Afleveringen
-
What if the advice youâve spent years giving founders about fundraising and scaling is wrong? On this episode of Predictable B2B Success, Julia Delin, a former venture capitalist, incubator leader at Stockholm School of Economics, and now CEO and co-founder of Cheque, reveals how stepping onto the founderâs side changed her perspective on growth, cash flow, and what it takes to survive as a startup.
Discover why $15 trillion is stuck in US accounts payable even in healthy companies and how delayed payments nearly killed thriving firms. Youâll hear the real story behind Chequeâs âahaâ moment, the key missteps founders make by treating cash flow as an afterthought, and what changes when you see it as a growth lever, not just an accounting problem.
Julia Delin also unpacks the dangerous gap between investor expectations and startup realities, the âthree-to-oneâ rule that should guide every VC raise, and why most founders wait too long to admit their biggest obstacle isnât product or sales but simply getting paid. Whether youâre rethinking your approach to funding or wondering how to avoid being your clientâs bank, this episode will shift how you see money, risk, and opportunity in B2B.
Some topics we cover in this episode include:
Cash Flow Issues in Service Businesses: Long payment terms, delayed payments, and the impact on healthy companies"Acting as a Bank" for Clients: Frustration over essentially loaning money to clients due to slow paymentsDynamic Discounting & Early Payment Discounts: How early payment incentives work and why adoption by SMBs has been slowFrom VC to Founder: Lessons Learned: Contrasting generalized investor advice with founder realityAngel Funding vs Venture Capital: Reasons for choosing angel funding and its implications for growthFoundersâ Relationships with Investors: Leverage, empathy, and differences between angels and VCsCash Flow as a Growth Lever: Viewing cash flow management as a strategic choice, not just accountingMarket Education & Product Adoption: Teaching SMBs new behaviors and evolving the companyâs pitchUS vs Europe: Cultural and Market Differences: The effect of optimism, directness, and openness on business-buildingAdvice for Founders on Cash & Fundraising: Challenging common wisdom on MVP pricing, milestones, and proof points -
How much of your B2B pipeline is human, and how much is bots and AI masquerading as prospects? In a world where nearly half of internet traffic is artificial and digital engagement data is more synthetic than ever, how can B2B leaders know when they're making real connections and when theyâre just shouting into the void?
In this episode of Predictable B2B Success, weâre joined by Anders Boulanger, founder of Engagify and author of Engage First. Andersâ story is anything but predictable. From childhood magician to physics graduate to trade show âinfotainerâ for Microsoft and Siemens, heâs mastered the science and art of stopping strangers in their tracks and turning fleeting moments into trust and pipeline.
Anders argues that in an era drowning in AI-generated outreach, companies that create genuine, face-to-face human moments will command an unparalleled advantage, one no algorithm or chatbot can replicate. If youâre a CEO or marketing leader wondering whether your events budget is a legacy cost or your sharpest competitive weapon, this conversation is for you.
Youâll come away with a new framework for thinking about real engagement and why the most powerful business signals arenât digital at all.
Some topics we explore in this episode include:
Authentic Interactions vs. AI Outreach: Contrasting synthetic AI-driven engagement with genuine human connections at eventsTrust in In-Person Events: Why face-to-face interactions are becoming the most trusted B2B marketing channelTrade Show ROI and Measurement: The challenge of measuring ROI and the three-legged stool model for event successBooth Engagement Strategies: The role of engagement tactics and staff training in maximizing trade show outcomesHumanization of B2B Engagement: The enduring value of authentic relationship building amidst digital noiseEvent Metrics and Analytics: New ways to track physical engagement and crowd density at showsEconomic and Geopolitical Challenges: How broader global issues impact event attendance and effectivenessVirtual vs. Physical Events: Lessons from the shift to virtual and why in-person leads to better engagementEngagifyâs Attract-Connect-Convey Framework: Step-by-step approach to drawing, connecting, and informing booth visitorsScaling Engagement Beyond the Founder: Building and training a team to deliver consistent booth experiences -
Zijn er afleveringen die ontbreken?
-
What if one proven methodology could turn B2B market share from stagnant to soaring, with a track record of guaranteed growth, yet almost no U.S. company has heard of it? In this episode of Predictable B2B Success, we speak with Hugo Van Den Biggelaar, a former Nike brand strategist turned evangelist for Bitsing, a 33-year-old European methodology that has fueled BMW, Shell, HP Enterprise, and thousands of organizations, with no failures on record.
Hugo, now based in Brooklyn, New York, challenges core assumptions about B2B growth. He says most companies arenât failing because they do the wrong things, but because they do the right things in the wrong order and at the wrong time. What is the hidden sequence behind sustained revenue, and why is âbrand awarenessâ sometimes a death trap?
