Revenue Science

Where behavioral science meets revenue strategy: proven insights from a CMO who’s delivered billions in revenue and counting. This is the show for CEOs and founders who are tired of running on the hamster wheel. Every episode breaks down the behavioral and strategic forces behind real growth: why people actually buy, why some companies scale while others stall, and how the best leaders turn marketing into a trusted growth engine. No buzzwords. No smoke and mirrors. Just the patterns, psychology, and disciplined execution that move revenue — explained in a language the boardroom can trust.

Featured Episode

Organizations Grow Only as Fast as Their Leaders

When growing companies hit a revenue plateau, leaders usually point to sales performance, marketing strategy, or market conditions. But the true constraint on organizational scale is rarely tactical—it is leadership capacity. In this episode of The Revenue Science Podcast, host Rich Smith welcomes John Hosey, CEO of the Advanced Leadership Development Institute. Together, they break down why businesses only scale as fast as their executives evolve, how to replace authoritative friction with empathetic listening, and why viewing leadership as a system is the key to removing growth bottlenecks.

The Podcast Hub

All Episodes

Whether you need ongoing strategic leadership, a focused workshop to align your team, or a diagnostic deep-dive into your growth engine — there’s a format that fits.

The Physics of Buying: Mastering the Pull Framework with Rob Snyder

In this episode of Revenue Science, Rob Snyder explains the "Pull Framework"—why creating demand fails, how to target buyers who are already blocked by inadequate options, and how to build a repeatable case study factory for predictable revenue growth.

Radical Transparency, Predicting Buyer Behavior, and the Science of Sales with Todd Caponi

Todd Caponi joins Rich M. Smith to challenge conventional sales playbooks. Learn why leading with your imperfections accelerates deals, how to build highly predictable revenue pipelines, and how the four levers of negotiation can eliminate artificial end-of-quarter discounting friction.

The Behavioral Science of Buying: Driving Predictable Revenue with Nancy Harhut

Nancy Harhut reveals how behavioral science of buying shapes customer decisions — and how you can use proven psychology principles to drive predictable revenue.

Why Most B2B Positioning Fails – And How To Fix It w/ April Dunford

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.

The Architecture of Monetization: Unlocking B2B SaaS Pricing w/ Dan Balcauski

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.

When Marketing Moves But Revenue Doesn’t w/ Steve Chen of Boldin

Rich Smith and Steve Chen (Boldin) explore how companies diagnose and improve the mechanics of growth—from acquisition through monetization—while navigating real constraints.

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.

The New Sponsorship Playbook w/ Mike Verlander of Richard Childress Racing

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.

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.