NextGen Sales Leaders

Benjamin Aaron Reed
  • 5.0 (1)
  • ENTREPRENEURSHIP
  • UPDATED WEEKLY

Welcome to the NextGen Sales Leaders podcast, hosted by Entrepreneur, Founder, Investor, and multi-time Chief Revenue Officer Benjamin Reed. On this podcast, you'll hear how to scale B2B companies from $1 to +50 million/year. The goal is to equip you with the knowledge and skills to scale up your business with modern B2B outbound sales best practices from lead generation, revenue operations, sales team management, and more.

  1. What 10 Years of Enterprise Sales Teaches You About AI, RFPs, and Reality (With Josh Gillespie)

    JAN 12

    What 10 Years of Enterprise Sales Teaches You About AI, RFPs, and Reality (With Josh Gillespie)

    Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-josh-og-sales Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Josh Gillespie, former Enterprise Sales Director at PandaDoc and former Head of Growth at Aomni. Josh shares his journey into enterprise sales and breaks down why disqualification, deep ICP research, and human intelligence still outperform AI-driven outbound in today’s noisy market. What You’ll Learn: - How Josh entered sales through a non-traditional career path - What enterprise sales actually looks like behind the scenes - Why most RFPs should be disqualified early - How the Zero Interest Rate Period (ZIRP) reshaped SaaS sales - Why AI has saturated outbound channels and reduced effectiveness - How top sellers gather insight humans, not bots, can uncover - Why close-lost deals are critical to long-term growth Episode Highlights: [00:01:32] From philosophy major to first sales role at Yelp [00:03:58] Building PandaDoc from $0 in revenue [00:13:07] Equity vs. cash tradeoffs in venture-backed startups [00:17:10] Why unqualified RFPs are usually a trap [00:21:00] Enterprise sales as detective work, not pitching [00:40:53] How AI has hurt email, phone, and LinkedIn outreach [01:02:00] Learning more from lost deals than won deals Featured Guest: Josh Gillespie - Head of Growth at Aomni, Sales Coach & Mentor at AlwaysHired, Founding AE at PandaDoc Connect with Josh: LinkedIn: https://www.linkedin.com/in/ogsalesjosh/ Host: Ben Reed - Host of the Next Gen Sales Leaders Podcast Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/ Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, growth, and RevOps. If you found value in today’s episode, please leave us a review. Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600 Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-josh-og-sales

    1h 4m
  2. How Founders Can Move From Early Traction to Scalable Growth (With Teodora Vukasinovic)

    JAN 9

    How Founders Can Move From Early Traction to Scalable Growth (With Teodora Vukasinovic)

    Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-teodora-v Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Teodora Vukasinovic, a B2B growth strategist and LinkedIn expert, to explore why there is no such thing as a perfect strategy. Teodora breaks down how over-reliance on AI, templates, and “guru frameworks” is hurting modern GTM efforts, and why deep ICP understanding, active listening, and authentic messaging are the real levers of sustainable growth. The conversation dives into market research, copywriting psychology, multichannel outreach, and why many founders get stuck scaling past the $1-5M revenue range. What You’ll Learn: - Why “perfect strategies” don’t exist in B2B growth - How AI and templated outreach are eroding trust and credibility - Why deep ICP research beats automation at every stage - How to conduct meaningful customer interviews using the Mom Test - Why messaging is psychology, not just words on a screen - How to structure multichannel outreach that actually converts - Why generic ghostwriting damages brand reputation - How self-awareness and authenticity drive better GTM decisions Featured Guest: Teodora - B2B Growth Strategist, founder of HotTake.ly Host: Ben Reed, Host of the Next Gen Sales Leaders Podcast Episode Highlights: [00:01:11] Why LinkedIn gurus, templates, and frameworks fail across markets [00:06:10] How founders accidentally scale the wrong ICP [00:12:12] The danger of falling in love with your solution instead of the problem [00:28:00] Structuring effective multichannel outreach and follow-ups [00:38:37] Why AI-generated messaging kills differentiation [00:41:05] Why ghostwriting is often a waste of money and reputation Connect with Teo: LinkedIn: https://www.linkedin.com/in/teodoravukasinovic/ YouTube: https://www.youtube.com/channel/UCOZuemv4x3MFoJhSXwzXV5Q Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/ Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, growth, and RevOps. If you found value in today’s episode, please leave us a review. Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600 Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-teodora-v

