Revenue Blindspots
Sam Jacobs
Welcome to "Revenue Blindspots," the monthly podcast powered by Otter.ai, where we shine a light on the hidden challenges and unexpected lessons that shape the careers of top revenue leaders. Hosted by Sam Jacobs, CEO of Pavilion, each episode invites industry titans to share the pivotal blind spots that impacted their leadership, strategy, and growth. This podcast isn't just about uncovering mistakes; it's about learning from them to equip the next generation of revenue executives with the insights needed for success in today's dynamic marketplace. Tune in to gain actionable wisdom and learn how to adapt and thrive amidst the unexpected.
Episodes
Mentioned books
Oct 8, 2025 • 22min
Outbound Isn’t Dead - You’re Just Doing It Wrong
Too many startups wait until the bank account is empty before building a real GTM engine. In this episode, Sam Jacobs and Dmitri Lisitski unpack the blind spots of relying on referrals, how Influ2 booked 20 meetings a month from a standing start, and why outbound + contact-level ads is still one of the most powerful combos in B2B. They also explore the role of AI in scaling signal-based selling and what SDRs look like in the years ahead.
Sep 22, 2025 • 33min
Why Most Growth Teams Miss the Upsell Opportunity
Too often, growth leaders chase small, incremental wins while overlooking the real driver of scale: upsell. In this episode, Sam Jacobs and Darius Contractor dig into how product design and habit loops unlock expansion, the cultural blind spots that hold teams back, and why AI is quickly becoming a growth leader’s most important tool.
Aug 25, 2025 • 30min
Unveiling Data Darkness: Mark Rosenthal on Navigating Legacy Systems
Join Sam Jacobs as he delves into a compelling discussion with Mark Rosenthal, CRO at Castle Systems. In this episode, Mark unveils the significant blind spot of lacking data visibility within a long-standing organization, which operates with a legacy CRM system. Discover how Mark navigated these challenges to drive organizational change and optimize sales processes in a company that's been around for over half a century. This episode is crucial for anyone dealing with legacy systems and looking to modernize their sales operations.
Aug 11, 2025 • 26min
Decoding Churn: Enhancing Retention in High-Growth Businesses
Dive into a conversation with Kyle Norton, CRO of Owner.com, as he reveals the journey of addressing churn in a fast-growing SMB-focused business. Kyle discusses the challenges of identifying the true causes of churn and the strategic decisions required to improve retention. This episode offers valuable insights for leaders managing high-growth companies looking to refine their customer success strategies and enhance product value perception.
Aug 6, 2025 • 24min
Asad Zaman's Take: Rethinking Key Person Risk and Business Growth
Asad Zaman, CEO of Sales Talent Agency, joins Sam Jacobs to challenge conventional wisdom around key person risk. Asad's unique perspective on building a business deeply intertwined with personal brand and long-term vision offers a fresh take on driving growth without the traditional focus on enterprise value. This episode is perfect for leaders questioning the status quo and seeking to build enduring businesses with a personal touch.
Jun 30, 2025 • 32min
The Right Revenue: Learning from Blindspots in Leadership Strategy
In a captivating discussion, AJ Bruno, Founder and CEO of Quotapath, shares his entrepreneurial journey, highlighting transformative lessons learned from a critical meeting that reshaped his business strategy. He opens up about the dangers of fixating on new client acquisition instead of retention. AJ also discusses the creation of a 'war room' for customer success and the evolving yet tricky role of AI in businesses. Along the way, he even uncovers the intriguing history of M&M's, blending raw wisdom with unexpected sweetness!
Jun 16, 2025 • 36min
Elaine Zelby on AI and Marketing: Lessons in Operational Scaling
Buckle up for a marketing revolution! 🚀 Elaine Zelby, Tofu's co-founder and CRO, drops bombshell hot takes on Revenue Blind Spots, revealing:Why marketing teams should get variable payHow AI can personalize marketing for 1000 accounts instantlyThe counterintuitive truth about data and attributionFrom VC to startup founder, Elaine unpacks the secrets of revenue leadership that will transform how you think about go-to-market strategies. Prepare for insights that challenge everything you know about marketing and sales!
