn: https://www.linkedin.com/in/nielsklement/Website: https://www.perspective.co/Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Join our B2B GTM & RevOps Entrepreneur Community:https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-mr-niels

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-richard-f-pEpisode Summary:In this episode of the Next Gen Sales Leader Podcast, Ben Reed speaks with Richard Purcell, founder of Moxie GTM, about his bold claim that GTM engineers will become obsolete before SDRs. Richard breaks down why today’s GTM tech stack is over-engineered, how AI is accelerating consolidation, and why data quality, creativity, and human enablement matter more than complex workflows. They dive into the limits of AI, the future of CRMs, and why perfect leads still fail without strong processes and real human judgment.What you’ll learn:Why GTM engineers may disappear before SDRsHow AI + consolidated data infrastructure are reshaping GTMThe real reason GTM tools create complexity instead of solving itWhy clean data + messaging > prompts + automationThe future of CRMs and “conversation with your data” UXHow human creativity and enablement remain irreplaceableFeatured Guest: Richard Purcell, Founder, Moxie GTMHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:01:09] Thesis drop: “GTM engineers will die before SDRs.”[00:04:39] What is a GTM engineer? role & responsibilities defined.[00:11:12] CRM debate: what belongs in CRM vs prospecting tools.[00:12:07] Consolidation: single API + Claude demo cuts setup time.[00:41:32] Bootstrapped vs VC growth, churn and sustainability tradeoffs.[00:46:46] AI future: agents, buyer/seller AIs, and systemic risks.[00:58:07] SDRs: Human nuance still beats raw automation, real examples.Connect with Richard:Website: moxiegtm.comLinkedIn: https://www.linkedin.com/in/richardfpurcell/Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-richard-f-p

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-brandoncharlesonEpisode Summary:In this episode of the Next Gen Sales Leader Podcast, Ben Reed sits down with Brandon Charleson, founder of Top of Funnel, certified Clay & Instantly expert, U.S. Air Force veteran, and GTM systems builder. Brandon shares his path from tinkering with TI-calculator apps and running Kickstarter campaigns to becoming a recruitment leader, data engineer, and AI-powered GTM operator. The conversation blends tactical GTM execution (Clay, scraping, APIs, automation) with the human side of leadership, prioritization, communication, mental energy, and avoiding burnout.What you’ll learn:How Brandon evolved from tinkerer to GTM engineer using APIs, scraping, and automationWhy “people + systems” is the essential framework for scalingPractical Clay/no-code data acquisition and enrichment tacticsHow to manage “brain cycles” and make better founder decisionsCommunication skills: silence, deep lexicon, and micro open-loopsThe PPTP method (Puppy → Process → Training → People) for building scalable workflowsWhere AI helps today and why it fails without clean dataFeatured Guest: Brandon Charleson, Founder, Top of FunnelHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:00:26 - Brandon’s Background: Tech, Film, Recruiting & Air Force03:43 - “People + Systems”: How Brandon Diagnoses Problems15:29 - Communication Psychology & Sales18:45 - Brain Cycles, Prioritization & Founder Decision-Making31:12 - Fitness, Sleep, Circadian Rhythm & Peak Performance46:40 - AI Prompting, Context Engineering, LLMs57:22 - Schema Design, Data Meaning & GTM Architecture59:02 - Final Advice: Tell People You Care About Them DailyConnect with Brandon:Website: https://www.topoffunnel.comLinkedIn: https://www.linkedin.com/in/brandon-charleson/Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Join our B2B GTM & RevOps Entrepreneur Community:https://www.skool.com/outbound-b2b-sa...Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-brandoncharleson

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-jdgarcia1Episode Summary:In this episode of the Next Gen Sales Leader Podcast, Ben Reed sits down with JD Garcia, Head of Growth at Impactable, for a raw, insightful conversation that blends the human side of leadership with the tactical edge of modern GTM. From there, Ben and JD dive into the mechanics of LinkedIn ads, channel validation, intent signals, and why so many companies misunderstand both data and AI. They break down the gap between reach and relevance, the truth about GTM engineering, and what founders actually need to do before scaling their offer. It’s equal parts philosophy, playbook, and straight talk.What you’ll learn:Why achievement without fulfillment wrecks foundersHow to validate a LinkedIn audience using saturation and frequency dataWhy “reach” is a lie and “relevance” is kingThe must-do technical basics for LinkedIn Ads (Insights tag, matched audiences, paused campaigns).How to identify intent through overlooked signalsWhy most GTM teams misuse AIThe simple “founder validation framework”Why early-stage teams shouldn’t rely on LinkedIn Ads aloneSimple leadership moves that improve CRM adoption, team growth, and alignment.Featured Guest: JD Garcia, Head of Growth, ImpactableHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:00:33: Work-Life Balance & Integrity06:40: “Everybody’s Replaceable” & Real Career Lessons15:38: “Perfection Is the Enemy of Good” & Moving Fast 32:19: Marketing is not gonna work in a silo.29:48: Validating LinkedIn as a Channel (Real Examples)01:00:15: Intent Signals, Data Quality & Why AI Isn’t Magic01:12:58: Don't Believe the Hype, AI Needs Real Data to WorkConnect with JD:Website: https://impactable.comLinkedIn: https://www.linkedin.com/in/linknlearn-jdg/Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Join our FREE GTM Scaling Group:https://tinyurl.com/next-gen-skoolSponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-jdgarcia1