    45 min
  3. The Hidden Reason LinkedIn and Outbound Don’t Convert Like They Used To (With Justin Kroger | HiveSight)

    JAN 5

    The Hidden Reason LinkedIn and Outbound Don’t Convert Like They Used To (With Justin Kroger | HiveSight)

    Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-justin-kroeger Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Justin Kroeger, Founder of HiveSight, to unpack why outbound is breaking in the age of AI. Justin shares why trust, not scale is the real GTM bottleneck, how fake personalization has eroded buyer confidence, and why familiarity and third-party credibility outperform automation. Together, they explore when LinkedIn content actually works, why early-stage founders should avoid scaling too early, and how doing things that don’t scale still drives real B2B traction. What You’ll Learn: - Why outbound reply rates are declining despite better AI tools - Why trust and believability matter more than personalization - How familiarity and third-party credibility accelerate sales - When LinkedIn content helps and when it hurts GTM efforts - Why early-stage founders should avoid automation and scale manually - How to validate offers through design partnerships - Why niche credibility beats virality in B2B markets - The hidden risks of scaling the wrong message Featured Guest: Justin Kroeger - Founder, HiveSight Host: Ben Reed, Host of the Next Gen Sales Leaders Podcast Episode Highlights: [00:01:00] Why AI-driven outbound is increasing noise and modern buyer skepticism [00:04:36] Founder bias and the power of third-party credibility [00:14:17] Why viral LinkedIn content doesn’t convert in B2B [36:00:00] When founders should not invest in content marketing [47:05:00] Doing things that don’t scale to reach first revenue [59:40:00] Design partnerships and early GTM validation [01:04:22] The cost of scaling unproven messaging [01:06:00] Justin’s final advice on trust and GTM discipline Connect with Justin: LinkedIn: https:https://www.linkedin.com/in/jkroeger123/ Website: https://hivesight.so/ Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/ Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, and leadership. If you found value in today’s episode, please leave us a review. Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600 Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-justin-kroeger

    1h 9m
  4. How ColdIQ Turned AI GTM Into $800k MRR While Sales Roles Evolve with Soheil Saeidmehr

    12/29/2025

    How ColdIQ Turned AI GTM Into $800k MRR While Sales Roles Evolve with Soheil Saeidmehr

    (Sponsored By RevyOps – The #1 GTM Data Management Platform): https://tinyurl.com/revyops-soheil-saeidmehr Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed is joined by Soheil Saeidmehr, Head of Service Delivery at ColdIQ, for a deep dive into the reality behind AI, GTM engineering, and modern outbound sales. Sohail breaks down how ColdIQ scaled from roughly $70k to $800k in monthly recurring revenue, why the SDR role is changing (but not disappearing), and how AI should be used as leverage not a replacement for human judgment. The conversation covers real-world AI workflows, multi-LLM outbound systems, persona-based copy, LinkedIn distribution, and what it actually takes to win in today’s crowded GTM environment. Featured Guest: Soheil Saeidmehr – Head of Service Delivery, ColdIQ Host: Ben Reed – Host of the Next Gen Sales Leaders Podcast What you’ll learn: - Why GTM engineers and SDRs still matter in an AI-driven sales world - Where AI truly excels in outbound and where humans are still essential - How ColdIQ uses multiple LLMs across research, enrichment, and copy - A modular approach to outbound copy by persona and function - How to think about AB testing when AI generates dynamic variants - Why judgment, taste, and context can’t be automated - How LinkedIn content compounds outbound performance - Practical advice for agencies scaling without burning cash - The importance of community and consistency in sales careers Episode Highlights: [00:02:57] Why Humans Still Need to Stay in the Loop [00:09:38] AI's Real Capabilities vs. The Hype [00:10:11] Breaking Down Copy with Multi-LLM Workflows [00:14:07] The ColdIQ Agentic Flow System [00:17:28] Modular, Persona-Based Campaign Design [00:20:17] A/B Testing When AI Generates the Variants [00:23:59] Data Stack: Airtable, Dashboards, and Limitations [00:27:55] Scaling from 70K to 800K MRR: The ColdIQ Flywheel Connect with Sohail: LinkedIn: https://www.linkedin.com/in/soheil-saeidmehr/ Website: coldiq.com Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/ Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, RevOps, and SaaS leadership. If you found value in today’s conversation, please leave us a review. Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600 Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-soheil-saeidmehr

