What does it take to lead a public go-to-market organization through rapid change without losing focus?

In this episode, Kyle Norton sits down with James Roth, CRO of ZoomInfo, to unpack the leadership principles, GTM evolution, and cultural shifts powering ZoomInfo’s next chapter. From rethinking account ownership models to re-centering around core strengths like data and AI enablement, James shares how he's helping rebuild ZoomInfo into a sharper, more focused enterprise.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters: (00:00) - Introduction to Revenue Leadership Podcast (01:16) - Guest Introduction: James Roth's Journey (03:11) - Building Resilience and Grit in Sales (07:41) - Leading Through Change: Personal Experiences (09:29) - Navigating Market Challenges and Personal Growth (18:34) - The Importance of a Growth Mindset (36:57) - The Rebirth of ZoomInfo: Adapting to Market Changes (45:48) - Go-to-Market Strategy: Shifts and Innovations (59:45) - Segmentation and Account Management Strategies (01:12:22) - The Enablement Journey for Sales Reps

Adam Alfano, EVP of Global SMB and Emerging Products at Salesforce, joins Kyle Norton to share what it takes to lead through change at scale. Over 17 years at Salesforce, Adam has navigated market cycles, evolving go-to-market models, and now the rise of AI—while building and inspiring high-performing teams.

He explains how to stay relevant as a leader, scale culture across thousands, and embrace mindset as a competitive advantage. Kyle and Adam also dig into Salesforce’s AgentForce strategy, how AI is transforming sales execution, and why adaptability is the most underrated leadership skill.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Introduction to Revenue Leadership Podcast

(00:54) - Guest Introduction: Adam Alfano from Salesforce

(02:45) - Career Lessons and Leadership Insights

(03:43) - Leading Through Change and Reinvention

(05:39) - The Importance of a Balanced Mindset

(08:05) - Scaling Mindset and Mental Fitness

(12:27) - Creating a Positive Team Culture

(16:18) - Competitive Stamina in SMB Sales

(17:42) - Scaling Corporate Athlete Mindset

(19:42) - Engaging with the Field and Team Feedback

(23:22) - Building Trust and Psychological Safety

(26:43) - Inspiring and Motivating Teams

(29:57) - Balancing Company and Team Culture

(33:21) - Evolving Company Culture Over Time

(40:02) - Reinventing Yourself in a Changing Market

(44:38) - Embracing an Evolutionary Mindset

(46:48) - The Importance of Experimentation and Learning

(48:38) - Shifting Perspectives on Sales Processes

(50:53) - Calculated Risks and Career Growth

(52:44) - Intentional Career Planning

(56:03) - Integrating AI into Sales Strategies

(01:00:38) - Driving Engagement with AI Tools

(01:04:37) - The Future of Sales with AI

(01:08:55) - Navigating Change and Fear in AI Adoption

(01:13:57) - The Role of Leadership in Market Adaptation

(01:17:39) - Lessons in Leadership and Team Dynamics

Jason Wolf, President of FullStory and former CRO at Ping Identity and SAP Ariba, joins Kyle Norton to share how companies unlock step-change growth by entering new markets, building new capabilities, and aligning cross-functional teams. Jason has led revenue growth from $200 million to $1.6 billion and brings hard-won lessons from scaling globally.

He explains how to time multi-product and multi-region moves, validate new growth bets, and build strategies driven by customer pull rather than competitor pressure. Jason also covers the role of go-to-market in product innovation, how to focus teams around renewals, and what it takes to scale with speed and precision.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Jason Wolf's Impressive Journey

(02:00) - Defining New Growth Horizons

(03:25) - Building Character Through Change

(04:10) - Mental Map for Growth Opportunities

(05:00) - What Growth Truly Means

(06:30) - Finding and Serving New Buyers

(07:53) - Stated vs. Observed Truths

(10:00) - Deciding Where to Grow Next

(14:38) - Lessons from Expanding Globally

(18:30) - Staging Product and Geographic Expansion

(25:23) - The Pioneer's Mindset in New Markets

(35:52) - Go-to-Market's Role in Product Innovation

(44:50) - The Rise of the Specialist

(57:57) - The New Revenue Algorithm

(1:12:00) - Driving World-Class Alignment

Most GTM teams operate in straight lines. Sangeeta Chakraborty believes they should function more like product organizations, with constant iteration, testing, and learning.

