Revenue Remix - Inspiring Visionary Leaders

When founders decide “it’s time to grow,” the default move is still: “We need a salesperson.” In Part 1, we talked about why that logic goes wrong so often.In this bonus follow-up episode, we get practical.Host Summer Poletti and returning VIP David Lee (founder of Do What Works, AI Shortlist Architect, and fractional CMO) unpack two real sales-hiring horror stories from David’s agency days — and use them to build a simple readiness framework you can apply before you post that job.You’ll hear:The two mistakes that cost David time, money, and sanityWhy “I’ll just hire a salesperson and let them do their thing” almost always backfiresWhat happens when you hire a part-time BDR with no onboarding, no metrics, and no defined “what good looks like”How a virtual BDR team did everything “by the book” — booked meetings, got past gatekeepers — and still closed nothing because there was no follow-up processWhy “they have a great network” is not a strategySummer breaks down the myth of the well-connected rep whose Rolodex magically convertsWhy intros and curiosity calls don’t turn into revenue without a sharp ICP, clear differentiation, and a reason to switchThe foundations you need before your first sales hireSummer walks through what she looks for with founders who say “we’re ready for sales”:👉 In the episode, Summer shares a lightweight qualification framework and readiness checklist founders can adapt to their own business.What to do when leads don’t buy right awayWhy most owner-led sales orgs bleed opportunity simply because no one has time to follow upHow an email nurture engine can quietly become your highest-converting channelThe difference between “just checking in” and value-add follow-ups that build trust over 24+ touchesMarketing + sales: how to stop making each other look badDavid’s perspective as a marketer who refuses to run demand gen into a broken sales processWhy your salesperson can’t be purely an “order taker” or the only source of leadsHow marketing can arm sales with content that gives them a real reason to call back (not just “me again!”)A healthier way to think about your first hireWhy throwing an “experienced closer” into chaos is really setting them up to failHow to think about your first sales hire more like training for a marathon: prep, structure, and pacingWhen it makes more sense to bring in a sales consultant first, build the engine, then hire into itIf you’re a founder who’s:Thinking about your first salespersonStill feeling burned from a past hire that “should have worked”Or wondering what to fix before you scale sales…this bonus episode gives you relatable horror stories and actionable steps to set your next hire up for success instead of disappointment.👉 Connect with David on LinkedIn

Your first global step probably isn’t opening an office in London or Singapore. For most North American growth-stage companies, it’s something simpler:👉 A fantastic candidate in Toronto👉 A customer in New York who wants local support👉 A test market just across the borderIn this panel, I’m joined by Toronto-based leaders Eric Hachmer and Komal to unpack what it really takes to operate across the US–Canada border — beyond “just add a worker” in your payroll platform.We talk about why Canada is often the first global footprint for US businesses (and vice versa), and how to do it in a way that supports long-term growth instead of creating messy cleanup work for future you.We cover:Why “just hire someone in Canada/the U.S.” is not a global strategy We start with the common story: a key employee moves to Toronto, or a US founder decides “Canada seems easy enough.” Eric and Komal walk through the gap between employing someone cross-border and actually doing business in another country.Structure before headcount: what to decide before you hire Eric shares why hiring is the easy part — and why your go-to-market model, sales design, and leadership attention matter far more than how quickly you can add someone in your payroll tool.Incorporation, tax, and comp 101 (without putting you to sleep)Komal breaks down:Why you should think about incorporation in CanadaHow federal vs provincial tax structures workWhy Canadian taxes and cost of living factors into comp strategyBenefits aren’t “copy/paste” across the border We talk through subtle but important differences, including:Maternity/parental leave expectationsHow stock options are taxed and perceived in each countryWhy your benefits need to be right-sized for each countryCulture, trust, and risk tolerance: the stuff the setup guide doesn’t tell youThis is the part you won’t get from your EOR or payroll provider:Importance and challenge of building trustWhy Canadian teams often put more emphasis on relationship and intention before diving into numbersHow risk appetite differsTech, fintech, and cross-border paymentsWe touch on the reality of:Why data residency, AML, and server location matter if you’re a SaaS or fintech selling into CanadaHow upcoming open banking in Canada (2026) could unlock new ways to move money and serve customers cross-borderA more hopeful take on “messy times” We close on why business leaders are often the ones quietly building bridges while politics gets loud — and how thoughtful, generous leadership and clear decision-making can make cross-border work a growth engine, not a headache.If you’re a founder, CRO, CMO, or finance/ops leader thinking:“Canada feels like the logical first place to go global… but I don’t want to step on a landmine.”…this episode will help you see what’s really involved, what’s easier than you think, and where it pays to slow down and set things up right.👉 Connect with Eric👉 Connect with Komal

