Effective sales enablement starts with understanding the needs of your team—and continuously adapting to meet them.

In this episode, Alex Yeaton, Senior Manager of Global Go-To-Market Field Effectiveness at Klaviyo, shares her journey of supporting a rapidly growing sales team from 7 to over 250 reps. You’ll also hear about the challenges of scaling enablement programs, the importance of coaching leaders, and why iteration is the key to long-term success.

From building trust through product training to helping sales managers become better coaches, she offers practical advice for enabling teams to succeed in a constantly evolving market.

In this episode, you’ll learn:

• Why continuous iteration is critical for enablement programs
• How to coach leaders to be extensions of your enablement team
• Why market insights and customer voices drive better sales outcomes

Jump into the conversation:

(00:00) Nailing down enablement programs

(01:09) Transition from AE to enablement

(03:41) Scaling an enablement team

(07:32) The importance of product training

(09:39) Onboarding BDRs: When to start calls

(12:47) Lessons from building a global sales team

(16:11) The evolving role of enablement

(23:42) Keeping enablement programs relevant

Sales isn’t just a job. For college students like Nora Giannetti, it’s also a path to discovering leadership and building a rewarding career.

In this episode, Kyle Smith sits down with Nora, a junior at UMass Amherst, co-president of the UMass Sales Club, and go-to-market analyst at The Bridge Group. Nora shares how the sales club reshaped her view of sales, sparked her passion through competitions, and what she seeks in a full-time sales role. She also reflects on running her own business, the allure of medical sales, and why sales blends competition, growth, and financial opportunity.

In this episode, you’ll learn:

• How college sales competitions can spark a lifelong passion
• Why understanding company culture and growth opportunities is key for career planning
• How to break down the stigma surrounding the sales profession

Jump into the conversation:
(00:00) Building a career in sales with Nora Giannetti
(01:09) How joining the sales club changed Nora’s career path
(02:36) The competitive spirit that drives success in sales
(06:09) Discovering the potential impact of medical sales
(08:29) Why financial opportunity matters in a sales career
(11:14) Lessons from running a gluten-free baking business
(14:07) Evaluating company culture and career growth opportunities
(16:03) The appeal of remote and hybrid work models
(17:10) Researching upward mobility through LinkedIn
(18:38) Comparing small company autonomy with big company structure
(20:45) How sales club sponsorships support student success

Building a predictable pipeline is every B2B marketer’s goal, but achieving it takes more than random acts of marketing.

In this episode, Matt Heinz, Founder and CEO of Heinz Marketing, shares his expertise on creating revenue-driven playbooks that align sales, marketing, and customer success teams. You’ll learn why balancing brand and demand is key to sustainable growth, how customer-led strategies can unlock untapped potential, and why alignment across the entire revenue team is a game-changer.

Matt also explores the evolving role of AI as a tool to enhance relationships and streamline processes.

In this episode, you’ll learn:

• Why balancing brand and demand is critical for 2025 success
• How customer-led growth drives long-term value
• How AI can support—but never replace—human relationships

Jump into the conversation:

(00:00) The fundamentals of B2B success with Matt Heinz

(01:11) Shifts in the tech market and preparing for 2025

(03:51) Building predictable pipelines with strategy and playbooks

(06:01) Why fundamentals are essential for sales success

(10:23) Balancing brand and demand in go-to-market strategies

(14:03) How in-person events create meaningful engagement

(17:59) The evolving role of AI in marketing and sales

(21:31) Importance of customer-led growth strategies

(27:15) Breaking down barriers across sales, marketing, and CS

(33:13) Leveraging relationships for long-term growth

(41:14) Final insights on thriving in 2025

Trust is the foundation of successful sales, and podcasts provide a powerful way to build that trust authentically.

In this episode, Rachel Downey, Founder and CEO of Share Your Genius, discusses how B2B brands can use podcasts as the cornerstone of their content strategy. Discover how storytelling helps people feel connected and showcases what your brand truly stands for.

But it’s not just about the show itself—Rachel explains how video clips and other social media assets from the show are just as important. Through thoughtful distribution, your content can grow engagement and foster client relationships that lead to business growth.

In this episode, you’ll learn:
Why podcasts should be a part of your content strategy
How to build trust through authentic and relatable content
How to increase engagement through a distribution-first mindset

Jump into the conversation:
(00:00) Building trust through podcasts with Rachel Downey
(01:51) The beginning of Share Your Genius
(07:52) Use podcasts to fuel your content strategy
(14:54) Choosing a thought leader as the show host
(16:52) Different ways to monetize a podcast
(21:31) Deliver content through the right channels
(24:13) Share Your Genius’ growth strategy
(28:25) Increasing sales capacity without burnout

With Salesforce now using a consumption-based pricing model for their new service, other companies might follow suit.