Sponsored By RevyOps (The #1 GTM Data Management Platform | Better Data & Reports): https://tinyurl.com/revyops-jordan2Episode Summary:In this episode of the Next Gen Sales Leader Podcast, Ben Reed sits down with Jordan Park, Founder of Rev Pilot, to discuss how to build simple, scalable sales systems that sales reps actually use. Jordan shares insights on improving CRM adoption, creating accountability, and cutting through the hype around AI in sales. Together, they unpack the human side of sales operations, the difference between management and ops, and why great leadership and simplicity always win.What You Will Learn:How Rev Pilot helps companies build sales systems reps love and leaders trust.Why most CRM adoption issues come down to leadership, not technology.The key differences between sales management and sales operations.How to handle resistant reps and drive real accountability.Why AI is not the silver bullet for sales operations.The legal and ethical risks of AI voice agents in outbound sales.Why simplicity and discernment outperform complexity and hype.Featured Guest: Jordan Park – Founder, RevPilotHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:01:14 – What Rev Pilot does and why trust in your system matters more than tech03:22 – Sales rep adoption: The #1 thing that makes or breaks CRM implementation07:45 – Leadership vs. systems: fixing behavior, not just processes14:43 – The three-step framework for handling resistant sales reps10:59 – Cultural pushback: when a few unhappy reps can derail the whole system.22:17 – Top-down leadership vs. democratized values (the culture coach disaster story)30:20 – The 12 leads/week guy who wanted AI: When solutions chase problems42:30 – AI hype vs. reality: Why most businesses don't actually need AI52:28 – The politics of tech providers and why honest voices get silenced01:08:12 – WARNING: AI voice agents and FTC robocall compliance (this will get you sued)01:17:18 – Signal-based outreach: Context beats personalization every timeConnect with Jordan:Website: https://revpilot.coYouTube: Jordan R. ParkLinkedIn: https://www.linkedin.com/in/thesalesoperator/Instagram: @jordanrparkFollow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Join our FREE GTM Scaling Group:https://tinyurl.com/next-gen-skoolSponsored By RevyOps (The #1 GTM Data Platform) https://tinyurl.com/revyops-jordan2

Episode Summary: In this episode of the Next Gen Sales Leader Podcast, Ben welcomes Felipe Aranguiz , Head of Growth and Partner at Email Bison. Felipe shares his decade-long journey in cold email, from the early days of sending “spam” to co-founding one of the most advanced email deliverability platforms tailored for agencies and GTM teams. They unpack how the cold email industry has evolved, why deliverability is the most critical lever today, and how the best players in the space are adapting. This is a must-listen for GTM Agency owners, cold email pros, and anyone doing outbound marketing today. What You Will Learn:Why deliverability is the new bottleneck in cold email and how to overcome it.The major differences between Email Bison and other sequencers like Instantly.Insights from Taylor Harron's 250K email deliverability benchmark study.Why most cold email data is misleading (and how to fix it).What separates top-performing agencies from the rest.Why tracking full-funnel metrics matters more than reply rates.Felipe’s take on building an honorable business in a hype-driven industry.Featured Guest: Felipe Aranguiz – Head of Growth & Partner, Email Bison Connect with Felipe:LinkedIn: https://www.linkedin.com/in/felipearanguiz/Subscribe & Review: Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for B2B cold outbound, lead generation, sales, and marketing industry insights. If you found value in today’s episode, please leave us a review.Host: Ben Reed, host of the Next Gen Sales Leaders Podcast.Follow Ben on LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Join our B2B GTM Scaling Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Give your GTM Team Data Super Powers: https://tinyurl.com/revyops-29

