Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-jay-clay-bhandari

Episode Summary:

In this episode, Ben Reed sits down with Jay Bhandari, GTM Engineer at Clay, to unpack how one of the fastest-growing companies in sales tech helped create an entirely new category: GTM Engineering. Jay shares his journey from private equity and startups into the world of Clay, while Ben and Jay explore the rise of AI-powered revenue systems, the RevOps vs GTM Engineer debate, Clay’s explosive growth strategy, and the future of SaaS in an agentic AI world. They also discuss Claude Code, vibe coding, product complexity, and why having fun may be the most important career lesson of all.

What you'll learn:

• How Jay transitioned from Wall Street and private equity into GTM Engineering
• What a GTM Engineer actually does and why the role is growing rapidly
• The differences and similarities between GTM Engineers and RevOps professionals
• How Clay built a category-defining brand and product-led community
• Why orchestration and enrichment are transforming modern pipeline generation
• The truth about Claude Code, vibe coding, and AI software hype cycles
• Why building scalable software is harder than most people think
• How AI should augment sales teams instead of replacing core systems
• Why creativity is a competitive advantage in go-to-market strategy
• Jay’s personal philosophy on career growth, fulfillment, and having fun

Featured Guest: Jay Bhandari, GTM Engineer at Clay

Host: Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:01:00] Jay’s path from private equity to startups

[00:03:00] Discovering Clay and joining as a GTM Engineer

[00:06:00] How Clay built a category around GTM Engineering

[00:10:00] GTM Engineer vs RevOps explained

[00:18:00] Clay’s branding, creativity, and community strategy

[00:25:00] Advanced Clay workflows and real customer use cases

[00:27:00] Claude Code vs Clay: build vs buy debate

[00:35:00] Why vibe coding has limits at scale

[00:43:00] Where AI fits in modern GTM systems

[00:46:30] Jay’s life advice: fun, fulfillment, and enjoying the journey

Connect with Jay:

LinkedIn: https://www.linkedin.com/in/jay-bhandari-profile/

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-jay-clay-bhandari

Sponsored By RevyOps (The #1 GTM Data Management Platform):https://tinyurl.com/revyops-alex-shartsis

Episode Summary:

In this episode, Ben Reed sits down with Alex Shartsis, Founder of Skyp.ai, to discuss the battle between SaaS and AI in modern GTM. They break down why mass outbound is declining, where AI SDR tools fall short, and how thoughtful automation is replacing spam. Alex also shares insights on vibe coding, software complexity, and why real expertise still matters in an AI-first world.

What you'll learn:

- How Alex built Skyp.ai from real outbound pain points

- Why mass cold email is declining but still not dead

- How thoughtful AI automation beats spammy AI SDR tactics

- Why most people underestimate how hard real software is to build

- The difference between vibe coding prototypes vs scalable SaaS products

- Why product management and subject matter expertise still matter most

- How AI can help individual sellers without replacing GTM systems

- The hidden complexity behind CRMs, data infrastructure, and RevOps

- Why many founders are chasing hype instead of solving real problems

- What the future of SaaS may look like in an AI agentic world

Featured Guest: Alex Shartsis, Founder of Skyp.ai

Host: Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:01:00] Why SaaS and AI are colliding in GTM

[00:03:00] The decline of mass cold email campaigns

[00:06:00] How Skyp.ai was built from real customer demand

[00:10:00] Why vibe coding creates false confidence

[00:14:00] Product management vs AI-generated software

[00:18:00] Where Lovable and Bolt are actually useful

[00:22:00] Why subject matter expertise still wins

[00:30:00] How AI should support sales reps, not replace them

[00:40:00] The future of SaaS infrastructure and GTM systems

[00:50:00] Final advice for salespeople in the AI era

Connect with Alex:

Website:https://skyp.ai/

LinkedIn: https://www.linkedin.com/in/shartsis/

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-alex-shartsis

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-rafael-guerreiro

Episode Summary:

In this episode, Ben Reed chats with Rafael Guerreiro, Founder of Sentrion, about the future of signal-based selling, AI-driven GTM, and where SaaS is headed next. They break down how Rafael built Sentrion from real outbound pain points, why most signal tools rely on weak assumptions, and how job posting data can reveal true buyer intent. The conversation expands into a candid discussion on AI hype, vibe coding, infrastructure costs, and what the future of software may look like.

