Shows
The Innovative Revenue LeaderFueling Sales AI With Conversation IntelligenceIf your AI strategy feels stuck, it’s probably missing the fuel that matters most: conversations. We dig into how conversation intelligence turns buyer-seller dialogue into structured data that LLMs can analyze, answer questions about, and convert into real coaching and revenue impact. Instead of treating recording as the finish line, we map the full system that connects email, calendar, mobile, and in-person meetings, then associates each interaction to the right account and opportunity so insights actually land where work gets done.We break down the current tool landscape—from web conferencing and note takers to full reve...
2026-02-0425 minThe Innovative Revenue LeaderSeeing Through The Marketing Data MirageThe metrics look great, but the pipeline doesn’t. That tension sparked a frank conversation with Bill Hobbib, CMO of Demand Science, about the marketing data mirage—why so many programs appear to win on dashboards yet fail where it counts: qualified opportunities and predictable revenue. We dig into what really signals buying intent, how to stop chasing ghosts, and why AI-only content is quietly eroding brand trust.We start by breaking down the core problem: clicks and topic interest are not intent. Bill explains how provenance and context transform noisy activity into meaningful insight, and why mult...
2026-01-2823 minThe Innovative Revenue LeaderBoardroom Agents, Real ROIForget AI theater—this conversation gets into the real decisions leaders face when moving from copilots to autonomous agents. We unpack what the board actually cares about: where agents sit in the customer journey, how they reshape processes that humans or legacy software used to carry, and what that means for ROI, accountability, and experience design.John Arnold, Head of Product Marketing and Strategic Advisory at Creatio, brings hands-on insight from large enterprises and high-growth teams building with no code and agentic CRM. We break down the difference between assistants that draft and agents that act, and wh...
2026-01-2126 minThe Innovative Revenue LeaderExecutives See Growth While Sellers Feel The SqueezeIf you’ve ever felt the boardroom’s optimism collide with the grind of the field, this conversation will sound familiar. We unpack fresh pulse data from roughly 175 people across sales, marketing, and customer success to reveal why executives say growth is up while sellers feel squeezed, and how AI is changing workflows in ways that actually stick.We start with the split: leaders reading future indicators versus sellers living inside over-assigned quotas. That gap shows up again when we compare small versus large organizations—lean teams use AI and streamlined processes to move faster, while big orgs w...
2026-01-1415 minThe Innovative Revenue LeaderDriving Growth With Usage-Based SalesGrowth doesn’t happen when a contract is signed. Growth happens when customers actually use what they bought, day after day. We wrap our usage-based sales series by connecting the dots between pricing strategy, operations, and compensation—showing a concrete path from “right to buy” to realized revenue you can bank on.We start by reframing the sales motion for consumption models. Winning access is only the opening move; the real work is guiding adoption and hitting a clear, data-backed ramp. Rather than forcing usage into traditional opportunities, we walk through why account-level management creates clarity across products...
2026-01-0715 minThe Innovative Revenue LeaderComp Plans That Drive Real UsageMost comp plans buy the wrong behavior in a usage-based world—and the results show up as stale pipelines, noisy dashboards, and hunters who drift into farming. We sat down with seasoned sales ops leader Chuck Lee to unpack how to pay for outcomes that actually matter: a clean start, a predictable ramp, and a scalable hand-off that sticks. We trace a real transformation inside a large inbound motion where reps were incentivized to chase the oldest leads and obsess over consumption they didn’t own. By stripping the plan to a simple, action-focused design and shutting off po...
2025-12-1725 minThe Innovative Revenue LeaderInside The ROI Of AI: Why System-Level Intelligence Beats Shiny Sales ToolsThe loudest AI often isn’t the smartest. We dig into fresh research with Curtis Schroeder, Head of Research and Insight at Varicent, to unpack a striking pattern among 150 revenue leaders: most expect the biggest ROI from system-level AI—forecasting, territory design, quota setting, incentive modeling—while investments still chase seller-facing tools that look great in a demo but struggle to compound impact.Curtis explains why AI for revenue is really two markets. Seller AI promises instant productivity stories yet demands training, process change, and continuous behavior shifts. System AI upgrades decision quality at the core, creating compou...
