NextGen Sales Leaders

Benjamin Aaron Reed
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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. How Sean Malone Built an 8-Figure DM Empire

    2D AGO

    How Sean Malone Built an 8-Figure DM Empire

    Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-sean-malone Episode Summary: In this episode, Ben Reed sits down with Sean Malone, co-founder and CMO of Flowchat, to break down the future of social DM prospecting, LinkedIn automation, and AI-powered sales outreach. Sean shares his incredible entrepreneurial journey from struggling with cold calls and sales rejection to building multiple eight-figure businesses through direct messaging systems and scalable outbound frameworks. The conversation dives deep into LinkedIn automation safety, storytelling in sales, personal branding, AI-driven outreach, and the lessons Sean learned working alongside Russell Brunson. If you're looking to scale outbound sales, protect your LinkedIn account, and build predictable lead generation systems through social DMs, this episode is packed with actionable insights. What you'll learn: Why LinkedIn DMs outperform traditional cold outreach channelsHow Flowchat protects users from LinkedIn bans and account restrictionsThe safest way to scale LinkedIn automation without triggering algorithmsWhy personal branding is critical for successful outbound prospectingSean’s DM outreach benchmarks for scalable lead generationHow storytelling and the “hero’s journey” improve sales and marketingThe role of AI in modern sales outreach and personal DMsWhat Sean learned inside Russell Brunson’s mastermind ecosystemFeatured Guest: Sean Malone, Co-Founder & CMO of Flowchat Host: Ben Reed, host of the Next Gen Sales Leaders Podcast Episode Highlights: [00:01:00] Intro [00:03:00] LinkedIn automation tools and account safety [00:07:00] Understanding LinkedIn algorithms and outreach limits [00:10:00] Sean’s LinkedIn connection and response benchmarks [00:13:00] Sean’s journey into sales and early struggles [00:15:00] Growing businesses from millions to eight figures [00:17:00] Learning paid ads and discovering DM outreach [00:18:00] Working with Russell Brunson and building software companies [00:19:00] Building a high-ticket sales agency through DMs [00:23:00] Storytelling frameworks and the hero’s journey in sales Connect with Sean: LinkedIn: https://www.linkedin.com/in/theseanmalone/ Flowchat: https://flowchat.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-sean-malone

    2h 1m
  2. Enterprise Sales Secrets from a $50M ARR Operator ft Barry Flanagan

    MAY 15

    Enterprise Sales Secrets from a $50M ARR Operator ft Barry Flanagan

    Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-barry-flanagan Episode Summary: In this episode, Ben Reed sits down with Barry Flanagan, CEO and founder of AI IQ Systems, to discuss scaling B2B sales teams, startup go-to-market strategy, and using AI to better understand buyers. Barry shares lessons from helping scale companies like Citrix, VMware, and ControlUp, including how to hire effectively, structure sales teams, and build trust-driven sales processes. They also dive into product-led growth, outbound sales, buyer psychology, and how AI is changing modern B2B marketing and sales. What you'll learn: 1) How Barry helped scale a startup from $2M to $50M ARR 2) The biggest hiring mistakes founders make in sales 3) Differences between product-led, sales-led, and marketing-led growth 4) How SDRs, AEs, and Sales Engineers work together 5) Why deep ICP and persona research improves sales performance 6) How AI can help with messaging, content, and buyer research 7) Why trust-building is critical in enterprise sales 8) The psychology behind objection handling and buyer decisions Featured Guest: Barry Flanagan, Founder/CEO of GetBuyerIntel.ai Host: Ben Reed, host of the Next Gen Sales Leaders Podcast Episode Highlights: [00:03:00] Scaling ControlUp from $2M to $50M ARR [00:08:00] Sales team roles explained: SDRs, AEs, and SEs [00:12:00] Founder-led sales and outbound strategy [00:17:00] Product-led growth and SaaS go-to-market [00:27:00] AI-powered buyer personas and messaging [00:38:00] Trust-building and sales psychology [00:45:00] Final advice for founders and sales leaders Connect with Barry: LinkedIn: https://www.linkedin.com/in/barryflanagan/ 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-barry-flanagan