    44 min
  5. How Social Signals Quietly Became the Most Valuable Data | Trigify (Hugo Millington)

    12/29/2025

    How Social Signals Quietly Became the Most Valuable Data | Trigify (Hugo Millington)

    Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-hugo-m-d Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Hugo Millington Drake, Founder of Trigify, to unpack the real journey of building a SaaS company in today’s crowded GTM landscape. Hugo shares how Trigify evolved from an accidental automation agency into a social intent platform, why interest-based signals outperform traditional triggers, and the hidden challenges of selling software to cost-sensitive agencies. The conversation dives deep into PLG vs. sales-led growth, churn, pricing pressure, LinkedIn outbound, the rise of GTM engineers, and why most founders underestimate how hard software really is. What you’ll learn: How Trigify pivoted from an agency into a SaaS productWhy social engagement data beats traditional trigger-based signalsThe real differences between selling services vs. selling softwareWhy PLG is harder than it looks in complex GTM toolsThe challenges of churn when selling to agenciesLinkedIn outbound vs. cold email at scaleInfluencers, micro-creators, and early SaaS distribution strategiesThe truth about “GTM engineers” and no-code/AI hypeWhy founder stress is often self-inflicted and how to manage it Episode Highlights: [00:00:48] What Trigify does and how it evolved [00:04:43] Interest-based targeting vs. traditional triggers [00:07:27] From automation agency to SaaS, selling $149 software vs. $3k retainers [00:18:41] Churn, pricing pressure, and agency customers [00:27:17] PLG, onboarding, and customer confusion [00:40:00] GTM engineers, Clay, and AI tool hype [00:54:13] LinkedIn outbound, fake accounts, and scale limits [01:11:10] Founder stress, perspective, and long-term thinking Featured Guest: Hugo Millington Drake – Founder, Trigify Host: Ben Reed, Host of the Next Gen Sales Leaders Podcast Connect with Hugo: Website: https://www.trigify.io/ LinkedIn: https://www.linkedin.com/in/hugomdrake/ Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/ Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, RevOps, and SaaS leadership. If you found value in today’s conversation, please leave us a review. Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600 Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-hugo-m-d

    1h 22m
  6. What It Really Takes to Build a GTM Agency With Thibault Garcia

    12/29/2025

    What It Really Takes to Build a GTM Agency With Thibault Garcia

    Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-thibault-garcia Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Thibault Garcia, founder of Reachly, to explore what it really takes to build a successful lead generation agency without chasing trends or hype. Thibault shares his journey from growing up in France to building a global agency from Thailand, starting on Fiverr while working a full-time corporate job, and eventually scaling, acquiring another agency, and serving clients across APAC, the UK, and the US. The conversation dives into consistency vs. trend hopping, the reality behind overnight success, agency fulfillment challenges, and why long-term thinking always wins. What you’ll learn: Why trend hopping into AI and automation often leads to failureHow Thibault validated his agency idea on Fiverr before quitting his jobThe difference between selling leads and actually delivering resultsWhy most agencies struggle after 5–8 clients and how to avoid the yo-yo effectHorizontal vs. vertical agency models and when each makes senseHow podcasts and long-form content build trust before the sales callWhy patience, repetition, and discipline matter more than speed Featured Guest: Thibault Garcia, Founder, Reachly Host: Ben Reed, host of the Next Gen Sales Leaders Podcast Episode Highlights: [00:05:00] Building a business outside the US [00:08:50] Starting a side business on Fiverr while working full-time [00:12:00] Why trend hopping is a trap [00:14:04] Knowing when to persist vs. when to pivot [00:24:35] Acquiring another lead gen agency [00:30:00] Scaling agencies and the fulfillment bottleneck [00:43:12] Horizontal vs. vertical agency strategies [00:56:26] Clay, GTM engineers, and the future of AI in outbound [01:10:44] The long-term mindset every founder needs Connect with Thibault: Website: https://www.reachly.co/ LinkedIn: https://www.linkedin.com/in/thibault-garcia/ Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/ Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, please leave us a review. Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600 Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-thibault-garcia