Hugo reveals why even the most successful B2B teams often aim at the wrong goals, how to build a âgolden eggâ competitors canât copy, and why emotional preference, not rational decision-making, drives billion-dollar deals. Why your growth efforts stall or how sales, marketing, and product can actually align, this conversation will leave you rethinking everything you know about predictable B2B success.
Some topics we explore in this episode include:
The Bitsing Methodology: Origins, proven track record, and impact on companies worldwideRight Actions, Wrong Sequence: How companies undermine growth by doing the right things in the wrong orderFinancial Goal Setting: The necessity of clear financial (not just KPI) goals: continuity, ambition, and dreamOrganizational Alignment: The need for unified goals and eliminating departmental silosThe Seven Principles/Steps: The stepwise framework that drives predictable growthData-Driven Focus: The Pencil Method: Using facts (not gut) to determine where revenue actually comes fromThe Golden Egg: Emotional Differentiation: Creating an emotional, uncopyable reason for customers to choose your brandStrategies vs. Goals: The common mistake of confusing means with ends 17:12.Driving Preference and Loyalty: Preference as the key to growth and how to create genuine, unconditional loyaltyPlan Execution & Guaranteed Results: The phases of implementation and what âguaranteed growthâ means with Bitsing -
Consider whether your companyâs biggest growth barrier lies not in the market, product, or competitors, but in your unconscious relationship with money. In this episode of Predictable B2B Success, we discuss this perspective with Douglas Lynam, a former Benedictine monk, financial advisor, and acclaimed author.
Douglas shares insights from his journey, moving from a vow of poverty to managing over $250 million in assets. He explains how psychological money patterns, often formed before age ten, can influence even data-driven leaders. Douglas also discusses the Enneagram personality system and its impact on financial decisions, executive team dynamics, and revenue planning.
Listeners will learn how early experiences influence leadership styles, how personality differences can cause recurring friction in budget meetings, and why addressing personal âmoney woundsâ is essential for building healthy cultures and sustainable growth. Douglas also provides practical contemplative practices that leaders can use daily to address hidden financial challenges and improve decision-making under pressure.
Whether you rely on analytics or face challenges with pricing, this episode offers new perspectives on approaching money and achieving business success.
Some topics we explore in this episode include:
Top 10 Topics Covered in This Episode
Unconscious Money Patterns in Leadership: How early money beliefs influence executive decisions and revenue growth.Enneagram Personality Types and Finance: Using the Enneagram to decode financial behaviors and team dynamics.Emotional vs. Data-Driven Decisions: The tension between analytical processes and hidden emotional drivers.Attachment Theory of Money: Money anxiety and avoidance are linked to deeper psychological patterns.Team Personality Conflicts in Budgeting: Predictable clashes between executive types during financial planning.Overcoming Financial Trauma: Healing early money wounds to prevent cultural sabotage.Practical Contemplative Practices: Simple reflection tools (journaling, gratitude) for busy CEOs.Ethics and Business Growth: Balancing integrity with aggressive growth targets.Scarcity vs. Abundance Mindset: Moving from scarcity-driven to abundance-based revenue strategies.Building Transformational Content: Creating educational material that resonates with deep psychological needs. -
Imagine building one of the worldâs first cold email automation platforms, then deciding not to chase hypergrowth or venture capital but to grow profitably by serving a very specific kind of customer well. In this episode of Predictable B2B Success, Vinay Koshy speaks with Jeremy Chatelaine, founder and CEO of Quickmail, to discover how he prioritized product excellence and customer retention in a fast-moving SaaS landscape.
With over 400 podcast episodes, an industry-defining book, and the trust of agencies managing hundreds of clients, Jeremyâs story flips conventional SaaS wisdom on its head. He reveals how the internal calculus of âgood fitâ versus âbad fitâ customers can make or break a business and why refusing a paying customer can sometimes be more profitable in the long run as opposed to customers who destroy value, the unusual economics of retention vs. acquisition, and why delivering exceptional customer results like, booking 4.22 times more meetings than the competition, is about much more than emails and automation. Jeremy also shares hard-won lessons from mistakes, killer feature inventions, and why an executive assistant could be the highest ROI hire youâre not making.
Tune in for an unfiltered, unconventional masterclass in SaaS success.
