Full Title: Hiring B2B Sales Reps Like a Pro (Must Know Tips & Tricks) with Kristie Jones Episode Summary: Join us on this episode of Next Gen Sales Leader as Benjamin Reed sits down with Kristie Jones, founder of Selling Your Way In and seasoned SaaS B2B advisor. Kristie shares her unconventional journey from retail management to leading a revenue-growth-focused sales consultancy. Discover how she pivoted into subscription-based sales in 2000, built deep connections in the St. Louis startup community, and transitioned into the consulting world, where she specializes in helping early‑stage SaaS founders formalize and scale their GTM motion. Kristie reveals her playbook—from building fractional leadership, crafting sales hiring systems and playbooks, to a unique mindset around matching candidate fit to roles. This episode highlights the importance of knowing your differentiation, going beyond generic lead generation, and hiring for grit, alignment, and process maturity to avoid misfits and churn. What You Will Learn: - How Kristie made the leap from department store retail to subscription‑based sales and SaaS leadership. - The importance of embedding formal processes, documentation, and sales training into early-stage growth. - How she turned fractional sales leadership into scalable consulting frameworks for documenting processes and hiring. - Insights on effective hiring: using assessments, behavioral traits, candidate ICPs, and the “three‑day challenge.” - Why lateral thinking about sales hiring—like athlete backgrounds or unrelated high‑pressure roles—can signal grit and match. - The nuance between billing people into roles vs. matching their natural drive and strengths. - How founders and consultants can focus on micro‑segmentation, ICP clarity, and leading workshops to align sales teams. Featured Guest: Kristie Jones – Founder of Selling Your Way In, SaaS sales consultant and advisor to early-stage B2B founders. Connect with Kristy: - LinkedIn: https://www.linkedin.com/in/kristiekjones/

Full Title: Get Into the Inbox: Cold Email Deliverability Round table 2025 Episode Summary: Today’s Next Gen Sales Leader podcast features a powerhouse roundtable on email deliverability, co-hosted by Benjamin Reed and Christian Oland. They brought together nine top cold email deliverability experts to tackle the biggest inboxing challenges and share proven strategies to improve cold email results by helping you get your cold emails into inboxes in 2025. What You Will Learn: - Why ongoing education on deliverability is critical, as best practices are constantly evolving and outdated strategies can tank results. - How to diagnose deliverability issues, starting with domain health checks using inbox placement tools. - The importance of diversifying infrastructure using multiple ESPs, sequencers, and domain registrars to avoid a single-point failure. - Proven tactics in domain and IP strategy, including using aged domains, geo-TLDs, and subdomains to enhance deliverability. - Best practices around warmup—sending positive, human-like engagement to boost domain reputation—and why volume management is key. - Insights into ESP-specific strategies: Outlook presents new challenges, but long-aged domains and low volume-per-domain tactics can still get high reply rates. - Infrastructure platforms from each panelist, showing how they help scale safely and improve results. Hosts: - Benjamin Reed – RevyOps, Revyops.com - Christian Oland – Founder, RevGen Labs & RevReply Featured Guests: - Kidous Mahteme – Co‑founder, Inframail - Dean Fiacco – Founder, ScaledMail - Frank Sondors – Co-founder, CEO, Salesforge - Felipe Aranguiz - Director of BD, Instantly - Ken Volk – Co-Founder & CEO, Mailrun - Namit Jindal – Founder, Aerosend - Piotr Mikrut – Founder, Experiment5m Featured Sponsor: - Revyops.com | The #1 Revenue Operations Central Database <- Sign up now! Subscribe & Review: Love this episode? Subscribe to the NextGen Sales Leaders Podcast for expert insights on B2B GTM, sales, and outbound strategy.

