The B2B Revenue Executive Experience

Most B2B teams are losing qualified buyers not because their product is wrong, but because their sales motion is too slow to keep up with modern intent. In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter sits down with Alon Rosenberg, Co-Founder and CEO of Knock AI, to explore why conversational B2B sales and direct messaging are rapidly replacing forms, emails, and delayed demo bookings.As buyer attention spans shrink and speed to lead becomes critical, Alon shares real data showing why 84% of qualified B2B buyers prefer to chat rather than fill out forms, and how blending AI with human trust is reshaping how deals actually close today. When 84% of qualified buyers prefer chat, forcing them into a form isn’t neutral friction. It’s an active disqualifier.“Selling is trust and relationship. Without those two, it doesn't matter if you have the most amazing product; I'm not going to proceed with you. And I think that that's where a human touch will come. So it has to be a combination of AI and human.” — Alon RosenbergWhat You'll Learn:Why 84% of qualified leads prefer direct chat over forms and emailsHow to leverage the 90-minute intent windowThe psychology behind why messaging feels different than emailHow to pilot messaging adoption without disrupting your entire funnelWhy this works across all deal sizes and industriesHow AI and human touchpoints must work togetherAlon Rosenberg is the Co-founder and CEO of Knock AI, a platform transforming buyer-seller engagement through direct messaging. With vast experience scaling teams and building go-to-market strategies across startups and enterprise organizations, Alon brings a data-driven perspective to modern sales challenges.Want more insights on mastering the fundamentals of selling? Explore more episodes of The B2B Revenue Executive Experience where elite sales leaders share the systems, mindsets, and tools that drive consistent performance. 🎧 Browse all episodesSubscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

How can founders and revenue leaders achieve revenue growth without burnout, especially when ADHD symptoms are shaping their workday? In this episode of The B2B Revenue Executive Experience, Cory Cotten-Potter sits down with Skye Waterson, ADHD strategist, coach, and Founder of Unconventional Organisation, to break down practical, science-based systems that help entrepreneurs and B2B sales leaders reduce overwhelm, sharpen prioritization, and build consistent revenue engines.What You'll Learn:Why entrepreneurs with ADHD get stuck in urgency mode and how the waiting-room test cuts through the noiseThe AI-assisted delegation system that turns chaotic processes into clear SOPs your team can actually followHow to identify true needle-moving tasks when everything feels importantWhy starting a task is the real barrier for the ADHD brainsHow to break down huge strategic projects without getting overwhelmedWhy 7-week execution cycles help ADHD teams move faster and stay alignedHow ADHD strengths translate into unfair advantages in leadershipSkye Waterson is an ADHD strategist, coach, and founder of Unconventional Organisation, a firm dedicated to helping entrepreneurs and executives build consistent revenue and scale sustainably without overwhelm or burnout. With a background in academia and extensive experience working with clients ranging from solopreneurs to Fortune 500 companies, Watterson brings both research-backed insights and practical, real-world expertise to the neurodiversity conversation. As host of The ADHD Skills Lab podcast, she shares actionable strategies for managing ADHD symptoms while leveraging the creative thinking and problem-solving strengths that often characterize high-performing leaders.Want more insights on mastering the fundamentals of selling? Explore more episodes of The B2B Revenue Executive Experience where elite sales leaders share the systems, mindsets, and tools that drive consistent performance. 🎧 Browse all episodesSubscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

Most mid-market B2B companies leave between 20% and 50% of potential revenue on the table every year. Not because they’re lazy. Not because their teams lack talent. Not even because they face insurmountable market headwinds. They’re leaving money on the table because of a systemic, predictable cycle that starts innocently enough. Marketing doesn’t.In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter is joined by Dave Mastovich, the CEO and Founder of MASSolutions, to discuss why most B2B companies get stuck in the stalled growth cycle, how to systematically gather insights across six critical target markets, and the key strategies to align your leadership team around a shared scorecard.What You'll Learn:How to recognize the B2B stalled growth cycle before it destroys revenueWhy systematically gathered insights are non-negotiableThe framework to align leadership on a single scorecardHow to define your real competitive advantageWhy turning away bad-fit clients strengthens your brand long-termThe B2E marketing strategy that drives retention, recruiting, and productivityDave Mastovich is the CEO and Founder of MASSolutions, a growth-oriented marketing consultancy known for its no-nonsense approach to B2B marketing strategy. With a background spanning radio, television, journalism, and healthcare leadership, Dave brings decades of expertise in behavioral insights, storytelling, and organizational transformation. He is the author of the Amazon #1 bestseller No Bullsh!t Marketing: 17 Contrarian Ways to Increase Referrals for Healthcare Services and host of the long-running No BS Marketing podcast, featuring over 500 episodes on marketing, leadership, and effective messaging.GUESTS: Dave Mastovich, CEO and Founder of MASSolutionsSubscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter is joined by Jason Moss, a prominent business coach known for his impactful strategies and community-building efforts, to explore why personal branding and human connection are your biggest competitive advantages, how to balance structure with vulnerability in your sales process, and the key strategies to stand out in a world of AI-generated content.What You'll Learn:How to shift from problem-solver to coach as a leaderWhy pre-call relationship building drives higher conversion rates than perfecting your sales pitchHow to build a multi-touch, long-sales-cycle strategy that compounds over timeWhy imperfection and vulnerability outperform polished, templated sales interactionsThe blue ocean opportunity in humanity during the AI eraJason Moss is a prominent business coach and personal branding strategist known for his expertise in scaling service-based businesses through organic marketing and authentic human connection. With a background spanning music production, audio engineering, and sales leadership, Jason has built a thriving community of over 20,000 entrepreneurs worldwide and scaled his own coaching business to half a million dollars annually.Want more insights on mastering the fundamentals of selling? Explore more episodes of The B2B Revenue Executive Experience where elite sales leaders share the systems, mindsets, and tools that drive consistent performance. 🎧 Browse all episodesSubscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

