Notes from the show
Long-form pieces on GTM, sales, product marketing, and the messy work of scaling B2B, from the operators actually doing it. Written between episodes.
- 31
Leading From the Shadows: A Conversation with Clara Ma
Clara Ma, founder of Ask a Chief of Staff and former first chief of staff at Hugging Face, on the zone of genius, influence without authority, operational debt, and why AI makes the chief of staff role more important, not less.
·12 min read·Leadership / AI - 32
Everyone Still Prospects: A Conversation with Jonathan Chemouny
Jonathan Chemouny, who leads GTM for Europe at ElevenLabs, on the builder mentality behind a rocketship, meeting prospects in person as a competitive edge, signals-based outbound, why even the CEO prospects, and why distribution beats product and brand.
·12 min read·GTM / Sales / AI - 33
Relationships Are the Pipeline: A Conversation with Amelia Taylor
Amelia Taylor, founder of The Revenue Table, on relationship-first growth, why the bar for trust has never been lower, empathy and curiosity as competitive edges, the sponsored-event tactic, and why she is done with LinkedIn cheat-sheet hacks.
·9 min read·Sales / GTM - 34
I Am Not the Job: A Conversation with Joanna Rybus
Joanna Rybus on the identity shift that set her free, why business development creates the market instead of converting demand, what a 40% close rate actually comes from, and why AI exposes average salespeople rather than replacing great ones.
·9 min read·Sales / GTM - 35
What's Left for the Human Rep: A Conversation with Justin Fite
Justin Fite, a 30-year sales operator with five exits, on why AI works on the cognitive layer, how production overruns a wobbly go-to-market, what only human reps can still do, message drift before a stall, and why he always blames the system first.
·13 min read·Sales / AI / GTM - 36
Distribution Beats Product: A Conversation with Elston Baretto
Elston Baretto, bootstrapped founder of Tiiny Host, on crossing a million users by doing boring work every day, why leaving a big job lowered his risk, finding the one distribution channel that works, and why an average product with great distribution wins.
·13 min read·GTM / Product / AI