Matt Lerner draws on deep B2B lead generation experience to reveal the most frequent mistakes startups make, with a strong focus on truly mapping and understanding the customer journey. He underscores the necessity of ongoing experimentation, rapid learning, and channel mastery to discover which acquisition tactics deliver results. Matt also explains how AI, when layered on a foundation of customer insight and structured testing, can accelerate marketing effectiveness—rather than replace core strategy. Finally, he stresses the impact of building the right team and tracking the metrics that reflect meaningful progress in lead generation efforts.

In this episode, Jason Friedlander explores how go-to-market strategies are transforming in the era of AI. He underscores why maintaining a human touch in content creation matters more than ever, how startups can build trust in a crowded, low-barrier market, and the growing role of real-time perception analysis. Jason also delves into the challenges of standing out and the critical need for founders to truly understand their target audience. The conversation offers rich insights for entrepreneurs aiming to thrive in an AI-driven marketing landscape.

Interview with Don Lazzari, President, Delivering Value

In this conversation, Don Lazzari shares his extensive experience in sales and consulting, focusing on the critical aspects of building and managing a sales team, especially in emerging companies. He discusses the importance of recognizing when a founder-led sales approach needs to evolve, the significance of hiring the right sales talent, and the common pitfalls that founders encounter in the sales process. Lazzari emphasizes the need for a structured sales process, effective vetting of sales candidates, and the importance of maintaining momentum in sales conversations.

Interview with: Andrew Wierzan, Owner, Skyward Shift

In this episode, Ben Morrell and Andrew Wierzan explore the critical role of mentorship in career development, especially within sales and technology. Andrew reflects on his own journey, underscoring the importance of building a strong foundation, adapting sales strategies as markets evolve, and cultivating trust through meaningful relationships. They discuss the shift from founder-led sales to structured processes, the hurdles founders face in finding the right mentors, and the lessons that come from both mistakes and setbacks. The conversation also highlights the often-overlooked power of saying no as a way to preserve focus and maintain authentic professional connections.

Interview with: Britta Schellenberg, Chief Flower Officer, Pryjma Petals

In this episode, Britta shares her journey from the corporate world to becoming Chief Flower Officer at Prijma Petals. She opens up about the challenges and opportunities of stepping into entrepreneurship, the lessons learned in sales and marketing, and the importance of listening to customer feedback. Britta also highlights why a solid grasp of financials is essential and how passion fuels resilience, offering practical advice for anyone considering a similar leap into founder life.

Interview with: Volker Ballueder, Founder, Obnatus

In this episode, Volker reflects on his journey from Germany to becoming a sales leader and coach, highlighting the vital role of alignment and emotional intelligence in leadership. He explores the challenges startups face in keeping feedback loops active, navigating founder dynamics, and building a positive company culture. Volker emphasizes the power of open communication, the impact of regular workshops to drive alignment, and the value of external facilitation in handling tough but necessary conversations.

Interview with Caren Cioffi, Founder, AgendaHero

In this episode, Caren Cioffi shares her entrepreneurial journey with a spotlight on one of the toughest challenges for startups: pricing and packaging. She reflects on the hurdles of securing that very first customer, the emotional high that comes with it, and the invaluable lessons learned from early adopters. Caren underscores the importance of staying flexible as pricing strategies evolve, setting clear expectations with both customers and teams, and exploring opportunities in down-market segments. She also stresses the value of thorough pricing research and the power of finding true believers—those early customers who become the foundation for lasting growth.

Interview with Alberto Gomez, Chief Product Officer at Checkly

In this episode, Alberto shares his journey from software developer to Chief Product Officer at Checkly, reflecting on the central role of customer focus in effective product management. He discusses the challenges of sustaining this focus as companies grow, the complex dynamics between product and sales teams, and the key signals that point to product-market fit. Alberto also offers practical guidance for aspiring product managers, stressing the importance of empathy and a deep understanding of market needs.

Interview with Bea Alonso, Product Marketing Consultant

In this episode, Bea Alonso draws on her extensive experience in product marketing and go-to-market (GTM) strategies to share practical insights for founders and business leaders. She highlights the importance of deeply understanding market needs, driving internal alignment, and staying adaptable as strategies evolve. The conversation touches on common mistakes in GTM execution, how approaches differ depending on company size, and why market research and team alignment are critical, especially for first-time founders.

Interview with Kat Wendelstadt, Co-Founder, GTME.AI

In this episode, Kat shares her journey from corporate marketing roles to becoming a startup founder and entrepreneur. She opens up about the realities of startup life—the importance of go-to-market strategies, the challenges of raising capital, and the constant balancing act between work and family. Kat highlights why building strong investor relationships and mastering prioritization are critical in a fast-paced startup environment. She concludes by sharing her current mission: helping founders navigate growth with clarity and focus, while using the right metrics to drive long-term success.