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By Pavilion
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Episodes: 185
Description
The #1 podcast for founders, operators, and investors in B2B tech. Tune in every week to hear Sam Jacobs, AJ Bruno and Asad Zaman discuss and debate the trends, news, and developments impacting the B2B tech world. Enjoy the hot takes, strong opinions, and dry humor.
| Episode | Date |
|---|---|
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E109: Burnout, Breakthroughs & the New Reality of GTM Leadership
|
May 18, 2025 |
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SPOTLIGHT: How CEO Sam Jacobs Is Redefining Pavilion’s Identity
|
May 15, 2025 |
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E108: Unpacking Ebsta’s Benchmarking Report with Guy Rubin
|
May 11, 2025 |
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SPOTLIGHT: How Rick Smolen Built Confidence Leading Outside of Sales
|
May 08, 2025 |
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E107: Scaling ClickUp to 10M+ Users with COO Gaurav Agarwal
|
May 04, 2025 |
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SPOTLIGHT: Untangling Tech Debt and Finding Product-Market Fit with Russ Mikowski of SurePeople
|
May 01, 2025 |
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E106: AI-Driven vs AI-First vs AI-Native with Eric Wolford of Accel
|
Apr 27, 2025 |
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SPOTLIGHT: Solving SaaS Pricing Challenges with Pricing I/O Founder Marcos Rivera
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Apr 24, 2025 |
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E105: AI-Native CRMs and Early Stage Resilience: Scaling in Economic Uncertainty
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Apr 20, 2025 |
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SPOTLIGHT: Resilience and Growth with LucidLink CEO Pete Thompson
|
Apr 17, 2025 |
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E104: Tariffs, Turbulence, and Tough Calls: Operating in an Era of Economic Whiplash
|
Apr 13, 2025 |
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SPOTLIGHT: Optimizing Growth in B2B Tech with Mike Dzik
|
Apr 10, 2025 |
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E103: AI Agents and the Future of Enterprise Tech with Box CTO Ben Kus
|
Apr 06, 2025 |
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SPOTLIGHT: How to Master Multi-Threading in Complex Sales
|
Apr 03, 2025 |
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E102: Why Sales Hiring Fails and How to Fix It
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Mar 30, 2025 |
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SPOTLIGHT: Instilling Operational Rigor in a Growing Business with Anna Talerico, CEO of CFI
|
Mar 27, 2025 |
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SPOTLIGHT: How CEO Kevin Smith Turned Snipd’s Monetization Struggles Into a Sustainable Business
|
Mar 26, 2025 |
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E101: Why Rippling and Deel Are a Warning to Every Tech Company
|
Mar 25, 2025 |
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E100: Driving Business Growth When Uncertainty is the Only Constant
|
Mar 20, 2025 |
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SPOTLIGHT: Shifting ICPs Without Breaking CS with Demetra Anagnostopoulos of SurePeople
|
Mar 13, 2025 |
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E99: How GTM Revenue Leaders Are Operationalizing AI for Growth with Kyle Norton of Owner.com
|
Mar 09, 2025 |
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SPOTLIGHT: Alon Talmor, CEO of Ask-AI, on Why Most AI Solutions Fail to Prove Their Worth
|
Mar 06, 2025 |
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E98: Ryan Burke on Zilla Security’s $175M Aquisition and the Realities of M&A
|
Mar 02, 2025 |
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SPOTLIGHT: Kyle Lacy of Jellyfish on Improving Pipeline Quality and Forecasting Predictability
|
Feb 27, 2025 |
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E97: Dead or Alive? The Great Outbound Sales Debate
|
Feb 23, 2025 |
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SPOTLIGHT: Shensi Ding of Merge on the High-Stakes Search for a Stage-Appropriate CRO
|
Feb 20, 2025 |
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E96: The B2B Marketing Identity Crisis
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Feb 16, 2025 |
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SPOTLIGHT: How Josh Guttman Landed Investors for SELLIT9 by Being Himself
|
Feb 13, 2025 |
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E95: Growth vs. Efficiency in 2025
|
Feb 09, 2025 |
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SPOTLIGHT: Co-CEO Alina Vandenberghe on Taking Over Marketing to Scale Demand at Chili Piper
|
Feb 06, 2025 |
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E94: Navigating AI Challenges in Established Tech Companies
|
Feb 02, 2025 |
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SPOTLIGHT: Keith Frankel of Totango on Creating a Unified Culture in Mergers
