The Pocus Unlocking Revenue Podcast

Tired of marketing teams that chase vanity metrics instead of moving the needle?Ready to challenge the "data-driven everything" orthodoxy that's paralyzing your team's execution?Stef Miller, Global Campaigns leader at Udemy, is sharing her contrarian playbook for building marketing teams that actually drive business growth.Stef brings a unique perspective from scaling marketing operations across high-growth SaaS companies and working with brands like Facebook and US Bank. She's passionate about cutting through marketing BS and sharing frameworks that create real impact, which is why she's joining us for this no-holds-barred conversation.We're diving deep into Stef's most controversial takes—like why "data-driven" decision making can kill momentum and why alignment culture often becomes an excuse for inaction.What You'll Learn:✅ Why "data-driven" marketing isn't always smarter — When intuition and speed trump endless analysis (this will challenge everything you think you know)✅ The alignment trap — Why too much consensus kills momentum and what accountability-first culture looks like in practice✅ Scaling secrets — How to build marketing teams from 2 to 50 people without losing effectiveness or diluting impactAbout StefStef Miller leads Global Campaigns at Udemy, blending brand, demand, and go-to-market strategy to drive business growth. With a background spanning high-growth SaaS companies and working for brands like Facebook and US Bank, she brings deep B2B expertise, executive clarity, and a collaborative leadership style that inspires teams and connects with audiences around the world.

Think your prospecting playbook is still working?Think again.Frank Perkins from Datadog has witnessed prospecting change more in the last 3 years than in the previous 30 years combined. He's here to share his bold vision for the future of sales, where AI agents handle the early sales cycle and human-to-human interaction happens much later in the process.We're diving deep into Frank's framework for transitioning from predictability to efficacy, exploring why the default motion of "send better emails" is outdated, and unpacking his prediction of an "agents selling to agents" future.We covered:✅ Why traditional outbound is broken - How the old "X calls = Y revenue" model is failing and what's replacing it✅ From predictability to efficacy - Frank's signal-first, scenario-based approach that actually works in today's market✅ The future of sales - His bold prediction about "agents selling to agents" and what still requires human touch✅ Hot takes on AI - Why AI reducing critical thinking might not be a bad thing (prepare for some debate!)

Want to learn how to scale your sales career alongside a fast-growing company?Looking for real advice on navigating the path from SDR to AE to sales leadership?Mike Stevenson from DocuSign shares his playbook for building a successful sales career over nearly two decades, including how he's scaled himself through 11 years at one company.Mike has led teams across the full spectrum—from SMB to Enterprise, from individual contributors to sales development reps, spanning North America and EMEA. He's had a front-row seat to DocuSign's evolution from the world's leading e-signature point solution to a comprehensive Intelligent Agreement Management platform.We covered:Scaling with your company: How to evolve your skills and role as your company grows and changesCareer progression secrets: The early advice that helped Mike build his sales career over two decades Prospecting mastery: Why prospecting is art vs. science, and how the approach differs for AEs vs. SDRsSDR to AE transition: What it really takes to make the jump to Account Executive in 2025About MikeWith nearly 2 decades of sales experience ranging from SMB to Enterprise, Mike has led teams of both full sales cycle Account Executives and Sales Development reps across North America and EMEA. Currently, Mike leads the Docusign Majors teams in the evolution of Docusign from the world's leading e-Signature product—which was more of a point-solution, demand-plan based sale—to a platform sales motion with their Intelligent Agreement Management solution.