You don’t have a “lead problem.” You have a go-to-market alignment problem that’s quietly capping your growth.In this mini-panel, we dig into why revenue plateaus at growth-stage B2B companies usually aren’t about “more pipeline” – they’re about sales, marketing, customer success, product, and finance all pulling in slightly different directions.No scolding. No “you’re doing it wrong.” Just four operators and advisors comparing notes on what actually works when you want healthy, scalable revenue, not just a noisy top of funnel.In this episode, we cover:Why “sales & marketing alignment” is table stakes nowAnd why the real unlock is treating CS, product, and finance as part of one revenue team, not downstream order takers.The KPI trap that keeps teams stuck in silos Marketing measures activity, sales measures outcomes, CS measures retention—and almost no one agrees on what a qualified lead actually is.Customer success as your GTM secret weapon How involving CS before the sale changes who you sell, what you promise, and how long customers stay—without adding more headcount.Product is not your feature factory What happens when sales keeps asking for “one more feature to close this deal” and product’s roadmap gets held hostage by short-term revenue.Finance as a growth partner (not the ‘no’ department) How to get your CFO to trust your forecast so they’ll actually support your GTM investments instead of blocking every new idea.Practical ways to build internal bridges (starting this week) From “bridge coffees” to shared rituals, internal problem statements, and walking a mile in each other’s roles.Who this episode is forThis conversation will land especially well if you’re:A B2B founder / CEO stuck at a revenue plateau and wondering if it’s really “just pipeline.”A CRO / VP Sales / VP Marketing tired of attribution fights and ready to build one revenue system instead of parallel empires.A Head of CS, Product, or Finance who knows you impact revenue but keeps getting brought in too late.Any GTM leader who wants to turn internal friction into a real competitive advantage.What you’ll walk away withBy the end, you’ll have:A more honest way to talk about GTM misalignment without blaming people or departments.A simple starting point for shared KPIs that don’t trigger instant defensiveness.Language you can use with your CFO, CMO, CPO, and Head of CS to shift from “that’s your problem” to “this is our system.”A few stealable rituals (like bridge coffees and cross-functional problem statements) to start stitching teams together without a giant reorg.Follow our GuestsJay Brandon Daniel Shimon Follow Summer on LinkedIn

When founders decide “it’s time to grow,” the first instinct is often: “We need a salesperson.”But your first sales hire is too important (and too expensive) to toss in the deep end and hope they swim.In this mini-panel episode of Revenue Remix, host Summer Poletti sits down with frequent collaborators JMS (John Mason-Smith) and Sean Parnell to unpack what really needs to be in place before you add that first sales rep.Why “I want to grow, so I’ll hire a salesperson” is a broken equation JMS explains why half the time, when a founder says “I need a sales rep,” the real answer is: “You need a sales process, not a salesperson.”How founders accidentally attract the wrong salespeople Summer and Sean talk about “job-hopper reps” who are great at selling themselves into a role… and then never close meaningful business — especially when there’s no process, no messaging, and no coaching.Lazy, or just lost? What’s actually going wrong with new reps JMS shares the story of a rep who was “working hard” but making 10 calls a day instead of 100 because he had no guidance on what mattered and what didn’t.The two big levers in any sales system Volume in at the top, conversion out the bottom. If you’re not measuring these (and the steps in between), you’re guessing — not managing.Why founder-led sales and rep-led sales are not the same game Founders close with trust, relationships, and gravitas. Your first rep doesn’t have that halo. Expecting them to hit your close rates and sales cycles without support is setting them up to fail.What “good” looks like before your first sales hireClear revenue goals that are more specific than “more”A basic offer, ICP, and messaging that resonatesAt least a sketch of a repeatable sales processLeading indicators defined and trackedA plan for coaching, not just “sink or swim”How marketing, content, and AI support your first repSean dives into why cold outbound with no brand, no demand, and no content is almost always a losing game — and how thoughtful marketing + smart use of AI can keep your rep focused on the right activities.The pre-mortem: how to spot failure before it happensJMS introduces the idea of a “pre-mortem” and how founders can use AI or trusted collaborators to stress-test their plans before hiring.Why founders need help focusing on what they’re bad at, not just what they loveThe group talks about coaching, business mentors, and using AI as a brutally honest sounding board instead of a cheerleader.If you’re a founder thinking about that first sales hire — or wondering why the last one didn’t work out — this episode will help you feel more confident and a lot less alone.Meet the panelJMS is the founder of Hirewith, a niche hiring platform for the HCM and payroll industry. He’s a former top rep who now helps founders think clearly about when (and whether) they’re truly ready for a sales hire.👉 Connect on LinkedInSean is the founder of InnovAxis, a B2B marketing firm. He’s obsessed with measurable strategy, leading indicators, and building marketing that makes sales easier instead of harder.👉 Connect on LinkedIn