|
Jan 30, 2025 |
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E93: Dissecting Carta’s 2024 State of Startups Report
|
Jan 26, 2025 |
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SPOTLIGHT: OrgChart’s Tom McCarty on Narrowing Total Addressable Market to Drive Growth
|
Jan 23, 2025 |
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E92: Kyle Norton of Owner.com on How Great CROs Drive Enterprise Value
|
Jan 19, 2025 |
|
SPOTLIGHT: Jenny Podewils' Strategy for Aligning Teams in Dynamic Environments
|
Jan 16, 2025 |
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E91: Investor Tomasz Tunguz on AI’s Breakout Year and What Comes Next
|
Jan 12, 2025 |
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SPOTLIGHT: Lessons and Insights on Leading Through Layoffs from AJ Bruno, CEO of QuotaPath
|
Jan 09, 2025 |
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E90: Quality vs. Quantity - The AI Dilemma in Product Development
|
Jan 05, 2025 |
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E89: 2024 Reflections and 2025 Go-To-Market Predictions
|
Dec 22, 2024 |
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E88: Navigating Business Pivots with Scoop Analytics' Janet Gehrmann
|
Dec 15, 2024 |
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E87: Balancing Compliance, Culture, and Business Growth with Roxanne Bras Petraeus, CEO of Ethena
|
Dec 08, 2024 |
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E86: How Customer Success Drives Business Growth with Gainsight CEO Nick Mehta
|
Dec 01, 2024 |
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E85: Carta’s Peter Walker on the Role of AI in Early-Stage Funding
|
Nov 24, 2024 |
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E84: Exploring the Effects of Q4 Economic Shifts
|
Nov 17, 2024 |
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E83: Understanding How the 2024 Election Impacts Business
|
Nov 10, 2024 |
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E82: Salesloft's Path to Profitability with David Obrand
|
Nov 03, 2024 |
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Untold Strategies of High-Impact Sales Recruitment with Asad Zaman
|
Oct 30, 2024 |
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E81: Bizzabo’s Alon Alroy on Reinventing Event Experiences
|
Oct 27, 2024 |
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Mark Niemiec on Steering Business Transformation
|
Oct 23, 2024 |
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E80: David Spitz on the Evolution of SaaS Metrics and GTM Efficiency
|
Oct 21, 2024 |
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Mark Roberge on Redefining Sales Leadership in the AI Era
|
Oct 16, 2024 |
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E79: Understanding AI's Place in Tech with Benedict Evans
|
Oct 13, 2024 |
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Dini Mehta on Mastering Multi-Product Strategy & Building High-performance Teams
|
Oct 09, 2024 |
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E78: CRO Kyle Norton on Executive Fear, Boards, and the CRO Journey
|
Oct 06, 2024 |
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CRO Kevin "KD" Dorsey on creating, developing, and deploying playbooks
|
Oct 02, 2024 |
|
E77: Is Go-To-Market Broken?
|
Sep 29, 2024 |
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SaaStr Founder Jason Lemkin on Why Revenue Leaders Must Run Towards Bad News
|
Sep 25, 2024 |
|
E76: GTM Efficiency and the need for a “Chief Go-To-Market Officer”
|
Sep 22, 2024 |
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TOPLINE HOTLINE: As I think about 2025 planning, how do I set the right growth target?
|
Sep 19, 2024 |
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E75: Two ways to win… Product Velocity OR GTM Excellence
|
Sep 15, 2024 |
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TOPLINE HOTLINE: What do I do? I have a board member that isn’t as engaged as they should be.
|
Sep 12, 2024 |
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E74: Mark Kosoglow Introduces Operator.ai and The Founder Mode Debate
|
Sep 08, 2024 |
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TOPLINE HOTLINE: Is gifting the most effective way to incentivize customer engagement?
|
Sep 05, 2024 |
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E73: Balancing Growth and Free Cash Flow in Today's Market
|
Sep 01, 2024 |
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TOPLINE HOTLINE: As a CRO, how should I approach annual planning?
|
Aug 29, 2024 |
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E72: Growth vs Profitability, CAC Tolerability, & Choosing The Right Business Model
|
Aug 25, 2024 |
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TOPLINE HOTLINE: Should you report ARR before or after discounting?
|
Aug 22, 2024 |
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E71: Google's Anti-Trust Ruling, SaaS Performance Updates, and The Future of Venture Capital
|
Aug 18, 2024 |
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TOPLINE HOTLINE: Is there a way to more efficiently prepare for board meetings?
