SellMeThisPen podcast

About the episode:

In this episode, Michael and Dina break down the real stages of change management and why most transformation projects fail before they even start. They explore how to gain leadership buy-in beyond just "we need AI," why enablement needs to manage up with data instead of gut feelings, and how to create actual adoption instead of just rolling out more training that nobody uses.

About the guest:

Dina Berger is a sales enablement veteran with over 11 years of experience who made an unconventional career pivot from university professor to leading enablement teams at organizations like Amazon Web Services, where she currently focuses on change management for product launches. With deep expertise in learning development, field enablement, and driving organizational transformation, Dina specializes in helping teams navigate complex change initiatives and build scalable enablement strategies that drive adoption and results.

Where to find Dina Berger:

LinkedIn: https://www.linkedin.com/in/dinabergerkoecher/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨

Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.

The result?

👉 Faster onboarding

👉 Consistent methodology adoption

👉 Continuous skill development that scales across your entire team.

Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.

About the episode:

In this episode, Michael and Bryan dive into how insurance agencies can thrive in an increasingly regulated and competitive market by embracing AI and building a culture of continuous learning. They discuss why process beats price in today's landscape, how to get buy-in from skeptical high performers, and why AI tools should amplify leaders rather than replace them.

About the guest:

Bryan Dinklenburg is the Director of Operations at L&T Agency Group Inc, where he's been since 2005, with a BA in organizational leadership from Arizona State University and a passion for developing people and processes. Bryan is leading his 45-person team through the rapidly evolving insurance landscape by leveraging AI tools and creating a culture where training, development, and continuous improvement are at the core of driving results.

Where to find Bryan Dinklenburg:

LinkedIn: https://www.linkedin.com/in/bryan-d-38179518a/

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨

Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.

The result?

👉 Faster onboarding

👉 Consistent methodology adoption

👉 Continuous skill development that scales across your entire team.

Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.

About the episode:

In this episode, Michael and Tim dive into why account management is the most underappreciated role in SaaS and how to fix it. They discuss why AMs need to be in the room from day one, how to turn around at-risk accounts, and why companies need to start investing in post-sales teams the same way they invest in new business acquisition.

About the guest:

Tim Work is a Senior Director at Actabl with 20 years of experience in sales leadership, specializing in account management and customer success across B2B organizations. He's passionate about transforming AM from a transactional role into a strategic revenue-generating function and helps companies protect their base while driving expansion in today's competitive landscape.

Where to find Tim Work:

LinkedIn: https://www.linkedin.com/in/tim-work-revenue-enablement/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨

Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.

The result?

👉 Faster onboarding

👉 Consistent methodology adoption

👉 Continuous skill development that scales across your entire team.

Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.

About the episode:

In this episode, Michael and Iulia dive into the identity crisis of RevOps and why it's stuck between strategic planning and endless admin work. They explore how to roll out AI tools the right way, why adoption beats features every time, and how fractional RevOps is becoming the new normal for companies doing more with less.

About the guest:

Iulia Tesfai is a seasoned RevOps professional with over 15 years of experience across SaaS companies in SaaS and supply chain, and recently transitioned to full-time fractional Head of RevOps after being laid off a year ago. She’ve founded RevTectonic, specializing in helping scale-ups untangle operational chaos while building strategic RevOps foundations that drive measurable revenue impact.

Where to find Iulia Tesfai:

LinkedIn: https://www.linkedin.com/in/iulia-tesfai-mba-84a06a1a/

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨

Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.

The result?

👉 Faster onboarding

👉 Consistent methodology adoption

👉 Continuous skill development that scales across your entire team.

Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.

About the episode:

In this episode, Michael and Lisa dive into selling through downturns and why investing in people beats playing not to lose. They explore how to authentically rebrand yourself on LinkedIn, the power of understanding your buyers deeper than the competition, and why account managers need to be strategic ninjas who know more about customers and competitors than anyone else.

About the guest:

Lisa Honaker is a seasoned revenue leader with over 30 years of experience across Fortune 100 companies like FedEx and SaaS organizations including Highspot and Actabl, where she currently leads the account management organization. Lisa is passionate about building growth mindsets, leading through downturns, and helping revenue teams sell strategically by deeply understanding their customers and competitors.

Where to find Lisa Honaker:

LinkedIn: https://www.linkedin.com/in/lisa-honaker/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨

Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.

The result?

👉 Faster onboarding

👉 Consistent methodology adoption

👉 Continuous skill development that scales across your entire team.

Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.

