
The PeerSignal Podcast
Interviews with the best GTM operators to uncover insights, tactics, and playbooks you can use in your pursuit of GTM Excellence. www.peersignal.org
Latest episodes

Jun 26, 2025 • 50min
How to win in the Agent Economy w. Outreach's $4B founder, Manny Medina
Manny Medina, co-founder and CEO of Paid.ai and former CEO of Outreach, transformed the sales engagement sector. In this conversation, he dives into the agent economy, revealing how AI can enhance rather than just automate tasks. Manny highlights the shift toward outcome-based pricing for market relevance and emphasizes the importance of genuine human connections, even in an AI-driven world. He also discusses the 'one box' revolution and encourages leaders to prioritize emotional engagement over quantifiable metrics to foster loyalty.

10 snips
Jun 12, 2025 • 41min
How to CMO w. Kyle Lacy
Kyle Lacy, CMO at Docebo, leverages 15 years of B2B SaaS expertise to reshape marketing strategies. He delves into why traditional ABM often fails and offers a practical fix: start small and engage sales from the outset. Lacy shares insights on aligning sales and marketing for maximum efficiency and the need for trust-centric communication. He also discusses the challenges of burnout while balancing leadership and family duties, alongside the importance of creativity in B2B marketing. Get ready for innovative insights that could transform your marketing approach!

10 snips
May 29, 2025 • 50min
CarGuru's $900M ICP framework, "sales math" and more CRO lessons ft. Josh Allen
Josh Allen, CRO at QuickBase and former sales leader at CarGurus, shares invaluable insights from his 20+ years in the field. He introduces his "sales math" framework that emphasizes accountability and clarity in achieving revenue targets. Allen discusses CarGurus’ successful $900M ICP framework, illustrating how a precise ideal customer profile can drive growth. He draws parallels between ultra-marathon training and sales discipline, advocating for structured planning and goal setting. His take on sales enablement and fostering a results-driven culture is both practical and inspiring.

7 snips
May 8, 2025 • 52min
Tealium's CMO on Marketing Leadership, ABM, Story-Audience-Fit and More
Heidi Bullock, CMO of Tealium and a top figure in SaaS marketing, shares her insights on effective Account-Based Marketing (ABM). She emphasizes the crucial need for 'story-audience fit,' underlining that great stories must resonate with buyers. Heidi discusses why many businesses misalign their Ideal Customer Profiles and how to correct it. She also highlights AI's transformative role in marketing and her strategies for maintaining calm amidst high-pressure situations, revealing that a cohesive team effort is essential for ABM success.

10 snips
Apr 17, 2025 • 50min
Jeff Wharton on how to lead a marketing team upmarket. From 100% inbound to landing logos like 7-Eleven, Blue Cross Blue Shield, and Cox Automotive.
Jeff Wharton, CMO at LogRocket, shares insights from his six-year journey transforming the company from 100% inbound to securing major clients like 7-Eleven and Blue Cross Blue Shield. He discusses overcoming challenges in targeting larger accounts and the importance of viewing the SDR engine as a product. Wharton emphasizes the balance between killing ineffective tactics and optimizing successful ones. He also highlights the surprising role of AI in their go-to-market strategy and how understanding true value delivery can set you apart.

15 snips
Apr 3, 2025 • 50min
TalkDesk, Gong, and Cresta’s secret weapon: Russel Banzon’s CMO playbook. Enterprise marketing, differentiating with customer proof, bullseye account selection, and the 3 acts of growth.
Russel Banzon, CMO at Cresta and former marketing mastermind at TalkDesk and Gong, shares his enterprise marketing secrets. He discusses how winning relationships—like courtside seats and Michelin dinners—can drive enterprise sales. Banzon emphasizes the importance of customer outcomes over mere features, revealing strategies to avoid the 'PLG Trap.' He introduces the 'Bullseye' framework for account selection and showcases how effective leadership parallels hip-hop dance dynamics. This engaging conversation offers a fresh take on building a brand in today's competitive AI landscape.

27 snips
Mar 20, 2025 • 57min
The "CMO Whisperer" Elissa Fink on scaling Tableau $5M to $1B, rethinking brand vs demand, how to get fired as CMO, why vendors can't be the hero.
Elissa Fink, former CMO of Tableau who scaled the company from $5 million to over $1 billion, shares her insights on marketing's vital role in the boardroom. She discusses the synergy between brand and demand, emphasizing how every demand touch is also a brand touch. Learn about the key qualities that differentiate great CMOs, like curiosity and adaptability. Elissa offers actionable tips to manage small issues before they escalate, and reveals pitfalls to avoid while maintaining brand authenticity at scale.

Mar 12, 2025 • 2min
Introducing: The PeerSignal Podcast with Adam Schoenfeld
Introducing the PeerSignal Podcast with Adam SchoenfeldWe all know what bad looks like in B2B.Spray and pray, turn and burn, growth at all costs. Vendor-centric mindset drives buyer-second behavior.For the last decade, eager SaaS buyers have tolerated mediocre sales & marketing.We're now seeing a return to rigor. As buyer rigor returns, great products with “good enough” sales & marketing will no longer thrive.Winning now requires GTM excellence.GTM excellence is not a "new way" tactic, channel, or motion. It's not a platform that you need to buy. There’s no silver bullet. It's a pursuit.This show documents the stories, learnings, and insights from operators deep in this pursuit who we can all learn from.Welcome to The PeerSignal Podcast with Adam Schoenfeld. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.peersignal.org