The Revenue Insiders

The Revenue Insiders bring you relevant topics around B2B Go-To-Market Strategy to help you create your unique go to market point of view, elevating your presence in your next meeting.This podcast focuses on Sales Operation, Sales Enablement, Sales Leadership, B2B Sales, GTM, Go-To-Market, Annual Revenue Planning, SKOs, Revenue Strategy & Career Growth

The Revenue Insiders is a business podcast hosted by Unknown Host, with 63 episodes on record and a Required Pod Score of 80.

Unknown Host hosts The Revenue Insiders, a business show with 63 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

• 

  Episode #2

  AI Is Exposing Your Pricing. Is Your Revenue Team Ready? with Todd Caponi

  Oct 1, 202643 minS3

  TLDR: Your end of quarter discount isn't speeding deals up, it's teaching buyers to wait. Todd Caponi, author of Four Levers Negotiating®, shows sales leaders and revenue teams a transparent way to negotiate that protects deal value and builds trust past the signature. Todd Caponi is the founder and principal of Sales Melon, a seven time sales leader, and the author of The Transparency Sale, The Transparent Sales Leader, and Four Levers Negotiating. Kelly Lewis and Tiffany Jones sit down with him to unpack the moment he discovered his model: a Houston conference room in 2008, a procurement team asking for 35% off, and four words on a whiteboard. As Q4 discounting season kicks off, AI is exposing pricing models, and peers are comparing notes on what they paid, Todd makes the case that old school negotiating is running out of road for sales managers, RevOps, enablement, and go-to-market leaders. Tiffany brings the buyer's side as a RevOps leader who owns the software budget, and pushes Todd on how any of this works with AI consumption pricing. In this episode: The four levers every B2B pricing model already runs on: volume, timing of cash, length of commitment, and timing of the deal Why fake expiring discounts slow deals down, and what to do instead What happens when an executive "closer" undercuts the rep at the finish line How the model holds up under consumption and usage based pricing The question every revenue team should answer: what do we give up to be great at our core? Follow The Revenue Insiders wherever you listen and leave us a rating. It helps more GTM professionals find the show.Subscribe on Spotify: https://open.spotify.com/show/1g4cKcEX9pIDnzBxxJzUvL Subscribe on Apple Podcasts: https://podcasts.apple.com/us/podcast/id1767256445 Watch on YouTube: https://www.youtube.com/@TheRevenueInsiders Follow on LinkedIn: https://www.linkedin.com/company/the-revenue-insiders Connect with Todd Caponi: https://www.linkedin.com/in/toddcaponi/ | https://toddcaponi.com

  ListenShow Notes
• 

  Episode #1

  Is AI Quietly Breaking Your Annual Planning? A GTM Midyear Check

  Sep 24, 202638 minS3

  TLDR: Eight months into 2026, Kelly Lewis and Tiffany Jones put their January predictions on trial. AI isn't coaching your reps, most companies aren't running the agents they told their board about, and annual planning is about to get messy. Season 3 of The Revenue Insiders opens with a midyear reckoning. Kelly and Tiffany revisit the go-to-market predictions they made in January and test them against what is happening now: sales manager span of control creeping toward 15 reps, SDR promotions falling off a cliff, the gap between companies that have deployed AI agents in RevOps and the ones that just say they have, and consumption pricing hitting annual plans nobody built for it. They also get into the Seismic and Highspot merger, what an OpenAI hiring post and the EU ban on emotion recognition in hiring tools say about EQ in sales, plus why governance is still unsolved in revenue operations. If you lead sales, RevOps, or enablement, or you are early in your sales career, this is your 2027 planning prep. In this episode: Why AI coaching inside the tools isn't the same as a manager developing a rep, and what happens when finance plans for 15 reps per sales manager The RevOps "haves and have nots" of AI agents, and why so many boards are being told a story that isn't true How AI assisted annual planning goes wrong when it's built on bad data and ignores the people, the buyer, and the go-to-market reality What consumption and outcome based pricing mean for comp plans, forecasting, net dollar retention, and the role of the CSM The future of enablement after the Seismic and Highspot merger, and why cutting your enablement team for AI is the wrong ROI math Follow The Revenue Insiders wherever you listen and leave us a rating. It helps more GTM professionals find the show.

