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Produced by PodRescale · 26 Dec 2025Hosted by Kevin

#213: Why the Funnel is Breaking Your Go-To-Market - and why Closed Loops are the Answer (Closed Circuit Selling)

The content pack PodRescale made from this episode of The B2B Playbook: 20 finished assets, all public.

Ever feel like your classic sales funnel just isn’t cutting it anymore? In this episode, hosts Kevin and George dive deep with outbound sales expert Charles Needham and Adam Manderovich, creator of Closed Circuit Selling, to unpack why traditional go-to-market strategies are falling short—and what B2B teams can do instead.

1:12:36Original feed
What the host didPublished one episode1:12:36 of audio, on their own feed. That is the entire input.
What we didA content packWe transcribed the recording and generated the writing and assets below.
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20finished assets2channels5planned posts
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In the pack:Show notes11 quotesNewsletterTranscript

Everything this episode became.

One 1:12:36 episode, 20 finished assets. Open any of them.

  1. 01Show notes56 words
  2. 02Chapters8 · timestamped
  3. 03Quote cards11 cards
  4. 04Newsletter3 subject lines
  5. 05Episode titles12 title options
  6. 06Summaries2 versions
  7. 07Transcript13,067 words
  8. 08Assets2 versions

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If I do the thing that people want to do the least and I do it well, then realistically, I have a kind of job security that other people don't.

GeorgeThe B2B Playbook · 6:08
TranscriptThe B2B Playbook · 1:12:36Play this moment
6:08George

… If I do the thing that people want to do the least and I do it well, then realistically, I have a kind of job security that other people don't . But when I would make cold calls, I was never trying to book meetings.

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Show notes · as generated

This episode challenges the classic B2B sales funnel and introduces the concept of 'Closed Circuit Selling' as the modern answer to go-to-market challenges. Hosts Kevin and George are joined by Charles Needham and Adam Manderovich to unpack why frameworks alone are no longer enough and why sales architecture needs a complete rethink for sustainable pipeline growth.

George introduces a special December program for in-house marketers seeking to build a real demand generation engine before 2026. Applications close November 28. Sets the stage for the episode's focus on actionable marketing systems.

Kevin and George explain the B2B Playbook's philosophy: putting customers at the heart of marketing and using the Five Bs framework for creating buyer-ready brands.

Linear funnels are breaking in today's complex B2B landscape, and closed-loop, architecture-driven approaches are essential for driving predictable, scalable revenue.

If I do the thing that people want to do the least and I do it well, then realistically, I have a kind of job security that other people don't.
Pull quote · George · from 6:08
If you can qualify 3% that are ready to buy right now, you're actually rubbing up 97% of the market the wrong way.
Pull quote · Adam · from 13:02

Newsletter example

Why My Journey Broke the Sales Funnel Mold

Ever felt like you didn’t fit the mold? Same here. I never had the classic lemonade stand origin story—my early days were spent deep in the library, not hustling sales on the playground. But that outsider’s view is exactly why I started questioning the sales 'rules' we all took for granted.

In this episode, I’m pulling back the curtain on my path from economics to sales—and why the cookie-cutter funnel never made sense to me. Managing massive mortgage portfolios taught me to think in systems and data, not just checklists. When I moved into sales, I realized: buyers don’t move in a straight line (and neither do you or I).

You’ll hear why I stopped pushing for meeting quotas and started focusing on real conversations. The truth? The most powerful insights are the ones you already know, but everyone tells you to ignore. Like: if you’re talking to the wrong people, why force them to the next step?

Join me as I share the pivotal moments that led to Closed Circuit Selling—a model that actually serves the buyer, not just the business. If you’re ready to rethink what great sales looks like, this episode is for you.

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The B2B Playbook, by Kevin

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