When the board sees “record quarters” and Finance sees paper-thin margins, you don’t have a growth engine — you have a slow-motion car crash.In this episode of Revenue Remix, Summer Poletti (Founder & CRO of Rise of Us) sits down with William Lieberman, founder and managing director of The CEO’s Right Hand, to talk about what healthy growth actually looks like when sales, finance, and operations are rowing in the same direction.William has sat in the room for the messy growth conversations most founders avoid: discounting that quietly destroys margin, bloated sales teams after a fundraise, and “crushing it” top line numbers that never translate to cash in the bank.If you’re a CEO, CRO, or revenue leader trying to scale without breaking your economics, this one hits close to home.In this episode, you’ll hear:Why “we just need more pipeline” is usually the wrong diagnosis And how CEOs miss the real problem hiding in their back office, systems, and cost structure.The metric William checks first to see if growth is real or fake How to look at gross margin by product, service line, and client to decide what to scale and what to kill.A simple rule for firing unprofitable clients (and why it’s a finance job to say it out loud) Plus: how to align sales comp so reps stop dragging loss-leader deals in the door.What sales should never be allowed to do alone The deal-approval process William recommends so Sales, Finance, and Customer Success all sign off on pricing and scope.How to use new funding without ending up with a bloated sales org and fragile unit economics Including: what to model, who to hire first, and where nearshore + AI support actually makes sense.Sales comp mistakes that quietly blow up your P&L Why paying full commission on signature is dangerous, and how William structures payout to keep reps invested in profitable, live customers.The one recurring meeting where Sales and Finance actually help each other What should be on the agenda, who’s in the room, and how to make it about solving revenue problems instead of pointing fingers.A practical way for CEOs to stop the “it’s their fault” food fight William’s favorite role-reversal exercise to get leaders out of blame mode and back into solving hard problems together.About William LiebermanWilliam Lieberman is the founder and managing director of The CEO’s Right Hand, a firm that provides fractional CFO, CHRO, and COO services to growth-stage companies that need serious strategic finance and operations support—without building a giant back office.He’s a long-term operator and fractional CFO who:Has helped CEOs navigate fundraising, scaling, and restructuringKnows exactly what happens when sales is “crushing it” and the numbers still don’t workBrings a pragmatic, operator’s lens to aligning sales, finance, and operations around real, sustainable growthIf you’re a founder or CEO who suspects your P&L is hiding more than it reveals, William is the kind of partner you want in your corner.Connect with William🌐 Website: The CEO’s Right Hand – tcrh.co📧 Email: william@tcrh.coIf this episode hits a nerve, share it with a CEO, CRO, or sales leader who keeps saying “sales is crushing it” — and quietly worrying what Finance really thinks.

