Revenue Remix - Inspiring Visionary Leaders

Summer Poletti
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But does it convert to revenue?!? Or even more importantly, PROFIT? Visibility, AI citations, getting found... there are a lot of concerns for business owners and senior leaders now. And on Revenue Remix, we cover all things revenue growth. B2B growth is messy. Not just at $5M or $10M ARR. At every stage, inside every kind of company, longer than anyone admits. (Even in the Fortune 500 space) Revenue Remix is where the operators who've lived it come to tell hard truths about what's actually driving growth right now. Host by Summer Poletti — 3x Founder, growth architect, and the person who's unafraid of getting spicy or ruffling feathers. Summer is steadfast in her quest for sustainable and profitable growth. Guests have said she makes them feel comfortable, and listeners say she has a knack for connecting with the audience. We don't just talk about trends or challenges, every episode ends with an stealable moment; something you can do or review today. WHAT WE COVER GTM strategy. Revenue architecture. Founder-led sales and what comes after. Pipeline that isn't built on hope. Sales and marketing alignment (the real kind). Customer success as a growth lever. Partnerships that actually produce referrals. Hiring before you're ready — and what breaks when you do. The messy handoff from scrappy to scalable. WHO YOU'LL HEAR FROM Founders at launch, in the thick of it, post-exit, and figuring out what's next. Consultants, Coaches, and boutique Agency owners who see patterns across dozens of companies. And since growth is more than just sales, you';ll hear from Operations, Finance, HR, Product, in addition to Sales and Marketing. GTM tool founders talking problems, not pitches. Emerging thought leaders saying things the establishment hasn't caught up to yet. THE FORMAT Deep-dive founder interviews. Multi-voice panels where operators who've never met figure out they've been solving the same problem from different angles. Bonus mini episodes when Summer wants to share one of her frameworks with you. THE COMMUNITY Guests don't just appear and disappear. Panelists meet on this show and keep talking. People get introduced to someone they needed to know. If you've been looking for operators who think a little differently and actually lift each other up... you found them. Recognized by Feedspot as a Top Revenue Podcast 2025 and 2026. New episodes every week on Apple Podcasts, Spotify, and YouTube. For guesting information, see here.

  1. 1 g fa

    More Revenue, Same Profit: The 5 Common Gaps That Make Sales Hiring Expensive

    Doubling your sales team doubles your payroll. If the new reps bring in just enough to cover themselves, you end up with more revenue, more headcount, more headaches — and the same profit line. In this bonus solo episode, Summer Poletti — founder and CRO of Rise of Us — walks through what she looks for inside a $5M–$25M ARR company before anyone signs off on new sales headcount. Not the sales-readiness gaps covered earlier in this series. These are the profitability gaps: the places where revenue is already leaking out of a system that looks like it's working. The goal isn't revenue growth. It's profitable growth — revenue up, profit up more. The 5 profitability gaps she finds most often 1. The marketing-to-sales handoff. Marketing defines a lead one way. Sales defines it another. The buyers in the middle — sent over, judged not ready, sent nowhere — are the leakage. Where does a lead go when sales won't take it? Most companies can't answer that, and nobody is nurturing the people stuck in the gap. 2. Stalled and lost deals with no follow-up motion. Buyers fall off after the demo or after pricing. Some say no. Some just go quiet. Either way, they frequently sit untouched for years. Not-buying-ready is a timing verdict, not a permanent one, and treating it as permanent is one of the most expensive habits in a growth-stage revenue system. 3. Partners in name only. Listed in the CRM, sitting in a spreadsheet, or living in someone's head. A conversation happened, both sides agreed to partner up, and nothing was built after that. Underoptimized partnerships leave a significant amount of money on the table quietly, because nobody is measuring what they were supposed to produce. 4. Underoptimized middle clients. Not the marquee accounts and not the scrappy early customers you took when all revenue was good revenue. The accounts in the middle — underusing the product, no expansion motion, no referral motion. Building out that middle is also how you de-risk the top: one company Summer worked with had more than 60% of revenue tied to a single client. 5. Underperforming events. Event spend runs second only to payroll in some companies, with no real marketing wrapped around the event and no answer to the only question that matters: what revenue did we recognize because of this? Why plug these first Two reasons, and one of them answers the speed objection. Closing profitability gaps produces lift and momentum before a new hire ever starts, which means the planning window isn't dead time. And the system that hire steps into is already built to convert payroll into profit rather than just into activity. Who this episode is for Founders, CEOs, and presidents at B2B SaaS, fintech, and professional services companies between $5M and $25M ARR who are planning to expand a sales team, questioning whether more headcount is the right move, or watching revenue climb while profit stays flat. Know someone scratching their head about where their leads are going, whether their events return anything, or why the partnerships they announced never delivered? Be a good business friend and send this over. And if it sounds like you, DM Summer on LinkedIn. Rise of Us — revenue architecture for growth-stage B2B companies. theriseofus.com profitable growth, revenue leakage, lead handoff marketing to sales, stalled deal follow-up, partner program optimization, client expansion strategy, event ROI B2B, scaling a sales team, B2B SaaS revenue strategy, fractional CRO

