Revenue Problem Solvers

Operationalize

Revenue Problem Solvers is the sales and revenue leadership podcast for founders, executives, and operators who are done with generic advice. One question drives every conversation: what's the most significant revenue initiative you've ever led, or the most challenging problem you've solved or are currently solving? The conversations span the entire GTM function from sales, marketing, ops, CS, product, leadership, and AI. Real stories. Specific lessons. No filler. New episodes weekly.

  1. Your Sales Training Has a 35% Completion Rate. Eve Kedar's Had 80%.

    6 hrs ago

    Your Sales Training Has a 35% Completion Rate. Eve Kedar's Had 80%.

    The industry average for sales training completion is 30–40%. Most companies treat that number like a ceiling. Dr. Eve Kedar treated it like a problem worth solving. At Seagate, she built the Systems Selling Academy, a global enablement program that hit 80% completion and tied directly to a 20% lift in sales growth. Her approach wasn't more content or better modules. It was community, peer coaching, and accountability built into the structure from day one. In this conversation, Eve breaks down exactly how she did it. The weekly leaderboards reported to senior leadership, the global point-and-sticker system that made teams compete across time zones, and the peer coaching sessions where managers modeled failure from the front. She also shares three actions any enablement leader can take immediately: listen to call recordings and map them to your sales process, run loss reviews instead of just win reviews, and build peer coaching into the engine of your program rather than adding it as an afterthought. Eve is the author of Build a Kickass Sales Team and Build a Kickass Online Community, and runs EK Consulting at ekconsulting.io, helping funded software companies get their reps executing consistently. This episode is brought to you by Virtual Causeway who are helping B2B companies get found earlier in the buying process by the right people. Visit virtualcauseway.com and mention the show for a special rate.

    48 min
  2. 21 Years to $10M: What a Founder Stops Doing When the Growth Finally Kicks In | Ben Buckley

    19 June

    21 Years to $10M: What a Founder Stops Doing When the Growth Finally Kicks In | Ben Buckley

    He got fired for a DUI. Started a side hustle to buy diapers and formula. Twenty-one years later, his company clears over $3 million a month. Ben Buckley is the founder and CEO of Digital Dreams, an 8-figure commercial AV integration company that has installed LED walls and enterprise security systems for Apple, Samsung, Salesforce, and Madison Square Garden. He runs it with zero paid ads, zero KPI dashboards, and zero formal sales goals. In 2019, Ben set a goal to hit $10 million in revenue. He hit it last year. And he knows exactly why it took so long — he was the one holding the company back. This episode gets into the real sequence of founder-led scaling: when to duplicate yourself in the field, how to find the hire that changes everything, why owning your customer relationship is non-negotiable, and what it actually takes to hand off sales without losing what makes you good at it. Ben also shares why he pulled back from operating in 31 states, how he gave away 10,000 residential customers for free, and what a CEO coach taught him about reference checks that he almost skipped. If you're a founder who's still the salesperson, the operator, and the closer all at once; this one is for you. You can see the work Ben's team does at Digital Dreams Installs on YouTube and TikTok. This episode is brought to you by Virtual Causeway. Virtual Causeway is helping B2B companies get found earlier in the buying process by the right people. Visit virtualcauseway.com and mention the show for a special rate.

    53 min
  3. The AI Champion at This $6M Company Is Not the CTO. Here's Why | Chris Fossenier

    12 June

    The AI Champion at This $6M Company Is Not the CTO. Here's Why | Chris Fossenier

    Most AI adoption advice sounds the same. Add the tool. Run the pilot. Hope the team figures it out. Chris Fossenier, Chief Growth Officer at Member Solutions and former corporate AI Champion at Vendasta, has a different playbook. And he's got results to prove it. In this episode, Chris breaks down exactly how he built a functioning AI revenue engine inside a real $6M business, with a non-technical team, and from the ground up. His content writer completed all of Q2's content in two weeks using an agent team she built herself in Visual Studio Code. His sales reps clean up pipeline and run targeted campaigns without touching a developer. His whole team queries company databases by asking questions in plain English. The framework is practical: one-on-one problem sessions to create a paradigm shift, read-only data governance, OKRs as the only filter for whether a tool survives, and a stack built around Claude, VS Code, and platform-native MCPs. If you're a revenue leader trying to move past AI experimentation and build something that actually runs, this is the episode. Chris is available for AI strategy sessions at ex10x.com and is active on LinkedIn. This episode is brought to you by Virtual Causeway. Visit virtualcauseway.com and mention the show for a special rate.

