NextGen Sales Leaders

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.

Episode Summary: Host Ben Reed sits down with Jeff Gostovich, a 26-year veteran in B2B and B2C sales and a master of capital raising in the oil and gas industry. Jeff breaks down his journey from door-to-door sales to raising millions over the phone with high-net-worth investors—all without Zoom or in-person meetings. Tune in for Jedi-level insights into sales psychology, handling high-risk deals, and how being authentic and aligned beats hard-selling tactics every time.What You Will Learn:Why oil and gas capital raising is one of the most challenging sales fields.How to influence high-net-worth individuals to invest in high-risk deals—over the phone.The psychology of top-tier sales, including the power of silence and disqualifying early.The art of building alignment over persuasion in sales.How to be the “CIA agent” of enterprise sales and master internal influence.Real-world insights on subject-matter expertise, listening, and identifying real buyers.Featured Guest: Jeff Gostovich – Capital raising expert and high-ticket sales specialist in the oil and gas industry.Connect with Jeff Gostovich:Call/Text: (307) 630-3992Host: Ben Reed, host of the Next Gen Sales Leaders Podcast.Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Join our FREE B2B Scaling Group for Founders:https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Work with Ben: https://www.nextgensalessystems.com/Subscribe & Review: Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for top-tier insights in B2B sales, CRO strategies, and marketing leadership. Found value in this episode? Please leave us a review!

Episode Summary: Join us on this episode of the NextGen Sales Leader Podcast as Ben Reed sits down with Tyler Mounce, the founder of Amplis, a lead generation agency based in Orange County, California. Tyler shares his journey from a career in personal training to founding a marketing agency that specializes in lead generation for bootstrapped service businesses. Dive into the evolving world of outbound marketing, the nuances of cold email vs. LinkedIn outreach, and the challenges and opportunities facing early-stage agencies in 2025.What You Will Learn:How Tyler transitioned from personal training and marketing to founding Amplis.The unique struggles of lead gen for service-based businesses and how Amplis solves them.Why cold email is harder than ever and what channels are working now.How to qualify clients beyond just business metrics using psychographics.The rising importance of human connection and “old-school sales” in a hyper-automated world.Tyler’s hot take on the limits of AI and how it's shaping modern entrepreneurship.Featured Guest: Tyler Mounce – Founder of Amplis, a marketing agency focused on scalable lead generation for service businesses. Connect with Tyler: Website: https://www.amplis.co LinkedIn: https://www.linkedin.com/in/tylermounce/Host: Ben Reed, host of the NextGen Sales Leader Podcast.Connect with Ben:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Join our FREE B2B Scaling Group for Founders: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Work with Ben: https://www.nextgensalessystems.com/Subscribe & Review: Love this episode? Subscribe to the NextGen Sales Leader Podcast for the latest B2B growth, outbound, and sales strategies. If you found value in today’s episode, please leave us a review!

Episode Summary: In this powerful and deeply personal episode, Ben Reed welcomes Maddison Brusman, a spiritual coach who helps entrepreneurs unlock their full potential by addressing the inner emotional blocks that hold them back. From a chaotic retreat in the Costa Rican jungle to life-altering breakthroughs in business and personal growth, Ben and Maddison explore the transformative journey of reconnecting with oneself, letting go of control, and embracing authenticity as a driver of true success.What You Will Learn:Why emotional intelligence and inner work are essential for peak business performance.The incredible story of a healing retreat in Costa Rica that led to spiritual breakthroughs.How fear, abandonment, and control sabotage success—and what to do about it.The power of surrender, authenticity, and self-awareness in sales and entrepreneurship.Practical steps to begin your own spiritual development journey.Featured Guest: Maddison Brusman – Spiritual coach for entrepreneurs and high performers.Connect with Madison:LinkedIn: https://www.linkedin.com/in/maddisonbrusman/Instagram: @maddison.brusmanYouTube: @maddison.brusmanHost: Ben Reed, host of the Next Gen Sales Leaders Podcast.Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Youtube: https://www.youtube.com/@BenjaminAaronReedInstagram: @nextgensalessystemsWork with Ben: https://www.nextgensalessystems.com/Subscribe & Review: Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for cutting-edge insights into B2B growth, sales, and the mindset of elite performers. If this episode brought you value, leave us a review!Join our FREE B2B Scaling Group for Founders: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Episode Summary: Join us on this episode of Next Gen Sales Leader as Benjamin Reed sits down with Kristie Jones, founder of Selling Your Way In and seasoned SaaS B2B advisor. Kristie shares her unconventional journey from retail management to leading a revenue-growth-focused sales consultancy. Discover how she pivoted into subscription-based sales in 2000, built deep connections in the St. Louis startup community, and transitioned into the consulting world, where she specializes in helping early‑stage SaaS founders formalize and scale their GTM motion.Kristie reveals her playbook—from building fractional leadership, crafting sales hiring systems and playbooks, to a unique mindset around matching candidate fit to roles. This episode highlights the importance of knowing your differentiation, going beyond generic lead generation, and hiring for grit, alignment, and process maturity to avoid misfits and churn.What You Will Learn:How Kristie made the leap from department store retail to subscription‑based sales and SaaS leadership.The importance of embedding formal processes, documentation, and sales training into early-stage growth.How she turned fractional sales leadership into scalable consulting frameworks for documenting processes and hiring.Insights on effective hiring: using assessments, behavioral traits, candidate ICPs, and the “three‑day challenge.”Why lateral thinking about sales hiring—like athlete backgrounds or unrelated high‑pressure roles—can signal grit and match.The nuance between billing people into roles vs. matching their natural drive and strengths.How founders and consultants can focus on micro‑segmentation, ICP clarity, and leading workshops to align sales teams.Featured Guest: Kristie Jones – Founder of Selling Your Way In, SaaS sales consultant and advisor to early-stage B2B founders.Connect with Kristy:LinkedIn: https://www.linkedin.com/in/kristiekjones/Host: Benjamin Reed – Host of the Next Gen Sales Leader Podcast.Connect with Benjamin:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Work with Ben: https://www.nextgensalessystems.com/Subscribe & Review: If you enjoyed today’s episode, subscribe to the Next Gen Sales Leader Podcast for deep insights on CRO, sales strategy, and B2B growth. We’d love for you to leave a review and share your favorite lessons!