  2. 6 gg fa ·  Contenuti extra

    What to Build Before, During, and After a Sales Hire (Without Slowing Down)

    "All of this planning sounds slow, and I don't want to slow down." That's the objection Summer Poletti hears most from founders and CEOs who already know their sales hire needs structure underneath it. In this bonus solo episode, the founder and CRO of Rise of Us answers it directly — and she answers it as a 3x founder who doesn't like waiting either. The premise: you don't have to choose between speed and structure. You have to sequence them. The sequence is the strategy Most sales-readiness advice hands a CEO a list and implies everything on it has to exist before the job posting goes up. It doesn't. Knowing when something needs to exist is as important as knowing what needs to exist. This episode breaks the build into three windows: Before the hire. Comp plan, job description, pricing strategy threaded into the comp plan, and a defined ideal client profile and ideal partner profile. This is the non-negotiable layer — you cannot write a comp plan or a job description without knowing who the role sells to. During the search. Sales process, sales strategy, and a 90-day success plan with real metrics — longer if your sales cycle runs long. The target is day one, not offer day. Candidates in an interview loop have no visibility into whether your sales process exists yet, which means the interview window is free build time most CEOs waste. After day one. Cross-training, sales playbook build-out, decks and enablement content, partner program, additional lead generation. Built while the new hire is ramping, staying one step ahead of where they are in the 90-day plan. Summer's sales coach told her early in her first leadership role to stay one lesson ahead of her team and she'd be fine. She did, and she was. The same principle governs the build. This works for small teams too, not just first hires Companies scaling a scrappy team of one to four salespeople face a different version of the same gap. Those early reps are often founding employees — resourceful, close to the founder, operating without an execution layer because they never needed one. When the team scales, the next hires arrive with an employee mindset instead of a founding-employee mindset, and the missing structure becomes visible fast. A $20M ARR company has systems a $5M company doesn't. The fix is the same sequence, right-sized: identify the gaps, then build before, during, and after. Who this episode is for Founders, CEOs, and presidents at B2B SaaS, fintech, and professional services companies between $2M and $25M ARR who are hiring their first salesperson, scaling a small sales team, or rebuilding after a hire that didn't work — plus the CMOs, recruiters, CFOs, and advisors who get asked what to do first. Know a founder who thinks they don't have time to plan because they need to grow right now? Be a good business friend and send this over. And if it sounds like you, DM Summer on LinkedIn. Rise of Us — revenue architecture for growth-stage B2B companies. theriseofus.com hiring your first salesperson, sales hiring process, sales onboarding plan, 90-day sales success plan, founder-led sales, scaling a small sales team, ideal client profile, sales process, B2B SaaS revenue strategy, fractional CRO

  3. 27 lug ·  Contenuti extra

    Why Most First Sales Hires Fail (And What Has to Exist Before You Make One)

