In this episode of The Future of Selling, Rick Smith sits down with Kara Brown—CEO and Founder of LeadCoverage, Ironman triathlete, and author of The Revenue Engine. Kara shares her no-fluff, practical framework for aligning marketing with business outcomes by measuring volume, value, and velocity.

They dive deep into:

• Why most marketing-sourced data falls flat in the boardroom
• How to truly align sales and marketing through pipeline velocity
• The power of intent data, ABM, and programmatic media buying
• Her journey from corporate roles to entrepreneurship
• Why "share good news, track interest, and follow up" is the core of modern B2B marketing
• And yes, how she turned being underestimated into Ironman motivation

Whether you're a marketing leader, CRO, or entrepreneur looking to generate real pipeline with precision, this episode is packed with insights you can actually use.

📚 Grab Kara’s book The Revenue Engine

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In this episode of The Future of Selling, host Rick Smith dives into one of the most disruptive shifts shaping sales organizations today: Decentralized Talent (or "DeTal"). Joined by Conquer's Chief Revenue Officer Jim Trimarco (JT) and Chief Financial Officer Demian Costa, the conversation unpacks how companies are rethinking sales staffing, team structure, and global scalability.

From JT’s deep experience leading global sales organizations to Demian’s journey from Navy SEAL to CFO, this episode offers a unique perspective on what’s driving the evolution of modern sales teams—and why the traditional outsourcing model has failed.

🔍 Topics We Cover:

• What "decentralized talent" actually means and how it differs from traditional outsourcing
• Why global wage arbitrage is an opportunity, not a risk
• How to align remote, global teams with your company culture and goals
• The tech stack and leadership mindset needed to make DeTal work
• Why the Balkans could be the next big thing in talent sourcing
• Actionable takeaways for sales leaders looking to grow while cutting costs

Whether you're scaling a startup or leading a mature sales org, this episode breaks down how to reduce costs, maintain quality, and scale faster—without sacrificing culture or performance.

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In this episode of The Future of Selling podcast, host Rick Smith sits down with Andrew "AD" D’Agostino, a sales enablement leader with deep expertise in aligning teams, simplifying processes, and driving revenue growth. With over 14 years of experience, AD has navigated the startup journey, scaled revenue to $50M, led through 10+ acquisitions, and now plays a critical role in sales enablement at Conquer.

💡 Key Topics Covered:
✅ What sales enablement really means and why it’s more than just training
✅ The top three components of a high-impact sales enablement strategy
✅ How to align sales, marketing, and customer success with a common language
✅ The role of ruthless qualification in boosting deal velocity 🚀
✅ The game-changing impact of AI on coaching and sales enablement
✅ Tools and strategies to cut friction and increase flow in the selling process

AD shares real-world insights, practical frameworks like MEDDIC and force management, and actionable takeaways for sales enablement professionals looking to simplify, align, and drive results.

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