The Pocus Unlocking Revenue Podcast

+120% annual quota for a business travel platform… during the pandemic. Mark Goldberger did it. If there’s someone who can teach all of us a thing or two about sales, it’s definitely Mark, so we had to get him on our podcast! One of Mark's biggest passions is coaching his team to be 10x sellers. And we’re asking him to share all of his tips and tricks with us. In this episode, we covered: Mark’s career path into sales, including his time at Navan where he helped to bring in over $100m ARR How Mark identifies tool opportunities for his team to help them 10x their skills How sales is changing as an industry, and what you can do to stay ahead of the curve About Mark Mark Goldberger is Head of Enterprise Sales at Ramp, the fastest-growing corporate card and bill payment software in America, and recently named Most Innovative Company in North America by Fast Company. Prior to joining Ramp, Mark was the first enterprise rep at TripActions (now Navan), where he helped bring in more than $100m of ARR as an IC and sales leader. Before TripActions, Mark worked at Highfive, a video conferencing company since acquired by Dialpad.

Where is sales heading in 2025? Find out in our deep dive with First Round Partner Meka Asonye. We covered what's actually working in today's shifting landscape and what's coming next. From his experience scaling a 100+ person revenue team at Mixpanel to funding seed-stage startups at First Round, Meka brings a refreshingly practical perspective to separating game-changing AI innovations from the shiny distractions. In this episode we covered: Meka’s framework for separating tools from toys when evaluating sales tech companies The three make-or-break priorities sales teams should focus on heading into 2025 What will change - and what won’t - in the GTM world as AI becomes more advanced. About Meka Meka Asonye is a Partner at First Round Capital, a seed-stage technology venture fund. Previously, he served as the VP of Sales & Services at Mixpanel, where he ran the more than 100-person global revenue team and owned the customer lifecycle from first website visit to renewal. Before Mixpanel, Meka spent four years at Stripe as it scaled from 250 to 2000 people and matured its sales org. When he first joined in 2016, Meka served as one of the payments company’s early account executives, leading their first attempts to go upmarket and land enterprise logos. For the next three years, he headed up Stripe’s Startup/SMB business, including launching outbound sales, optimizing self-serve, and building a customer success function.

Modern GTM teams are strapped for time and limited on resources. AI can help with both of these issues, but knowing where to double-down on new tech can be tricky. This episode of the 10x GTM podcast with Amanda Kahlow is all about the future of AI x GTM. Amanda's new company, 1mind, recently came out of stealth mode to reveal an AI tool that can tackle a wide range of GTM jobs to be done. In this conversation, Amanda shares her insights from building 1mind, including how she plans for a rapidly changing GTM landscape. We covered: Amanda's experiences as the founder of both 6sense and 1mind How Amanda identifies where to place bets with AI The future of B2B as AI continues to evolve About Amanda Amanda is a category-creating 3x Entrepreneur, most notably as Founder & former CEO of 6sense, and currently Founder & CEO of 1mind. 1mind melds the best minds across your go-to-market teams into wicked-smart, all-knowing super-human AIs who can do it ALL. 1mind AI's go beyond efficiency and productivity to create meaningful connections, deliver exceptional experiences, and drive business growth. 1mind is a photo-real face voice and proactive real-time brain that can join a Zoom, give a pitch, lead a sales call, and give a custom demo, all in real-time across virtually any channel. They act as a BDR, ride-along sales engineer on calls ready to answer the hard questions, commercial rep to customer success managers.

AI is everywhere - but how do you know what's a tool and what's a toy? Can you really level up your team and become 10x more productive? What tasks is AI actually helpful for? Kieran Flanagan, HubSpot's SVP of Marketing and a leading AI strategist, breaks down how artificial intelligence is transforming business operations, explaining that companies need to focus first on improving customer experience rather than just chasing efficiency gains or revenue growth. In this episode of the 10x GTM podcast, Kieran shares his unique perspective on AI adoption and emphasizes that the most successful companies will be those where teams view AI as a core part of their jobs rather than just an experimental initiative. About Kieran Kieran Flanagan is the SVP of Marketing at Hubspot, overseeing all things GTM and AI. Kieran has a proven track record in helping SaaS businesses, from start-ups to enterprise-level grow their traffic, users and revenue. He is a thought leader on growth marketing and speaks at events across the globe on the topic.

