The Pocus Unlocking Revenue Podcast
Episodes
How High-Performing SDR Teams Balance Volume, Quality, and AI with Victoria Loewenstern (ContentSquare)
09 Feb 2026
Contributed by Lukas
Victoria Loewenstern of ContentSquare explains why most SDR teams are built wrong—and how prioritization, multitouch outreach, AI, and cold calling ...
Why Post-Sales Is the New Go-To-Market Battleground with Alison Silver (Brex)
09 Feb 2026
Contributed by Lukas
Alison Silver of Brex explains why post-sales is the new GTM battleground—and how dedicated client sales teams drive retention, expansion, and long-...
Why Marketing Ops Is the Connective Tissue of Go-To-Market with Andy Varshneya (Redis)
09 Feb 2026
Contributed by Lukas
Andy Varshneya of Redis explains how marketing ops becomes a strategic force—bridging execution, leadership, and cross-functional alignment to reduc...
From Intent to Signals: How AI Is Changing Enterprise Prospecting with Patrick Lavergne (Coveo)
09 Feb 2026
Contributed by Lukas
Patrick Lavergne of Coveo explains how signal-based prospecting and AI help sales teams prioritize the right accounts, reduce prep time, and improve p...
How to Build a Pipeline Engine (No Silver Bullets) with Flora Felisberto (SecurityScorecard)
09 Feb 2026
Contributed by Lukas
Learn how to build a scalable pipeline engine without relying on a single channel, using events, ABM, and AI-powered BDR workflows.Flora Felisberto (S...
Marketing Beyond the Funnel: Intelligence, Revenue, and AI with Megan Boone (Redis)
09 Feb 2026
Contributed by Lukas
Megan Boone of Redis explains why modern marketing must act as the intelligence engine of GTM—and why AI, SDR alignment, and first-principles thinki...
How AI and Visual Communication are Reshaping GTM Teams with Rob Giglio (Canva)
09 Feb 2026
Contributed by Lukas
Rob Giglio of Canva explains how AI and visual communication are changing the future of work — and what that means for modern go-to-market teams foc...
ABX Explained: How to Scale B2B Demand Gen with Account-Based Everything with Ben Pollack (Ripping IT)
09 Feb 2026
Contributed by Lukas
Learn how to scale B2B demand generation using ABX (Account-Based Everything), modern GTM frameworks, and people-led growth strategies.Ben Pollack (Ri...
Why Revenue Operations Is One of the Most Strategic Roles in Go-To-Market with Stephen Rickli (Zip)
09 Feb 2026
Contributed by Lukas
Steven Rickli of Zip shares why Revenue Operations is one of the most strategic roles in GTM—and how strong RevOps teams accelerate growth instead o...
How to Build a Sales Process That Scales with Caitlin Nelson (Superhuman Labs)
09 Feb 2026
Contributed by Lukas
Learn how Superhuman built a scalable sales process, transitioned from PLG to sales-led growth, hired top AEs, and improved forecasting without relyin...
Rethinking Enablement for a Faster, AI-Driven Go-To-Market World with Melanie Fellay (Spekit)
21 Jan 2026
Contributed by Lukas
Wondering how enablement needs to evolve as AI transforms how sellers work?Looking to move beyond traditional training models that nobody actually use...
The challenge of multi-product evolution (Eran Aloni)
30 Sep 2025
Contributed by Lukas
Eran discusses the challenges of Gong's of multi-product evolution (7:45), how creating categories requires step-by-step market education (11:30),...
How to position yourself for career growth (Danielle Peretore)
23 Sep 2025
Contributed by Lukas
Ever wonder what happens behind the scenes when a company goes public?Looking for real insights on how to position yourself for career growth at high-...
The sales revolution: Spray and pray to AI first (Ayub Mohammed)
09 Sep 2025
Contributed by Lukas
Need strategies for staying competitive when AI capabilities become commoditized across your market?Looking to learn from someone who's navigated the ...
How This CRO Built a High-Performing Sales Team (33% Close Rate Strategy)
03 Sep 2025
Contributed by Lukas
Bill Dwoinen, CRO of Mural, dives into his transition from enterprise giant to agile CRO, exploring the wins, surprises, and hard-learned lessons that...
Transforming RevOps from reporting to strategic leadership: Avtar Varma
19 Aug 2025
Contributed by Lukas
Need direction on how to evolve RevOps from an order-taking function to a strategic growth partner?Looking to master the art of capacity modeling and ...
