In this episode of Innovative Revenue Leader, Seth Marrs sits down with Joseph Miller, Co-Founder and Chief AI Officer at Vivun, to explore how AI agents are fundamentally changing how revenue teams operate. Joseph shares how AI is moving beyond support tools and into real-time decision-making, joining conversations, surfacing insights, and accelerating outcomes.The conversation dives into the realities of building in an AI-first world, from making high-risk bets during uncertain market shifts to rethinking how deals are won. Joseph explains how AI is compressing sales cycles, reshaping team roles, and creating a new dynamic where human judgment and machine intelligence must work together.Takeaways:• AI is moving into real-time decision making. The most innovative shift is AI participating in live moments like sales calls and meetings. Instead of supporting work before or after, AI is now influencing decisions as they happen.• Companies must be willing to disrupt themselves. Joseph highlights the need to pivot early, even when it is uncomfortable. Waiting for certainty can leave companies out of position in fast-moving markets.• Building in uncertainty is required for innovation. Leaders must make bets without perfect information. Success comes from acting on conviction and adapting quickly as technology evolves.• AI is compressing sales cycles dramatically. Buyers increasingly want fast, direct answers rather than long relationship-driven processes. AI enables teams to deliver value quickly and close deals faster.• Human value becomes more important, not less. As AI takes over repetitive work, the remaining human contributions like judgment, creativity, and relationship-building become more critical.• There is an emerging “age of abundance” in work. AI is expanding what is possible by removing low-value tasks. This allows teams to spend more time on meaningful, high-impact work.• Exploration drives long-term innovation. Joseph emphasizes that broad exploration across disciplines builds better problem-solving ability and leads to more innovative thinking over time. Quote of the Show:“The most innovative things are happening in the moments where AI is actually joining the decisions.” - Joseph MillerLinks:LinkedIn: https://www.linkedin.com/in/likeascientist/Website: http://www.vivun.comWays to Tune In:Innovative Revenue Leader Website: InnovativeRevenueLeader.ai Spotify: https://open.spotify.com/show/4Hn0sJKCzneggQj3j4XKo3?si=02c4c44769dc41bb Apple Podcasts: https://podcasts.apple.com/us/podcast/the-innovative-revenue-leader/id1843401468 Amazon Music: https://music.amazon.com/podcasts/48477601-e33b-4c80-a4af-739863e58131 Podchaser: https://www.podchaser.com/podcasts/the-innovative-revenue-leader-6233089 

In this episode of Innovative Revenue Leader, Seth Marrs sits down with Nithya Lakshmanan, Chief Product Officer at Outreach, to explore what it really takes to adopt AI successfully inside modern revenue organizations.Nithya shares that while AI is often positioned as a technology transformation, the real challenge lies in aligning people, processes, and workflows. The conversation dives into how organizations can move beyond experimentation to meaningful adoption by embedding AI into daily operations, prioritizing real business problems, and ensuring teams are equipped to use it effectively. Takeaways:• AI adoption is a people and process challenge, not just technology: Organizations often underestimate the human side of AI. Success depends on aligning teams, workflows, and incentives so AI becomes part of how work actually gets done.• Start with real business problems, not tools: Many companies adopt AI without a clear use case. Nithya emphasizes that leaders must begin with specific problems tied to revenue, pipeline, or efficiency before introducing technology.• Workflow integration determines success: AI only creates value when embedded into existing systems and daily habits. Bolting on tools without integration leads to low adoption and minimal impact.• Enablement is critical for adoption: Teams need training, context, and confidence to use AI effectively. Without proper enablement, even the best tools will fail to deliver results.• Experimentation must lead to execution: Pilots and proofs of concept are only the first step. Organizations must scale what works and operationalize AI to drive measurable outcomes.