Your sales team says marketing's leads are garbage. Marketing says sales isn't following up. Product says everyone's requests are impossible. Meanwhile, customers are leaving.This isn't a people problem. It's a systems problem.In this episode, Brian Root breaks down the hidden bottlenecks that stall growth—even when every team thinks they're crushing it. You'll learn why sales and product teams work against each other, how to stop feature bloat, and why your compliance team might be your secret weapon.If you're a B2B SaaS or FinTech founder stuck between $2M-$10M ARR and your teams are pointing fingers instead of solving problems, this episode is for you.What You'll LearnThe Sales/Product DisconnectWhy customers experience conflicting messages from different teams—and how it kills conversionsThe trade-off framework that forces sales to prioritize what actually mattersHow to align sales and product without making them best friendsShiny Object Syndrome (AI Edition)Why founders chase AI features customers don't actually wantThe dual portfolio strategy: hype vs. real workHow to focus on customer need instead of board pressureFeature Bloat & Saying NoWhy startups keep adding features that create maintenance nightmaresThe one question every founder needs to answer before building anything newHow to use strategic partnerships instead of building everything in-houseFractional Leadership Reality CheckThe pattern-matching advantage outsiders bringWhy founders are either the problem or complicit in allowing itThe Compliance HackHow to turn your "no hammer" compliance team into innovation partnersWhy involving compliance early unlocks faster launches in regulated industriesSteal-able Moments"Pick the Feature You're Willing to Delay"When sales demands an urgent feature, product leaders should ask: "Which other feature on the roadmap are you okay with delaying?" "If the Only Power Someone Has Is to Say No, They Use It Prolifically"Compliance teams aren't the enemy—they're excluded. Invite them into ideation early, and they'll help you shape solutions instead of killing them at launch."You're Either the Problem or You're Allowing the Problem"If you're the founder/CEO and your company has problems, assume you're responsible. You have the power to stop it. "Your Customer Gets One Message From Sales, A Different Message From Product"Even small disconnects between departments create "the ick" for customers. "Pattern Matching Is the Fractional Advantage"Experienced fractionals can diagnose fundamental problems quickly because they've seen the same patterns across dozens of companies. Guest BioBrian Root is the founder of Rooted in Product, where he helps growth-stage companies in fintech and beyond break through bottlenecks by aligning product strategy with business goals. With deep experience in fractional leadership and navigating heavily regulated industries, Brian has worked with companies ranging from early-stage startups to Amazon. He's also training for his eighth ultra marathon and builds mechanical watches for fun—because unlike software, you can't hack your way through either process.Connect with Brian:LinkedIn: Brian RootWebsite: rootedinproduct.com

Is AI really about to take over B2B buying… or are the big firms just doing ✨Captain Obvious✨ with better branding?In this Revenue Remix Roundtable, Summer brings back three of her top collaborators to run 2026 predictions through one ruthless filter: crystal ball or BS.They dig into how AI agents will shape vendor research, why trusted beats loud in the new GTM reality, what happens when GenAI is left completely ungoverned, and why alignment (not more tools) is the real growth lever for B2B SaaS, fintech, and growth-stage tech.If you lead sales, marketing, or revenue at a $2M–$20M ARR company and you’re trying to separate hype from “do this now,” this one’s for you.What We Cover00:00 – 04:30 • Setting the stage: 2026 predictions & the crystal ball vs. BS game04:30 – 11:30 • Trend 1 – AI agents in B2B buying: sidekick or takeover?Sean on why agent-to-agent negotiation is mostly BS (for now) and the limits of AI without real pricing dataJenny on AI as a noise filter and claim validator, not a robot decision-makerDave’s 3 jobs of the buyer: find vendors, shortlist vendors, validate vendors – and where AI fits inSummer on why we’re already living the “AI sidekick” era and why negotiation is a bridge too far11:30 – 17:30 • Trend 2 – Trusted beats loud in 2026Jenny on why human connection + published policies, prices, and proof matter more than everDave on trust as the new currency and how case studies + proof assets carry more weight in the AI eraSean on old-school social proof (testimonials, thought leadership, real examples) as the “new” competitive moatSummer on why low-edit, authentic videos are outperforming polished AI content on social17:30 – 24:30 • Trend 3 – GenAI in sales & marketing: governed systems or chaos machine?Dave on quality over quantity and why AI hates marketing fluffSean on why volume is no longer a differentiator when everyone has AI, and why unedited AI content is “intern level” at bestJenny on using AI trained on your own work (LinkedIn exports, thought leadership, etc.) and where she still does things manuallySummer on “human-led, AI-assisted” vs. “set it and forget it” and what “human in the loop” actually means24:30 – 33:30 • Trend 4 – Alignment as the real growth leverJenny on why misaligned data and siloed KPIs make AI useless (and why shared OKRs matter)Sean on marketing as macro selling and sales as micro selling, and why the narrative has to match across bothDave on how misaligned KPIs create the “your leads are crap / you can’t close” death spiralSummer on why she’s hard on CEOs and why “that’s just how Jimmy is” is not a leadership strategy33:30 – 39:30 • Bonus – Getting the “quarreling siblings” to play niceSean: set shared goals tied to revenue, EBITDA, and sales-qualified outcomes – not vanity metricsDave: hold both sales and marketing accountable to new customers and revenue, not just MQLs or activitiesJenny: stop the blame game, reset expectations, and get people together in person during work hoursSummer: why sales needs to stop treating marketing as a vendor, stop taking solo victory laps, and start sharing credit39:30 – End • Closing thoughts & 2026 send-offSummer’s final verdict

