Explore every episode of the podcast Behind the Pipeline

You probably didn't lose the deal to a competitor—you lost it in a meeting you were never invited to.

In Episode 7 of Behind the Pipeline, we explore why champions struggle to sell internally, how buying committees really make decisions, and what you need to give your champion to build consensus and get your deal across the finish line.

Your biggest competitor isn't another vendor - it's the status quo.

In Episode 6 of Behind the Pipeline, we explore why customers don't buy because of better features; they buy when the cost of doing nothing becomes too great. Learn how to create urgency, communicate the cost of inaction, and move buyers from "maybe later" to "let's do this."

In Episode 5 of Behind the Pipeline, we explore why AI features don't sell, how AI Assistants and Agentic AI should be positioned, and why the future belongs to AI that removes work—while keeping humans firmly in control.

In Episode 4 of Behind the Pipeline, we explore why most companies don't have a pipeline problem—they have a GTM problem. Learn why weak positioning, broad ICPs, and poor conversion are often the real culprits behind slowing growth, and what to fix before adding headcount.

AI isn’t replacing GTM teams — it’s exposing them.

Everyone has AI. Everyone can generate content.
So why are most teams still struggling to convert?

In this episode, we unpack how AI is raising the floor, exposing weak positioning, and separating teams that scale clarity from those that scale confusion.

Your demo isn’t closing deals — because it’s not a demo.

In Episode 2 of Behind the Pipeline, we break down why generic walkthroughs fail, why showing product too late kills momentum, and how to build demos that actually convert.

Most startups think they have a pipeline problem — they don’t. In the first episode of Behind the Pipeline, Jay Cameron breaks down why deals aren’t closing, how weak positioning kills conversion and why more leads won’t fix your GTM strategy.