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- 🇨🇦CA · Entrepreneurship#8330K to 100K
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9K to 30K🎙 Daily cadence·52 episodes·Last published 5d ago - Monthly Reach
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On the show
Recent episodes
Enterprise Sales Secrets from a $50M ARR Operator ft Barry Flanagan
May 15, 2026
46m 30s
What Fractional CMOs Actually Do for SaaS Companies ft. Geraldina Olson
May 9, 2026
32m 29s
From Doctor to Inc. 5000 Founder: Jay Feldman’s Lead Gen Secrets
May 3, 2026
1h 14m 54s
Clay vs Claude Code: Why DIY GTM Systems Break ft. Jay Bhandari | Clay
Apr 26, 2026
50m 33s
The Truth About AI, Sales, and SaaS in 2026 ft. Alexandar Shartsis
Apr 18, 2026
1h 11m 51s
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| Date | Episode | Description | Length | ||||||
|---|---|---|---|---|---|---|---|---|---|
| 5/15/26 |  Enterprise Sales Secrets from a $50M ARR Operator ft Barry Flanagan | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-barry-flanagan Episode Summary: In this episode, Ben Reed sits down with Barry Flanagan, CEO and founder of AI IQ Systems, to discuss scaling B2B sales teams, startup go-to-market strategy, and using AI to better understand buyers. Barry shares lessons from helping scale companies like Citrix, VMware, and ControlUp, including how to hire effectively, structure sales teams, and build trust-driven sales processes. They also dive into product-led growth, outbound sales, buyer psychology, and how AI is changing modern B2B marketing and sales.What you'll learn:1) How Barry helped scale a startup from $2M to $50M ARR2) The biggest hiring mistakes founders make in sales3) Differences between product-led, sales-led, and marketing-led growth4) How SDRs, AEs, and Sales Engineers work together5) Why deep ICP and persona research improves sales performance6) How AI can help with messaging, content, and buyer research7) Why trust-building is critical in enterprise sales8) The psychology behind objection handling and buyer decisionsFeatured Guest: Barry Flanagan, Founder/CEO of GetBuyerIntel.aiHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:03:00] Scaling ControlUp from $2M to $50M ARR[00:08:00] Sales team roles explained: SDRs, AEs, and SEs[00:12:00] Founder-led sales and outbound strategy[00:17:00] Product-led growth and SaaS go-to-market[00:27:00] AI-powered buyer personas and messaging[00:38:00] Trust-building and sales psychology[00:45:00] Final advice for founders and sales leadersConnect with Barry: LinkedIn: https://www.linkedin.com/in/barryflanagan/ 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-barry-flanagan | 46m 30s | ||||||
| 5/9/26 |  What Fractional CMOs Actually Do for SaaS Companies ft. Geraldina Olson | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-geraldina-olson Episode Summary: In this episode, Ben Reed sits down with Geraldina Scarascia Olson, fractional CMO and B2B SaaS growth strategist, to discuss how companies scale beyond founder-led growth. Geraldina breaks down how she helps SaaS companies build structured growth systems, align marketing with product and sales, and avoid common scaling mistakes. They also dive into AI overload, product-market fit, customer experience, and why great marketing can never compensate for a weak product.What you'll learn:How founders become the bottleneck in scalingWhy structured KPIs improve marketing executionThe biggest AI and automation mistakes companies makeWhy product and marketing must work togetherWhy great marketing can’t fix a weak productFeatured Guest: Geraldina Scarascia Olson, Fractional CMO and B2B SaaS Growth StrategistHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights: [00:03:00] Founder-led growth challenges [00:08:00] AI tools and automation mistakes [00:11:00] KPI frameworks and accountability [00:16:00] Best-performing B2B growth channels [00:24:00] Why great products outperform great marketingConnect with Geraldina: LinkedIn: https://www.linkedin.com/in/geraldinascarascia/ Website: https://geraldinaolson.com/Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for insights on B2B sales, RevOps, AI, and leadership. If you found value in today’s conversation, please leave 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/revyops-geraldina-olson | 32m 29s | ||||||
| 5/3/26 |  From Doctor to Inc. 5000 Founder: Jay Feldman’s Lead Gen Secrets | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-drjay Episode Summary:In this episode, Ben Reed sits down with Jay Feldman, founder of Otter PR and the creator of "Lead Gen Jay," to break down the realities of B2B lead generation, cold email, and scaling a high-growth agency. Jay shares his journey from medical school to entrepreneurship, how he built a multi-Inc. 5000 company, and why cold email remains one of the most powerful low-cost acquisition channels. They also dive into copywriting, AI's role in modern outreach, and what it really takes to build and scale a business in today's competitive landscape.What you'll learn:How Jay transitioned from medical school to building a successful PR agencyWhy cold email is still one of the