In this episode, the former CRO of Miro shares how applying product management principles helped her design go-to-market systems that reflect the full customer journey. She explains how her team ran structured GTM experiments, embraced cross-functional collaboration, and built systems for long-term customer growth. Kyle and Sangita also discuss why she believes the term “post-sales” is outdated, the mindset shift required to move from functional leadership to company leadership, what CROs need to understand about financial modeling, how to evaluate talent beyond the pitch, and more.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

In this episode, Kyle Norton sits down with Hayden Stafford, President and CRO at Seismic, to unpack what it really takes to transform a company from a single-product business into a true multi-product platform. Drawing from his experience leading global teams at Microsoft and now steering Seismic toward half a billion in ARR, Hayden shares the go-to-market, organizational, and cultural changes required to make the shift. From overhauling sales motions and enablement to building a value consulting function and rethinking partnerships, Hayden offers a candid look at the challenges and breakthroughs behind Seismic’s platform evolution. 

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key Moments:

(00:00) Introduction

(03:06) Understanding the Transition from Product to Platform

(05:47) Seismic's Evolution: From Content Automation to Comprehensive Platform

(09:03) The Role of Enablement in Sales Success

(11:55) Strategic Decisions: Joining Seismic and Transforming the Company

(14:53) Navigating the Go-to-Market Strategy for Multi-Product Companies

(17:55) Building a Strong Ecosystem for Platform Success

(20:59) Partner Selection and Metrics for Success

(23:56) Final Thoughts on Platform Strategy and Future Directions

(40:20) Navigating Pricing and Business Value

(45:04) The Importance of Value Continuum

(47:55) Transitioning to Platform Positioning

(55:01) Engaging with CROs and Sales Leaders

(01:00:57) Common Pitfalls in Platform Transformation

(01:08:47) Lessons from Past Experiences

Is enablement the most overlooked growth lever in sales? Luke Arno thinks so—and he’s got the track record to prove it.

In this episode, Kyle Norton talks with Luke Arno, CRO at Transcend and veteran of Salesforce, Box, and Segment, about how great enablement can drive real sales productivity. Luke breaks down his three-part framework—onboarding, ongoing development, and in-the-moment field strategy—and shares how to build programs that actually move the needle. They also dive into how to hire for enablement, measure its impact, and create a high-skill, high-will sales culture rooted in coaching, clarity, and accountability.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

Join the revenue leaders redefining growth at Pavilion's CRO Summit 2025, which will be held on June 3rd at the Denver Art Museum. Register today.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

What happens when a company completely replaces its SDR team with AI? In this episode, Kyle Norton sits down with Mike Donahue, CRO at 11X, to unpack how digital workers—AI agents named Alice and Julian—now generate over 90% of the company’s pipeline.

Mike shares how 11X is pioneering an AI-native go-to-market model, where full-cycle reps are supported by centralized agent orchestration, and where growth marketing owns what used to be outbound sales. You’ll hear how AI is reshaping sales roles, why traditional BDR hiring may soon be obsolete, and what CROs must learn today to stay relevant tomorrow.

StackOptimise AI Course here

New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.

You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key Moments:

(00:00) Introduction

(01:56) Current State of AI Adoption in GTM Teams

(04:55) The Importance of AI for CROs

(10:16) The Future of AI in Sales and Marketing

(14:30) Understanding Digital Workers and Their Impact

(18:57) Managing Digital Workers for Sales Efficiency

(22:25) The Role of AI in Outreach

(25:35) Determining AI's Fit for Different Markets

(30:49) Best Practices for AI Adoption in Organizations

(45:54) Learning and Adapting in AI

(48:59) First Principles Thinking in Sales

(01:02:42) The Future of Sales in an AI Era

(01:07:54) Key Traits of Successful Revenue Leaders

(01:11:49) Lessons Learned in Leadership

Most product-led companies hit a wall when they try to add sales-led growth. Too often, the motions clash, teams misalign, and growth stalls. So, how do you scale revenue without sacrificing your product-led roots?