Episode Summary: Today’s Next Gen Sales Leader podcast features a powerhouse roundtable on email deliverability, co-hosted by Benjamin Reed and Christian Oland. They brought together nine top cold email deliverability experts to tackle the biggest inboxing challenges and share proven strategies to improve cold email results by helping you get your cold emails into inboxes in 2025.What You Will Learn:Why ongoing education on deliverability is critical, as best practices are constantly evolving and outdated strategies can tank results.How to diagnose deliverability issues, starting with domain health checks using inbox placement tools. The importance of diversifying infrastructure using multiple ESPs, sequencers, and domain registrars to avoid a single-point failure.Proven tactics in domain and IP strategy, including using aged domains, geo-TLDs, and subdomains to enhance deliverability.Best practices around warmup—sending positive, human-like engagement to boost domain reputation—and why volume management is key.Insights into ESP-specific strategies: Outlook presents new challenges, but long-aged domains and low volume-per-domain tactics can still get high reply rates.Infrastructure platforms from each panelist, showing how they help scale safely and improve results.Hosts: Benjamin Reed – RevyOps, Revyops.com LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Christian Oland – Founder, RevGen Labs & RevReplyhttps://www.linkedin.com/in/c-oland/Featured Guests:Kidous Mahteme – Co‑founder, InframailDean Fiacco – Founder, ScaledMailFrank Sondors – Co-founder, CEO, SalesforgeFelipe Aranguiz - Director of BD, InstantlyKen Volk – Co-Founder & CEO, MailrunNamit Jindal – Founder, AerosendPiotr Mikrut – Founder, Experiment5mFeatured Sponsor:Revyops.com | The #1 Revenue Operations Central Database <- Sign up now!No more messy duplicated lists! Centralize all your clients' data, build better dashboards, and become your own data provider by integrating with your favorite tools, such as Clay, N8N, Sequencers, Trigger/Intent Tracking Tools, and CRMs. Subscribe & Review: Love this episode? Subscribe to the NextGen Sales Leaders Podcast for expert insights on B2B GTM, sales, and outbound strategy. If you found value in today’s episode, please leave us a review.

Episode Summary: In this episode of the Next Gen Sales Leaders podcast, host Ben Reed sits down with Scott Martinis, CEO and founder of B2B Catalyst, to explore the realities of go-to-market (GTM) strategy in today’s SaaS and B2B world. Scott shares hard-won insights on tool overload, identifying true bottlenecks in your revenue engine, and why product-market fit and case studies are the real engines of growth. This is a masterclass in GTM engineering, tackling everything from cold email myths to building sustainable outbound systems and aligning tools, processes, and people for maximum impact.What You Will Learn:Why tool overload and misaligned tech stacks are stalling GTM efforts.The importance of focusing on bottlenecks instead of chasing shiny tools.How to think about TAM, SAM, and true product-market fit in B2B sales.The hidden pitfalls of cold email and why cold calling still matters.The power of case studies as proof of product-market fit and growth levers.Why discernment and empathy are the ultimate sales and GTM superpowers.Featured Guest: Scott Martinis — CEO and Founder of B2B Catalyst, a go-to-market engineering consultancy helping B2B teams systematically identify and resolve growth bottlenecks.Connect with Scott:LinkedIn: https://www.linkedin.com/in/scottmartinez/Host: Ben Reed, host of the Next Gen Sales Leaders Podcast.Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Youtube: https://www.youtube.com/@BenjaminAaronReedSubscribe & Review: Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for top-tier insights into B2B Growth Sales, and Marketing. If you found value in today’s conversation, please leave us a review!Join our FREE B2B Scaling Group for Founders: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600Work with Ben: https://www.nextgensalessystems.com/

Episode Summary: In this episode, Ben Reed sits down with Shaz Mathew, founder of Attract AI, an AI-powered social media systems platform. Shaz shares his journey from launching side hustles in high school to building Attract AI, which helps businesses generate inbound leads through AI-driven content strategies, especially on YouTube. Discover how to build authority, attract your ideal clients, and amplify your brand through consistent content without getting bogged down in over-analysis. What You Will Learn: Why YouTube is the most powerful platform for B2B content marketing today. How Shaz scaled Attract AI by combining AI with proven social media systems. The importance of balancing friction in your funnel to qualify leads. Why action and iteration beat over-analysis when building your brand. Frameworks for creating effective YouTube content that converts. Featured Guest: Shaz Matthew — Founder of Attract AI, helping B2B businesses book 10-30 sales calls a month through AI-driven content systems. Website: https://attractai.io LinkedIn: https://www.linkedin.com/in/shaz-mathew/ Host: Ben Reed, host of the NextGen Sales Leaders Podcast. Subscribe & Review: Love this episode? Subscribe to the NextGen Sales Leaders Podcast for top insights on B2B sales, marketing, and growth. If you found value in today’s episode, please leave us a review! Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/ Join our FREE B2B Scaling Group for Founders: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600 Work with Ben:https://www.nextgensalessystems.com/