Across the Funnel

Hosted by Hyperengage &amp; Dextego

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Episodes

189

Latest episode

Jun 2026

Language

EN-US

About the show

Across the Funnel is a weekly, interview-style podcast series uncovering bits of knowledge from some of the greatest minds in tech. We dig into concrete GTM moves across sales, customer success, and account management so you can build revenue that lasts. Powered by hyperengage & Dextego Want to join in as a guest, drop an email at podcast@hyperengage.io

Listen to episodes

60 recent

June 9, 2026Episode 19042 min

Ep # 190: How to Catch a Bad-Fit Customer Before They Churn ft. Andrew Loomis (VP of Customer Success, Sisense)

In this episode of Across The Funnel, Adil Saleh sits down with Andrew Loomis, VP of Customer Success at Sisense, to explore how customer success leaders can rethink post-sales execution in an AI-shaped market. Andrew shares why CS teams need to move beyond cadence-based motions and focus more sharply on customer outcomes, predictive health scoring, onboarding risk, and multi-stakeholder alignment. He also breaks down how Sisense is using AI internally, why product expertise is becoming non-negotiable for CSMs, and how disciplined contracts can protect expansion while reducing churn risk.

June 4, 2026Episode 18943 min

Ep # 189: Why Post-Sales Messaging Matters More Than Launch Messaging ft. Fahad Aziz (Founder and CEO, PuppyDog)

In this episode of Across The Funnel, Adil Saleh sits down with Fahad Aziz, Founder & CEO of PuppyDog, to explore why product marketing is becoming one of the most important functions in SaaS growth. Fahad shares lessons from building and exiting Caremerge, explains why customer discovery still matters even in the AI era, and breaks down how faster product releases are forcing teams to rethink onboarding, adoption, customer education, and expansion. The conversation also covers why post-sale customer journeys deserve the same rigor as buyer journeys, how relevant content can reduce churn and increase usage, and why investors now care more about distribution speed than product ideas alone.

June 2, 2026Episode 18847 min

Ep # 188: The AI Metric Founders Should Stop Bragging About ft. Jeppe Schytte-Hansen (CEO & Co-Founder, Omnidocs)

In this episode of Across The Funnel, Adil Saleh sits down with Jeppe Schytte-Hansen, CEO and Co-founder of Omnidocs, to explore how enterprise documet automation is changing in the AI era, why complex industries like legal, recruitment, financial services, and public sector need deep workflow context, and how teams should think about AI pricing, customer success, implementation, and adoption when value is tied to usage, saved time, and business-critical output. They also discuss why customer success should sit across the whole company, how agent-to-agent workflows may reshape recruiting, why AI should help GTM teams identify the right accounts instead of flooding buyers with generic outreach, and why human connection, culture, curiosity, and physical events still matter more as automation becomes more common.

May 7, 2026Episode 18939 min

Ep # 187: 97% Trial-to-Paid, 21-Day Sales Cycles, and the New SaaS ROI Bar ft. Sara Wyman (CEO, Stackpack)

In this episode of Across The Funnel, Adil Saleh sits down with Sara Wyman, Founder & CEO at Stackpack, to explore how vendor management is changing as companies deal with AI spend, tool sprawl, renewal pressure, and the need for clearer ROI. Sara explains why finance teams are often the first wedge into an account, how Stackpack helps customers get fast visibility into contracts and spend, and why usage, engagement, and data under management are the clearest signs that a customer is getting value. The conversation also covers trial-to-paid conversion, close velocity, pricing shifts toward usage-based models, the growing messiness of the AI vendor market, and why human judgment still matters even as teams use AI to move faster. It is a practical episode on post-sale value, retention, expansion, and how modern B2B teams should think about software buying and customer adoption in an increasingly noisy market.

April 8, 2026Episode 18642 min

Ep # 186: Why Land and Expand Breaks Without Post Sales Discipline ft. Paige Tyrell (Chief Growth Officer & Co-Founder, Prefixbox AI)

In this episode of Across The Funnel, Adil Saleh sits down with Paige Tyrrell, Chief Growth Officer at Prefixbox, to explore how AI is reshaping e-commerce product discovery, why AI is not a substitute for broken go-to-market fundamentals, and what it really takes to make AI useful in sales and post-sales. They unpack the flood of AI tools hitting the market, the pressure on SaaS teams to drive efficiency instead of growth at any cost, and why strong positioning, messaging, ICP clarity, and focused workflows still matter more than any new agent. Paige also explains how Prefixbox is blending search, recommendations, and agentic experiences into a more conversational shopping journey, how customer education in e-commerce has changed over the last decade, and how her team thinks about land-and-expand growth, customer success ownership, experimentation, upsell signals, revenue impact, and long-term product stickiness in a noisy market.