Some topics we explore in this episode include:
Bootstrapping vs Venture Capital: Jeremy details the benefits of building Quickmail profitably without VC funding.Customer Retention vs Acquisition: Why retention often outperforms acquisition for long-term SaaS growth.Defining Ideal Customer Profiles: How to identify and evolve good-fit and bad-fit customers over time.Product-Led Growth from Customer Feedback: Developing features driven by close interaction with customers.Educational Contentâs Role: The role of podcasts and books in attracting and pre-qualifying leads.Technical Differentiation: Email Deliverability: What sets Quickmailâs deliverability and booking rates apart.Multi-Channel Outreach (LinkedIn + Email): Data on improved results from combining email and LinkedIn campaigns.Roadmap Discipline: Saying No: When and why to decline feature requests that donât serve the ICP.Scaling for Agencies: Tools and approaches for agencies managing many client accounts.Founder Leverage via Delegation: The value of executive assistants and reducing operational overload. -
Why do nearly 60% of B2B purchases stall in indecision? Whatâs paralyzing buying committees, and can better communication break the gridlock? In this episode of Predictable B2B Success, Vinay sits down with Alkan Bolkaya, founder and CEO of Mail Softly, a fast-rising AI-powered business communication platform. Drawing from a background in decision-making theory and a track record of helping companies raise over $200 million, Alkan Bolkaya reveals what truly drives buying decisions, why most email marketing misses the mark, and how startups can outmaneuver giants by being the "fast fish" in the pond.
Expect actionable insights as we tackle:
The hidden pitfalls in B2B decision-makingHow to use communication channels to accelerateânot stallârevenueWhat "satisficing" really means for your product messaging.Why honesty and âgetting to noâ may actually boost your bottom lineHow to harness both AI and human touch for maximum impactIf youâre a founder, marketer, or anyone determined to crack the code to predictable B2B growth, you wonât want to miss this episode. Youâll gain science-backed strategies to immediately shorten sales cycles, clarify messaging, and increase your close rate. Letâs dive in!
Some areas we explore in this episode are:
B2B Purchase Stagnation: Why most B2B deals stall with no decision, and underlying causes.Founding Mail Softly: Alkan Bolkayaâs transition from consulting to launching Mail Softly and addressing gaps in email marketing.Decision-Making Theory in B2B: Psychological reasons for indecision among business leaders and committees.Power of Consistent Communication: The role of frequent, multi-channel communication in moving deals forward.Satisficing vs. Being the Best: Applying decision theory: Should B2B companies aim to be safest rather than âthe bestâ?Strategic Positioning & Segmentation: Adapting messaging to different customer segments and their unique needs.Account-Based Marketing Tactics: Engaging multiple stakeholders within target companies through tailored content.Communication with Investors vs. Customers: Differences in how value is presented to investors compared to customers.Educational vs. Promotional Email Content: The 80/20 rule for content and boosting thought leadership in emails.AI in Email Marketing: Using AI for personalization, the importance of human oversight, and potential risks. -
What if your biggest growth bottleneck isnât a shortage of salespeople, content, or marketing firepower but the invisible assumption that only humans can drive revenue? In this thought-provoking episode of Predictable B2B Success, Lauren Esposito, Chief Marketing Officer at Assemble and former Salesforce leader, reveals a radical new way of building revenue teams. Imagine running a go-to-market engine powered by 183 digital workers (AIs with job descriptions, managers, and KPIs) working seamlessly alongside 160 humans. The result? Documented productivity gains in the millions and a more predictable path to growth.
But this isnât another story about shiny new AI tools. Lauren Esposito explains why adding bots isnât enough. Managing, designing, and integrating a hybrid workforce demands a new operating system for B2B companies. Youâll learn why even early-stage founders can and should start now. We discuss when and where digital workers deliver the most value, what can go wrong, and how to unlock institutional knowledge that usually disappears when employees leave.
Whether youâre skeptical or already experimenting, this conversation will challenge how you think about scaling revenue and inspire you to take action. If youâre ready to rethink your growth constraints, hit play.
Some areas we explore in this episode include:
Human vs. Digital Worker Constraint: Why limiting revenue teams to only human workers creates structural unpredictability.Hybrid Workforce Model: The process and impact of integrating digital (AI) workers alongside humans.Redesigning Revenue Operations: Overhauling operating models, lead routing, and workflows for digital+human teams.Operational Lessons from Implementation: Challenges and learnings from building a hybrid workforce in the first 90 days.Adoption Barriers for Small Companies: Misconceptions that keep small teams from starting with AI, and why theyâre not true.Tangible Starting Points: Specific, practical approaches for early-stage companies to deploy digital workers.Design and Management of Digital Roles: How to define, onboard, and manage AI worker roles with clear KPIs.Institutional Knowledge Retention: Leveraging digital workers to preserve key company knowledge when employees leave.Predictable Revenue Growth: How digital workers enable more reliable and measurable growth, not just bigger numbers.Internal Alignment and Change Management: Building internal consensus and charters to drive successful digital transformation. -
What happens when the future arrives faster than the market can keep up? In this episode of Predictable B2B Success, we dive into a classic B2B dilemma: being ahead of your buyers and what it takes to survive and thrive.
Daniel Yoo is no ordinary AI founder. After managing over $800 million as a licensed financial advisor, he solved his own industry pain point by building one of the first AI note-takers for financial advisors. But as investors poured more than $200 million into the AI note-taking category, Daniel had a contrarian view. He called valuations overblown, stayed bootstrapped, and, most surprisingly, pivoted his entire company when his customers wanted something else.