most effective lead generation channelsThe three key components of successful cold email (open, read, reply)How to approach copywriting as both an art and a psychological systemWhy giving away free value accelerates brand growth and authorityHow long-form YouTube content builds trust and drives inbound demand How AI can be used as a co-pilot for copywriting and lead generationWhy beginners should avoid ads and focus on direct outreach firstThe difference between demand-side and supply-side constraints in scalingWhy templates fail and real subject matter expertise winsFeatured Guest:Jay Feldman, Founder of Otter PR and B2B Lead Generation ExpertHost:Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:01:00] Jay's journey from doctor to entrepreneur[00:03:00] Building Otter PR and early lead generation challenges[00:06:00] Why cold email became the primary acquisition channel[00:10:00] The power of personal branding and "Lead Gen Jay"[00:14:00] Long-form YouTube content as a growth strategy[00:18:00] Cold email fundamentals: open, read, reply[00:22:00] Copywriting frameworks and psychology[00:30:00] Using AI to improve outreach and campaigns [00:40:00] Scaling challenges: hiring, ops, and systems [00:50:00] Final advice for beginners in lead generationConnect with Jay:LinkedIn: https://www.linkedin.com/in/dr-jay-feldman/ YouTube: https://www.youtube.com/@leadgenjay 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=07a56393b2d2435d9366f2e6151e2600](https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600)Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-drjay | 1h 14m 54s | ||||||
| 4/26/26 |  Clay vs Claude Code: Why DIY GTM Systems Break ft. Jay Bhandari | Clay | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-jay-clay-bhandari Episode Summary: In this episode, Ben Reed sits down with Jay Bhandari, GTM Engineer at Clay, to unpack how one of the fastest-growing companies in sales tech helped create an entirely new category: GTM Engineering. Jay shares his journey from private equity and startups into the world of Clay, while Ben and Jay explore the rise of AI-powered revenue systems, the RevOps vs GTM Engineer debate, Clay’s explosive growth strategy, and the future of SaaS in an agentic AI world. They also discuss Claude Code, vibe coding, product complexity, and why having fun may be the most important career lesson of all.What you'll learn:How Jay transitioned from Wall Street and private equity into GTM EngineeringWhat a GTM Engineer actually does and why the role is growing rapidlyThe differences and similarities between GTM Engineers and RevOps professionalsHow Clay built a category-defining brand and product-led communityWhy orchestration and enrichment are transforming modern pipeline generationThe truth about Claude Code, vibe coding, and AI software hype cyclesWhy building scalable software is harder than most people thinkHow AI should augment sales teams instead of replacing core systemsWhy creativity is a competitive advantage in go-to-market strategyJay’s personal philosophy on career growth, fulfillment, and having funFeatured Guest: Jay Bhandari, GTM Engineer at ClayHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:01:00] Jay’s path from private equity to startups [00:03:00] Discovering Clay and joining as a GTM Engineer [00:06:00] How Clay built a category around GTM Engineering [00:10:00] GTM Engineer vs RevOps explained [00:18:00] Clay’s branding, creativity, and community strategy [00:25:00] Advanced Clay workflows and real customer use cases [00:27:00] Claude Code vs Clay: build vs buy debate [00:35:00] Why vibe coding has limits at scale [00:43:00] Where AI fits in modern GTM systems [00:46:30] Jay’s life advice: fun, fulfillment, and enjoying the journeyConnect with Jay:LinkedIn: https://www.linkedin.com/in/jay-bhandari-profile/ 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-jay-clay-bhandari | 50m 33s | ||||||
| 4/18/26 |  The Truth About AI, Sales, and SaaS in 2026 ft. Alexandar Shartsis | Sponsored By RevyOps (The #1 GTM Data Management Platform):https://tinyurl.com/revyops-alex-shartsis Episode Summary: In this episode, Ben Reed sits down with Alex Shartsis, Founder of Skyp.ai, to discuss the battle between SaaS and AI in modern GTM. They break down why mass outbound is declining, where AI SDR tools fall short, and how thoughtful automation is replacing spam. Alex also shares insights on vibe coding, software complexity, and why real expertise still matters in an AI-first world.What you'll learn:- How Alex built Skyp.ai from real outbound pain points - Why mass cold email is declining but still not dead - How thoughtful AI automation beats spammy AI SDR tactics - Why most people underestimate how hard real software is to build - The difference between vibe coding prototypes vs scalable SaaS products - Why product management and subject matter expertise still matter most - How AI can help individual sellers without replacing GTM systems - The hidden complexity behind CRMs, data infrastructure, and RevOps - Why many founders are chasing hype instead of solving real problems - What the future of SaaS may look like in an AI agentic