2025-12-1118 minThe Innovative Revenue LeaderAI Priorities That Actually Move RevenueHeadlines scream about AI every day, but the real story is quieter: the teams winning with AI aren’t chasing shiny tools, they’re rebuilding how revenue work gets done. We sat down with Dan Morgese, Director of Content Strategy and Research at Gong, to unpack the new State of AI report and reveal what separates impact from noise. The report pairs a survey of 3,000 director-plus leaders with Gong Labs analysis of 7.1 million closed opportunities, giving us both market sentiment and inside-the-workflow evidence.What stood out first is a mindset shift: productivity just jumped to the number one...
2025-12-1024 minThe Innovative Revenue LeaderTransforming Revenue Through Usage-Based ModelsUnlock the secrets of usage-based sales models and revolutionize your growth strategy with insights from Daragh King, Vice President of Sales Operations at XBO. This episode is your ticket to understanding how transforming from traditional CRM-based opportunity management to innovative usage-based approaches can give you a competitive edge. Through Daragh’s expertise, we explore the intricacies of customer promise and realization, and how a simple pricing agreement can lay the groundwork for accurately predicting and realizing revenue opportunities. Get ready to expand your horizons as we dissect the nuances of this transformative model, particularly in industries like fin...
2025-12-0317 minThe Innovative Revenue LeaderBringing It All Together: Driving Through Growth With AIWhat if you could revolutionize your sales process and boost your team's productivity without adding a single new hire? Join us as we uncover the transformative power of AI in sales with insights drawn from a compelling Salesforce study and engaging conversations with three seasoned sales leaders. Discover how AI is reshaping sales workflows, enabling teams to reclaim valuable time for direct customer interactions and driving substantial growth and value creation. We emphasize the critical role of structured initiatives in harnessing these capacity gains and how well-trained sellers can outperform their peers, ultimately generating significant revenue.In...
2025-11-2610 minThe Innovative Revenue LeaderHarnessing Data and AI for Sustainable Growth: Breaking Down Silos in B2B StrategiesWhat if aligning your sales, marketing, and customer success teams could unlock the hidden potential for revenue growth? Join us as Matt Naeger, Trilliad's Chief Solutions Officer, shares his insights on breaking down organizational silos to foster collaboration and data integration, as revealed in Trilliad's 2025 Sustainable Growth Survey. With Matt's expertise, we uncover the strategic advantage of a unified approach, emphasizing the significance of setting KPIs with a customer-centric focus and the transformative power of shared data across departments.Explore the remarkable role of AI in boosting organizational alignment and the often-overlooked potential of customer success as...
2025-11-1932 minThe Innovative Revenue LeaderNavigating the Shift to Usage-Based Sales ModelsJoin us as we explore the transformative shift towards usage-based sales models in enterprise organizations, especially within the SaaS industry. In this episode, we're thrilled to have Anthony McPartlin, a seasoned expert in sales operations and enablement, share his invaluable insights. Together, we unravel the compelling benefits of usage-based pricing, from aligning better with perceived customer value to enhancing net revenue retention. With examples from industry leaders like Snowflake and Datadog, we highlight how this model can drive growth and foster lasting customer relationships. However, this transition also brings challenges, particularly for sales leaders who must rethink compensation plans...
2025-11-1216 minThe Innovative Revenue LeaderRevolutionizing Business: How RevOps and AI Are Shaping the FutureJoin us for an insightful discussion as we explore the evolving role of Revenue Operations (RevOps) with special guests Amy Cook and Ryan Westwood, founders of Fullcast. This episode is a unique opportunity to understand how RevOps is redefining traditional business operations by aligning revenue growth with organizational efficiency. Amy and Ryan share compelling insights from recent surveys, illustrating how the RevOps role is increasingly elevated, often reporting directly to CEOs, and navigating the priorities of both CROs and CFOs. This dynamic highlights the growing strategic importance of RevOps in influencing both revenue and margins.Discover how...
2025-11-0532 minThe Innovative Revenue LeaderBringing It All Together: Driving Through Growth With AIWhat if you could revolutionize your sales process and boost your team's productivity without adding a single new hire? Join us as we uncover the transformative power of AI in sales with insights drawn from a compelling Salesforce study and engaging conversations with three seasoned sales leaders. Discover how AI is reshaping sales workflows, enabling teams to reclaim valuable time for direct customer interactions and driving substantial growth and value creation. We emphasize the critical role of structured initiatives in harnessing these capacity gains and how well-trained sellers can outperform their peers, ultimately generating significant revenue.In...
