Revenue Leaders

Brian Williams, founder of HockeyStick and former leader of Xero’s regional ecosystem, is a partnerships and go-to-market strategist. He explains what partnerships really are, how partner ecosystems drive pipeline and larger deals, why they need an 18-month view, and how reps can start building reciprocal partner relationships.

They argue most deals fail from rushed discovery, not price. The conversation traces a real win where deep discovery, stakeholder alignment, and a slower process beat larger competitors. They cover turning stakeholders into collaborators and mapping success before proposing. The focus is on demonstrating value through process rather than competing on cost.

Most sellers don’t miss their targets because of effort.They miss them because they don’t plan the work behind the number.In this episode of Revenue Leaders, we break down how top sellers and sales leaders reverse-engineer their year, map activity to targets, and remove guesswork from execution.You’ll learn:Why targets alone don’t drive sales performanceHow to reverse-engineer your sales year into daily activityWhat to do when deals slip and results fall behindWhy controlling activity matters more than controlling outcomesHow top sellers plan for pressure instead of reacting to itIf you sell complex or B2B deals, manage sales teams, or want more consistent performance, this episode is for you.⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.beehiiv.com/Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.Watch Full Episode on YouTube:https://www.youtube.com/@revenueleadersFollow us:https://www.instagram.com/davidfastuca/💬 About Revenue LeadersA podcast for founders, sales managers, revenue operators, and GTM leaders who want to build a predictable pipeline, increase close rates, and run teams that operate with clarity, intention, and force.New episodes every Thursday at 3:00 AM Melbourne time.

Most sales teams don’t have a training problem.They have a performance decision problem.In this episode of Revenue Leaders, we break down whether sales leaders should invest in underperforming reps, when training actually works, and when it’s a waste of time.You’ll learn:Why training only works for willing repsThe difference between skill gaps and mindset problemsWhen underperformance is a leadership issueHow top teams invest in performance the right wayIf you manage sales teams or run a GTM function and struggle with inconsistent performance, this episode is for you.⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.beehiiv.com/Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.Watch Full Episode on Youtube: https://youtu.be/wi-ij14-1RY🎧 Listen on Spotify:https://open.spotify.com/episode/1HXn...Follow us:https://www.instagram.com/davidfastuca/David Fastuca (@davidfastuca) | TikTok💬 About Revenue LeadersA podcast for founders, sales managers, revenue operators, and GTM leaders who want to build a predictable pipeline, increase close rates, and run teams that operate with clarity, intention, and force.New episodes every Thursday at 3:00 AM Melbourne time.

Deals often stall after proposals, marking a risky phase for sellers. Information overload from digital deal rooms can overwhelm buyers, leading to delays. With enterprise buying committees often exceeding a dozen people, gaining consensus becomes challenging. Champions may experience fatigue while trying to advocate internally for a deal. Proactively guiding buyers and creating persona-focused deal rooms can empower champions and streamline approvals. Understanding past decision-making processes is crucial for navigating buyer dynamics.

Most sales reps are told the same thing every year:“Cold calling is dead.”But the truth is more uncomfortable — cold calling still works in 2026, if you understand timing, relevance, and buyer psychology.In this episode of Revenue Leaders, we break down the reality of modern cold outreach and why most reps fail before the conversation even starts.You’ll learn:Why cold calling still works (and when it doesn’t)What actually triggers buyers to take a meeting nowHow relevance and urgency beat volume every timeWhy generic email cadences are getting ignoredHow top reps use December to get a head start on next year’s pipelineThe real difference between random outreach and strategic outreachThis isn’t about scripts or hacks.It’s about understanding why buyers say yes — and why they push you to “next year.”⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.beehiiv.com/Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.Watch on YouTube: https://www.youtube.com/@revenueleadersFollow us:https://www.instagram.com/davidfastuca/ https://www.tiktok.com/@davidfastuca💬 About Revenue Leaders:A podcast for founders, sales managers, revenue operators, and GTM leaders who want to build a predictable pipeline, increase close rates, and run teams that operate with clarity, intention, and force.New episodes every Thursday at 3:00 AM Melbourne time.

Most reps think buyers ignore them because “the market is quiet” or “it’s December.”In reality, buyers don’t respond because your message has no clear purpose, no relevance, and no reason to care right now.In this episode, we break down:The #1 reason buyers ignore your emails, calls and LinkedIn messagesWhy generic outreach is killing your reply ratesHow top reps create urgency and context in under 30 secondsWhat would actually make you take a meeting right now (and how to use that)Why December is a hidden advantage for serious reps, not a dead monthHow to use intent, timing and personalization to book more meetings with big orgsSimple messaging shifts that turn “no reply” into real pipelineThis isn’t another fluffy list of “sales tips.”It’s a real conversation about buyer psychology, cold outreach, and what high-performing B2B sales teams do differently to win meetings.⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.beehiiv.com/Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.Watch on YouTube: https://www.youtube.com/@revenueleaders💬 About Revenue LeadersA podcast for founders, sales managers, SDRs, AEs, revenue operators, and GTM leaders who want to build a predictable pipeline, increase close rates, and run teams that operate with clarity, intention, and force.New episodes every Thursday at 3:00 AM Melbourne time.

Sales teams often overlook the real issues: targeting, culture, and alignment. Discover why your ideal customer profile might be unclear despite appearances. Learn how high-performing teams plan decades ahead and the pitfalls of above-the-line campaigns. Uncover what true sales transformation demands and how to navigate internal resistance effectively. Regan shares strategies to create tailored ICPs for various services. This isn’t just another sales talk; it’s a deep dive into building a robust revenue culture and strategic execution.

New Season Coming Soon

In this episode, we sit down with Michael , Chief Sales Officer at NHP Electrical Engineering, to explore why the way you sell is as important—if not more so—than what you’re offering. Drawing from his own journey from engineering to sales leadership, Michael sheds light on approaching customers with genuine value, the difference between transactional and professional selling, and how his engineering mindset influenced his sales approach.