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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The Moment a Prospect Feels Like a Prospect, You're Done (with Joe Fontana from Amzai)
Joe Fontana, Chief Marketing Officer at Amzai, runs intimate dinner events built around a buyer's pain. A subject matter expert leads the room, and any sellers there come with questions. He argues the pipeline from events is usually lost in the follow-up, when guests get pushed to a demo before anyone has earned the right to pitch.
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How One Referral Partner Can Change Everything (with Derek Morgan from Refer2u)
Derek Morgan, Co-Founder & CEO at Refer2u, says businesses are so hyper-focused on new cold leads that they miss the value already sitting in their CRM and their existing network. His approach is to go looking for referral partners, ask two simple questions, and run a LASER value conversation built around what matters to the partner.
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Do the Thinking Before You Go to AI (with Sanjana Balaraman)
Sanjana Balaraman, Founder of ChapterOne Creative, uses AI a little bit everywhere, but her rule is to not let it do your thinking. On Pipeline, she explains how to keep AI content writing from sounding like everyone else's: form a point of view first, bring human conversations into the prompt, direct it, ask for verified sources, and edit before anything goes out.
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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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