2025-10-2910 minThe Innovative Revenue LeaderEmpowering Sales Success with AI InsightsMike Groenevald, the Vice President of Global Sales at Everstage, takes center stage as we explore the exciting intersection of AI and sales. Known for his strategic insights, Mike reveals how Everstage is reimagining its role as a CPQ company to better serve its conservative customer base. Our discussion uncovers the transformative potential of AI, particularly in automating manual sales tasks like quote and proposal creation. By harnessing tools such as Slack and Teams to extract valuable information from CRM systems and call recordings, Everstage is empowering its sales teams to escape the administrative grind and focus on strategic...
2025-10-2220 minThe Innovative Revenue LeaderUsing AI to Drive Sales EfficiencyPhil Harrell, a seasoned revenue executive with a track record of scaling hyper-growth companies, joins me to explore how AI is set to revolutionize sales efficiency. We'll uncover the promise of AI in transforming selling time by reducing non-selling activities, even by a modest 1%, which can lead to significant productivity gains. We'll discuss strategic initiatives for making the most of saved time, ensuring that it's not left to individual sellers to decide. Listen as we project substantial long-term productivity improvements with the adoption of AI, despite the cautious steps being taken in this transformative journey.Our conversation...
2025-10-1520 minThe Innovative Revenue LeaderRevolutionizing Sales With AI in 2026Mary Shea, co-founder of Meerkat, Inc. graces our inaugural episode of The Innovative Revenue Leader podcast, sharing her expertise in sales transformation through AI. As a visionary in harnessing AI for revolutionizing sales strategies, Mary opens up about how Chief Revenue Officers can navigate the evolving tech landscape. She shares insights into her innovative strategies at Meerkat, Inc. where AI and channel partnerships are key to securing enterprise deals and preparing to introduce B2B sellers. This episode offers a deep dive into the dynamics of product-led growth and how sales teams can thrive in fast-paced growth environments.
2025-10-0816 minThe Innovative Revenue LeaderThe Innovative Revenue LeaderUnlock the secrets to elevating your role as a Chief Revenue Officer in a tech-driven world. Join me, Seth Marrs, as we explore how CROs can effectively harness technology and AI to drive success by 2026. This month, our podcast is buzzing with insights from three pioneering revenue innovators who dive deep into the evolving responsibilities of CROs. Listen in as they share their unique perspectives, practical strategies, and key actions to help you stay ahead in an ever-changing business environment.Our expert guests provide actionable insights and expert feedback on the challenges and opportunities that revenue leaders...
2025-10-0100 min
Reinventing B2BWhere Marketing Ends and Sales BeginsWhat’s the real reason so many B2B sales teams miss their revenue targets? In this episode, we go beyond the usual talking points and dive headfirst into the psychology, data, and leadership gaps holding go-to-market (GTM) teams back.Just Global’s Bobby Hare sits down with Seth Marrs, Chief Strategy Officer at Sandler and a former Forrester analyst, to explore the biggest blind spots in B2B sales today. From the cultural impact of ‘demo addiction’ to the misalignment between sales and marketing metrics, Seth and Bobby break down the systemic blockers keeping revenue teams st...
2025-09-0947 min
Sales Game Changers | Tips from Successful Sales LeadersImpact of AI on B2G and B2B Sales with Forrester Analyst Seth MarrsThis is episode 726 Read the complete tranwcription on the Sales Game Changers Podcast website here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game C...
2025-01-1627 min
What It Means: A Forrester PodcastUnlocking The Value Of Conversational IntelligenceIn this session from last year’s Data Strategy & Insights Forum, Principal Analyst Max Ball discusses the latest trends in conversational intelligence with Senior Analyst Christina McAllister and Principal Analyst Seth Marrs.
2023-06-2931 min
The Death of a SalesmanLet’s get real about generative aiYes, it's another podcast about generative ai and its impact on sales & marketing.
Seth Marrs joins me as a returning guest. Seth is a research director at Forrester and is at the leading edge of "leveraging data, process and technology to transform global sales and service organizations."
Unless you live under a rock, you will have seen the explosion of conversation about generative ai and how it will change how we live and work, both at home and in the workplace.
There is a narrative emerging that this will replace some aspects, and r...