    Most first sales hires don't fail because the salesperson was wrong. They fail because nothing was built for that salesperson to step into. In this solo episode, Summer Poletti — founder and CRO of Rise of Us — breaks down what has to be in place inside a growth-stage B2B company before you post the job description, build the comp plan, or make an offer. If you're a founder or CEO between $5M and $20M ARR planning your first sales hire, expanding a sales team, or rebuilding after a sales hire that didn't work, this is the diagnostic conversation that usually happens behind closed doors. The referral pattern nobody talks about Summer is rarely called by the CEO first. The call comes from a CMO, a recruiter, a CFO, a board member, or an advisor — someone with the CEO's ear who has heard the growth plan and knows how the movie ends. The plan almost always sounds the same: let's hire a salesperson. The person listening sees what's missing underneath it. Two kinds of CEOs planning growth Both are planners. Both write the job description, build the comp plan, buy the CRM. The difference sits in the middle — what the new hire walks into after the HR onboarding packet is signed. One CEO builds the structure first. The other places an expensive bet on a sales hire figuring it out for them. Only one of those is a growth strategy. The four gaps that predict a failed sales hire Covered in this episode: 1. No defined ideal client profile. "We serve everyone, all industries, all sizes, all stages" reads like freedom and lands as paralysis. A salesperson needs to know exactly who to call, why you serve them better than anyone else, and what changes for them afterward. 2. No sales process. Knowing why buyers buy, why they don't, who sits on the buying committee, what buying-ready looks like, and what triggers the decision. Without it, your rep is being helpful to a prospect who might be price-checking a current vendor — or filling a third-quote requirement for someone else's board meeting. 3. No elevator pitch that leadership can deliver. New reps belong on the phone by the end of week one. That only works if someone in leadership can model the hook live. If they can't, trust with the new hire breaks immediately. 4. No real onboarding plan. Not the half-day with HR and the handbook. A structured ramp with metrics and milestones tied to revenue — 90 days minimum, two years for B2B SaaS in a high-trust sale, because that's when a rep in a complex sale is genuinely producing. The magician problem Say you find the rare full-cycle rep who can prospect, close, demo, manage pipeline, and build the strategy. They build your entire sales motion. Then a competitor recruits them. Or they quit. The question every CEO eventually faces: do you want your entire growth motion living in the brain of one employee? Who this episode is for Founders, CEOs, and presidents at B2B SaaS, fintech, and professional services companies scaling between $2M and $25M ARR who are moving out of founder-led sales — plus the CMOs, recruiters, CFOs, and advisors who get asked "who do I call?" before the hire gets made. A failed sales hire is a $150K–$500K mistake at this stage. This series is about not making it twice. Part 2 continues the series. Rise of Us — revenue architecture for growth-stage B2B companies. theriseofus.com first sales hire, when to hire a salesperson, founder-led sales, B2B SaaS sales hiring, sales onboarding plan, ideal client profile, sales process, VP of sales hire, growth-stage revenue strategy, fractional CRO

  4. 20 lug

    What Does A Bad Sales Hire Cost? Beyond Finance: Emotions, Momentum, Trust and More

    What a Bad Sales Hire Actually Costs You. It's not Just Financial, There's an Emotional Toll and also Brand, Trust, and Momentum Founders reach for a sales hire when revenue stalls — but the real cost of getting it wrong isn't the salary. In this conversation, Summer Poletti (founder of Rise of Us, a revenue architecture consultancy for growth-stage B2B companies) brings together three operators who see this problem from different seats: a recruiter who places sales talent, a customer success leader, and a go-to-market marketing co-founder. Together they break down what actually happens when a company hires its first — or fourth — sales rep before the system underneath them is ready. The conversation covers the financial cost, the emotional cost founders don't talk about, and the brand and trust damage that outlasts any bad quarter. They also dig into what separates a sales hire that sticks from one that becomes a cautionary tale: documented process, coaching (not just closing), shadowing, and hiring for likability without skipping the fundamentals. Topics covered: Why "hire a salesperson" is often the wrong answer to a revenue problemThe real cost of a bad sales hire: financial, emotional, and reputationalWhy founder-led sales doesn't automatically translate into a repeatable processThe EOS visionary/operator split and what it means for early sales hiresWhy AI tools help analyze sales conversations but can't replace human judgment in hiringHow to build your sales process in tandem with your hiring search, instead of waiting Summer delivers this topic as a workshop for founder or CEO groups, learn more here. Follow our Guests: JMS – John Mason-SmithShimon PerrySandi Green Hosted by Summer Poletti, founder of Rise of Us (theriseofus.com), helping growth-stage founders avoid expensive sales mistakes before they make them. Catch Revenue Remix wherever you get your podcasts and binge clips on YouTube #SalesHiring #B2BSales #GrowthStageStartups #RevenueOperations #FounderLedSales #SalesLeadership

