# Adem Manderovic

Adem Manderovic is a B2B revenue strategist and co-founder of Chief Revenue School. He created Closed Circuit Selling and Revenue Alignment Architecture, approaches to connecting sales, marketing, product and customer success through shared market intelligence.

- Profile: https://b2binfluencer.marketing/creators/adem-manderovic/
- LinkedIn: https://www.linkedin.com/in/adem-manderovic
- LinkedIn followers: 32,838
- YouTube: https://www.youtube.com/channel/UCYGgmzQQ2M_VyWhfwOwuMvQ
- Topics: artificial-intelligence, sales, revenue-operations, ai-in-sales, go-to-market-strategy
- Based on 19 dated posts, latest 2026-10-08

## Summary

Most useful for a systems view of B2B go-to-market decisions and revenue alignment.

- Best for: A B2B sales consulting or enablement firm wanting a thought leadership article and half-day workshop for revenue leaders.
- Not for: A marketing technology vendor selling lead scoring and intent data for MQL volume campaigns.
- Check first: Confirm the book's title, pricing, lead times, exclusivity, approval turnaround and audience data.

### Takeaways

- Revenue problems often come from disconnected information and incentives, not poor execution by one team.
- A five-question buyer conversation asks who, how, likes, dislikes, and renewal timing last.
- An RFP usually arrives after the decision has largely formed upstream.

## Main ideas

- **Treat revenue as a connected system, not a set of team targets**: Manderovic says commercial problems often arise when departments optimize separate measures while buyers experience one company. Information from each customer interaction should help the rest of the business make better decisions.
- **Let the market determine the go-to-market approach**: Manderovic describes labels such as sales-led and marketing-led as delivery methods, not strategies. The right approach depends on factors such as market size, account value, buying complexity and decision timelines; teams need to share information across markets.
- **Build buyer knowledge through direct conversations over time**: Manderovic favors recording what buyers use now, what works or frustrates them, and what might prompt a change. They warn that intent signals can be hypotheses and that companies relying on them may miss buyers who formed a shortlist before showing purchase intent.
- **Prepare before formal procurement begins**: Manderovic argues that an RFP may arrive after relationships and internal decision conditions have already shaped the outcome. They distinguish useful early involvement from simply having rapport: sellers need to understand stakeholders, constraints and what the buyer considers a good outcome.
- **Use AI to improve judgment, not just increase activity**: Manderovic sees automation as useful for capturing and organizing information, but warns that it can help teams repeat poor practices faster. Sellers still need coaching and the ability to listen, notice changes in a conversation and adapt.

## Work to read

- [For years, the GTM world has argued about…](https://www.linkedin.com/posts/adem-manderovic_for-years-the-gtm-world-has-argued-about-activity-7469888411760406528-9Sua)
- [What most people call “pipeline strategy” is already too late](https://www.linkedin.com/posts/adem-manderovic_what-most-people-call-pipeline-strategy-activity-7475367871137722368-S9jO)
- [Nobody is going to tell you their renewal date](https://www.linkedin.com/posts/adem-manderovic_nobody-is-going-to-tell-you-their-renewal-activity-7513867535558070272-X5Yt)
- [Technology can accelerate your sales organisation](https://www.linkedin.com/posts/adem-manderovic_technology-can-accelerate-your-sales-organisation-activity-7514027823309737984-ICOV)

## Brand relationships

- **Chief Revenue School** (owned_business)
- **Aircall** (sponsor)
- **The B2B Playbook** (disclosed_partnership)
- **Atonom** (mention)

## Partnerships

Adem Manderovic's posts describe two forms of commercial collaboration: a disclosed sponsored LinkedIn post for Aircall, and guest episodes released under The B2B Playbook. In both, the partner is folded into their argument rather than presented in a separate pitch: the Aircall post ties the product to their Catalogue the Market idea, while the podcast episodes centre on their four pillars. Before planning a campaign, ask for pricing, lead times, exclusivity, approval turnaround and audience data.

## Alternatives

- Daniel Remedios: Consider Daniel Remedios when the reader is a GTM, RevOps or sales-operations leader who evaluates systems rather than sales practice, and the publisher wants an article on where AI-native selling is heading. He argues that the modern GTM stack stores information, then asks people to reconstruct what matters. He describes an operating layer of state, memory, skills and decision traces that keeps a live picture of every deal and routes scarce human judgement to the few decisions where it changes the outcome. For a campaign about how market intelligence should move through a revenue organisation, that’s the technical version of the same complaint — the organisation knows more than it can act on — with named primitives a technical audience will recognise.
- Alex Vacca: Consider Alex Vacca when an article or workshop needs to reach teams running outbound day to day and give them operational specifics they can act on. His posts cover named layers and tools — sending domains and authentication records, list building with waterfall enrichment, signal stacking, and running email, LinkedIn and ads in one sequence. They report figures, including signal-stacked campaigns replying at 5 to 18 percent against 1 to 3 percent for a compiled list, and 6x the result from the same copy on a different list. For a campaign about replacing lead volume with something better, he offers a concrete build: five layers of GTM with copy last, plus a diagnostic that reads a stalled campaign bottom-up to find the layer that broke.
- Brigitta Ruha: Consider Brigitta Ruha when the audience is founders and growth teams rather than enterprise revenue leaders, and the campaign calls for a staged, repeatable workflow. One post lays out GTM rules by ARR band, from founder-led selling under $1M through optimisation past $25M, listing the tools and common failure at each stage. Another shows how her team turned AI lead generation into a system: choose buying signals first, require at least two before adding an account, teach a Claude Code skill the ICP definition and the meaning of each signal, and encode the team’s writing style into the prompt. For a workshop, getting a team to define a signal and a rule a tool applies the same way every time makes for a concrete, testable exercise.

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AI-assisted summary of public posts. Audience demographics are not available. Engagement appears only where we checked recent posts. Method: https://b2binfluencer.marketing/methodology/