Sales keeps changing.
Tech stacks evolve. Playbooks get rewritten. AI enters the chat.

But underneath all the noise, one truth stays the same: the way you make people feel still shapes the outcome more than any tool ever will.

In this episode, I sat down with Zachary King (author of 'The Vibe Sales Manifesto') to talk about why most sales systems are broken — and what it looks like to rebuild them around AI, real intent, human presence, and adaptive logic.

We unpack:
🔹 Why CRMs are “where deals go to die”.
🔹 What static playbooks are missing — and why real sales is messy, contextual, nonlinear.
🔹 How to manage energy, not just activity.
🔹 Why forecasting built on “hopium” is crumbling — and what to do instead.
🔹 The rise of sales leaders who think like designers, not controllers.
🔹 And what it takes to thrive when selling becomes a pattern-recognition game, not a script.

Whether you lead a team, carry a quota, or simply feel like the old GTM playbook doesn’t work anymore — this one’s for you.

What if your biggest threat isn’t an AI product—but an AI-native operating model?

In this episode, we dive deep with GTM strategist Omar Fogliadini to challenge the traditional playbooks that most B2B companies still rely on—and explore why they’re no longer built for the speed of today’s market.

Together we unpack how growth velocity is fast becoming the differentiator for modern companies—and why optimizing for scale is now a thing of the past. What you'll learn:

• Why traditional GTM strategies fail in AI-native markets
• What exponential GTM loops look like (with concrete examples)
• How companies can productize speed, data, and outcomes
• Which teams must radically evolve to stay competitive
• What successful GTM orgs will look like over the next 2 years.

Whether you're in Sales, Ops, Marketing or Product—this conversation will reframe how you think about GTM execution and sustainable growth in 2025 and beyond.

Listen now — and rethink what speed really means.

What happens when a salesperson or a sales manager switches industries?

How do you transfer your sales skills — effectively — from SaaS to Manufacturing, or from Tech to Healthcare, without losing credibility?

I sat down with David Brock, author of 'The Sales Manager’s Survival Guide', sales trainer, advisor, and one of the most respected voices in B2B sales. Here’s what we covered:

• How to build credibility and trust fast when you don’t yet have relationships in the new industry.
• Why the best salespeople are great learners — and what to prioritize when learning a new product, customer base, or industry.
• The most common mistakes sellers make when changing industries — and how to avoid them.
• For managers: how to truly listen and observe in your first 30 days, and why it matters.
• The biggest traps Sales Managers fall into when moving into a new market — and how to navigate the transition smartly.

Hope it sparks some new thinking — enjoy the listen.

If you're in sales, you've probably heard that “listening is a critical skill.”
But what does that really mean in today’s age of distraction, noise, and nonstop multitasking?

To explore this, I had the privilege of speaking with Rebecca Shafir, author of the bestselling book 'The Zen of Listening', speech/language pathologist, executive function & ADHD coach, and business consultant. In our conversation, we covered:

• How The Zen of Listening came to life — and why it still feels fresh and relevant, 25 years later.
• The overlooked concept of “listening to ourselves” — and why it’s a key preparation step for truly hearing others.
• How salespeople can improve their listening skills, even in high-pressure, high-volume environments.
• What to do when buyers come to the table already overwhelmed with conflicting information — and how to break through that paralysis.
• Simple, actionable practices for making listening a competitive advantage in a one-hour sales conversation.

In a world where everyone is trying to talk louder, Rebecca reminds us that real influence starts with quiet attention.

If you’ve been in sales for a while, you probably know Deb Calvert.
And if you don’t — you should.

Deb is one of the most respected voices in the sales and leadership community: bestselling author, consultant, and true pioneer when it comes to helping sellers connect, lead, and succeed.

In my latest podcast episode, I had the privilege to sit down with Deb and dive deep into her work and insights. We talked about:

• Why 'D.I.S.C.O.V.E.R. Questions' became a sales classic — and what’s new in the 10th anniversary edition.
• What separates average sellers from true Thought Leaders — and how you can become one.
• How to survive (and thrive) in a buying landscape where sellers get only a fraction of the buyer’s attention.
• When to ask, when to lead, and why mastering that transition is the key to closing more deals.
• Plus, a look at what’s next for Deb and her work.

This conversation isn’t just inspiring — it’s packed with strategies you can apply immediately.If you’re serious about leveling up your sales approach, this episode is for you.

Value Advisory is one of the most complex and in-demand roles in today’s B2B landscape.

It requires a unique blend of business acumen, customer empathy, strategic thinking—and the ability to guide decisions in a world full of alternatives.

To dive deeper into what it really means to be a Value Advisor, I had the pleasure of speaking with Alex Taryshkin and Marcio Souza, authors of "Value Advisory: Selling in the Complex World of Endless Alternatives".

In this episode, we discuss:

• The core principles of their book.
• The Operating Model—a blueprint for embedding value at every stage of the customer interaction cycle.
• The future of the role—what skills, traits, and mindsets define the next generation of Value Advisors
• And more insights that every sales leader should hear.

If you're leading sales teams, working in value consulting, or simply passionate about elevating your customer conversations, this episode is for you.

Finding Deal Influencers is getting difficult.
As decision-making processes become more complex, identifying them has become increasingly challenging.

Companies rely on larger teams, information is more fragmented, and the real decision-makers are not always the ones with the highest titles.
So how can we identify and engage them effectively?

In the latest episode of my podcast, I talked with Nicholas Read, who developed a proven system to find them and turn them into strategic allies.

The system first appeared in his book 'Target Opportunity Selling', published for the first time in 2013. If you want to learn:

• Who Deal Influencers are and why they matter
• How to find them using a structured approach
• Strategies to build valuable relationships

listen to the podcast episode: you'll find most of the annswers you're looking for.

Too many people are talking about GenAI, just a few know how to really master the topic.

Stefano Puntoni is one of the few: as a Co-Director AI at Wharton he recently worked on 'Growing Up: Navigating Generative AI’s Early Years – AI Adoption Report', a reasearch aimed at providing an in-depth analysis of Gen AI adoption, its business applications and future scenarios.

As a Sebastian S. Kresge Professor of Marketing indeed, he teaches in the areas of marketing strategy, new technologies, brand management, and decision making.

We had the chance to discuss about his life, his latest research and what led him to this professional path.

In his 10th edition of the Salestech Technology Landscape, Nicolas de Kouchkovsky reports that the number of sales tech vendors has surged to 2,100, a 34% increase from just 14 months ago.

In this complex scenario it's almost impossible to understand what piece of technology can add real value to your business.

But there are companies out there who can help you succeed in choosing and implementing the correct Sales Tech stack.

Hanneke Vogels is one of these people: she's the author of 'Sales Tech - Building your ultimate Saless Machine' and Managing Partner of Stryfes, which help companies take the fuss out of tech implementations so sales teams can easily understand the tools, use them and sell better.

In our latest conversation we talked about how to successfully build your 'Ultimate Sales Machine'.

Charles H. Green is a well known name in Consulting, Training and Sales.

He founded Trusted Advisor Associates LLC to build trust-based business relationships of all types and supported several organizations from different industries since its foundation.

You probably know him for his publications: Charles co-authored the famous 'The Trusted Advisor', its practical follow-up 'The Trusted Advisor Fieldbook', and authored 'Trust-Based Selling'.

I recently had the chance to chat with him and understand how to write proposals with your client to build more trust and foster collaboration.