Revenue Problem Solvers

Most AI adoption advice sounds the same. Add the tool. Run the pilot. Hope the team figures it out.

Chris Fossenier, Chief Growth Officer at Member Solutions and former corporate AI Champion at Vendasta, has a different playbook. And he's got results to prove it.

In this episode, Chris breaks down exactly how he built a functioning AI revenue engine inside a real $6M business, with a non-technical team, and from the ground up. His content writer completed all of Q2's content in two weeks using an agent team she built herself in Visual Studio Code. His sales reps clean up pipeline and run targeted campaigns without touching a developer. His whole team queries company databases by asking questions in plain English.

The framework is practical: one-on-one problem sessions to create a paradigm shift, read-only data governance, OKRs as the only filter for whether a tool survives, and a stack built around Claude, VS Code, and platform-native MCPs.

If you're a revenue leader trying to move past AI experimentation and build something that actually runs, this is the episode.

Chris is available for AI strategy sessions at ex10x.com and is active on LinkedIn.

This episode is brought to you by Virtual Causeway. Visit virtualcauseway.com and mention the show for a special rate.

He ran an agency for 16 years. Then walked away from it on purpose.

Not because it failed. Because after looking at his own numbers, Jason Kramer realized the project model was structurally designed to let revenue leak out. Money already earned. Clients already won. Just falling through the cracks because the model wasn't built to hold them.

In 2018 he founded Cultivize, a CRM consultancy built on retainer relationships. His clients have since tracked nearly $40 million in recovered pipeline revenue.

In this conversation, Jason breaks down exactly how he made the shift: how he built a pricing model in Excel by analyzing hundreds of real projects, how he prepared individualized presentations for existing clients using their own spending history, and how he converted over 70% of them to retainers without losing the relationship.

He also shares the three actions any service business can take right now to start the transition, and why most business owners are scared of the wrong thing when they think about leaving project work behind.

If you work with clients on a project basis and you've ever wondered whether there's a better way to structure it, this episode is the answer.

Connect with Jason and access free resources on CRM and lead nurturing at afterthelead.com.

This episode is sponsored by Virtual Causeway. Visit virtualcauseway.com and mention the show for a special rate.

LinkedIn is the most misunderstood platform in B2B, and most revenue teams are paying for it in flat pipeline.

Eli Igra Serfaty has built his entire practice around LinkedIn, working with clients from early-stage startups to Fortune 500 companies. In this episode, he dismantles the misconceptions that keep B2B teams busy on LinkedIn without generating results.

You'll hear why impressions are the wrong metric entirely, how to identify real buying signals buried in your LinkedIn activity, what content formats to mix and why, and why automation tools - including popular engagement pods - can trigger account deletion with zero warning from LinkedIn.

Eli also addresses the company page versus personal profile debate with a practitioner's directness: personal profiles carry the organic reach, and teams that activate individual voices consistently outperform those running LinkedIn through a brand account.

His advice for where to start: write the post. Stop overthinking it. The format you never use is the only one that loses.

If you're investing time or budget in LinkedIn and not seeing pipeline, this episode gives you a clear reset.

Follow Eli on LinkedIn to continue the conversation and access his frameworks directly.

This episode of Revenue Problem Solvers Podcast is sponsored by Virtual Causeway, B2B demand generation experts. Visit virtualcauseway.com and mention the show for a special rate.

Most companies treat operations as a cost center. Jennifer Doty built a career proving it is actually a revenue engine, and that the gap between sales and delivery is where most revenue gets quietly lost.

Jennifer spent nearly 20 years at MetLife, ultimately leading all of US group benefit operations, a function of over 1,000 people. She now serves as VP of Operations at Three Flow, a benefits technology platform. Her work sits at the intersection of revenue strategy, operational delivery, and organizational change.

This conversation covers the framework she uses to align sales and operations around a shared revenue target, the $10M cost reduction she navigated inside MetLife without losing performance, and the service model transformation that required getting a 1,000-person team to change how they worked, down to the individual level.

