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PODCAST

The Innovative Revenue Leader

This podcast explores the future of sales performance, giving Chief Revenue Officers and other growth leaders the insights, tools, and stories they need to lead with confidence. Through candid conversations with top executives, analysts, and tech innovators, we uncover how to harness data, optimize talent, and build tech-enabled sales teams that win. Listeners will walk away with actionable strategies to drive growth, outpace change, and future-proof their revenue engine.

business management

All Episodes

40:01

Do Better, Not More - James Buckley - Innovative...

The Innovative Revenue Leader ·

2026/04/08

In this episode of Innovative Revenue Leader, Seth Marrs sits down with James Buckley, Host of the Sell Better Daily Sales Show, to unpack what’s actually working in modern outbound and why most sales teams are getting it wrong. James shares how signal-based selling, sharp messaging, and real time relevance are replacing outdated volume driven tactics.The conversation dives into the realities of selling in a world flooded with AI generated noise, from why “doing more” is no longer the

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32:41

Selling in the Age of AI Agents - Joseph Miller -...

The Innovative Revenue Leader ·

2026/04/01

In this episode of Innovative Revenue Leader, Seth Marrs sits down with Joseph Miller, Co-Founder and Chief AI Officer at Vivun, to explore how AI agents are fundamentally changing how revenue teams operate. Joseph shares how AI is moving beyond support tools and into real-time decision-making, joining conversations, surfacing insights, and accelerating outcomes.The conversation dives into the realities of building in an AI-first world, from making high-risk bets during uncertain market

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37:17

AI Strategy Meets Real Execution - Nithya Lakshmanan...

The Innovative Revenue Leader ·

2026/03/25

In this episode of Innovative Revenue Leader, Seth Marrs sits down with Nithya Lakshmanan, Chief Product Officer at Outreach, to explore what it really takes to adopt AI successfully inside modern revenue organizations.Nithya shares that while AI is often positioned as a technology transformation, the real challenge lies in aligning people, processes, and workflows. The conversation dives into how organizations can move beyond experimentation to meaningful adoption by embedding AI into

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21:02

The Five Pillars of the New Sales Era - Innovative...

The Innovative Revenue Leader ·

2026/03/18

Take your sales performance to the next level with forward-looking insights from Trilliad’s 2026 Growth Imperatives. It’s time to move beyond simple efficiency and start architecting a sales system that actually sticks, and who better to guide you than IRL’s very own Seth Mars!In this episode, Seth dives deep into the final imperative: building progressive sales performance systems that enable sustainable seller effectiveness. You will learn how to replace outdated one-time workshops with

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34:12

From Dashboards to AI Agents - Sahil Aggarwal -...

The Innovative Revenue Leader ·

2026/03/11

In this episode, host Seth Marrs sits down with Sahil Aggarwal, Co-Founder and CEO of Von & Rattle, to discuss how AI agents are beginning to transform revenue operations and the broader go-to-market landscape. Sahil shares his vision for AI-native systems that can analyze business context across CRM data, customer conversations, and internal workflows to generate insights and execute tasks that traditionally require multiple teams.The conversation explores why traditional dashboards

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26:22

Operationalizing Customer-Centric Growth - Laura...

The Innovative Revenue Leader ·

2026/03/04

In this episode of Innovative Revenue Leader, Seth Marrs sits down with Laura Valerio, Global Evangelist for GTM Performance at Highspot, to explore what it truly means to operationalize customer-centric growth inside modern revenue organizations.Laura shares a thoughtful and strategic perspective on aligning go-to-market teams around the customer journey, breaking down silos between sales, marketing, and customer success, and building scalable systems that drive consistent performance. The

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33:21

Redefining RevOps in the AI Era – Anthony McPartlin –...

The Innovative Revenue Leader ·

2026/02/25

Is AI really the end of SaaS as we know it, or just the beginning of a messy evolution? On this episode of Innovative Revenue Leader, we welcome back Anthony McPartlin, Principal Analyst at Forrester and one of the sharpest voices in revenue operations today. Anthony breaks down what’s actually happening beneath the headlines: $2 trillion wiped from SaaS valuations, the pressure on seat-based pricing, token-cost economics, AI governance challenges, and why RevOps leaders may be entering

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24:30

AI Meets Method: Turning Chaos Into A GTM System

The Innovative Revenue Leader ·

2026/02/11

The ground is shifting under every revenue team, and not because of another tool—because AI now demands a real operating model. We sit down with Julia Nimchinski, founder of Hard Skill Exchange, to unpack a 2026 predictions report that brings clarity to the chaos: AI becomes a managed role centered in RevOps, enablement turns into an agentic operating layer, and systems of action finally replace systems of record. If you’ve felt the tension between flashy pilots and durable performance, this ...

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25:04

Fueling Sales AI With Conversation Intelligence

The Innovative Revenue Leader ·

2026/02/04

If 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 i...

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23:55

Seeing Through The Marketing Data Mirage

The Innovative Revenue Leader ·

2026/01/28

The 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 no...

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26:39

Boardroom Agents, Real ROI

The Innovative Revenue Leader ·

2026/01/21

Forget 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 tea...

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15:31

Executives See Growth While Sellers Feel The Squeeze

The Innovative Revenue Leader ·

2026/01/14

If 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 com...

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15:07

Driving Growth With Usage-Based Sales

The Innovative Revenue Leader ·

2026/01/07

Growth 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...

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25:00

Comp Plans That Drive Real Usage

The Innovative Revenue Leader ·

2025/12/17

Most 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...

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18:37

Inside The ROI Of AI: Why System-Level Intelligence...

The Innovative Revenue Leader ·

2025/12/11

The 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...

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24:12

AI Priorities That Actually Move Revenue

The Innovative Revenue Leader ·

2025/12/10

Headlines 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-...

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17:40

Transforming Revenue Through Usage-Based Models

The Innovative Revenue Leader ·

2025/12/03

Unlock 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 groundwor...

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10:16

Bringing It All Together: Driving Through Growth With AI

The Innovative Revenue Leader ·

2025/11/26

What 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 ro...

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32:14

Harnessing Data and AI for Sustainable Growth:...

The Innovative Revenue Leader ·

2025/11/19

What 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 focu...

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16:45

Navigating the Shift to Usage-Based Sales Models

The Innovative Revenue Leader ·

2025/11/12

Join 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 ...

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26 results

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