  5. 16 lug

    MQLs, Vanity Metrics, and the Real Reason Deals Stall: Sales vs Marketing

    Let's call it what it is. Marketing says no one follows up with their leads. Sales says the leads suck. The CEO is just asking about the ACTUAL numbers because they have to report projections to the board. And somewhere in the middle, real pipeline is dying because nobody will say the quiet part out loud. This episode is the quiet part out loud. Summer met Edward Preston (EP) at TechCon SoCal, where he introduced himself as the BS meter: the person who sits between the CMO and the CRO and calls out whoever is covering their own ass at the expense of the business. Summer immediately recognized her people. She brought in Jeanne, a marketer who has spent her career actually caring whether leads close, and one of Summer's longest-standing professional collaborators from her corporate days. The three of them sat down to say the things that usually only get said after the meeting ends. What came out of it was one of the most honest conversations about sales and marketing alignment that has appeared on this show. Not the version where everyone agrees that collaboration is important. The version where someone finally admits that MQLs have become a vanity metric dressed up as a strategy, that salespeople are often whining about leads they haven't actually worked, that marketing is building content based on what they think sales needs instead of what the front line is actually hearing, and that the CEO who shows up twice a year for an all-hands and expects the revenue number to hit is the real problem nobody wants to name. They get into where buyers actually are by the time they show up in your pipeline, and why a salesperson using techniques from ten years ago is going to be obvious to a prospect who has already done 70% of their research before the first call. They talk about what real alignment looks like beyond the polite version: the forensic deal analysis, the call transcripts, the pricing objections that reveal your messaging isn't landing, and the two-way enablement loop that most companies only run in one direction. EP makes the case for closing first and demoing last. Jeanne makes the case for marketing enablement as the missing counterpart to sales enablement. Summer makes the case that if all a salesperson does is take a sales-ready lead and get a signature, you don't need a salesperson at all. And then they land where every honest revenue conversation eventually lands: accountability. What gets measured gets done. Numbers don't lie. And the companies where sales and marketing are still playing a blame game usually have a CEO who hasn't looked in the mirror yet. This one is for every founder, CRO, CMO, and revenue leader who has ever sat in a pipeline review and known that something was off but couldn't name it. This episode names it. Connect with Edward Preston EP on LinkedIn Watch Summer's TechCon interview with EP on YouTube Connect with Jeanne on LinkedIn TechCon SoCal Follow Summer Subscribe to Revenue Remix on YouTube, Spotify, and Apple Podcasts #SalesAndMarketing #RevenueAlignment #B2BGrowth #SalesEnablement #MarketingEnablement #DemandGeneration #GTMStrategy #RevenueRemix #SalesLeadership #CMO #CRO #PipelineStrategy #VanityMetrics #B2BSales #BuyerJourney #SalesProcess #StartupGrowth #TechConSoCal

  6. 13 lug

    Why Everything Is Sales: Fundraising, Founder Journey, and LATAM Fintech with Lolita Taub