|
Aug 15, 2024 |
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E70: Navigating Market Volatility: Recession Fear, Jobs Report, & Resiliency
|
Aug 11, 2024 |
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TOPLINE HOTLINE: How can I establish a performance-driven culture among my sales team?
|
Aug 08, 2024 |
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E69: Cold Calling Sucks, and That’s Why it Works with Armand Farrokh
|
Aug 04, 2024 |
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TOPLINE HOTLINE: How do I make the most of conference season without overspending?
|
Aug 01, 2024 |
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E68: How to Build the Right Executive Team to Reach $100M
|
Jul 28, 2024 |
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TOPLINE HOTLINE: How do I swiftly transition my company from inbound to outbound sales?
|
Jul 25, 2024 |
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E67: How Clay's Co-Founders Built a $500M Series B Company
|
Jul 21, 2024 |
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TOPLINE HOTLINE: What should a CRO communicate to their board about pipeline?
|
Jul 18, 2024 |
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E66: Sales Tech Mayhem - Gartner Analyst Dan Gottlieb’s Insights on B2B Market Shifts
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Jul 14, 2024 |
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TOPLINE HOTLINE: How do you balance getting the best deal with choosing the right product?
|
Jul 11, 2024 |
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E65: Bob Moore on Crossbeam’s merger with Reveal & Peter Walker on the M&A landscape
|
Jul 07, 2024 |
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TOPLINE HOTLINE: How can a CEO advocate for a raise without appearing greedy?
|
Jul 04, 2024 |
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E64: Lessons from Q2, Crossbeam/Reveal merger, and the importance of adaptability
|
Jun 30, 2024 |
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TOPLINE HOTLINE: How do I incentivize my AEs to outbound?
|
Jun 27, 2024 |
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E63: Insights on Brand-Led Growth with Kathleen Booth of Pavilion
|
Jun 23, 2024 |
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TOPLINE HOTLINE: How do I learn the skills to become a CRO as a young, top-performing sales rep?
|
Jun 20, 2024 |
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E62: From Operator to Investor: Insights from Liz Christo of Stage 2 Capital
|
Jun 16, 2024 |
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TOPLINE HOTLINE: How do I go about exiting an executive from our organization?
|
Jun 13, 2024 |
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TOPLINE HOTLINE: Should I trust references when hiring if someone has not listed a direct manager?
|
Jun 12, 2024 |
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E61: What does Salesforce's revenue miss mean for SaaS?
|
Jun 09, 2024 |
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E60: The impact of loneliness in the workplace
|
Jun 02, 2024 |
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TOPLINE HOTLINE: How do I handle an AE who is creating a toxic work environment?
|
May 30, 2024 |
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E59: NRR vs GRR, usage vs seat-based pricing, and how to announce a product release
|
May 26, 2024 |
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TOPLINE HOTLINE: How can you avoid burnout as an executive?
|
May 23, 2024 |
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E58: Q1 2024 Market Update
|
May 19, 2024 |
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TOPLINE HOTLINE: How will the role of venture adapt as companies reach profitability more cost-effectively?
|
May 16, 2024 |
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E57: Finding and maintaining product-market fit
|
May 12, 2024 |
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E56: Exploring Sales Team Dynamics with Ryan Walsh of RepVue
|
May 09, 2024 |
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E55: The State of AI in GTM with Mark Roberge of Stage 2 Capital
|
May 05, 2024 |
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TOPLINE HOTLINE: How can we improve sales for our second solution?
|
May 02, 2024 |
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E54: Why are more CMOs becoming CROs?
|
Apr 28, 2024 |
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TOPLINE HOTLINE: How do I build a pipeline of VCs as I try to start my business?
|
Apr 25, 2024 |
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E53: Understanding software engineering as a non-technical founder
|
Apr 21, 2024 |
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TOPLINE HOTLINE: How do you address the pricing gap between early adopters vs new customers?
|
Apr 18, 2024 |
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E52: David Obrand of Salesloft on Successfully Navigating the Everchanging GTM Landscape
|
Apr 14, 2024 |
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E51: How Adam Robinson Bootstrapped Retention.com to $22M ARR
|
Apr 07, 2024 |
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TOPLINE HOTLINE: What creative initiatives can I implement to secure a better Q2?