2023-05-3141 min
Mimeo's Talk of the TradeThe Future of Sales CompensationSeth Marrs works with 5-10 companies per week to understand how sales compensation models impact performance. In this episode, Mike and Seth investigate how companies think about sales compensation now, plus how market shifts, changing demographics, and new technology are going to lead to groundbreaking transformation. Listen to the episode to learn:How companies leverage sales compensation plans to keep or attract repsWhy companies are shifting to quarterly quotasHow sales technology is going to change the foundation of sales compensationSeth Marrs brings more than 20 years of experience leading sales operations, service operations, and m...
2022-10-1834 min
The GTMnow PodcastRevenue Innovators: The Future of Leadership in RevOpsThis episode is from our sister podcast, Revenue Innovators. For more episodes like this, subscribe to Revenue Innovators in your favorite podcast player. Revenue Operations is the business version of Switzerland. In providing a neutral ground for marketing, sales, and customer success, RevOps must also analyze contexts to convey insights quicker. To win at this will take great RevOps leadership.In this episode, we interview Seth Marrs, Research Director at Forrester, about the role of analysis in building RevOps into a role that amplifies the voice of the buyer.In this...
2021-07-2834 min
The Sales Hacker PodcastRevenue Innovators: The Future of Leadership in RevOpsThis episode is from our sister podcast, Revenue Innovators. For more episodes like this, subscribe to Revenue Innovators in your favorite podcast player. Revenue Operations is the business version of Switzerland. In providing a neutral ground for marketing, sales, and customer success, RevOps must also analyze contexts to convey insights quicker. To win at this will take great RevOps leadership.In this episode, we interview Seth Marrs, Research Director at Forrester, about the role of analysis in building RevOps into a role that amplifies the voice of the buyer.In this episode we discuss:Why...
2021-07-2834 minThe Sales Hacker PodcastRevenue Innovators: The Future of Leadership in RevOpsThis episode is from our sister podcast, Revenue Innovators. For more episodes like this, subscribe to Revenue Innovators in your favorite podcast player. Revenue Operations is the business version of Switzerland. In providing a neutral ground for marketing, sales, and customer success, RevOps must also analyze contexts to convey insights quicker. To win at this will take great RevOps leadership.In this episode, we interview Seth Marrs, Research Director at Forrester, about the role of analysis in building RevOps into a role that amplifies the voice of the buyer.In this episode we discuss:Why RevOps is blowing integration out...
2021-07-2834 min
Revenue Innovators3. The Switzerland of Marketing, Sales & Customer SuccessRevenue Operations is the business version of Switzerland. In providing a neutral ground for marketing, sales, and customer success, RevOps must also analyze contexts to convey insights quicker. To win at this will take great RevOps leadership.In this episode, we interview Seth Marrs, Research Director at Forrester, about the role of analysis in building RevOps into a role that amplifies the voice of the buyer.In this episode we discuss:Why RevOps is blowing integration out of the waterHow to invest in data that actually drives insightsThe ideal attributes of...
2021-07-2634 minRevenue Innovators3. The Switzerland of Marketing, Sales & Customer SuccessRevenue Operations is the business version of Switzerland. In providing a neutral ground for marketing, sales, and customer success, RevOps must also analyze contexts to convey insights quicker. To win at this will take great RevOps leadership.In this episode, we interview Seth Marrs, Research Director at Forrester, about the role of analysis in building RevOps into a role that amplifies the voice of the buyer.In this episode we discuss:Why RevOps is blowing integration out of the waterHow to invest in data that actually drives insightsThe ideal attributes of RevOps leadersPeacemaking among departments (aka alignment)Meet us here...
2021-07-2634 min
The Death of a SalesmanWhat is Guided Selling?In this episode, I am joined by Seth Marrs, Principal Analyst, Sales Operations at Forrester. Seth wrote a blog back in February 2020 which piqued my interest. It starts :
Dynamic guided selling is a concept that is poised to become a reality in B2B sales organizations
Integrating sales tools to build an iterative process enables sales teams to win more
E-commerce guided selling, configure, price and quote (CPQ) systems, customer relationship management (CRM) and AI are the foundation for every customer interaction
Sales tools have traditionally been used to enable administrative efficiencies for sales leaders who can...