worldFeatured Guest: Alex Shartsis, Founder of Skyp.aiHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:01:00] Why SaaS and AI are colliding in GTM [00:03:00] The decline of mass cold email campaigns [00:06:00] How Skyp.ai was built from real customer demand [00:10:00] Why vibe coding creates false confidence [00:14:00] Product management vs AI-generated software [00:18:00] Where Lovable and Bolt are actually useful [00:22:00] Why subject matter expertise still wins [00:30:00] How AI should support sales reps, not replace them [00:40:00] The future of SaaS infrastructure and GTM systems [00:50:00] Final advice for salespeople in the AI eraConnect with Alex:Website:https://skyp.ai/ LinkedIn: https://www.linkedin.com/in/shartsis/ 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-alex-shartsis | 1h 11m 51s | ||||||
| 4/11/26 |  AI Hype, Vibe Coding, and Why Most SaaS Won’t Survive ft. Rafael Guerreiro | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-rafael-guerreiroEpisode Summary:In this episode, Ben Reed chats with Rafael Guerreiro, Founder of Sentrion, about the future of signal-based selling, AI-driven GTM, and where SaaS is headed next. They break down how Rafael built Sentrion from real outbound pain points, why most signal tools rely on weak assumptions, and how job posting data can reveal true buyer intent. The conversation expands into a candid discussion on AI hype, vibe coding, infrastructure costs, and what the future of software may look like.What you'll learn:How Rafael built Sentrion from real outbound pain pointsWhy most signal platforms rely on assumptions instead of proofHow job postings can uncover real buying intent signalsThe difference between signal stacking vs verified intent dataWhy AI is probabilistic, and why that matters for GTM workflowsWhere “vibe coding” works and where it fails in real-world softwareThe hidden costs of AI infrastructure and data processingWhat the future of SaaS may look likeWhy human behavior may be the biggest constraint on AI adoptionFeatured Guest:Rafael Guerreiro, Founder of SentrionHost:Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:01:00] What Sentrion is and how it works[00:03:00] Why most signal tools get it wrong[00:05:30] Using job postings to identify real intent[00:08:00] Building and scaling massive data sets[00:10:00] AI vs deterministic systems explained[00:14:00] The rise and limits of vibe coding[00:20:00] SaaS trends and what survives long term[00:30:00] The economics of AI and compute costs[00:35:00] The human impact of AI on jobs and society[00:41:00] Final advice on balancing work and lifeConnect with Rafael: Website:https://sentrion.ai/LinkedIn: https://www.linkedin.com/in/rafaelsentrion/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-rafael-guerreiro | 43m 20s | ||||||
| 4/10/26 |  Building a Modern Sales System with AI ft. Justin Schreiber | -Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-mr-justin-schreiber Episode Summary: In this episode, Ben Reed sits down with Justin Schreiber to explore how AI agents are transforming B2B sales execution. Justin shares how his platform automates sales “chores,” improves win rates, and enables teams to scale without increasing headcount. They explore the shortcomings of traditional sales processes, the impact of poor CRM data on forecasting accuracy, and how AI can function as a real-time thought partner to help reps advance deals.What you'll learn: - Why traditional sales processes fail due to poor adoption - The difference between a sales process and a GTM motion - How AI can act as a real-time “sales thought partner” - Why CRM data quality is the root cause of inaccurate forecasts - How AI eliminates manual data entry and improves rep productivity - What a “revenue graph” is and why context is critical for AI success - How to increase win rates by optimizing deal execution (not just top-of-funnel) - Why the future of RevOps is shifting toward AI-native rolesFeatured Guest: Justin SchreiberHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights: [00:01:00] Introduction[00:04:00] Building sales processes from scratch vs. optimizing existing ones[00:06:00] Sales process vs. GTM motion explained[00:10:00] Why sales process adoption fails in organizations [00:18:00] How AI drives adoption without forcing reps to follow process [00:21:00] AI as a real-time deal coach and strategist [00:23:00] The importance of context and the “revenue graph” [00:27:00] CRM data quality challenges and solutions[00:33:00] The shift from UI-first SaaS to context-driven platforms [00:38:00] The rise of GTM engineers and evolving RevOps roles [00:45:00] Origin story: from forecasting to AI deal execution [00:48:00] Final thoughts on purpose, growth, and AI’s impact on humanityFollow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, please leave 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/revyops-mr-justin-schreiber | 52m 29s | ||||||
