Info
Andre Yee, founder and CEO of Tiga AI, delves into revolutionizing the age-old practice of prospecting. In our debut episode, Andre shares his insights into the broken nature of the...
show more
Andre Yee, founder and CEO of Tiga AI, delves into revolutionizing the age-old practice of prospecting. In our debut episode, Andre shares his insights into the broken nature of the old prospecting playbook and the growing need for a fresh, modern approach. With over a decade of conversations with sales and marketing leaders under his belt, Andre highlights how traditional methods, like the "spray and pray," no longer suffice in today's dynamic sales environment. Tune in as we invite seasoned sales leaders and expert practitioners to uncover what truly works in modern prospecting, discussing everything from SDR roles to the intelligent use of AI, with a promise of practical tips and engaging discussions.
show less
Episodes & Posts
Episodes
Posts
Transcribed
11 JUN 2026 · Something has quietly broken in B2B pipeline generation. Not because the tools got worse. Because the assumptions underneath them were never quite right to begin with. That is the uncomfortable truth Jon Miller has been sitting with for years, and it is the reason he walked away from the category he helped build to start over.
If you are a go-to-market leader trying to figure out why pipeline feels harder to build even as AI promises to make everything easier, this episode is the one to bookmark. Jon has been at the center of B2B marketing technology for two decades, and he is one of the most credible voices in modern prospecting today. He knows where the bodies are buried. And he is not being polite about it.
Jon Miller co-founded Marketo in 2006, helped take it to IPO, and watched it get acquired by Adobe for nearly five billion dollars. He then founded Engagio, one of the earliest companies to operationalize account-based marketing, merged it with Demandbase, and served as CMO before leaving to start Fave, an AI-native marketing automation platform built on the premise that the old rules-based model cannot be patched. It has to be replaced.
Key Takeaways
The MQL model is built on a false assumption. Buying is a complex nonlinear system, and treating it like a linear gumball machine is why pipeline feels harder to generate even when teams are doing everything right.
Generative AI is making the personalization problem worse, not better. Most teams are only personalizing content, the fourth dimension of personalization, while ignoring offer, channel, and timing.
Signal-based marketing provided alpha six or seven years ago. Today most companies are using the same signals from the same providers, which means the edge is gone. Proprietary signals built with AI are where the real advantage lives now.
The shift from rules to reasoning is the most profound change AI brings to marketing automation. Rules cannot handle complexity at scale. Reasoning can, and that is what finally makes one-to-one marketing achievable.
The CMOs who are thriving today are not the best demand gen mechanics. They are the ones who represent the customer and the market to the executive team and earn their strategic seat by speaking the language of the board.
Jon Miller said, "The really exciting part of Gen AI is not, I can create a customized email or customized content. It is that I can say, what do I know about this person, what are all the actions I could possibly take, and then let me think and reason about what is going to be the most likely to optimize my relationship with them."
Jon Miller said, "The tactics that we used to use have gotten saturated. Email has gotten saturated, content marketing has gotten saturated. It is the tragedy of the commons. Anything that works, everybody starts doing until it no longer works."
Timestamps
00:00 Introduction and Jon Miller's background.
01:12 From physics to Epiphany to the one-to-one future.
03:37 Co-founding Marketo and competing with Eloqua.
06:11 Founding Engagio and the rise of account-based marketing.
07:11 Merging with Demandbase and the itch to start again.
08:22 Why AI finally makes the one-to-one vision achievable.
09:10 The state of account-based marketing today.
11:13 Why pipeline feels harder to build and who is really to blame.
15:35 The four dimensions of personalization and where AI gets it wrong.
17:30 How top marketing leaders are using AI to generate real alpha.
20:21 How CRMs and marketing automation platforms will evolve with AI.
29:53 The shift from rules to reasoning and what it changes.
35:42 How AI is reshaping marketing org structures and roles.
39:46 What the thriving CMO looks like today and what skills matter most.
