Where B2B Playbooks End and The Circuit Begins. Playbooks got us here — but they can’t take us further. They’ve given B2B leaders scripts, tactics, and funnels, but not architecture. And that’s why companies keep burning cash before they make it back.
This show is about the shift: from playbooks that patch symptoms, to circuits that fix the system itself. The Circuit is where strategy, timing, product, marketing, and customer success finally connect into one closed loop.
If you’ve ever felt that your GTM playbook wasn’t enough — you’re right. The next era of business doesn’t run on playbooks
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Ep 128 - How to build a B2B community of 100k members from scratch w/ Jared Robin & George Coudounaris
mardi 29 septembre 2026 • Durée 51:34
In this video, I sit down with Jared Robin, the founder of revgenius, to unpack how he built a 100,000-plus member community by staying obsessively close to his market and betting on relationships over platforms.
We cover:
His messy road from FedEx sales rep to running a fashion magazine to launching revgenius during Covid, plus why he thinks audiences are now table stakes for real power.
If you are trying to build a community, grow an audience, or run go-to-market the human way instead of blasting spam-filled outbound, this one's for you.
Tune in and learn:
How giving away real value at scale, doing things a little differently, and treating market feedback as a live loop can quietly compound into something way bigger than a transaction.
03:56 Building the fashion magazine on zero budget
09:49 Losing his job in Covid and starting on LinkedIn
11:05 The DM group that became revgenius
13:22 Direct market feedback and building relationships
15:32 Relationship selling lessons from FedEx
19:14 Long-term horizons vs short-term sales metrics
22:01 How the market misread Predictable Revenue
24:43 Ad break: B2B demand generation agency
25:20 New reps, SDR roles, and lost resilience
29:36 First principles and closed circuit selling
31:16 Bringing fundamentals back to revgenius
34:33 The goal: community media over another Pavilion
38:19 Ad break: B2B incubator course
39:31 Why Jared became a marketer
43:56 One-to-one marketing and the dream list play
46:13 Live market reports and the new media project
49:49 Closing thoughts on people-driven business
51:12 Wrap-up and outro
Ep 127 - Why RevOps Fails W/Pasha Irshad & George Coudounaris
Épisode 127
dimanche 19 juillet 2026 • Durée 55:25
In this episode, I sit down with RevOps expert Pasha Irshad to unpack why revenue is really an architecture problem, not just a sales problem. We cut through the AI noise, why your CRM ends up as a “record of optimism,” and what it actually takes to get sales, marketing, and success working as one unit.
Why the hardest part of RevOps today is separating what’s real from the AI hype
How stacking tools and methodologies on a broken operating system only compounds the mess
Why your CRM fills up with inflated pipeline and deals that advance on optimism
How misaligned incentives pull sales, marketing, and success in different directions
The simple cataloging questions most teams still never ask their buyers
Why marketing was never equipped to decide who’s in market — and who should own it instead
Practical, bite-size AI use cases that actually move the needle (without adding a 90th operating system)
Revenue as an architecture problem and what that changes about how you build your systems
Where AI genuinely helps in the sales motion vs. where it just makes better spam
How to spot the difference between real alignment and another meeting that changes nothing
00:00 – Cutting Through The AI Noise Without Losing The Plot
00:55 – Welcome Back: Rev Ops With Pasha Irshad
02:48 – The Hardest Thing About Rev Ops Right Now
06:03 – Chasing Tools Versus The Business Fundamentals
07:47 – Why Revenue Is An Architecture Problem, Not A Sales Problem
09:33 – Rev Ops Full Circle: Back To Commercial Management
14:24 – Why Reps Default To Broken Habits Under Pressure
17:14 – How Misaligned Incentives Break Sales And Marketing
– Can Rev Ops Actually Fix This Or Just Champion It
Ep 126 - Revenue Enablement Masterclass based on 20 years in tech w/Georgia Watson & George Coudounaris
Épisode 126
vendredi 19 juin 2026 • Durée 58:03
In this episode, George Coudounaris with Georgia Watson, a 21-year IBM veteran, and Adem Manderovic to dig into why sales enablement keeps failing even when companies are spending big on it.
We cover:
• Why strategy is rarely the problem but execution almost always is
• What revenue enablement actually means and why most orgs get it wrong
• The real reason AI pilots fail 95% of the time
• Why human skills like trust, storytelling and value articulation still win deals
If you’re a sales leader, revenue leader or marketer wondering why your sellers still struggle to have commercial conversations despite all the investment you’re making in them.
Tune in and learn:
• Why tools and training alone don’t move the needle
• How incentives and measurement drive the wrong behaviours
• What world class enablement actually looks like in practice
• Why the best sellers win 88% of the time no matter what they’re handed
Ep 125 - Why Most B2B Sales Methodologies Fail (And What Architecture-First Selling Looks Like Instead) with Kieran Longhurst & George Coudounaris
Épisode 125
lundi 20 avril 2026 • Durée 01:18:01
Most B2B sales methodologies fail for the same reason.
