Bridge the Gap™ by Revenue Reimagined

Are you “fixing pipeline” while millions leak out the bottom of your funnel?In this episode of Bridge the Gap, we sit down with Marcus Chan, founder & CEO of Venli Consulting, creator of Revenue Engine OS, and WSJ bestselling author, to show you how to build a real revenue engine that scales on systems, not heroics. Marcus has led a $195M org and helped 700+ companies recover nearly $1B in hidden revenue. We break down discovery that actually converts, management cadences that raise the floor, and why “more pipeline” is the wrong answer to a win-rate problem.🔑 Key HighlightsThe #1 hidden leak: low win rates from weak discovery (not “pipeline”)Discovery vs. qualification: stop using BANT like a scriptFrameworks that scale thinking (POWERFUL, RIM) without turning reps into robotsDiagnose before you prescribe: audits, scorecards, and root-cause analysisBuild assets (playbooks, CRM fields, enablement) that compoundWhat to measure (and what to ignore): win rate, cycle time, conversion, not vanity coverageIf you’re a founder, CRO, VP of Sales or RevOps, or a GTM leader who needs predictable growth without adding headcount, this episode is for you.Connect with Marcus- marcuschanSponsor info: We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! Learn more about Sendoso today at https://www.sendoso.com…   ZoomInfo is another proud sponsor: https://www.zoominfo.com/gtm?utm_sour...  🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Do your sellers earn attention before they ask for time?In this episode of Bridge the Gap, we sit down with Leslie Venetz, founder of a GTM agency, bestselling author of Profit-Generating Pipeline, and one of outbound’s sharpest voices, to rewrite the playbook on modern prospecting. We unpack her Earn the Right framework, why most “personalization” is performative, and how to build trust in a noisy market without spamming anyone.🔑 Key HighlightsWhat “earn the right” really means in cold email and cold callsTurning features into benefits buyers actually care aboutThe line between real personalization and manipulative name-dropsCoach vs. tell: training reps to think, not template-and-sendCrafting ICP segments with filters that make messaging relevantAI’s role in research and quality control, not copy-paste volumeIf you’re a founder, GTM leader, or operator who wants practical outbound playbooks that earn trust first and drive meetings without spam, this one’s for you.Connect with Leslie- leslievenetzSponsor info: We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! Learn more about Sendoso today at https://www.sendoso.com…   ZoomInfo is another proud sponsor: https://www.zoominfo.com/gtm?utm_sour...  🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Are you shipping AI features or building workflows that actually win?In this episode of Bridge the Gap, we sit down with Nick Zeckets, founder of Smoke Signals, to cut through the GTM AI noise and show what real operational change looks like when AI powers workflows, not spam cannons.Nick’s done the reps across SaaS growth and sales leadership. His stance is clear and sharp. AI should connect your entire revenue motion end to end and it should show up in process design not just in prettier emails.🔑 Key HighlightsAI hype vs real GTM outcomesBuild proprietary signals that competitors cannot copyDesign end-to-end programs across marketing sales and CSMeasure pipeline quality, not vanity activityLeaner teams through operational automationSlow down to speed up with GTM and RevOps alignmentIf you are a founder GTM leader or operator who wants practical playbooks that drive revenue without chasing shiny objects this one is for you.Connect with Nick- nickzecketsSponsor info: We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! Learn more about Sendoso today at https://www.sendoso.com…   ZoomInfo is another proud sponsor: https://www.zoominfo.com/gtm?utm_sour...  🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Are You Hiring Sellers Or Burning Runway?In this episode of Bridge the Gap, we sit down with Matt Milligan, co-founder of Uhubs, to show how data-driven hiring, onboarding and coaching can de-risk sales teams and stop the revolving door of bad reps.🔑 Key HighlightsThe true cost of a failed sales hire Profile fit beats pedigree every time Activity signals that actually predict quota Frontline coaching that sticks and scales When to hire enterprise sellers vs upskill Culture scores that correlate with performanceIf you are a founder, GTM leader or operator who wants practical playbooks to hire smarter ramp faster and retain performers longer this episode is for you.Connect with Matt- mattmilliganSponsor info: We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! Learn more about Sendoso today at https://www.sendoso.com…   ZoomInfo is another proud sponsor: https://www.zoominfo.com/gtm?utm_sour...  🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Would You Follow A Sales Leader Who Doesn’t Sell? In this episode of Bridge the Gap, we sit down with Dan Lake, Head of Global Sales at ARInsights, to unpack what modern sales leadership actually looks like when the boss still picks up the phone. With 20+ years in the trenches, Dan lives the mantra: “If you lead sellers, you should sell too.”🔑 Key HighlightsHow Dan splits time across prospecting demos and enterprise renewalsSimple rituals that make remote teams feel connectedTurning “tell” into “ask” so reps learn to thinkLonger cycles, procurement hurdles, and AI review boards Why In-person is still Inbox for Enterprise Sales Cycles Every TimeBalance family and quota with intentional time and clear tradeoffsIf you are a founder, GTM leader, or operator who wants practical playbooks that drive revenue without chasing shiny objects.Connect with Dan Lake: https://www.linkedin.com/in/danlake1/Sponsor info: We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! Learn more about Sendoso today.ZoomInfo is another proud sponsor.🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Hiring the wrong leader can kill your startup.So why do GTM teams keep making the same mistakes?In this episode of Bridge the Gap, we sit down with Andy Mowat, founder & CEO of Whispered (ex-Upwork, Box, Gated), who’s tackling one of the riskiest, most expensive parts of growth: executive hiring.From scaling unicorns to building the largest database of unposted GTM roles, Andy shares why most teams build “backwards,” how to avoid wasting millions on the wrong VP of Sales, and what founders and executives should really be asking before they shake hands.What You’ll Learn: • The #1 mistake GTM teams make (and how to avoid it) • Why “get the best people on the bus” is a broken playbook • How to evaluate CEOs & leadership teams before joining • Why executive hiring is not recruiting—and how Whisper flips the model • When to hire your first VP of Sales vs. CRO (with stage benchmarks) • The role of fractional leaders vs. full-time execs in early stage growth • How AI is reshaping org design & go-to-market strategy • Why most jobs are whispered long before they’re postedConnect with Andy: https://www.linkedin.com/in/amowat/PS - huge shout out to Sendoso for sponsoring our show.We could not do this without you.See how Sendoso can help increase pipeline, ROI, and customer retention.🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Most entrepreneurs are being lied to.They’re told it’s easy. Buy a course, follow 3 steps, and you’ll make 7 figures in 7 days.The truth? The market doesn’t care about your story. It only rewards execution, focus, and solving real problems.In this episode of Bridge the Gap, we sit down with Ned Arick (Acquisition.com) — the guy who works side-by-side with Alex & Leila Hormozi to scale companies beyond $1M+ in profit.We dig into: • Why 70% of people should NOT be entrepreneurs • The brutal truth about “signal vs. noise” in your business • Why execution always beats strategy • How to pick the right vehicle for $1M, $10M, or $100M • The one underrated GTM role that will make or break your startupIf you’re serious about building, scaling, or even just surviving as a founder — this conversation is your wake-up call.👉 Subscribe for more raw, unfiltered conversations with top revenue leaders.👉 Share this with someone stuck chasing shiny objects.Connect with Ned: https://www.linkedin.com/in/nedarickPS - huge shout out to Sendoso for sponsoring our show.We could not do this without you.See how Sendoso can help increase pipeline, ROI, and customer retention.🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Outbound isn’t dead. Bad outbound is.In this episode, Salesforge CEO Frank Sondors shows how AI-native infrastructure lets lean teams beat bloated orgs—without spamming and without hiring sprees.What you’ll learn: • The real blocker in outbound: deliverability, not personalization—and how superior targeting revives reply rates • Why AI means you don’t need 10 reps to hit $10M—and where humans still win • The GTM “blend”: humans + agents in one stack (and how to A/B your team vs. agents) • Where current stacks add drag (email IPs, sequencing, manual ops) and how to fix it • Clean data → good AI: orchestration, context, and self-labeling to avoid “garbage in” • Compliance reality check: what agents can/can’t do across email, LinkedIn, calling • The 24-month outlook: agent-to-agent negotiations, procurement bots, and the new SDRFollow Frank: https://www.linkedin.com/in/franksondorsPS - huge shout out to Sendoso for sponsoring our show.We could not do this without you.See how Sendoso can help increase pipeline, ROI, and customer retention.🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

How do you fix an industry drowning in lawsuits and blown budgets? Luigi La Corte, co-founder & CEO of Provision (a Y Combinator–backed startup), joins us to share how his team is using AI to uncover risks hidden in construction documents.From managing multi-billion dollar infrastructure projects to building one of the most promising construction tech startups, Luigi talks: • Why contractors lose billions to hidden risks (and how AI can stop it) • His leap from civil engineering to YC founder • The future of AI-powered contract review • Lessons from early customers, sales, and scaling beyond product-market fitIf you’ve ever wondered how AI, construction, and entrepreneurship collide, this conversation is for you.Connect with Luigi: https://www.linkedin.com/in/luigi-r-la-cortePS - huge shout out to Sendoso for sponsoring our show.We could not do this without you.See how Sendoso can help increase pipeline, ROI, and customer retention.🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Everyone is talking about AI in go-to-market, but most of it is noise. In this raw and unfiltered episode of Bridge the Gap, Adam Jay and Dale Zwizinski cut through the hype to break down: • The real AI use cases that move revenue (and the ones that are pure vaporware) • Why AI is not a strategy—but must be part of your GTM strategy • The biggest mistakes CROs, founders, and RevOps leaders make when adopting AI • How to evaluate which tools are worth investing in and which will sink your pipeline • Why “AI SDRs” could destroy your brand before they help itIf you’re a founder, CRO, RevOps leader, or seller trying to figure out how to integrate AI without automating yourself into irrelevance—this episode is for you.PS - huge shout out to Sendoso for sponsoring our show.We could not do this without you.See how Sendoso can help increase pipeline, ROI, and customer retention.🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.