Episode #224: Brian Gilman, Chief Marketing Officer at ThetaRay, explains why AI has equalized claims and intensified a B2B trust gap. He shows how quickly getting into the room with C-suite buyers reframes discovery around business outcomes. He details why alignment across product, sales, and finance prevents roadmap drift. He closes with a practical lens for activating authentic customer voice.
Episode #217: Aviv Canaani, Chief Revenue Officer at Datarails, breaks down how to engineer a predictable revenue model by treating go-to-market like a factory. He explains the handoffs between marketing, SDRs, AEs, and solution consultants, and why brand trust and creative risk-taking accelerate demand, conversion, and forecasting accuracy.
74% of B2B buyers reject customer proof and 61% worry leaders are being intentionally misleading. The most important factor in whether companies do business with you is trust. Discover how making trust measurable can turn the trust crisis into your competitive advantage.
The Customer Voice Gap is the leading threat to any AI transformation strategy and overall ABM success. The world's leading consultancies agree: ignore it, growth stalls, innovation evaporates, and competitors seize the advantage. Closing the gap is the greatest path to sustainable success.
In this 2:32 video, Tarmo Van Der Goot warns against short-term decisions that drift teams off course. He explains how repeated small detours compound into months of lost progress. The remedy is to anchor every near-term move to long-term intent. If a choice does not align, leaders should either adjust the plan or pass it.
Episode #216: Tarmo Van Der Goot, Chief Revenue Officer at Frisbii, explains how to reconcile quarterly targets with durable growth. He frames Net Revenue Retention as the North Star that keeps short-term choices tethered to strategy. He details how a unified ICP, tight product partnership, and direct voice-of-customer contact prevent reactive churn. He closes with culture and focus as the foundation for cross-sell at scale.
Episode #216: Tarmo Van Der Goot, Chief Revenue Officer at Frisbii, explains how to reconcile quarterly targets with durable growth. He frames Net Revenue Retention as the North Star that keeps short-term choices tethered to strategy. He details how a unified ICP, tight product partnership, and direct voice-of-customer contact prevent reactive churn. He closes with culture and focus as the foundation for cross-sell at scale.
In this 4:32 video, Baris and Rhiannon argue for an outside-in strategy anchored in the voice of the customer. They warn against chasing outliers or aspirational accounts and urge focusing on the ideal customer who stays and grows because consistent listening to them keeps pace with shifting realities and clarifies priorities across teams. The VoC is an objective “truth serum” that aligns executives and sharpens ICP with confidence.
Episode #214: Baris Vural, Chief Revenue Officer at Smartlinx, and Rhiannon Staples, Chief Marketing Officer at ClearCompany, unpack the top growth blockers their peer C-suite leaders face. They connect internal misalignment, weak customer insight, and low trust to stalled revenue and show how ABM, if executed through brand and VoC, solves these gaps. As a result, you can expect practical guidance on aligning teams, refining ICP, and ultimately turning trust into pipeline momentum.
Episode #214: Baris Vural, Chief Revenue Officer at Smartlinxs, and Rhiannon Staples, Chief Marketing Officer at ClearCompany, unpack the top growth blockers their peer C-suite leaders face. They connect internal misalignment, weak customer insight, and low trust to stalled revenue and show how ABM, if executed through brand and VoC, solves these gaps. As a result, you can expect practical guidance on aligning teams, refining ICP, and ultimately turning trust into pipeline momentum.