What you'll learn:

1. How Rafael built Sentrion from real outbound pain points
2. Why most signal platforms rely on assumptions instead of proof
3. How job postings can uncover real buying intent signals
4. The difference between signal stacking vs verified intent data
5. Why AI is probabilistic, and why that matters for GTM workflows
6. Where “vibe coding” works and where it fails in real-world software
7. The hidden costs of AI infrastructure and data processing
8. What the future of SaaS may look like
9. Why human behavior may be the biggest constraint on AI adoption

Featured Guest:

Rafael Guerreiro, Founder of Sentrion

Host:

Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:01:00] What Sentrion is and how it works

[00:03:00] Why most signal tools get it wrong

[00:05:30] Using job postings to identify real intent

[00:08:00] Building and scaling massive data sets

[00:10:00] AI vs deterministic systems explained

[00:14:00] The rise and limits of vibe coding

[00:20:00] SaaS trends and what survives long term

[00:30:00] The economics of AI and compute costs

[00:35:00] The human impact of AI on jobs and society

[00:41:00] Final advice on balancing work and life

Connect with Rafael:

Website:https://sentrion.ai/

LinkedIn: https://www.linkedin.com/in/rafaelsentrion/

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-rafael-guerreiro

-Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-mr-justin-schreiber

Episode Summary:

In this episode, Ben Reed sits down with Justin Schreiber to explore how AI agents are transforming B2B sales execution. Justin shares how his platform automates sales “chores,” improves win rates, and enables teams to scale without increasing headcount. They explore the shortcomings of traditional sales processes, the impact of poor CRM data on forecasting accuracy, and how AI can function as a real-time thought partner to help reps advance deals.

What you'll learn:

- Why traditional sales processes fail due to poor adoption

- The difference between a sales process and a GTM motion

- How AI can act as a real-time “sales thought partner”

- Why CRM data quality is the root cause of inaccurate forecasts

- How AI eliminates manual data entry and improves rep productivity

- What a “revenue graph” is and why context is critical for AI success

- How to increase win rates by optimizing deal execution (not just top-of-funnel)

- Why the future of RevOps is shifting toward AI-native roles

Featured Guest:

Justin Schreiber

Host:

Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:01:00] Introduction

[00:04:00] Building sales processes from scratch vs. optimizing existing ones

[00:06:00] Sales process vs. GTM motion explained

[00:10:00] Why sales process adoption fails in organizations

[00:18:00] How AI drives adoption without forcing reps to follow process [00:21:00] AI as a real-time deal coach and strategist

[00:23:00] The importance of context and the “revenue graph”

[00:27:00] CRM data quality challenges and solutions

[00:33:00] The shift from UI-first SaaS to context-driven platforms

[00:38:00] The rise of GTM engineers and evolving RevOps roles

[00:45:00] Origin story: from forecasting to AI deal execution

[00:48:00] Final thoughts on purpose, growth, and AI’s impact on humanity

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, please leave a review.

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-mr-justin-schreiber

-Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-logan-lyles

Episode Summary: In this episode, Ben Reed sits down with Logan Lyles, founder of Demand Shift, to break down how B2B companies can turn webinars into a predictable revenue channel. Logan shares his journey from running underperforming webinars to building a high-converting framework that dramatically increases pipeline generation. They dive into what most companies get wrong, how to fix webinar funnels, and the exact tactics to drive registrations, conversions, and qualified sales calls.

What you'll learn:

1. Why most B2B webinars fail to generate real pipeline
2. The “two-step signup process” that boosts conversions from 1–2% to 10%+
3. How to replace the traditional thank-you page with a revenue-generating step
4. Proven LinkedIn strategies to drive webinar registrations at scale
5. How to segment and personalize follow-up using survey data
6. The right balance between education and selling during webinars
7. Creative growth tactics like Eventbrite and partner email lists
8. How to structure irresistible webinar offers that convert attendees into sales calls

Featured Guest: Logan Lyles, Founder of Demand Shift

Host: Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:01:00] Logan’s background and why webinars

[00:04:00] Old vs new webinar strategies

[00:06:00] The two-step signup process explained

[00:10:00] Structuring high-converting survey questions

[00:16:00] Driving registrations beyond organic social

[00:18:00] LinkedIn thought leader ads strategy

[00:27:00] Eventbrite growth hack for webinars

[00:30:00] Leveraging other people’s audiences

[00:45:00] Balancing education vs conversion

[00:47:00] High-converting webinar CTAs

[00:55:00] Final advice: your network is your net worth

Connect with Logan:

LinkedIn: https://www.linkedin.com/in/loganlyles/

Website: https://demandshift.co

Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, please leave a review.

