Across the Funnel

Hyperengage & Dextego
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Across the Funnel is a weekly, interview-style podcast series uncovering bits of knowledge from some of the greatest minds in tech. We dig into concrete GTM moves across sales, customer success, and account management so you can build revenue that lasts. Powered by hyperengage & Dextego Want to join in as a guest, drop an email at podcast@hyperengage.io

  1. Ep # 186: Why Land and Expand Breaks Without Post Sales Discipline ft. Paige Tyrell (Chief Growth Officer & Co-Founder, Prefixbox AI)

    1D AGO

    Ep # 186: Why Land and Expand Breaks Without Post Sales Discipline ft. Paige Tyrell (Chief Growth Officer & Co-Founder, Prefixbox AI)

    In this episode of Across The Funnel, Adil Saleh sits down with Paige Tyrrell, Chief Growth Officer at Prefixbox, to explore how AI is reshaping e-commerce product discovery, why AI is not a substitute for broken go-to-market fundamentals, and what it really takes to make AI useful in sales and post-sales. They unpack the flood of AI tools hitting the market, the pressure on SaaS teams to drive efficiency instead of growth at any cost, and why strong positioning, messaging, ICP clarity, and focused workflows still matter more than any new agent. Paige also explains how Prefixbox is blending search, recommendations, and agentic experiences into a more conversational shopping journey, how customer education in e-commerce has changed over the last decade, and how her team thinks about land-and-expand growth, customer success ownership, experimentation, upsell signals, revenue impact, and long-term product stickiness in a noisy market.

    42 min
  2. Ep # 185: How Stronger Handoffs Create Better Retention Outcomes ft. Kelly McGuire (VP of Customer Success, Everstage)

    MAR 25

    Ep # 185: How Stronger Handoffs Create Better Retention Outcomes ft. Kelly McGuire (VP of Customer Success, Everstage)

    In this episode of Across The Funnel, Adil Saleh sits down with Kelly McGuire, then VP of Customer Success at Everstage, to explore how revenue teams can turn commission management into better seller visibility, tighter operational discipline, and clearer board-level answers on what growth actually costs; Kelly explains why strong customer success starts before the handoff, why post-sales teams need “situational fluency” from sales context, why too many tools create noise instead of clarity, and how the best CS organizations stay grounded in a simple test: does the product help the customer make money, save money, or reduce risk, while using AI to cut manual work without losing the human connection that still drives trust, retention, and growth.

    44 min
  3. Ep # 184: How to Use Client Intelligence to Build Trust in Technical Sales ft. Julie Barberio (VP of Client Solutions, Sequence Inc.)

    MAR 24

    Ep # 184: How to Use Client Intelligence to Build Trust in Technical Sales ft. Julie Barberio (VP of Client Solutions, Sequence Inc.)

    In this episode of Across The Funnel, Ioanna Onasi sits down with Julie Barberio, VP of Client Solutions at Sequence Inc., to explore how a 25-year marketing career, spanning McDonald's corporate PR to life sciences consulting, shapes a modern approach to client intelligence, trust-based selling, and brand loyalty. Their conversation covers relationship-driven sales in close-knit industries, the role of AI in pre-meeting research and buyer profiling, how Sequence built an in-house pharmaceutical training facility to solve the industry's looming talent gap, and why storytelling and initiative remain the most durable skills for young professionals entering a market increasingly shaped by AI.

    33 min
  4. Ep # 183: The Sales Psychology Behind Better Outreach, Better Coaching, and Better GTM ft. Zac Blakely (CEO & Co-Founder, Foundations)

    MAR 20

    Ep # 183: The Sales Psychology Behind Better Outreach, Better Coaching, and Better GTM ft. Zac Blakely (CEO & Co-Founder, Foundations)

    In this episode of Across The Funnel, Adil Saleh and Ioanna Mantzouridou Onasi sit down with Zac Blakely, Co-Founder at Foundations, to explore what actually makes modern Go-To-Market teams work: not just better tools, but better judgment, better coaching, and better use of data. Zac shares how his path from door-to-door sales to building sales engines for scaling tech companies shaped his view that selling is still a deeply human craft rooted in psychology, trust, and reading people. The conversation then moves into how growing companies should think about GTM foundations, from choosing the right tech stack and avoiding overreliance on software alone, to building systems that let managers coach reps with precision using conversion data, activity metrics, and clear performance signals. They also dig into why usage is the clearest leading indicator for customer health, why account management and customer success need tighter links with product and sales, and why the teams that win are the ones that connect customer insight to action across the full revenue journey.