Full Title: B2B GTM Is Broken & How to Fix It | With Scott Martinis Episode Summary: In this episode of the Next Gen Sales Leaders podcast, host Ben Reed sits down with Scott Martinis, CEO and founder of B2B Catalyst, to explore the realities of go-to-market (GTM) strategy in today’s SaaS and B2B world. Scott shares hard-won insights on tool overload, identifying true bottlenecks in your revenue engine, and why product-market fit and case studies are the real engines of growth. This is a masterclass in GTM engineering, tackling everything from cold email myths to building sustainable outbound systems and aligning tools, processes, and people for maximum impact. What You Will Learn: - Why tool overload and misaligned tech stacks are stalling GTM efforts. - The importance of focusing on bottlenecks instead of chasing shiny tools. - How to think about TAM, SAM, and true product-market fit in B2B sales. - The hidden pitfalls of cold email and why cold calling still matters. - The power of case studies as proof of product-market fit and growth levers. - Why discernment and empathy are the ultimate sales and GTM superpowers. - Featured Guest: Scott Martinis — CEO and Founder of B2B Catalyst, a go-to-market engineering consultancy helping B2B teams systematically identify and resolve growth bottlenecks. Connect with Scott: - LinkedIn: https://www.linkedin.com/in/scottmartinez/ Host: Ben Reed, host of the Next Gen Sales Leaders Podcast. Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/ Youtube: https://www.youtube.com/@BenjaminAaronReed Subscribe & Review: Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for top-tier insights into B2B Growth Sales, and Marketing. If you found value in today’s conversation, please leave us a review! Work with Ben: https://www.nextgensalessystems.com/

Episode Summary: In this episode, Ben Reed sits down with Shaz Mathew, founder of Attract AI, an AI-powered social media systems platform. Shaz shares his journey from launching side hustles in high school to building Attract AI, which helps businesses generate inbound leads through AI-driven content strategies—especially on YouTube. Discover how to build authority, attract your ideal clients, and amplify your brand through consistent content without getting bogged down in over-analysis. What You Will Learn: - Why YouTube is the most powerful platform for B2B content marketing today. - How Shaz scaled Attract AI by combining AI with proven social media systems. - The importance of balancing friction in your funnel to qualify leads. - Why action and iteration beat over-analysis when building your brand. - Frameworks for creating effective YouTube content that converts. Featured Guest: Shaz Matthew — Founder of Attract AI, helping B2B businesses book 10-30 sales calls a month through AI-driven content systems. Website: https://attractai.io LinkedIn: https://www.linkedin.com/in/shaz-mathew/ Host: Ben Reed, host of the NextGen Sales Leaders Podcast. Subscribe & Review: Love this episode? Subscribe to the NextGen Sales Leaders Podcast for top insights on B2B sales, marketing, and growth. If you found value in today’s episode, please leave us a review! Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/ Join our FREE B2B Scaling Group for Founders: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600 Work with Ben: https://www.nextgensalessystems.com/

The Challenge: Our member, Kelvin Htat, founder of a no-code AI application platform called Carry, faces difficulties with sales and marketing and determining product-market fit and message-market fit. Kevlin's primary goal for the call was to understand how to use LinkedIn Sales Navigator to generate more demand for his business. The Real Issue: The biggest problem Kelvin faced wasn't tactical selling or how to use a particular channel for communication with ideal prospects—it's understanding who the ideal customer is and the problem that needs solving in the first place. Without a clear focus on the right problem, all the messaging will be off. This includes everything from cold call scripts to follow-up brochures, pitch decks, and actual offers. Sometimes a lack of B2B sales success isn't about demand generation tactics or even sales strategies. First, you must have product market fit and have your message clarified around your dream client's biggest problem. Creating an Avatar Document: One key strategy to address this is creating an Avatar Document covered in detail in prior video lessons in this class. Understanding Your Customer: Start by deeply understanding your customer's problems. Tools like "The Mom Test" can help structure surveys to uncover genuine needs (again, covered in prior lessons in this class). Conducting Interviews: Talk to 10-20 potential customers. Ask them about their biggest challenges and pain points. This will help you identify the real problems they face and tailor your solution, sales messaging, and marketing channel accordingly. Focusing on Problems, Not Solutions: Shift your focus from selling a solution to understanding and solving a problem. If you can describe your customer's problem better than they can, you're on the right path. Practical Steps: 1. Stop Selling for Now: Spend 30 days understanding your customer. 2. Use The Mom Test: Ask potential customers about their challenges. 3. Create an Avatar Document: Define the individual and company-level details of your ideal customer.