It’s rare that a guest prompts us to completely rethink how we approach the work we do and our roles in our companies.

That’s exactly what happened, though, with this week’s guest, Todd Abbott. Todd is the CEO of InsightSquared, the forecasting and analytics platform.

Todd has dramatically changed the way he thinks about sales, sales funnels, and what he calls the "science of sales". And on this episode, he shares that evolution with all of us.

In our conversation, Todd and I talk about what made him change his views, the power of system-captured engagement, and his mission to get reps out of the data entry business.

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