Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-barry-flanagan

Episode Summary: In this episode, Ben Reed sits down with Barry Flanagan, CEO and founder of AI IQ Systems, to discuss scaling B2B sales teams, startup go-to-market strategy, and using AI to better understand buyers. Barry shares lessons from helping scale companies like Citrix, VMware, and ControlUp, including how to hire effectively, structure sales teams, and build trust-driven sales processes. They also dive into product-led growth, outbound sales, buyer psychology, and how AI is changing modern B2B marketing and sales.

What you'll learn:

1) How Barry helped scale a startup from $2M to $50M ARR

2) The biggest hiring mistakes founders make in sales

3) Differences between product-led, sales-led, and marketing-led growth

4) How SDRs, AEs, and Sales Engineers work together

5) Why deep ICP and persona research improves sales performance

6) How AI can help with messaging, content, and buyer research

7) Why trust-building is critical in enterprise sales

8) The psychology behind objection handling and buyer decisions

Featured Guest: Barry Flanagan, Founder/CEO of GetBuyerIntel.ai

Host: Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:03:00] Scaling ControlUp from $2M to $50M ARR

[00:08:00] Sales team roles explained: SDRs, AEs, and SEs

[00:12:00] Founder-led sales and outbound strategy

[00:17:00] Product-led growth and SaaS go-to-market

[00:27:00] AI-powered buyer personas and messaging

[00:38:00] Trust-building and sales psychology

[00:45:00] Final advice for founders and sales leaders

Connect with Barry: LinkedIn: https://www.linkedin.com/in/barryflanagan/

Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-barry-flanagan

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-geraldina-olson

Episode Summary: In this episode, Ben Reed sits down with Geraldina Scarascia Olson, fractional CMO and B2B SaaS growth strategist, to discuss how companies scale beyond founder-led growth. Geraldina breaks down how she helps SaaS companies build structured growth systems, align marketing with product and sales, and avoid common scaling mistakes. They also dive into AI overload, product-market fit, customer experience, and why great marketing can never compensate for a weak product.

What you'll learn:

• How founders become the bottleneck in scaling
• Why structured KPIs improve marketing execution
• The biggest AI and automation mistakes companies make
• Why product and marketing must work together
• Why great marketing can’t fix a weak product

Featured Guest: Geraldina Scarascia Olson, Fractional CMO and B2B SaaS Growth Strategist

Host: Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights: [00:03:00] Founder-led growth challenges [00:08:00] AI tools and automation mistakes [00:11:00] KPI frameworks and accountability [00:16:00] Best-performing B2B growth channels [00:24:00] Why great products outperform great marketing

Connect with Geraldina:

LinkedIn: https://www.linkedin.com/in/geraldinascarascia/

Website: https://geraldinaolson.com/

Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for insights on B2B sales, RevOps, AI, and leadership. If you found value in today’s conversation, please leave a review.

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-geraldina-olson

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-drjay

Episode Summary:

In this episode, Ben Reed sits down with Jay Feldman, founder of Otter PR and the creator of "Lead Gen Jay," to break down the realities of B2B lead generation, cold email, and scaling a high-growth agency. Jay shares his journey from medical school to entrepreneurship, how he built a multi-Inc. 5000 company, and why cold email remains one of the most powerful low-cost acquisition channels. They also dive into copywriting, AI's role in modern outreach, and what it really takes to build and scale a business in today's competitive landscape.

What you'll learn:

• How Jay transitioned from medical school to building a successful PR agency
• Why cold email is still one of the most effective lead generation channels
• The three key components of successful cold email (open, read, reply)
• How to approach copywriting as both an art and a psychological system
• Why giving away free value accelerates brand growth and authority
• How long-form YouTube content builds trust and drives inbound demand
• How AI can be used as a co-pilot for copywriting and lead generation
• Why beginners should avoid ads and focus on direct outreach first
• The difference between demand-side and supply-side constraints in scaling
• Why templates fail and real subject matter expertise wins

Featured Guest:

Jay Feldman, Founder of Otter PR and B2B Lead Generation Expert

Host:

Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:01:00] Jay's journey from doctor to entrepreneur

[00:03:00] Building Otter PR and early lead generation challenges

[00:06:00] Why cold email became the primary acquisition channel

[00:10:00] The power of personal branding and "Lead Gen Jay"

[00:14:00] Long-form YouTube content as a growth strategy

[00:18:00] Cold email fundamentals: open, read, reply

[00:22:00] Copywriting frameworks and psychology

[00:30:00] Using AI to improve outreach and campaigns

[00:40:00] Scaling challenges: hiring, ops, and systems

[00:50:00] Final advice for beginners in lead generation

Connect with Jay:

LinkedIn: https://www.linkedin.com/in/dr-jay-feldman/

YouTube: https://www.youtube.com/@leadgenjay

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Join our B2B GTM & RevOps Entrepreneur Community:

[https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600](https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600)

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-drjay