B2B sales often focus on metrics, ROI calculations, and product features. But what if the key to closing more deals lies not in our logical arguments, but in our ability to understand and respond to emotions? In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter is joined by James Woodfall, the Founder of Raise Your EI, to share why emotional intelligence is a competitive advantage for financial planners and salespeople alike.What You'll Learn:How to establish meaningful rapport by finding authentic common groundWhy emotional intelligence training requires a 6-month commitment to create lasting behavioral changeThe critical difference between emotional frames and logical frames in sales conversationsHow to read and interpret micro-expressions and behavioral baseline changes during client interactionsWhy emotional intelligence correlates directly with increased sales performance, client retention, and referralsThe role AI will play in analyzing emotional cues while maintaining human empathyJames Woodfall is a former financial planner who now specializes in emotional intelligence (EI) and behavioral coaching within the financial services industry. He is the founder of Raise Your EI, a company focused on providing science-based training in emotional intelligence to help financial professionals and firms improve communication, client relationships, and performance. In addition to training and consulting, James is an author; his book, co-authored with Cliff Lansley, "The Heart of Finance," is a practical guide for finance professionals to develop emotional intelligence for building strong client relationships.Want more insights on mastering the fundamentals of selling? Explore more episodes of The B2B Revenue Executive Experience where elite sales leaders share the systems, mindsets, and tools that drive consistent performance. 🎧 Browse all episodesSubscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

In recent years, AI has dominated headlines and boardroom discussions, presenting revenue leaders a critical challenge: How can they leverage AI’s power while maintaining the human elements that make RevOps successful?In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter is joined by Navin Persaud, VP of Revenue Operations at 1Password, to discuss how AI is transforming revenue operations, why the GTM Engineer role is becoming crucial for modern businesses, and practical strategies for balancing automation with human expertise.What You'll Learn:How to transition from sales to RevOps by developing empathy and understanding for sales challengesWhy AI is simultaneously the scariest and most freeing tech in opsThe critical role of GTM Engineers in orchestrating AI integration across revenue tech stacksHow to balance caution with innovation when adopting AI in RevOps functionsWhy enrichment tools and deal intelligence represent the next frontier for AI in revenue operationsWhy curiosity is the essential trait for RevOps professionals in an AI-driven landscapeHow to manage team concerns about AI while fostering growth opportunitiesNavin Persaud is the VP of Revenue Operations at 1Password, where he leads a team of 30+ RevOps professionals supporting a go-to-market organization of more than 450 people. With vast experience in SaaS and tech companies, including Fiix Software, Ceridian, and Vision Critical, Navin has established himself as a thought leader in revenue operations and AI integration. His expertise lies in simplifying systems, processes, and data to help teams acquire and grow customers more efficiently.Whether you’re leading a B2B sales team, building out your revenue operations, or evaluating AI tools for your GTM motion, this episode delivers practical strategies you can use right now. Learn how top RevOps leaders are turning AI into a tool for predictable growth, lead generation, and sales forecasting - all without losing the human element that drives lasting revenue.Want more insights on mastering the fundamentals of selling? Explore more episodes of The B2B Revenue Executive Experience where elite sales leaders share the systems, mindsets, and tools that drive consistent performance. 🎧 Browse all episodesSubscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

In the B2B tech industry, we often celebrate the brilliant engineers and technical experts who launch groundbreaking products. But what happens when these same individuals suddenly find themselves in the CEO’s chair?In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter is joined by Pete Steege, the Founder of B2B Clarity, to unpack the challenges of the “accidental CEO” and help technical founders successfully transition into strategic leadership roles.What You'll Learn:How to transform from a technical expert to an effective CEOThe Truth Chain Framework for identifying your company's core purpose and ideal customersWhy relationships are the foundation of B2B business success and how to nurture them effectivelyWhy simplifying messaging and removing obstacles is more effective than adding featuresHow to build authentic connections by focusing on customer value rather than technical capabilitiesPete Steege is a B2B marketing expert and the Founder of B2B Clarity, a marketing advisory firm specializing in helping technical founders transition into strategic leadership roles. With over 30 years of experience across tech and manufacturing landscapes, from Silicon Valley startups to Fortune 100 organizations, Pete began his career as an engineer before evolving into a trusted growth advisor for CEOs. He is the author of Radical Clarity: How Accidental CEOs Uncover Meaning, Lead with Purpose, and Accelerate Growth, which provides a strategic roadmap for technical leaders scaling beyond their expertise.GUESTS: Pete Steege, Founder of B2B ClarityWant more insights on mastering the fundamentals of selling? Explore more episodes of The B2B Revenue Executive Experience where elite sales leaders share the systems, mindsets, and tools that drive consistent performance. 🎧 Browse all episodesSubscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