In this conversation with Vinay Koshy, Daniel Yoo explains why being both a domain and technical expert gives a unique product perspective and why itâs not always enough, especially in a market flooded with funding and hype. He shares the real signals that led him to switch from off-the-shelf SaaS to custom AI builds, why deleting customer data became a strategic advantage, and what every B2B founder needs to know when selling into a market that âgets AIâ but isnât ready to buy.
Tune in for a candid, actionable look at navigating rapid market transitions and building trust and revenue when your customers arenât sure what they need yet.
Some areas we explore in this episode include:
AI Note-taking in Financial Advisory: Evolution and commoditization of AI note-taking toolsInvestor Perceptions vs. Customer Reality: Gap between external market belief and actual client needsPivot to Custom AI Solutions: Shift from SaaS platform to custom agentic AI for advisorsFinancial Industry Regulatory and Adoption Challenges: Compliance and slow tech adoption dynamicsDomain and Technical Expertise: Importance of the founderâs industry and tech experienceCompetitive Funding and Market Strategy: Big funding rounds, overblown valuations, and survival tacticsData Privacy and Compliance: Deleting client data and treating it as a liabilityPricing & Revenue Model Changes: Dropping SaaS pricing and focusing on consulting revenueSales and GTM Playbook: Filtering prospects, education, and sales funnel buildingAgentic AI & Workflow Automation: Current and future impact of agent-driven automation -
What does it take to transform over 300 wearable devicesâ worth of chaos into actionable insights powering healthcare, insurance, and wellness? In this episode of Predictable B2B Success, we sit down with Marco Benitez, a former taekwondo champion turned biomedical engineer and CEO of Rook, and explore the world where fitness, data integration, and enterprise sales collide.
With a background spanning pharmaceutical giants like Roche and Novartis and an entrepreneurial journey starting in Mexicoâs fitness scene, Marco Benitez reveals how a pivot during the pandemic propelled Rook from hardware struggles to the heart of data analytics, connecting streams from Apple Watches, glucose monitors, and more.
Curious how Rook slashed slow B2B sales cycles, won enterprise trust, and turned technical complexity into growth? Youâll hear why outcome-based pricing beats per-call costs, how radical transparency is their unexpected sales secret, and the frameworks that help them manage decision-maker committees at every stage of adoption.
From real-world insights in pharma to the surprising revenue power of podcast guesting, this episode unpacks why building a data business isnât just about technology. Itâs about people, persistence, and asking the right questions. Tune in for a candid peek behind the tech and discover what most B2B founders are missing.
Some areas we explore in this episode include:
Pivot from Hardware to Data Integration: Marco Benitez discusses Rook's transition from creating wearables to unifying health data.Wearables in Healthcare & Insurance: Integration challenges and value for healthcare, insurance, and wellness industries.Data Ownership and Privacy: Consent-driven data sharing and user control over personal health information.Team & Leadership Strengths: Emphasis on discipline, process, and a people-centric leadership style.Shortening Enterprise Sales Cycles: Moving from outbound to inbound-driven growth to accelerate B2B sales.Evidence-Based Selling: Leveraging proof and data to persuade technical and C-level buyers.Navigating Multi-Stakeholder Sales: Tailoring sales approaches to different enterprise personas and industries.Problem-Based Selling: Focusing on solving customer problems rather than listing features.Value/Outcome-Based Pricing: Helping clients view pricing in terms of ROI instead of transaction volume.Radical Transparency and Trust: Building trust through transparency with clients and a distributed team culture. -
Introduction
What if the true cost of customer acquisition isn't just your ad spend or sales funnel, but how you, the founder or leader, show up and speak? In this episode of Predictable B2B Success, we sit down with Dia Bondi, a renowned leadership communications expert, author of "Ask Like an Auctioneer," and coach to top CEOs and founders for over two decades. Known for helping ambitious professionals amplify their impact, Dia Bondi reveals why most leaders unknowingly undermine business growth by neglecting their distinct voices and how cultivating that voice can shift the economics of customer acquisition, partnership, and deal-making.
We explore why most B2B founders default to safe, vanilla communication, how that quiets their leadership in high-stakes moments, and what actionable frameworks they can use to stand out, reduce paid acquisition costs, and win trust faster. Dia Bondi reveals the secrets behind her Platform Map framework, how to ask strategically without leaving value on the table, and why tolerating your own power might be the least-talked-about growth lever for founders.
If youâve ever wondered why your story isnât landing, or your personal brand feels invisible, this conversation will challenge, equip, and inspire you to make your voice your businessâs most valuable asset.
