The Pocus Unlocking Revenue Podcast

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.

Are your reps struggling in a tough market? AI promises massive efficiency gains, but most teams are drowning in tools without seeing real results. Kyle Asay, VP of Global Growth Sales at LaunchDarkly, increased his team's outbound pipeline by 142% while navigating the shifting GTM landscape. From his journey as an SDR at Qualtrics to scaling multiple high-performing teams, Kyle is sharing his insights on what actually works in modern sales.As a 5x President's Club qualifier and the founder of SalesIntroverts.com, Kyle knows firsthand how to coach both struggling and successful reps to reach their full potential. He shared candid insights about his own challenging start in sales and how those experiences shaped his approach to building unstoppable teams.Here's what we discussed:Kyle's framework for identifying and developing 10x sellers in technical sales environmentsThe truth about AI in sales - where it's transforming results, where it's falling short, and how to prepare your team for the next 18 months of changeReal-world tactics for discovery, building compelling POVs, and running outbound campaigns that break through the noiseAbout KyleKyle Asay began his career in sales as an SDR at Qualtrics, where he qualified for five consecutive President’s Clubs as an AE, front-line leader, and second-line leader. After an incredible 8.5 years at Qualtrics, he was recruited to MongoDB, where he served as the RVP of North America Acquisition. After nearly two years of rebuilding and scaling the organization, Kyle joined LaunchDarkly as the VP of Global Growth Sales, where he increased outbound pipeline won by 67%. Kyle also founded and runs SalesIntroverts.com, where he coaches other sellers on frameworks for success.

Is your GTM strategy built for $2M or $45M ARR? Most companies get stuck in the middle because they can't evolve their marketing engine fast enough.We're talking with Amrita Mathur, VP of Marketing at Zapier, who brings a rare combination of PLG and sales-led marketing expertise. Known for driving explosive growth, Amrita scaled Superside from $2M to $45M ARR in just four years. She specializes in building systematic "marketing machines" that create sustainable growth engines for B2B companies at every stage.Whether you're building your first demand gen motion or optimizing your current marketing strategy, you'll walk away with actionable frameworks tested at some of tech's fastest-growing companies.Here's what we unpacked:How Amrita built the growth engine that propelled Superside from $2M to $45MAmrita’s framework for identifying the most impactful growth levers What marketing leaders should look for when hiring and building winning teamsAbout AmritaAmrita Mathur serves as VP of Marketing at Zapier, bringing her extensive expertise in both product-led growth and sales-led marketing strategies. As a leader, Amrita is known for driving rapid growth. She previously led marketing at Superside, where she helped scale the company from $2M to $45M in annual recurring revenue over four years. She specializes in building and connecting systematic "marketing machines" that drive sustainable growth, with particular strength in demand generation, positioning, and community building. Drawing from her experience across various B2B segments, Amrita specializes in helping companies establish PLG motions and expand upmarket through strategic demand generation, focusing on exceptional execution is the ultimate differentiator.

GTM tech has never been better at driving results for users, but with so many new tools for building and closing pipeline, it's easy for tech stacks to become bloated.How do you avoid the toys and focus on the best tools? Here's what we discussed:Andy's career path across multiple unicorn startups and ops rolesHow he approaches building a GTM tech stack, including where AI fits inHis thoughts on AI autopilots vs copilotsThe role of intent tools in GTM- Ops teams won't want to miss this tactical conversation!About AndyAndy Mowat is the VP of Go-To-Market Ops at Carta. Prior to joining Carta, Andy ran Operations at several companies including Box and Upwork, and was the co-founder and CEO of Gated. Andy’s experiences at multiple startup unicorns has made him an expert in accelerating growth, driving efficiency, and using data to power GTM motions.

+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.