43:57 How Jon Miller manages stress and why he blocks noon to one every day.
Connect with Jon Miller
LinkedIn: https://www.linkedin.com/in/jonmiller2
Fave: https://www.fave.ai
Transcribed
26 FEB 2026 · Fuentes failed the bar exam, took a holiday job at Best Buy for the employee discount, and ended up falling in love with sales. That path — from law school to retail floors to founding a sales acceleration firm that's worked with over 700 clients — shaped how he thinks about prospecting, process, and what actually drives revenue.
On this episode of Modern Prospecting, Andre Yee talks with Will about why the old playbook of mass emails and high-volume dials has lost its edge, and what's replacing it. Will breaks down how layering signals, applying behavioral psychology, and building structure into sales teams produces results that gut instinct alone never could. He also gets honest about AI's role in sales — where it's a force multiplier for top performers and a warning sign for everyone else.
Along the way, Will shares the story of getting fired on his son's first day of kindergarten, calling his wife from the parking lot, and deciding he'd never work for anyone again. Within nine months, he'd sold a million dollars in services.
This conversation covers what's working in prospecting right now, why the SDR role isn't going away but is changing fast, and how to build a career in sales when the ground keeps shifting underneath you.
Chapters:
00:00 – Introduction
00:11 – From Retail to Entrepreneurial Success
06:35 – "Consistency Drives Predictable Results"
08:56 – Focus on Connections, Not Traffic
12:40 – Decoding Signals Behind Layoffs
16:35 – Optimizing Workflows with AI Agents
20:19 – "Shifting Sales Roles with AI"
21:20 – Sales Pipeline Requires SDR Support
27:19 – "40/20 Rule for Growth"
29:06 – "Persistence Through Practice and Patience"
33:03 – Self-Reflection and Being Present
34:44 – "Fatherhood and Sales Insights"
35:15 – Outro
Quotes:
Will Fuentes:
"Life is momentum. Stay down too long and nothing happens. Get up, stay calm, and bet on yourself."
Andre Yee:
"Prospecting is the hardest part of selling — that's exactly why it matters most. You're at the tip of the spear."
Key Takeaways:
Bet on Yourself
Process is Power
Prospecting in the Modern Era
AI as a Force Multiplier
SDRs are the Tip of the Spear
The 40/20 Rule
Stay Calm and Present
Connect with Will Fuentes
LinkedIn:https://www.linkedin.com/in/will-fuentes-drivefastersales/https://www.linkedin.com/in/will-fuentes-drivefastersales
Website: https://maestrogroup.co/
Connect with the Host Andre Yee:
Website: http://tiga.ai/
Produced by Heartcast Media: http://www.heartcastmedia.com
Transcribed
4 DEC 2025 · Prospecting is harder than ever—noisier channels, distracted buyers, and shrinking attention. Nick Panayi, CMO of Inovalon and an early adopter of marketing automation and ABM, shares how he navigates that reality with a simple, disciplined start: listen first, map the culture, assess talent, then design the org to fit the mission.
Across his career at HP, Avaya, Amelia AI, and now Inovalon, Nick has seen pipeline generation shift from volume to timing. He explains why reading digital signals and offering real value—especially through short, substance-first webinars—outperforms pushy outreach. Email still matters as a delivery vehicle, LinkedIn drives influence beyond last-click, and search now demands generative optimization alongside SEO.
AI features prominently, but not as a replacement for marketers. Nick frames it as human-plus-AI: accelerate content production without losing expertise, and scale prospecting with triggers like mergers, leadership moves, and regulatory changes—while keeping humans in the loop where it counts.
Expect a practical playbook for your first 90–120 days in a new role, a content-led approach to pipeline, and a clear view of how mass customization and signal-driven engagement will shape go-to-market over the next five years. The throughline: the right people, the right timing, and a habit of never stopping learning.
