The Chat - Conversations with Leaders of Marketing and Sales

Federico Presicci, Director of Sales Enablement at GetAccept, shares why most enablement programs fall short and how to fix them fast.

He reveals how to turn generic sales messaging into a precision tool, embed live coaching, and use AI without damaging trust.

By the end, you'll rethink how your team handles rep performance, buyer experience, and GTM execution.

What to listen for:

1. 01:10 – Why most AI-generated outreach breaks trust instead of booking meetings

2. 04:02 – The hidden cost of letting AI SDRs flood inboxes with low-precision messages

3. 09:21 – The smarter way to use AI: as a research layer, not a rep replacement

4. 12:57 – How to build message cards that reps actually use in conversations

5. 15:34 – The trap of treating enablement like a content factory (and what to do instead)

6. 20:45 – Why messaging consistency breaks down when it's divorced from call reality

7. 24:16 – Structure beats scripts: how Federico trains reps to think, not memorize

8. 28:08 – Why coaching doesn’t work if the sales environment is broken

9. 32:11 – The system Federico uses with CROs to spot hidden friction fast

10. 39:42 – How sales leaders accidentally approve toxic culture by staying silent

Customer onboarding expert Donna Weber reveals how to turn new buyers into long-term advocates.

Learn how her Orchestrated Onboarding framework drives faster time to value, stronger retention, and revenue expansion.

Discover why aligning sales, marketing, and customer success is the key to post-sale growth.

You’ll hear:

• How to stop the handoff chaos that kills momentum
• The mindset shift that turns onboarding into your biggest growth lever
• Why "time to first value" is the metric every team should chase

• How one company reduced onboarding costs by 30 percent
• What B2B leaders must do now to improve retention and expansion

If you're in SaaS or high-ticket B2B and care about renewals, referrals, and long-term revenue, you need this strategy.

Watch now and start turning first impressions into lasting impact.

CMOs and GTM leaders are racing to implement AI - but most are getting it wrong.

Kristen Perdue, certified Chief AI Officer and author of Power Moves, reveals why GenAI pilots fail and what it really takes to lead with AI.

Walk away with a clear framework to move from experimentation to execution.

If you're serious about pipeline and performance, this episode is your roadmap.

Harris Kenny, founder of OutboundSync, reveals how removing friction from outbound touchpoints can multiply inbound leads by 21x.

He shares why chat outperforms forms, how attribution misleads GTM teams, and what actually drives buyer conversion.

Learn how he scaled past $20M without ads or SDRs - just partnerships, clarity, and systems.

This episode is a blueprint for capturing pipeline from buyers who never reply.

AI is flooding B2B sales - but most tools are breaking trust, not building a pipeline.

In this episode of The Chat, Erik Charles (VP at Xactly) shares shocking real-world chatbot failures, exposes the hidden risks of agentic AI, and reveals how sales leaders can deploy AI that actually converts.

The big takeaway? The danger isn’t AI replacing reps - it’s AI misleading them.

If you're leading GTM in B2B, watch this before your next AI rollout.

What to listen for:

03:42 -“AI doesn’t fail because it’s dumb-it fails because we overtrust it.”

Erik explains why misplaced trust in AI chatbots creates blind spots in pipeline execution.

07:19 - “We had a bot that booked 60 meetings. Zero showed up.”

A brutal example of AI chatbot failure in a live B2B sales environment.

09:55 - “Sales reps stopped reading the comp plan-because AI made it too complex.”

The surprising cost of over-automating sales compensation logic.

13:11 - “Buyers talk to 15 people internally before ever reaching out.”

Data-backed insight on where AI needs to operate: upstream in the buying journey.

16:34 - “Agentic AI can make decisions on your behalf-and that’s risky.”

Erik breaks down what agentic AI is and why it needs tight governance.

21:03 - “You need AI to support humans-not replace them.”

The ideal use case for AI and human collaboration in RevOps teams.

24:47 - “Don’t automate bad processes-AI will just scale the damage.”

Why strategy and process alignment matter more than tools.

27:15 - “We built an AI system so smart...no one trusted it.”

A cautionary tale about AI trust issues and why over-engineering backfires.

A failing dev team became the top performers in 6 months-no new hires.
Bill Lennan (Founder, Forty Percent Better) reveals how leadership shifts drive 40%+ gains. Learn why psychological safety beats tactics-and how most leaders ignore their biggest ROI lever.
A sharp playbook for leading under pressure and unlocking hidden team potential.

Chuck Moxley (CMO at Blue Triangle) joins The Chat to share how ungating content, ditching the funnel, and rebuilding trust flipped his marketing playbook - and exploded pipeline. If you're a sales or marketing leader tired of chasing leads, this one’s for you.

AI isn’t your shortcut to traction - and Kirk Drage wants every founder to know it.

In this episode, we sit down with the co-founder of LeapSheep to unpack the brutal realities of building a startup that actually works.

From mistaking AI for automation, to chasing vanity metrics instead of validation, Kirk shares battle-tested insights that could save early-stage founders hundreds of hours - and thousands of dollars.

What we cover:

·       Why most founders scale too early

·       How to test your go-to-market before you hire a sales team

·       The difference between building tools vs. building businesses

·       And the GTM discipline that separates traction from chaos

If you’ve ever wondered why things aren’t clicking yet - this episode is the wake-up call you’ve been waiting for.

Discover how sales leaders are closing bigger deals with fewer leads and less stress. Peter Strohkorb shares the formula for modern, buyer-focused selling.Sales leaders: What if chasing more leads is exactly what’s holding your pipeline back?In this episode of The Chat, we sit down with Peter Strohkorb, a globally recognized sales acceleration expert, author of The OneTEAM Method and Smarketing, and a Salesforce Sales Blazer Top Influencer. With over 25 years in senior roles at companies like Canon, 3M, and DXC, Peter reveals the new formula for B2B sales success that’s already helping teams in the US, Australia, and globally sell smarter - not harder.✅ Discover why most lead gen strategies are broken✅ Learn how to build buyer trust in the first 8 seconds✅ Find out how to align sales and marketing once and for all✅ Plus: How to use AI without losing your human edge🔍 This episode is for:Sales leaders, B2B marketers, CROs, SDR managers, and founders who want to:• Increase sales conversion rates• Stop wasting pipeline on low-quality leads• Build buyer-first sales systems• Align sales & marketing teams without the drama• Leverage automation intelligently📍 Whether you’re in New York, Sydney, Toronto, London, or anywhere in the world - this episode gives you actionable strategies that work across geographies and industries.

Want your B2B messaging to actually drive pipeline?In this episode of The Chat, B2B copywriter Christine Gomolka breaks down how to write messaging that sells - not just sounds good.You'll learn:• Why most B2B messaging fails (and how to fix it)• Christine’s copywriting framework that turns cold traffic into warm leads• How her background in B2B sales gives her a unique edge as a marketer• The role of AI in modern copywriting – and how to use it without losing your voice• Real tactics you can use to improve your homepage, email sequences, and moreWhether you're a marketing leader, demand gen director, or founder, this is a must-listen if you're serious about boosting conversions and building a clearer message.🔗 Learn more about Christine: https://tinyfy.me/Christine-on-LinkedIn and https://tinyfy.me/Christines-website 🛠️ Learn more about Chat Metrics: https://chatmetrics.com🎙️ More episodes of The Chat: https://www.chatmetrics.com/podcast/