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.
Most useful for a systems view of B2B go-to-market decisions and revenue alignment.
A B2B sales consulting or enablement firm wanting a thought leadership article and half-day workshop for revenue leaders.
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.
Adem Manderovic is a B2B revenue strategist, co-founder of Chief Revenue School, and creator of Closed Circuit Selling and Revenue Alignment Architecture.
Manderovic’s distinguishing idea is that revenue problems often stem from disconnected information and incentives, not simply poor execution by one team.
Manderovic argues that revenue works best when companies share direct, ongoing knowledge about buyers across sales, marketing, product, customer success and leadership.
They emphasize understanding market conditions and buyer timing before choosing tactics, while using technology to support—not replace—human judgment.
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.
Manderovic contrasts marketing hitting lead targets with sales finding the leads are not ready. They argue the mismatch reflects incentives and system design, not simply poor performance.
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.
Manderovic contrasts 17 potential accounts with nine stakeholders each against a market of hundreds of thousands of buyers, arguing that these conditions call for different commercial approaches.
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.
Manderovic's five-question sequence starts with a buyer’s current provider and experience, then asks about renewal timing only after establishing relevance and trust. They present that timing as a reason to follow up when it suits the buyer.
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.
Manderovic describes mapping who influences a decision, what matters to them, and when contracts or procurement conditions may change, rather than waiting to respond to an RFP.
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.
Manderovic recalls sales-floor managers listening to calls and correcting sellers in real time. They contrast that feedback with remote selling, where AI may transcribe calls but no experienced person observes the seller.
Adem Manderovic | Closed Circuit Selling™ (CCS) on YouTube
Want to understand how Manderovic adapts revenue strategy to different markets?
This post lays out the core distinction and gives concrete market examples.
Manderovic argues that sales-led, marketing-led and product-led are ways to reach a market, not strategies by themselves. They contrast a market of 17 accounts with nine stakeholders each against one with hundreds of thousands of buyers, then argue that the approach should change while information-sharing across teams should not.
A workshop or article could help teams assess market size, account value and buying complexity before choosing a go-to-market motion.
Wondering what Manderovic means by preparing for demand before it becomes a formal opportunity?
This post explains the idea through the specific example of an RFP.
Manderovic argues that an RFP often arrives after relationships, timing and internal decision conditions have already shaped the outcome. They distinguish rapport from being embedded in a buyer’s decision process and list information sellers can learn before procurement begins.
For a sales-enablement brief, use this as a discussion starter on early account research and relationship-building—not as a promise that sellers can control procurement decisions.
Looking for a practical example of Manderovic’s selling approach?
This post turns the broader idea of market intelligence into a sequence of buyer questions.
The post gives a five-question progression: ask what a buyer uses now, how they solve the problem, what works, what does not, and when the arrangement might renew. Manderovic says the timing question should follow relevance and trust, so sellers can return when the conversation makes sense rather than pressure the buyer.
A workshop can use the sequence to practise respectful discovery and follow-up timing, while discussing how to record useful market signals.
Want to see how Manderovic treats AI and sales tools?
This post pairs a clear caution about automation with a specific coaching problem.
Manderovic contrasts what sales technology can automate—such as transcription and follow-up—with human skills it cannot replace, including noticing disengagement, listening well and adapting in real time. They connect this to the loss of direct coaching when remote sellers work without experienced feedback.
For a thought-leadership brief, this supports a session on pairing AI-enabled workflows with call review and human coaching, rather than treating automation as a substitute for selling skill.
Adem Manderovic repeatedly presents Closed Circuit Selling (CCS) and Revenue Alignment Architecture as their core model.
In one post, they describe co-writing a book with George Coudounaris and building Chief Revenue School around it. CCS is framed not as a funnel or sequence but as an architecture for cataloguing market reality, timing intelligence, closing feedback loops, and aligning marketing, sales, product, customer success, finance, and leadership around shared intelligence.
The named pillars are Catalogue the Market, Timing Intelligence, Close the Feedback Loop, and Architecture Over Frameworks.
A brand can commission a thought-leadership article or workshop that asks teams to map how market intelligence moves between functions—and where it dies—using CCS language rather than generic sales-process advice.
Examples: Source 1 · Source 2 · Source 3 · Source 4 · Source 5 · Source 6
Manderovic argues that sales should catalogue whom buyers use, what they like and dislike, switching triggers, contract cycles, operational friction, and renewal timing.
