Revenue Rewired

When sales blames marketing and marketing blames sales, who's right? Jay Feitlinger and Sarah Shepard share how StringCan Interactive has used secret shopping for 16 years to find the friction that drains revenue before anyone spots it. You'll hear how one call to a client’s competitor changed their view of their entire sales process, why fresh eyes catch what your team stopped seeing long ago, and how to rank dozens of findings by revenue impact and time to fix. They also tackle the ethics question and explain how AI buyers are changing the journey for mid-market sales teams.WHAT YOU'LL LEARNWhy both sales and marketing were wrong about a client's revenue leak, and what a single test call exposedThe competitor's call that made Sarah say "I'm sold" to a company with a terrible track recordHow to sort a long list of findings by revenue impact and time to fix so your revenue operations team acts instead of freezingWhy pushing a big fix three quarters out can cost you more than solving it nowHow one client turned secret shopping into a quarterly sales enablement and sales pipeline management habitCHAPTERS00:00 Welcome to Revenue Rewired and a Friday tongue twister00:45 What a four-diamond hotel taught Sarah about always being "on"03:32 The finger-pointing client that made secret shopping a StringCan staple08:05 The live competitor call that left a sales team speechless11:26 How to prioritize 20 to 50 findings without overwhelming your team16:12 The five revenue leaks, fresh eyes from new hires, and AI buyers on the phone18:20 The elephant in the room: is secret shopping unethical?21:24 Jay's take on why the value outweighs the icky feeling23:05 Get your head out of the sand and use the feedback to improveSEO KEYWORDSsecret shopping, b2b marketing strategy, sales pipeline management, revenue operations, mid-market sales, sales enablement, revenue leaks, buyer journey, sales and marketing alignment, competitor research, sales process audit, customer experience audit, ICP development, AI buyers, Revenue Rewired podcastMEET THE HOSTSJay Feitlinger is the CEO of StringCan Interactive, which he launched over 16 years ago. He helps mid-market companies find and fix the leaks costing them revenue across marketing, sales and customer experience.LinkedIn: https://www.linkedin.com/in/jayfeitlinger/ Sarah Shepard is the COO of StringCan Interactive and has been with the agency for 11 years. She brings a no-nonsense, operations first lens to how teams sell, serve and grow.LinkedIn: https://www.linkedin.com/in/sarahshepardcoo/ ABOUT REVENUE REWIREDRevenue Rewired is a podcast for B2B marketers, sales leaders and business owners navigating the intersection of sales and marketing. Hosted by Jay Feitlinger and Sarah Shepard, each episode delivers actionable insights for mid-market companies looking to grow revenue strategically.ABOUT STRINGCAN INTERACTIVEStringCan Interactive is a B2B growth marketing agency in Scottsdale, Arizona, that helps companies align marketing, sales and revenue operations to drive predictable growth.LINKS AND CONTACTEmail: [email protected]: https://www.stringcaninteractive.comBuy the Revenue Rewired book: https://www.amazon.com/Revenue-Rewired-Identify-Leaks-Costing-ebook/dp/B0FST7JCXQ Newsletter: https://www.linkedin.com/pulse/try-buy-from-yourself-week-jay-feitlinger-smtnc

Bringing a blank page to AI is one way to use it. Bringing your best thinking and asking AI to pick it apart is a much better one. In this episode of Two-Minute AI Tips, Sarah explains why the session that starts with your own formed position consistently produces more useful output.In this episode, you'll learn:Why AI defaults to average when you give it nothing to work withWhat it looks like to use AI as a critic rather than a creatorHow this shift changes the quality of what you walk away withThink. Then bring it in. That's the sequence that works.Contact Us:Email: [email protected]: www.stringcaninteractive.comReach out to the hosts on LinkedIn:Jay Feitlinger: https://www.linkedin.com/in/jayfeitlinger/Sarah Shepard: https://www.linkedin.com/in/sarahshepardcoo/Keywords: AI critical thinking, AI for strategy, AI gap analysis, AI prompting strategy, ChatGPT for leaders, AI decision making, thinking with AI, two minute AI tips, AI business use, AI and judgment