Digital presence can make or break B2B success. However, most companies are still flying blind when it comes to their websites. According to Sahil Patel, CEO of Spiralyze, a shocking 70-80% of B2B companies don’t A/B test their landing pages, instead relying on gut instinct and copying competitors.In this episode of The B2B Revenue Executive Experience, Sahil joins host Cory Cotten-Potter to share effective landing page optimization, the power of systematic A/B testing, and building a culture of experimentation in B2B organizations.What You'll Learn:How to transform your website into your top-performing sales repWhy showing actual product images outperforms generic happy people stock photos in B2B contextsHow to measure A/B test success beyond just form fills by tracking qualified lead conversionWhy leading with solutions rather than problems creates more effective organizational communicationHow to build a culture of experimentation that focuses on outcomes rather than over-analyzing failuresSahil Patel is the CEO of Spiralyze, a company specializing in predictive CRO and data-driven landing page optimization. With over 23 years of experience in sales, operations, software development, and finance, he previously founded ER Express, leading it for 11 years before a successful exit in 2022. His expertise in conversion rate optimization is demonstrated through Spiralyze's execution of over 130,000 A/B tests for clients, including Netflix, Podium, the NBA, Lowe's, Harvard, and Gusto.GUESTS: Sahil Patel, CEO of SpiralyzeSubscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

While companies are fighting for market share and struggling with efficient growth, most of them overlook one of their most powerful levers: pricing strategy. While companies obsess over product features and marketing tactics, pricing often remains an afterthought. However, according to Bill Wilson, Founder and CEO of Pace Pricing, this approach could be leaving significant value on the table.In this episode of The B2B Revenue Executive Experience, Bill joins host Cory Cotten-Potter to share why pricing should be treated as a core business function, not just a tactical afterthought, and learn practical strategies for implementing price changes that drive growth.What You'll Learn:How to shift pricing from a tactical afterthought to a strategic function that drives growthWhy hybrid pricing models are becoming essential for modern SaaS companiesThe three key levers of monetizationHow to effectively communicate price increases to customers without apologizingWhy 98% of companies see positive results from even small pricing adjustmentsHow to segment customers for strategic price changes and minimize churnBill Wilson is the Founder and CEO of Pace Pricing, a consulting and coaching firm specializing in pricing strategies for B2B SaaS companies. With over 20 years of experience in entrepreneurship, consulting, and software development, Bill has achieved three successful exits and guided companies through various growth stages. As a three-time founder and trusted advisor, he has coached hundreds of SaaS teams, partnering with accelerators, PE firms, and pricing consultancies to optimize their pricing strategies.Want more insights on mastering the fundamentals of selling? Explore more episodes of The B2B Revenue Executive Experience where elite sales leaders share the systems, mindsets, and tools that drive consistent performance. 🎧 Browse all episodesSubscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

“Disciplined sellers grow revenue by consistent prep, better questions, and tight follow-through.”What does it take to succeed in modern B2B sales? In this episode of The B2B Revenue Executive Experience, John Golden, Chief Strategy & Marketing Officer at Pipeliner CRM and bestselling author of How to Win at Social Selling, breaks down what it truly means to be a disciplined seller, someone who thrives not by luck or charisma, but through consistent execution of the fundamentals.Discover the sales principles that drive trust, resilience, and performance. From value-based selling and sales prospecting training to AI coaching tools and communication skills frameworks, this conversation blends old-school mastery with modern strategies for success in 2030 and beyond.What You'll Learn:Why sales still struggles with professional perception, and how structured education is changing thatThe power of preparation and mastering fundamentals, even for veteran salespeopleHow to maintain mental health in a profession built on rejection, ghosting, and variable incomeThe balance between authenticity and professionalism in building buyer trustWhy curiosity and business acumen are now essential sales skillsHow AI is transforming sales roles by 2030, shifting focus to creativity and problem-solvingJohn Golden is the Chief Strategy and Marketing Officer at Pipeliner CRM, with over a decade of experience at the forefront of AI-driven sales technology. His journey spans from technical writing in Dublin to Silicon Valley sales and marketing, including leadership roles at Salesforce ecosystem companies. John is also a bestselling author of "Winning the Battle for Sales" and "How to Win at Social Selling," and the executive editor of SalesPop, where he's conducted over 1,500 interviews with industry leaders.GUESTS: John Golden, Chief Strategy and Marketing Officer at Pipeliner CRMSubscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so