    47 min
  4. Jason Kraemer Shut Down a 16-Year Agency on Purpose. Here's What He Built Next.

    5 June

    Jason Kraemer Shut Down a 16-Year Agency on Purpose. Here's What He Built Next.

    He ran an agency for 16 years. Then walked away from it on purpose. Not because it failed. Because after looking at his own numbers, Jason Kramer realized the project model was structurally designed to let revenue leak out. Money already earned. Clients already won. Just falling through the cracks because the model wasn't built to hold them. In 2018 he founded Cultivize, a CRM consultancy built on retainer relationships. His clients have since tracked nearly $40 million in recovered pipeline revenue. In this conversation, Jason breaks down exactly how he made the shift: how he built a pricing model in Excel by analyzing hundreds of real projects, how he prepared individualized presentations for existing clients using their own spending history, and how he converted over 70% of them to retainers without losing the relationship. He also shares the three actions any service business can take right now to start the transition, and why most business owners are scared of the wrong thing when they think about leaving project work behind. If you work with clients on a project basis and you've ever wondered whether there's a better way to structure it, this episode is the answer. Connect with Jason and access free resources on CRM and lead nurturing at afterthelead.com. This episode is sponsored by Virtual Causeway. Visit virtualcauseway.com and mention the show for a special rate.

    44 min
  5. Why Your LinkedIn Content Gets Zero Pipeline (And How to Fix It) | Eli Igra Serfaty

    29 May

    Why Your LinkedIn Content Gets Zero Pipeline (And How to Fix It) | Eli Igra Serfaty

    LinkedIn is the most misunderstood platform in B2B, and most revenue teams are paying for it in flat pipeline. Eli Igra Serfaty has built his entire practice around LinkedIn, working with clients from early-stage startups to Fortune 500 companies. In this episode, he dismantles the misconceptions that keep B2B teams busy on LinkedIn without generating results. You'll hear why impressions are the wrong metric entirely, how to identify real buying signals buried in your LinkedIn activity, what content formats to mix and why, and why automation tools - including popular engagement pods - can trigger account deletion with zero warning from LinkedIn. Eli also addresses the company page versus personal profile debate with a practitioner's directness: personal profiles carry the organic reach, and teams that activate individual voices consistently outperform those running LinkedIn through a brand account. His advice for where to start: write the post. Stop overthinking it. The format you never use is the only one that loses. If you're investing time or budget in LinkedIn and not seeing pipeline, this episode gives you a clear reset. Follow Eli on LinkedIn to continue the conversation and access his frameworks directly. This episode of Revenue Problem Solvers Podcast is sponsored by Virtual Causeway, B2B demand generation experts. Visit virtualcauseway.com and mention the show for a special rate.

    56 min
  6. Your Biggest Revenue Problem Isn't Sales. Former MetLife VP, Jennifer Doty