    47 min
  3. What Fractional CMOs Actually Do for SaaS Companies ft. Geraldina Olson

    MAY 9

    What Fractional CMOs Actually Do for SaaS Companies ft. Geraldina Olson

    Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-geraldina-olson Episode Summary: In this episode, Ben Reed sits down with Geraldina Scarascia Olson, fractional CMO and B2B SaaS growth strategist, to discuss how companies scale beyond founder-led growth. Geraldina breaks down how she helps SaaS companies build structured growth systems, align marketing with product and sales, and avoid common scaling mistakes. They also dive into AI overload, product-market fit, customer experience, and why great marketing can never compensate for a weak product. What you'll learn: How founders become the bottleneck in scalingWhy structured KPIs improve marketing executionThe biggest AI and automation mistakes companies makeWhy product and marketing must work togetherWhy great marketing can’t fix a weak product Featured Guest: Geraldina Scarascia Olson, Fractional CMO and B2B SaaS Growth Strategist Host: Ben Reed, host of the Next Gen Sales Leaders Podcast Episode Highlights: [00:03:00] Founder-led growth challenges [00:08:00] AI tools and automation mistakes [00:11:00] KPI frameworks and accountability [00:16:00] Best-performing B2B growth channels [00:24:00] Why great products outperform great marketing Connect with Geraldina: LinkedIn: https://www.linkedin.com/in/geraldinascarascia/ Website: https://geraldinaolson.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 insights on B2B sales, RevOps, AI, and leadership. If you found value in today’s conversation, please leave 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-geraldina-olson

    32 min
  4. From Doctor to Inc. 5000 Founder: Jay Feldman’s Lead Gen Secrets

    MAY 3

    From Doctor to Inc. 5000 Founder: Jay Feldman’s Lead Gen Secrets

    Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-drjay Episode Summary: In this episode, Ben Reed sits down with Jay Feldman, founder of Otter PR and the creator of "Lead Gen Jay," to break down the realities of B2B lead generation, cold email, and scaling a high-growth agency. Jay shares his journey from medical school to entrepreneurship, how he built a multi-Inc. 5000 company, and why cold email remains one of the most powerful low-cost acquisition channels. They also dive into copywriting, AI's role in modern outreach, and what it really takes to build and scale a business in today's competitive landscape. What you'll learn: How Jay transitioned from medical school to building a successful PR agencyWhy cold email is still one of the most effective lead generation channelsThe three key components of successful cold email (open, read, reply)How to approach copywriting as both an art and a psychological systemWhy giving away free value accelerates brand growth and authorityHow long-form YouTube content builds trust and drives inbound demand How AI can be used as a co-pilot for copywriting and lead generationWhy beginners should avoid ads and focus on direct outreach firstThe difference between demand-side and supply-side constraints in scalingWhy templates fail and real subject matter expertise wins Featured Guest: Jay Feldman, Founder of Otter PR and B2B Lead Generation Expert Host: Ben Reed, host of the Next Gen Sales Leaders Podcast Episode Highlights: [00:01:00] Jay's journey from doctor to entrepreneur [00:03:00] Building Otter PR and early lead generation challenges [00:06:00] Why cold email became the primary acquisition channel [00:10:00] The power of personal branding and "Lead Gen Jay" [00:14:00] Long-form YouTube content as a growth strategy [00:18:00] Cold email fundamentals: open, read, reply [00:22:00] Copywriting frameworks and psychology [00:30:00] Using AI to improve outreach and campaigns [00:40:00] Scaling challenges: hiring, ops, and systems [00:50:00] Final advice for beginners in lead generation Connect with Jay: LinkedIn: https://www.linkedin.com/in/dr-jay-feldman/ YouTube: https://www.youtube.com/@leadgenjay 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](https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600) Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-drjay

    1h 15m
  5. Clay vs Claude Code: Why DIY GTM Systems Break ft. Jay Bhandari | Clay