She also gets into how to identify drivers versus passengers on your team, what daily huddles actually accomplish during a change rollout, and why the moment she knew the transformation was working was when people started saying "sign me up" instead of pushing back.

If you lead a revenue team, an operations function, or both, this episode will change how you see the relationship between delivery and growth.

Connect with Jennifer at jenniferdoty.com or find her on LinkedIn.

This episode is brought to you by Virtual Causeway, B2B demand generation specialists. Visit virtualcauseway.com and mention the show for a special rate.

Revenue Problem Solvers Podcast; because most revenue problems aren't where you think they are.

Sales ignoring your leads is a symptom. The real problem is that marketing and sales never agreed on what a lead was in the first place.

Lisa Cole has walked into that problem at company after company, and she has a system for fixing it. As a four-time CMO and two-time published author, she has driven results that are hard to argue with: nearly $50M in pipeline at one organization, and at another, half the marketing spend with 7X the conversion rate and double the revenue impact.

In this episode of the Revenue Problem Solvers Podcast, Lisa breaks down the RAMP framework - Review, Align, Mobilize, Propel - and explains exactly how she uses it to move a broken GTM function from misalignment to momentum. She covers the written survey she runs on day one, the cross-functional workshop that builds shared lead definitions from the ground up, and how RevOps fits into the execution layer.

She also gets into the harder side of restructuring: what it looks like when every team is changing at once, how to prioritize markets when your budget can only stretch so far, and why running marketing like a professional services firm changes everything about how you allocate resources.

Her latest book, The Limitless CMO, was releasing at the time of recording. Find her on LinkedIn at LisaCole01.

This episode is brought to you by Virtual Causeway. A B2B demand generation built for organizations that need pipeline sales will actually work. Visit virtualcauseway.com and mention the show for a special rate.

Your board has already said no to more headcount. So what is the actual path to more revenue?

Sreedhar Peddineni has built two category-defining companies from the technical side. Gainsight, where he served as CTO for 8 years and helped create the infrastructure behind the customer success movement, and Host Analytics, now Planful, which reshaped how enterprise finance teams plan at scale.

His third company, GTMBuddy, came from watching sales enablement fail up close and reaching a diagnosis most revenue leaders have not landed on yet.

Your reps do not have a content problem. They have a context problem.

In this episode, that insight opens into a full conversation about AI fluency, revenue capacity, and what capital-efficient growth actually looks like in practice. Sreedhar breaks down why AI-fluent reps can handle more deals, win more of them, and close faster, and what that means for how you build, structure, and compensate a modern sales team. He also shares a concrete, actionable move any rep can run with their active deals this week.

If you are a revenue leader being asked to grow the number without growing payroll, this conversation gives you a framework and a starting point.

Find Sreedhar on LinkedIn or at gtmbuddy.ai.

This episode is brought to you by Virtual Causeway, helping B2B companies get in front of the right buyers earlier in the buying process through channels that actually drive decisions. Visit virtualcauseway.com and mention the show for a special rate.

Jay Baer sold out a full year of sponsorships before the website existed. 44 pitch calls. 45 days. Zero product built. He called it the most successful revenue initiative of his career.

That's not a fluke. That's three decades of professional marketing applied to something most people would have called a hobby.

Jay is a 7x New York Times bestselling author, one of the most in-demand keynote speakers in the world, and the founder of The Tequila Report which is a niche media brand he and his business partner Maddy built into a mid-six-figure business with 51,000 email subscribers and 32 consulting clients.

In this conversation, Jay breaks down what actually happened: how he evaluated the niche before it was a business, how he structured the pre-sell that funded a magazine before it launched, why he refuses clients who need content in two weeks, and what he tells anyone who wants to add a second revenue stream without blowing up what's already working.