Women-led teams get 2% of VC funding. Add a male co-founder? That jumps to 17%. It's even worse for women of color.Kruti Baires isn't waiting for the system to fix itself. As solo founder of The SprintFit, she's building AI infrastructure to bridge the access-to-capital gap for women and unseen founders—builders with traction who can't get in the room because they're in the wrong city, went to the wrong school, or don't fit the pattern VCs match.In this episode:How Kruti launched an AI company in 90 days and shipped 4 product versions in one yearThe funding gap reality: Why underrepresented founders can't access capital even with tractionThe $4.2B workflow failure in early-stage investing keeping great deals invisibleAvoiding product-market fit pitfalls ("this is cool" ≠ PMF)Why warm intros protect the status quo vs. how AI creates systemic discoveryHow The SprintFit helps small investors discover founders they'd never see while helping founders get funding-readyKey Timestamps: [6:32] The 90-day AI MVP playbook [10:52] When data forced a complete ICP pivot [16:02] The $4.2B intake workflow failure [22:00] Funding gap stats costing investors better products [30:27] Why warm intros might be gatekeeping [37:33] Why burnout isn't a badge of honorSteal-able Moments:"Your ICP isn't who you think needs you. It's who shows up and pays." [14:18]"If users say 'this is amazing' but never come back, you have a demo, not product-market fit." [10:08]"The funding gap isn't about representation. It's costing investors better products." [23:33]"Warm intros protect the status quo: wrong schools, wrong city, wrong background—you're invisible." [30:44]Bio: Kruti Baires is founder/CEO of Sprintfit, bridging the access-to-capital gap for women and unseen founders. With 17 years at Fortune 500s and startups like Salesforce, she's fixing the $4.2B inefficiency in early-stage deal flow while expanding access for founders invisible to traditional VC networks.Connect: LinkedIn: linkedin.com/in/kruti-bairesHow we met: Women X AI comment section—proof that engagement beats scrolling.Subscribe: Revenue Remix delivers GTM strategy for B2B SaaS founders ($2M-$20M ARR). Find us on Apple Podcasts, Spotify, YouTube.

Thank you for being part of the Revenue Remix community. This indie show was just named one of FeedSpot’s Top Revenue Podcasts of 2025—something that doesn’t happen without loyal listeners and guests who share their stories.If you’ve found value here, a quick review helps more revenue leaders discover the show. It takes 60 seconds and makes a real difference for a one-person operation.Want to be featured or know someone who should be?Visit theriseofus.com to connect.* Schedule a 15-minute chemistry call* Explore panel participation opportunitiesHere’s to 2026—more guests, deeper topics, better conversations. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

Putting a Remix spin on year-end reviews, Summer brought back her closest collaborators for an impactful and zero fluff roundtable.AI didn’t just change how teams work in 2025 — it changed how buyers buy, how content performs, and which GTM motions are still worth the effort. In this Revenue Remix Roundtable, Summer Poletti brings together three of her closest collaborators — David Lee (Do What Works), Sean Parnell (Innovaxis), and Jenny Kay Pollock (Women x AI) — to unpack what actually worked this year, what flopped, and what they’re all changing for 2026.​You’ll hear why Dave believes classic inbound is in freefall as B2B buyers move their research into long AI chats instead of Google searches, and why your website needs to act like a database for AI instead of a pretty brochure full of fluff. Sean pushes back from his world in industrial B2B, where inbound is still strong but mid- and bottom-funnel content, open case studies, and paid discovery offers are doing the real heavy lifting. Jenny zooms in on the human side, calling out the automation binge that has wrecked inbox trust and showing how community-powered learning and ruthless clarity about “who you serve and what you deliver” became her biggest multipliers.​They close by looking ahead: smaller but stronger sales teams, old-school touches like handwritten notes and targeted mail, AI treated as a 180-IQ intern (not an autopilot), and a buyer journey where trust and specificity beat volume every time. If you’re planning your 2026 GTM and wondering what to double down on — and what to finally stop doing — this conversation will give you a candid, field-tested filter.Resources:* Jenny Kay Pollock* LinkedIn* Women x AI* Sean Parnell* LinkedIn* Innovaxis* David Lee* LinkedIn* Do What WorksNYT Articlehttps://www.nytimes.com/interactive/2024/08/26/upshot/ai-synthetic-data.htmlEda Cris’ old school wax stamped letterhttps://www.linkedin.com/posts/eda-ciris_hustle-grit-persistence-we-all-talk-about-activity-7401689517260476416-Inut?utm_medium=ios_app&rcm=ACoAAAQMkyEBbbS3jkNFYit4gyXzXqeISKGA2Bs&utm_source=social_share_send&utm_campaign=copy_link This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