Creating a lean, profitable revenue machine: Peter Borkovich
14 Aug 2025
Contributed by Lukas
The era of "growth at all costs" is dead. Revenue leaders are scrambling to do more with less. Most are still running outdated playbooks designed for ...
Building high-impact marketing teams: Stef Miller
08 Aug 2025
Contributed by Lukas
Tired of marketing teams that chase vanity metrics instead of moving the needle?Ready to challenge the "data-driven everything" orthodoxy that's paral...
The death of traditional prospecting and the future of AI agents: Frank Perkins
04 Aug 2025
Contributed by Lukas
Think your prospecting playbook is still working?Think again.Frank Perkins from Datadog has witnessed prospecting change more in the last 3 years than...
How to scale your career from SDR to leadership: Mike Stevenson
04 Aug 2025
Contributed by Lukas
Want to learn how to scale your sales career alongside a fast-growing company?Looking for real advice on navigating the path from SDR to AE to sales l...
Navigating AI, ICP, and signals in enterprise sales: Brian LaManna
18 Jul 2025
Contributed by Lukas
Need guidance on how to consistently exceed sales targets and leverage AI in your sales workflow?Looking to learn from someone who has crushed targets...
Avoiding dev tool GTM traps: Marcus Holm
18 Jul 2025
Contributed by Lukas
Need direction on how a PLG motion and cold outbound prospecting can work in harmony?Looking for tips on how to avoid the “dev tool trap?”Marcus H...
Personalization, AI, and ABM in 2025: Guy Yalif
18 Jul 2025
Contributed by Lukas
Today's B2B marketers face a widening divide. While AI and personalization tools evolve at breakneck speed, most teams still rely on outdated pla...
Stop wasting your RevTech budget: Mollie Bodensteiner
17 Jul 2025
Contributed by Lukas
Planning to revamp your RevTech stack in 2025? Thinking about implementing AI tools for sales? …Feeling lost? Mollie Bodensteiner is the VP of Re...
Secrets for scaling $3M to $21M: Kyle Norton
03 Jul 2025
Contributed by Lukas
Is your sales teams drowning in unqualified leads? What if you could transform every prospecting effort into a precision-driven revenue engine? In 202...
Monday.com's playbook for moving upmarket: Jason Miller
03 Jul 2025
Contributed by Lukas
Ready to unlock enterprise-scale growth? Many B2B companies struggle to evolve their sales motion from PLG success to strategic enterprise deals.How d...
Building growth stage GTM engines: Travis Patterson
03 Jul 2025
Contributed by Lukas
Is your sales team still pitching to developers like they're enterprise VPs? What if you could transform your technical sales motion from friction...
Morgan J Ingram: Building next-level pipeline
30 Jun 2025
Contributed by Lukas
Ready to build next-level pipeline? Most sales teams are struggling to adapt their traditional prospecting methods to today's market. The old play...
Stevie Case: Cheat codes for a high-performance sales team
27 Jun 2025
Contributed by Lukas
The best GTM leaders don't always come from traditional backgrounds - and Stevie Case is the perfect example. Stevie Case, CRO of Vanta, brings a ...
Stuart Wilson: WTF is BizOps
25 Jun 2025
Contributed by Lukas
BizOps teams have become a standard part of GTM teams, but it can look different at every company, with different responsibilities and team structures...
Kyle Asay: Building unstoppable sales teams
25 Jun 2025
Contributed by Lukas
Are your reps struggling in a tough market? AI promises massive efficiency gains, but most teams are drowning in tools without seeing real results. Ky...
Amrita Mathur: Fueling your GTM growth machine
24 Jun 2025
Contributed by Lukas
Is your GTM strategy built for $2M or $45M ARR? Most companies get stuck in the middle because they can't evolve their marketing engine fast enoug...
Andy Mowat: Building the Ideal GTM tech stack
24 Jun 2025
Contributed by Lukas
GTM tech has never been better at driving results for users, but with so many new tools for building and closing pipeline, it's easy for tech stac...
Mark Goldberger: How to become a 10x seller
10 Dec 2024
Contributed by Lukas
+120% annual quota for a business travel platform… during the pandemic. Mark Goldberger did it. If there’s someone who can teach all of us a thin...
Meka Asonye: Where sales tech is headed in 2025
10 Dec 2024
Contributed by Lukas
Where is sales heading in 2025? Find out in our deep dive with First Round Partner Meka Asonye. We covered what's actually working in today's shiftin...