The excitement around your AI rollout will fade. In this episode of Two-Minute AI Tips, Sarah talks through why month three is where most rollouts quietly lose momentum and what the second phase of adoption actually needs to look like.In this episode, you'll learn:Why curiosity-driven adoption has a natural ceilingWhat changes between phase one and phase two of a real rolloutHow to plan for the slowdown before it catches you off guardEarly enthusiasm is not the same as lasting adoption. This episode covers the difference.Contact Us:Email: [email protected]: www.stringcaninteractive.comReach out to the hosts on LinkedIn:Jay Feitlinger: https://www.linkedin.com/in/jayfeitlinger/Sarah Shepard: https://www.linkedin.com/in/sarahshepardcoo/Keywords: AI adoption curve, AI rollout challenges, AI implementation, AI change management, AI team habits, AI momentum, scaling AI adoption, two minute AI tips, AI for business leaders, AI strategy

Sixteen years into running StringCan Interactive, Jay Feitlinger and Sarah Shepard get candid about why so many agency-client relationships fall apart and how agencies help cause it. They trace nearly every breakdown back to two culprits: communication and alignment. You’ll hear how a rushed sales handoff sets up failure, why clients quietly expect their agency to read minds, and how a strategic partner can push back without saying no. Jay shares real examples, including a prospect call where he steered a client away from a shiny new launch to fix their CRM first. If you hire agencies or run one, this episode is for you.WHAT YOU’LL LEARNThe two root causes behind almost every agency breakup and why small misunderstandings stack up like a house of cardsWhy the handoff from business development to client services can doom a partnership before kickoffHow Jay talked a prospect out of putting 80% of their effort into a new offering, bringing in about 2% of revenueA pushback approach that lets the data deliver bad news, including the 52% close rate that didn’t hold up under a bigger data setWhat to ask any agency that says yes to everything before you sign the contractCHAPTERS0:00 Welcome, Phoenix Heat, and a World Series prediction1:03 Why the agency-client relationship is broken, and agencies share the blame3:21 The two root causes behind almost every breakdown5:03 The mind reader's expectation that strains partnerships7:56 How to have hard conversations with kindness11:36 What “strategic partner” should actually mean12:41 The rushed sales handoff that sinks relationships from day one19:31 Healthy pushback vs. saying no, and using data as the messenger24:08 Why disagreement makes a partnership stronger26:09 Red flags to watch for when you hire an agencySEO KEYWORDSb2b marketing strategy, sales pipeline management, revenue operations, mid-market sales, sales enablement, agency client relationship, marketing agency partnership, hiring a marketing agency, strategic marketing partner, client communication, go-to-market strategy, HubSpot CRM optimization, B2B growth, marketing and sales alignment, Revenue Rewired podcastABOUT THE HOSTSJay Feitlinger is the CEO of StringCan Interactive and author of Revenue Rewired. He’s spent more than 16 years helping B2B companies find and fix the leaks costing them revenue.LinkedIn: https://www.linkedin.com/in/jayfeitlinger/Sarah Shepard is the COO of StringCan and keeps strategy, operations, and client delivery running in sync.LinkedIn: https://www.linkedin.com/in/sarahshepardcoo/ABOUT REVENUE REWIREDRevenue Rewired is a podcast for B2B marketers, sales leaders, and business owners working where sales and marketing meet. Each episode delivers practical insights on b2b marketing strategy, revenue operations, sales enablement, and sales pipeline management for mid-market companies that want to grow revenue with purpose.ABOUT STRINGCAN INTERACTIVEStringCan is a B2B growth marketing agency in Scottsdale, Arizona that helps mid-market sales and marketing teams align around revenue.LINKSEmail: [email protected]: https://www.stringcaninteractive.comBuy the Revenue Rewired book: https://www.amazon.com/Revenue-Rewired-Identify-Leaks-Costing-ebook/dp/B0FST7JCXQNewsletter: https://www.linkedin.com/newsletters/revenue-rewired-7423414515779936256/

