The Innovative Revenue Leader

How can revenue leaders simplify forecasting while using AI and sales signals to drive better decisions? Today’s guest is a sales strategy and forecasting leader focused on transforming how revenue organizations operate. Introducing Jamie Sacks, Head of Sales Strategy and Operations at LiveRamp. Jamie joins host Seth Marrs to share how LiveRamp reimagined its forecasting process, improved forecast accuracy, and leveraged A...

Why do so many forecasting efforts fail to deliver accurate outcomes despite advanced tools and data? Today’s guest is a global revenue operations leader driving transformation at scale. Introducing Thorsten Reichenberger, Head of Forecasting and Engagement Environment at Digital Industries.

Thorsten joins host Seth Marrs to share how large, complex organizations can rethink forecasting by focusing on pipeline management, p...

How is AI fundamentally changing the way revenue teams generate pipeline? Today’s guest is a forward-thinking marketing leader at the forefront of AI driven go-to-market strategy. Introducing Peter Mollins, Vice President of Marketing at Nooks. Peter joins host Seth Marrs to break down how AI is reshaping outbound, sales development, and the way modern revenue teams operate.

He shares how traditional outbound methods are ev...

How can revenue teams balance scale and personalization without sacrificing effectiveness? Today’s guest is a deeply experienced operator and systems thinker in B2B go-to-market strategy. Introducing Kathy Macchi, Executive VP and Co-Founder at Inverta. Kathy partners with host Seth Marrs to share how AI and evolving buyer behavior are reshaping the BDR role, sales motions, and how revenue teams operate.

She dives into how ...

What if the most innovative thing a sales leader can do right now is resist the urge to blow everything up? Kyle Smith, Managing Partner at The Bridge Group and one of the sharpest minds in B2B revenue strategy, joins host Seth Marrs to challenge the AI driven hysteria sweeping sales organizations. With data from the industry's most respected BDR benchmarking report, Kyle breaks down what's actually working, what's getting...

In this episode of Innovative Revenue Leader, Seth Marrs sits down with James Buckley, Host of the Sell Better Daily Sales Show, to unpack what’s actually working in modern outbound and why most sales teams are getting it wrong. James shares how signal-based selling, sharp messaging, and real time relevance are replacing outdated volume driven tactics.

The conversation dives into the realities of selling in a world flooded ...

In this episode of Innovative Revenue Leader, Seth Marrs sits down with Joseph Miller, Co-Founder and Chief AI Officer at Vivun, to explore how AI agents are fundamentally changing how revenue teams operate. Joseph shares how AI is moving beyond support tools and into real-time decision-making, joining conversations, surfacing insights, and accelerating outcomes.

The conversation dives into the realities of building...

In this episode of Innovative Revenue Leader, Seth Marrs sits down with Nithya Lakshmanan, Chief Product Officer at Outreach, to explore what it really takes to adopt AI successfully inside modern revenue organizations.

Nithya shares that while AI is often positioned as a technology transformation, the real challenge lies in aligning people, processes, and workflows. The conversation dives into how organizations can mov...

Take your sales performance to the next level with forward-looking insights from Trilliad’s 2026 Growth Imperatives. It’s time to move beyond simple efficiency and start architecting a sales system that actually sticks, and who better to guide you than IRL’s very own Seth Mars!

In this episode, Seth dives deep into the final imperative: building progressive sales performance systems that enable sustainable seller effectiven...

In this episode, host Seth Marrs sits down with Sahil Aggarwal, Co-Founder and CEO of Von & Rattle, to discuss how AI agents are beginning to transform revenue operations and the broader go-to-market landscape. Sahil shares his vision for AI-native systems that can analyze business context across CRM data, customer conversations, and internal workflows to generate insights and execute tasks that traditionally require m...

In this episode of Innovative Revenue Leader, Seth Marrs sits down with Laura Valerio, Global Evangelist for GTM Performance at Highspot, to explore what it truly means to operationalize customer-centric growth inside modern revenue organizations.

Laura shares a thoughtful and strategic perspective on aligning go-to-market teams around the customer journey, breaking down silos between sales, marketing, and customer succ...

Is AI really the end of SaaS as we know it, or just the beginning of a messy evolution? On this episode of Innovative Revenue Leader, we welcome back Anthony McPartlin, Principal Analyst at Forrester and one of the sharpest voices in revenue operations today. 

Anthony breaks down what’s actually happening beneath the headlines: $2 trillion wiped from SaaS valuations, the pressure on seat-based pricing, token-cost economics,...

In this episode of Innovative Revenue Leader, host Seth Marrs sits down with Ryan McShane, Vice President of Product Marketing at Salesloft, to explore the growing generational divide inside revenue organizations.

Drawing from research highlighting a $56 billion performance gap, Ryan explains how tension between experience-driven sellers and AI-native talent impacts results, and how AI can serve as a unifying force rath...

The ground is shifting under every revenue team, and not because of another tool—because AI now demands a real operating model. We sit down with Julia Nimchinski, founder of Hard Skill Exchange, to unpack a 2026 predictions report that brings clarity to the chaos: AI becomes a managed role centered in RevOps, enablement turns into an agentic operating layer, and systems of action finally replace systems of record. If you’v...

If your AI strategy feels stuck, it’s probably missing the fuel that matters most: conversations. We dig into how conversation intelligence turns buyer-seller dialogue into structured data that LLMs can analyze, answer questions about, and convert into real coaching and revenue impact. Instead of treating recording as the finish line, we map the full system that connects email, calendar, mobile, and in-person meetings, the...

The metrics look great, but the pipeline doesn’t. That tension sparked a frank conversation with Bill Hobbib, CMO of Demand Science, about the marketing data mirage—why so many programs appear to win on dashboards yet fail where it counts: qualified opportunities and predictable revenue. We dig into what really signals buying intent, how to stop chasing ghosts, and why AI-only content is quietly eroding brand trust.

We star...

Forget AI theater—this conversation gets into the real decisions leaders face when moving from copilots to autonomous agents. We unpack what the board actually cares about: where agents sit in the customer journey, how they reshape processes that humans or legacy software used to carry, and what that means for ROI, accountability, and experience design.

John Arnold, Head of Product Marketing and Strategic Advisory at Creati...

If you’ve ever felt the boardroom’s optimism collide with the grind of the field, this conversation will sound familiar. We unpack fresh pulse data from roughly 175 people across sales, marketing, and customer success to reveal why executives say growth is up while sellers feel squeezed, and how AI is changing workflows in ways that actually stick.

We start with the split: leaders reading future indicators versus sellers li...

Growth doesn’t happen when a contract is signed. Growth happens when customers actually use what they bought, day after day. We wrap our usage-based sales series by connecting the dots between pricing strategy, operations, and compensation—showing a concrete path from “right to buy” to realized revenue you can bank on.

We start by reframing the sales motion for consumption models. Winning access is only the opening move; th...