Matt Bertuzzi, The Bridge Group’s Director of Research and Operations, explains how this shift could impact sales strategies, team roles, and customer engagement. Matt goes in-depth on the pros and cons of a consumption-based pricing model and brainstorms new ways to keep sales teams motivated.

Curious about the future of B2B pricing? This episode will help you understand how consumption-based pricing could change how SaaS software is sold.

In this episode, you’ll learn:
How consumption-based pricing could reshape go-to-market strategies
Challenges of fairly compensating sales teams under new pricing models
Impact on customer relationships and revenue stability

Jump into the conversation:
(00:00) Consumption-based pricing with Matt Bertuzzi
(02:05) How consumption pricing impacts sales strategy
(10:29) Adjusting quotas and compensation for sales teams
(16:32) Customer relationships and retention
(18:37) The future of sales compensation models

How many times have you rolled your eyes at claims like “1000% increase in ROI”?

In today’s market, buyers are increasingly skeptical of metrics that sound too good to be true. Evan Huck, CEO and Co-Founder of UserEvidence, discusses how B2B companies can leverage customer data to build trust and close deals. Case studies, testimonials, and ROI metrics need to be specific and relevant in order to resonate with your potential buyers.

It’s not enough to have credible data, though. Companies have to make content easily accessible and actionable for salespeople and marketers to drive sales enablement.

In this episode you’ll learn:
How to harness social proof effectively through testimonials and case studies
Why credibility in ROI metrics is more important than ever
Strategies for making sales content easily usable by teams

Jump into the conversation:
(00:00) Credible sales metrics with Evan Huck
(01:59) Skepticism around exaggerated marketing claims
(05:14) The need for specificity and relevance in customer examples
(08:49) How UserEvidence collects data
(13:57) Content distribution for sales enablement
(15:24) UserEvidence’s business growth and future plans
(30:24) The Proof Point by UserEvidence

What does it really take to grow a business after you hit that first million?

In this episode, Matt Tait, CEO of Decmial and host of the podcast After the First Million, discusses the challenges that come with growing a business beyond the million-dollar mark. From the messy middle of scaling to the emotional toll of running a company, Matt shares candid insights on what it really takes to make it past those early hurdles.We talk about his journey from law to entrepreneurship, why he started Decimal, and how he's built a team-first culture that’s thriving—fully remote. Plus, Matt breaks down why scaling is less about glitz and more about embracing the grind.

If you're building a business or scaling one, this episode is packed with real-world advice from someone who’s been through it all.

In this episode, you’ll learn:
How to navigate the challenges of scaling a business after reaching the first million in revenue
Why building a strong team and culture is essential for long-term growth, even in a fully remote environment
How understanding client pain points and creating a consistent sales process leads to faster, higher-value deals

Jump into the conversation:
(00:00) After the First Million with Matt Tait
(02:51) The phases of business growth

(06:26) Transitioning from lawyer to entrepreneur
(10:47) Founding Decimal and addressing bookkeeping challenges
(13:52) Acquisition strategy and inorganic growth
(16:43) Scaling through vertical-specific expertise
(18:43) How the economic climate impacts acquisition strategy
(23:15) The role of debt financing in acquisitions
(28:52) Higher education for the next generation
(35:08) The process of managing a lean sales team
(37:07) Why Decimal phased out SDRs and focused on high-value sales

Are tech jobs as unstable as the headlines suggest?

In this episode, Matt Bertuzzi, The Bridge Group's Head of Research, breaks down the latest JOLTs data and its implications for the tech job market. He explains how the Federal Reserve's rate hikes have influenced hiring trends, layoffs, and job openings. With talks of a rate cut on the horizon, Matt discusses its potential effects on venture funding and overall job market stability.

Don’t miss this timely discussion on the shifting economic landscape in tech.

In this episode, you’ll learn:
What the latest JOLTs data reveals about the state of tech jobs
How economic policies influence opportunities in tech
Why a recession does not seem likely, according to data

Jump into the conversation:
(00:00) The JOLTS Report with Matt Bertuzzi
(01:49) Layoffs, resignations, and job openings in tech
(04:36) Predicting the upcoming Federal Reserve rate cut
(07:17) How venture funding responds to Federal Reserve rates
(10:27) Recent data suggests we’re not heading into a recession