• Leadership alignment accelerates transformation: When leadership is aligned on goals, expectations, and use cases, AI adoption becomes faster and more effective across the organization.Quote of the Show:“AI doesn’t fail because of the technology. It fails because it’s not embedded into how people actually work.” - Nithya LakshmananLinks:LinkedIn: https://www.linkedin.com/in/nithya-lakshmanan/Website: http://www.outreach.io/Ways to Tune In:Innovative Revenue Leader Website: InnovativeRevenueLeader.ai Spotify: https://open.spotify.com/show/4Hn0sJKCzneggQj3j4XKo3?si=02c4c44769dc41bb Apple Podcasts: https://podcasts.apple.com/us/podcast/the-innovative-revenue-leader/id1843401468 Amazon Music: https://music.amazon.com/podcasts/48477601-e33b-4c80-a4af-739863e58131 Podchaser: https://www.podchaser.com/podcasts/the-innovative-revenue-leader-6233089 

Take your sales performance to the next level with forward-looking insights from Trilliad’s 2026 Growth Imperatives. It’s time to move beyond simple efficiency and start architecting a sales system that actually sticks, and who better to guide you than IRL’s very own Seth Mars!In this episode, Seth dives deep into the final imperative: building progressive sales performance systems that enable sustainable seller effectiveness. You will learn how to replace outdated one-time workshops with "always-on" systems, leverage AI to personalize training for every individual, and finally bridge the gap between training activities and hard financial outcomes. Get motivated to transform your sales team into a high-performance engine destined to maximize revenue per seller and stay ahead of the competition.Takeaways:Pillar 1: Build Sustainable Performance Systems. Move beyond one-time workshops to create "always-on" systems that treat sales performance with the same analytical rigor as revenue forecasting.Pillar 2: Treat Skill Erosion as a Strategic Risk. Protect your investment by monitoring "training decay" in real-time and using targeted interventions to ensure sellers retain and execute what they’ve learned.Pillar 3: Scale Personalized Development with AI. Use AI-driven roleplay and conversation intelligence to move away from generic enablement and tailor training to the specific needs and personality of every individual seller.Pillar 4: Operationalize the Data Layer. Eliminate subjective opinions by integrating unstructured data from calls and emails into a single view to understand exactly what behaviors drive success.Pillar 5: Align Investments with Financial Outcomes. Shift the conversation with your CFO by proving how skill adoption directly correlates to key metrics like revenue per seller.Build an ecosystem, not isolated initiatives. The five pillars work together to transform traditional sales training into a comprehensive performance organization.Quote of the Show:“Last year was about AI enabling efficiency. This year is about taking that efficiency and turning it to effectiveness” - Seth MarrsLinks:Twitter: https://x.com/smarrs88 LinkedIn: linkedin.com/in/sethmarrsWebsite: https://sandler.comTrilliad’s Growth Imperatives: trilliad.com/2026-growth-imperativesWays to Tune In:Innovative Revenue Leader Website: InnovativeRevenueLeader.ai Spotify: https://open.spotify.com/show/4Hn0sJKCzneggQj3j4XKo3?si=02c4c44769dc41bb Apple Podcasts: https://podcasts.apple.com/us/podcast/the-innovative-revenue-leader/id1843401468 Amazon Music: https://music.amazon.com/podcasts/48477601-e33b-4c80-a4af-739863e58131 Podchaser: https://www.podchaser.com/podcasts/the-innovative-revenue-leader-6233089 

In this episode, host Seth Marrs sits down with Sahil Aggarwal, Co-Founder and CEO of Von & Rattle, to discuss how AI agents are beginning to transform revenue operations and the broader go-to-market landscape. Sahil shares his vision for AI-native systems that can analyze business context across CRM data, customer conversations, and internal workflows to generate insights and execute tasks that traditionally require multiple teams.The conversation explores why traditional dashboards may soon be replaced by intelligent agents, how AI can extract value from raw business data, and why productivity expectations for revenue teams are about to rise dramatically. Sahil also discusses how sellers and revenue