Not because the methodology is flawed but because it sits on an operating model never designed to support it.
Your team trains on MEDDIC, tweaks CRM fields, and runs Friday scorecards. Six weeks later, everyone is back to booking meetings with the 5% of the market actively buying while the other 95% of your target accounts remain untouched.
That silent leak is quietly killing B2B revenue engines.
Closed Circuit Selling solves it the next evolution of Predictable Revenue, built from 24 years of frontline B2B selling across 12 industries.
A sales methodology only works when architected around the buyer's timeline, not your quarterly targets. It must give reps a reason to engage the 95%, a structure for timing circle-backs, and a closed feedback loop that funnels intelligence back to marketing, product, and leadership.
Why most methodologies break
There's no shortage of strong frameworks MEDDIC, Challenger, SPIN, Sandler. Yet in nearly every B2B organisation, the methodology lives in a training deck while daily behaviour looks nothing like it.
The bottleneck isn't execution. It's architecture.
When sales is measured on meetings booked, that metric warps everything: reps skip discovery to hit activity numbers, qualification happens inside the meeting, and marketing gets reduced to feeding MQLs over the wall.
The 5% Problem
At any moment, roughly 5% of your addressable market is actively in-market. The other 95% are not they're mid-contract, pre-budget, or not ready.
When your motion revolves around booking meetings, you disqualify 95% of your future pipeline before the first dial. Every skipped conversation is market intelligence your teams never receive.
Ep 124 - Why Revenue Enablement Fails Without Commercial Architecture w/Phil Cleary & George Coudounaris
Épisode 124
lundi 16 février 2026 • Durée 01:06:33
Your Pipeline Isn’t Unpredictable. It’s Unvalidated.
Revenue leaders across SaaS and enterprise sales are describing the same tension:
Pipeline coverage looks fine. CRM stages are full. Forecast calls still run.
Yet confidence feels thinner than it used to.
Close dates slip. Deal sizes shrink late. Forecast conversations rely more on narrative than proof.
In a recent discussion, Phil Cleary, who spent over two decades leading revenue enablement at Salesforce, described the issue clearly:
“The realness of the pipeline… how much of it is fabricated.”
Fabricated doesn’t mean dishonest. It means structurally unvalidated.
Deals can progress through stages without being stress-tested for viability. Confidence rises faster than evidence. Stage movement becomes a substitute for truth.
That gap is where predictability erodes.
When validation isn’t enforced by the system, pipeline can look stable while remaining fragile.
Coverage ratios stay healthy. Forecasts still get submitted. Leaders still feel exposed.
As Phil Cleary surfaced, the uncertainty many leaders feel isn’t coming from effort or intent — it’s coming from a validation gap. The system allows opportunities to advance without consistently proving they deserve to.
At scale, this creates what many leaders call fake pipeline.
Not invented deals — unproven ones.
A viable deal has evidence behind it.
Not enthusiasm.Not activity.Not good discovery calls.
Ep 123 - Why the funnel is breaking your go to market and why closed loops are the answer (Closed Circuit Selling) w/Charles Needham & George Coudounaris
Épisode 123
lundi 15 décembre 2025 • Durée 01:12:35
Closed Circuit Selling: Why the Funnel Is Breaking Your GTM
Most go-to-market teams aren’t failing on effort. They’re failing on architecture.
In this episode, we sit down with Charles Needham (co-author of Cold Call Algo) alongside Adem Manderovic (CRO School) to break down why the linear funnel is the biggest sacred cow in sales, and why Closed Circuit Selling is the better model for modern outbound.
We unpack incentives, silos, CAC payback insanity, and why “meetings booked” became a broken religion. Then we get practical. How to run outbound as market learning. How to capture timing signals. And how to build feedback loops that actually make marketing, sales, and customer success stronger together.
Tune in and learn:
Why buyer journeys are non-linear, and funnels create blind spots
How to shift from meetings quotas to conversation-driven market validation
Why intent data can’t replace first-party conversations
If you’re a B2B marketer or revenue leader, this is the blueprint for building a GTM system that compounds instead of churns.
Ep 122 - Why Sales & Marketing Broke (And How to Rebuild a Modern Revenue System) ft. Tony J Hughes & George Coudounaris
Épisode 122
lundi 8 décembre 2025 • Durée 56:59
Why Sales & Marketing Broke (And How to Rebuild a Modern Revenue System) ft. Tony J Hughes
Most teams feel the symptoms — pipeline gaps, misaligned targets, MQL chaos, sellers chasing “now or never” deals.
