Funnel Vision is a podcast by Curvo AI featuring conversations with top sales leaders and go-to-market experts from the B2B software world. Each episode explores proven GTM strategies, revenue growth, leadership lessons, and how AI is transforming modern sales teams. Designed for founders, sales leaders, and GTM professionals, Funnel Vision delivers practical insights on building scalable, high-performing B2B organisations in an increasingly AI-driven landscape.
Funnel Vision
Claim This Podcastby Curvo Ai
10 episodes
Updated Daily
Accepts GuestsHas SponsorsLocation 🇬🇧
Podcast Overview
Funnel Vision is a podcast by Curvo AI featuring conversations with top sales leaders and go-to-market experts from the B2B software world. Each episode explores proven GTM strategies, revenue growth, leadership lessons, and how AI is transforming modern sales teams. Designed for founders, sales leaders, and GTM professionals, Funnel Vision delivers practical insights on building scalable, high-performing B2B organisations in an increasingly AI-driven landscape.
Language
🇺🇲
Publishing Since
12/21/2025
Reach the team behind Funnel Vision
Verified contact details for this show aren't on file yet — sign up to get notified when they land.
Recent Episodes
January 8, 2026
From Maverick Seller to GTM Leader: Closing Big Deals Without Being Liked
<p>Episode: Building a High-Performance Go-To-Market Engine in Enterprise AI</p><p>In this episode of the Funnel Vision podcast, host Richard Bounds is joined by James to unpack what it really takes to scale go-to-market teams in complex, enterprise AI environments. Drawing on James’s experience leading GTM at Seldon and now at Tree Foundry, the conversation explores scaling from early-stage startups to multimillion-dollar enterprise deals, creating constructive tension in sales, and leading instinctive sellers without losing discipline.</p><p>Chapters</p><p>(00:00) Introduction and James’s Background<br>James shares his journey from being employee number ten at Seldon to leading go-to-market teams through Series A and B growth.</p><p>(01:27) Scaling Go-To-Market from Zero<br>Building the first GTM function, hiring teams across Europe and the US, and moving from founder-led sales.</p><p>(02:57) Tripling Revenue in One Quarter<br>How James scaled revenue rapidly at Tree Foundry and what changed operationally to make it happen.</p><p>(03:29) Creating Compelling Events in Long Sales Cycles<br>Why selling governance, risk, and control is different from selling innovation.</p><p>(04:07) Elevating Deals to the Board Level<br>How identifying the right mobilisers unlocks budget and urgency.</p><p>(05:00) From Maverick Seller to Leader<br>The challenge of turning instinctive selling into a repeatable team process.</p><p>(06:16) Being Comfortable Being Uncomfortable<br>Why great sellers lean into difficult conversations instead of hiding behind demos.</p><p>(07:08) Constructive Tension in Enterprise Deals<br>How confidence, value clarity, and challenge move deals forward.</p><p>(08:15) The “Doc Joiner” Approach<br>Building a full picture of stakeholders and motivations across the buying group.</p><p>(09:14) Why Shortcuts Kill Big Deals<br>The danger of chasing faster sales cycles at the expense of human relationships.</p><p>(10:03) Transitioning from Seller to Sales Leader<br>Letting go of personal heroics and developing gravitas as a leader.</p><p>(11:31) Embedding MEDDIC Without It Becoming a Tick Box<br>How James evolves qualification frameworks to stay relevant and effective.</p><p>(13:27) Learning From Wins, Not Just Losses<br>Why analysing why deals succeed matters more than postmortems on failures.</p><p>(15:03) Every Interaction Must Move the Deal<br>A core principle James learned from mentors and now enforces with his teams.</p><p>(16:02) Keeping the Mood Music High<br>How positivity and humour enable tough questions without damaging relationships.</p><p>(18:02) The Need Not to Be Liked<br>Balancing strong relationships with the courage to say no and challenge customers.</p><p>(19:15) Owning the Problem Stays With the Customer<br>Why sellers must help buyers solve problems without taking responsibility away from them.</p><p>(21:16) Using Curiosity to Build Trust<br>The “Columbo method” and why asking better questions beats showing how smart you are.</p><p>(25:18) AI in Sales: Enhancement, Not Replacement<br>Where AI genuinely helps sales leaders and where it should never replace humans.</p><p>(26:38) Using AI for Insight and Pattern Recognition<br>Analysing calls, proposals, objections, and pricing at scale.</p><p>(28:19) Sales Tooling That Actually Matters<br>Salesforce, intent data, research, and why dialers do not magically create effort.</p><p>(31:22) Favourite Enterprise Deals<br>Stories behind multimillion-dollar wins and the lessons they created.</p><p>(35:02) Advice for New Sales Professionals<br>Work hard, be honest, and avoid creating problems you cannot deliver on.</p><p>(37:09) Staying Honest as a Leader<br>The importance of mentors who challenge your thinking and keep you grounded.</p><p>(38:01) Procrastination Kills Deals<br>Why avoiding hard questions is one of the biggest deal blockers.</p><p>Follow Funnel Vision for more conversations with sales leaders and go-to-market experts.<br>Visit <a href="https://funnel-vision.ai/">https://funnel-vision.ai</a><br>Curvo AI: <a href="https://curvo.ai/">https://curvo.ai</a></p>
