10 Revenue Operations Gaps And How to Fix Your Go-To-Market

Is Your Brand Costing You Sales Productivity?

B2B brand positioning is where most revenue leaks start. Roadmap’s Jennifer Thompson breaks down why sameness kills deals and how to build differentiation your sales team can actually sell on. Jennifer Thompson leads brand strategy at Roadmap, where she helps B2B companies move past generic claims like 'best-in-class service' and 'trusted partner' into positioning that actually moves pipeline. In this conversation with host Steve Whittington, she unpacks why most B2B websites sound identical, what that sameness costs you in sales productivity, and the exact process to uncover the differentiation already hiding inside your business. If your reps are working twice as hard to explain what makes you different — or worse, defaulting to price — this episode gives you the framework to fix it. In this episode: - Why B2B companies all sound the same (and why price becomes the only lever left)- The customer interview questions that reveal your real positioning - How to map customer pain points to product benefits and outcomes - Why 'positioning by committee' dilutes your brand into nothing - The difference between personality traits and a defensible competitive position - A real logistics company case study: moving from 'we communicate well' to 'we reduce risk through communication' - The two questions every revenue leader should ask their three best customers this week Jennifer Thompson is the brand strategy lead at Roadmap, where she helps B2B companies build commercial positioning that drives revenue — not logos and color palettes.  Connect with her on LinkedIn: https://www.linkedin.com/in/jennifer-thompson-a5399446/  Download the Revenue Factory Toolkit at roadmapagency.com/podcast and start turning your forecasts into predictable growth! Subscribe today wherever you get your podcasts. New episodes are available on the first and third Wednesday of each month. LinkedIn: linkedin.com/company/weareroadmap/ Instagram: instagram.com/weareroadmap/ Facebook: facebook.com/weareroadmap YouTube: youtube.com/@roadmapagency Driving Growth is produced by Morreale Digital. Follow Steve Whittington on LinkedIn: https://www.linkedin.com/in/sbwhittington/

How a Catering Company Doubled Revenue with Sales Systems

Marie Galeana, revenue leader at Sky + Table in Lethbridge, shares how she transformed a catering and events company from hope-casting forecasts to a data-driven revenue machine. Starting in 2021 with no formal systems, Marie built out a comprehensive scorecard and CRM infrastructure that now enables her to forecast revenue a year out and manage her business with weekly discipline. Her story demonstrates that engineering predictable revenue isn't just for enterprise—it works in seasonal, relationship-driven markets too. Key takeaways: Transforming from hopecasting to data-driven forecasting enables revenue leaders to predict quarterly closures to the dollar and identify exactly what pipeline activities their team must execute weekly. Implementing a mathematical model that connects inquiry volume, close rates, and revenue targets by customer segment and venue allows seasonal, relationship-driven businesses like catering to forecast 12-18 months ahead with precision. Weekly scorecard discipline cascading to biweekly team reviews creates transparency and accountability that motivates teams, eliminates blame, and shifts conversations from "grab any business" to "strategically close the right business to hit targets." go to market system revenue forecasting sales scorecard crm implementation predictable revenue pipeline management sales metrics seasonal business forecasting revenue leadership catering sales strategy b2b growth systems closing rate optimization Download the Revenue Factory Toolkit at roadmapagency.com/podcast and start turning your forecasts into predictable growth! Subscribe today wherever you get your podcasts. New episodes are available on the first and third Wednesday of each month. LinkedIn: linkedin.com/company/weareroadmap/ Instagram: instagram.com/weareroadmap/ Facebook: facebook.com/weareroadmap YouTube: youtube.com/@roadmapagency Driving Growth is produced by Morreale Digital. Follow Steve Whittington on LinkedIn: https://www.linkedin.com/in/sbwhittington/

