ZoomInfo Labs Podcast

Sam Jacobs, founder and CEO of Pavilion, a global community for go-to-market leaders chats with us about his personal journey of building Pavilion from the ground up, turning setbacks into a thriving network of 10,000 members. Along the way, he offers valuable insights on creating meaningful professional communities, how AI is reshaping business strategies, and why revenue generation is truly a team sport. For more from ZI Labs visit ⁠⁠⁠⁠www.zoominfo.com/labs⁠⁠⁠⁠ Ben on LinkedIn - ⁠⁠⁠https://www.linkedin.com/in/bensalzman⁠⁠⁠ Millie on LinkedIn - ⁠⁠⁠https://www.linkedin.com/in/milliebeetham⁠

Elliot Greenwald, Head of Go-to-Market Operations at Sierra, joins the ZoomInfo Labs Podcast to talk about what it takes to build modern GTM infrastructure from the earliest days at Google to scaling systems at Salesforce and beyond.Elliot shares his journey from customer support to RevOps, why accidental operators make some of the best GTM architects, and how to use AI without losing the critical thinking that drives real pipeline impact.In this episode, you’ll learn:Why clear funnel visibility is still a superpower for GTM teamsHow to build GTM systems that scale—from startup to enterpriseThe right way to balance automation with human judgment in salesElliot brings sharp insights, real operator experience, and plenty of tactical takeaways for RevOps pros, GTM leaders, and anyone thinking about what the next generation of sales systems looks like.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Sid Kumar, Area Vice President of Go-to-Market Strategy and Planning at Databricks, joins the ZoomInfo Labs Podcast to break down the modern GTM org. From building global sales systems to operationalizing AI across workflows Sid brings lots to learn from.We dive into lessons Sid has carried from HubSpot, AWS, and CA Technologies, why a connected GTM is the future, and how to treat go-to-market like a product that’s always evolving.In this episode, you’ll learn:Why GTM should be treated like a product—not a processHow to scale go-to-market systems globally without losing local nuanceThe right way to experiment with AI across sales, marketing, and CSHow GTM architects can unify data, workflows, and outcomesFor more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Today’s guest is Pete Kazanjy, founder of Atrium, creator of Modern Sales Pros, and author of Founding Sales.We explore how Pete accidentally became an enterprise sales leader, why systems thinking is the next sales superpower, and what the rise of GTM architects means for the future of revenue teams. In this episode, you’ll learn:Why founder-led sales is still the foundation for scalable GTMHow to turn sales strategy into a repeatable, data-driven systemWhat skills GTM leaders need to thrive in an AI-driven worldHow to operationalize cross-functional programs with consistency and trustPete brings sharp insights and a systems-driven mindset that will resonate with GTM leaders, RevOps pros, and anyone looking to design smarter GTM.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Today’s guest is a GTM legend. We couldn’t be more excited to have Jacco van der Kooij, Founder of Winning by Design, on the podcast.We explore why most go-to-market strategies fail, how to build a scalable revenue architecture, and why AI will transform sales efficiency. Jacco shares insights from his time leading sales at global companies like Philips and his experience helping high-growth SaaS companies scale through his frameworks like the Bow Tie Model and SPICED.In this episode, you’ll learn:Why most GTM strategies fail—and how to fix them with revenue architectureHow AI is transforming sales processes and improving sales efficiencyThe biggest misconceptions about data-driven sellingHow to balance automation with personalization to build trustListen to hear Jacco share tactical insights from decades of experience in GTM - plus why process comes before AI in building a scalable, predictable sales engine.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

On today’s episode we’re pleased to have Hilary Carpio, VP of Growth Marketing at Snowflake.We chat about how Hilary built a scalable ABM program at Snowflake, why marketing and sales alignment is critical for GTM success, and how AI is transforming sales outreach and content generation. Hilary shares insights from her experience leading growth marketing and demand generation at Snowflake and co-authoring the book Busting Silos.In this episode, you’ll learn:Why sales and marketing alignment is the key to GTM successHow Hilary scaled Snowflake’s ABM strategy—and why it workedHow AI is being used to create hyper-targeted ad copy and improve SDR efficiencyWhy building a foundation of trust with your sales team drives better outcomesFor more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Today's episode is something special - a supercut of answers to our signature final question. Hear past guest's answer as they share the wisdom they learned from some of the brightest minds in the world. Let us know, who is the smartest person you ever met, and what did you learn from them? For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham 