Some topics we explore in this episode include:
Leadership Voice as a Strategic Tool: The importance of founders cultivating a distinct leadership voice to accelerate customer acquisition and growth.The Platform Map Framework: Dia Bondi's four-part framework (purpose platform, provenance, point of view & playbook, principles) for clarifying and operationalizing authentic leadership voices.Auctioneering to Communications Coaching: How Dia Bondi layered auctioneering insights into her leadership coaching.Voice vs. Paid Customer Acquisition: The impact of leadership voice on reducing dependency and costs associated with paid channels.Foundersâ Communication Blind Spots: Why many leaders default to generic, safe messaging instead of leveraging bold perspectives.Attributes of Powerful Communicators: Six traits Dia Bondi identifies, including being bold, strategic, and prepared.Boldness in Content and Perspective: Encouraging leaders to embrace risk and share strong viewpoints rather than just safe, agreeable content.Self-Diagnosis and Feedback: Practical ways for leaders to assess and refine the impact of their voice through experimentation and observation.Getting Useful Feedback: Methods like the spiral feedback framework can help gather actionable input on how others experience your leadership voice.AI, Authenticity, and Content Differentiation: How to use AI tools without losing uniqueness by training them on your Platform Map-derived voice.And much, much more⊠-
How do you earn trust and drive sales success today? In this episode of Predictable B2B Success, Rory reunites with Scott Roy, co-founder of Whitten & Roy Partnership, to explore actionable strategies for building authentic relationships and empowering sales teams. The episode delves into Roy's discipline, mindset, and childhood influences, emphasizing why genuine care, active listening, and vulnerability are not just soft skills but essential tools for achieving measurable sales performance and driving organizational transformation.
If you want practical guidance on building lasting business relationships, inspiring executive growth, and leveraging the human side of sales, this episode is for you. Scott Roy goes beyond strategy, sharing science-backed insights and real stories from London boardrooms to rural Africa to help you build trust and spark transformation. Whether you lead teams, manage sales pipelines, or want proven methods to strengthen business trust, youâll find clear, actionable lessons throughout the conversation. Letâs dive in.
Some topics we explore in this episode include:
Establishing Trust and Credibility: How Scott Roy and his partner built credibility for their new consulting business, focusing on referrals and reputation .DQ (Decision Intelligence) Selling Method: A consultative, listening-first approach to identifying and solving client problems.Centrality of Trust in Business Relationships: Why authentic curiosity and care underpin lasting client trust.Vulnerability and Authenticity in Sales: The role of sharing personal stories and being genuine with clients.Personal Growth and Overcoming Limitations: Connecting childhood experiences to limiting beliefs and the importance of "rewiring" for sales success.Coaching Executives Through Blind Spots: Private, trust-based coaching methods for organizational leaders.Deep Listening and Asking Insightful Questions: Using active listening and expert questioning to uncover client needs.Purpose and Meaning in Sales: Helping salespeople identify personal and professional purpose, not just chase numbers.The Role of Sales Managers: Importance of regular check-ins and supporting salesperson growth.Legacy and Mission: Scott Roy's goal is to change global sales culture and promote ethical, decision-based selling.And much, much more⊠-
What if everything you thought you knew about high-performance sales was only half the story? In this episode of Predictable B2B Success, we speak with Scott Roy, co-founder of Whitten & Roy Partnership (WRP), a seasoned consultant and author of innovative sales methodologies that have transformed organizations across more than 50 countries. From selling educational books door-to-door as a college student to coaching global giants and social enterprises, Scott has seen firsthand what drives sales teams to predictable, repeatable success.
But hereâs the twist: itâs not just about hitting numbers or mastering pitch decks. Scott challenges conventional wisdom, revealing why attitude, culture, and a unique âDecision Intelligence Sellingâ methodology create lasting change beyond what AI or slick technology promises. Why does the âRace Equationâ, a formula blending attitude, competence, and execution, make or break sales teams? And in an age obsessed with fast closings, why does lingering longer in the diagnostic stage actually speed up the sales process?
If youâre a sales leader, founder, or anyone invested in growth, this episode will change how you think about scaling revenue and building world-class commercial organizations. Get ready for actionable insights and real-world stories that defy the status quo.