Need guidance on how to consistently exceed sales targets and leverage AI in your sales workflow?Looking to learn from someone who has crushed targets and mastered modern sales techniques that actually work?Brian LaManna, Enterprise Account Executive at Gong, is passionate about sharing his hard-won sales insights with his fellow sellers, which is why he founded 'ClosedWon' a sales training company. He also posts regularly on LinkedIn and has amassed a massive 90K+ community on the platform.We walked through all of Brian’s favorite frameworks and strategies like signal-based prospecting. We also dove into how he’s thinking about what AI use cases actually work in sales.We covered:Signal-based prospecting best practices How to research accounts like a proHow to do killer disco every time The best ways sellers can use AI today‍About BrianBrian LaManna is joining us from Gong. He has gone on to win President’s Club 6 times by the age of 28 and is currently an Enterprise AE. He prides himself on his preparation, organization, and creating systems to make him successful. Outside of Gong, he is the founder of ClosedWon, a sales training company that provides daily content on LinkedIn, a free, weekly newsletter, and sales playbooks online. Outside of work altogether, he lives in Chicago and loves all things sports, going to new restaurants in the city, and spending time with friends and family.

Need direction on how a PLG motion and cold outbound prospecting can work in harmony?Looking for tips on how to avoid the “dev tool trap?”Marcus Holm, CRO of LaunchDarkly, is a dev tool veteran who helped transition LaunchDarkly to an outbound-oriented, value sales-centric GTM organization.Prior to joining LaunchDarkly, he built the sales org zero to one at Forter, led Global Account Sales at VMWare, and held various sales leadership roles at Heptio and Cloudera.Marcus will be diving into LaunchDarkly's successful transition from purely PLG to a strong SLG motion where product-led and cold outbound prospecting live together in harmony. We covered:Avoiding the “dev tool trap” when transitioning from PLG to SLG motionBuilding personal brands in B2B (his take might surprise you!)AI hacks that are transforming both professional and personal workflows The future of unified intent signals in predictable pipeline generation About MarcusMarcus built his career through roles in tech sales and go-to-market leadership. Following positions at Cisco and Cloudera, he built all GTM functions from scratch at GPU database startup Kinetica. Marcus then joined Heptio to develop their global sales team, contributing to its acquisition by VMware. As CRO at security startup Forter, he led all GTM functions and implemented a value sales approach that drove significant revenue growth and valuation increases. Currently, Marcus serves as CRO at DevOps tooling company LaunchDarkly, where he's been for 18 months, transitioning the organization to an outbound-oriented, value sales-centric GTM strategy.

Today's B2B marketers face a widening divide. While AI and personalization tools evolve at breakneck speed, most teams still rely on outdated playbooks that fail to capitalize on these innovations. The result? Missed opportunities, wasted budgets, and declining engagement across channels.Guy Yalif, Chief Evangelist at Webflow and former Co-founder of Intellimize unpacked the marketing trends every B2B marketer needs to know in 2025. In this session, we explored:The evolution of AI and personalization in B2BThe new playbook for modern marketing teamsHow GTM roles are shifting (Will we need fewer SDRs? Will marketing run more automation?)His bold predictions for marketing trends in 2025About GuyGuy Yalif is a seasoned B2B SaaS executive with over 20 years of experience helping marketers drive revenue on websites and across digital advertising using machine learning. Currently Webflow's Chief Evangelist, Guy has been a marketing leader at Twitter, BrightRoll, Yahoo, and Intellimize. He has been a part of four successful exits and was cofounder and CEO of Intellimize which was recognized multiple times as a Best Place to Work and INC5000 company. Guy received a Bachelor's degree in Mechanical and Aerospace Engineering from Princeton and an MBA from Stanford.

Planning to revamp your RevTech stack in 2025? Thinking about implementing AI tools for sales? …Feeling lost? Mollie Bodensteiner is the VP of Revenue Operations at Engine (the modern travel platform) and she's here to help. Mollie’s built RevOps teams at Corteva, Syncari, and Deel before Engine. She's spent millions on GTM software and knows what actually works (and what’s not worth the $$$)We covered:How to assess where AI fits in your RevTech stack Evaluating AI tools (ROI)Her framework to ensure reps actually adopt tools (especially AI)‍About Mollie Mollie Bodensteiner is VP of Revenue Operations and Enablement at Engine, the modern travel platform for booking and managing work trips. Mollie is one of the most forward thinking leaders in GTM, with experience leading revenue operations at Corteva Agriscience, Syncari, Deel, and Sound. Having spent millions procuring software to power GTM over her career, she’s translating that expertise into The RevTech Review, a newsletter focused on unbiased reviews of emerging revenue technology. 

