ZoomInfo Labs Podcast

Lauren Silvers, Director of Go-to-Market Programs at Ironclad is today’s guest. We explore how signal-based selling, AI, and sales enablement are reshaping the go-to-market landscape, and hear learning from Lauren’s industry-spanning career in GTM, academia, and beyond. In this episode, you’ll learn:How Lauren built a scalable pipeline engine at IntercomWhy signal-based selling is the key to cutting through the noise in outboundThe importance of aligning sales enablement with the buyer’s journeyHow to balance short-term wins with long-term sales successLauren shares tactical insights from her experience leading sales excellence at LinkedIn and Intercom - plus her go-to framework for embedding successful sales plays. If you’re a GTM leader looking to drive predictable pipeline growth and increase sales efficiency, well, you’ve probably already clicked play.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham 

This week on the ZoomInfo Labs Podcast, we sit down with Mark Roberge, co-founder of Stage 2 Capital, former CRO at HubSpot, and a professor at Harvard Business School to explore the future of AI in sales and how GTM leaders can drive sustainable growth.In this episode, you’ll learn:Why AI is creating a new "Innovator’s Dilemma" for sales teamsHow to know when (and how fast) to scale your sales teamWhy cross-functional alignment is critical for GTM successThe future of demand generation and why community-led growth (CLG) is gaining tractionMark shares practical advice from his experience scaling HubSpot, investing in over 50 companies, and teaching the next generation of sales leaders at HBS. If you’re a GTM leader looking to future-proof your strategy, you don’t want to miss this one.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠Ben on LinkedIn - ⁠https://www.linkedin.com/in/bensalzman⁠Millie on LinkedIn - ⁠https://www.linkedin.com/in/milliebeetham

Christine Trodella, Vice President at Meta Reality Labs is our final guest of season 2. Christine leads go-to-market strategies for Meta’s cutting-edge AR and VR technologies. We chat about her early roles in tech to now shaping the future of spatial computing, how Meta is transforming industries through AI and mixed reality, and the challenges and opportunities of creating an entirely new category. For more from ZI Labs, visit www.zoominfo.com/labs Ben on LinkedIn - https://www.linkedin.com/in/bensalzman Millie on LinkedIn - https://www.linkedin.com/in/milliebeetham

Today's guest is Paul Fipps, President of Global Industries and Strategic Growth at ServiceNow.  Paul shares his remarkable journey from the military to Under Armour and now ServiceNow, where he drives innovation for some of the world’s most renowned brands. We discuss customer-centric go-to-market strategies, ServiceNow’s groundbreaking AI capabilities, and how industries can embrace transformative growth. For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - ⁠https://www.linkedin.com/in/bensalzman⁠ Millie on LinkedIn - ⁠https://www.linkedin.com/in/milliebeetham

Alexa Grabell, CEO and co-founder of Pocus joins the podcast today. Alexa brings her unique perspective on signal-based selling, the challenges of building a go-to-market tool, and how Pocus is leveraging AI. For more from ZI Labs, visit ⁠⁠www.zoominfo.com/labs⁠⁠ Ben on LinkedIn - ⁠⁠https://www.linkedin.com/in/bensalzman⁠⁠ Millie on LinkedIn - ⁠⁠https://www.linkedin.com/in/milliebeetham

In this episode, we’re joined by Manny Medina, Founder and Executive Chairman of Outreach. Manny shares his journey from practitioner to founder, the pivot that helped Outreach become a category leader, and the lessons he's learned along the way. We of course, also talk about AI. Discussing how it’s transforming sales, reshaping productivity, and what teams can do to prepare for the future. For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - ⁠https://www.linkedin.com/in/bensalzman⁠ Millie on LinkedIn - ⁠https://www.linkedin.com/in/milliebeetham

In this episode, we’re joined by Ross Rich, CEO and co-founder of Accord. Ross shares his journey from the music industry to sales, eventually founding Accord, a sales collaboration platform. He talks about the challenges of building go-to-market tools, the importance of strong sales processes, and how Accord’s customer-first approach drives their success. For more from ZI Labs, visit www.zoominfo.com/labsBen on LinkedIn - https://www.linkedin.com/in/bensalzmanMillie on LinkedIn - https://www.linkedin.com/in/milliebeetham

Today's guest is Nick Lewis, Global Head of Revenue Enablement at Uber for Business. Nick shares his unique journey from elementary school teacher to leading enablement at one of the world’s most recognizable brands. We chat abouthow his background in education shaped his approach to go-to-market strategies, the importance of change management, and the role of AI in the future of sales enablement. For more from ZI Labs visit ⁠⁠⁠⁠⁠www.zoominfo.com/labs⁠⁠⁠⁠⁠ Ben on LinkedIn - ⁠⁠⁠⁠https://www.linkedin.com/in/bensalzman⁠⁠⁠⁠ Millie on LinkedIn - ⁠⁠⁠⁠https://www.linkedin.com/in/milliebeetham⁠

ZoomInfo’s very own Chief Revenue Officer, James Roth joins the pod! James shares his remarkable journey from door-to-door sales in Washington, D.C., to leading revenue at a public company. Hear his insights on leadership, the role of technology in sales, and the early impacts of AI on go-to-market strategies. James opens up about the lessons he’s learned, the mindset that drives his success, and how ZoomInfo is leveraging AI to help businesses thrive. For more from ZI Labs visit ⁠⁠⁠⁠⁠www.zoominfo.com/labs⁠⁠⁠⁠⁠ Ben on LinkedIn - ⁠⁠⁠⁠https://www.linkedin.com/in/bensalzman⁠⁠⁠⁠ Millie on LinkedIn - ⁠⁠⁠⁠https://www.linkedin.com/in/milliebeetham⁠

Sam Jacobs, founder and CEO of Pavilion, a global community for go-to-market leaders chats with us about his personal journey of building Pavilion from the ground up, turning setbacks into a thriving network of 10,000 members. Along the way, he offers valuable insights on creating meaningful professional communities, how AI is reshaping business strategies, and why revenue generation is truly a team sport. For more from ZI Labs visit ⁠⁠⁠⁠www.zoominfo.com/labs⁠⁠⁠⁠ Ben on LinkedIn - ⁠⁠⁠https://www.linkedin.com/in/bensalzman⁠⁠⁠ Millie on LinkedIn - ⁠⁠⁠https://www.linkedin.com/in/milliebeetham⁠