How to Rebuild a Modern Revenue System ft. Tony J Hughes George Coudounaris Adem Manderovic скачать в хорошем качестве

How to Rebuild a Modern Revenue System ft. Tony J Hughes George Coudounaris Adem Manderovic

Why Sales & Marketing Broke (And How to Rebuild a Modern Revenue System) ft. Tony J Hughes Most teams feel the symptoms — pipeline gaps, misaligned targets, MQL chaos, sellers chasing “now or never” deals. But those are signals of a deeper problem: the revenue system itself is broken. In this episode, we sit down with Tony J Hughes and Adem Manderovic to unpack why sales and marketing drifted apart… and how to rebuild a modern revenue system that actually matches how buyers make decisions today. We get into: Why predictable revenue models collapsed How sales stopped validating the market How marketing lost strategic direction to MQL targets And how to replace the old funnel with a closed-circuit GTM system that creates control and credibility again. We also talk ICP, cataloguing, air cover, performance gaps, and Tony’s new book Sentient — plus what AI means for the future of selling. Tune in and learn: Why the old sales & marketing playbooks broke How to build a shared ICP that actually aligns both teams Why cataloguing is the foundation for a modern GTM system How to create air cover that supports real sales cycles The future of selling in a world of advanced AI If you’re a B2B marketer or sales leader stuck in the old predictable-revenue logic, this episode is your blueprint for rebuilding alignment and revenue performance from the ground up. 🔗 Links + CTAs 🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school 🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-gen... 💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-a... 🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses 📺 YouTube:      / @theb2bplaybook   📩 Newsletter: https://theb2bplaybook.com/newsletter/ 📚 Latest content: https://theb2bplaybook.com/ 00:00 Why sales & marketing broke 01:02 Where misalignment actually began 03:10 Why inbound intent pushes sellers into a red ocean 06:20 How sales used to validate the market (and why it matters) 08:45 The ICP framework sales & marketing should share 11:15 Turning sales discovery into marketing air cover 13:55 How MQL targets fractured GTM 17:20 Cataloguing: foundation of a modern revenue system 20:05 Why frontline sales leadership is the weakest link 23:40 When sales & marketing target different lists 27:05 When to run a sales-led vs marketing-led motion 31:40 Talk to more of the market (not just in-market buyers) 34:05 Why feature-selling kills deals 38:35 RSVP vs BANT: a smarter way to qualify 42:10 What CMOs actually respond to in outreach 46:15 Adem’s journey to Closed Circuit Selling 50:05 Tony’s research: AI, AGI & the future of selling 53:40 Why every seller becomes a cyborg 55:05 Where to find Tony J Hughes ----------------------------------------------------- 👥 Are you a B2B marketer in a small team?? 💰 Need to bring in more revenue for your company (so sales and your boss love you??) Get the: 🔹 strategy 🔹 templates 🔹 tools So you have everything you need to drive more revenue for your brand. See why other B2B marketers like you love The B2B Incubator https://theb2bplaybook.com/demand-gen... Learn everything you have seen, and heard here? https://theb2bplaybook.com/cro-school 🤝 Partners Dealfront  BirdDog getbirddog.ai/ mention “Adem” Active Campaign. Readystack  ⁠https://www.readystack.ai/⁠ Firmable  Humantic  ⁠https://app.humantic.ai/login/?referr... Ocean  ⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠ Bitscale  ⁠https://bitscale.ai/?ref=adem⁠ #B2B #closedcircuitselling #RevenueAlignmentArchitecture #tonyjhughes