In the Call

Nayak
  • 5.0 (1)
  • Business

In The Call -Where deals, dollars, and quarters are won. In an age where AI can draft your follow-up email and summarize your call notes, the real competitive edge is what happens live. Join sales reps, managers, and relationship experts as they reveal how they build authentic relationships in real time, not after the fact. Discover the mindsets, tactics, and tools that help them stay present, read the room, and win trust when it matters most: during the call itself. Because as AI takes over more of the busywork, human judgment, presence, and trust-building become the skills that actually set you apart. The professionals who win aren't the ones who lean hardest on AI, they're the ones who pair it with sharper instincts and stronger relationships. This is hybrid intelligence in action: algorithmic tools in one hand, human connection in the other. Because the magic doesn't happen in the replay. It happens in the call.

Episodes

  1. 1d ago

    Feedback is the breakfast of champions.

    Feedback is the breakfast of champions. In this episode, we dig into how AI is changing the sales conversation from both sides of the table — reps showing up more prepared than ever, and buyers doing the same. Patty Matwijeci makes the case that the real unlock isn't AI replacing the rep, it's AI clearing the busywork out of the way so the rep can actually sell. In this episode: How AI helps reps walk into calls more preparedHow AI is changing buyers too — and raising the bar on both sidesAutomating the CRM updates nobody missesThe real ingredients of a trusted buyer relationship: showing up, listening, honesty, matching tone, and being humanWhy feedback is objective, not subjective — and why rejection is data, not a verdict Connect with Patty Matwijeci: https://www.linkedin.com/in/pattymatwijec/ 🎙️ In The Call — Real conversations about what happens when the camera's on and the stakes are high. Subscribe for weekly episodes with sales leaders who've been in the room. 👉 Learn more about Nayak: nayak.ai

  2. 2d ago

    Why doesn't the traditional discovery call work anymore?

    Why doesn't the traditional discovery call work anymore? In this episode of In The Call, Howard Steinberg explains why the traditional discovery call no longer works. Today's buyers come prepared — they've done the research and know their options — and the sellers who win aren't the ones who control the conversation, but the ones who respect the buyer's time and truly listen. Howard makes the case that modern sales is about insight, curiosity, and real dialogue. In this episode: Why today's buyers show up more informed than everWhy controlling the conversation is the wrong goalHow listening first and leading with value builds trustWhy trust — not persuasion — is what actually wins deals Connect with Howard Steinberg: https://www.linkedin.com/in/hsteinberg/ 🎙️ In The Call — Real conversations about what happens when the camera's on and the stakes are high. Subscribe for weekly episodes with sales leaders who've been in the room. 👉 Learn more about Nayak: nayak.ai

  3. 2d ago

    They didn't ghost you. You just gave them an easy out.

    They didn't ghost you. You just gave them an easy out. In this episode, Jean sits down with Jeff Wishner, Director of Business Development at Judge Learning Solutions, to dig into what it actually takes to build relationships in an era where silence is the default response. In this episode: Why persistence isn't annoying — it's necessaryWhy ghosting isn't personal, and how to make yourself worth responding toWhy doing your research before you hit send is the difference between deleted and repliedWhat to do when your outreach is getting ignored\ Connect with Jeff Wishner: https://www.linkedin.com/in/jeffwishner/ 🎙️ In The Call — Real conversations about what happens when the camera's on and the stakes are high. Subscribe for weekly episodes with sales leaders who've been in the room. 👉 Learn more about Nayak: nayak.ai

  4. 6d ago

    Using AI to Sharpen Your Sales & Fundraising

    In this episode of In the Call, Jean sits down with Anne Murphy — CEO and founder of She Leads AI and Empowered Fundraiser Consulting — to break down how AI is changing the way sales and fundraising professionals prospect, read buying signals, and manage donor and client relationships. Reading a buying signal has always been part instinct, part pattern recognition — knowing when someone's ready, what channel they prefer, what they actually care about. That's gotten harder as meetings have moved from in-person to video, and it's especially unforgiving for salespeople masking fatigue, distraction, or neurodivergence behind a "performative" role. But there's an upside: AI can now shoulder some of that cognitive load, turning scattered data into clear, repeatable signals about who to reach out to and how. Anne and Jean get tactical about exactly how. Anne walks through her go-to move: exporting your LinkedIn connections and having Claude analyze and stress-test your ideal client profile (ICP), comparing your own description of your ICP against the data, sorting prospects into groups, and even simulating how each group might respond to a DM. She pairs that with her "Dossier Extreme" prompt, a standing routine that builds an increasingly enriched profile on every prospect or donor over time. Jean shares his own version of the tactic, clustering inbound leads against his ICP and uncovering that his business was skewing toward larger accounts and an unexpected healthcare vertical. They also dig into Moxie, the AI platform Anne is building to prioritize donor outreach using real relationship and propensity data instead of outdated, one-dimensional wealth ratings. The through-line for the whole conversation: know your people better than the data everyone else is using. The best salespeople and fundraisers don't let AI replace the relationship — they use it to strip out the guesswork, surface the right next move, and build in the small follow-up habits that get lost under pressure. What you'll learn: Why sales and fundraising run on the same skill , reading buying signals and why that's gotten harder on video How to export your LinkedIn data and use AI to validate or challenge your ICP Anne's "Dossier Extreme" prompt for building enriched, ever-growing prospect and donor profiles Why traditional wealth-rating data is outdated — and what to track instead Inside Moxie: an AI tool that prioritizes outreach using leading indicators, not lagging ones How She Leads AI's free "Social Saturdays" build AI skills and community for women in the field Watch to learn how AI can sharpen your prospecting, your donor relationships, and the way you read the room — whether that room is in person or on Zoom. Connect with Anne Murphy: LinkedIn: search "Anne Murphy" + "She Leads AI" She Leads AI (free Social Saturdays, every Saturday 10am–12pm Pacific): sheleadsai.ai #AI #SalesTactics #Fundraising #Prospecting #ICP #AIforSales #SheLeadsAI #InTheCall

  5. 6d ago

    Feedback is the breakfast of champions

    Feedback is the breakfast of champions In this episode of In the Call, Nayak CEO Jean Templin sits down with Patty Matwijec a sales and marketing leader and strategist. Topics covered: How AI helps reps walk into calls more prepared How AI is changing buyers too — and raising the bar on both sides Automating the CRM updates nobody misses The real ingredients of a trusted buyer relationship: showing up, listening, honesty, matching tone, and being human Why feedback is objective, not subjective — and why that reframe matters Treating rejection as data, not a verdict Connect with Patty Matwijec: LinkedIn: Patty Matwijec Learn more about Nayak: nayak.ai In the Call is a podcast about the art and science of the sales conversation — hosted by Jean Templin, CEO of Nayak.

  • 5 Episodes

About

In The Call -Where deals, dollars, and quarters are won. In an age where AI can draft your follow-up email and summarize your call notes, the real competitive edge is what happens live. Join sales reps, managers, and relationship experts as they reveal how they build authentic relationships in real time, not after the fact. Discover the mindsets, tactics, and tools that help them stay present, read the room, and win trust when it matters most: during the call itself. Because as AI takes over more of the busywork, human judgment, presence, and trust-building become the skills that actually set you apart. The professionals who win aren't the ones who lean hardest on AI, they're the ones who pair it with sharper instincts and stronger relationships. This is hybrid intelligence in action: algorithmic tools in one hand, human connection in the other. Because the magic doesn't happen in the replay. It happens in the call.

Information

  • Creator
    Nayak
  • Years Active
    2026
  • Episodes
    5
  • Rating
    Clean
  • Copyright
    © 2026 Nayak