But those are signals of a deeper problem: the revenue system itself is broken.
In this episode, we sit down with Tony J Hughes and Adem Manderovic to unpack why sales and marketing drifted apart… and how to rebuild a modern revenue system that actually matches how buyers make decisions today.
We get into:
Why predictable revenue models collapsed
How sales stopped validating the market
How marketing lost strategic direction to MQL targets
And how to replace the old funnel with a closed-circuit GTM system that creates control and credibility again.
We also talk ICP, cataloguing, air cover, performance gaps, and Tony’s new book Sentient — plus what AI means for the future of selling.
Tune in and learn:
Why the old sales & marketing playbooks broke
How to build a shared ICP that actually aligns both teams
Why cataloguing is the foundation for a modern GTM system
How to create air cover that supports real sales cycles
The future of selling in a world of advanced AI
If you’re a B2B marketer or sales leader stuck in the old predictable-revenue logic, this episode is your blueprint for rebuilding alignment and revenue performance from the ground up.
Ep 121 - What’s Next for Outbound Sales? Aaron Ross (Predictable Revenue) & Adem Manderovic (Closed Circuit Selling)
Épisode 121
lundi 17 novembre 2025 • Durée 58:35
What’s Next for Outbound Sales? Aaron Ross (Predictable Revenue) & Adem Manderovic (Closed Circuit Selling)
Outbound sales is at a crossroads.
Automation is everywhere. AI is flooding inboxes. Meetings are harder to book than ever.
So we sat down with Aaron Ross, author of Predictable Revenue and From Impossible to Inevitable, to ask one question:
What’s next for outbound sales?
Alongside Aaron, Adem Manderovic (Closed Circuit Selling, CRO School) breaks down why GTM teams misread Predictable Revenue, how outbound drifted into “meetings at all costs,” and what a modern outbound system actually looks like.
We dig into market validation, cataloguing timing signals, emotional intelligence, relationship systems, and why AI is forcing teams back to fundamentals.
If you sell, market, or run a revenue team, this conversation will change how you think about outbound.
Tune in and learn:
• Why Predictable Revenue was never meant to be a “meetings engine”
• How outbound broke — and how to rebuild it around market validation
• Why the future of outbound is more human, not more automated
Ep 120 - What Most Teams Got Wrong About Predictable Revenue (and the Fix for Outbound for 2026)
Épisode 120
mercredi 12 novembre 2025 • Durée 11:33
Most teams blame Predictable Revenue for broken outbound. The truth? The model wasn’t wrong — the market’s interpretation was.In this 5-minute Mid-Week Musing, we unpack why Predictable Revenue went off track and show how small B2B teams can fix outbound in 2026 through market validation — not meetings.You’ll learn:
Why Predictable Revenue got misused as a meeting-engine, not a validation system
How to catalogue your market to uncover real buying signals
A simple way to align sales and marketing around timing and handoffs
Perfect for small-team marketers and sales leaders ready to modernise outbound and build predictable revenue the right way.-----------------------------------------------------🔗 Links + CTAs-----------------------------------------------------🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-gen...💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-a...-----------------------------------------------------🧑🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses📺 YouTube: 📩 Newsletter: 📚 Latest content: ----------------------------------------------------- Why Predictable Revenue Wasn’t Wrong Market Validation: The Fix for Outbound in 2026 How to Catalogue Accounts (Instead of Chasing Meetings) Why Timing Beats Pressure in Modern Outbound Systemising the Handoff: Turning Validation into Revenue-----------------------------------------------------👥 Are you a B2B marketer in a small team??💰 Need to bring in more revenue for your company (so sales and your boss love you??)Get the:🔹 strategy🔹 templates🔹 toolsSo you have everything you need to drive more revenue for your brand.See why other B2B marketers like you love The B2B Incubator
EP 119 - Outbound Sales Strategy 2026: The Evolution of Predictable Revenue w/ Collin Stewart, George & Adem
Épisode 119
lundi 10 novembre 2025 • Durée 01:02:09
Outbound Sales Strategy 2026: The Evolution of Predictable Revenue w/ Collin Stewart, George & Adem
Outbound sales has changed — and so has Predictable Revenue.
In this episode, we sit down with Collin Stewart, CEO of Predictable Revenue, and Adem Manderovic from Closed Circuit Selling™, to unpack how outbound has evolved, what the market misunderstood, and what’s working for 2026 and beyond.
We explore how outbound is shifting from brute-force prospecting to a smarter, signal-led strategy. You’ll hear the inside story behind Predictable Revenue, how SDR roles were originally designed, and why “market validation” is now the key measure of success.
Tune in and learn:
• Why Predictable Revenue was never just about meetings
• How to rebuild outbound around timing, trust, and signals
• The 4-Funnel System that helps sales and marketing stay aligned
If you want to future-proof your outbound strategy for 2026, this episode is a must-watch.
