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Topline: Daily Summaries Delivered
by Pavilion
The #1 podcast for founders, operators, and investors in B2B tech. Tune in to hear Sam Jacobs, AJ Bruno, and Asad Zaman discuss and debate the trends, news, and developments impacting the B2B tech world. Enjoy the hot takes, strong opinions, and dry humor.
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- Yesterday24 min
SPOTLIGHT: AI Is Making Sales Reps 60% Faster to Revenue | Justin Shriber, CEO & Co-Founder @ Terret AI
AI isn't just changing sales. It's completely rewriting how revenue teams operate. In this episode of Topline Spotlight, Sam Jacobs sits down with Justin Shriber, CEO of Terret AI, to break down how modern revenue organizations are using AI to improve forecasting, shorten sales cycles, ramp reps faster, and operationalize winning sales behavior in real time. Justin shares: Why traditional sales enablement is broken How AI helped reduce rep ramp time by 40% The "answer-to-action" engine powering modern RevOps The hidden dangers of decentralized AI adoption Why companies are struggling with inconsistent AI-generated data The real debate: build your own AI stack vs buy from vendors How leading teams are using AI agents today One of the most interesting conversations in GTM right now. If you're a CRO, RevOps leader, founder, or GTM operator trying to understand where AI is actually delivering value, this episode is worth your time. Chapters: 00:00 Intro 00:40 Meet Justin Schreiber and Terret 04:17 How AI is changing sales productivity 06:07 The biggest problem in revenue execution 09:37 Why great strategies never get executed 11:01 Building AI that's secure, accurate, and scalable 13:32 Buy vs. build: The future of enterprise AI 16:25 Why AI needs centralized governance 17:35 Jurassic Park, AI agents, and organizational chaos 20:15 Justin's biggest inspirations for building great companies 22:58 Where to find Justin and Terret Try Terret: terret.ai
- 3 days agoconversational1h 22m6-min read
World's #1 Banking CMO: How AI Is Changing Billion Dollar Banks Today | Tim Rutten, CMO @ Backbase
Tim Rutten, CMO of Backbase, a 2.5 billion euro fintech serving over 120 banks globally, joins Sam Jacobs, Asad Zaman, and AJ Bruno on Topline to discuss how AI is transforming go-to-market operations in highly regulated industries. He reveals that with 25% less budget, his team has doubled pipeline by embedding AI deeply into their GTMOS — a custom Vercel-based system that automates and governs workflows with minimal error rates.
- 5 days agointerview21 min4-min read
SPOTLIGHT: Why 80% of B2B Buying Happens Without You | Alexander Kesler, CEO @ INFUSE
The modern B2B buyer operates in a 'dark funnel,' conducting 80% of their journey without engaging vendors, relying on peer communities and AI-generated shortlists. Marketers must shift from aggressive outreach to building trust and visibility through content, relationships, and Generative Engine Optimization (GEO) to appear on both the 'day zero' (relationship-based) and 'day one' (AI-generated) shortlists.
- 1 weeks agointerview24 min6-min read
SPOTLIGHT: The AI category GTM teams are about to converge on | Adam Liska, CEO & Co-Founder @ airspeed
Airspeed, founded by Adam Liska, tackles the core execution gap in go-to-market operations by using AI to act on customer intelligence from sales conversations, ensuring promises like 'I'll follow up' are actually fulfilled. The company recently raised a $20 million Series A, validating its approach of combining deep data capture with agentic execution to transform revenue teams.
- 1 weeks agoconversational1h 13m6-min read
AI Marketing Master: The 'AI CMO' is a Beautiful Lie | Marc Ferrentino, CEO @ Quotient
Mark Ferrentino, CEO of AI marketing platform Quotient, joins Sam Jacobs and Asad Zaman on Topline to discuss how AI is reshaping marketing, not by replacing marketers, but by eliminating tedious operational tasks and enabling greater creativity and strategic focus. The conversation explores the collapse of specialized marketing roles, the risks of AI-generated content lacking taste, and the challenges older marketers face in adapting to AI-driven workflows.
- 1 weeks agointerview23 min5-min read
SPOTLIGHT: Why High Performers Underperform Under Pressure | Kevin Bailey, Co-Founder & CEO @ Dreamfuel
Mental performance coaching, grounded in neuroscience, enables founders, executives, and sales teams to regulate their nervous systems and perform at their peak under pressure. By mastering techniques like breathwork and nervous system awareness, high performers can achieve greater consistency, avoid burnout, and maintain personal well-being throughout their professional journeys.
- 2 weeks agoconversational1h 14m6-min read
"AI Native" Is Not A Growth Strategy, But... | Katie Bullard, Board Member & Strategic Advisor
Katie Bullard, a seasoned operator who scaled Discover.org from $30M to $300M and led A Cloud Guru and Red Canary through successful exits, joins Asad Zaman and AJ Bruno on Topline to unpack how senior executives are misstepping in the AI-first era. The conversation centers on the need for customer-value-driven AI strategies over tech-for-tech’s-sake, the evolving expectations for C-suite leaders, and the critical alignment between product and go-to-market teams.
- 3 weeks agointerview1h 10m5-min read
What It's Really Like To Scale To $1 Billion | CRO @ Replit, Ghazi Masood
Replit, under Chief Revenue Officer Ghazi Masood, is scaling at an unprecedented pace, aiming for $1B in revenue by year-end with a weekly operational rhythm, AI-native infrastructure, and a go-to-market strategy that blends inbound momentum with aggressive outbound expansion. The company is redefining sales productivity by building custom GTM tools in-house and rethinking enablement, hiring, and quota-setting for the AI era.
About Topline
The #1 podcast for founders, operators, and investors in B2B tech. Tune in to hear Sam Jacobs, AJ Bruno, and Asad Zaman discuss and debate the trends, news, and developments impacting the B2B tech world. Enjoy the hot takes, strong opinions, and dry humor.
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