Blogs aren’t dead—but they are draining your time and budget if you’re still playing by 2015’s rules.In this raw, unscripted studio session, Summer and Dave unpack what AI is actually doing to buyer behavior—and why your go-to content strategy might be failing silently.🧨 In This Episode:* Why traditional SEO blogging is losing ROI fast* What LLMs read (and don’t) on your website* How buyers are shortlisting vendors now—with zero clicks* Tactical swap: ditch fluff blogs, write “foundational content” instead* Where real case studies should actually live on your site* The one type of blog post still worth your timeThis is one for founders, GTM leaders, and marketers ready to cut waste and move smarter. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

When buyers move faster than sellers — how to win in the AI-first era.B2B buyers aren’t waiting around anymore.They’re asking AI for vendor recommendations, comparing options, and building shortlists before a single rep ever gets involved — and most go-to-market teams are wildly unprepared for that shift.In this roundtable, I’m joined by three powerhouse operators across product, AI search, and customer success to unpack how buyer behavior has changed and what revenue leaders actually need to do about it:👩‍💻 Reut Lazo — Co-founder & Co-CEO, WomenXAIProduct leader known for building user-centric, AI-forward products that scale trust.🤖 Dave Lee — Founder & CEO, Do What WorksAI Shortlist Architect, and one of the clearest thinkers on how GenAI is reshaping buyer discovery.🤝 Randi Deckard — SVP of Growth, BeslerCustomer success leader and founding member of Wednesday Women.What we cover in this episode:89% of B2B buyers now use GenAI as a top discovery tool — and what that means for your funnel🧠 Why buyers are in 2030 while many sellers are still in 2018🛒 The three real jobs buyers do before they ever call you (Dave’s framework)🌐 How to make your website “AI-readable” so you even show up in shortlists💬 Why messaging fails when companies automate output but not listening📉 Why NPS is fading — and what modern customer health looks like🤝 The “moments that matter” in customer success where humans must stay in the loop⚠️ The risks of over-automation (and how to avoid sounding like a bot)✨ Low-lift ways to personalize the first buyer experience today🧰 How to use AI to prep for discovery calls so you don’t get left behindPlus: a tight lightning round full of actionable, stealable insights you can put to work this week.And “What GTM roles are on the chopping block?” the private, too-spicy for public topic, which you can obtain in our Directors’ Cut Package. See blow.Need the Directors’ Cut?Get the executive briefing, the too-spicy-for-public clip, and bonus insights from the full 52-minute conversation.👉 Directors’ Cut PackageFollow the panelistsReut LazoLinkedIn: https://www.linkedin.com/in/reutlazo/WomenXAIDave LeeLinkedIn: https://www.linkedin.com/in/daveleehere/Do What WorksRandi DeckardLinkedIn: https://www.linkedin.com/in/randideckard/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

Are you grinding through a growth stall hoping hustle will fix it?Think again. This week on Revenue Remix, I sat down with Brian Montes, CEO of RADD, a boutique fintech audit and compliance firm helping community banks scale with confidence.We get real about:* Founder fatigue vs. real growth bottlenecks* What it actually takes to go from founder-led to scalable sales* Building trust in high-stakes industries (and where most firms blow it)* Why client success is your competitive advantage* The systems and leadership habits that turn culture into a growth assetWhether you’re leading a small team through big change or bracing for next year’s strategy sprint—this is your blueprint.Connect with Brian on LinkedIn: https://www.linkedin.com/in/brianmontesrad/Calling bold founders — Want to be featured on the show or join a panel on what’s really working in GTM? Reach out. Let’s amplify what’s next.Our Q4 Sprint is LIVERevenueRX is a short, high-impact engagement designed to help you quickly identify what’s slowing growth now—and make the smartest moves before year-end.Learn more at www.theriseofus.comLike what you heard? Forward this to one founder who’s figuring out how to grow with less grind. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