| 3/28/26 |  How Top B2B Teams Use Webinars to Generate Qualified Pipeline (with Logan Lyles) | DemandShift | -Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-logan-lyles Episode Summary: In this episode, Ben Reed sits down with Logan Lyles, founder of Demand Shift, to break down how B2B companies can turn webinars into a predictable revenue channel. Logan shares his journey from running underperforming webinars to building a high-converting framework that dramatically increases pipeline generation. They dive into what most companies get wrong, how to fix webinar funnels, and the exact tactics to drive registrations, conversions, and qualified sales calls.What you'll learn:Why most B2B webinars fail to generate real pipelineThe “two-step signup process” that boosts conversions from 1–2% to 10%+How to replace the traditional thank-you page with a revenue-generating stepProven LinkedIn strategies to drive webinar registrations at scaleHow to segment and personalize follow-up using survey dataThe right balance between education and selling during webinarsCreative growth tactics like Eventbrite and partner email listsHow to structure irresistible webinar offers that convert attendees into sales callsFeatured Guest: Logan Lyles, Founder of Demand ShiftHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:01:00] Logan’s background and why webinars [00:04:00] Old vs new webinar strategies [00:06:00] The two-step signup process explained [00:10:00] Structuring high-converting survey questions [00:16:00] Driving registrations beyond organic social [00:18:00] LinkedIn thought leader ads strategy [00:27:00] Eventbrite growth hack for webinars [00:30:00] Leveraging other people’s audiences [00:45:00] Balancing education vs conversion [00:47:00] High-converting webinar CTAs [00:55:00] Final advice: your network is your net worthConnect with Logan:LinkedIn: https://www.linkedin.com/in/loganlyles/ Website: https://demandshift.coFollow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, please leave 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/revyops-logan-lyles | 57m 15s | ||||||
| 3/20/26 |  Cold Email Success in 2026: The New Playbook with James Barrell | Litehouse.so | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-jamesbarrellEpisode Summary:In this episode, Ben Reed chats with James Barrell, founder of Litehouse.so, about what it really takes to run a successful cold email agency today. They get into how much harder outbound has become, what's changed with deliverability, and why picking the right clients and offers matters more than ever.What you'll learn:1. How James got into cold email and built his agency2. Why cold email isn't as "cheap and easy" as it used to be3. What's actually going on with deliverability right now4. Why you need the right clients (big TAM + strong LTV) to win5. How systems and consistency make or break results6. Why most agencies struggle to grow past a certain pointFeatured Guest:James Barrell, Founder of Litehouse.soHost:Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:01:00] How James got started[00:04:30] What's changed in cold email[00:10:00] The real costs behind outbound[00:15:00] Picking the right clients[00:22:00] Niching vs staying broad[00:30:00] Why agencies struggle to scale[00:40:00] Final advice on staying focusedConnect with James:LinkedIn: https://www.linkedin.com/in/james-barrell-b92520207/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-jamesbarrell | 44m 54s | ||||||
| 3/14/26 |  The Targeting Strategy Behind High-Performing Sales Teams | Derek Rahn (LeadGenius) | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-derek-rahn Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Derek Rahn, VP of Demand Generation at LeadGenius, to explore the evolving world of B2B data and modern go-to-market strategy. Derek explains why traditional data providers are breaking down in niche markets, how custom data and first-party signals drive better pipeline, and why the future of GTM requires deeper segmentation, better attribution, and a new hybrid role: the Revenue Engineer.What you’ll learn: 1. The difference between prebuilt databases and bespoke B2B data 2. Why hyper-specific ICP segmentation beats mass outbound 3. How AI and automation have increased noise in outbound 4. Why first-party intent data is becoming a major GTM advantage 5. The limits of most GTM engineering agencies 6. Why data quality and attribution are still GTM’s biggest challengesFeatured Guest: Derek Rahn, VP of Demand Generation, LeadGeniusHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights: [00:01:04] The spectrum of B2B data providers [00:03:00] Why niche markets break traditional databases [00:09:30] Audience activation vs mass outbound [00:18:00] Personalization at the individual level [00:23:00] The collapse of commodity data [00:32:00] The attribution problem in GTM [00:41:00] Why data structure matters more than AI hypeConnect with Derek: LinkedIn: https://www.linkedin.com/in/saleschameleon/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-derek-rahn | 53m 41s | ||||||