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-logan-lyles

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-jamesbarrell

Episode Summary:

In this episode, Ben Reed chats with James Barrell, founder of Litehouse.so, about what it really takes to run a successful cold email agency today. They get into how much harder outbound has become, what's changed with deliverability, and why picking the right clients and offers matters more than ever.

What you'll learn:

1. How James got into cold email and built his agency

2. Why cold email isn't as "cheap and easy" as it used to be

3. What's actually going on with deliverability right now

4. Why you need the right clients (big TAM + strong LTV) to win

5. How systems and consistency make or break results

6. Why most agencies struggle to grow past a certain point

Featured Guest:

James Barrell, Founder of Litehouse.so

Host:

Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:01:00] How James got started

[00:04:30] What's changed in cold email

[00:10:00] The real costs behind outbound

[00:15:00] Picking the right clients

[00:22:00] Niching vs staying broad

[00:30:00] Why agencies struggle to scale

[00:40:00] Final advice on staying focused

Connect with James:

LinkedIn: https://www.linkedin.com/in/james-barrell-b92520207/

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-jamesbarrell

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-derek-rahn

Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Derek Rahn, VP of Demand Generation at LeadGenius, to explore the evolving world of B2B data and modern go-to-market strategy. Derek explains why traditional data providers are breaking down in niche markets, how custom data and first-party signals drive better pipeline, and why the future of GTM requires deeper segmentation, better attribution, and a new hybrid role: the Revenue Engineer.

What you’ll learn:

1. The difference between prebuilt databases and bespoke B2B data

2. Why hyper-specific ICP segmentation beats mass outbound

3. How AI and automation have increased noise in outbound

4. Why first-party intent data is becoming a major GTM advantage

5. The limits of most GTM engineering agencies

6. Why data quality and attribution are still GTM’s biggest challenges

Featured Guest: Derek Rahn, VP of Demand Generation, LeadGenius

Host: Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:01:04] The spectrum of B2B data providers

[00:03:00] Why niche markets break traditional databases

[00:09:30] Audience activation vs mass outbound

[00:18:00] Personalization at the individual level

[00:23:00] The collapse of commodity data

[00:32:00] The attribution problem in GTM

[00:41:00] Why data structure matters more than AI hype

Connect with Derek: LinkedIn: https://www.linkedin.com/in/saleschameleon/

Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-derek-rahn

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-nickblock

Episode Summary:

In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Nick Block, founder of RevoGTM, an agency sending over 20 million cold emails per month. They break down how high-volume outbound actually works - from scraping massive datasets and validating contacts to building infrastructure that can support campaigns at scale.

The conversation also explores the future of outbound as AI agents automate more of the GTM stack, the importance of large TAMs for scalable outreach, and whether cold email agencies could eventually be replaced by fully automated platforms.

What you'll learn:

- How Revo GTM sends 20M+ emails per month

- Why TAM size determines whether outbound can scale

- How scraping, enrichment, and catch-all emails expand prospect lists

- How AI is changing internal GTM operations

- Whether outbound agencies will eventually be automated

Featured Guest:

Nick Block, Founder, RevoGTM

Host:

Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:00:36] Running outbound campaigns at 20M emails/month

[00:02:12] Why TAM size determines outbound scalability

[00:05:32] Google Maps scraping and building large prospect lists

[00:11:00] Identity graphs and GTM data infrastructure challenges

[00:20:15] The future of outbound and will AI replace GTM agencies?

[00:35:08] Ikigai, purpose, and human ambition beyond automation

Connect with Nick:

LinkedIn: https://www.linkedin.com/in/nick-block-bb0741243/

Host: Ben Reed, host of the Next Gen Sales Leaders Podcast

Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, please leave us a review.

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-nickblock