How do you grow faster while creating fewer opportunities? Alex Kusters explains how Impact Networking redefined its ICP, built a formulaic targeting model, and embraced signal-based selling to drive 114% growth in net-new logos. A masterclass in modern RevOps, mid-market positioning, and building systems people actually want to use.

Jordan Crawford explains the Permissionless Value Prop, a way of combining internal and external data to create outreach that earns attention.

- Why most AI SDR tools produce identical messages

- The limits of firmographic ICPs

- How to define a “paying qualified segment”

- Vertical vs. horizontal GTM trade-offs

- Where RevOps should start with AI

In this episode, Jeff is joined by Stuart Watson, Head of Revenue Operations at ResolveAI, to unpack how modern AI workflows are changing what’s possible in RevOps.

From deploying hundreds of autonomous agents to clean and qualify messy account data, to using Claude Code to cut territories, build internal tools, and replace legacy dashboards, Stuart shares real-world examples of how AI can close data gaps instead of waiting for them to be fixed.

The conversation explores why “AI-ready data” doesn’t mean perfect data, how agentic workflows are turning RevOps leaders into digital workforce managers, and what skills will matter most as AI becomes embedded in go-to-market operations.

In this episode, Jeff talks with Pedrum Khosravi, Senior Director of Growth Operations at Paytient, about how to connect GTM work directly to business outcomes. They dig into building a usable revenue model, mapping initiatives to the right KPIs, using AI for enrichment and handoffs in tools like HubSpot, and why RevOps leaders should take more high-upside risks to truly move the needle.

In this episode, Jeff sits down with Colin Brown, VP of Revenue Operations at DDN, to unpack what AI adoption actually looks like in go-to-market teams. From distinguishing AI-supported habits vs. AI-enabled processes to evaluating build vs. buy, Colin shares candid lessons, the tooling he trusts, why custom workflows matter, and the real challenges of change management. A pragmatic, no-fluff look at where AI drives genuine productivity, and where it doesn’t.

Jeff sits down with Mat Rodriguez to explore how RevOps turns guesswork into predictable revenue. They dig into why forecasting breaks down without data discipline, how owning Salesforce as a true source of truth changes the quality of forecast conversations, and what it takes to build operational rigor without slowing the business down.

The conversation also covers the role of alignment in driving GTM execution, from narrowing ICPs and coordinating account plans to creating SLAs that improve top-of-funnel credibility. If you’re looking to replace reactive forecasting with confidence and bring your GTM teams into real alignment, this episode delivers practical, hard-earned lessons.

In this episode, Jeff sits down with Rutger Katz, Founder of Neon Triforce and fractional VP of Revenue Operations, to unpack how modern RevOps teams should think beyond funnels and start managing revenue as a system.

Drawing on Winning by Design frameworks, lean manufacturing principles, and 15 years of consultancy experience, Rutger explains how to turn customer insights into action using models like the bow tie, why governance and decision rights matter more as companies scale, and how RevOps leaders can shift from ticket-takers to true strategic partners.

Jeff sits down with Gaurav Agarwal to unpack how first principles thinking helps leaders build repeatable growth without falling back on stale playbooks. They dig into the mechanics of a revenue machine, generate demand, close demand, grow customers, and how ClickUp has evolved from pure PLG to sales-assist and into true sales-led growth.

Gaurav also shares a sharp POV on AI agents: where they drive real productivity, why “more output” can create misalignment and “slop,” and what operators must do to keep teams (and agents) pulling in the same direction. If you’re navigating GTM strategy, annual planning, or the AI era of execution, this one’s packed with frameworks you’ll actually use.

Manny Bobe joins Jeff to break down the fast-emerging world of vibe coding — AI-guided software creation that’s turning non-technical people into product builders. Manny shares his journey from CFA to data scientist to AI evangelist, explains why coding skills became his career unlock, and shows how AI removes the need for complex environments, dev setup, and backend knowledge. Together they explore real-world examples from RevOps, sales, and product teams using vibe coding to solve problems instantly and build tools no SaaS vendor ever would.

Jeff sits down with Brandon Bienstock to explore how a strong operating cadence turns RevOps into the engine of a high-trust GTM. They unpack the four core rhythms and how democratising insights creates alignment across the entire revenue team.

Brandon shares why scorecards should prioritise quality over vanity metrics, why simple comp plans drive the best behaviour, and why great RevOps leaders “walk the floor” to truly understand how reps sell.

If you're tightening your GTM motion or refreshing your operating rhythm for next year, this episode is well worth your time.