B2B Sales Tech Stack: 5 Layers for Predictable Revenue

B2B sales tech stack architecture — the 5 connected layers traditional B2B companies need to turn pipeline guesswork into predictable revenue. Host Steve Whittington, President of Roadmap, walks through the full framework solo: why your CRM is the operating system (not a contact database), and how every layer above it — intelligence, engagement, enablement, and visibility — has to feed into or draw from that foundation. If your pipeline reviews sound more like stories than numbers, this episode is the audit you've been avoiding. Steve breaks down what each layer of a modern B2B sales tech stack actually needs to do, the tools that matter at each level, and the four mistakes that quietly sabotage growth — including buying tools before defining process and skipping straight to reporting on empty pipelines. In this episode: - Why CRM adoption below 80% means your forecast is fiction- The five layers of a modern B2B sales tech stack and how they connect- Data enrichment and intent tools that turn cold lists into targeted outreach- How conversation intelligence platforms like Gong shorten sales cycles- The four most common sales tech stack mistakes and how to avoid them- Three audit questions to pressure-test your current stack today Steve Whittington is President of Roadmap, a builder of go-to-market systems for traditional B2B companies. Find the Revenue Factory Toolkit and the Go-to-Market Readiness Index at roadmapagency.com. Subscribe wherever you get your podcasts — new episodes drop the first and third Wednesday of every month. If this was valuable, share it with a revenue leader who needs it. Download the Revenue Factory Toolkit at roadmapagency.com/podcast and start turning your forecasts into predictable growth! Subscribe today wherever you get your podcasts. New episodes are available on the first and third Wednesday of each month. LinkedIn: linkedin.com/company/weareroadmap/ Instagram: instagram.com/weareroadmap/ Facebook: facebook.com/weareroadmap YouTube: youtube.com/@roadmapagency Driving Growth is produced by Morreale Digital. Follow Steve Whittington on LinkedIn: https://www.linkedin.com/in/sbwhittington/

5 Lessons From Bootstrapping a Biological AgTech Company

How to scale an agtech startup from 50 acres to 500,000 — Joshua Day Chief on bootstrapping biological products, surviving a failed wholesale channel, and rebuilding a sales motion around deep customer understanding. Joshua Day Chief, CEO of AdvancedAg, joins Steve Whittington to unpack the 20-year journey of a family-owned biological technology company that uses microbes to improve soil health and nutrient cycling for farmers. From a 2001 pivot out of water treatment, to a 2015 entry into Canadian agriculture with zero local research, to scaling past half a million acres across Western Canada — Joshua shares the unvarnished story of what worked, what didn't, and what nearly sank the business. In this episode: - Why deep customer listening beats product pitching in the first three years - How a wholesale and retail channel deal locked AdvancedAg into a 6-year mistake - The biological products education gap that's reshaping fertilizer and chemical sales - Why founder-led sales becomes a scaling ceiling — and how to protect culture as you hire out of it - The case for bootstrapping and selling before chasing venture capital in agtech- How third-party replicated research validated the technology internally before it convinced growers Joshua Day Chief is the CEO of AdvancedAg, a Raymond, Alberta-based biological technology company serving farmers across Western Canada and expanding into Ontario, BC, and international markets. Learn more at https://www.advancedag.ca/ or connect with Joshua on LinkedIn. If this episode helped you think differently about building a revenue system, subscribe to Driving Growth wherever you listen and download the Revenue Factory Toolkit at roadmapagency.com/podcast. Driving Growth is produced by Morreale Digital. Follow Steve Whittington on LinkedIn: https://www.linkedin.com/in/sbwhittington/ Download the Revenue Factory Toolkit at roadmapagency.com/podcast and start turning your forecasts into predictable growth! Subscribe today wherever you get your podcasts. New episodes are available on the first and third Wednesday of each month. LinkedIn: linkedin.com/company/weareroadmap/ Instagram: instagram.com/weareroadmap/ Facebook: facebook.com/weareroadmap YouTube: youtube.com/@roadmapagency Driving Growth is produced by Morreale Digital. Follow Steve Whittington on LinkedIn: https://www.linkedin.com/in/sbwhittington/

The Revenue Factory: Engineering Predictable B2B Growth

Is your B2B revenue predictable, or is it an accident? In this episode of Driving Growth, host Steve Whittington breaks down the "Revenue Factory"—a complete go-to-market system designed to turn traditional B2B companies into engineered revenue machines. If you’ve ever complained that andquot;reps aren’t closingandquot; or andquot;forecasts are always off,andquot; Steve explains why these aren't separate problems, but symptoms of a broken system.This episode is for B2B presidents and revenue leaders who are tired of "hero selling" and ready for a scalable infrastructure. You’ll learn how to align sales, marketing, and customer success under a single unified plan, the mathematical difference between a forecast and a "hope-cast," and the exact weekly cadence required to keep the gears turning. Download the Revenue Factory Toolkit at roadmapagency.com/podcast and start turning your forecasts into predictable growth! Subscribe today wherever you get your podcasts. New episodes are available on the first and third Wednesday of each month. LinkedIn: linkedin.com/company/weareroadmap/ Instagram: instagram.com/weareroadmap/ Facebook: facebook.com/weareroadmap YouTube: youtube.com/@roadmapagency Driving Growth is produced by Morreale Digital. Follow Steve Whittington on LinkedIn: https://www.linkedin.com/in/sbwhittington/