March 25, 2026Episode 18844 min

Ep # 185: How Stronger Handoffs Create Better Retention Outcomes ft. Kelly McGuire (VP of Customer Success, Everstage)

In this episode of Across The Funnel, Adil Saleh sits down with Kelly McGuire, then VP of Customer Success at Everstage, to explore how revenue teams can turn commission management into better seller visibility, tighter operational discipline, and clearer board-level answers on what growth actually costs; Kelly explains why strong customer success starts before the handoff, why post-sales teams need “situational fluency” from sales context, why too many tools create noise instead of clarity, and how the best CS organizations stay grounded in a simple test: does the product help the customer make money, save money, or reduce risk, while using AI to cut manual work without losing the human connection that still drives trust, retention, and growth.

March 24, 2026Episode 18429 min

Ep # 184: How to Use Client Intelligence to Build Trust in Technical Sales ft. Julie Barberio (VP of Client Solutions, Sequence Inc.)

In this episode of Across The Funnel, Ioanna Onasi sits down with Julie Barberio, VP of Client Solutions at Sequence Inc., to explore how a 25-year marketing career, spanning McDonald's corporate PR to life sciences consulting, shapes a modern approach to client intelligence, trust-based selling, and brand loyalty. Their conversation covers relationship-driven sales in close-knit industries, the role of AI in pre-meeting research and buyer profiling, how Sequence built an in-house pharmaceutical training facility to solve the industry's looming talent gap, and why storytelling and initiative remain the most durable skills for young professionals entering a market increasingly shaped by AI.

March 20, 2026Episode 18345 min

Ep # 183: The Sales Psychology Behind Better Outreach, Better Coaching, and Better GTM ft. Zac Blakely (CEO & Co-Founder, Foundations)

In this episode of Across The Funnel, Adil Saleh and Ioanna Mantzouridou Onasi sit down with Zac Blakely, Co-Founder at Foundations, to explore what actually makes modern Go-To-Market teams work: not just better tools, but better judgment, better coaching, and better use of data. Zac shares how his path from door-to-door sales to building sales engines for scaling tech companies shaped his view that selling is still a deeply human craft rooted in psychology, trust, and reading people. The conversation then moves into how growing companies should think about GTM foundations, from choosing the right tech stack and avoiding overreliance on software alone, to building systems that let managers coach reps with precision using conversion data, activity metrics, and clear performance signals. They also dig into why usage is the clearest leading indicator for customer health, why account management and customer success need tighter links with product and sales, and why the teams that win are the ones that connect customer insight to action across the full revenue journey.

March 19, 2026Episode 18225 min

Ep # 182: How Strategic Qualification Improves Pipeline Quality and Win Rates ft. Boris Cho (VP Growth, ChangeMakers)

In this episode of Across The Funnel, Ioanna Onasi sits down with Boris Cho, VP, Growth at ChangeMakers, to explore how trust-based growth works in high-stakes consulting, why credibility has to come before pipeline, and how strong discovery shapes better client outcomes. Boris breaks down the difference between transactional selling and consultative growth, explains why referrals, reputation, and strategic partnerships matter more than brute-force outreach, and shares how his team prepares for meetings by understanding the client’s business, category, and stakeholder dynamics. The conversation also digs into coaching, with a clear case for one-on-one development, active listening, and slowing down before jumping into recommendations, while also covering where many sales leaders go wrong by confusing activity with strategy and chasing volume instead of the right problems.

March 18, 2026Episode 18138 min

Ep # 181: What Revenue Leaders See in the Data That Others Miss ft. Sara Archer (CRO, ChartMogul)

In this episode of Across The Funnel, Adil Saleh sits down with Sara Archer, Chief Revenue Officer at ChartMogul, to explore how AI is changing revenue operations, why fast experimentation is replacing slower traditional GTM playbooks, and what it takes to balance product focus with expansion pressure in SaaS. Their conversation covers hyper-personalization in account management, retention and expansion strategy, the tradeoff between in-house builds and purpose-built SaaS metrics platforms, and why strong operator judgment, customer relationships, and domain focus still matter even as AI lowers the barrier to building new products.