    1h 15m
  7. Building SaaS for Lead Gen Agencies: Product, ICP Psychology, Sales With Ramsey Al Ram Mahi

    12/29/2025

    Building SaaS for Lead Gen Agencies: Product, ICP Psychology, Sales With Ramsey Al Ram Mahi

    Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-ramsey-alramahi Episode Summary: In this episode of the Next Gen Sales Leader Podcast, Ben Reed talks with Ramsey Al Ramahi, Founder of Rev Reply, about the real, unglamorous truth of building a SaaS company in today’s GTM world. They explore why lead gen agencies make demanding but powerful early customers, how post-response management and speed-to-lead drive revenue, and why founders must learn to filter feedback without losing focus. The conversation covers product management, founder-led sales, values-driven hiring, and why a little “craziness” is often a competitive advantage for modern builders. Featured Guest: Ramsey Al Ramahi, Founder of RevReply Host: Ben Reed, host of the Next Gen Sales Leaders Podcast What You’ll Learn: Why post-response workflow is the new outbound edge.How lead gen agencies sharpen early SaaS products.Filtering feature requests without derailing your roadmap.Founder-led sales principles that actually scale.Using “taste” and judgment in product decisions.How core values quietly shape every GTM move.Why a little strategic craziness becomes an advantage. Connect with Ramsey: LinkedIn: https://www.linkedin.com/in/ramseyaalramahi/ Website: https://www.revreply.com Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/ Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600 Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-ramsey-alramahi

    1h 25m
  8. Clay Built a Movement, Here’s What Comes Next (With Kellen Casebeer)

    12/16/2025

    Clay Built a Movement, Here’s What Comes Next (With Kellen Casebeer)

    Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-kellen-casebeer Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Kellen Casebeer, founder of The Deal Lab and the community formerly known as Clay Cafe, now rebranding to GTM Cafe. Kellen shares how the community grew organically to over 1,300 highly engaged members, why the rebrand was a natural evolution, and what it reveals about where modern go-to-market teams are headed. The conversation explores community-led growth, the expanding definition of GTM, and why elite revenue execution can’t be reduced to a single tool. What you’ll learn: How Clay Cafe grew organically into a 1,300+ member GTM communityWhy the shift from Clay Cafe to GTM Cafe was inevitableWhat actually drives engagement and consistency in professional communitiesHow sales, GTM engineering, agencies, and operators are convergingWhy great GTM goes far beyond any single tool or tacticThe importance of facilitation over promotion in community building Featured Guest: Kellen Casebeer, Founder, The Deal Lab & GTM Cafe Host: Ben Reed, host of the Next Gen Sales Leaders Podcast Episode Highlights: [00:00:54] The origin story: why Kellen created Clay Cafe after going solo [00:02:05] Early growth moments and the “we hit 40 members” realization [00:03:11] The Venn diagram problem: Clay vs elite GTM [00:13:39] GTM engineers vs SDR economics [00:16:35] The core value shift: button pushers vs thinkers [00:21:25] Why most people won’t survive the shift [00:27:28] Why premium pricing requires making things look hard [00:29:35] The Porsche analogy: why restraint and simplicity signal real power [00:46:19] Taste and discernment as the real GTM skill [01:36:30] Why discernment outlives every tool and trend [01:36:30] The final takeaway: give away what you want to receive Connect with Kellen: GTM Cafe: https://gtmcafe.com The Deal Lab: https://www.thedeallab.io LinkedIn: https://www.linkedin.com/in/kellen-casebeer/ Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/ Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600 Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-kellen-casebeer

    1h 41m
See All (43)

About

Welcome to the NextGen Sales Leaders podcast, hosted by Entrepreneur, Founder, Investor, and multi-time Chief Revenue Officer Benjamin Reed. On this podcast, you'll hear how to scale B2B companies from $1 to +50 million/year. The goal is to equip you with the knowledge and skills to scale up your business with modern B2B outbound sales best practices from lead generation, revenue operations, sales team management, and more.

Information

  • Creator
    Benjamin Aaron Reed
  • Years Active
    2024 - 2026
  • Episodes
    43
  • Rating
    Explicit
  • Copyright
    © NextGen Sales Leaders 2024
  • Show Website
    NextGen Sales Leaders