December 21, 2025
How to build Trust - in sales
<p>In this episode of the Funnel Vision podcast, host Richard Bounds is joined by Steve Hoyle to explore one of the most critical and misunderstood topics in modern sales: trust. Drawing on decades of experience in sales leadership, training, consulting, and academic research, Steve breaks down what trust really means, why it matters more than ever in an AI-driven world, and how salespeople can build long-term, ethical relationships with customers.</p><p>Chapters</p><p>(00:00) Introduction and Why Trust Matters More Than Ever<br>Why trust is becoming more important as AI, automation, and information overload increase.</p><p>(01:07) Steve’s Sales Journey<br>From trainee salesperson to senior leadership, business owner, and academic researcher.</p><p>(02:42) Starting a Sales Training Business<br>Why Steve focused on account management, planning, and long-term customer value.</p><p>(03:40) Studying the Ethics of Selling<br>What ethics really means in sales and why Steve is researching it at PhD level.</p><p>(06:10) Are Salespeople More Ethical Than We Think?<br>Early research insights into ethical awareness among sales leaders.</p><p>(07:23) Transparency, AI, and Buyer Confusion<br>Why customers struggle to trust information and how this shifts the role of sales.</p><p>(08:31) Trust Is About Being Trustworthy<br>Why doing the right thing consistently matters more than clever techniques.</p><p>(09:20) The Trust Equation Explained<br>Credibility, reliability, intimacy, and low self-orientation in sales relationships.</p><p>(10:23) Building Trust Through Small Actions<br>Why trust is built slowly and can be destroyed very quickly.</p><p>(10:49) End-of-Quarter Pressure and Trust Damage<br>How short-term sales pressure can quietly erode long-term trust.</p><p>(11:51) Push Selling vs Pull Selling<br>Why modern sales must focus on the customer’s context, not the seller’s product.</p><p>(13:18) Remote Selling and Human Connection<br>The impact of remote work on trust and when face-to-face still matters.</p><p>(16:08) The Real Impact of AI in Sales<br>Efficiency gains, uncertainty, and why human judgment still matters.</p><p>(18:02) Why AI Personalisation Is Losing Impact<br>How mass AI-generated outreach is raising the bar for genuine differentiation.</p><p>(19:13) The Biggest Sales Challenges Today<br>Net-new business, buyer hesitation, and trust in crowded markets.</p><p>(20:27) How Sales Leaders Should Approach AI<br>Experimentation, fundamentals, and avoiding technology-first thinking.</p><p>(22:23) Account Planning and Proactive Selling<br>Why great sellers plan ahead instead of reacting to customers.</p><p>(23:10) Growth Mindset in Modern Sales<br>Why adaptability and learning mindset matter more than experience alone.</p><p>(26:14) Advice for New Sellers<br>Answering the three critical buyer questions: why buy, why you, and why now.</p><p>(29:35) A Memorable Early Sales Lesson<br>Why closing a deal without real customer need destroys trust.</p><p>(33:22) Book Recommendations for Sales Professionals<br>Research-backed books that shaped Steve’s approach to ethical, consultative selling.</p><p>(35:59) Where to Find Steve<br>Connecting via LinkedIn and continuing the conversation.</p><p>Follow Funnel Vision for more conversations with sales leaders and go-to-market experts.<br>Visit <a href="https://funnel-vision.ai/">https://funnel-vision.ai</a><br>Curvo AI: <a href="https://curvo.ai/">https://curvo.ai</a></p>
December 21, 2025
Procurement Insider Reveals the Truth Sellers Keep Getting Wrong
