NextGen Sales Leaders

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-rafael-guerreiro

Episode Summary:

In this episode, Ben Reed chats with Rafael Guerreiro, Founder of Sentrion, about the future of signal-based selling, AI-driven GTM, and where SaaS is headed next. They break down how Rafael built Sentrion from real outbound pain points, why most signal tools rely on weak assumptions, and how job posting data can reveal true buyer intent. The conversation expands into a candid discussion on AI hype, vibe coding, infrastructure costs, and what the future of software may look like.

What you'll learn:

1. How Rafael built Sentrion from real outbound pain points
2. Why most signal platforms rely on assumptions instead of proof
3. How job postings can uncover real buying intent signals
4. The difference between signal stacking vs verified intent data
5. Why AI is probabilistic, and why that matters for GTM workflows
6. Where “vibe coding” works and where it fails in real-world software
7. The hidden costs of AI infrastructure and data processing
8. What the future of SaaS may look like
9. Why human behavior may be the biggest constraint on AI adoption

Featured Guest:

Rafael Guerreiro, Founder of Sentrion

Host:

Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:01:00] What Sentrion is and how it works

[00:03:00] Why most signal tools get it wrong

[00:05:30] Using job postings to identify real intent

[00:08:00] Building and scaling massive data sets

[00:10:00] AI vs deterministic systems explained

[00:14:00] The rise and limits of vibe coding

[00:20:00] SaaS trends and what survives long term

[00:30:00] The economics of AI and compute costs

[00:35:00] The human impact of AI on jobs and society

[00:41:00] Final advice on balancing work and life

Connect with Rafael:

Website:https://sentrion.ai/

LinkedIn: https://www.linkedin.com/in/rafaelsentrion/

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-rafael-guerreiro

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-carolyn-dilks

Episode Summary:

In this episode, Ben Reed sits down with Carolyn Dilks, Co-Founder of Passetto, to unpack why today’s revenue teams are stuck operating on outdated models. They explore how poor data quality, broken attribution, and siloed teams are holding companies back, and what modern organizations are doing differently. Carolyn shares how treating revenue like a system, powered by clean data and aligned teams, can unlock predictable pipeline growth.

What you'll learn:

1. Why the traditional funnel model no longer works in modern B2B
2. How poor data quality destroys forecasting and decision-making
3. Why doing more activity can actually hurt performance
4. The true role of RevOps in driving revenue alignment
5. Why attribution is broken, and how to rethink it
6. How top teams use systems thinking to scale predictably

Featured Guest: Carolyn Dilks, Co-Founder of Passetto

Host: Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:01:00] The outdated funnel model killing your revenue growth

[00:10:00] Why teams have more data than ever but fewer answers

[00:17:00] The hidden function every company underinvests in (RevOps)

[00:28:00] GTM engineers vs RevOps: what’s actually going on?

[00:44:00] The real reason your data (and attribution) is broken

[01:01:00] The simple framework to fix growth: find the constraint

Connect with Carolyn:

LinkedIn: https://www.linkedin.com/in/carolyn-dilks/

Website: https://www.passetto.com/

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-carolyn-dilks

-Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-mr-justin-schreiber

Episode Summary:

In this episode, Ben Reed sits down with Justin Schreiber to explore how AI agents are transforming B2B sales execution. Justin shares how his platform automates sales “chores,” improves win rates, and enables teams to scale without increasing headcount. They explore the shortcomings of traditional sales processes, the impact of poor CRM data on forecasting accuracy, and how AI can function as a real-time thought partner to help reps advance deals.

What you'll learn:

- Why traditional sales processes fail due to poor adoption

- The difference between a sales process and a GTM motion

- How AI can act as a real-time “sales thought partner”

- Why CRM data quality is the root cause of inaccurate forecasts

- How AI eliminates manual data entry and improves rep productivity

- What a “revenue graph” is and why context is critical for AI success

- How to increase win rates by optimizing deal execution (not just top-of-funnel)

- Why the future of RevOps is shifting toward AI-native roles

Featured Guest:

Justin Schreiber

Host:

Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:01:00] Introduction

[00:04:00] Building sales processes from scratch vs. optimizing existing ones

[00:06:00] Sales process vs. GTM motion explained

[00:10:00] Why sales process adoption fails in organizations

[00:18:00] How AI drives adoption without forcing reps to follow process [00:21:00] AI as a real-time deal coach and strategist

[00:23:00] The importance of context and the “revenue graph”

[00:27:00] CRM data quality challenges and solutions

[00:33:00] The shift from UI-first SaaS to context-driven platforms

[00:38:00] The rise of GTM engineers and evolving RevOps roles

[00:45:00] Origin story: from forecasting to AI deal execution

[00:48:00] Final thoughts on purpose, growth, and AI’s impact on humanity

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, please leave a review.

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-mr-justin-schreiber

-Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-logan-lyles

Episode Summary: In this episode, Ben Reed sits down with Logan Lyles, founder of Demand Shift, to break down how B2B companies can turn webinars into a predictable revenue channel. Logan shares his journey from running underperforming webinars to building a high-converting framework that dramatically increases pipeline generation. They dive into what most companies get wrong, how to fix webinar funnels, and the exact tactics to drive registrations, conversions, and qualified sales calls.