    "Everything is sales." — Lolita Taub If you've ever convinced a toddler to brush their teeth, negotiated bedtime, or talked someone off a ledge at Thanksgiving dinner — congratulations. You've been selling your whole life without knowing it. Summer has spent years making the case that profitable growth is more than just sales. Lolita Taub spent just as many years making the case that everything is sales. Turns out both things are true at the same time. This episode is what happens when two operators who've sat in every seat stop arguing about the definition and start talking about what actually works. Lolita Taub is the founder and GP of Ganas Ventures, a fund investing in early-stage startups in the US and Latin America. She started her career in enterprise sales at IBM and Cisco, moved into the startup world as an operator, became an ecosystem builder, and eventually started writing checks. She's also a neurodivergent, first-generation, community-first founder who grew up in South Central Los Angeles and has spent her career opening doors and leaving them open for the people coming up behind her. Her book, What Actually Matters: Startups, Capital, and the Rules Nobody Taught Us, is the culmination of everything she's learned across every seat she's ever sat in. In this episode, Summer and Lolita get into the unfair advantage that comes from having lived every role before you start writing checks — and what most investors miss because they've only ever done one thing. Lolita breaks down why fundraising is just sales with a different name, why founders who can't sell can't scale, and what it actually means to carry a number and let that discipline follow you into every room you enter after. They also get into the book — not the standard book tour version, but the real story behind it. Lolita wrote it for the people who didn't inherit a network, who were told they didn't belong, who are talented but weren't handed the opportunity to match. The stuff nobody tells you until you've already made the expensive mistakes. And then the conversation goes somewhere no other show on her book tour is going: Latin American fintech. Summer founded a fintech in 2021 targeting unbanked and underbanked communities and watching the flow of money between California and Mexico — that's when she first found Lolita. This episode finally closes the loop on that. Lolita shares what's actually happening in LATAM right now, why COVID accelerated an entirely new generation of infrastructure, and the portfolio company she's most excited about — a WhatsApp-native CRM built for the way business actually happens outside the US. This one covers a lot of ground fast. Come ready to think differently about sales, community, capital, and who gets to build. Pre-order What Actually Matters Lolita Taub on LinkedIn Ganas Ventures Leadsales (LATAM fintech spotlight) Subscribe to Revenue Remix on YouTube, Spotify, and Apple Podcasts. Follow Summer #EverythingIsSales #SalesStrategy #FounderMindset #StartupFunding #VentureCapital #LATAMFintech #WomenInTech #WomenFounders #RevenueRemix #B2BGrowth #GTMStrategy #CommunityDrivenGrowth #NeurodivergentFounders #GanasVentures #WhatActuallyMatters #FounderJourney #StartupCommunity #FintechInnovation

  7. 11 lug ·  Contenuti extra

    Thank You (Feedspot Top Revenue Podcast, 2026 Update)

    Revenue Remix moved from #34 to #21 on Feedspot's Best Revenue Podcasts list. No submission. No paid listing. No claimed profile. Just guests who kept showing up, and listeners who stuck around for it. Back in December, this show made a real bet: bring collaborators back again and again instead of running through one-time interviews. That's not how most B2B shows handle repeat guests, and there was a real chance it would get old fast. It didn't. This episode is a thank you for finding that out with us. Read more about the strategy behind the show: Revenue Remix at (Almost) Two Years No guest today — just gratitude. Back to regular programming Monday.