The people reviewing your content already believe in it. Your audience doesn't. In this episode of Two-Minute AI Tips, Sarah shares the pre-publish audit she runs on every piece of content at StringCan Interactive and why it keeps catching things internal review misses entirely.In this episode, you'll learn:Why the people closest to your content are the least qualified to spot its gapsHow to use AI to read your own work like a skeptical outsiderWhat this audit has changed about the standard for what gets publishedYour audience is going to find the weak spots. This helps you find them first.Contact Us:Email: [email protected]: www.stringcaninteractive.comReach out to the hosts on LinkedIn:Jay Feitlinger: https://www.linkedin.com/in/jayfeitlinger/Sarah Shepard: https://www.linkedin.com/in/sarahshepardcoo/Keywords: AI content audit, AI for content marketing, content review with AI, AI editing strategy, AI before publishing, content credibility, ChatGPT for content, two minute AI tips, AI marketing tips, content quality review

You paid for the booth, the flights, and the hotel, so why does the trade show still feel like a write-off? Jay Feitlinger just got back from supporting a client at a Las Vegas conference, and he and Sarah Shepard break down what separates an event that builds pipeline from one that drains your budget. They walk through the prep that should start weeks out, why marketing and sales alignment decides your results on the floor, the great swag debate, and the follow-up mistakes that kill hot leads. If events are part of your b2b marketing strategy, this episode shows you how to protect that investment and turn conversations into revenue.What You’ll LearnThe lunch conversation with another exhibitor that revealed exactly why his conference flopped, and the prep work that would’ve saved itWhy your shyest product expert could be your biggest booth liability, and how smart scheduling and sales enablement turn her into your secret closerThe generic follow-up email Jay received after the event turned him off instantly, plus a simple personal approach that keeps hot leads warmHow regrouping every few hours let Jay’s team test new messaging live and pivot before the show endedWhere the real networking happens (hint: it isn’t your booth) and how a roaming teammate strengthens your sales pipeline managementChapters 00:00 Welcome back from Vegas, and why we follow clients to their conferences 00:48 The eye-opening exhibitor form that shows what a booth really costs 03:00 Why a revenue mindset changes how you judge event spend 05:00 Skip the prep, and you shouldn’t even go 05:57 “I just packed and came”: a cautionary tale from the exhibit hall 08:32 Meet the host halfway and double layer your marketing10:25 Plan it like a wedding: the research that made Jay look like a past attendee 14:28 The swag debate: shiny objects or wasted budget?17:54 During the show: social listening, power lunches and daily regroups 21:00 Follow-ups that feel personal instead of pushy 23:48 Stop guarding the booth and start fishing the floor 26:11 Staff to strengths: protecting introverts and placing hunters and farmers 29:56 Making the most of the people you bringSEO Keywordsb2b marketing strategy, sales pipeline management, revenue operations, mid-market sales, sales enablement, trade show ROI, conference marketing, trade show lead generation, event follow-up, booth staffing tips, marketing and sales alignment, B2B events, Revenue Rewired podcastMeet Your HostsJay Feitlinger is the CEO of StringCan Interactive and co-author of Revenue Rewired. He helps mid-market companies find and fix the leaks costing them revenue.LinkedIn: https://www.linkedin.com/in/jayfeitlinger/Sarah Shepard is the COO of StringCan and brings an operations lens to growth, focusing on protecting spend and getting the full return on every investment.LinkedIn: https://www.linkedin.com/in/sarahshepardcoo/About Revenue RewiredRevenue Rewired is a podcast for B2B marketers, sales leaders and business owners working where sales and marketing meet. Each episode delivers actionable insights on mid-market sales, revenue operations and growing revenue strategically.About StringCan InteractiveStringCan Interactive is a B2B growth marketing agency in Scottsdale, Arizona that connects marketing, sales and revenue operations so mid-market companies can grow with purpose.LinksEmail: [email protected]: https://www.stringcaninteractive.comBuy the Revenue Rewired book: https://www.amazon.com/Revenue-Rewired-Identify-Leaks-Costing-ebook/dp/B0FST7JCXQNewsletter: https://www.linkedin.com/newsletters/revenue-rewired-7423414515779936256/ 