    22 May

    Your Biggest Revenue Problem Isn't Sales. Former MetLife VP, Jennifer Doty

    Most companies treat operations as a cost center. Jennifer Doty built a career proving it is actually a revenue engine, and that the gap between sales and delivery is where most revenue gets quietly lost. Jennifer spent nearly 20 years at MetLife, ultimately leading all of US group benefit operations, a function of over 1,000 people. She now serves as VP of Operations at Three Flow, a benefits technology platform. Her work sits at the intersection of revenue strategy, operational delivery, and organizational change. This conversation covers the framework she uses to align sales and operations around a shared revenue target, the $10M cost reduction she navigated inside MetLife without losing performance, and the service model transformation that required getting a 1,000-person team to change how they worked, down to the individual level. She also gets into how to identify drivers versus passengers on your team, what daily huddles actually accomplish during a change rollout, and why the moment she knew the transformation was working was when people started saying "sign me up" instead of pushing back. If you lead a revenue team, an operations function, or both, this episode will change how you see the relationship between delivery and growth. Connect with Jennifer at jenniferdoty.com or find her on LinkedIn. This episode is brought to you by Virtual Causeway, B2B demand generation specialists. Visit virtualcauseway.com and mention the show for a special rate. Revenue Problem Solvers Podcast; because most revenue problems aren't where you think they are.

    48 min
  7. Half the Budget. 7X Conversions. This Is What Real GTM Alignment Looks Like | Lisa Cole

    15 May

    Half the Budget. 7X Conversions. This Is What Real GTM Alignment Looks Like | Lisa Cole

    Sales ignoring your leads is a symptom. The real problem is that marketing and sales never agreed on what a lead was in the first place. Lisa Cole has walked into that problem at company after company, and she has a system for fixing it. As a four-time CMO and two-time published author, she has driven results that are hard to argue with: nearly $50M in pipeline at one organization, and at another, half the marketing spend with 7X the conversion rate and double the revenue impact. In this episode of the Revenue Problem Solvers Podcast, Lisa breaks down the RAMP framework - Review, Align, Mobilize, Propel - and explains exactly how she uses it to move a broken GTM function from misalignment to momentum. She covers the written survey she runs on day one, the cross-functional workshop that builds shared lead definitions from the ground up, and how RevOps fits into the execution layer. She also gets into the harder side of restructuring: what it looks like when every team is changing at once, how to prioritize markets when your budget can only stretch so far, and why running marketing like a professional services firm changes everything about how you allocate resources. Her latest book, The Limitless CMO, was releasing at the time of recording. Find her on LinkedIn at LisaCole01. This episode is brought to you by Virtual Causeway. A B2B demand generation built for organizations that need pipeline sales will actually work. Visit virtualcauseway.com and mention the show for a special rate.

    51 min

  8. 8 May

    Why the Top 20% of Your Sales Team Is About to Pull Even Further Ahead

    Your board has already said no to more headcount. So what is the actual path to more revenue? Sreedhar Peddineni has built two category-defining companies from the technical side. Gainsight, where he served as CTO for 8 years and helped create the infrastructure behind the customer success movement, and Host Analytics, now Planful, which reshaped how enterprise finance teams plan at scale. His third company, GTMBuddy, came from watching sales enablement fail up close and reaching a diagnosis most revenue leaders have not landed on yet. Your reps do not have a content problem. They have a context problem. In this episode, that insight opens into a full conversation about AI fluency, revenue capacity, and what capital-efficient growth actually looks like in practice. Sreedhar breaks down why AI-fluent reps can handle more deals, win more of them, and close faster, and what that means for how you build, structure, and compensate a modern sales team. He also shares a concrete, actionable move any rep can run with their active deals this week. If you are a revenue leader being asked to grow the number without growing payroll, this conversation gives you a framework and a starting point. Find Sreedhar on LinkedIn or at gtmbuddy.ai. This episode is brought to you by Virtual Causeway, helping B2B companies get in front of the right buyers earlier in the buying process through channels that actually drive decisions. Visit virtualcauseway.com and mention the show for a special rate.

    51 min
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About

Revenue Problem Solvers is the sales and revenue leadership podcast for founders, executives, and operators who are done with generic advice. One question drives every conversation: what's the most significant revenue initiative you've ever led, or the most challenging problem you've solved or are currently solving? The conversations span the entire GTM function from sales, marketing, ops, CS, product, leadership, and AI. Real stories. Specific lessons. No filler. New episodes weekly.

Information

  • Creator
    Operationalize
  • Years Active
    2025 - 2026
  • Episodes
    53
  • Rating
    Explicit
  • Copyright
    © Operationalize
  • Show Website
    Revenue Problem Solvers