leaders can adapt as AI becomes embedded into everyday workflows, empowering top performers to operate at an entirely new level of effectiveness. Takeaways:AI Agents Will Replace Dashboards: Traditional dashboards require humans to interpret data before action can be taken. AI agents will shift this model by analyzing performance and executing tasks automatically.AI Can Work Directly From Raw Business Data: Many organizations struggle with incomplete or inaccurate CRM data. Modern AI can extract insights directly from emails, calls, and other business signals to generate more reliable context.The “Super Agent” Model Is Emerging: Instead of relying on dozens of separate automation tools, companies will increasingly use powerful AI agents that coordinate workflows across multiple systems.AI Will Become Core Business Infrastructure: Just like the internet or electricity, AI will soon power nearly every application. The conversation will move from “using AI” to simply building products that run on it.Productivity Expectations Will Dramatically Increase: As AI removes manual work, leaders will expect significantly higher output from individuals and teams.Revenue Roles Will Become More Technical: Sellers, marketers, and revenue operators will need to understand how to work alongside AI systems to stay competitive.Quote of the Show:“AI is like electricity. It will power everything we do in business.” - Sahil AggarwalLinks:LinkedIn: https://www.linkedin.com/in/saggarwal2/Website: https://www.gorattle.com/Ways to Tune In:Innovative Revenue Leader Website: InnovativeRevenueLeader.ai Spotify: https://open.spotify.com/show/4Hn0sJKCzneggQj3j4XKo3?si=02c4c44769dc41bb Apple Podcasts: https://podcasts.apple.com/us/podcast/the-innovative-revenue-leader/id1843401468 Amazon Music: https://music.amazon.com/podcasts/48477601-e33b-4c80-a4af-739863e58131 Podchaser: https://www.podchaser.com/podcasts/the-innovative-revenue-leader-6233089 

In this episode of Innovative Revenue Leader, Seth Marrs sits down with Laura Valerio, Global Evangelist for GTM Performance at Highspot, to explore what it truly means to operationalize customer-centric growth inside modern revenue organizations.Laura shares a thoughtful and strategic perspective on aligning go-to-market teams around the customer journey, breaking down silos between sales, marketing, and customer success, and building scalable systems that drive consistent performance. The conversation dives into leadership discipline, operational clarity, and the structural shifts required to move from reactive selling to intentional revenue architecture.This episode is a masterclass in turning strategy into sustainable execution. Takeaways:Customer-Centricity Requires Structural Change: Aligning around the customer journey demands intentional redesign of processes, metrics, and incentives across revenue teams.Alignment Drives Predictable Performance: When sales, marketing, and customer success operate from shared definitions and goals, pipeline velocity and retention improve dramatically.Revenue Strategy Must Be Operationalized: Vision alone does not scale. Clear systems, defined handoffs, and accountability mechanisms turn strategy into measurable outcomes.Silos Destroy Momentum: Disconnected teams create friction for customers and inefficiency internally. Integration creates compounding growth.Leadership Sets the Standard for Alignment: Revenue transformation begins with leaders modeling cross-functional collaboration and disciplined execution.Metrics Should Reflect the Customer Journey: Organizations that measure the full lifecycle, not just isolated stages, make smarter decisions and reduce churn risk.Quote of the Show:“Customer centricity isn’t a slogan. It’s a structural decision you make about how your organization operates.” - Laura ValerioLinks:LinkedIn: https://www.linkedin.com/in/lauravalerio1/Website: https://www.highspot.comWays to Tune In:Innovative Revenue Leader Website: InnovativeRevenueLeader.ai Spotify: https://open.spotify.com/show/4Hn0sJKCzneggQj3j4XKo3?si=02c4c44769dc41bb Apple Podcasts: https://podcasts.apple.com/us/podcast/the-innovative-revenue-leader/id1843401468 Amazon Music: https://music.amazon.com/podcasts/48477601-e33b-4c80-a4af-739863e58131 Podchaser: https://www.podchaser.com/podcasts/the-innovative-revenue-leader-6233089