Episode Summary: Join me with Carolyn Dilks, Co-Founder of Passetto, a GTM and Revenue Operations Agency that helps you "Fix Your Pipeline Problem. For Good."We dive deep into the evolving world of revenue operations, data integrity, and the emerging GTM engineering trend.Carolyn shares her journey in building data-driven systems that align marketing and sales into a unified revenue engine.We tackle the myths around attribution, the messy reality of CRM data, and how to fix the broken frameworks that most teams are still using to measure success.What You Will Learn:Why most B2B teams are still using decade-old models for measuring revenue success.How to transition from a source-based attribution model to a more insightful causal chain of events.What defines a true GTM Engineer—and how that differs from RevOps.The biggest constraints holding back revenue growth and how to solve them using data.How Passetto uses tech-enabled advisory services to clean CRM data and unlock actionable growth insights.Featured Guest: Carolyn Dilks – Co-Founder of Passetto, revenue data strategist, and B2B growth expert.Connect with Carolyn:LinkedIn: https://www.linkedin.com/in/carolyn-dilks/Website: https://www.passetto.com/Host: Ben Reed, host of the NextGen Sales Leaders Podcast.Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Subscribe & Review: Love this episode? Subscribe to the NextGen Sales Leaders Podcast for bold insights on B2B CRO, sales, and marketing strategy. If you found value in today’s episode, please leave us a review!Join our B2B GTM & RevOps Entrepreneur Community:https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/carolyn-1

Episode Summary:Host Ben Reed welcomes Stuart Brent, founder of SaasyDB, to the NextGen Sales Leaders Podcast. Stuart shares his path from running a screen-printing shop in West Philly to building multiple startups and launching a niche SaaS company database. Together, they explore the ups and downs of entrepreneurship, hiring lessons, the power of niche data, and how to bootstrap SaaS without outside funding.What You Will Learn:How Stuart’s early ventures shaped his entrepreneurial mindset.The importance of discernment and trust in partnerships and hiring.Why “hire slow, fire fast” is one of the most important rules in scaling.Insights into building niche databases and monetizing curated data.Predictions on AI, low-code vulnerabilities, and the pushback for more human involvement in customer support.Featured Guest: Stuart Brent: Founder of SaasyDB, the SaaS company database built for marketers and sales teams.Host: Ben Reed, host of the Next Gen Sales Leaders Podcast.Episode Highlights:01:00 – From band T-shirts to screen printing business in West Philly12:00 – How street smarts translate into entrepreneurship14:00 – Red flags in partnerships & why discernment matters17:00 – Hiring lessons: firing fast, the “mafia enforcer” candidate story21:00 – Ben’s 3-day hiring challenge method & why most founders get hiring wrong27:00 – VA challenges: when to cut ties quickly vs. retrain31:00 – Managing people with clear systems: Ben’s PPTP framework36:00 – Scaling agencies vs. building SaaS: lessons from RevyOps and SaasyDB43:00 – Why lead generation agencies are brutally hard to scale46:00 – Niching down for success and the power of specialized databases50:00 – RevyOps’ vision of the “database of databases”55:00 – What SaasyDB does and how Stuart pivoted into SaaS data58:00 – Future of curated niche data sets vs. big providers1:03:00 – Signal enrichment, tiered products & upsell opportunities1:07:00 – Final thoughts, advice for entrepreneurs & AI predictionsConnect with Stuart:LinkedIn: https://www.linkedin.com/in/stuartbrent/Website: https://www.saasydb.com/Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Join our FREE Group "NextGen Sales Systems:"https://tinyurl.com/next-gen-skoolCentralize & Analyze Your GTM Data: https://revyops.com

Episode Summary:Join us as Austin Reed, CEO of Horizon Dev, shares his entrepreneurial journey from being a full-time musician and digital nomad to building a thriving development agency focused on low-code and no-code automation. Austin opens up about scaling Horizon Dev, landing dream clients like VRF, building a vibrant Skool community, and navigating the personal challenges of identity, resilience, and leadership along the way.What You Will Learn:How Austin transitioned from music and freelancing to leading a global dev agency.The evolution of outbound prospecting and why branding often wins over cold outreach.Key no-code/low-code tools and their tradeoffs for businesses and developers.Insights into scaling a business with long-term client relationships and MRR stability.The mindset shifts and personal growth required to sustain entrepreneurial success.Featured Guest: Austin Reed – CEO of Horizon Dev.Host: Ben Reed, host of the Next Gen Sales Leaders Podcast.Episode Highlights:[00:01:00] Building Horizon Dev: From musician and nomad to tech CEO.[00:03:30] Branding vs. Outbound: Why Austin shifted from cold outreach to long-term brand and content strategies.[00:08:10] Skool Community: Teaching no-code/low-code automation to founders & devs.[00:26:00] Martial Arts & Mindset: How Muay Thai and Jiu-Jitsu shaped resilience.[00:32:00] The Automation Stack: N8N, Zapier, Make, and Lovable.[00:44:00] Ecosystems & Psychology: Why some tools win despite better options.[00:52:00] Identity & Burnout: Learning to let go and grow as a leader.[01:14:00] Meditation & Surrender: Vipassana retreats and emotional awareness.[01:23:00] Final Reflections: Empowering teams and clients to chase their dreams.Connect with Austin:Website: https://horizon.devYouTube: https://www.youtube.com/@horizonsoftwaredevLinkedIn: https://www.linkedin.com/in/automationsexpert/Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Join our FREE Group "NextGen Sales Systems:"https://tinyurl.com/next-gen-skoolCentralize & Analyze Your GTM Data: https://revyops.com

