The Sales Strategist Podcast (ENG)

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Conversations with the best practitioners, authors and leaders who have redefined how we sell today. Every episode explores a specific topic - complex deals, negotiation, sales leadership, GTM strategy - through the people who have lived, studied and applied them. In Italian and English.

  1. Apr 8

    Seth Marrs | 2026: The Year of Sales Effectiveness

    Most revenue teams have more tools, more data, and now more AI than ever before. So why does execution still break down under pressure? That is one of the core tensions behind 'The Era of Precision Growth in B2B: A GTM Motion Powered by Data', part of the 2026 Growth Imperatives created with leaders across Trilliad, Sercante, and Sandler. Because the problem is no longer access to information. The problem is turning that information into execution that actually sticks. Training happens. Enablement gets rolled out. AI gets added. But too often, sellers still fall back into old behaviors. Managers detect it late. And leaders still struggle to prove whether all this investment is improving performance or just increasing activity. That is why this conversation matters. In this episode of The Sales Strategist, I sit down with Seth Marrs, Chief Strategy Officer at Sandler, to unpack that exact shift: from efficiency to effectiveness, from one-off training to sustained execution, from enablement participation to financial proof... and way more.

    28 min

  2. Mar 26

    Justin Shriber | AI Revenue Agents: Fixing Sales Execution

    Sales teams are not short on tools: they’re short on execution that actually sticks. For years, the promise of sales tech was simple: more data, more visibility, more control. But what most teams got instead was more admin, more layers, and more noise. So the real question is no longer: "Do we have enough information?" It’s: "Why does all this information still fail to produce better execution?" In this episode of The Sales Strategist podcast, I sit down with Justin Shriber, CEO & Co-Founder at Terret, to unpack that exact problem : from manual revenue work to fragile forecasts, and from insight overload to the missing execution layer.

    33 min

  3. Mar 14

    Andrew Kaufmann | The Exec Access Problem: Why Your First Sales Meeting Has No Leverage

    Getting a meeting isn’t the hard part anymore. Getting a meaningful meeting is. Executives receive constant outreach, calendars are saturated, and too many first meetings feel exactly the same: generic discovery calls with very little real value. So the real challenge for modern sellers is simple: Why should an executive spend time with you? In this episode of The Sales Strategist, I sit down with Andrew Kaufmann, founder of Time to Give Network and a former enterprise sales leader with more than 25 years of experience. We talk about: why executive access has become harder than everwhy many first meetings have lost leveragewhat actually makes an executive want to take a meetingand how creating a real value exchange changes the dynamic entirely If you work in sales leadership or enterprise selling, this conversation will make you rethink how you earn time with buyers.

    44 min

  4. Feb 22

    Tal Paperin | AI didn't kill SaaS, it killed lazy sales motion

    AI didn’t kill SaaS, it killed lazy sales motion. For years, software companies operated in a market where buyers tolerated short cycles, per-seat pricing, subscription-first thinking, and order-taking sales teams. That world is gone. In this episode of The Sales Strategist, I sit down with Tal Paperin to unpack why this shift is structural and what it really means for founders, CROs, and sales teams. We talk about: what has actually changed on the buyer sidewhy adding more tools and AI often makes things worsewhy “value” has become an empty word in saleswhat a real competitive moat looks like when products can be clonedand whether traditional sales playbooks are reaching their limitIf you’re building or leading a SaaS company, this conversation will force you to rethink how you sell, not just what you sell.

    31 min

  5. Jan 30

    David Brock | Why “Good Enough” Is Killing Sales Performance

    In sales, “good enough” rarely looks like failure. It looks like acceptable. And that’s exactly why it’s dangerous. In today’s episode of The Sales Strategist, I sat down with David Brock to unpack what happens when teams normalize the bare minimum and how excellence is built through small, daily choices. We talk about: 👉 personal accountability (and why micromanagement quietly kills it) 👉 discipline and motivation 👉 why people knowingly stay stuck at “good enough” 👉 and what leaders can do to hire, coach, and reinforce excellence consistently If you lead a sales team or you’re serious about your own growth, this one will challenge you in the best way.

    49 min

  6. 11/11/2025

    James Newell | In the Age of AI and Information overload, Clarity wins

    We live in a world of endless noise, with attention spans shrinking by the day. In this environment, clarity isn’t just a nice-to-have. It’s your biggest competitive advantage. That’s exactly what I discussed with James Newell, author of CLEAR Sales Message: a book that’s as straightforward as its title. We talked about: 👉 Why clarity is the missing skill in most sales conversations. 👉 How it’s evolved in the age of AI and “information overwhelm.” 👉 And what practical steps sales professionals can take to communicate with more impact in 2025. A masterclass in cutting through the noise and selling with purpose.

    32 min

  7. 10/13/2025

    Tony Pearson | Sales Hiring is broken: Here's how to fix it

    Everyone says hiring great sales talent is hard. But as Tony Pearson points out, the real problem might be how we’re trying to do it. After more than 20 years, 5,000 interviews, and 500 hires, Tony knows the interview isn’t the best predictor of success. It’s polished, it’s rehearsed, and it rarely shows how someone thinks, reacts, or behaves when things get tough. So how do you fix something so broken? By looking deeper at the traits that drive real performance: desire, commitment, outlook, coachability, ownership. This episode is a masterclass on how to spot real potential throughout the interview process, and how the best leaders de-risk every hire.

    30 min

  8. 09/22/2025

    Paola Piccinno | ABM Isn’t Dead: It’s Just Evolving with AI

    “ABM is dead.” That’s what many say — but Paola Piccinno isn’t convinced. And neither am I. In this episode of The Sales Strategist, we dig into why ABM still matters — and how it’s evolving with AI, intent data, and smarter alignment between sales & marketing. ✅ What went wrong with ABM (and why most companies never really nailed it) ✅ How to rethink personalization in the age of automation ✅ Why real alignment with Sales is non-negotiable ✅ What AI can do (and can’t do) for account-based plays ✅ And what needs to change if ABM wants to stay relevant in 2025 This conversation was practical, honest, and refreshingly direct.

    37 min
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Conversations with the best practitioners, authors and leaders who have redefined how we sell today. Every episode explores a specific topic - complex deals, negotiation, sales leadership, GTM strategy - through the people who have lived, studied and applied them. In Italian and English.

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