Some topics we explore in this episode include:
How WRP Got Started: The backstory behind Whitten & Roy Partnership, including Speaker B's journey in sales.Sales Reps vs. Sales Managers: Why being good at selling doesnât make you a good managerâand how those roles need different skills.Whatâs This RACE Thing: Results = Attitude + Competence + Execution; itâs a formula Speaker B swears by for sales success.The Power of Attitude: Why mindset and willingness to learn matter just as much asâor more thanâhard skills.DQ Selling, Step by Step: Their four-step method: get clear on the problem, figure out what itâs costing, see if the client actually wants to fix it, then pitch the solution.Precision Listening (Not Just Asking Questions): Inspired by psychologist Carl Rogers, itâs all about really listening and playing back what the customer says, not just grilling them.Selling is SellingâEverywhere: Turns out selling in Ghana or Cambodia isnât that different from selling to big Western companies.AI in Sales & Company Culture: AI can help, but it mostly amplifies whatâs already thereâgood or badâin your sales team and culture.Training vs. Real Change: Why one-off training sessions donât stick, and the real secret is embedding new habits through ongoing coaching.Sales Mistakes Leaders Keep Making: Not seeing sales as a science, not coaching enough, and forgetting to keep high performers happy.And much, much more⊠-
How do you turn B2B messaging from âjust another feature listâ into a magnetic force for growthâespecially when your competition is shouting the exact same promises? In this episode of Predictable B2B Success, weâre joined by Christopher Silvestri, a conversion alchemist who traded engineering complex machines for the art (and science) of helping SaaS companies clarify and scale their message. With roots in industrial automation and a knack for uncovering the hidden triggers behind why people buy, Christopher brings a unique perspective on what really drives revenue growth, and why most B2B companies get it wrong.
Youâll discover why even a great product can flatline if your message doesnât fit the market, and how a systematic, iterative approach to customer research can unlock game-changing insights most business leaders overlook. Christopher lays out the invisible journey from positioning to messaging to great copy, sharing stories from the trenches of SaaS and practical frameworks you can start using today. Whether you feel like your team is flying blind when it comes to customer insight, or you simply want a faster path to message-market fit, this episode is packed with âahaâ moments you wonât want to miss. Ready to dig deeper? Letâs get started.
Some topics we explore in this episode include:
Transition from Engineering to Messaging: How Speaker Bâs engineering background influences his approach to B2B messagingPositioning, Messaging, Copy: Diagnosing Growth Plateaus: Identifying which layer is causing growth issues and how to address itMessage-Market Fit vs. Product-Market Fit: The definition and importance of message-market fit in driving B2B growthReviewing & Updating Message-Market Fit: When and how to regularly revisit positioning and messagingThree Layers of Customer Research: Description and value of surface, behavioral, and deep psychological researchUncovering Emotional Drivers: Practical ways to extract emotional insights from customersPositioning Workshops for Internal Alignment: Getting team consensus and validating assumptions before talking to customersCommon Website Messaging Failures: Top mistakes leading to poor conversion rates and why they persistSynthetic Message Testing: Accelerating validation of messaging using AI Personas and tools90-Day Messaging Action Plan: Concrete steps for CEOs to fix messaging problems and test improvementsAnd much, much more... -
How much does luck influence business success, and how much can we control? In this episode of Predictable B2B Success, we speak with Dr. Michael Orkin, statistician, data scientist, and author of "The Story of Chance: Beyond the Margin of Error." With decades of experience consulting for game developers, analyzing risk for companies, and demystifying mathematical concepts for the public, Dr. Orkin brings sharp insights into the fascinating and often misunderstood world of probability, risk, and data-driven decision-making.
We explore why most executives still trust gut instinct over data, the hidden pitfalls even smart leaders fall into, and how companies like Tesla and SpaceX walk the line between skill and luck. Hear stories about games of chance vs. games of skill, real-life case studies featuring figures like Elon Musk and Sam Bankman-Fried, and the statistical traps waiting to derail your next big decision.
By tuning in, you'll discover strategies for recognizing and managing risk, learn how data-driven approaches lead to more predictable outcomes, and gain tools to spot and avoid common statistical pitfalls. This episode empowers you to apply probability and statistical thinking to make smarter decisions in business and daily life.
Some topics we explore in this episode include:
Games of skill vs. chance: key differences and regulations.Expected value, money management: casino and business lessons.Regression, correlation pitfalls: data misinterpretations in business.Statistical thinking in decision-making: examples from Tesla, SpaceX, and B2B.Measuring marketing effectiveness: statistical frameworks for testing campaigns.Setting parameters for experimentation: importance for tech and innovation.Trial and error: iterative problem-solving approaches.Feedback integration: using audience and research input.Data analysis teams: preventing flawed models and errors.Statistical expertise: avoiding common business data mistakes.And much, much more... -
What if you were just one connection away from transforming your life and business? In this episode of Predictable B2B Success, Vinay Koshy speaks with serial entrepreneur and author Devin Sizemore, creator of "Connection Expansion" and founder of the ACES Connection Group. Together, they unravel the art and science of making high-impact connections that can spark massive success.
Drawing on his unique journey, from launching a cat cafĂ© to running marketing agencies, Devin Sizemore shares actionable strategies for building a powerful network that delivers results. Youâll discover why most people stumble while networking, a simple framework for running intentional meetings, and how nurturing your connections can lead to unexpected opportunities and big wins.