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| 3/6/26 |  AI, Cold Email, and the Future of Sales Agencies With Nick Block | RevoGTM | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-nickblock Episode Summary:In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Nick Block, founder of RevoGTM, an agency sending over 20 million cold emails per month. They break down how high-volume outbound actually works - from scraping massive datasets and validating contacts to building infrastructure that can support campaigns at scale.The conversation also explores the future of outbound as AI agents automate more of the GTM stack, the importance of large TAMs for scalable outreach, and whether cold email agencies could eventually be replaced by fully automated platforms.What you'll learn:- How Revo GTM sends 20M+ emails per month- Why TAM size determines whether outbound can scale- How scraping, enrichment, and catch-all emails expand prospect lists- How AI is changing internal GTM operations- Whether outbound agencies will eventually be automatedFeatured Guest:Nick Block, Founder, RevoGTMHost:Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:00:36] Running outbound campaigns at 20M emails/month[00:02:12] Why TAM size determines outbound scalability[00:05:32] Google Maps scraping and building large prospect lists[00:11:00] Identity graphs and GTM data infrastructure challenges[00:20:15] The future of outbound and will AI replace GTM agencies?[00:35:08] Ikigai, purpose, and human ambition beyond automationConnect with Nick:LinkedIn: https://www.linkedin.com/in/nick-block-bb0741243/ Host: Ben Reed, host of the Next Gen Sales Leaders PodcastFollow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/ Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, 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/revyops-nickblock | 55m 32s | ||||||
| 2/27/26 |  What It Really Takes to Scale a 7-Figure GTM Agency With Wesley Hoang | Cymate | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-wesleyEpisode Summary:In this episode, Ben Reed sits down with Wesley Hoang, founder of Cymate, to break down why operations, not sales, are the real bottleneck in agency growth. Wesley shares how he transitioned from FAANG software engineer to building a multimillion-dollar outbound agency, and why systems, delegation, and team culture are the true drivers of scale.What you'll learn:Why operations are the real bottleneck in agency growthHow Wesley pivoted from QA automation to lead generationThe 10-80-10 delegation rule for scaling without losing qualityWhy most agencies fail when they hire too earlyHow to build systems before bringing on a GTM engineerWhy copying viral LinkedIn content doesn't create differentiationThe hidden risks of co-founders and equity mistakesHow strong team culture compounds performanceWhy focusing on serving others reduces stress and increases long-term successFeatured Guest:Wesley Hoang, Founder, CymateHost:Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:02:00] From FAANG engineer to agency founder[00:08:07] Why startups didn't value QA automation[00:16:07] 10-80-10 rule explained for delegation[00:29:34] The "guru trap" in GTM and LinkedIn content[00:37:11] Co-founder risks and equity structuring lessons[00:51:36] viral LinkedIn content doesn't create differentiation[00:53:08] Building a team-first culture that drives retention[01:09:00] Final reflections: helping others as a life strategyConnect with Wesley:LinkedIn: https://www.linkedin.com/in/heywesley/Cymate: https://cymate.io/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-wesley | 1h 14m 50s | ||||||
| 2/27/26 |  The Sales Lessons Learned Running 1,200-Person Teams | Steve Radford | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-steve-radford Episode Summary: In this episode of the Next Gen Sales Leader Podcast, Ben Reed sits down with Steve Radford, Founder of The Greater Sales Company and author of How to Sell. Together, they explore what truly drives effective sales conversations in a world overly focused on AI, tools, and tech stacks. Steve breaks down his principles-based approach to selling, centered on mindset, trust, win-win outcomes, and subject-matter expertise, and explains why great sales performance comes from understanding why things work, not just following a process. This episode dives deep into negotiation, credibility, discounting, and the human psychology behind high-stakes B2B deals.What you’ll learn:- Why sales fundamentals still matter more than AI and tech stacks- The core idea behind How to Sell and its focus on mindset, knowledge, and skills- Why win-win thinking is essential for sustainable sales success- How trust must scale with deal size in complex B2B sales- Why discounting often destroys credibility and leverage- How subject-matter expertise builds authority and status with buyers- The difference between being liked and being trusted in sales- Why elite sales performance is tied to personal growth and self-awarenessFeatured Guest:Steve Radford – Founder, The Greater Sales Company; Author of How to SellHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:00:26] Why “How to Sell” focuses on the human side of selling[00:01:25] Steve’s 20-year journey from field sales to sales education[00:03:46] Why foundational sales principles apply across B2B and B2C[00:05:58] Treating every conversation as a sale, even discovery calls[00:16:08] Win-win as a non-negotiable sales principle[00:30:30] Trust, gut instinct, and emotional decision-making in enterprise deals[00:38:49] Why discounting weakens positioning and credibility[00:54:06] Subject-matter expertise vs. scripts, tactics, and rapport tricks[01:00:59] Why personal development creates elite salespeopleConnect with Steve:LinkedIn: https://www.linkedin.com/in/realsteveradford/Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, 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/revyops-steve-radford | 1h 04m 34s | ||||||
