Ciara Feely, sales seadership thought leader, international speaker and author, shares insights from the challenges of 2023 in B2B SaaS: the need for a shift from transactional to relationship-focused sales strategies. Ciara stresses the importance of improving interpersonal skills within sales teams and delivering tailored buyer experiences. She discusses her initiatives for the new year, focusing on nurturing meaningful customer relationships, community engagement, and impactful face-to-face events to optimize sales pipeline.

• About the Pioneer > 00:47
• Biggest Challenge > 02:25
• Looking Forward > 04:38
• 100 Pennies > 15:07
• Final Thoughts > 19:52

Janice B Gordon, Founder of Scale Your Sales, shares her insights on building revenue pipeline through customer-centric strategies. In the wake of 2023's challenges, Janice emphasizes the importance of staying focused on customer needs amidst changing sales cycles and behaviors. Today, she is investing heavily in community-led growth and partnerships to drive brand visibility and customer loyalty.

• About the Pioneer > 00:44
• Biggest Challenge > 04:18
• Looking Forward > 07:08
• 100 Pennies > 09:23
• Final Thoughts > 15:24

Janice B Gordon's glass overflows with optimism and purpose. Her mantra, "I am living the life I am meant to have," guides her keynotes, consulting, facilitation, and education, inspiring others to tap into her transformative energy and value delivery.

She helps Sales Leaders, CROs, CEOs, and founders reimagine revenue growth through customer excellence, doubling one company's revenue by $6 million in 12 months with her scaling strategies. Midcap companies hire Janice to unlock potential and accelerate growth by investing in customer-centric selling and building sales team capacity.

Janice's impactful work is praised for energizing delegates and delivering inspirational speeches. As the Customer Growth Expert, she holds an Executive MBA from Cranfield School of Management and is recognized among the Top 50 Global Thought Leaders on Customer Experience and LinkedIn Sales Innovators. She is the author of Business Evolution and co-author of Heels to Deals. Janice's TEDx talk highlights tapping into inner wisdom for success.

Joshua Fedie, Founder & CEO of The Sales Reach, drives revenue by educating buyers. While B2B buyers now complete 80% of the sales journey independently before engaging with sales teams, Joshua recognizes that many are still confused by the options they have. It’s time for companies to give the buyers a break and create clear messaging with a human experience.

• About the Pioneer > 00:47
• Biggest Challenge > 05:32
• Looking Forward > 08:45
• 100 Pennies > 15:06
• Final Thoughts > 20:21

CEO & Founder of SalesReach.io, a SaaS based buyer enablement portal (more commonly known as a Digital Sales Room) to meet the demands of the modern sales professional in small, medium and enterprise organizations. Reach out if you'd like a demo for your organization.

I am also the host of The Founders Mentality, a vlog/podcast recorded as a resource for other founders and would-be founders to gain the collective knowledge of some fascinating founders. Find more on the website at TheFoundersMentality.com or on your favorite podcast service.

Alexine Mudawar, CEO of Women in Sales, learned to trust her own path rather than comparing her business to others during challenging times. In 2023, a time of doom and gloom, Alexine focused on what she could control: taking care of her people and customers, which ensured steady success for Women in Sales. Looking ahead, Alexine is dedicated to listening closely to community members and understanding their needs, which guides the strategy of Women in Sales’ programs and products.

• About the Pioneer > 00:36
• Biggest Challenge > 02:04
• Looking Forward > 05:48
• 100 Pennies > 07:55
• Final Thoughts > 11:58

James Kaikis, Chief Solutions Officer at TestBox, realized the necessity of a well-defined ICP and accurate data to guide data-backed decisions. This year, TestBox is overhauling its GTM approach by purging bad data to improve accuracy. James is investing in a variety of growth strategies to ensure predictability and repeatability for his GTM team.

• About the Pioneer > 00:46
• Biggest Challenge > 04:04
• Looking Forward > 06:42
• 100 Pennies > 10:16
• Final Thoughts > 13:15

I am an operator turned technology professional driven by my passion for helping others, as demonstrated in my work at globally-recognized organizations like Hyatt, Showpad, and Salesforce. As a former hospitality professional, providing outstanding customer experiences is core to my DNA — and instrumental in my roles as both a Solutions leader and entrepreneur.

I founded the PreSales Collective, the largest global community for PreSales professionals that provides resources and opportunities for networking and mentorship. Since 2020, the community has grown to more than 35,000 members worldwide, four different lines of business, and nine full-time employees. PSC was successfully acquired in November of 2021 by a stealth community business.