Amanda Kahlow: The future of sales in the age of AI
10 Dec 2024
Contributed by Lukas
Modern GTM teams are strapped for time and limited on resources. AI can help with both of these issues, but knowing where to double-down on new tech c...
Kieran Flanagan: Building AI buy-in across your team
10 Dec 2024
Contributed by Lukas
AI is everywhere - but how do you know what's a tool and what's a toy? Can you really level up your team and become 10x more productive? What tasks i...
Samantha McKenna: Nail social selling on LinkedIn
10 Dec 2024
Contributed by Lukas
AI can make it faster and easier than ever to do deep-dive prospecting research, cutting the time it takes from hours to minutes. But with so much AI...
Tessa Whittaker: Using AI to streamline RevOps
10 Dec 2024
Contributed by Lukas
RevOps may be the GTM team poised to gain the most from the surge in AI tools. In this episode of the 10x GTM Podcast, we talk with Tessa Whittaker, ...
Kyle Poyar: How to go account-based and win
10 Dec 2024
Contributed by Lukas
How do you generate growth in a crowded, noisy market? Ditch the one-size-fits-all outreach and go ABX: account-based everything. In this episode, g...
Kevin Baldacci: Becoming a 10x product marketer
10 Dec 2024
Contributed by Lukas
Building customer buy-in and driving product adoption are two of the most important ways to drive growth in today's market. With over 15 years of prod...
Saad Khan : Building signal powered outbound
29 Jul 2024
Contributed by Lukas
Saad Khan is the Director of Sales and Business Development at Aligned. Before Aligned, Saad was instrumental in growing Business Development teams at...
Angelica Ismailos: Growing developer facing products
20 Jun 2024
Contributed by Lukas
Angelica is currently the Head of Demand Generation at Vercel where she’s helped the company scale their PLG acquisition motion. She’s an expert i...
Zack Turner: Finding the best fit PLG motion
26 Mar 2024
Contributed by Lukas
Zack Turner, RVP of Enterprise Sales at Slack, shares stories about the early days of Product-Led Sales at Box and how things have changed in the last...
Taylor Gibson: Harmonizing PLG and enterprise sales
26 Mar 2024
Contributed by Lukas
When you have millions of users, turning that into revenue should be easy, right? Alexa sits down with Taylor Gibson, GTM lead at Writer, to talk abou...
Melissa Ross: Building Product-Led Sales foundations
26 Mar 2024
Contributed by Lukas
Alexa sits down with Melissa Ross, GTM at Heygen, a cutting-edge AI-powered platform revolutionizing the world of video creation. Prior to joining Hey...
Simran Duggal: Value-driven selling at Webflow
26 Mar 2024
Contributed by Lukas
Simran Duggal, Enterprise Sales Leader at Webflow shares the value-selling framework that helps Webflow translate product usage into an enterprise ROI...
Lilly Skolnik : Nailing the ‘imaginative sale’ with a PLG product
26 Mar 2024
Contributed by Lukas
Alexa sits down with Lilly Skolnik, North American Sales Leader at Ashby, to discuss the differences in selling horizontal vs. vertical PLG products, ...
Kevin Young: The anti-playbook playbook
16 Nov 2023
Contributed by Lukas
Alexa and Kevin Young, VP of Sales at UserEvidence dive right into what Kevin calls his "anti-playbook playbook," why he feels strongly that...
Adam Carroll: Lessons learned from a founder and 3x sales leader
16 Nov 2023
Contributed by Lukas
Alexa chats with Adam Carroll, Founder at Carroll Sales Consulting and former sales leader at FullStory, Recurly, and Outbrain. Adam shares his advice...
Kareem Agha: Warm vs. cold outbound playbooks
16 Nov 2023
Contributed by Lukas
Alexa chats with Kareem Agha, Head of Sales at Haus about the value of warm outbound, the dangers of ignoring cold outbound, and how to get the entire...
Andrew Thompson: Continuous playbook iteration
16 Nov 2023
Contributed by Lukas
Alexa and Andrew Thompson, VP of Sales at Agora, talk through the foundational elements of any good sales playbook, how to build a feedback loop on pl...
Devin Schiller: Product-Led Sales playbooks from Slack to Sprout Social
16 Nov 2023
Contributed by Lukas
Alexa and Devin Schiller, Enterprise Sales Leader at Sprout Social talk about the early days of PLS playbooks at Slack, the learnings he brought over ...