About the episode:

In this episode, Michael and Kate dive into the realities of implementing AI in sales enablement, from building foundational knowledge before jumping into tools to managing the challenge of reps using their own AI solutions. They explore why starting with education beats rushing into adoption, how to measure real behavior change beyond just usage metrics, and why treating AI implementation like any other sales methodology requires proper change management and integration across the entire organization.

About the guest:

Kate Stringfield is a reformed seller turned enablement expert who spent nine years in sales before discovering her passion for enablement in 2019. At her last position as a Senior Manager of Enablement at Dialpad, she managed six enablers globally and focused on building strategic programs around emerging technologies like agentic AI to help sales teams change behavior and drive revenue outcomes.

Where to find Kate Stringfield:

LinkedIn: https://www.linkedin.com/in/kate-stringfield/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨

Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.

The result?

👉 Faster onboarding

👉 Consistent methodology adoption

👉 Continuous skill development that scales across your entire team.

Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.

About the episode:

In this episode, Michael and Shannon dive into the real talk about win-loss analysis and how to turn raw data into actionable insights that actually help sales teams close more deals. They explore why you need multiple data sources beyond CRM notes, how to build cross-functional alignment around customer feedback, and why giving sellers less content with more context beats drowning them in materials they'll never use.

About the guest:

Shannon Izquierdo is founder of the Prompt Insight Group, a consulting company focused on enablement and branding, with extensive experience at major companies like FedEx and Kinaxis where she specialized in using win-loss analysis and market insights to enhance sales content and processes. With a journalism background that evolved into a deep expertise in content strategy and sales enablement, Shannon helps organizations turn raw data into actionable insights that drive real results for their sales teams.

Where to find Shannon Izquierdo:

LinkedIn: https://www.linkedin.com/in/shannonizquierdo/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨

Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.

The result?

👉 Faster onboarding

👉 Consistent methodology adoption

👉 Continuous skill development that scales across your entire team.

Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.

About the episode:

In this episode, Michael and Matt dive into navigating AI transformation as a sales leader and why authentic human connections still matter most. They discuss how to stay relevant in a rapidly changing landscape, the importance of face-to-face meetings over endless AI tools, and why being genuinely curious and real with customers beats any sales trick in the book.

About the guest:

Matt Marshall is a startup sales veteran with over 20 years of experience scaling teams at companies like Embarcadero, Successfactors, Citrix, and Iterable, where he helped grow revenue from $1.5M to $75M. He's passionate about building authentic sales cultures and currently works in executive search and coaching, helping sales leaders navigate the rapidly evolving AI landscape while staying focused on human connections.

Where to find Matt Marshall:

LinkedIn: https://www.linkedin.com/in/mattlmarshall/

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨

Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.

The result?

👉 Faster onboarding

👉 Consistent methodology adoption

👉 Continuous skill development that scales across your entire team.

Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.

About the episode:

In this episode, Michael and Rob dive into the evolving world of sales development and how AI is reshaping the game. They explore the balance between human connection and AI augmentation, why outbound is getting harder in today's noisy market, and how to build SDR teams that actually drive pipeline instead of just booking meetings.

About the guest:

Rob Lotzer is a seasoned sales development leader with extensive experience across major SaaS companies like Salesforce and various startups, currently leading North American SDR and BDR organizations at Clio, a leading Canadian legal tech company. With over 125 team members under his leadership, Rob focuses on building scalable sales development processes while exploring innovative approaches to integrate AI augmentation with human expertise in both inbound and outbound motions.

Where to find Rob Lotzer:

LinkedIn: https://www.linkedin.com/in/rob-lotzer-a4283215/

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨

Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.

The result?

👉 Faster onboarding

👉 Consistent methodology adoption

👉 Continuous skill development that scales across your entire team.

Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.

About the episode:

In this episode, Michael and Nina dive into the realities of building enablement programs that actually drive behavior change and business impact. They explore why manager buy-in is crucial for sustainable success, how to design programs that stick beyond the initial rollout, and share a real case study of a career development program that achieved 70% promotion success through strategic champion building and peer-to-peer learning.

About the guest:

Nina LaRouche is a seasoned enablement leader with over a decade of experience who has built programs from the ground up across companies like ExactTarget (acquired by Salesforce) and Bazaarvoice, where she led a team of seven practitioners through tremendous company growth. Starting her career as an educator before transitioning into 15 years of sales, Nina combines her teaching background with deep sales experience to create impactful enablement programs that drive measurable business results and sustainable behavior change.

Where to find Nina LaRouche:

LinkedIn: https://www.linkedin.com/in/ninalarouche/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.