{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Growth Wizards Podcast","title":"Corey Kleinbauer, Fractional Chief Revenue Officer & Revenue Advisor","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/b194458d\"></iframe>","width":"100%","height":180,"duration":1582,"description":"Rebuilding GTM in the AI Era: Fractional CRO Corey Kleinbauer on ICP Focus, Discovery, and Scaling Beyond Founder-Led SalesSummaryIf your GTM playbook still looks like 2019—heavy on headcount, light on automation—it’s time for a reset. Fractional CRO and revenue advisor Corey Kleinbauer shares what’s changed in the past three years and how leaders can restart growth by combining ICP discipline, modern discovery, and AI-enabled workflows. With three decades leading revenue across e-learning, SaaS, and med tech, Corey explains why chasing blue-chip logos can quietly break SMB/mid-market motions, how to replicate a founder’s “zeal” with engineered sales processes, and where orgs are over-indexed (think SDR stacks) vs. where automation can create leverage without losing personalization. He outlines the three pipeline questions every leader should insist on, the skills to hire for in a human+AI workforce, and why empathy plus a clear point of view wins deals and protects timelines. Expect practical guidance on moving from founder-led to scalable sales, avoiding the upmarket trap, and using AI to boost productivity across the GTM lifecycle.Timestamps[00:45] – Corey’s background and why traditional GTM motions stopped working[02:09] – The rugged sales environment: COVID disruption, inflation, and AI’s impact on go-to-market[05:16] – Human + AI teams and the generational shift in expectations and work styles[08:23] – ICP discipline: knowing when to walk away and why “everyone” isn’t your customer[10:40] – The upmarket trap: how enterprise logos can derail SMB/mid-market engines[12:11] – Fixing discovery: the 3 questions every pipeline review must answer[14:45] – Unifying the sales process and using AI to automate workflows (without losing personalization)[16:35] – Scaling beyond founder-led sales: replacing “founder zeal” with process, roles, and comp[20:23] – Hiring for a dynamic, AI-ready GTM team[22:43] – Empathy, point of view, and suggesting next stepsTakeaways-...","thumbnail_url":"https://img.transistorcdn.com/mDOdm4LYQlL6wDBHXYQfcGudUXRPAbTh4SUpQ1dzhOA/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9jZmYz/MzEzNTkwMDcwOTUx/ZWYxMzI3YWRkNGUx/ZmU3NS5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}