| 1/12/26 |  What 10 Years of Enterprise Sales Teaches You About AI, RFPs, and Reality (With Josh Gillespie) | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-josh-og-sales Episode Summary:In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Josh Gillespie, former Enterprise Sales Director at PandaDoc and former Head of Growth at Aomni. Josh shares his journey into enterprise sales and breaks down why disqualification, deep ICP research, and human intelligence still outperform AI-driven outbound in today’s noisy market.What You’ll Learn:- How Josh entered sales through a non-traditional career path- What enterprise sales actually looks like behind the scenes- Why most RFPs should be disqualified early- How the Zero Interest Rate Period (ZIRP) reshaped SaaS sales- Why AI has saturated outbound channels and reduced effectiveness- How top sellers gather insight humans, not bots, can uncover- Why close-lost deals are critical to long-term growthEpisode Highlights:[00:01:32] From philosophy major to first sales role at Yelp[00:03:58] Building PandaDoc from $0 in revenue[00:13:07] Equity vs. cash tradeoffs in venture-backed startups[00:17:10] Why unqualified RFPs are usually a trap[00:21:00] Enterprise sales as detective work, not pitching[00:40:53] How AI has hurt email, phone, and LinkedIn outreach[01:02:00] Learning more from lost deals than won dealsFeatured Guest:Josh Gillespie - Head of Growth at Aomni, Sales Coach & Mentor at AlwaysHired, Founding AE at PandaDocConnect with Josh:LinkedIn: https://www.linkedin.com/in/ogsalesjosh/ Host:Ben Reed - Host of the Next Gen Sales Leaders PodcastFollow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, growth, and RevOps. 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/revyops-josh-og-sales | 1h 03m 40s | ||||||
| 1/9/26 |  How Founders Can Move From Early Traction to Scalable Growth (With Teodora Vukasinovic) | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-teodora-v Episode Summary:In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Teodora Vukasinovic, a B2B growth strategist and LinkedIn expert, to explore why there is no such thing as a perfect strategy. Teodora breaks down how over-reliance on AI, templates, and “guru frameworks” is hurting modern GTM efforts, and why deep ICP understanding, active listening, and authentic messaging are the real levers of sustainable growth. The conversation dives into market research, copywriting psychology, multichannel outreach, and why many founders get stuck scaling past the $1-5M revenue range.What You’ll Learn:- Why “perfect strategies” don’t exist in B2B growth- How AI and templated outreach are eroding trust and credibility- Why deep ICP research beats automation at every stage- How to conduct meaningful customer interviews using the Mom Test- Why messaging is psychology, not just words on a screen- How to structure multichannel outreach that actually converts- Why generic ghostwriting damages brand reputation- How self-awareness and authenticity drive better GTM decisionsFeatured Guest:Teodora - B2B Growth Strategist, founder of HotTake.lyHost:Ben Reed, Host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:01:11] Why LinkedIn gurus, templates, and frameworks fail across markets[00:06:10] How founders accidentally scale the wrong ICP[00:12:12] The danger of falling in love with your solution instead of the problem[00:28:00] Structuring effective multichannel outreach and follow-ups[00:38:37] Why AI-generated messaging kills differentiation[00:41:05] Why ghostwriting is often a waste of money and reputationConnect with Teo:LinkedIn: https://www.linkedin.com/in/teodoravukasinovic/YouTube: https://www.youtube.com/channel/UCOZuemv4x3MFoJhSXwzXV5Q Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, growth, and RevOps. 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/revyops-teodora-v | 44m 55s | ||||||