James Kravic, Head of Advertising and Media at Dragon 360,  is advocating for a shift from purely logical value propositions. By leaning into emotional messaging, James hopes to ensure a deep understanding of customer needs for effective lead generation.

• About the Pioneer > 00:42
• Biggest Challenge > 02:13
• Looking Forward > 06:40
• 100 Pennies > 11:17
• Final Thoughts > 15:14

James Kravic is the Head of Ads & Media at Dragon360, a digital agency known for its expertise in paid media campaign strategy and execution for B2B brands. James not only orchestrates successful advertising endeavors for clients but also steers the agency's internal go-to-market strategy, encompassing marketing, partnerships, and sales.

Bethany Stachenfeld, Co-Founder & CEO of Sendspark, shapes her company's revenue pipeline by championing their vision across various platforms, emphasizing the ‘why’ behind their brand. In the challenging landscape of 2023, Bethany learned the importance of demonstrating tangible value to customers, avoiding being seen as a “nice-to-have”, and leading Sendspark to focus on enhancing their product and messaging.

• About the Pioneer > 00:27
• Biggest Challenge > 02:02
• Looking Forward > 03:55
• 100 Pennies > 06:00
• Final Thoughts > 10:00

Bethany Stachenfeld is co-founder & CEO of Sendspark. Prior to founding Sendspark, Bethany was Head of Marketing for 2 B2B SaaS Startups: Filestack and VidGrid. Bethany is deeply involved in the startup community, and has been part of Venture for America, 500 Startups, OnDeck, and the Stage2 Accelerator (Catalyst). Bethany lives in New York City where she enjoys acroyoga, hydroponic gardening, and practicing martial arts (fun fact: Bethany is a 3rd degree black belt in Isshinryu Karate).

Johan Abadie, Chief Marketing Officer at Processmaker, knows the importance of self-service in B2B sales through free trials and demos. In 2024, he's experimenting with social selling, refining intent data for better timing, and addressing the trend of prospects anonymizing until they're ready to engage.

• About the Pioneer > 00:21
• Biggest Challenge > 02:27
• Looking Forward > 04:24
• 100 Pennies > 10:39
• Final Thoughts > 16:00

Multi-faceted executive with a technical background and extensive experience building and leading International Sales & Marketing, Business Development, Operations and Product Development teams for start-ups and mid-size companies. 

Strategic thinker with strong analytical skills. Excel at implementing data-driven solutions to solve complex problems and beat expectations. Solid history of building scalable sales and marketing operations and implementing strategic partnerships to grow revenues while maintaining low customer attrition, and creating new opportunities while maximizing operational efficiencies. Effective communicator capable of translating complex concepts and technologies to non-technical audiences.

Tenisha Griggs, Founder & CEO of 37X Digital Marketing Agency, had 2 major learnings from the economic uncertainties of 2023: the importance of pivoting business strategies and prioritizing existing customer bases amidst slower new acquisitions. Tenisha also shares her excitement about experimenting with B2B influencers to attract quality leads through educational content.

• About the Pioneer > 00:38
• Biggest Challenge > 01:54
• Looking Forward > 05:30
• 100 Pennies > 09:01
• Final Thoughts > 13:53

Jared Robin, Co-Founder of RevGenius, reflects on 2023's lessons, acknowledging the challenges of premature sales hiring and the importance of managing expectations as a founder. Looking ahead to 2024, Jared discusses RevGenius' innovative 'Next' campaign, aimed at spotlighting emerging B2B SaaS influencers across social and community channels. Jared outlines his strategic budget allocations for revenue growth, focusing on community, founder, brand, customer, and marketing initiatives.

• About the Pioneer > 00:51
• Biggest Challenge > 06:21
• Looking Forward > 09:48
• 100 Pennies > 15:32
• Final Thoughts > 20:28

Helping Founders & GTM Leaders Go-to-Market Collaboratively.

- Grew RevGenius from 0-40k members in 3 yrs

- Scaled from 0- 7 figs in $$$

- Throw a digital conference w > 5k registrants

- I help SaaS brands scale w community 

- I advise a dozen or more startups

- I talk w GTM leaders on Revenue Today Podcast

Before RevGenius

- Scaled from 0-7 figs in $$$ at 2 startups

- I built a fashion mag w 10k monthly readers