In this episode of The Revenue Leadership Podcast, Kyle Norton sits down with John Eitel, former Global VP of Sales & Success at Canva and CRO at Demandbase, about how to successfully layer a sales-led motion on top of a product-led foundation. Drawing from his experience at WP Engine and Canva, John shares how to identify the right signals to introduce sales, validate demand through customer conversations, and build a commercially viable offering without cannibalizing PLG momentum. He also reflects on how the CRO role is evolving in today’s market—and why adaptability, experimentation, and cross-functional alignment are more important than ever.

New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.

You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key Moments:

(00:00) Introduction

(08:51)Commercialization Strategies for SLG

(12:13) Customer Success and Support in SLG

(14:56) Pricing and Packaging for Enterprise Solutions

(17:52) Building the Sales Team for Growth

(20:52) Hiring the Right Sales Reps for Success

(30:48) Understanding User Adoption and Buyer Dynamics

(35:24) Team Building Strategies: Lessons from WP Engine and Canva

(37:23) Key Roles in Early Team Development

(42:54) Metrics for Revenue Leaders: Signals to Invest or Pull Back

(45:42) Understanding Sales-Led Growth and Incremental Value

(48:13) Balancing Sales and Self-Service Models

(51:54) Product Differentiation for Market Segments

(59:03) Aligning Sales, Marketing, and Product

(01:10:02) The Disparity in Revenue Talent

(01:13:00) Framework for Company Selection

(01:18:26) Optimizing for Company Quality

(01:21:10) What Separates Good from Great CROs?

(01:23:03) Advice for Young Leaders

(01:24:26) Lessons Learned in Team Dynamics

(01:26:26) Insights on Mental Health and Leadership

In today’s episode, Kyle sits down with Florin Tatulea, Head of Sales Development at Common Room, to discuss the evolution of outbound sales in the context of AI and technology. Florin shares insights on the importance of understanding signals and intent in sales, the changing profile of sales reps, and the role of RevOps in strategizing outbound efforts. The discussion highlights the need for collaboration across departments and the importance of sales reps mastering AI tools to effectively engage with prospects. 

They also explore the changing role of sales development leaders, the hiring process, and the significance of compensation in retaining talent. The discussion emphasizes the need for a diverse skill set within sales teams and the importance of continuous learning and adaptation in a rapidly changing environment.

New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.

Your’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key Moments:

(00:00) Introduction

(01:49) Understanding Outbound Sales and AI's Role

(08:38) Defining Signals and Intent in Sales

(10:58) The Evolution of Outbound Sales: From 1.0 to 3.0

(14:47) The Profile of an Outbound 3.0 Sales Rep

(32:35) Building Champions in Rev Ops

(38:03) Leveraging AI for Account Insights

(39:53) Human Touch in AI Outreach

(45:52) Innovative Approaches to Outbound Sales

(49:57) The Evolution of Networking and Referrals

(01:01:59) Teaching and Sharing Insights with Prospects

(01:05:04) The Role of Sales Development Leaders

(01:09:53) Hiring and Developing Effective Sales Teams

(01:15:08) The Importance of Compensation and Career Paths in Sales

Kevin "KD" Dorsey is the Chief Revenue Officer at Finally, an all-in-one accounting and finance platform that recently raised $200 million in Series B funding. KD joins the show to discuss real-world examples of how he uses AI in his day-to-day: from developing internal AI agents to evaluating his team's calls.

New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.

Your’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key Moments:

(00:00) - Introduction and Podcast Overview

(01:22) - Guest Introduction: Kevin Dorsey

(02:00) - Diving into AI and GTM

(02:51) - AI in Sales: Practical Applications

(06:36) - Building AI Tools Internally

(14:21) - Call Scoring and AI Coaching

(20:44) - Issue Diagnosis with AI

(33:08) - Leveraging AI for Documentation and Training

(35:36) - Choosing Between Building and Buying AI Solutions

(40:28) - The Decision to Step Away from Founding

(41:01) - Challenges in Building AI Companies

(42:08) - The Future of SaaS Companies

(43:29) - Leveraging AI for Business Success

(46:02) - Learning and Adapting with AI

(46:50) - Exploring AI Tools and Resources

(58:04) - Evaluating AI Vendors

(01:03:04) - Personal Productivity with AI

(01:13:42) - Final Thoughts and Advice