The Pocus Unlocking Revenue Podcast
Unlocking Revenue is a podcast from the team at Pocus that dives into the modern go-to-market strategies of your favorite software businesses. Each episode features experts sharing their best practices, frameworks, and advice on how to build a modern go-to-market engine. This podcast covers everything from building out the sales function, to using community as a growth channel, to launching effective onboarding strategies all with a product-led lens. Hear real world stories from experts at companies like Webflow, Retool, and Clearbit.
Episodes
+120% annual quota for a business travel platform… during the pandemic. Mark Goldberger did it. If there’s someone who can teach all of us a thing or two about sales, it’s definitely Mark, so we had to get him on our podcast! One of Mark's biggest passions is coaching his team to be 10x sellers. And we’re asking him to share all of his tips and tricks with us. In this episode, we covered:
- Mark’s career path into sales, inc...
Where is sales heading in 2025? Find out in our deep dive with First Round Partner Meka Asonye. We covered what's actually working in today's shifting landscape and what's coming next.
From his experience scaling a 100+ person revenue team at Mixpanel to funding seed-stage startups at First Round, Meka brings a refreshingly practical perspective to separating game-changing AI innovations from the shiny distractions. In this epis...
Modern GTM teams are strapped for time and limited on resources. AI can help with both of these issues, but knowing where to double-down on new tech can be tricky. This episode of the 10x GTM podcast with Amanda Kahlow is all about the future of AI x GTM. Amanda's new company, 1mind, recently came out of stealth mode to reveal an AI tool that can tackle a wide range of GTM jobs to be done. In this conversation, Amanda shares her i...
AI is everywhere - but how do you know what's a tool and what's a toy? Can you really level up your team and become 10x more productive? What tasks is AI actually helpful for? Kieran Flanagan, HubSpot's SVP of Marketing and a leading AI strategist, breaks down how artificial intelligence is transforming business operations, explaining that companies need to focus first on improving customer experience rather than just chasing eff...
AI can make it faster and easier than ever to do deep-dive prospecting research, cutting the time it takes from hours to minutes. But with so much AI hype, how do you know which tools are legit? And where does AI fit in with social selling and #SMYKM? If you’re feeling confused by the AI hype you’re not alone. This episode of the 10x GTM Podcast is all about social selling in the age of AI. In the episode, we cover:
- Socia...
RevOps may be the GTM team poised to gain the most from the surge in AI tools. In this episode of the 10x GTM Podcast, we talk with Tessa Whittaker, VP of RevOps at ZoomInfo, about where teams are struggling today and how AI can help them do more with less. Listen in as we cover:
- Tessa's career path from EA to VP of RevOps
- The challenges facing RevOps teams today
- How AI is shaping RevOps now and in the future
A...
How do you generate growth in a crowded, noisy market? Ditch the one-size-fits-all outreach and go ABX: account-based everything. In this episode, growth expert Kyle Poyar is talks with us about how to make the shift to ABX. From the key ABX success metrics you need to track to how AI fits into your account-based strategy, we'll be unpacking it all. Our conversation covers:
- Kyle's experience starting and growing Growth Un...
Building customer buy-in and driving product adoption are two of the most important ways to drive growth in today's market. With over 15 years of product marketing experience, Kevin Baldacci has created a winning framework for GTM teams to accomplish these goals. This season of the Pocus podcast is all about up-leveling your GTM skills 10x. In our first episode of the season, we cover:
- Kevin's 11-year tenure at Salesforce a...
Saad Khan is the Director of Sales and Business Development at Aligned. Before Aligned, Saad was instrumental in growing Business Development teams at Enable, Dooly, and Vendr. Saad is a signal-based selling advocate who advises GTM teams on integrating signals into their outbound strategy. In this episode, He talks us through building signal-powered outbound at-scale
Angelica is currently the Head of Demand Generation at Vercel where she’s helped the company scale their PLG acquisition motion. She’s an expert in growing developer facing products and brands. Her background in sales development and marketing operations brings a unique viewpoint to building and executing revenue marketing programs.
Zack Turner, RVP of Enterprise Sales at Slack, shares stories about the early days of Product-Led Sales at Box and how things have changed in the last decade for sales at PLG companies. Alexa and Zack discuss the idea that everyone "needs to be PLG" and what that means in practice for most organizations. They dive into how the best fit PLG motion for your company may not resemble the Slack or Box model.
When you have millions of users, turning that into revenue should be easy, right? Alexa sits down with Taylor Gibson, GTM lead at Writer, to talk about bridging the gap between PLG and enterprise sales. Taylor shares the story of how her previous team at Loom used their strong user base as an advantage when selling enterprise contracts. It's not as easy as it sounds; tune in to hear her best practices and frameworks for buildin...
Alexa sits down with Melissa Ross, GTM at Heygen, a cutting-edge AI-powered platform revolutionizing the world of video creation. Prior to joining Heygen, Melissa held several senior GTM roles at top PLG companies like Clockwise and Asana. Melissa breaks down the Product-Led Sales playbooks she helped build at Clockwise to successfully move from smaller PLG deals to enterprise upmarket contracts.
Simran Duggal, Enterprise Sales Leader at Webflow shares the value-selling framework that helps Webflow translate product usage into an enterprise ROI story. Simran and Alexa walk through how Webflow structures discovery conversations and why she thinks most reps could be doing more disco before demo.
Alexa sits down with Lilly Skolnik, North American Sales Leader at Ashby, to discuss the differences in selling horizontal vs. vertical PLG products, how to nail the "imaginative sale," and lessons on building the enterprise playbook at Slack and Loom.
Alexa and Kevin Young, VP of Sales at UserEvidence dive right into what Kevin calls his "anti-playbook playbook," why he feels strongly that repeatability is sometimes overrated, and how to build a sales team that thinks from first principles.
Alexa chats with Adam Carroll, Founder at Carroll Sales Consulting and former sales leader at FullStory, Recurly, and Outbrain. Adam shares his advice on segmenting your playbooks, moving upmarket, coaching your team on playbooks, and how he built a global expansion strategy.
Alexa chats with Kareem Agha, Head of Sales at Haus about the value of warm outbound, the dangers of ignoring cold outbound, and how to get the entire team excited about doing pipe gen.
Alexa interviews Riley Harbour, Head of Business Development at Grammarly about how Grammarly built a successful playbook for B2C user acquisition and how they're turning that success into a powerful enterprise motion.
Alexa and Devin Schiller, Enterprise Sales Leader at Sprout Social talk about the early days of PLS playbooks at Slack, the learnings he brought over to Sprout Social, and how the playbooks have changed.
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