|
Apr 04, 2024 |
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E50: Improving Your CAC-to-LTV Ratio with Help Scout CRO Andrea Kayal
|
Mar 31, 2024 |
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TOPLINE HOTLINE: What are the deadly sins of win-loss analysis?
|
Mar 28, 2024 |
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E49: A sneak peek into Pavilion’s 2024 B2B Compensation Benchmarks
|
Mar 24, 2024 |
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TOPLINE HOTLINE: What’s the optimal way to structure my comp plan?
|
Mar 21, 2024 |
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E48: Kevin Knieriem, President of Clari on expanding their serviceable addressable market and building a unified platform
|
Mar 17, 2024 |
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Steal the new model for the anti-bloated, recession-proof sales team
|
Mar 14, 2024 |
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E47: Does the practice of co-CEOs actually work?
|
Mar 10, 2024 |
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TOPLINE HOTLINE: How can I establish a new operating cadence?
|
Mar 07, 2024 |
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E46: A New Era in CS - Catalyst CEO Edward Chiu on their Merger with Totango
|
Mar 03, 2024 |
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TOPLINE HOTLINE: How do I pick the right lead qualification methodology?
|
Feb 29, 2024 |
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E45: Crossbeam CEO Bob Moore on Leveraging Partnerships to Grow Your Business
|
Feb 25, 2024 |
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TOPLINE HOTLINE: Should I stay or should I go?
|
Feb 22, 2024 |
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E44: The 2024 M&A Landscape and How to Attract Acquisition Interest
|
Feb 18, 2024 |
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TOPLINE HOTLINE: How to get feedback as an executive
|
Feb 15, 2024 |
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E43: Recap of Pavilion's CEO Summit
|
Feb 11, 2024 |
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TOPLINE HOTLINE: So, what’s the deal with variable comp plans?
|
Feb 08, 2024 |
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E42: Carta’s Peter Walker on Fundraising, Valuations, and Shutdowns
|
Feb 04, 2024 |
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Topline Hotline: Where should account managers sit within the organization?
|
Feb 01, 2024 |
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E41: Unicorn Companies, Venture Capital Landscape, and Executive Hiring Insights
|
Jan 28, 2024 |
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TOPLINE HOTLINE: What percentage of demand should be driven by the sales team?
|
Jan 25, 2024 |
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E40: The Carta Controversy, Cloudflare’s Viral Moment, and The Death of Growth at Any Cost
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Jan 21, 2024 |
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TOPLINE HOTLINE: How do you revamp a performance improvement plan so it’s effective?
|
Jan 18, 2024 |
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E39: Tomasz Tunguz of Theory Ventures on AI, 2024 Predictions, and Metrics That Matter
|
Jan 15, 2024 |
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TOPLINE HOTLINE: What’s the future of fractional leadership in 2024?
|
Jan 11, 2024 |
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E38: Decision Making: Speed vs Consideration
|
Jan 07, 2024 |
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E37: Fed updates and the fallout from the cancellation of the Adobe-Figma acquisition
|
Dec 24, 2023 |
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TOPLINE HOTLINE: Does gift giving build psychological captial?
|
Dec 21, 2023 |
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E36: Further Reflections on 2023
|
Dec 17, 2023 |
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TOPLINE HOTLINE: How do you stay informed on the global economy?
|
Dec 14, 2023 |
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E35: Lessons from 2023
|
Dec 10, 2023 |
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TOLINE HOTLINE: I want to transition my top AE to Team Lead. But is it worth the risk?
|
Dec 07, 2023 |
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E34: The Flaws of the Four-Day Work Week
|
Dec 04, 2023 |
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TOPLINE HOTLINE: When can startups establish and enforce a sales process?
|
Nov 30, 2023 |
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E33: Valuations, Investing, and Market Dynamics with SaaStr's Jason Lemkin
|
Nov 27, 2023 |
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TOPLINE HOTLINE: Can I transition back to a CRO role after serving as a CEO?
|
Nov 23, 2023 |
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E32: 2024 Market Predictions
|
Nov 20, 2023 |
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TOPLINE HOTLINE: What does a solid first quarter look like as a new CRO?
|
Nov 16, 2023 |
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E31: The State of the Job Market
|
Nov 12, 2023 |
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TOPLINE HOTLINE: Re-engaging lost opportunities
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Nov 09, 2023 |
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E30: The Truth about End User Spending
|
Nov 05, 2023 |
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TOPLINE HOTLINE: So, a client offered my star employee a job...