Is your sales teams drowning in unqualified leads? What if you could transform every prospecting effort into a precision-driven revenue engine? In 2025, you can’t afford to keep running GTM like it's 2015.Most B2B sales teams are stuck in a cycle of inefficient pipe generation and unpredictable revenue growth. If you’re struggling to scale, time to take a hard look at your GTM playbooks.Kyle Norton, Chief Revenue Officer at Owner.com, shared the data-driven sales strategy that helped take Owner from $3M to $21M ARR in just 22 months. With 14+ years of B2B SaaS sales expertise, Kyle has cracked the code in building high-performance go-to-market engines.In this AMA, we dove into:His journey scaling Owner and lessons learned on everything from inbound optimization to standing up outbound How to use data to improve BDR efficiencyHow Kyle developed his cold calling playbook and why cold calling is better than emailWhether you're a sales leader battling inconsistent growth, a RevOps professional looking to optimize GTM, or a startup founder building your first sales flywheels—this webinar is your roadmap to predictable, exponential revenue growth.‍About Kyle‍Kyle Norton brings 14 years of revenue leadership experience to the forefront of sales innovation. As Chief Revenue Officer at Owner.com, he specializes in scaling go-to-market strategies for B2B SaaS companies. Norton has consistently helped organizations achieve remarkable growth by combining data-driven approaches with strategic insights, serving as a Limited Partner, Advisor, and Investor in the SaaS ecosystem.

Ready to unlock enterprise-scale growth? Many B2B companies struggle to evolve their sales motion from PLG success to strategic enterprise deals.How do you build an upmarket motion that complements your PLG flywheel? How do you build the internal muscle to do outbound? As the Director of Sales for North America at Monday.com, Jason Miller helped transform Monday's sales organization from its product-led roots to a sophisticated enterprise sales engine. His data-driven approach to sales leadership has helped Monday.com successfully navigate the complexities of selling a horizontal platform to enterprise buyers while maintaining hyper growth.In this AMA, we dove into:Mastering the art of value-mapping for horizontal products, learning Monday.com's battle-tested frameworks for translating platform flexibility into clear business value.How to build an effective outbound program and scaling your existing customer base into enterprise accounts.Why nailing sales and CS collaboration is a winning strategy for Monday.com.Whether you're a sales leader looking to move upmarket or a revenue operator working to optimize your enterprise motion, Jason's insights will help you navigate the transition from product-led growth to enterprise sales with greater confidence and predictability.About Jason‍With over six years at Monday.com, Jason Miller serves as Director of Sales for North America, where he drives sales process improvements and team performance across the region. As an early member of Monday.com's sales team, he has played a pivotal role in evolving the company's go-to-market strategy from product-led growth to enterprise sales, with a particular focus on data-driven sales practices, strategic customer success partnerships, and scalable coaching methodologies.

Is your sales team still pitching to developers like they're enterprise VPs? What if you could transform your technical sales motion from friction-filled demos to authentic product conversations? In 2025, you can't afford to run developer GTM like it's just another B2B playbook.Travis Patterson, Chief Revenue Officer at Merge, shares the developer-first sales strategy that drove SignalFx to a $1B+ acquisition and continues to power Merge's explosive growth. In this AMA, we discussed how to:Evolve your sales methodologies like MEDPIC for a developer GTM motionSuccessfully build the GTM engine for scale (series B - D)Build high-performing sales teams Whether you're a sales leader struggling to connect with technical buyers, a RevOps professional optimizing developer-focused GTM, or a startup founder building your first technical sales team—this session is your blueprint for predictable growth in the developer tools space.About TravisTravis Patterson is the Chief Revenue Officer at Merge. A proven sales leader in enterprise software, Travis specializes in scaling revenue organizations that sell to technical and developer audiences. Previously, he served as CRO at Imply and led sales at SignalFx through its $1B+ acquisition by Splunk.