Revenue Science | Business Growth & Marketing Strategy
Revenue Science with Rich M. Smith delivers expert insights on business growth, startup growth, and marketing strategy for CEOs and founders. Hosted by an award-winning CMO, keynote speaker and investor, this podcast provides executive leadership and founder advice with evidence-based tactics. Cut through the jargon and discover smart, proven growth strategies designed to accelerate your company's success.
Episodes
The Behavioral Science of Buying: Driving Predictable Revenue with Nancy Harhut
Why do buyers really say yes? We like to believe our prospects make rational decisions based on features, benefits, and ROI, but the truth is entirely different: humans make decisions based on emotion and rationalize them later with logic.I sit down with Nancy Harhut, Co-founder and Chief Creative Officer of HBT Marketing and author of Using Behavioral Science in Marketing. Nancy has spent decades
Why Most B2B Positioning Fails — And How to Fix It | April Dunford
👉 Connect with me: https://richmsmith.com/In this episode of the Revenue Science Podcast, April Dunford explains why positioning is not just a branding exercise — it’s a revenue strategy that impacts pipeline growth, sales conversion, differentiation, and market expansion.April also shares practical frameworks from her bestselling books Obviously Awesome and Sales Pitch, along with actionable advi
The Architecture of Monetization: Unlocking B2B SaaS Pricing with Dan Balcauski
👉 Connect with me: https://richmsmith.com/Dan Balcauski is the founder of Product Tranquility, a consulting firm based in Austin, Texas. With over 20 years of experience in software engineering, product management, and business strategy, Dan helps B2B SaaS CEOs design pricing and packaging strategies that unlock revenue without adding headcount or increasing acquisition spend. In this episode, we
When Marketing Moves But Revenue Doesn’t w/ Steve Chen of Boldin
Revenue systems don’t fail loudly—they degrade quietly.This conversation examines how growth actually behaves inside a business, and why most teams default to tactics when the underlying system lacks clarity.Rich Smith and Steve Chen (Boldin) explore how companies diagnose and improve the mechanics of growth—from acquisition through monetization—while navigating real constraints.The discussion sur
Why Sales Isn't a Talent Problem w/ Justin Roff-Marsh of Ballistix
Justin Roff-Marsh (Ballistix, author of The Machine) reframes sales as a designed system optimized for throughput, flow, and leverage—rather than a charisma-driven craft.You’ll hear:Why multiple “qualification” definitions create conflict and bottlenecksHow to define opportunities and stages using objective prospect behaviorWhy commission and autonomy introduce noise into the systemWhy centralized
The New Sponsorship Playbook w/ Mike Verlander of Richard Childress Racing
Sponsorship is often discussed as media.In practice, it behaves more like a revenue system—one that either produces measurable outcomes or fails the renewal test.Rich Smith is joined by Mike Verlander, President of Richard Childress Racing, for a clear breakdown of how sponsorship models evolved from logo placement to objective-driven activation.Core themes explored:Why “generic exposure” is a wea
Designing Revenue Around Trust, Not Tactics w/ Lucas Wilson
Blaming the customer creates a story that protects the team and punishes the business.This episode makes the opposite move: Lucas Wilson rebuilt predictability by treating churn as diagnostic signal, not a moral failing.His first 90 days as CEO included calling roughly 1,600 churned customers with one question: why did you leave?Two reasons kept repeating:The product felt like a nice-to-have when
Navigating Growth in B2B with KnowledgeNet
How do you actually know when product–market fit is real?In this episode of The Revenue Science Podcast, host Rich Smith sits down with Mehdi Taranshi, serial founder and CEO of KnowledgeNet, to examine the structural signals behind sustainable, defensible growth.Rather than treating product–market fit as a milestone, this conversation reframes it as a behavioral shift in revenue. When fit is real
Building Trust in the FinTech Landscape with Sabeer Nelli
Modern fintech succeeds when it removes friction at the behavioral level—not just when it adds features. In this episode, Zil Money founder Sabeer Nelli explains how fragmented payment workflows inside his own business led to a unified financial operations platform now serving millions of users. The story highlights a structural truth about defensible growth: the most durable moats emerge from sol
Making a Strategic Pivot w/ Tomer Azenkot of VEE24
Most CEOs talk about growth. Very few talk about survival.When Tomer Azenkot took over as CEO of VEE24, the company was weeks from running out of cash. Declining revenue, rising costs, and a product that wasn’t aligned with where the market was heading. It wasn’t a gentle onboarding. It was a reset under fire.What followed is one of the most disciplined turnaround stories I’ve seen in 20+ years of
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