🔗 Links + CTAs
🧠 Learn how to drive revenue across your organisation with CRO School:
https://theb2bplaybook.com/cro-school
20:41
32:22 – One Source Of Truth That Everyone Muddies
36:12 – Who Really Owns Deciding If An Account Is In Market
42:29 – What It Takes To Get Back To Human Conversations
• 00:00 Why Revenue Performance Is an Execution Problem
• 00:07 Georgia Watson’s 21 Years at IBM
• 00:12 What Revenue Enablement Actually Is
• 00:20 The 7-Part Enablement Framework
• 00:25 Why AI Pilots Fail 95% of the Time
• 00:31 Human Skills AI Can’t Replace
• 00:38 Incentives, Measurement and Broken Pipeline Reviews
Ready to watch/listen? Drop a comment if you’re tuning in!
https://theb2bplaybook.com/ccs-resources
The 95% aren't refusing to engage they're refusing to take a meeting. They'll share who they use, what they like, when their contract ends, and what would make them switch if you're not trying to sell them in the next ten seconds.
Closed Circuit Selling fixes the operating model with four pillars:
1. Catalogue the Market Reps call to understand, not to book meetings. Five questions cover current vendor, desired improvements, contract end date, evaluation timing, and switching triggers. No pitch just structured curiosity. This turns every rep into a live sensor and opens conversations with the 95%.
2. Timing Is Everything Tag every catalogued account into four buckets: Now (0–90 days), Soon (90–180 days), Later (6–12 months), Not Yet (12–24+ months). Engage 3–6–9 months before their window opens so you're the default option when they're ready.
3. Close the Feedback Loop End every catalogue call with: "Can I circle back when you're closer to renewal?" Then route the intelligence: marketing gains competitor insights, product gets roadmap signals, CS improves handovers, and leadership receives market truth.
4. Architecture Over Frameworks Once the first three pillars are running, any tactic (phone, LinkedIn, email, video) works inside the same structure. The architecture carries the team.
Viability requires clear answers to simple questions:
Who is driving this internally — and do they have influence? What triggered urgency? What alternatives are being considered? What could stop this? What defines success post–go-live? What is the real decision path? Why now? When is the renewal or contract event?
When those answers are missing, the opportunity may be real.
It just isn’t forecastable.
This is where Adem Manderovic and George Coudounaris introduced cataloguing within Closed Circuit Selling™.
Cataloguing isn’t CRM hygiene. It’s capturing buyer truth in plain language so the organisation stops guessing.
It doesn’t speed buyers up. It stops probability inflation.
Phil Cleary also highlighted a critical shift in buyer psychology:
Fear of Messing Up now outweighs Fear of Missing Out.
When buyers fear personal or reputational risk, decision cycles lengthen, committees expand, and scrutiny intensifies.
From the outside, this looks like unpredictability. Inside the system, it exposes weak validation and poor continuity.
Better questioning frameworks don’t solve that.
Visible commercial continuity does.
Revenue volatility isn’t a skills problem. It’s a system design problem.
Closed Circuit Selling™ is not a sales methodology. It is a commercial architecture.
When validation, handover, delivery, and retention aren’t governed by a unified system, volatility is inevitable.
When they are, confidence compounds.
Your pipeline isn’t unpredictable.
It’s unvalidated.
Pipeline Volatility Is a Validation ProblemWhat Viability Actually MeansFOMO vs FOMUThe Bottom Line
32:00 Why AI Makes EQ and Creativity More Valuable
36:00 Sales as a Communication Channel
40:00 Intent Data vs Real Customer Conversations
45:00 Aaron Ross’ New Books: Income Systems & AI Selling
50:00 Winners vs Losers in the AI Revenue Era
53:00 Final Takeaways for Modern Outbound
👥 Are you responsible for revenue in a small or midsize or enterprise B2B team?
Do you feel the pressure to generate more, with fewer resources, tighter timelines, and rising expectations from sales and leadership?
💰 You don’t need more noise — you need alignment.
CRO School gives you the architecture, not just tactics:
🔹 Strategy — grounded in market validation, not guesswork
🔹 Templates — built for Closed Circuit execution, not funnels
🔹 Tools — that create consistency, clarity, and compound revenue
When marketing, sales, product, and success operate as one system, revenue stops leaking — and starts scaling.
This is why marketers, founders, and revenue leaders around the world are shifting to Chief Revenue School to learn the modern commercial operating system.
Découvrez des podcasts liées à Closed Circuit Selling™ w/ Adem Manderovic + George Coudounaris. Explorez des podcasts avec des thèmes, sujets, et formats similaires. Ces similarités sont calculées grâce à des données tangibles, pas d'extrapolations !