| 1/5/26 |  The Hidden Reason LinkedIn and Outbound Don’t Convert Like They Used To (With Justin Kroger | HiveSight) | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-justin-kroegerEpisode Summary:In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Justin Kroeger, Founder of HiveSight, to unpack why outbound is breaking in the age of AI. Justin shares why trust, not scale is the real GTM bottleneck, how fake personalization has eroded buyer confidence, and why familiarity and third-party credibility outperform automation. Together, they explore when LinkedIn content actually works, why early-stage founders should avoid scaling too early, and how doing things that don’t scale still drives real B2B traction.What You’ll Learn:- Why outbound reply rates are declining despite better AI tools- Why trust and believability matter more than personalization- How familiarity and third-party credibility accelerate sales- When LinkedIn content helps and when it hurts GTM efforts- Why early-stage founders should avoid automation and scale manually- How to validate offers through design partnerships- Why niche credibility beats virality in B2B markets- The hidden risks of scaling the wrong messageFeatured Guest:Justin Kroeger - Founder, HiveSightHost:Ben Reed, Host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:01:00] Why AI-driven outbound is increasing noise and modern buyer skepticism[00:04:36] Founder bias and the power of third-party credibility[00:14:17] Why viral LinkedIn content doesn’t convert in B2B[36:00:00] When founders should not invest in content marketing[47:05:00] Doing things that don’t scale to reach first revenue[59:40:00] Design partnerships and early GTM validation[01:04:22] The cost of scaling unproven messaging[01:06:00] Justin’s final advice on trust and GTM disciplineConnect with Justin:LinkedIn: https:https://www.linkedin.com/in/jkroeger123/Website: https://hivesight.so/Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, and leadership. 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/revyops-justin-kroeger | 1h 09m 28s | ||||||
| 12/29/25 |  How ColdIQ Turned AI GTM Into $800k MRR While Sales Roles Evolve with Soheil Saeidmehr | (Sponsored By RevyOps – The #1 GTM Data Management Platform): https://tinyurl.com/revyops-soheil-saeidmehr Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed is joined by Soheil Saeidmehr, Head of Service Delivery at ColdIQ, for a deep dive into the reality behind AI, GTM engineering, and modern outbound sales.Sohail breaks down how ColdIQ scaled from roughly $70k to $800k in monthly recurring revenue, why the SDR role is changing (but not disappearing), and how AI should be used as leverage not a replacement for human judgment. The conversation covers real-world AI workflows, multi-LLM outbound systems, persona-based copy, LinkedIn distribution, and what it actually takes to win in today’s crowded GTM environment.Featured Guest: Soheil Saeidmehr – Head of Service Delivery, ColdIQHost: Ben Reed – Host of the Next Gen Sales Leaders PodcastWhat you’ll learn: - Why GTM engineers and SDRs still matter in an AI-driven sales world - Where AI truly excels in outbound and where humans are still essential - How ColdIQ uses multiple LLMs across research, enrichment, and copy - A modular approach to outbound copy by persona and function - How to think about AB testing when AI generates dynamic variants - Why judgment, taste, and context can’t be automated - How LinkedIn content compounds outbound performance - Practical advice for agencies scaling without burning cash - The importance of community and consistency in sales careersEpisode Highlights: [00:02:57] Why Humans Still Need to Stay in the Loop [00:09:38] AI's Real Capabilities vs. The Hype[00:10:11] Breaking Down Copy with Multi-LLM Workflows [00:14:07] The ColdIQ Agentic Flow System[00:17:28] Modular, Persona-Based Campaign Design[00:20:17] A/B Testing When AI Generates the Variants[00:23:59] Data Stack: Airtable, Dashboards, and Limitations[00:27:55] Scaling from 70K to 800K MRR: The ColdIQ FlywheelConnect with Sohail: LinkedIn: https://www.linkedin.com/in/soheil-saeidmehr/Website: coldiq.com Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, RevOps, and SaaS leadership. If you found value in today’s conversation, 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/revyops-soheil-saeidmehr | 43m 54s | ||||||
| 12/29/25 |  How Social Signals Quietly Became the Most Valuable Data | Trigify (Hugo Millington) | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-hugo-m-d Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Hugo Millington Drake, Founder of Trigify, to unpack the real journey of building a SaaS company in today’s crowded GTM landscape. Hugo shares how Trigify evolved from an accidental automation agency into a social intent platform, why interest-based signals outperform traditional triggers, and the hidden challenges of selling software to cost-sensitive agencies. The conversation dives deep into PLG vs. sales-led growth, churn, pricing pressure, LinkedIn outbound, the rise of GTM engineers, and why most founders underestimate how hard software really is.What you’ll learn:How Trigify pivoted from an agency into a SaaS productWhy social engagement data beats traditional trigger-based signalsThe real differences between selling services vs. selling softwareWhy PLG is harder than it looks in complex GTM toolsThe challenges of churn when selling to agenciesLinkedIn outbound vs. cold email at scaleInfluencers, micro-creators, and early SaaS distribution strategiesThe truth about “GTM engineers” and no-code/AI hypeWhy founder stress is often self-inflicted and how to manage itEpisode Highlights:[00:00:48] What Trigify does and how it evolved[00:04:43] Interest-based targeting vs. traditional triggers[00:07:27] From automation agency to SaaS, selling $149 software vs. $3k retainers[00:18:41] Churn, pricing pressure, and agency customers[00:27:17] PLG, onboarding, and customer confusion[00:40:00] GTM engineers, Clay, and AI tool hype[00:54:13] LinkedIn outbound, fake accounts, and scale limits[01:11:10] Founder stress, perspective, and long-term thinkingFeatured Guest: Hugo Millington Drake – Founder, TrigifyHost: Ben Reed, Host of the Next Gen Sales Leaders PodcastConnect with Hugo:Website: https://www.trigify.io/ LinkedIn: https://www.linkedin.com/in/hugomdrake/ Follow Ben on Social:LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, RevOps, and SaaS leadership. If you found value in today’s conversation, 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/revyops-hugo-m-d | 1h 21m 48s | ||||||
