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.

  1. Sep 15

    GenAI is not your attorney

    Heather Hansma (COO, Nayak) sits down with Nadine Deeb, founding attorney of Accord & Shield Legal, to talk about where founders lean too hard on Gen AI for legal work — and what it actually costs them. In this episode: ⚖️ Why AI-drafted contracts keep showing up with missing indemnification clauses and weak limitation-of-liability language — "more red than black" by the time it hits an attorney's desk 🔒 The privilege problem nobody talks about: pasting a lawyer's advice or a contract in progress into ChatGPT, Claude, or Gemini can break attorney-client privilege entirely 🤖 Nadine's rule of thumb: "If you can't do your job without AI, you can't do your job" — plus why you're fully accountable for AI output even though you don't own it 📄 MSA vs. SOW 101: what belongs in each, why IP ownership defaults can quietly flip on you, and how a single comma once moved ownership from contractor to client ✍️ Why "whoever drafts the contract" isn't a small detail — the clauses look the same, but the paper always favors the party who wrote it 🧑‍⚖️ How fractional general counsel works — formation-to-exit support for founders, from structuring and employment classification to trademarks and M&A Nadine Deeb is the founding attorney of Accord & Shield Legal, licensed in California, Arizona, and Texas, working with SaaS and tech companies on contracts, AI governance, and multi-state employment. Before founding her practice, she was in-house counsel for a tech company that's since been acquired multiple times. Connect with Nadine Deeb and Accord @Shield: https://accordshield.com/ 🎙️ 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. Sep 12

    What separates good salespeople from great ones?

    What separates good salespeople from great ones? With 20+ years in sales leadership, Sean Obrey, Sales Director at Allot, has been in more high-stakes conversations than most people will ever see. He joins In The Call to share exactly what separates good salespeople from great ones — packed with real-world wisdom from someone who's lived it at the highest level. In this episode: Sean's 3 rules for a strong first callWhy he ditches the PowerPoint on the first call, every timeWhy being "the dumbest person in the room" is actually a sales superpowerReal-world lessons from 20+ years leading sales teams Connect with Sean Obery: https://www.linkedin.com/in/t-sean-obrey/ 🎙️ 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. Sep 10

    What if you could hear exactly what the buyer is thinking while you're still in the room?

    What if you could hear exactly what the buyer is thinking while you're still in the room? For the first time on In The Call, two seasoned buyers pull back the curtain on what's actually happening on their side of the table. Christine Templin has spent her career buying and evaluating engineering and operations tools for Fortune 100 companies including Apple, Twitter, and NTT America. Heather Hansma brings her own deep experience from the buyer's seat, evaluating and purchasing tools for Fortune 100 companies including Wells Fargo and Twilio. Together, they break down the frustration, the signals, and the moments a deal is silently lost. In this episode: Why feature dumping kills deals before they startWhat happens internally when a buyer doesn't feel heardThe reliability and uptime conversation that should have been simple — and wasn'tWhat it actually takes to earn a buyer's trust Connect with Christine Templin: https://www.linkedin.com/in/christinetemplin/ 🎙️ 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. Sep 8

    Talk less, listen more.

    Talk less, listen more. In this episode, Nayak COO Heather sits down with sales advisor, CRO, author, and rapper David Morse to break down what it actually takes for founders to run a great first sales call. Founders selling for the first time face a unique set of challenges — no brand recognition, no proof points, sometimes not even an established category for what they're selling — but prospects are often more willing to take a meeting with a founder than a typical salesperson. In this episode: Why founders sometimes have an edge over traditional sales reps — and how to use itThe three buckets of sales mistakes founders make: talking, asking, and arguingHow to open a call without centering yourself in the storyHow to handle demo requests the right wayA simple way to turn objections into trustWhy disqualifying a bad-fit deal is a win, not a loss Connect with David Morse: https://www.linkedin.com/in/yodavidmorse/ 🎙️ 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

  5. Sep 8

    Human Judgement and GenAI in Customer Meeting

    In this episode, Heather Hansma (COO of Nayak.ai) and Laura Fu (GTM Architect for AI Native Revenue Systems at DevRev and Best Selling Author of Designing for Excellence) explore the evolving role of human judgment in the age of AI, especially in sales and customer interactions. They discuss how AI can augment human skills, the importance of process design, and the future of human-AI collaboration.

  6. Sep 6

    AI isn't coming for your sales job

    AI isn't coming for your sales job — it's coming for the parts of it that were holding you back. In this episode, we sit down with Eytan Urbas to unpack what's actually happening on the revenue side of the house as AI reshapes the sales landscape. We dig into why complex, bespoke sales processes still demand real human judgment, empathy, and relationship-building — and why the current AI moment is less "gold rush" and more picks and shovels. In this episode: Why ghosting isn't rejection — it's dataThe "indefinite maybe": the quiet cycle-killer hiding in your pipelineWhy hard questions from prospects are intent signals, not objectionsWhy great questions — not a great pitch — are what win deals Connect with Eytan Urbas: https://www.linkedin.com/in/eurbas/ 🎙️ 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

  7. Sep 4

    It's not the pitch — it's the awareness.

    It's not the pitch — it's the awareness. In this episode, Nayak CEO Jean Templin sits down with Bob Healy, Chief Commercial Officer at Prelude Solutions and a sales veteran who literally took Jean door-knocking back when SDRs still hit the pavement. They dig into what's changed, what hasn't, and where AI fits into the modern sales motion. In this episode: The science vs. art divide in sales, and where AI plays a roleWhy post-call review tools are just the beginningReal-time coaching vs. retrospective feedbackEmotional intelligence as the irreplaceable edgeBob's take on the tools in his current stack (including Nayak) Connect with Bob Healy: https://www.linkedin.com/in/bobhealey/ 🎙️ 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

  8. Sep 2

    Why does ghosting happen — in dating, in business, everywhere?

    Why does ghosting happen — in dating, in business, everywhere? Heather Hansma sits down with NYU Associate Professor Emily Balcetis, author of Clearer, Closer, Better: How Successful People See the World, to unpack the psychology behind one of the most frustrating experiences in sales, recruiting, and relationships. 70% of salespeople say they've been ghosted by a prospect. 70% of companies say the same about job candidates. In this episode: What ghosting really is, psychologically speakingEarly behavioral signs that someone may be about to ghostThe role of wishful thinking and base rates in how we read signalsWhy tough questions and price pushback often signal investment, not disengagementHow to stress-test a relationship or deal without being confrontational Connect with Emily Balcetis: https://en.wikipedia.org/wiki/Emily_Balcetis 🎙️ 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

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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
    13
  • Rating
    Clean
  • Copyright
    © 2026 Nayak