He also delivers one of the most honest answers to the question founders avoid: should you turn your passion into a business? His answer isn't inspirational. It's accurate.

If you're a revenue leader, consultant, or entrepreneur thinking about a niche content play or a second income stream, this is the episode worth prioritizing this week.

Find Jay at jaybaer.com and subscribe to The Tequila Report at tequilareport.com/subscribe.

This episode is brought to you by Virtual Causeway. Visit virtualcauseway.com and mention the show for a special rate.

Your demand gen strategy might already be obsolete, and your buyers are the proof.

Kalyn Rozanski spent her career doing what most executives only claim to: seeing what's coming before it arrives. She co-founded a B2B innovation consultancy that grew to serve Starbucks, Procter & Gamble, and GlaxoSmithKline. At its peak, she stepped away to start over, because AI was reshaping the entire landscape, and she wanted to be on the right side of the shift.

In this episode of the Revenue Problem Solvers Podcast, Kalyn breaks down how AI has fundamentally changed where B2B buyers do their research, and why most revenue teams are still optimizing for a funnel that's already shifted. She explains the difference between demand generation and demand positioning, why trend intelligence belongs in every revenue leader's toolkit, and what a practical Monday morning rebuild actually looks like.

You'll hear her framework for testing AI sales tools using AppSumo, why month-to-month contracts are becoming the smarter strategic default, and why the decentralization of business may create more opportunity for founders and small teams than any previous era.

Sponsored by Virtual Causeway. Everything Kalyn talked about, buyers researching through AI, demand positioning over demand gen, that's the exact problem Virtual Causeway solves for B2B teams. virtualcauseway.com and mention the show for a special rate.

Your revenue problem might not be where you think it is.

Kyle McDowell spent nearly three decades inside Fortune 10 organizations running operations for tens of thousands of employees, and what he kept seeing had nothing to do with pipeline or product.

It was culture. Specifically, the gap between the values leaders posted on walls and the behaviour they actually modelled when pressure hit.

In this episode of the Revenue Problem Solvers Podcast, Kyle breaks down the operational side of revenue, how bespoke sales deals create execution failures that bleed clients and margins, why most corporate culture initiatives fail before they start, and how he built the 10 We's, a behavioural leadership framework designed to replace vague values with observable, accountable standards.

This is not a motivational talk. It is a practical conversation about why culture is a revenue lever, what it takes to build one that holds under pressure, and what leaders get catastrophically wrong when trying to change their teams.

Kyle is also the Wall Street Journal and USA Today bestselling author of Begin With We: 10 Principles for Building and Sustaining a Culture of Excellence, and his work spans industries from healthcare to financial services to tech.

If you lead a team and you have ever wondered why your culture initiatives never stick; this one is for you.

This episode is sponsored by Virtual Causeway. Shift from chasing cold leads to demand positioning that puts your brand in front of high-intent buyers. Visit virtualcauseway.com and mention Revenue Problem Solvers for a special rate.

Bob Jurkowski built the partner ecosystem at Intacct, scaled to hundreds of firms across multiple verticals, before the company was acquired by Sage for approximately $850M. He has helped build 11 B2B companies and consulted on partner strategy for companies as large as SAP. He now advises founders and executives on building predictable, capital-efficient revenue systems. Learn more at revenuegrowthstrategy.com.

In this episode of the Revenue Problem Solvers Podcast, Bob breaks down why partner programs universally underperform and lays out the architecture for building one that actually generates revenue.

Key takeaways: most programs are opportunistic by design and built to produce occasional deals at best. The embedded model is where real leverage lives. The partner scorecard is how you stop signing the wrong partners. Priming the pump with joint demand generation is what separates programs that launch from ones that die on paper. And crawl, walk, run is the right sequencing for any new partner relationship.

If your channel isn't producing or you're building your first program, this one is worth your full attention.

This episode is sponsored by Virtual Causeway. Visit virtualcauseway.com and mention the show for a special rate.