| 12/29/25 |  What It Really Takes to Build a GTM Agency With Thibault Garcia | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-thibault-garcia Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Thibault Garcia, founder of Reachly, to explore what it really takes to build a successful lead generation agency without chasing trends or hype. Thibault shares his journey from growing up in France to building a global agency from Thailand, starting on Fiverr while working a full-time corporate job, and eventually scaling, acquiring another agency, and serving clients across APAC, the UK, and the US. The conversation dives into consistency vs. trend hopping, the reality behind overnight success, agency fulfillment challenges, and why long-term thinking always wins.What you’ll learn:Why trend hopping into AI and automation often leads to failureHow Thibault validated his agency idea on Fiverr before quitting his jobThe difference between selling leads and actually delivering resultsWhy most agencies struggle after 5–8 clients and how to avoid the yo-yo effectHorizontal vs. vertical agency models and when each makes senseHow podcasts and long-form content build trust before the sales callWhy patience, repetition, and discipline matter more than speedFeatured Guest: Thibault Garcia, Founder, ReachlyHost: Ben Reed, host of the Next Gen Sales Leaders PodcastEpisode Highlights:[00:05:00] Building a business outside the US[00:08:50] Starting a side business on Fiverr while working full-time[00:12:00] Why trend hopping is a trap[00:14:04] Knowing when to persist vs. when to pivot[00:24:35] Acquiring another lead gen agency[00:30:00] Scaling agencies and the fulfillment bottleneck[00:43:12] Horizontal vs. vertical agency strategies[00:56:26] Clay, GTM engineers, and the future of AI in outbound[01:10:44] The long-term mindset every founder needsConnect with Thibault: Website: https://www.reachly.co/ LinkedIn: https://www.linkedin.com/in/thibault-garcia/ Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, 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/revyops-thibault-garcia | 1h 14m 37s | ||||||
| 12/29/25 |  Building SaaS for Lead Gen Agencies: Product, ICP Psychology, Sales With Ramsey Al Ram Mahi | Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-ramsey-alramahi Episode Summary:In this episode of the Next Gen Sales Leader Podcast, Ben Reed talks with Ramsey Al Ramahi, Founder of Rev Reply, about the real, unglamorous truth of building a SaaS company in today’s GTM world. They explore why lead gen agencies make demanding but powerful early customers, how post-response management and speed-to-lead drive revenue, and why founders must learn to filter feedback without losing focus. The conversation covers product management, founder-led sales, values-driven hiring, and why a little “craziness” is often a competitive advantage for modern builders.Featured Guest: Ramsey Al Ramahi, Founder of RevReplyHost: Ben Reed, host of the Next Gen Sales Leaders PodcastWhat You’ll Learn:Why post-response workflow is the new outbound edge.How lead gen agencies sharpen early SaaS products.Filtering feature requests without derailing your roadmap.Founder-led sales principles that actually scale.Using “taste” and judgment in product decisions.How core values quietly shape every GTM move.Why a little strategic craziness becomes an advantage.Connect with Ramsey:LinkedIn: https://www.linkedin.com/in/ramseyaalramahi/ Website: https://www.revreply.comFollow 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-ramsey-alramahi | 1h 24m 59s | ||||||
| 12/16/25 |  Clay Built a Movement, Here’s What Comes Next (With Kellen Casebeer) | 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 | 1h 41m 21s | ||||||
| 12/11/25 |  Scaling in the First Year to $3 Million with Frank Sondors | 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 | 1h 42m 49s | ||||||
| 12/8/25 |  He Scaled His Startup to $10M/yr Building EVERY Sales Funnel | 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 | 1h 10m 03s | ||||||
| 12/5/25 |  What Everyone Gets Wrong About GTM Engineering (With Richard F. Purcell) | 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 | 1h 01m 40s | ||||||
| 12/3/25 |  The Air Force Recruiter Who Became a Clay Expert: Systems, Psychology, and AI with Brandon Charleson | 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 | 59m 42s | ||||||
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