    APR 26

    Clay vs Claude Code: Why DIY GTM Systems Break ft. Jay Bhandari | Clay

    Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-jay-clay-bhandari Episode Summary: In this episode, Ben Reed sits down with Jay Bhandari, GTM Engineer at Clay, to unpack how one of the fastest-growing companies in sales tech helped create an entirely new category: GTM Engineering. Jay shares his journey from private equity and startups into the world of Clay, while Ben and Jay explore the rise of AI-powered revenue systems, the RevOps vs GTM Engineer debate, Clay’s explosive growth strategy, and the future of SaaS in an agentic AI world. They also discuss Claude Code, vibe coding, product complexity, and why having fun may be the most important career lesson of all. What you'll learn: How Jay transitioned from Wall Street and private equity into GTM EngineeringWhat a GTM Engineer actually does and why the role is growing rapidlyThe differences and similarities between GTM Engineers and RevOps professionalsHow Clay built a category-defining brand and product-led communityWhy orchestration and enrichment are transforming modern pipeline generationThe truth about Claude Code, vibe coding, and AI software hype cyclesWhy building scalable software is harder than most people thinkHow AI should augment sales teams instead of replacing core systemsWhy creativity is a competitive advantage in go-to-market strategyJay’s personal philosophy on career growth, fulfillment, and having fun Featured Guest: Jay Bhandari, GTM Engineer at Clay Host: Ben Reed, host of the Next Gen Sales Leaders Podcast Episode Highlights: [00:01:00] Jay’s path from private equity to startups [00:03:00] Discovering Clay and joining as a GTM Engineer [00:06:00] How Clay built a category around GTM Engineering [00:10:00] GTM Engineer vs RevOps explained [00:18:00] Clay’s branding, creativity, and community strategy [00:25:00] Advanced Clay workflows and real customer use cases [00:27:00] Claude Code vs Clay: build vs buy debate [00:35:00] Why vibe coding has limits at scale [00:43:00] Where AI fits in modern GTM systems [00:46:30] Jay’s life advice: fun, fulfillment, and enjoying the journey Connect with Jay: LinkedIn: https://www.linkedin.com/in/jay-bhandari-profile/ 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-jay-clay-bhandari

    51 min
  6. The Truth About AI, Sales, and SaaS in 2026 ft. Alexandar Shartsis

    APR 18

    The Truth About AI, Sales, and SaaS in 2026 ft. Alexandar Shartsis

    Sponsored By RevyOps (The #1 GTM Data Management Platform):https://tinyurl.com/revyops-alex-shartsis Episode Summary: In this episode, Ben Reed sits down with Alex Shartsis, Founder of Skyp.ai, to discuss the battle between SaaS and AI in modern GTM. They break down why mass outbound is declining, where AI SDR tools fall short, and how thoughtful automation is replacing spam. Alex also shares insights on vibe coding, software complexity, and why real expertise still matters in an AI-first world. What you'll learn: - How Alex built Skyp.ai from real outbound pain points - Why mass cold email is declining but still not dead - How thoughtful AI automation beats spammy AI SDR tactics - Why most people underestimate how hard real software is to build - The difference between vibe coding prototypes vs scalable SaaS products - Why product management and subject matter expertise still matter most - How AI can help individual sellers without replacing GTM systems - The hidden complexity behind CRMs, data infrastructure, and RevOps - Why many founders are chasing hype instead of solving real problems - What the future of SaaS may look like in an AI agentic world Featured Guest: Alex Shartsis, Founder of Skyp.ai Host: Ben Reed, host of the Next Gen Sales Leaders Podcast Episode Highlights: [00:01:00] Why SaaS and AI are colliding in GTM [00:03:00] The decline of mass cold email campaigns [00:06:00] How Skyp.ai was built from real customer demand [00:10:00] Why vibe coding creates false confidence [00:14:00] Product management vs AI-generated software [00:18:00] Where Lovable and Bolt are actually useful [00:22:00] Why subject matter expertise still wins [00:30:00] How AI should support sales reps, not replace them [00:40:00] The future of SaaS infrastructure and GTM systems [00:50:00] Final advice for salespeople in the AI era Connect with Alex: Website:https://skyp.ai/ LinkedIn: https://www.linkedin.com/in/shartsis/ 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-alex-shartsis

