Revenue Builders

Scaling Success: Revenue Growth and AI in Sales with John Schoenstein

Sep 18, 2025
In this engaging discussion, John Schoenstein, Chief Revenue Officer at Customer.io, shares his expertise in scaling sales teams from startups to enterprises. He emphasizes the importance of repeatable revenue systems and pipeline generation as essential skills for success. Schoenstein dives into leveraging data and AI to enhance sales productivity, offering practical tips for optimizing tools and ensuring pipeline hygiene. His insights into fostering a customer-centric culture and manager enablement provide valuable strategies for B2B leaders aiming for growth.
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INSIGHT

Talent And Managers Drive Scalable Growth

  • Talent quality and frontline managers matter at every stage of growth.
  • As you scale, managers must enable reps to be independently effective rather than owning every deal.
ADVICE

Hire Reps Who Will Own Outbound

  • Do recruit reps who want to evolve from inbound to outbound selling as you scale.
  • Train and incentivize territory ownership because inbound will dilute with headcount growth.
INSIGHT

Few Patriots Build A Winning Culture

  • A few passionate 'patriots' can create a winning culture and inspire peers.
  • Look for team-sport, leadership traits during hiring to surface those people.
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