Revenue Problem Solvers is the sales and revenue leadership podcast for founders, executives, and operators who are done with generic advice.
One question drives every conversation: what's the most significant revenue initiative you've ever led, or the most challenging problem you've solved or are currently solving?
The conversations span the entire GTM function from sales, marketing, ops, CS, product, leadership, and AI. Real stories.
Specific lessons. No filler. New episodes weekly.
How to Change Your ICP While You're Still Selling | Lauren McHugh
Docket changed its ideal customer profile while the company was still selling. Its search rankings tanked, and the old content had to come back.
Lauren McHugh, Head of Marketing at Docket, has lived both versions of an ICP shift. At ZoomInfo, she helped launch an account-based marketing platform that introduced a new buyer, marketers, to thousands of sellers. At Docket, she’s leading a full switch from selling to sales leaders to selling to marketers.
You’ll hear:
What to change first when your ICP shifts, and why the sales motion goes last
Why Docket brought back old sales pages that still ranked
How ZoomInfo required a specialist on every marketing deal for about 18 months, and when that stopped
Why selling into existing customers moved faster than chasing new ones
The finance problem that caught a 15-year launch veteran off guard
The first thing Lauren recommends doing on Monday morning if your ICP is changing
For founders, CROs, and marketing leaders changing their buyer while the number still has to land.
Connect with Lauren McHugh on LinkedIn and see how Docket talks to its new buyer on its website.
This episode is sponsored by Docket. Docket’s inbound demand agent talks to your website visitors in real time, qualifies them in the conversation, and books meetings with full context for your sales team. Not another MQL. Visit Docket and mention the show for a special rate.
Follow the Revenue Problem Solvers Podcast for more.
23 Oct 2026
Your Buyer Is Stuck With the Bill. Plan Like It. | Steve Dickerman
When a seller loses, they lose a deal. When a buyer loses, they’re stuck with the bill, and their name is on it.
Steve Dickerman planned for a 60-day close selling into higher ed. He got an 18-month cycle. So he stopped accepting “things just take a while,” asked buyers what a while actually meant, and built the timeline with them, step by step: who does what, and by when. The cycle came down to 12 months.
Steve started as an SDR at Okta and left at 128% of quota with three President’s Club trips. He built the enterprise motion at IFTTT, where he closed YouTube, founded Sangria in 2021, and now runs Unicrn, helping early-stage companies close their first deals.
In this conversation:
Why a 30-minute task can sit for 90 days
Why deals closed 80 days faster with an executive in the first 15 days
How to keep functional, commercial and technical reviewers in their own lanes
Why “whatever works for you” hands the buyer all the work
What to do Monday before you build any mutual action plan
For sellers running long enterprise cycles with big buying committees.
Connect with Steve Dickerman on LinkedIn.
Sponsored by Docket. Docket’s inbound demand agent talks to your website visitors in real time, qualifies them, and books meetings with full context. Visit Docket and mention the show for a special rate.
The Revenue Problem Solvers Podcast with Karl Ortmanns.
16 Oct 2026
Why Trying to Look Smart Makes You a Worse Leader | Scott Armstrong
At 30, Scott Armstrong had the office, the title and the money. Then his president told him he was acting like an asshole. She was right. It took him more than a decade to act on it.
Scott has run Brainrider, a B2B marketing agency, for over 20 years. His new book, From Asshole to Ally: How Smart Professionals Lose Trust and How to Earn It Back, is out now. Smart people lose clients, referrals and team trust by proving how much they know.
On this episode of the Revenue Problem Solvers Podcast, Karl Ortmann and Scott run a live role play. It’s the same management problem handled twice, once by Scott 30 years ago and once by Scott today. Listen for how fast the first version shuts the conversation down.
You’ll hear:
How to tell if you’re pitching before the other person trusts you
Why “why” questions get you “I don’t know,” and what to ask instead
The 6 directions Scott uses on every decision
Three questions to use in your next meeting
Why AI is making expertise cheap, and trust is what’s left to sell
If you lead a sales team, manage people, or sell advice for a living, this one will sting a little.
Take Scott’s trust skills quiz at winthequestion.com.
Sponsored by Docket, which talks to your website visitors in real time, asks the right questions and books qualified meetings with full context. Visit docket.io and mention the show for a special rate.
Who has been a guest on Revenue Problem Solvers
Names identified in recent episode analyses. Showing up to five guests.
Mark Clayton
Sandra Rand
Brydon McMillen
Mark Grimwood
Steve Shauck
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
Spotify
5.0 / 5
2 ratings
Podcast Authority Score: 34 / 100
A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.
Quality
68
Social presence
0
YouTube
0
Engagement
0
Contact Revenue Problem Solvers
Guest appearances
Books guests
Based on episode analysis; this does not confirm that the show is currently accepting guests.
Questions about Revenue Problem Solvers
Who hosts Revenue Problem Solvers?
Karl host the show. Published by Operationalize.
How often do new episodes come out?
The show publishes weekly, based on its RSS feed.
Does Revenue Problem Solvers take guests?
Yes. Guests have been identified in episode analyses.
Host of Revenue Problem Solvers?
Claim your podcast to manage its listing and keep your show details accurate.
Pod Engine is an independent podcast discovery and analytics service and is not affiliated with or endorsed by this podcast. Artwork and show content belong to their owners. Full legal notice.
Explore this show Podcast research with Pod Engine