  8. 29 giu

    What Enterprise Gets Right That Your $10M Company Is Ignoring | Ashley Gross

    Most growth-stage founders are trying to figure out AI by watching other growth-stage founders try to figure out AI. That's the problem. Enterprise organizations have been navigating technology adoption, change management, and workforce transformation for decades. They have frameworks. They have scars. They have lessons that most $5M–$20M companies won't learn until it's too late — and too expensive. Ashley Gross has operated inside those enterprise environments and spent the last several years translating what actually works into something founders can use. She cut her own workweek from 40 hours to 15 using the same principles she now teaches. Before the tools made it obvious, she was already questioning whether being busy was the same thing as creating value. In this episode, Ashley and Summer go deep on what growth-stage companies can steal from the enterprise playbook — without the bureaucracy, the budget, or the bloat. If you're somewhere between $5M and $20M ARR and your team is either resisting AI, blindly adopting it, or vibe coding strategies they don't have the expertise to execute, this conversation is for you. What You'll LearnWhy founders who DIY their AI strategy are building yesterday's solution — and the 30-minute rule that tells you when you're already in that trapWhat enterprise organizations do to protect their best people during technology transitions — and how a company of 50 can steal the same playbookThe real cost of skipping AI governance before implementation: it's not just a data breach risk, it's a talent retention and brand problemWhy bringing in a shiny new tool without a process is guaranteed to create more chaos, not less — and what to audit in your existing tech stack firstWhy every founder needs a business plan that exists for them — not for investors — complete with milestones they actually hold themselves to and a plan for when to cut baitHow Ashley built her audience, her community, and her revenue stream before she ever left her nine to five — and why "build it before you think you need it" is the advice most founders ignore until it's too lateHow founders can build a personal brand that exists outside their company — and why documenting in public is both a business development strategy and the record you'll wish you had two years from nowThe difference between using AI as a thinking partner and using it to avoid a hard conversation you should be having yourselfAbout Ashley GrossAshley Gross is the Founder and CEO of AI Workforce Alliance. She's a keynote speaker, author of The AI Workweek, and has been featured in Forbes. Follow Ashley on LinkedIn Follow Summer on LinkedIn Revenue Remix is produced independently and recognized by Feedspot as a Top Revenue Podcast of 2025. #AIStrategy #EnterpriseAI #ChangeManagement #GTMStrategy #B2BSaaS #FounderLedGrowth #RevenueGrowth #AIImplementation #TechStack #PersonalBrand #WorkforceTransformation #GrowthStage #B2BMarketing #SalesStrategy #RevenueOperations

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Descrizione

But does it convert to revenue?!? Or even more importantly, PROFIT? Visibility, AI citations, getting found... there are a lot of concerns for business owners and senior leaders now. And on Revenue Remix, we cover all things revenue growth. B2B growth is messy. Not just at $5M or $10M ARR. At every stage, inside every kind of company, longer than anyone admits. (Even in the Fortune 500 space) Revenue Remix is where the operators who've lived it come to tell hard truths about what's actually driving growth right now. Host by Summer Poletti — 3x Founder, growth architect, and the person who's unafraid of getting spicy or ruffling feathers. Summer is steadfast in her quest for sustainable and profitable growth. Guests have said she makes them feel comfortable, and listeners say she has a knack for connecting with the audience. We don't just talk about trends or challenges, every episode ends with an stealable moment; something you can do or review today. WHAT WE COVER GTM strategy. Revenue architecture. Founder-led sales and what comes after. Pipeline that isn't built on hope. Sales and marketing alignment (the real kind). Customer success as a growth lever. Partnerships that actually produce referrals. Hiring before you're ready — and what breaks when you do. The messy handoff from scrappy to scalable. WHO YOU'LL HEAR FROM Founders at launch, in the thick of it, post-exit, and figuring out what's next. Consultants, Coaches, and boutique Agency owners who see patterns across dozens of companies. And since growth is more than just sales, you';ll hear from Operations, Finance, HR, Product, in addition to Sales and Marketing. GTM tool founders talking problems, not pitches. Emerging thought leaders saying things the establishment hasn't caught up to yet. THE FORMAT Deep-dive founder interviews. Multi-voice panels where operators who've never met figure out they've been solving the same problem from different angles. Bonus mini episodes when Summer wants to share one of her frameworks with you. THE COMMUNITY Guests don't just appear and disappear. Panelists meet on this show and keep talking. People get introduced to someone they needed to know. If you've been looking for operators who think a little differently and actually lift each other up... you found them. Recognized by Feedspot as a Top Revenue Podcast 2025 and 2026. New episodes every week on Apple Podcasts, Spotify, and YouTube. For guesting information, see here.

Informazioni

  • Creatore
    Summer Poletti
  • Anni di attività
    2024 - 2026
  • Puntate
    114
  • Classificazione
    Contenuti espliciti
  • Copyright
    © 2026 Summer Poletti