All Episodes

"We Had No Structure to Fully Structured" — Building Sales Process in Real Time

"We've Had All This Data for 40 Years. The Actual Outcomes Have Not Changed."

What Got You Here Won't Get You There — From Founder-Led Sales to Scale

"95% of Buying Decisions Are Emotional" — Why Your Sales Team Is Still Selling Logic

Great Marketing Should Reduce Your Sales Calls

A Champion Isn't a Person — It's a Behavior That Shows Up When There's Good Friction

Buyer First Is a Behavior, Not a Statement — Carol Mahoney on What Most Companies Get Wrong

"AI Will Happily Solve the Wrong Problem Very Efficiently"

"No Decision" Is Not a Close-Loss Reason — Why Your CRM Data Is Lying to You

The Standardization Problem That Shipping Said Was Impossible Got Solved in Two Years

"If Your Dashboard Isn't Changing Behavior, What's the Point?"

"We Are the Picks and Axes" — Selling the Infrastructure That Makes AI Actually Work

The Tools Changed, The Job Didn't: An Enterprise AE's Take on AI in Sales

How Enterprise Views Buying AI Products

Building a Custom GPT for Every Rep on Your Team

"I Just Want to Play More Golf" — Why ROI Isn't Always the Right AI Pitch

Sales Enablement from Meeting Rooms to CustomGPTs

The Kickoff