    1h 12m
  7. AI Hype, Vibe Coding, and Why Most SaaS Won’t Survive ft. Rafael Guerreiro

    APR 11

    AI Hype, Vibe Coding, and Why Most SaaS Won’t Survive ft. Rafael Guerreiro

    Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-rafael-guerreiro Episode Summary: In this episode, Ben Reed chats with Rafael Guerreiro, Founder of Sentrion, about the future of signal-based selling, AI-driven GTM, and where SaaS is headed next. They break down how Rafael built Sentrion from real outbound pain points, why most signal tools rely on weak assumptions, and how job posting data can reveal true buyer intent. The conversation expands into a candid discussion on AI hype, vibe coding, infrastructure costs, and what the future of software may look like. What you'll learn: How Rafael built Sentrion from real outbound pain pointsWhy most signal platforms rely on assumptions instead of proofHow job postings can uncover real buying intent signalsThe difference between signal stacking vs verified intent dataWhy AI is probabilistic, and why that matters for GTM workflowsWhere “vibe coding” works and where it fails in real-world softwareThe hidden costs of AI infrastructure and data processingWhat the future of SaaS may look likeWhy human behavior may be the biggest constraint on AI adoption Featured Guest: Rafael Guerreiro, Founder of Sentrion Host: Ben Reed, host of the Next Gen Sales Leaders Podcast Episode Highlights: [00:01:00] What Sentrion is and how it works [00:03:00] Why most signal tools get it wrong [00:05:30] Using job postings to identify real intent [00:08:00] Building and scaling massive data sets [00:10:00] AI vs deterministic systems explained [00:14:00] The rise and limits of vibe coding [00:20:00] SaaS trends and what survives long term [00:30:00] The economics of AI and compute costs [00:35:00] The human impact of AI on jobs and society [00:41:00] Final advice on balancing work and life Connect with Rafael: Website:https://sentrion.ai/ LinkedIn: https://www.linkedin.com/in/rafaelsentrion/ 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-rafael-guerreiro

    43 min
  8. Building a Modern Sales System with AI ft. Justin Schreiber

    APR 10

    Building a Modern Sales System with AI ft. Justin Schreiber

    -Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-mr-justin-schreiber Episode Summary: In this episode, Ben Reed sits down with Justin Schreiber to explore how AI agents are transforming B2B sales execution. Justin shares how his platform automates sales “chores,” improves win rates, and enables teams to scale without increasing headcount. They explore the shortcomings of traditional sales processes, the impact of poor CRM data on forecasting accuracy, and how AI can function as a real-time thought partner to help reps advance deals. What you'll learn: - Why traditional sales processes fail due to poor adoption - The difference between a sales process and a GTM motion - How AI can act as a real-time “sales thought partner” - Why CRM data quality is the root cause of inaccurate forecasts - How AI eliminates manual data entry and improves rep productivity - What a “revenue graph” is and why context is critical for AI success - How to increase win rates by optimizing deal execution (not just top-of-funnel) - Why the future of RevOps is shifting toward AI-native roles Featured Guest: Justin Schreiber Host: Ben Reed, host of the Next Gen Sales Leaders Podcast Episode Highlights: [00:01:00] Introduction [00:04:00] Building sales processes from scratch vs. optimizing existing ones [00:06:00] Sales process vs. GTM motion explained [00:10:00] Why sales process adoption fails in organizations [00:18:00] How AI drives adoption without forcing reps to follow process [00:21:00] AI as a real-time deal coach and strategist [00:23:00] The importance of context and the “revenue graph” [00:27:00] CRM data quality challenges and solutions [00:33:00] The shift from UI-first SaaS to context-driven platforms [00:38:00] The rise of GTM engineers and evolving RevOps roles [00:45:00] Origin story: from forecasting to AI deal execution [00:48:00] Final thoughts on purpose, growth, and AI’s impact on humanity 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 insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, please leave 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-mr-justin-schreiber

    52 min
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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
    57
  • Rating
    Explicit
  • Copyright
    © NextGen Sales Leaders 2024
  • Show Website
    NextGen Sales Leaders

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