    51 min
  5. Ep # 182: How Strategic Qualification Improves Pipeline Quality and Win Rates ft. Boris Cho (VP Growth, ChangeMakers)

    MAR 19

    Ep # 182: How Strategic Qualification Improves Pipeline Quality and Win Rates ft. Boris Cho (VP Growth, ChangeMakers)

    In this episode of Across The Funnel, Ioanna Onasi sits down with Boris Cho, VP, Growth at ChangeMakers, to explore how trust-based growth works in high-stakes consulting, why credibility has to come before pipeline, and how strong discovery shapes better client outcomes. Boris breaks down the difference between transactional selling and consultative growth, explains why referrals, reputation, and strategic partnerships matter more than brute-force outreach, and shares how his team prepares for meetings by understanding the client’s business, category, and stakeholder dynamics. The conversation also digs into coaching, with a clear case for one-on-one development, active listening, and slowing down before jumping into recommendations, while also covering where many sales leaders go wrong by confusing activity with strategy and chasing volume instead of the right problems.

    28 min
  6. Ep # 181: What Revenue Leaders See in the Data That Others Miss ft. Sara Archer (CRO, ChartMogul)

    MAR 18

    Ep # 181: What Revenue Leaders See in the Data That Others Miss ft. Sara Archer (CRO, ChartMogul)

    In this episode of Across The Funnel, Adil Saleh sits down with Sara Archer, Chief Revenue Officer at ChartMogul, to explore how AI is changing revenue operations, why fast experimentation is replacing slower traditional GTM playbooks, and what it takes to balance product focus with expansion pressure in SaaS. Their conversation covers hyper-personalization in account management, retention and expansion strategy, the tradeoff between in-house builds and purpose-built SaaS metrics platforms, and why strong operator judgment, customer relationships, and domain focus still matter even as AI lowers the barrier to building new products.

    38 min
  7. Ep # 180: The Consensus Architect: What Modern Selling Actually Demands ft. Cristina De La Cruz (CRO, ISG Partners)

    MAR 5

    Ep # 180: The Consensus Architect: What Modern Selling Actually Demands ft. Cristina De La Cruz (CRO, ISG Partners)

    In this episode of Across The Funnel, Ioanna Onasi sits down with Cristina De La Cruz, CRO at ISG Partners, to explore what 20 years in talent and recruiting actually teaches you about people, sales, and leadership. Cristina shares her journey from working a full desk in a San Francisco branch to building the entire go-to-market function at ISG Partners, an embedded recruitment firm that operates on a talent-as-a-service model, placing on-loan recruiters inside organizations as a flexible, month-to-month alternative to traditional staffing. The conversation digs into why sellers who know the script but not the buyer keep losing deals, how ISG's subscription-based hiring model gives companies the agility to scale recruiting up or down across growth sprints, and why emotional intelligence and coachability matter more than any technical skill when building a sales team. Cristina also opens up about leading a fully remote sales org, the intentionality it demands around communication and shared learning, and why she still does her own meeting prep by hand because the human connection is the whole point. The episode closes on what it means to show up as a female leader in a male-dominated industry, how life experience shapes leadership style, and why the best thing any leader can do is make the path visible for the people coming up behind them.

    30 min
  8. Ep # 179: The Digital Sales Room Playbook: Running Complex Deals in One Shared Space ft. Carl Carell (Co-Founder, GetAccept)

    MAR 5

    Ep # 179: The Digital Sales Room Playbook: Running Complex Deals in One Shared Space ft. Carl Carell (Co-Founder, GetAccept)

    In this episode of Across The Funnel, Adil Saleh sits down with Carl Carell, Co-Founder & CRO of GetAccept, to explore the evolution of AI in B2B sales, the rise and fall of AI SDR hype, and what it truly takes to build an AI-native platform after a decade in the market. Carl shares how GetAccept transitioned from a traditional SaaS product to an AI-native digital sales room, a collaborative space where buyers and sellers work together from discovery to signed deal, and why rapid time to value is now the make-or-break factor for AI tools. The conversation dives into how GetAccept achieves near-instant AI readiness without requiring customers to train the model, how they use Claude integrated with HubSpot and n8n internally for rev ops workflows, and why controlling repeatable outcomes across a sales org matters more than giving reps open-ended AI access. Carl also unpacks the growing challenge of first-year churn for AI companies, the importance of aligning onboarding milestones with customer-defined success criteria, and why investing early in revenue operations is a lesson most founders learn too late.

    40 min
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About

Across the Funnel is a weekly, interview-style podcast series uncovering bits of knowledge from some of the greatest minds in tech. We dig into concrete GTM moves across sales, customer success, and account management so you can build revenue that lasts. Powered by hyperengage & Dextego Want to join in as a guest, drop an email at podcast@hyperengage.io

Information

  • Creator
    Hyperengage & Dextego
  • Years Active
    2021 - 2026
  • Episodes
    185
  • Rating
    Clean
  • Copyright
    © Hyperengage & Dextego
  • Show Website
    Across the Funnel