This isnât just theory. Devin Sizemore reveals practical tools, templates, and processes anyone can use to turn latent potential into active opportunity. Whether youâre a CEO looking to amplify your influence or a professional wanting to unlock your own community flywheel, this episode is packed with expert insights, fresh perspectives, and real-world tactics.
Curious how a single book can rally a thriving community, and why a $2.50 investment can make you unforgettable? Tune in and discover why connection might just be the secret lever youâve been missing.
Some topics we explore in this episode include:
The power of making high-impact connections.Using books to establish authority and open networking doors.Common mistakes in business networking (e.g., selling too soon, poor asks).The importance of intentional, systematic networking.Frameworks for effective connection meetings.Scaling relationships with one-to-many strategies, like group calls.Simple strategies for nurturing and staying top of mind with connections.Delivering value without being salesy (with courses, books, free resources).Viewing connection-building as community-building.Tagging and segmenting your network for better relationship management.And much, much more... -
What if every impression you made at work was as powerful as your first? In this episode of Predictable B2B Success, Vinay Koshy speaks with serial entrepreneur, sales leader, and author Glenn Poulos. Glennâs three-decade journey from technical sales rep to building and selling companies is packed with real-world wisdom. He reveals why a thriving sales culture is not about luck, but about structure, core values, and the courage to leap, even when fear is loud.
Hear the story behind his book, âNever Sit in the Lobby,â and how the lessons he began jotting down in 1985 became actionable strategies anyone can use to win clients and build lasting relationships. Discover Glennâs approach to assembling high-performing sales teams, why onboarding and core value buy-in are non-negotiable, and how simple shifts in communication can transform results and reputations.
Whether youâre a leader struggling with turnover, a founder ready to scale, or fascinated by what makes top sales organizations tick, this episode is filled with candid stories, practical frameworks, and memorable tactics youâll want to try starting today.
Some topics we explore in this episode include:
Glenn Poulosâs Sales and Entrepreneurial Journey: His career path, company exits, and industry moves.Why and How He Wrote "Never Sit in the Lobby": The motivation and process behind the book.Risk-Taking and Overcoming Fear in Business: Practical frameworks for pushing past fear and launching ventures.Building Customer-Centric Companies: Operationalizing exceptional customer service.Sales Team Structure & Metrics: Organizing sales departments, roles, and compensation.Core Values in Hiring and Culture: Identifying and maintaining strong team cultures and values.Common Pitfalls in Sales Organizations: Mistakes like unclear roles and poor onboarding.Strengthening Customer Relationships: Methods to be a consistent pleasure to work with.Communication and Active Listening: Why rapport and listening trump talking in sales.Transforming Teams into Revenue Machines: Systematic approaches for turning sales teams into high-performing, aligned organizations.And much, much more... -
What happens when a demand generation specialist steps out from the comfort of high-growth SaaS startups to launch a growth marketing agency dedicated to quality over quantity? In this episode of Predictable B2B Success, Vinay Koshy speaks with Scott Gelber, founder of SIG Marketing, whose innovative approach has generated over $3.6 million in qualified inbound pipeline for Series A and Series B SaaS companiesâall fueled by the power of Google Ads.
Curious why Google Ads is not always a perfect fit for every SaaS business, or how to focus on prospects that truly make a difference? Scott Gelber shares lessons from his transition to agency life, revealing the criteria he uses to identify ideal clients and the frameworks he uses to prioritize qualified opportunities. Discover why automated bidding strategies may not work for B2B SaaS, the secret to optimizing landing pages, and the real math behind advertising ROI.
Whether you are a SaaS marketer, founder, or growth enthusiast, this episode uncovers the building blocks of success in digital marketing and challenges conventional wisdom on ad strategy. Tune in for actionable insights you will not hear anywhere else.
Some topics we explore in this episode include:
From In-house to Agency: Scott Gelber describes his shift from demand gen specialist to marketing agency founder.Mindset & Strengths: The importance of constant testing, innovation, and learning in demand generation.Ideal SaaS Clients for Google Ads: Key criteria for targeting Series A/B SaaS startups, including market size and product maturity.Market & Product Fit: Why total addressable market and category familiarity matter for Google Ads success.Lifetime Value & Pricing: How average contract value and competitiveness influence campaign feasibility.Google Ads as a Lead Entry Point: Using ads to start conversations, including follow-up and multi-channel touchpoints.Campaign Setup & Optimization Framework: Scott Gelberâs step-by-step process for campaign structure, reporting, and keyword selection.Landing Pages & Ad Copy: Strategies for developing relevant landing pages and differentiating ad copy.Managing Multiple Personas: Balancing messaging and campaign structure for companies with diverse buyer types.B2B SaaS Ad Strategy vs. Common Advice: Why B2B SaaS firms should prioritize manual bidding and tight targeting over Googleâs automated recommendations.and much, much more... -
Welcome to Predictable B2B Success. In this episode, Vinay Koshy interviews John Cousinsâinvestor, tech founder, and educatorâwhose MBA ASAP program has helped over 30,000 students worldwide. Learn how John turns business theory into practical advice for founders at every level.