  ListenShow Notes
• 

  Episode #31

  Salesforce's Contentful Buy and the Future of GTM

  Jun 11, 202631 minS2

  TLDR: Salesforce just acquired Contentful, and everyone is calling it a marketing story. Kelly and Tiffany make the case that it is actually a sales, enablement, and RevOps story about content becoming AI ready data. Here is what it means for your team before a Salesforce rep calls you this fall. Full Description: Salesforce signed a deal to buy Contentful, a content platform used by more than 4,800 brands including roughly a third of the Fortune 500. The headlines filed it under martech. On this episode, Kelly Lewis and Tiffany Jones turn it into something far more relevant for go-to-market teams: a preview of what happens when your content becomes structured data that AI can assemble on demand. They unpack the strategic logic of the deal, the eye opening down round from a 3 billion dollar valuation in 2021, and why this fits the broader pattern of Salesforce buying its way toward an agentic, headless future. Then they get practical. What does this mean for the enablement leader, the RevOps team, and the seller on the front line? This is a candid, occasionally spicy conversation about clean data, content governance, the consolidation versus best of breed debate, and the human skills that get more valuable as AI takes over more of the revenue motion. In This Episode: Why the Contentful deal is a sales and enablement story, not just a marketing one The data readiness problem and why garbage in still means garbage out, only faster Whether enablement platforms like Highspot and Seismic still have a role, and what survives How the enablement job shifts from making content to governing the truth Why critical thinking and discovery are the durable skills for every sales career The line in the sand: what should never be handed fully to AI Connect & Subscribe Follow The Revenue Insiders wherever you listen and leave us a rating. It helps more sales leadership, RevOps, and enablement pros find the show.Subscribe on Spotify: https://open.spotify.com/show/1g4cKcEX9pIDnzBxxJzUvL Subscribe on Apple Podcasts: https://podcasts.apple.com/podcast/id1767256445 Watch on YouTube: https://www.youtube.com/@TheRevenueInsiders Follow on LinkedIn: https://www.linkedin.com/company/the-revenue-insiders

  ListenShow Notes
• 

  Episode #30

  Why This AI Company Is Growing Enablement w/ Melina Giakas from Clay

  Jun 4, 202632 minS2

  TLDR: While enablement teams everywhere are shrinking and the whole market is racing to automate, Clay is doing the opposite. Melina Giakas explains why her AI-forward enablement team makes reps earn the shortcut before any automation gets switched on. Enablement is supposed to be the first thing AI replaces. So why is one of the most AI-forward companies in go-to-market growing its enablement team and deliberately pumping the brakes on automation? In this episode, Kelly Lewis and Tiffany Jones sit down with Melina Giakas, who leads GTM enablement at Clay, for a conversation that challenges almost everything you're hearing about AI in revenue right now. Melina shares how her team uses AI to compound competence instead of skipping it, why she makes go-to-market engineers prove a skill by hand for a quarter before automating it, and how Notion agents quietly handle content governance in the background. It's a practical, contrarian look at where AI actually belongs in modern sales enablement, RevOps, and the broader GTM motion. In this episode: Why Clay is growing enablement headcount while the market cuts it The "prove it before you automate it" rule for go-to-market engineers Why AI roleplay keeps failing (and it isn't the technology) Moving beyond the LMS to measure behavior change, not course completions Using Notion agents for content governance with a human in the loop Connect & Subscribe Follow The Revenue Insiders wherever you listen and leave us a rating, it helps more GTM professionals find the show. Spotify: https://open.spotify.com/show/1g4cKcEX9pIDnzBxxJzUvLApple Podcasts: https://podcasts.apple.com/us/podcast/the-revenue-insiders/id1767256445 YouTube : https://www.youtube.com/channel/UCNCx_Fge5kxBbKHev1C88CgMore : https://www.therevenueinsiders.com Connect with Melina Giakas: https://www.linkedin.com/in/mgiakas/ | https://www.clay.com

  ListenShow Notes
• 

  Episode #29

  The AI SDR Lie Every GTM Leader Needs to Hear

  May 28, 202629 minS2

  TLDR: Founder-led sales got you to seven figures. It won't get you to eight. Gearoid Cox, founder of SalesPipeline, joins us to unpack why most founders can't let go of sales, why AI SDRs are more brand damage than productivity gain, and what it actually takes to architect a sales motion that scales without the founder in every seat. Full Description: Every founder hits the same wall. The product is selling. The first ten clients came in on founder charisma and deep product knowledge. Then the business needs to scale, and suddenly the founder is the bottleneck nobody wants to name. Gearoid Cox built SalesPipeline to solve this exact problem. His firm hires, trains, and runs sales and marketing teams on behalf of small companies that have outgrown founder-led sales but aren't yet ready for a full in-house GTM org. In this episode, Tiffany Jones sits down with Gearoid for a candid conversation about the gap between founder selling and scalable selling, what gets lost when founders pitch features instead of mapping buyer journeys, and why the new-logo obsession is robbing most revenue orgs of the easiest growth available to them. They get into the AI conversation honestly: where AI is genuinely changing the game inside sales orgs (reporting, dashboards, enrichment), and where the AI SDR pitch is over-promising and damaging buyer trust at scale. If you're a founder, a fractional GTM operator, a head of revenue, or a RevOps leader trying to make sense of the moment, this one has receipts. In this episode: Why founders cling to sales and what to do about it The difference between a sales process and a founder in their head Buyer journey thinking versus features-and-benefits selling Why AI SDRs are great products pointed at the wrong use case Where the real revenue lives (hint: it's not new logos) What "graduating" from outsourced sales actually looks like Connect & Subscribe Follow The Revenue Insiders wherever you listen and leave us a rating — it helps more GTM professionals find the show. Guest Links Connect with Gearoid Cox: https://www.linkedin.com/in/gearoidcox/ | https://sales-pipeline.io

  ListenShow Notes

Recent guests on The Revenue Insiders. Study who booked and why before you pitch.

Based on semantic analysis of episode topics and host coverage, this show is a strong guest fit for executives in:

Industry fit is computed by PitchCentric using vector embeddings of the show's episode catalog.