Riley Harbour: Grammarly's playbook from B2C to enterprise
16 Nov 2023
Contributed by Lukas
Alexa interviews Riley Harbour, Head of Business Development at Grammarly about how Grammarly built a successful playbook for B2C user acquisition and...
Reed McBride: Sticking to your convictions
16 Nov 2023
Contributed by Lukas
Alexa sits down with Reed McBride, VP Business Development at Carta on Carta’s PLG playbook for their new product called "Launch."
Paperspace’s customer-first approach to Product-Led Sales with Benjamin Lamson (Digital Ocean)
11 Oct 2023
Contributed by Lukas
Ben joined Paperspace to build a revenue engine on top of their already successful PLG motion. Within six months and after adopting Pocus, Ben created...
The Notion playbook for best-in-class RevOps organizations with Namrata Ram
11 Oct 2023
Contributed by Lukas
Namrata Ram, Head of Revenue Strategy and Operations shares her insights for building and scaling a product-led RevOps organization.
Episode 12: Growth Product Management - Scaling B2B in PLG with Andrea Wang
28 Aug 2023
Contributed by Lukas
Andrea Wang is currently a partner at General Catalyst investing in and partnering with ambitious early-stage founders. She loves helping founders wit...
Episode 11: Superhuman’s path to PLG with Gaurav Vohra
03 Aug 2023
Contributed by Lukas
During his eight years at Superhuman, Gaurav Vohra has led everything from growth to product, marketing, and analytics — and made huge strides in...
Episode 10: HubSpot’s Product-Led Sales strategy: Layering outbound and inbound with David Barron
14 Jun 2023
Contributed by Lukas
David Barron, Global Head of Sales at HubSpot, was recruited to join HubSpot in 2014, as their first sales hire, to monetize their customer relationsh...
Episode 9: How your GTM motion impacts marketing strategy
21 Mar 2023
Contributed by Lukas
In this episode of Unlocking Revenue, Pocus Head of Marketing, Sandy Mangat, chats with Emily Kramer — she's built and scaled the GTMs of well-k...
Episode 8: Diving into the 2022 PLS Benchmarks Report with Kyle Poyar
21 Mar 2023
Contributed by Lukas
We partnered with Kyle and the folks at OpenView on our second annual Product-Led Sales Benchmark survey. In this episode of Unlocking Revenue, Kyle a...
Episode 7: From Sales-Led to Product-Led with Kenneth Vincent (ClickUp)
21 Mar 2023
Contributed by Lukas
Kenneth Vincent, former Director of Sales at ClickUp, shares the stories of ClickUp’s transition from PLG to Product-Led Sales. What it took to get ...
Episode 6: Clearbit’s lead qualification engine - Scoring, buy-in, and data with Julie Beynon and Colin White
21 Mar 2023
Contributed by Lukas
In this episode of Unlocking Revenue, Clearbit’s Julie Beynon and Colin White talk about how Clearbit's lead qualification engine has matured ov...
Episode 5: Product-Led Sales at Retool: the DoorDash Case Study with Eleanor Dorfman
15 Mar 2023
Contributed by Lukas
Tune in to hear Eleanor Dorfman’s, Sales Leader at Retool, playbook on building Retool’s sales process (using DoorDash as a real case study), defi...
Episode 4: Incentives and Compensation in Product-Led Sales with AJ Bruno
14 Mar 2023
Contributed by Lukas
In this episode of Unlocking Revenue, AJ Bruno, CEO and Co-Founder of QuotaPath, delves into topics like: sales comp at QuotaPath, sales comp trends, ...
Episode 3: Customer Success and Self Serve: Tactics and Strategy with Allison Pickens
12 Mar 2023
Contributed by Lukas
In this episode of Unlocking Revenue, Allison Pickens from dbt Labs dives into the role of Customer Success within self-serve models with topics like:...
Episode 2: Going beyond the “aha:” Product-led onboarding with Ramli John
12 Mar 2023
Contributed by Lukas
Tune in to learn about Ramli John’s — Director of Content at Appcues — three-step onboarding formula that drives retention, his thoughts on who ...
Episode 1: How Loom went from self-serve to sales-assist with Pete Prowitt
11 Mar 2023
Contributed by Lukas
In this episode of Unlocking Revenue, Pete Prowitt, Head of Revenue at Stytch discusses challenges and opportunities when you’re the first sales hir...