From Payroll Chaos to Growth Catalyst: Andy Lopez on Building, Giving Back, and What’s NextDescription:Andy Lopez turned a niche pain point — payroll tax cleanup — into a full-fledged firm serving top HCM providers. In this episode, we talk about the early napkin payroll days, what nearly stalled his growth, and why now was the right time to sell Forensic Payroll Consultants to HCM Unlocked. Bonus: Andy’s launching a podcast of his own, and he’s not holding back.Listen for:* How partner-first sales built his referral engine* What founders can do when growth plateaus* The surprising truth about payroll people (they’re wilder than sales reps)* Why acquisition doesn’t mean “the end” — it means expansionLinks:* Forensic Payroll Consultants* HCM Unlocked Acquisition News* Andy’s LinkedInRevenue Remix is where founders and GTM leaders talk about what really drives growth — the stuck points, the pivots, the motions that finally worked. Know a founder or leader who deserves a spotlight? Maybe you! Join us and let’s do something cool. Book a quick chat first. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

What happens when a technical founder has to learn to sell?In this episode of Revenue Remix, Summer sits down with Saumya Bhatnagar — co-founder and CTO of Involve.ai — whose mission is to make AI actually useful for revenue teams.From running a hospital as a kid (seriously) to running a tech company through the chaos of scale, Saumya shares the real founder shift: moving from building cool products to building revenue.They unpack:* Why most AI-for-sales hype misses the point* How bad data silently kills growth* The danger of “set it and forget it” automations* What early-stage founders get wrong about customer success* And why every startup needs a “flex person” before they need a full CS teamSaumya’s sharp, funny, and brutally honest take will hit home for anyone navigating the messy middle between scrappy startup and scalable machine.🔗 Connect with Saumya:LinkedIn → linkedin.com/in/saumyabhatnagarWebsite → involve.ai🔥 Don’t guess your next revenue move.The RevenueRX Q4 Sprint is open now — a short, high-impact project to help you pinpoint what’s slowing your growth and what to double down on in 2026.No fluff. Just clarity, traction, and a roadmap to real revenue acceleration.👉 Get details at www.theriseofus.comSpots are limited — get your clarity before the quarter disappears. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

Struggling to build your team fast enough to meet revenue goals? You’re not alone — and you might be hiring wrong.This week on Revenue Remix, Summer sits down with Brian Samson — serial founder and nearshoring expert — to unpack how growth-stage companies sabotage their own hiring, why your first 10 employees shape more than culture, and what founders get completely wrong about offshore vs nearshore teams.You’ll learn:* Why waiting to hire a recruiter shrinks your talent pool* How nearshoring can unlock faster go-to-market* What really causes remote hiring failures (hint: it’s not bad vendors)* Why Latin American teams are often your secret weaponBrian also shares what he wishes more leaders understood about team value — and how to spot resilient talent before you make the hire.* Brian Samson LinkedIn* Plugg Technologies This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

Winning deals in 2025 isn’t business as usual. Sales cycles are 25% longer than five years ago, only 30% of reps are expected to hit quota this year, and CEO confidence just took its sharpest drop since the 1970s. Add AI disruption to the mix, and it’s no wonder GTM leaders are feeling the pressure.Listen now, and get the Director’s Cut package with exclusive strategies and the “Too Spicy for Public” clip: sing up hereIn this panel discussion, host Summer Poletti (Founder of Rise of Us and creator of Revenue Remix) brings together three powerhouse voices to cut through the noise and share what the smartest leaders are actually doing to win deals now:* Stephanie Brooks — Content-led, full-stack marketing leader, consultant, mentor, and advisor🔗 LinkedIn * Sean Paulseth — Director of Enterprise Partnerships & Sales at ZayZoon, go-to voice on AI in sales🔗 LinkedIn 🔗 ZayZoon* Sean Parnell — Founder of Innovaxis Marketing, helping companies align sales & marketing strategies that actually drive revenue🔗 LinkedIn 🔗 InnovaxisWhat you’ll learn in this episode:* How to use AI for sales coaching and enablement without falling into the “tech overwhelm” trap.* Why partnerships can be the trust shortcut you need when buyers hesitate.* The risks of stalled deals — and proven moves to cut through B2B buying complexity.* How smart CEOs are balancing innovation with risk management in a confidence crisis.* Lightning-round advice: What to ask your team this week, and what lever to pull to shorten sales cycles before year-end. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