Hear why John created MBA ASAP, how mental models and curiosity drive founder success, and his approach to simplifying business concepts. Get practical tips on financial literacy, pricing, and common pitfalls for entrepreneurs.
Want actionable business advice and new ways to think about B2B success? Listen in for practical strategies you can use now.
Some topics we explore in this episode include:
John Cousinsâ Career Path â His trajectory from engineering to business, teaching, writing, and investing.Creation and Purpose of MBA ASAP â Addressing the gap between academic business education and real-world practices.Educational Techniques â Making complex business topics simple and actionable through practical examples.Mental Models â Using frameworks for strategic thinking and decision-making in business.AI and Automation â Impact of AI on business operations, vibe coding, and leveraging tech tools.Decision-Making Processes â Heuristics, Bayesian analysis, and strategies for faster, smarter choices.Financial Literacy â Simplifying accounting concepts and why finance matters for founders.Iterative Market Testing â Applying the âready, fire, aimâ philosophy to test product demand via email and feedback.Pricing and Revenue Strategies â Finding optimal pricing, avoiding underpricing, and scaling revenue.Skill Stacking â Building complementary skills like reading, sales, and negotiation to excel in business communication.And much, much more... -
What if scaling your B2B SaaS business could be as simple as asking, âWho, not how?â In this episode of Predictable B2B Success, host Vinay Koshy speaks with Mike Malloy, founder of Malloy Industries, whose knack for executive matchmaking and battle-tested leadership has helped companies leap from $2M to $20M+ in revenue.
Hear how a pandemic, a move to the beach, and life-changing moments sparked Mike Malloyâs mission to build a business fueled by core values like generosity and trustworthy leadership. Discover the frameworks, scorecards, and insights that reveal why âwhat got you here wonât get you there,â and learn how fractional executives can help founders multiply their impact without burning out.
Ever wondered what holds SaaS companies back from scaling, or why founders get stuck in âif I want it done right, Iâll do it myselfâ thinking? This episode is packed with practical tips, stories including the business lessons behind an infamous bankruptcy, and actionable strategies for founders ready to level up. Plus, youâll find out what Hawaiian shirts and dad jokes have to do with building a remarkable brand.
Curious? Dive in to uncover the future of scalable leadership and why fractional expertise may be the game-changer your business needs.
Some topics we explore in this episode include:
How Malloy Industries was founded and Mike Malloyâs career journey.Core values in business and ways to operationalize them.Pattern recognition in executive matchmaking for SaaS growth.Building scalable sales systems and the importance of delegation.Customer acquisition cost and cash flow management tips for SaaS founders.Cultural alignment vs. skillset when hiring fractional executives.Sales scalability scorecard and diagnosing sales process gaps.Transitioning from founder-led sales to fractional leadership and avoiding revenue dips.Time management and delegation for CEOs using frameworks like âwho, not how.âReferral-based networking and educational marketing for fractional executive services.And much, much more... -
What if the biggest threat to your companyâs growth was lurking right inside your leadership team? In this episode of Predictable B2B Success, Vinay Koshy welcomes category design pioneer Mike Damphousse for an unfiltered look into the art and science of standing out in crowded markets. Mike Damphousse has spent years helping over 50 companies break free from âcategory jail,â where buyers and analysts overlook your uniqueness and CEOs wonder why nothing is landing.
From emotional boardroom breakthroughs to bruising debates that spark true alignment, you'll hear how Mike Damphousseâs four-day sprint compresses months of strategic chaos into a single powerful narrative. This process transforms confused teams into evangelists and drives millions in fresh investment. Discover why most marketing fails, why your CEOâs involvement is make-or-break, and how companies like Prescriptive closed $26 million in weeks after a strategic pivot.
If youâre ready to escape bland messaging, outmaneuver your competition, and turn your story into your strongest growth lever, this episode will challenge how you think about categories, differentiation, and leadership. Prepare to view your company and market in a new way.
Some topics we explore in this episode include:
Category Design Essentials: What it is and why it matters.Category Jail: How companies get stuck in crowded markets and how to break free.4-Day Category Sprint: The intensive process for executive alignment around category strategy.The Importance of Storytelling: Crafting a unifying and impactful company narrative.Fundraising & Investor Appeal: How strong category design accelerates funding.Internal Buy-In & Execution: Aligning teams and implementing the new category POV.The Adjacent Possible: Spotting new category opportunities that balance innovation and adoption.Setting Category Rules: Creating standards that favor your company (dominant design).The CEOâs Role: Why leadership and commitment from the top are crucial.Tech Evolution & AI: How AI and rapid innovation influence category emergence and change.And much, much more... - Laat meer zien
