The Revenue Engine Framework: Volume, Value and Velocity Explained | TFOS E11

In this episode of The Future of Selling, Rick Smith sits down with Kara Smith 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 Smith Brown’s book The Revenue Engine: https://www.amazon.com/dp/1642259098/

📍 Catch Kara Smith Brown on the road at her nationwide workshop tour: https://info.leadcoverage.com/the-revenue-engine-workshop-2025

🤝 Connect with Kara Smith Brown on LinkedIn: https://www.linkedin.com/in/karasmithbrown/

💡 Learn More About Conquer: https://conquer.io/

🤝 Connect with Rick Smith on LinkedIn: https://www.linkedin.com/in/rick-smith-094b29b