In this episode of Revenue Remix, Summer Poletti and Dave Lee discuss the persistent nature of market volatility and uncertainty, emphasizing that these conditions are not just temporary but a new norm. They explore the impact of tariffs, the importance of strategic planning, and how businesses can adapt to thrive in uncertain times. The conversation also covers the significance of customer retention, strategic partnerships, and the role of marketing in supporting sales and customer success.Visit Do What Works to learn more This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

In this episode of Revenue Remix, Summer Poletti interviews Rachel Lubovitsky, a successful serial entrepreneur and founder of Setuply. They discuss Rachel's journey from a technical background in computer science to becoming a serial entrepreneur, the impact of AI on business, and the importance of client experience, particularly in onboarding. Rachel shares insights on knowing when to sell a business, the unsexy origin story of Setuply, and how to identify real problems worth solving. The conversation emphasizes the need for scalability and systematization in business processes, and Rachel offers valuable advice for founders looking to grow their companies.Learn more about Setuply and how they’re changing customer onboarding.Find Rachel and Setuply on Linkedin.Takeaways* Rachel transitioned from tech to business, enjoying building relationships.* AI is changing the landscape for startups and entrepreneurs.* Identifying real pain points is crucial for business success.* Client experience is often overlooked in favor of sales.* Onboarding is a critical phase that can make or break client relationships.* AI can enhance onboarding and customer support processes.* Founders should keep scalability in mind while building their products.* Systematization of processes is necessary for growth.* Traveling is a passion for Rachel, having visited 70 countries.* Every client should feel valued and special throughout their journey.Sound bites* "Sales alone isn't enough for growth."* "Onboarding is often overlooked."* "Traveling is the greatest fun."Chapters* 00:00 Introduction* 02:33 The Evolution of Entrepreneurship and AI* 05:11 Deciding When to Exit a Business* 07:54 The Unsexy Origin Story of Setuply* 10:35 Identifying Real Problems to Solve* 13:13 The Importance of Client Experience* 15:54 Focusing on Onboarding for Success* 18:54 The Role of the Onboarding Guide* 20:03 Transforming the Onboarding Experience* 21:20 The Importance of Continuous Support* 23:40 Recognizing Value Beyond the Sale* 25:00 Leveraging AI in Customer Experience* 28:18 Enhancing Communication with AI* 30:30 Bridging Knowledge Gaps with Machine Learning* 32:38 Scaling for Future Growth* 36:03 Travel and Personal Insights This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

In this episode of Revenue Remix, Summer Poletti interviews Christina Olsen, a visionary investor and transformational hypnotherapist. Christina shares her entrepreneurial journey, the importance of having an exit plan, and the emotional challenges faced after selling her company. She discusses the significance of understanding one's identity beyond professional titles and the role of community in achieving success. Christina also highlights her experiences with investing and the transformative power of hypnosis in overcoming limiting beliefs and enhancing emotional intelligence.Explore more on www.brightsol.coFollow Christina on LinkedInTakeaways* Christina started working at a young age, driven by a desire for freedom.* Entrepreneurs often seek freedom but may find themselves overwhelmed by responsibilities.* Having an exit plan is crucial for any business owner.* Emotional ties to a business can lead to identity loss after an exit.* Defining personal values is essential for aligning with business partners.* Investing requires thorough research and understanding of financial plans.* Community and collaboration can enhance success in business.* Hypnosis can be a powerful tool for overcoming limiting beliefs.* Emotional intelligence is increasingly important in leadership.* Taking time for self-reflection is vital for personal and professional growth.Sound bites* "Have a plan to exit."* "I lost my identity."* "Own your magic."Chapters* 00:00 Introduction to Christina Olsen* 03:26 Christina's Early Work Experience and Values* 06:04 The Entrepreneurial Journey Begins* 08:54 Lessons from Scaling a Company* 11:29 The Decision to Exit* 14:17 Emotional Ties and Identity After Exit* 16:54 Finding the Right Fit for Your Company* 20:04 Planning the Next Chapter* 22:39 Investments and Business Advising* 25:21 Transformative Power of Hypnosis* 27:22 Understanding Hypnosis in Professional Life* 32:31 Overcoming Self-Limiting Beliefs* 35:28 Lessons from Investment Mistakes* 40:29 The Importance of Collaboration* 42:39 Emotional Intelligence in the Age of AI* 43:38 Finding Identity Beyond Titles* 44:45 Embracing Nature and Family AdventuresThis is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com