One post says intent data is often an untestable hypothesis and organisations overlook direct market conversations.
A workshop or guide can replace static market research with a repeatable interview and cataloguing process that sales, marketing, product, and customer success all feed and use.
Examples: Source 1 · Source 2 · Source 3 · Source 4 · Source 5
Manderovic offers a concrete sales conversation structure: Who are you using?
How are you solving this today?
Five questions, asked in sequence after relevance and trust are established, with renewal timing positioned as the last step.
A practical sales-enablement asset built around these questions could suit a brand serving revenue teams, provided it doesn’t present them as manipulation or information extraction.
Manderovic argues that marketing became trapped in MQL, download, click, and lead-volume measurement while sales is measured on revenue, creating an architectural fracture rather than a performance problem.
One post says fragmented incentives produce fragmented behaviours and can push marketing into lower-fit markets just to maintain MQL targets. Another contrasts marketing’s claim of 5,000 leads with sales’ complaint that none were ready to buy.
A debate-style article or webinar on replacing MQL handoffs with shared market intelligence would fit Manderovic’s recurring argument and give a brand a clear position to sponsor.
Manderovic says AI compresses execution costs and increases the value of synthesis, timing judgment, operational intelligence, relationship depth, and system coherence.
A post responding to a high OTE sales role argues that the future belongs to operators who understand end-to-end commercial architecture. Another says technology can accelerate a sales organisation’s decline if it removes human feedback loops and makes activity easier to repeat without improvement.
A piece on where AI should support market intelligence rather than simply automate outreach would let a brand engage with Manderovic’s judgment-over-activity argument while addressing buyer concerns about tooling.
Manderovic argues that sales-led, marketing-led, product-led, founder-led, and similar labels are delivery mechanisms, not strategies.
Market shape—including market size, density, account value, buying complexity, number of stakeholders, timelines, and commercial risk—should determine the motion. One post says Closed Circuit Selling starts with architecture; another names Architecture Over Frameworks as a pillar; a third says RFP responses come too late because shortlists form upstream.
A market-led GTM diagnostic or workshop can use Manderovic’s framework to help a brand’s clients choose motions based on market conditions instead of inherited labels.
Manderovic asks whether sellers can still listen, build trust, read another person, ask useful questions, and recognise buying signals while AI transcribes and automates.
One post recalls sales-floor coaching where managers heard calls and corrected sellers in real time, and says remote selling with cameras off and AI in the background can remove that feedback loop. Another contrasts an amateur who manages calendars with an architect who builds the room.
A coaching or enablement programme focused on live conversation skills, feedback, and self-awareness would fit Manderovic’s critique that automation alone can’t replace human judgment.
Manderovic repeatedly returns to first principles and critiques commercial drift.
One post says the market abandoned foundational disciplines, including continuous market validation.
This theme is more philosophical and less directly tied to a specific campaign format; it is best used as supporting context rather than the main offer.
A leadership-level essay or talk on decision hygiene, market validation, and operator mindset can position a brand around the cause rather than another sales tactic.
Manderovic promotes long-form conversations on The B2B Playbook with operators such as Alex Boyd, exploring GTM waves, durable themes like expertise, trust, relevance, relationships, and commercial outcomes, and their connection to Closed Circuit Selling.
They also cite a broad field of GTM engineers, revenue architects, RevOps leaders, founders, and tools in award commentary, engaging with a wider revenue-architecture community.
Collaborative long-form interviews and podcast releases, not just short text posts.
A brand could explore sponsorship, guest placement, or a co-created interview series built around conversation with a practitioner rather than a scripted ad.
One post, marked as an ad, discusses Aircall.
It argues that capturing, transcribing, and summarising customer conversations and connecting them to the CRM lets marketing, product, sales, customer success, and leadership work from what the market actually said instead of guessing. The post ties this to Closed Circuit Selling and the Catalogue the Market idea.
This offers sales-tech brands a format for connecting a product capability to a market-intelligence argument, with clear ad disclosure. Brands evaluating Manderovic can see how commercial messages fit into their existing framework.
Examples: Source 1
Adem Manderovic's clearest commercial relationship is Chief Revenue School, the business they say they co-founded with George Coudounaris and the home of their Closed Circuit Selling framework.
One published post is a disclosed paid advertisement for Aircall.
