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Sell Outcomes, Not Hype: Agentic AI for Leaders With Warren Schilpzand
Sell Outcomes, Not Hype: Agentic AI for Leaders With Warren Schilpzand Warren Schilpzand is the Regional Director for SambaNova Systems. It was co-founded in 2017 in Palo Alto, Calif., by three industry luminaries in artificial intelligence: Kunle Olukotun, Rodrigo Liang and Christopher Ré. They develop a full-stack AI platform, including custom hardware and software, to run…
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E45: 5 Steps to Customer Intimacy and Lifelong Relationships
Timestamps: 07:28 Customer Segmentation: If They Can’t Buy, Don’t Flirt 17:09 Customer Journey: See Everyone. Hear No Less Than Three Nos. 19:54 Qualify the Opportunity: The Deal Review Is Not a Mugging 24:04 Buyer-Focused Proposal: Tell a Story, Say No, Close With Grace 28:56 Delight Your Customer: Trust Is Built in Chaos, Not Comfort About…
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Ep 44: First in Region: Hard Won Lessons from Scaling Revenue in APAC
Timestamps: 03:21 Go Where Others Don’t—and Win Where Others Can’t 05:12 Be the Rep Who Asks What Everyone Else Is Afraid To 08:48 Don’t Scale Fast—Scale Right 09:59 Sell First. Then Build the Team. 15:53 Product Knowledge Isn’t Optional—It’s a Weapon 18:56 Discovery Is Where the Deal Is Won (or Lost) 20:40 Great Sellers Are…
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Ep 42: Why Sales Leaders Fail – And How to Win Instead
Timestamps: 07:16 They Ignore RevOps—and Just “Hope” Deals Happen 15:12 They Chase the Number and Ignore the Game 15:48 If You Haven’t Baseline Rated Your Team, You’re Leading Blind 26:27 Lone Wolves Get Exposed as They Rise 27:13 Your Sales Engineers, CSMs, and Marketing Team Will Save You—Or Bury You 31:06 They Can’t Drive Change (And…
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Ep 38: How Role-Playing with AI Creates Super Sellers
Timestamps: 04:00 Making Role-Playing Feel Like Real-World Experience 05:51 When Practice Becomes Second Nature, Confidence Follows 08:22 Tailoring Practice to Real-World Scenarios and Specific Clients 09:39 When Preparation Meets Performance: High-Stakes Calls Made Easy 09:06 Shorter Ramp Times Mean Reps Contribute Faster 12:13 When Change Happens, Be the First to Adapt 17:00 AI Won’t Replace…
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Ep 37: Scaling from $5M to $38M: The Unreasonable Path to Startup Success
Timestamps: 00:51 Why Russell Left the Corporate Giants for a Startup Rollercoaster 03:20 Scaling from $5M to $38M ARR in Five Years 06:02 Partner-Centric Models are Not for the Faint-Hearted 08:02 Building a Global Team is Harder Than You Think 10:14 The Importance of Repeating Yourself—Endlessly 12:04 Why Hiring for Attitude is the Key to…
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Ep 31: From AE to APAC Sales Director: Fail, Learn and Grow
Timestamps: 03:40 Tanya Neary’s Visionary Journey 05:49 Identifying the Market Gap 07:57 Encouraging Innovation Through Failure 09:11 Nurturing a Strong Company Culture 10:28 Navigating Challenges with Resilience 14:22 Global Expansion Strategies 21:23 Embracing Change and Adaptability About Tanya Neary: Tanya Neary is the Senior Director, New Business APAC at Culture Amp, an Aussie StartUp that grew…
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Ep 29: Mastering Sales Forecasting: From Anxiety to Accuracy
Timestamps: 01:10 John Moran’s Journey: From Sales Rep to CEO 02:21 The Core Challenges in Sales Forecasting 05:25 Symptoms of Poor Forecasting on Organisations and Leaders 08:24 The Importance of Training 12:17 The Role of Models and Technology 21:42 Building a Predictable and Accurate Forecasting System About John Moran: John Moran is the CEO of prevu.ai, an…