2021-01-2632 min
The Revenue Insights PodcastSeth Marrs, Research Director @ ForresterSeth Mars jumped into the Sales Operations Demystified podcast and shared his insights on sales and revenues operations, how COVID-19 aided inside and outside sales, and how AI will impact sales and operations.
2020-07-0223 min
Pirate Radio Podcasts™Episode #85 - JFK FilesThe American Media & the 2nd Assassination of President John F. Kennedy
"If you can't handle the truth, don't watch this film!"
"It's a runaway hit on Amazon & Vimeo" !!!!!
"The American Media & the 2nd Assassination of John F. Kennedy."
"i was a dropout at 15, and hopping a freight train to get out of Kanada ....."
John Barbour
http://johnbarboursworld.com/
https://www.facebook.com/john.barbour.524
https://duckduckgo.com/?q=The+American+Media+%26+the+2nd+Assassination+of+President+John+F.+Kennedy
Operation Mockingbird
Clinton's "BIG" Media #KRAKEN Conglomerate Agenda
15min - Empire AmeriKa - Troops in Niger
17min - Rampant, runaway...
2017-12-151h 56
The Sales MomentThe Voice In My HeadWhen the going gets tough, what is it that makes some people persevere while others quit? The fact that many people consider their failures the reason for their success is almost a paradox. It has been repeated so many times that the evidence is staggering. The voice in your head has been called “The Lizard Brain” in the Linchpin by Seth Godin and “Stinkin’ Thinkin’ by Zig Ziglar. This is the voice that tells you that you are not talented enough, you do not have enough education, you do not have the right family tree and it will also...
2011-12-2604 min
The Pierce Marrs ShowThe Voice In My HeadWhen the going gets tough, what is it that makes some people persevere while others quit? The fact that many people consider their failures the reason for their success is almost a paradox. It has been repeated so many times that the evidence is staggering. The voice in your head has been called “The Lizard Brain” in the Linchpin by Seth Godin and “Stinkin’ Thinkin’ by Zig Ziglar. This is the voice that tells you that you are not talented enough, you do not have enough education, you do not have the right family tree and it will also...
2011-12-2604 minThe Pierce Marrs ShowAnalysis ParalysisThis is another word for organized procrastination. Unlike my occasional procrastination which is unorganized and sometimes called the squeaky wheel syndrome. This is where my attention jumps from one topic to the next due to the ringing phone or a multitude of other distractions. Analysis Paralysis occurs when someone gets so bogged down in the details of their project that it never gets completed. Many times they are waiting until it’s perfect or trying to juggle multiple projects. Stephen Covey speaks in depth about putting first things first in his best selling book The 7 Ha...
2011-03-2804 min
The Sales MomentAnalysis ParalysisThis is another word for organized procrastination. Unlike my occasional procrastination which is unorganized and sometimes called the squeaky wheel syndrome. This is where my attention jumps from one topic to the next due to the ringing phone or a multitude of other distractions. Analysis Paralysis occurs when someone gets so bogged down in the details of their project that it never gets completed. Many times they are waiting until it’s perfect or trying to juggle multiple projects. Stephen Covey speaks in depth about putting first things first in his best selling book The 7 Ha...
2011-03-2804 minThe Pierce Marrs ShowCookie Cutter Doesn’t Always Cut ItI recently read an article in Inc Magazine entitled “When to Hire a Sales Consultant”. Don Kennedy was quoted in the article as saying that many of the consultants offered what he calls “cookie-cutter” solutions. I had real problems I needed to solve,” he says. I wanted someone willing to get their hands dirty inside my business.” After receiving personal coaching, Kennedy increased his closing percentage from 17% to 60% among other improvements to his sales process. Another company increased their gross revenue by 400%. I believe in the power of the individual. Each person has a set of specific...
2010-09-0602 min
The Sales MomentCookie Cutter Doesn’t Always Cut ItI recently read an article in Inc Magazine entitled “When to Hire a Sales Consultant”. Don Kennedy was quoted in the article as saying that many of the consultants offered what he calls “cookie-cutter” solutions. I had real problems I needed to solve,” he says. I wanted someone willing to get their hands dirty inside my business.” After receiving personal coaching, Kennedy increased his closing percentage from 17% to 60% among other improvements to his sales process. Another company increased their gross revenue by 400%. I believe in the power of the individual. Each person has a set of specific...
2010-09-0602 min