Crushing Rocks and Cutting Waste: Stephanie Neale’s No-Nonsense Pipeline Playbook

In this episode of Pipeline Pioneers Season 2, Stephanie Neale, CEO of Blind Zebra, shares why defining your ICP early (and often) is more than a marketing exercise, it’s a business safeguard.

From her hands-on approach to pipeline generation to her creative direct mail tactics (yes, actual rocks), Stephanie opens up about what’s working, what’s not, and how she’s using AI in practical, real-world ways. If you’re building pipeline with limited resources and want to hear from someone who’s been in the sales trenches, this episode is for you.