Today on the pod, our very own Andrew Riesenfeld, COO of GTM here at ZoomInfo.We explore how Andrew scaled revenue operations at DocuSign, why outbound is broken, and how AI is reshaping sales efficiency at ZoomInfo, and for our customers. In this episode, you’ll learn:Why outbound is broken—and how to fix it with signal-based sellingHow to build scalable sales playbooks that actually workWhy a “golden record” is critical for data-driven sales successHow AI is transforming sales forecasting and improving sales efficiencyAndrew shares tactical insights from leading revenue teams at some of the world’s top companies - and why the future of sales is all about precision and personalization.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham 

Mike Madsen, Senior Manager of Revenue Operations at Workday, is today’s guest.We explore how AI is reshaping sales efficiency, why the next generation of sales leaders need to think like operators, and how to build scalable, data-driven sales playbooks. In this episode, you’ll learn:Why AI is reshaping sales operations and how to make it work for your teamHow to leverage first-party and third-party data to improve sales performanceThe secret to building scalable sales playbooks that actually workWhy player-coach leadership is the key to building high-performing teamsMike shares practical advice from his experience leading revenue operations at Workday - plus why data infrastructure is the foundation for any successful GTM strategy. For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

T.K. Kader, founder of Unstoppable and the original founder of ToutApp (acquired by Marketo), is today’s guest. We explore why outbound is far from dead, what the greatest GTM leaders have in common, and TK's three pillars of go-to-market success. Listen in to hear TK’s learnings and takes from scaling ToutApp, working at Marketo during its turnaround, and now coaching over 500 founders on GTM strategy.In this episode, you’ll learn:The three pillars of GTM success - and why most teams get them wrongHow to leverage AI to make outbound work better than everWhy referrals are the most underutilized GTM channelHow to align product, sales, and marketing for predictable revenue growthFor more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

How do you simplify complex go-to-market motions and scale sales efficiently? This week on the ZoomInfo Labs Podcast, we sit down with Randy Huey, Partner at Bain and former sales leader at Dell and CVS, to explore how to build high-performing sales playbooks and prepare for the next wave of AI-driven GTM transformation.In this episode, you’ll learn:Why most go-to-market strategies fail - and how to make yours succeedHow to align people, process, and technology for scalabilityHow AI is reshaping sales efficiency and real-time decision-makingWhy simplifying your sales motion is the key to consistent pipeline growthRandy shares practical advice from his experience leading sales at Fortune 500 companies and now advising top clients at Bain. For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Lauren Silvers, Director of Go-to-Market Programs at Ironclad is today’s guest. We explore how signal-based selling, AI, and sales enablement are reshaping the go-to-market landscape, and hear learning from Lauren’s industry-spanning career in GTM, academia, and beyond. In this episode, you’ll learn:How Lauren built a scalable pipeline engine at IntercomWhy signal-based selling is the key to cutting through the noise in outboundThe importance of aligning sales enablement with the buyer’s journeyHow to balance short-term wins with long-term sales successLauren shares tactical insights from her experience leading sales excellence at LinkedIn and Intercom - plus her go-to framework for embedding successful sales plays. If you’re a GTM leader looking to drive predictable pipeline growth and increase sales efficiency, well, you’ve probably already clicked play.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham 

This week on the ZoomInfo Labs Podcast, we sit down with Mark Roberge, co-founder of Stage 2 Capital, former CRO at HubSpot, and a professor at Harvard Business School to explore the future of AI in sales and how GTM leaders can drive sustainable growth.In this episode, you’ll learn:Why AI is creating a new "Innovator’s Dilemma" for sales teamsHow to know when (and how fast) to scale your sales teamWhy cross-functional alignment is critical for GTM successThe future of demand generation and why community-led growth (CLG) is gaining tractionMark shares practical advice from his experience scaling HubSpot, investing in over 50 companies, and teaching the next generation of sales leaders at HBS. If you’re a GTM leader looking to future-proof your strategy, you don’t want to miss this one.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠Ben on LinkedIn - ⁠https://www.linkedin.com/in/bensalzman⁠Millie on LinkedIn - ⁠https://www.linkedin.com/in/milliebeetham