What you'll learn:

1. Why most B2B webinars fail to generate real pipeline
2. The “two-step signup process” that boosts conversions from 1–2% to 10%+
3. How to replace the traditional thank-you page with a revenue-generating step
4. Proven LinkedIn strategies to drive webinar registrations at scale
5. How to segment and personalize follow-up using survey data
6. The right balance between education and selling during webinars
7. Creative growth tactics like Eventbrite and partner email lists
8. How to structure irresistible webinar offers that convert attendees into sales calls

Featured Guest: Logan Lyles, Founder of Demand Shift

Host: Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:01:00] Logan’s background and why webinars

[00:04:00] Old vs new webinar strategies

[00:06:00] The two-step signup process explained

[00:10:00] Structuring high-converting survey questions

[00:16:00] Driving registrations beyond organic social

[00:18:00] LinkedIn thought leader ads strategy

[00:27:00] Eventbrite growth hack for webinars

[00:30:00] Leveraging other people’s audiences

[00:45:00] Balancing education vs conversion

[00:47:00] High-converting webinar CTAs

[00:55:00] Final advice: your network is your net worth

Connect with Logan:

LinkedIn: https://www.linkedin.com/in/loganlyles/

Website: https://demandshift.co

Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, please leave a review.

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-logan-lyles

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-jamesbarrell

Episode Summary:

In this episode, Ben Reed chats with James Barrell, founder of Litehouse.so, about what it really takes to run a successful cold email agency today. They get into how much harder outbound has become, what's changed with deliverability, and why picking the right clients and offers matters more than ever.

What you'll learn:

1. How James got into cold email and built his agency

2. Why cold email isn't as "cheap and easy" as it used to be

3. What's actually going on with deliverability right now

4. Why you need the right clients (big TAM + strong LTV) to win

5. How systems and consistency make or break results

6. Why most agencies struggle to grow past a certain point

Featured Guest:

James Barrell, Founder of Litehouse.so

Host:

Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:01:00] How James got started

[00:04:30] What's changed in cold email

[00:10:00] The real costs behind outbound

[00:15:00] Picking the right clients

[00:22:00] Niching vs staying broad

[00:30:00] Why agencies struggle to scale

[00:40:00] Final advice on staying focused

Connect with James:

LinkedIn: https://www.linkedin.com/in/james-barrell-b92520207/

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-jamesbarrell

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-derek-rahn

Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Derek Rahn, VP of Demand Generation at LeadGenius, to explore the evolving world of B2B data and modern go-to-market strategy. Derek explains why traditional data providers are breaking down in niche markets, how custom data and first-party signals drive better pipeline, and why the future of GTM requires deeper segmentation, better attribution, and a new hybrid role: the Revenue Engineer.

What you’ll learn:

1. The difference between prebuilt databases and bespoke B2B data

2. Why hyper-specific ICP segmentation beats mass outbound

3. How AI and automation have increased noise in outbound

4. Why first-party intent data is becoming a major GTM advantage

5. The limits of most GTM engineering agencies

6. Why data quality and attribution are still GTM’s biggest challenges

Featured Guest: Derek Rahn, VP of Demand Generation, LeadGenius

Host: Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:01:04] The spectrum of B2B data providers

[00:03:00] Why niche markets break traditional databases

[00:09:30] Audience activation vs mass outbound

[00:18:00] Personalization at the individual level

[00:23:00] The collapse of commodity data

[00:32:00] The attribution problem in GTM

[00:41:00] Why data structure matters more than AI hype

Connect with Derek: LinkedIn: https://www.linkedin.com/in/saleschameleon/

Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-derek-rahn

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-nickblock

Episode Summary:

In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Nick Block, founder of RevoGTM, an agency sending over 20 million cold emails per month. They break down how high-volume outbound actually works - from scraping massive datasets and validating contacts to building infrastructure that can support campaigns at scale.

The conversation also explores the future of outbound as AI agents automate more of the GTM stack, the importance of large TAMs for scalable outreach, and whether cold email agencies could eventually be replaced by fully automated platforms.

What you'll learn:

- How Revo GTM sends 20M+ emails per month

- Why TAM size determines whether outbound can scale

- How scraping, enrichment, and catch-all emails expand prospect lists

- How AI is changing internal GTM operations

- Whether outbound agencies will eventually be automated

Featured Guest:

Nick Block, Founder, RevoGTM

Host:

Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:00:36] Running outbound campaigns at 20M emails/month

[00:02:12] Why TAM size determines outbound scalability

[00:05:32] Google Maps scraping and building large prospect lists

[00:11:00] Identity graphs and GTM data infrastructure challenges

[00:20:15] The future of outbound and will AI replace GTM agencies?

[00:35:08] Ikigai, purpose, and human ambition beyond automation

Connect with Nick:

LinkedIn: https://www.linkedin.com/in/nick-block-bb0741243/

Host: Ben Reed, host of the Next Gen Sales Leaders Podcast

Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, please leave us a review.