Episode Summary:Join us as Dean Fiacco, founder of Scaled Mail (cold email infrastructure SaaS) and Beanstalk Consulting (cold outbound agency), shares his journey from tech sales to running two successful businesses. Dean breaks down the realities of cold email deliverability, why inbox infrastructure is critical, and how he’s balanced scaling an agency while building SaaS. From domain reputation to hiring strategies, this episode is packed with practical insights for agency owners, outbound teams, and aspiring founders.What You Will Learn:Why scaling cold email requires more than Gmail/Microsoft accounts.How Scaled Mail grew out of Beanstalk’s inbox challenges.Best practices for domain reputation and inbox-to-domain ratios.The importance of simplifying agency operations and client selection.Hiring strategies that work: probationary periods, tests, and “hire fast, fire fast.”Why agencies often spin out SaaS products and how to approach it.Featured Guest: Dean Fiacco – Founder of Beanstalk Consulting (cold email agency) and ScaledMail (cold email infrastructure SaaS).Host: Ben Reed – RevyOps founder and host of the Next Gen Sales Leaders Podcast.Episode Highlights:[00:00] Welcome & Intro: Dean introduces Beanstalk and Scaled Mail.[02:30] From pain point to SaaS: How inbox headaches became Scaled Mail.[04:06] Why not just Gmail?: ESP limits and deliverability challenges.[06:59] Domain reputation: Protecting your main domain with lookalikes.[10:04] Inbox ratios: Safe setups for Google, Microsoft, and SMTP.[12:23] Marketplace solution: Prebuilt packages to simplify scaling.[15:46] Redundancy matters: Avoiding provider lock-in and outages.[21:23] Running two businesses: Delegation, teams, and evolving roles.[25:58] Agency growth tips: Keep it simple, choose the right clients.[31:23] Hiring tests: Ben’s “three-day challenge” for new hires.[34:06] Hire fast, fire fast: Dean’s approach to evaluating talent.[40:33] From agency to SaaS: Why services spawn product ideas.[58:04] Sales as a founder skill: Why talking to customers matters.[01:08:12] Parting advice: Dean’s call to action—just start and sell.Connect with Dean:ScaledMail: https://scaledmail.comBeanstalk Consulting: https://beanstalkconsulting.coLinkedIn: https://www.linkedin.com/in/deanfiacco/Subscribe & Review: Love this episode? Subscribe to the Next Gen Sales Leaders Podcast.Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Join our FREE Group "NextGen Sales Systems:"https://tinyurl.com/next-gen-skoolSolve your GTM Data Problems: https://revyops.com

Episode Summary: Join Ben Reed as he speaks with Bill Stathopoulos—author of Cold Email Secrets and founder of Sales Captain. Bill shares how he built a leading outbound agency that scaled from mastering messaging with leading brands to developing their own AI-powered reply systems. Discover the behind-the-scenes of fast-paced book creation, high-stakes offer crafting, and staying ahead in the shifting world of outbound marketing.What You Will Learn:The unexpected journey from Zoom-recorded conversations to a nearly 200-page cold email book, and the rigorous revisions that shaped it.How Bill leveraged cold outbound to go from recruiting elite speakers to landing million-dollar campaigns with brands like Amazon, Apple, and JCPenney.The contrasting types of agencies in the cold email space—from get-rich-quick schemes to expert-focused firms to scalable, client-first businesses.Insights on crafting offers and messaging that resonate with a cold audience—and why testing, negative replies, and rapid iteration matter.Strategies behind Sales Captain’s custom-built AI BDR tool: how it intelligently classifies replies and auto-responds without hallucinations.Trends reshaping outbound: the shift from one-to-one emails to outbound-as-inbound, multi-channel orchestration, signal-based personalization, and the renewed emphasis on relevance and deliverability.The enduring importance of idea-market fit: targeting the right ICP, creating compelling messaging, and maintaining email deliverability—a triad where any weakness can break your campaign.Featured Guest: Bill Stathopoulos — Author of Cold Email Secrets and Founder of Sales Captain, specializing in data-driven, AI-enhanced outbound strategies.Connect with Bill:LinkedIn: https://www.linkedin.com/in/billstath/Host: Ben Reed, host of the NextGen Sales Leaders Podcast.Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Join our B2B GTM & RevOps Entrepreneur Community:https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Work with Ben:https://www.nextgensalessystems.com/Centralize, analyze, and visualize your B2B data:https://www.revyops.comSubscribe & Review: Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for B2B CRO, Sales, and Marketing industry insights. If you found value in today’s episode, please leave us a review.