<p>In this episode of the Funnel Vision podcast, host Richard Bounds sits down with Rob, a procurement veteran turned commercial leader, to unpack what sellers consistently misunderstand about procurement. Drawing from decades of experience across procurement, consulting, and C-level roles, Rob shares an insider’s view on how buying decisions are really made, why price is rarely the deciding factor, and how great sellers think more like problem solvers than pitch machines.</p><p>Chapters</p><p>(00:00) Introduction and Procurement vs Sales<br>Setting the scene and why procurement is often misunderstood by sellers.</p><p>(01:04) Rob’s Career Journey into Procurement<br>From university to Ford and early exposure to large-scale procurement decisions.</p><p>(02:09) Value Over Cost Cutting<br>Why great procurement is about value engineering, not just saving money.</p><p>(03:14) Fixing Broken Supplier Relationships<br>How procurement can improve service quality, not just negotiate price.</p><p>(04:53) Finding Savings Where No One Looks<br>The ink category story and uncovering hidden value in large spend areas.</p><p>(07:14) Moving from Consultant to Operator<br>Why Rob shifted from advisory roles to fixing businesses from the inside.</p><p>(09:31) Procurement as a Networking Superpower<br>How sitting at the centre of the organisation reveals what is really happening.</p><p>(10:49) What Makes a Great Procurement Professional<br>Objectivity, curiosity, communication, and commercial thinking.</p><p>(13:10) Emotional Intelligence and Tough Decisions<br>Handling redundancies, internal politics, and helping people save face.</p><p>(15:36) Procurement vs Sales Skillsets<br>Why the skills are almost identical and labels hold people back.</p><p>(16:20) Closing Six-Figure Deals as a Procurement Leader<br>How Rob applied the same skills to land major B2B sales wins.</p><p>(18:54) How Buying Decisions Are Really Made<br>Why price comes late and specification, risk, and outcomes come first.</p><p>(21:20) Seeing the Deal from the Seller’s Perspective<br>Understanding what motivates suppliers and how to create mutual value.</p><p>(23:04) Building Human Connection in Procurement<br>Why relationships matter long after the deal is signed.</p><p>(25:26) One Piece of Advice for Sellers<br>Ask better questions, listen deeply, and avoid jumping to conclusions.</p><p>(27:16) Procurement KPIs and Incentives<br>Why procurement is rarely rewarded like sales and how success is measured.</p><p>(30:16) Cross-Functional Buying Decisions<br>How finance, product, engineering, and sales shape procurement outcomes.</p><p>(33:24) Favourite Deals and War Stories<br>High-pressure negotiations, mistakes, and lessons learned the hard way.</p><p>(34:08) What Not to Do in Negotiations<br>An old-school negotiation story that shows exactly what sellers get wrong.</p><p>Follow Funnel Vision for more conversations with sales leaders, founders, and go-to-market experts.<br>Visit <a href="https://funnel-vision.ai/">https://funnel-vision.ai</a><br>Curvo AI: <a href="https://curvo.ai/">https://curvo.ai</a></p>
10 total episodes available
Deep-dive analytics for Funnel Vision
Frequently asked questions
Have a different question and can't find the answer you're looking for? Reach out to our support team by sending us an email and we'll get back to you as soon as we can.
- What is Funnel Vision?
- How often does this podcast release new episodes?
This podcast updates daily.
- Where can I listen to this podcast?
This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
- Does this podcast accept guests?
Information about guest appearances is not available.
Legal Disclaimer
Pod Engine is not affiliated with, endorsed by, or officially connected with any of the podcasts displayed on this platform. We operate independently as a podcast discovery and analytics service.
All podcast artwork, thumbnails, and content displayed on this page are the property of their respective owners and are protected by applicable copyright laws. This includes, but is not limited to, podcast cover art, episode artwork, show descriptions, episode titles, transcripts, audio snippets, and any other content originating from the podcast creators or their licensors.
We display this content under fair use principles and/or implied license for the purpose of podcast discovery, information, and commentary. We make no claim of ownership over any podcast content, artwork, or related materials shown on this platform. All trademarks, service marks, and trade names are the property of their respective owners.
While we strive to ensure all content usage is properly authorized, if you are a rights holder and believe your content is being used inappropriately or without proper authorization, please contact us immediately at hey@podengine.ai for prompt review and appropriate action, which may include content removal or proper attribution.
By accessing and using this platform, you acknowledge and agree to respect all applicable copyright laws and intellectual property rights of content owners. Any unauthorized reproduction, distribution, or commercial use of the content displayed on this platform is strictly prohibited.