Conversations with GTM peers who are actually filling pipeline right now—something you can use by Monday.
Is there anything more stressful than an empty pipeline? If you're in sales or marketing, you already know the feeling—meetings on the calendar, real effort going in, and the pipeline still not moving. Host Joseph Lewin knows it too—the tightness in his chest at dinner, the brain that won't…
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Why We Call the Customer Who Orders a $50 Check Valve (with Gil Welsford)
Gil Welsford, Founder and CEO of ValveMan, turned a website built for one-off industrial valve sales into a relationship business. His team calls the customers who order on the site and asks if they need anything else, even when the order is a $50 check valve. He took the idea from the model his grandfather and father ran.
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You'll Get Tired of Your Point of View Before Buyers Do (with John Rougeux from Flag & Frontier)
John Rougeux, Founder of Flag & Frontier, says a strategic narrative is built through structured debate among the executive team. Handing it to a marketing department or an outsourced PR or comms group misses the point. On Pipeline, he explains why a different point of view takes time to land, and why you'll tire of it before your buyers do.
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The Mutual Action Plan as a Lie Detector (with Kaveh Pazooki from Surfe)
Kaveh Pazooki, founding account executive at Surfe, uses the mutual action plan as a lie detector. In his words, it vets whether or not the deal is real. He gives the prospect deliverables and checks whether they actually execute on them.
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Why Your AI Gets Worse The Longer You Use It (with Jack Taubl from Ocean.io)
AI prospecting gets worse in long chats for two reasons: models are built to compact context, and vague prompts drift. Jack Taubl, Director of Sales at Ocean.io, explains both on Pipeline, along with his fixes. He works inside Claude projects, opens a fresh chat when an answer looks wrong, grounds projects in real files, and schedules daily briefings.
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