Most CEOs think more pipeline is the answer, but chasing volume without alignment will wreck your revenue engine.
In this episode, Janice B Gordon and Lindsay Rios unpack the pipeline myth, share hard-won lessons from scaling high-growth organizations, and reveal why aligning teams on ICP is the secret to scalable, predictable growth.
What you'll learn: a) Why most revenue problems aren't sales issues, they're ICP misalignment issues b) How to spot (and fix) the costly "kids are fighting" dynamic across go-to-market teams c) The real downside of prioritizing pipeline volume over quality
Janice B Gordon welcomes Lindsay Rios, a fractional CRO and GTM strategist who helps scaling startups and SMBs rebuild revenue foundations for intentional, accelerated growth.
Timestamps:
04:00 Discussing gender assumptions and biases 09:30 Discussing gender disparity in careers 12:44 Misleading pipeline growth signals 15:27 Reflecting on company culture fit 18:06 Focusing on meaningful sales metrics 24:03 Challenges with hiring outbound agencies 26:54 Defining the ideal customer 29:40 Evaluating customer acquisition costs 34:29 Creating strong team values
Podden och tillhörande omslagsbild på den här sidan tillhör
Janice B Gordon. Innehållet i podden är skapat av Janice B Gordon och inte av,
eller tillsammans med, Poddtoppen.