AI-assisted work is getting harder to distinguish from original thinking, and that's creating a real problem inside teams. In this episode of Two-Minute AI Tips, Sarah gets into the credit and attribution question that leaders haven't figured out how to talk about yet.In this episode, you'll learn:Why output quality is no longer a reliable signal of contributionHow AI is changing what "strong performance" looks like and who gets recognized for itWhat questions to start asking before the resentment buildsThe work looks great. The question is who actually did it.Contact Us:Email: [email protected]: www.stringcaninteractive.comReach out to the hosts on LinkedIn:Jay Feitlinger: https://www.linkedin.com/in/jayfeitlinger/Sarah Shepard: https://www.linkedin.com/in/sarahshepardcoo/Keywords: AI and team culture, AI attribution, AI credit at work, AI team dynamics, AI leadership challenges, AI recognition, team trust and AI, two minute AI tips, AI for business, AI and performance

What if your next big win is already sitting in your CRM? In this episode of Revenue Rewired, Jay Feitlinger and Sarah Shepard dig into closed lost, the pipeline stage where deals quietly go to be forgotten. Jay shares how reviewing hundreds of closed lost deals in a client's HubSpot account showed roughly 70% were lost to timing, which reshaped their entire budget plan. If you lead mid-market sales or revenue operations, you'll learn why one closed lost stage protects your data, how lead scoring surfaces hidden opportunities, and how a small pilot can restart conversations with buyers who found the grass wasn't greenerWhat You'll LearnWhy 70% of one client's lost deals came down to timing, and how that finding cut their planned lead spendThe surprising reason Jay advises against adding a "not yet" stage to your pipelineHow lead scoring and automation turn sales pipeline management into a system for finding revived dealsThe simple "not now" audit you can test in Q1 with just five to ten contactsWhy working your closed lost list from the deals that got closest to signing can speed up your winsChapters 0:00 The Revenue Rewired book hits number one in four Amazon categories 2:00 Closed lost: the stage where good deals go to be forgotten 3:23 A client asked for more leads and got a smarter plan they didn't expect 7:24 Should ghosted deals and "not yet" deals live in separate stages? 10:03 Why a single closed lost stage keeps your sales data clean 14:01 You already paid for these leads, so why isn't anyone following up? 15:33 What "we miss you" campaigns can teach your sales enablement team 17:28 How a car dealership earned Jay's attention after he said no 19:41 Abandoned cart lessons and finding the right follow-up timing 21:42 How to run a "not now" audit starting with your goals and ICPs 26:56 Working your pipeline backward and spotting buyer turnoverSEO Keywordsb2b marketing strategy, sales pipeline management, revenue operations, mid-market sales, sales enablement, closed lost deals, HubSpot CRM, deal re-engagement, lead scoring, win back lost deals, CRM data integrity, ideal customer profile, customer journey mapping, 2027 sales planning, B2B podcastAbout the HostsJay Feitlinger is the CEO of StringCan Interactive and co-author of Revenue Rewired. He helps mid-market companies find and fix the revenue leaks that stall growth.LinkedIn: https://www.linkedin.com/in/jayfeitlinger/ Sarah Shepard is the COO of StringCan Interactive and co-author of Revenue Rewired. She brings a no-nonsense, operations-first view to aligning sales and marketing.LinkedIn: https://www.linkedin.com/in/sarahshepardcoo/ About Revenue RewiredRevenue Rewired is a podcast for B2B marketers, sales leaders, and business owners working where sales and marketing meet. Each episode delivers practical insights for mid-market companies that want to grow revenue with a stronger b2b marketing strategy.About StringCan InteractiveStringCan Interactive is a B2B growth marketing agency in Scottsdale, Arizona, helping companies connect marketing, sales, and revenue operations so every dollar works harder.LinksWebsite: https://www.stringcaninteractive.com Email: [email protected] Buy the Revenue Rewired book: https://www.amazon.com/Revenue-Rewired-Identify-Leaks-Costing-ebook/dp/B0FST7JCXQRead this week's newsletter: https://www.linkedin.com/pulse/your-best-2027-pipeline-might-sitting-closed-lost-jay-feitlinger-bdcdc  