Owned business
Manderovic says they co-founded Chief Revenue School with George Coudounaris, their co-author on the Closed Circuit Selling book.
A post names the four pillars they teach through the business: Catalogue the Market, Timing Intelligence, Close the Feedback Loop and Architecture Over Frameworks.
Sponsor
Manderovic published a sponsored LinkedIn post arguing that sales should act as the organisation's market intelligence system, with call capture, transcription, summarisation and CRM sync turning buyer conversations into structured intelligence.
They name Aircall as the technology that makes this possible and point readers to a short link in the post.
#B2B #Ad #Aircall #ClosedCircuitSelling
Disclosed partnership
Manderovic announces shows released from collaborations with The B2B Playbook, featuring guest Alex Boyd and discussion of Catalogue the Market, Timing Intelligence, Close the Feedback Loop and Architecture Over Frameworks.
Mention
Atonom nominated Manderovic for its Top Sales Thought Leader Award.
They thanked the organisation and outlined their roles, the book and the framework pillars.
Adem Manderovic writes long argument posts, not tips.
Most open with a claim about how revenue work is organised, then trace the consequences for sales, marketing, product, and leadership.
Both argue that AI changes what revenue teams should spend human attention on, and both see the current GTM stack as something to rebuild rather than automate in place.
Remedios describes a VP Sales with 80 deals who has to reconstruct what is happening from CRM fields, notes, and calls. The scarce resource, they argue, is human judgment aimed at the few decisions that change an outcome—a point close to Manderovic's view that AI raises the value of synthesis and timing judgment.
Remedios writes at the level of system architecture and product primitives: State, Memory, Skills, agents, decision traces.
Both reject the idea that more cold email and more SDRs are the answer, and both organise GTM around something other than the outbound sequence: Vacca around five layers that decide reply rates, Manderovic around market conditions and buyer timing.
Vacca's line that campaigns fail before the first email is written echoes Manderovic's argument that responding to demand once intent appears is already late.
Vacca is concrete and tool-specific: sending domains and authentication, waterfall enrichment in Clay, signal stacking, channel sequencing, and named client results such as $7.83M in pipeline.
Both tie GTM advice to the stage and shape of the market rather than a single motion, and both use AI for research that used to be manual.
Ruha's staged rules—one ICP and the founder closing the first deals at $0–1M ARR, scored ICPs and inbound motions at $1M–5M, ABM on the top 100 accounts at $10M–25M—share Manderovic's premise that the right approach depends on the conditions in front of you.
Ruha writes checklists: numbered rules per ARR band, tools per stage, and ratios such as one SDR per two to three AEs.
Adem Manderovic had 32,838 LinkedIn followers on 8 October 2026, the only measured audience figure provided.
Their posts address sales, marketing, product, customer success and revenue-operations practitioners, with several making a direct argument rather than announcing news.
32,838
LinkedIn profile of Adem Manderovic · 2026-10-08
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.
Expect the brand to appear inside Manderovic's existing argument, not as a standalone advertisement.
Manderovic has released guest episodes in which another operator talks through how their frameworks — Catalogue the Market, Timing Intelligence, Close the Feedback Loop, and Architecture Over Frameworks — applied in the operator's own business.
Good fit: a B2B sales-consulting or enablement firm wants a thought-leadership article and a half-day workshop on closed-circuit selling and market intelligence, aimed at revenue leaders.
This lands squarely on what they already do.
Poor fit: a marketing-technology vendor selling lead scoring and intent data wants a short paid-social video series optimised for form fills and MQL volume.
Two problems: position and format.
Worked campaign angle for a B2B sales-consulting firm that wants a flagship thought-leadership article plus a workshop, and needs a specific angle it can own.
Angle: "The market knows, the company doesn't."
Opening move.
Section one: what to catalogue.
Section two: why the RFP is too late.
Section three: what breaks between functions.
Section four: reading the market before choosing the motion.
Workshop counterpart.
Handoff and measurement.
Why this suits Manderovic rather than a generic ghostwriter.
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.
Manderovic frames the issue from the system outward: the article depends on readers seeing AI-native infrastructure as the route to solving it, and points to the operating layer they say they built at Revenue Labs.
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.
Manderovic’s material centres on a delivery method and a specific stack, so the piece would read as a vendor method and the workshop would lean towards implementing that stack.
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.
Her posts target teams at a particular growth stage and answer what to do now at that size.
Editable Markdown templates for planning a campaign with this creator.