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-nickblock

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-wesley

Episode Summary:

In this episode, Ben Reed sits down with Wesley Hoang, founder of Cymate, to break down why operations, not sales, are the real bottleneck in agency growth. Wesley shares how he transitioned from FAANG software engineer to building a multimillion-dollar outbound agency, and why systems, delegation, and team culture are the true drivers of scale.

What you'll learn:

• Why operations are the real bottleneck in agency growth
• How Wesley pivoted from QA automation to lead generation
• The 10-80-10 delegation rule for scaling without losing quality
• Why most agencies fail when they hire too early
• How to build systems before bringing on a GTM engineer
• Why copying viral LinkedIn content doesn't create differentiation
• The hidden risks of co-founders and equity mistakes
• How strong team culture compounds performance
• Why focusing on serving others reduces stress and increases long-term success

Featured Guest:

Wesley Hoang, Founder, Cymate

Host:

Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:02:00] From FAANG engineer to agency founder

[00:08:07] Why startups didn't value QA automation

[00:16:07] 10-80-10 rule explained for delegation

[00:29:34] The "guru trap" in GTM and LinkedIn content

[00:37:11] Co-founder risks and equity structuring lessons

[00:51:36] viral LinkedIn content doesn't create differentiation

[00:53:08] Building a team-first culture that drives retention

[01:09:00] Final reflections: helping others as a life strategy

Connect with Wesley:

LinkedIn: https://www.linkedin.com/in/heywesley/

Cymate: https://cymate.io/

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Join our B2B GTM & RevOps Entrepreneur Community:

https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-wesley

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-steve-radford

Episode Summary:

In this episode of the Next Gen Sales Leader Podcast, Ben Reed sits down with Steve Radford, Founder of The Greater Sales Company and author of How to Sell. Together, they explore what truly drives effective sales conversations in a world overly focused on AI, tools, and tech stacks. Steve breaks down his principles-based approach to selling, centered on mindset, trust, win-win outcomes, and subject-matter expertise, and explains why great sales performance comes from understanding why things work, not just following a process. This episode dives deep into negotiation, credibility, discounting, and the human psychology behind high-stakes B2B deals.

What you’ll learn:

- Why sales fundamentals still matter more than AI and tech stacks

- The core idea behind How to Sell and its focus on mindset, knowledge, and skills

- Why win-win thinking is essential for sustainable sales success

- How trust must scale with deal size in complex B2B sales

- Why discounting often destroys credibility and leverage

- How subject-matter expertise builds authority and status with buyers

- The difference between being liked and being trusted in sales

- Why elite sales performance is tied to personal growth and self-awareness

Featured Guest:

Steve Radford – Founder, The Greater Sales Company; Author of How to Sell

Host:

Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:00:26] Why “How to Sell” focuses on the human side of selling

[00:01:25] Steve’s 20-year journey from field sales to sales education

[00:03:46] Why foundational sales principles apply across B2B and B2C

[00:05:58] Treating every conversation as a sale, even discovery calls

[00:16:08] Win-win as a non-negotiable sales principle

[00:30:30] Trust, gut instinct, and emotional decision-making in enterprise deals

[00:38:49] Why discounting weakens positioning and credibility

[00:54:06] Subject-matter expertise vs. scripts, tactics, and rapport tricks

[01:00:59] Why personal development creates elite salespeople

Connect with Steve:

LinkedIn: https://www.linkedin.com/in/realsteveradford/

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, please leave us a review.

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-steve-radford

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-josh-og-sales

Episode Summary:

In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Josh Gillespie, former Enterprise Sales Director at PandaDoc and former Head of Growth at Aomni. Josh shares his journey into enterprise sales and breaks down why disqualification, deep ICP research, and human intelligence still outperform AI-driven outbound in today’s noisy market.

What You’ll Learn:

- How Josh entered sales through a non-traditional career path

- What enterprise sales actually looks like behind the scenes

- Why most RFPs should be disqualified early

- How the Zero Interest Rate Period (ZIRP) reshaped SaaS sales

- Why AI has saturated outbound channels and reduced effectiveness

- How top sellers gather insight humans, not bots, can uncover

- Why close-lost deals are critical to long-term growth

Episode Highlights:

[00:01:32] From philosophy major to first sales role at Yelp

[00:03:58] Building PandaDoc from $0 in revenue

[00:13:07] Equity vs. cash tradeoffs in venture-backed startups

[00:17:10] Why unqualified RFPs are usually a trap

[00:21:00] Enterprise sales as detective work, not pitching

[00:40:53] How AI has hurt email, phone, and LinkedIn outreach

[01:02:00] Learning more from lost deals than won deals

Featured Guest:

Josh Gillespie - Head of Growth at Aomni, Sales Coach & Mentor at AlwaysHired, Founding AE at PandaDoc

Connect with Josh:

LinkedIn: https://www.linkedin.com/in/ogsalesjosh/

Host:

Ben Reed - Host of the Next Gen Sales Leaders Podcast

Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, growth, and RevOps. If you found value in today’s episode, please leave us a review.

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-josh-og-sales