A sharp AI-assisted proposal won the deal. Then the delivery team opened it. In this episode of Two-Minute AI Tips, Sarah talks through what happens when the sales process uses AI without looping in the people who actually have to execute it, and the simple step that fixes it.In this episode, you'll learn:Why AI-built proposals create gaps that show up after the contract is signedWhat the delivery review step looks like in practiceHow to catch scope problems before they become client problemsWinning the work is one thing. Delivering what you promised is the part that actually matters.Contact Us:Email: [email protected]: www.stringcaninteractive.comReach out to the hosts on LinkedIn: Jay Feitlinger: https://www.linkedin.com/in/jayfeitlinger/Sarah Shepard: https://www.linkedin.com/in/sarahshepardcoo/Keywords: AI proposals, AI for sales, AI and delivery gap, AI scope creep, AI for service businesses, proposal process with AI, ChatGPT for proposals, two minute AI tips, AI business operations, sales and delivery alignment

Picture a buyer comparing two software platforms, and the one with the stronger features loses because the sales experience felt slow and inconsistent. Jay Feitlinger and Sarah Shepard use a real client situation to explore how feelings and features both shape a purchase, and how a few days of silence can undo great marketing. You'll hear how to treat early friction as a single data point instead of a verdict, why unspoken expectations break trust, and how a quick audit of your touchpoints can reveal revenue leaks. If you lead mid-market sales or own your b2b marketing strategy, this episode will change how you view every handoff.KEY TAKEAWAYSThe surprising reason a platform with missing features can still win the deal, and what it means for your sales pipeline managementA simple way to tell one annoying moment from a real pattern of friction before you walk away from a vendorThe onboarding question that surfaces unspoken expectations before they turn into lost trustA 15 minute exercise that helps any leader spot the touchpoints quietly costing them revenueCHAPTERS 0:01 The iceberg hiding beneath every sales process 1:38 A tech stack decision that came down to feelings 5:00 Meeting the people you'll actually work with after the contract 6:51 How one slow reply can make a buyer feel undervalued8:34 The hotel anniversary story that explains inconsistent sales experiences 11:34 Buyers show up informed, so can your sales team keep up? 13:48 The Starbucks standard for a consistent brand experience 18:20 Treating friction as data points instead of deal breakers20:36 The kickoff questions that protect trust and shape sales enablement 24:34 A 15-minute walkthrough that could uncover gold 26:41 Tangible versus intangible touchpoints and what buyers weigh 29:20 Why the effort belongs in feelings and featuresSEO KEYWORDSb2b marketing strategy, sales pipeline management, revenue operations, mid-market sales, sales enablement, sales process, buyer experience, customer journey, sales and marketing alignment, revenue leaks, B2B podcastYOUR HOSTS Jay Feitlinger, CEO of StringCan Interactive https://www.linkedin.com/in/jayfeitlinger/ Sarah Shepard, COO of StringCan Interactive https://www.linkedin.com/in/sarahshepardcoo/ABOUT REVENUE REWIREDRevenue Rewired is a podcast for B2B marketers, sales leaders, and business owners navigating the intersection of sales and marketing. Each episode delivers actionable insights for mid-market companies looking to grow revenue strategically.LINKSWebsite: https://www.stringcaninteractive.comEmail: [email protected] the Revenue Rewired book: https://www.amazon.com/Revenue-Rewired-Identify-Leaks-Costing-ebook/dp/B0FST7JCXQNewsletter: https://www.linkedin.com/newsletters/revenue-rewired-7423414515779936256/