|
Nov 02, 2023 |
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E29: Navigating the Software Industry's Evolution
|
Oct 30, 2023 |
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TOPLINE HOTLINE: Addressing early termination requests from customers
|
Oct 26, 2023 |
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E28: State of the Market, and Balancing Efficiency with Innovation
|
Oct 23, 2023 |
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TOPLINE HOTLINE: How should SaaS companies be thinking about price increases for 2024?
|
Oct 19, 2023 |
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E27: Recap from GTM2023
|
Oct 16, 2023 |
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TOPLINE HOTLINE: How Do You Forecast Churn?
|
Oct 12, 2023 |
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E26: Kelly O'Halloran Shares Results from the QuotaPath Compensation Study
|
Oct 09, 2023 |
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TOPLINE HOTLINE: What should sales teams be doing to increase inbound lead flow?
|
Oct 05, 2023 |
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E25: Peter Walker on the Findings from Carta’s State of Startup Compensation H1 2023
|
Oct 02, 2023 |
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TOPLINE HOTLINE: How much experience does an SDR actually need?
|
Sep 28, 2023 |
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E24: 2024 planning, forecasting, and trends
|
Sep 25, 2023 |
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TOPLINE HOTLINE: Which SaaS metrics should I present to the board?
|
Sep 21, 2023 |
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E23: New CPI report, the impact of retention, and how to leverage CS
|
Sep 18, 2023 |
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TOPLINE HOTLINE: Acquiring your first B2B customers
|
Sep 14, 2023 |
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E22: Positive Economic Signals, Seasonality of Software Sales, and Aligning Objectives with Compensation
|
Sep 11, 2023 |
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TOPLINE HOTLINE: Moving From Incentive-Based to Fixed Sales Compensation Models
|
Sep 07, 2023 |
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E21: The Return of the IPO Market, Why Early Stage Execs Should Study the Public Markets, Cultivating an Efficient Growth Mindset
|
Sep 04, 2023 |
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E20: Go-To-Market Alignment, the Role of the CMO, the Return of Events and Anxiety
|
Aug 28, 2023 |
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E19: Doug Camplejohn on Building Culture and the Future of People Query Language
|
Aug 21, 2023 |
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E18: Building a Performance Driven Culture, Are SaaS Fundamentals Flawed?
|
Aug 14, 2023 |
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E17: Immaculate Disinflation, Surviving a Down Market, and The VC Reset
|
Aug 07, 2023 |
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E16: CEO Lessons from HubSpot, What Causes Burnout, and the State of the IPO Market
|
Jul 31, 2023 |
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E15: State of the Market, Twitter v. Threads, and The Value of Taking a Pause
|
Jul 24, 2023 |
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E14: Kris Rudeegraap on the Journey from $0 to $100 Million
|
Jul 17, 2023 |
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E13: Q2 Wrap Up, the State of US Politics, and the Outlook
|
Jul 10, 2023 |
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E12: Mark Roberge on the Implications of AI For GTM Teams and Inflated VC Valuations
|
Jul 03, 2023 |
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E11: PLG Valuations, Softbank’s Counter Offensive, Lessons from the Tight Economy
|
Jun 26, 2023 |
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E10: State of the Market, Employee Disengagement, Burnout
|
Jun 20, 2023 |
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E9: Lessons from Bezos, Selling Outside of Tech, and Fostering a Culture of Innovation
|
Jun 13, 2023 |
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E8: Business Performance in a Down Economy, AI-Driven Career Opportunities, and Side Hustles
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Jun 05, 2023 |
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E7: Regulating AI, Technology as a Distraction, Using Data to Make Decisions
|
May 29, 2023 |
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E6: The Ideal Profile of a Seller, Hiring Market Updates, and Being More Data-Driven
|
May 22, 2023 |
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E5: Jamie Barnett on How GTM Leaders Should be Thinking About Generative AI
|
May 15, 2023 |
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E4: Growth Stage Risks, Bridge Rounds, Bare Minimum Mondays
|
May 08, 2023 |
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E3: Andrea Kayal on the Move from CMO to CRO, What's Driving Growth, and Expectations for 2023
|
May 01, 2023 |
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E2: Is Tech the Canary in the Coal Mine, AI as the Singularity, What Makes a Great Board Meeting
|
Apr 24, 2023 |
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E1: Recession or No, Changing Valuations, and Managing Mental Health in Turbulent Times
|
Apr 16, 2023 |