B2B Pipeline Pioneers

From AE to AI-Led Growth: Cole Courson on Building Pipeline That Doesn’t Waste a Penny

Cole Courson of Unify shares: * Why 30 to 40% of the pipeline should still come from AEs * How AI is amplifying, not replacing, every stage of pipeline generation * The cost of a misaligned ICP and how to fix it fast * The power of founder-led growth and how Unify invests in it * Why fewer reps + smarter AI = a better GTM strategy If you’re building pipeline in an early-stage company and wondering where to put your next 100 pennies, this episode will help you invest wisely. FOLLOW COLE COURSON ON LINKEDIN [https://www.linkedin.com/in/coleeloc/] FOLLOW MANOJ RAMNANI ON LINKEDIN [https://www.linkedin.com/in/manojramnani/]

Mason Cosby’s Blueprint for Building $11M in Pipeline in 19 Months

Mason Cosby, Founder & CEO of Scrappy ABM, who reveals how his small team built over $11.8 million in pipeline using nothing but organic strategies, podcasting, and scrappy ABM execution. FOLLOW MASON COSBY ON LINKEDIN [https://www.linkedin.com/in/masoncosby/] FOLLOW MANOJ RAMNANI ON LINKEDIN [https://www.linkedin.com/in/manojramnani/]

Crushing Rocks and Cutting Waste: Stephanie Neale’s No-Nonsense Pipeline Playbook

Stephanie Neale, CEO of Blind Zebra, shares why defining your ICP early (and often) is more than a marketing exercise, it’s a business safeguard. From her hands-on approach to pipeline generation to her creative direct mail tactics (yes, actual rocks), Stephanie opens up about what’s working, what’s not, and how she’s using AI in practical, real-world ways. If you’re building pipeline with limited resources and want to hear from someone who’s been in the sales trenches, this episode is for you. FOLLOW STEPHANIE NEALE ON LINKEDIN [https://www.linkedin.com/in/stephaniesummersthompson/] FOLLOW MANOJ RAMNANI ON LINKEDIN [https://www.linkedin.com/in/manojramnani/]

Pipeline Growth Through Customer Success With Kristi Faltorusso

Kristi Faltorusso, Chief Customer Officer at ClientSuccess, shares how customer success can do more than retain accounts. It can build and accelerate pipeline. From success probability scoring to social-led growth, this conversation is packed with bold ideas for driving expansion and alignment across GTM teams. FOLLOW KRISTI FALTORUSSO ON LINKEDIN [https://www.linkedin.com/in/jonathan-gandolf/] FOLLOW MANOJ RAMNANI ON LINKEDIN [https://www.linkedin.com/in/manojramnani/]

Bridging Brand and Demand to Drive Enterprise Growth

Frannie Danzinger, VP of Sales, Strategic Accounts at Integrate, to explore how aligning brand and demand drives scalable enterprise growth. What you'll learn: • Why demand marketers must also think like brand builders • How to influence enterprise buyers long before they fill out a form • The evolution of go-to-market motions in complex sales cycles • Practical advice for sellers navigating multiple buyer personas FOLLOW FRANNIE DANZINGER ON LINKEDIN [https://www.linkedin.com/in/franniedanzinger/] FOLLOW MANOJ RAMNANI ON LINKEDIN [https://www.linkedin.com/in/manojramnani/]