Your team has never been busier. You’re chasing more pipeline, bolting on more AI and tools, and trying to hire your way out of it, and the number still isn’t moving the way it should.

That frustration is probably why these three podcasts ended up as our most-listened-to GTM Science episodes in September, led by a conversation on our Pipeline Management Framework that pulled in nearly 3x the listens of the other two.

Each month we’ll pull the episodes that resonated most and break down what you’ll take from each, so you can catch up on the hottest topics in the GTM Ops and B2B Tech revenue community.

The Pipeline Management Framework v3.0

Our CEO Eddie walks through version 3.0 of our Pipeline Management Framework, our proprietary system for optimizing revenue through better management of your pipeline and gaining more visibility in the process. Check out our free Outbound Pipeline Inspection if you want live insight into your own pipeline!

We also discussed:

• Why an 80% close rate is a bad signal
• The deals worth walking away from early
• How you can clean up a messy pipeline in 90 days
• What happens when you layer AI on broken fundamentals
• The pyramid structure: fundamentals, adoption, optimization, amplification

Listen to the episode here.

How Vercel Runs AI-Native GTM with David Totten

David Totten runs every technical touchpoint at Vercel, the $9.3B platform that companies like OpenAI and Adobe build and deploy on. He breaks down how his team runs an AI-native go-to-market across the full journey, from first demo to post-sale, including where agents actually help and where a human still has to stay in the loop.

We also discussed:

• Why context beats more AI horsepower
• Their support agent that resolves 90% of tickets
• Killing CRM data entry with sentiment agents
• How agent-built deployments jumped from 2% to 50%
• Building the product roadmap from customer sentiment

Listen to the episode here.

How to Hire a VP of RevOps

Our CEO Eddie makes the case that the VP of RevOps that everyone pictures is really four roles in one. Spoiler: the unicorn who does all four well, mostly doesn’t exist. He lays out what to figure out before you write the job description, and what to look for in the candidate you choose.

We also discussed:

• Picking the one motion to fix first
• The four roles hiding inside one hire
• Writing a scorecard before a job description
• Why to hire fundamentals over AI obsession
• Protecting deep-work time from Slack requests

Listen to the episode here.