Episode #262: Sagi Reuven, Chief Revenue Officer at Deepdub, explains how ABM must evolve in an AI-driven market. He explains why trust and market knowledge set demos apart from production outcomes. He explains that sellers must communicate the roadmap and execution, not just the product. He closes with a lens for enterprise ABM that starts with the size of the customer problem.
Episode #262: Sagi Reuven, Chief Revenue Officer at Deepdub, explains how ABM must evolve in an AI-driven market. He explains why trust and market knowledge set demos apart from production outcomes. He explains that sellers must communicate the roadmap and execution, not just the product. He closes with a lens for enterprise ABM that starts with the size of the customer problem.
In this 5:07 video, Sagi Reuven explains why adoption is the hidden failure point in AI and SaaS. He shares an example where a large deal failed because people never used the tool. He argues that teams must teach customers how to get value from new AI features. He suggests a new marketing function focused on education and practical guidance.
Episode #261: Brett Hannath, Corporate Vice President, Global Marketing at Intel Corporation, explains why many ABM programs fail too early when they are measured like consumer advertising despite much longer B2B buying cycles. He breaks down how misaligned expectations around timing and measurement often undermine ABM effectiveness, even when the strategy itself is sound. He also shows how ABM can strengthen sales partnerships by delivering deeper insights that align expectations with real business outcomes.
In this 3:32 video, Brett Hannath reframes ABM as more than pipeline contribution. He explains how ABM can strengthen marketing and sales partnerships through better intelligence. He emphasizes packaging intent data into practical value for reps. The goal is to improve conversation quality, not just report what is in the pipeline.
Episode #261: Brett Hannath, Corporate Vice President, Global Marketing at Intel Corporation, explains why many ABM programs fail too early when they are measured like consumer advertising despite much longer B2B buying cycles. He breaks down how misaligned expectations around timing and measurement often undermine ABM effectiveness, even when the strategy itself is sound. He also shows how ABM can strengthen sales partnerships by delivering deeper insights that align expectations with real business outcomes.
In this 4:31 video, Paul Taylor explains why revenue culture starts at the top. He calls for one number and shared dashboards. He recommends leadership-sponsored operating rhythms and deep deal reviews and ties cross-functional ownership to faster improvement.
Episode #232: Paul Taylor, Chief Marketing Officer and Senior Vice President at SS&C Blue Prism, explains why handoffs break buyer trust and conversion. He describes orchestration across marketing, sales, and success. He urges leadership to set one revenue story. He demonstrates how alignment enhances win rates and reduces churn.
Episode #232: Paul Taylor, Chief Marketing Officer and Senior Vice President at SS&C Blue Prism, explains why handoffs break buyer trust and conversion. He describes orchestration across marketing, sales, and success. He urges leadership to set one revenue story. He demonstrates how alignment enhances win rates and reduces churn.
In this 4:15 video, Nicholas Ghitti argues that customer conversations are more effective than expensive research. He explains why growth teams hear the market daily. He describes rituals that convert insights into shared knowledge. He demonstrates how feedback evolves from calls into decisions that others can utilize.