by SalesIntel
SalesIntel is proud to present B2B Pipeline Pioneers; a show dedicated to helping teams build winning pipelines. Building a pipeline is a team sport and not just the responsibility of demand gen, marketing, and BDR teams. It takes a village, literally, to build pipeline. Each week, we will host the practitioners, leaders, and individual contributors to discuss their experience building pipelines, go-to-market mistakes, what is working, and what is something new they are trying today. Our goal is simple: to share the best practices, common pipeline pitfalls, lessons learned with go-to-market leaders and practitioners, and revenue drivers from various companies and industries so we all can get better
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🇺🇲
Publishing Since
3/12/2024
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April 18, 2025
<p>Akshaya Ravi, Sr. Founding SDR & Evangelism at Storylane, to explore how she’s helping Storylane evolve from an inbound-only engine to a balanced, outbound-powered revenue machine.</p><p>Akshaya shares her experiences of building outbound motion from scratch, defining the ideal customer profile (ICP) in fast-moving environments, and how her team is leveraging AI to stay lean and scalable by automating what should be automated and protecting the human moments that truly move deals forward.</p><p>What you’ll learn in this episode:</p><ul><li>How to build an outbound engine in an inbound-heavy org</li><li>The evolving definition of ICP (and why it’s not just your “target customer”)</li><li>Real-world examples of using AI to accelerate but not replace sales efforts</li><li>Her “100-penny” framework for distributing pipeline generation efforts across channels</li><li>Why Storylane doubles down on product-led, founder-led, and social-led growth</li><li>Tactical tips on staying agile and system-aware in a fast-scaling team</li></ul><br/><p>Whether you're scaling your first SDR team or fine-tuning your go-to-market playbook, this conversation is full of first-hand insights, practical strategies, and a refreshing perspective on the power of experimentation in modern pipeline generation.</p><p>Tune in now to learn how to build a pipeline that’s not just big but built to convert.</p><h5>Follow Akshaya Ravi on <a href="https://www.linkedin.com/in/akshaya-ravi12/" rel="noopener noreferrer" target="_blank">LinkedIn</a></h5><h5><br></h5><h5>Follow Manoj Ramnani on <a href="https://www.linkedin.com/in/manojramnani/" rel="noopener noreferrer" target="_blank">LinkedIn</a></h5>
April 14, 2025
<p>Tim Hillison, Founder & Chief Marketing Officer at Entry Point 1. Tim shares his 25+ years of GTM experience to explain why defining a clear and consistent Ideal Customer Profile (ICP) across all teams is the cornerstone of effective pipeline generation.</p><p>He dives deep into how organizations can align sales, marketing, product, and customer success around one shared ICP using data, technographics, and evolving signals. Tim also explores the role of AI in GTM, highlighting how synthetic datasets, automation, and personalized workflows can supercharge growth without sacrificing human context.</p><p>Wrapping up with the "100 Penny" exercise, Tim lays out his go-to-market investment strategy and shares his take on the growing trend of founder-led growth. Whether you're a startup or scaling mid-market business, this episode is packed with actionable insights to help you build smarter, more aligned pipelines.</p><h5>Follow Tim Hillison on <a href="https://www.linkedin.com/in/timhillison/" rel="noopener noreferrer" target="_blank">LinkedIn</a></h5><h5><br></h5><h5>Follow Manoj Ramnani on <a href="https://www.linkedin.com/in/manojramnani/" rel="noopener noreferrer" target="_blank">LinkedIn</a></h5>
April 4, 2025
<p>Ronnell Richards, Founder & CEO of Sayless Academy and author of Shut Up And Sell. Ronnell shares his insights on the evolving sales landscape, the power of AI in pipeline generation, and why understanding your Ideal Customer Profile (ICP) is the foundation of successful sales.</p><p>From leveraging AI intelligently to optimizing marketing channels for maximum impact, Ronnell breaks down how businesses can drive revenue with the right strategy. He also discusses the importance of relationship-building in a tech-driven world and reveals where he would invest his "100 pennies" to fuel pipeline growth in 2025.</p><p>Tune in for expert strategies, practical advice, and a candid conversation on what truly moves the needle in sales!</p><h5>Follow Ronnell Richards on <a href="https://www.linkedin.com/in/ronnellrichards/" rel="noopener noreferrer" target="_blank">LinkedIn</a></h5><h5><br></h5><h5>Follow Manoj Ramnani on <a href="https://www.linkedin.com/in/manojramnani/" rel="noopener noreferrer" target="_blank">LinkedIn</a></h5>
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