The B2B Roundtable
The B2B Roundtable is a podcast about what dashboards miss in B2B revenue systems. Most GTM teams manage what their dashboards can measure. But the numbers don’t always explain why growth is slowing, buyers disengage, or revenue isn’t keeping pace. Hosted by Brian Carroll, GTM advisor and author of Lead Generation for the Complex Sale, the show features candid conversations with B2B leaders, operators, and thinkers about what’s really happening beneath the numbers, what they’ve learned, and…
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Latest posts
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Why GTM Alignment Breaks Down and How to Fix It with Martha Mathers
About This Episode Everybody talks about GTM alignment. Sales, marketing, and customer success all working together around the customer. But actually making that happen changes how teams work together, and that’s where most alignment efforts quietly stall. In this episode, Brian…
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Stop Automating the Past: How AI Is Changing the Way We Work with Liza Adams
About This Episode Most GTM teams are using AI to make existing work faster. But faster isn’t the same as different. And the teams that are actually pulling ahead aren’t automating the past — they’re reimagining the work itself. In this episode, Brian talks with Liza Adams about…
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AI Scaled Activity. It Didn’t Scale Relevance with Craig Rosenberg
For years, B2B teams tried to make SDRs more efficient. More calls. More emails. More activity. Then AI arrived, and many teams tried to automate the same model. But what if the problem wasn’t needing a faster version of the old playbook? What if the real opportunity is to use…
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Why GTM Rebuilds for the Enterprise Start With Clarity, Not Campaigns, with Corey Livingston
A company reaches a key moment. The strategy changes, the target buyer shifts, and leadership decides to focus on the enterprise market. But the go-to-market system underneath the business may still be built for an earlier stage of growth. Corey Livingston shares why rebuilding…
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Why B2B Buyers Really Buy: The Hidden Buyer Journey with Scott Gillum
Most GTM teams have gotten very good at tracking what buyers do. They can see form fills, intent signals, CRM activity, demo requests, and pipeline movement. But those systems often miss the people, pressure, risk, trust, and hidden stakeholders shaping the actual decision. In…
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B2B Brands Are Too Measurable to Be Memorable, with Lindsay Cournoyer
About this episode Here’s something most B2B marketers know but do not always say out loud. We have gotten very good at measuring things. Attribution. Pipeline metrics. Sourced revenue. Influenced revenue. Cost per lead. And yet, a lot of B2B brands are still forgettable. Not…
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Growth Isn’t a Headcount Problem. You’re Scaling Imprecision, with DeAnna Ransom
DeAnna Ransom explains why more reps, more tools, and more activity aren’t fixing pipeline, and why modern GTM teams need more precision, stronger retention, and deeper customer understanding. About this episode Most B2B growth teams are doing more than ever. More reps. More…
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The Gumball Machine Is Broken: Jon Miller on What Comes After the MQL
About this episode Most B2B marketing still runs on a single number: the marketing qualified lead. Jon Miller is one of the few people who can tell you where that number came from, because he helped build the system that produced it — first at Marketo, where he helped create the…
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Why 75% of Buyers Don’t Want Reps and How Framemaking Helps Them Decide with Brent Adamson
About this episode Most B2B buyers say they would rather buy without talking to a sales rep. That sounds like a sales problem. Brent Adamson says it is deeper than that. Buyers are not just avoiding sellers. They are struggling to make confident decisions. Brent is one of the…
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Lead Nurturing Fails When Teams Guess the Buyer Journey
Lead nurturing is easy to talk about and surprisingly hard to do well. Most teams don’t struggle because they lack automation or content. They struggle because they’re guessing about the buyer’s journey instead of understanding it. At best, nurturing becomes educated guessing.…
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Brand Activism Isn’t a Campaign. It’s a Company Decision with Philip Kotler
Learn from Dr. Philip Kotler about brand activism, the importance of focusing on a purpose as a company, and the problems encountered when companies do not use brand activism correctly.
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Mean people suck in marketing and what to do about it with Michael Brenner
The most effective marketers aren't the most aggressive ones. Michael Brenner on why empathy-driven marketing outperforms pressure tactics -- and what to do if your culture hasn't caught up.
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How to Stop Hustling and Set Better Work-Life Boundaries with Carlos Hidalgo
Learn how to find personal and professional happiness and establish work-life boundaries in this interview with author Carlos Hidalgo.
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How to Get Sales and Marketing Operating as One Team with Heidi Melin
Alignment is the wrong goal. Alignment means everyone nods in the meeting and then goes back to their own metrics. Operating as one revenue team is a different thing entirely.
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Bring more innovation to your demand generation now with Jeanne Hopkins
Innovation in demand gen isn't about chasing new channels -- it's about asking better questions about the old ones. Jeanne Hopkins on where B2B creativity actually comes from.
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Conversational Marketing in B2B with Dave Gerhardt
Brian Carroll interviews Dave Gerhardt, then VP of Marketing at Drift, about using real-time conversations to connect with B2B buyers instead of forcing them through forms and funnels.
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How to Improve Account Based Marketing Results with Jon Miller
Better ABM results don't come from more data -- they come from sharper targeting, tighter messaging, and knowing what good looks like before you start.
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How Trust and Empathy Grow B2B Sales with Steve Woods
The fastest path to a closed deal isn't a better pitch -- it's a buyer who actually trusts you. Steve Woods on how empathy changes what's possible in both sales and ABM.
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How to Transform Your Customer Success Journey with Kia Puhm
Customer success isn't a support function -- it's a revenue function. The companies growing fastest aren't just renewing accounts. They're expanding them deliberately.
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Customer Empathy in B2B: How to Solve Buying Problems with Brent Adamson
Brent Adamson on what buying really feels like from the inside, and why the hardest part of complex B2B isn't selling. It's buying.