Épisodes

  • Ep.76 Stop Managing, Start Coaching: The Difference That Drives Results

    Ep.76 Stop Managing, Start Coaching: The Difference That Drives Results
    Dec 15 2025
    Most sales leaders think they're coaching, but they're actually just managing, or worse, taking over calls and undermining their reps.
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    22 min
  • Ep75. Why Your Sales Team Ignores Your KPIs (And What to Measure Instead)

    Ep75. Why Your Sales Team Ignores Your KPIs (And What to Measure Instead)
    Dec 15 2025
    If your KPIs don't align with compensation and what actually closes deals, your team will ignore them and chase the wrong numbers.
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    24 min
  • Ep74. How to Build a Compensation Plan That Makes Sense

    Ep74. How to Build a Compensation Plan That Makes Sense
    Dec 15 2025
    Most compensation plans fail because they're built on fantasy math, unrealistic targets, wrong metrics, and caps that punish success.
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    32 min
  • Ep73. Your Comp Plan Won't Fix Your Sales Team (Here's What Will)

    Ep73. Your Comp Plan Won't Fix Your Sales Team (Here's What Will)
    Dec 15 2025
    Before compensation can motivate your sales team, you need to remove obstacles, fix leadership gaps, and create an environment where people actually want to show up.
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    24 min
  • Ep72. Using AI With Intention: What AI Should (and Shouldn’t) Do

    Ep72. Using AI With Intention: What AI Should (and Shouldn’t) Do
    Nov 26 2025
    A clear, no-noise guide to using AI with purpose, focusing on the right problem, knowing what belongs in experimentation, and recognizing what AI simply can’t do for you.
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    24 min
  • Ep.71 The New Buyer Journey: AI Gets to the Customer First

    Ep.71 The New Buyer Journey: AI Gets to the Customer First
    Nov 26 2025
    Buyers are using AI to research, compare options, validate features, and even negotiate before they ever visit a website or talk to a salesperson, reshaping the entire buying journey.
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    33 min
  • Ep.70 Your Sales Team Can’t Be AI-Enabled If You Aren’t: A Leadership Playbook.

    Ep.70 Your Sales Team Can’t Be AI-Enabled If You Aren’t: A Leadership Playbook.
    Nov 26 2025
    For leaders who don’t have time to dig into every deal, this episode shows how AI can surface the things your team misses and give you the visibility you never get from dashboards alone.
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    29 min
  • Ep.69 AI Won’t Fix Bad Selling, But It Will Expose It.

    Ep.69 AI Won’t Fix Bad Selling, But It Will Expose It.
    Nov 26 2025
    This episode breaks down how AI is actually being used by real sales reps today, why most still aren’t using it well, and what it really takes to sell smarter.
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    40 min