The Pocus Unlocking Revenue Podcast

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.

Ready to build next-level pipeline? Most sales teams are struggling to adapt their traditional prospecting methods to today's market. The old playbook isn't delivering results, and revenue targets feel out of reach.As the CEO and Founder of AMP Creative, Morgan J. Ingram has developed prospecting and outbounding frameworks that blend time-tested sales principles with content strategies. His unique approach has helped countless B2B enterprises transform their pipeline generation from a constant grind into a scalable, systematic process.In this exclusive session, we covered actionable strategies that are generating real results in 2025:Master the science and art of modern prospecting through Morgan's proven frameworks for LinkedIn engagement, cold calling, and email outreach - including specific scripts and templates that consistently drive responsesTransform your content strategy into a powerful pipeline generator, learning how top performers are leveraging thought leadership and strategic content to attract and engage high-value prospectsGet social selling strategies that actually work, moving beyond surface-level engagement to build meaningful relationships that convert into revenue opportunitiesWhether you're an SDR looking to exceed quota or a sales leader aiming to transform team performance, Morgan's insights will help you navigate the complexities of modern B2B sales with greater confidence and effectiveness.About MorganWith a decade-long career in sales, Morgan J. Ingram founded AMP Creative, a growth partner agency that leverages industry experts and influencers to drive content creation and pipeline generation for B2B enterprises. As the CEO and Founder of AMP Creative, he imparts valuable insights and innovative ideas through engaging videos and in-depth content, focusing on topics such as AI integration for sales acceleration, enhanced content strategies, and customer experience optimization.

The best GTM leaders don't always come from traditional backgrounds - and Stevie Case is the perfect example. Stevie Case, CRO of Vanta, brings a truly unique perspective to modern revenue leadership. She started her career as the world's first female pro gamer and is now known for building high-performance revenue teams in tech.We covered:Stevie's career journey from gamer to tech leaderHow she thinks about building high-performance revenue teamsHer predictions for sales trends to be aware of in 2025About StevieStevie Case serves as the Chief Revenue Officer at Vanta. She brings over two decades of tech expertise to her role driving growth for the security and compliance solutions provider. A trailblazer in gaming, Stevie made history as "KillCreek," the world's first female professional gamer, before expanding her career into tech. Beyond her work at Vanta, she serves as a founding partner at 20SALES, a consultancy helping SaaS companies optimize their revenue operations, and as a founding operator at the Coalition Network, connecting operators with venture capital opportunities. Her leadership philosophy centers on building high-performance teams and developing customer-centric products that create meaningful impact.

BizOps teams have become a standard part of GTM teams, but it can look different at every company, with different responsibilities and team structures. So, WTF is BizOps? And how do you ensure it drives real business impact?Stuart Wilson, VP of Business Operations at Drata, brings a unique perspective from his journey through investment banking, private equity, and operational leadership at high-growth companies like SurveyMonkey and Hotel Engine. Stuart breaks down the evolution of modern ops teams and shares practical frameworks for building functions that scale.Here's what we explored:The Ops Evolution: How business operations has transformed from a back-office function into a strategic driver of growth, and what this means for companies at different growth stagesBehind the Scenes: A detailed look at how modern ops teams function, including real examples from Stuart's experienceCareer Pathways: Practical guidance for both founders considering their first ops hire and professionals looking to transition into ops leadership rolesThe Future of Ops: Stuart's thoughts on how emerging technologies are reshaping operations and the essential skills ops leaders need to developAbout StuartStuart Wilson is a seasoned Biz Ops leader currently serving as VP of Business Operations at Drata. Before joining Drata, Stuart held leadership roles at Hotel Engine and SurveyMonkey, where he shaped operational strategy and drove business growth. Before transitioning to operational leadership, Wilson honed his financial acumen in private equity and investment banking.