Christine Trodella, Vice President at Meta Reality Labs is our final guest of season 2. Christine leads go-to-market strategies for Meta’s cutting-edge AR and VR technologies. We chat about her early roles in tech to now shaping the future of spatial computing, how Meta is transforming industries through AI and mixed reality, and the challenges and opportunities of creating an entirely new category. For more from ZI Labs, visit www.zoominfo.com/labs Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham

Today's guest is Paul Fipps, President of Global Industries and Strategic Growth at ServiceNow.  Paul shares his remarkable journey from the military to Under Armour and now ServiceNow, where he drives innovation for some of the world’s most renowned brands. We discuss customer-centric go-to-market strategies, ServiceNow’s groundbreaking AI capabilities, and how industries can embrace transformative growth. For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - ⁠https://www.linkedin.com/in/bensalzman⁠ Millie on LinkedIn - ⁠https://www.linkedin.com/in/milliebeetham

Alexa Grabell, CEO and co-founder of Pocus joins the podcast today. Alexa brings her unique perspective on signal-based selling, the challenges of building a go-to-market tool, and how Pocus is leveraging AI. For more from ZI Labs, visit ⁠⁠www.zoominfo.com/labs⁠⁠ Ben on LinkedIn - ⁠⁠https://www.linkedin.com/in/bensalzman⁠⁠ Millie on LinkedIn - ⁠⁠https://www.linkedin.com/in/milliebeetham

In this episode, we’re joined by Manny Medina, Founder and Executive Chairman of Outreach. Manny shares his journey from practitioner to founder, the pivot that helped Outreach become a category leader, and the lessons he's learned along the way. We of course, also talk about AI. Discussing how it’s transforming sales, reshaping productivity, and what teams can do to prepare for the future. For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - ⁠https://www.linkedin.com/in/bensalzman⁠ Millie on LinkedIn - ⁠https://www.linkedin.com/in/milliebeetham

In this episode, we’re joined by Ross Rich, CEO and co-founder of Accord. Ross shares his journey from the music industry to sales, eventually founding Accord, a sales collaboration platform. He talks about the challenges of building go-to-market tools, the importance of strong sales processes, and how Accord’s customer-first approach drives their success. For more from ZI Labs, visit www.zoominfo.com/labsBen on LinkedIn - https://www.linkedin.com/in/bensalzmanMillie on LinkedIn - https://www.linkedin.com/in/milliebeetham

Today's guest is Nick Lewis, Global Head of Revenue Enablement at Uber for Business. Nick shares his unique journey from elementary school teacher to leading enablement at one of the world’s most recognizable brands. We chat abouthow his background in education shaped his approach to go-to-market strategies, the importance of change management, and the role of AI in the future of sales enablement. For more from ZI Labs visit ⁠⁠⁠⁠⁠www.zoominfo.com/labs⁠⁠⁠⁠⁠ Ben on LinkedIn - ⁠⁠⁠⁠https://www.linkedin.com/in/bensalzman⁠⁠⁠⁠ Millie on LinkedIn - ⁠⁠⁠⁠https://www.linkedin.com/in/milliebeetham⁠

ZoomInfo’s very own Chief Revenue Officer, James Roth joins the pod! James shares his remarkable journey from door-to-door sales in Washington, D.C., to leading revenue at a public company. Hear his insights on leadership, the role of technology in sales, and the early impacts of AI on go-to-market strategies. James opens up about the lessons he’s learned, the mindset that drives his success, and how ZoomInfo is leveraging AI to help businesses thrive. For more from ZI Labs visit ⁠⁠⁠⁠⁠www.zoominfo.com/labs⁠⁠⁠⁠⁠ Ben on LinkedIn - ⁠⁠⁠⁠https://www.linkedin.com/in/bensalzman⁠⁠⁠⁠ Millie on LinkedIn - ⁠⁠⁠⁠https://www.linkedin.com/in/milliebeetham⁠