B2B Pipeline Pioneers

SalesIntel
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SalesIntel is proud to present B2B Pipeline Pioneers; a show dedicated to helping teams build winning pipelines. Building a pipeline is a team sport and not just the responsibility of demand gen, marketing, and BDR teams. It takes a village, literally, to build pipeline. Each week, we will host the practitioners, leaders, and individual contributors to discuss their experience building pipelines, go-to-market mistakes, what is working, and what is something new they are trying today. Our goal is simple: to share the best practices, common pipeline pitfalls, lessons learned with go-to-market leaders and practitioners, and revenue drivers from various companies and industries so we all can get better

  1. From AE to AI-Led Growth: Cole Courson on Building Pipeline That Doesn’t Waste a Penny

    ٢٢ يوليو

    From AE to AI-Led Growth: Cole Courson on Building Pipeline That Doesn’t Waste a Penny

    Cole Courson of Unify shares: Why 30 to 40% of the pipeline should still come from AEsHow AI is amplifying, not replacing, every stage of pipeline generationThe cost of a misaligned ICP and how to fix it fastThe power of founder-led growth and how Unify invests in itWhy fewer reps + smarter AI = a better GTM strategy If you’re building pipeline in an early-stage company and wondering where to put your next 100 pennies, this episode will help you invest wisely. Follow Cole Courson on LinkedInFollow Manoj Ramnani on LinkedIn

    ١٤ من الدقائق
  2. Mason Cosby’s Blueprint for Building $11M in Pipeline in 19 Months

    ١٧ يوليو

    Mason Cosby’s Blueprint for Building $11M in Pipeline in 19 Months

    Mason Cosby, Founder & CEO of Scrappy ABM, who reveals how his small team built over $11.8 million in pipeline using nothing but organic strategies, podcasting, and scrappy ABM execution. Follow Mason Cosby on LinkedInFollow Manoj Ramnani on LinkedIn

    ١٣ من الدقائق
  3. Crushing Rocks and Cutting Waste: Stephanie Neale’s No-Nonsense Pipeline Playbook

    ١٥ يوليو

    Crushing Rocks and Cutting Waste: Stephanie Neale’s No-Nonsense Pipeline Playbook

    Stephanie Neale, CEO of Blind Zebra, shares why defining your ICP early (and often) is more than a marketing exercise, it’s a business safeguard. From her hands-on approach to pipeline generation to her creative direct mail tactics (yes, actual rocks), Stephanie opens up about what’s working, what’s not, and how she’s using AI in practical, real-world ways. If you’re building pipeline with limited resources and want to hear from someone who’s been in the sales trenches, this episode is for you. Follow Stephanie Neale on LinkedInFollow Manoj Ramnani on LinkedIn

    ١٢ من الدقائق
  4. Pipeline Growth Through Customer Success With Kristi Faltorusso

    ٢ يوليو

    Pipeline Growth Through Customer Success With Kristi Faltorusso

    Kristi Faltorusso, Chief Customer Officer at ClientSuccess, shares how customer success can do more than retain accounts. It can build and accelerate pipeline. From success probability scoring to social-led growth, this conversation is packed with bold ideas for driving expansion and alignment across GTM teams. Follow Kristi Faltorusso on LinkedInFollow Manoj Ramnani on LinkedIn

    ١١ من الدقائق
  5. Bridging Brand and Demand to Drive Enterprise Growth

    ٢٦ يونيو

    Bridging Brand and Demand to Drive Enterprise Growth

    Frannie Danzinger, VP of Sales, Strategic Accounts at Integrate, to explore how aligning brand and demand drives scalable enterprise growth. What you'll learn: • Why demand marketers must also think like brand builders • How to influence enterprise buyers long before they fill out a form • The evolution of go-to-market motions in complex sales cycles • Practical advice for sellers navigating multiple buyer personas Follow Frannie Danzinger on LinkedInFollow Manoj Ramnani on LinkedIn

    ١٧ من الدقائق
  6. Building Enterprise Pipeline on a Bootstrap Budget

    ١١ يونيو

    Building Enterprise Pipeline on a Bootstrap Budget

    Randi-Sue Deckard, SVP of Growth at BESLER, who shares her unique journey from scientist to go-to-market leader.  Randi unpacks how her data-driven mindset shapes everything from defining the ideal customer profile (ICP) to deploying AI thoughtfully, and why refining pipeline strategy quarterly is non-negotiable. Learn how BESLER leverages community, referrals, and events to accelerate its pipeline, and discover where Randi invests her “100 pennies” to maximize growth in a resource-conscious world. If you’re building a pipeline in enterprise sales or healthcare tech or just trying to do more with less, this episode is packed with insight you won’t want to miss. Follow Randi-Sue Deckard on LinkedInFollow Manoj Ramnani on LinkedIn

    ١٦ من الدقائق
  7. Let’s Go After The White Whale To Rebuild The Pipeline

    ٥ يونيو

    Let’s Go After The White Whale To Rebuild The Pipeline

    Alex Grace, VP of Sales at Arta, returns with a masterclass in pipeline strategy. What happens when your ICP is over defined? Alex walks us through how he inherited a total addressable market of just 130 companies, and what it took to expand it to over 2,000 viable targets. From redefining ideal customer profiles, leveraging AI as a strategic assistant, to doubling down on high-ROI marketing and event investments, Alex shares real, unfiltered insights on how to scale a modern B2B pipeline, especially in industries still catching up with SaaS-level sophistication. Follow Alex Grace on LinkedInFollow Manoj Ramnani on LinkedIn

    ١٦ من الدقائق
  8. From Content to Conversion: Building Sales Pipeline Using The Librarian Mindset With Jonathan Gandolf

    ٧ مايو

    From Content to Conversion: Building Sales Pipeline Using The Librarian Mindset With Jonathan Gandolf

    Jonathan Gandolf, Founder & CEO of Audience Plus (formerly The Juice), to talk about building pipeline the founder-led way that includes boots on the ground, field events, and dinners that convert. Fresh off a major acquisition, Jonathan shares how Audience Plus evolved its ICP from brand marketers to demand gen leaders, what it takes to align product, sales, and marketing around that shift, and why “breaking bread” may just be the best marketing strategy out there. From the field to the funnel, Jonathan reveals how startups can build momentum in a challenging SaaS market without leaning on expensive sponsorships or outdated tactics. Follow Jonathan Gandolf on LinkedInFollow Manoj Ramnani on LinkedIn

    ١٣ من الدقائق
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SalesIntel is proud to present B2B Pipeline Pioneers; a show dedicated to helping teams build winning pipelines. Building a pipeline is a team sport and not just the responsibility of demand gen, marketing, and BDR teams. It takes a village, literally, to build pipeline. Each week, we will host the practitioners, leaders, and individual contributors to discuss their experience building pipelines, go-to-market mistakes, what is working, and what is something new they are trying today. Our goal is simple: to share the best practices, common pipeline pitfalls, lessons learned with go-to-market leaders and practitioners, and revenue drivers from various companies and industries so we all can get better

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