AI can make it faster and easier than ever to do deep-dive prospecting research, cutting the time it takes from hours to minutes. But with so much AI hype, how do you know which tools are legit? And where does AI fit in with social selling and #SMYKM? If you’re feeling confused by the AI hype you’re not alone. This episode of the 10x GTM Podcast is all about social selling in the age of AI. In the episode, we cover: Social selling 101 The Show Me You Know Me framework for writing compelling outreach How to build a strong sales POV and stand out in a crowded inbox AI tools you can use to speed up/simplify your workflows About Sam With just shy of 100,000 LinkedIn followers, #samsales’ Founder and CEO, Sam McKenna, has spent her nearly 15+ year career in Enterprise sales doing two things: breaking over 13 sales records and doing so by leading with a manners-first and buyers-first approach to sales that shuns the status quo of the profession. ‍ In addition to sharing her practical and actionable sales, leadership, and entrepreneurial tips, Sam holds an unparalleled amount of distinctions as a LinkedIn expert, including being one of few people to be a LinkedIn brand ambassador and LinkedIn Sales [In]sider. Further, she has been creating content since 2011, been an influencer on the platform since 2016, is a former Enterprise sales executive leader for LinkedIn’s Sales Navigator division, and was awarded the coveted Top Voice on LinkedIn award in 2024. ‍ Sam has also been named a Top 100 Global Sales Leader 2023, Top 50 Women in Revenue, Top 25 Women in Revenue, Top 20 Women in Sales Leadership, repeated recognition as both a 100 Best LinkedIn Influencers and a Top Ten LinkedIn Sales Star, amongst dozens of awards, and is frequently sourced as a keynote speaker for global brands.

RevOps may be the GTM team poised to gain the most from the surge in AI tools. In this episode of the 10x GTM Podcast, we talk with Tessa Whittaker, VP of RevOps at ZoomInfo, about where teams are struggling today and how AI can help them do more with less. Listen in as we cover: Tessa's career path from EA to VP of RevOps The challenges facing RevOps teams today How AI is shaping RevOps now and in the future About Tessa Tessa Whittaker is the Vice President of Revenue Operations at ZoomInfo. Prior to this, she spent nearly nine years at Salesforce, most recently serving as Senior Director of Enterprise Strategy & Operations for Tableau globally.

How do you generate growth in a crowded, noisy market? Ditch the one-size-fits-all outreach and go ABX: account-based everything. In this episode, growth expert Kyle Poyar is talks with us about how to make the shift to ABX. From the key ABX success metrics you need to track to how AI fits into your account-based strategy, we'll be unpacking it all. Our conversation covers: Kyle's experience starting and growing Growth Unhinged from 0 to 50k+ subscribers What you need to know about the new era of consultative selling and ABX The metrics your team needs to focus on to measure success About Kyle Kyle Poyar shares growth insights with over 50,000 readers in Growth Unhinged, his weekly Substack newsletter. He’s a longtime VC operating partner where he helps portfolio companies fuel growth and become market leaders. He specializes in monetization, product-led growth (PLG) and SaaS metrics.

Building customer buy-in and driving product adoption are two of the most important ways to drive growth in today's market. With over 15 years of product marketing experience, Kevin Baldacci has created a winning framework for GTM teams to accomplish these goals. This season of the Pocus podcast is all about up-leveling your GTM skills 10x. In our first episode of the season, we cover: Kevin's 11-year tenure at Salesforce and how it shaped his career path How marketing has changed with the rise of AI and where Kevin sees GTM x AI heading The framework Kevin uses to build product adoption with new tech like Asana AI About Kevin Kevin Baldacci is the Head of Solutions Product Marketing at Asana. Before joining Asana, Kevin spent over 11 years at Salesforce, most recently serving as Senior Director of Product Marketing, leading the Go-To-Market Product Marketing team for Salesforce's Marketing Cloud solutions. His earlier experience at Salesforce includes running global GTM strategies for the marketing automation tool Pardot.

Saad Khan is the Director of Sales and Business Development at Aligned. Before Aligned, Saad was instrumental in growing Business Development teams at Enable, Dooly, and Vendr. Saad is a signal-based selling advocate who advises GTM teams on integrating signals into their outbound strategy. In this episode, He talks us through building signal-powered outbound at-scale

Angelica is currently the Head of Demand Generation at Vercel where she’s helped the company scale their PLG acquisition motion. She’s an expert in growing developer facing products and brands. Her background in sales development and marketing operations brings a unique viewpoint to building and executing revenue marketing programs.