Chapters:
00:00 - Introduction
00:11 - "Modern Prospecting Podcast: Nick Panay"
06:18 - "Talent Assessment and Adaptation"
07:15 - "Organizational Design and Talent Matching"
13:26 - Graceful, Thoughtful Buyer Engagement
15:29 - "Content Leads, Channels Follow"
18:08 - Effective Communication Channels
23:41 - "Adapting to Regulatory Changes"
27:18 - AI's Impact on Marketing Jobs
29:44 - "AI-Driven Sales Prospecting Signals"
32:29 - "Automated Outreach with AI"
36:07 - "Proactive AI Adoption in Marketing"
40:40 - Automated Messaging with Human Oversight
45:10 - Leadership Advice for Growth
45:50 - "Subscribe to Nick's AI Insights"
46:15 - Outro
Quotes:
"Never stop learning. Even the most experienced among us aren’t done growing—always keep your eyes open, always be learning, and that will keep you excited for what’s next."- Nick Panayi
"As marketers and go-to-market professionals, we should be leaning in—if your board is telling you to implement AI, you’re already behind. Play offense, not defense."- Andre Yee
Key Takeaways:
Start With People, Not Platforms
Break Through the Noise With Value
Webinars and Content Rule
AI as an Accelerator, Not a Replacement
Customize Prospecting at Scale
Always Be Learning
Leadership With Heart
Look Ahead, Lean In
Connect with Nick PanayiLinkedIn: https://www.linkedin.com/in/nickpanayi/
Website:http://www.inovalon.com/
Connect with the Host Andre Yee:
Website:http://tiga.ai/
Transcribed
21 OCT 2025 · Welcome to another episode of Modern Prospecting! Host Andre Yee engages in a compelling conversation with Craig Rosenberg, a distinguished go-to-market expert. Craig's career has traversed sales, consulting, and venture capital, making him a seasoned guide in the tech industry. As the co-founder of Topo, a renowned sales consultancy acquired by Gartner, and now a leader at Scale Venture Partners, he helps startups navigate the dynamic tech landscape.
In this episode, Craig reflects on his unique career trajectory, sharing insights into the optimism that fuels startups and what he has learned from the venture capital world. The discussion delves into the integration of AI in sales and marketing, highlighting unexpected findings on productivity gains and examining the effects of technology on go-to-market teams. Craig also offers a glimpse into the future of sales roles and how organizations are adapting to the AI revolution, emphasizing the enduring importance of hope and human creativity.
This episode promises valuable takeaways for founders, sales professionals, and tech enthusiasts alike, offering practical advice and a new perspective on thriving in the evolving world of prospecting.
Chapters:
00:00 - Introduction
00:13 - "Sales Development Journey Reflection"
06:12 - Hope Fuels Happiness
10:02 - AI Adoption in SaaS Companies
11:40 - "AI Adoption with Rev Ops"
14:28 - "AI ROI: Functional Impact Insights"
18:13 - "Measuring ROI Through Productivity"
21:56 - AI's Role in Productivity Improvement
26:12 - "AI Power in Outreach Strategies"
28:42 - AI-Assisted Outreach with Human Touch
33:31 - "Business Acumen and Value Building"
37:12 - "Go-to-Market Transformation Insights"
37:50 - "AI's Impact on Market Teams"
41:58 - Exploring Fun and Relaxation
44:14 - "Embrace Failure, Keep Going"
45:14 - Outro
Quotes:
"Hope is a powerful force—chasing something amazing fuels unstoppable energy."- Craig Rosenberg
"Innovation inspires hope, not just for you, but for your customers too."- Andre Yee
Key Takeaways:
The Power of Hope in Startups
AI Adoption Is Real—and Rapid
Productivity Gains Trump Immediate ROI
The Future of Human-Centric Selling
GTM Engineering: The Next Frontier
Success Is About Learning, Resilience, and Action
Above All: Share Knowledge Generously
Connect with Craig Rosenberg
LinkedIn: https://www.linkedin.com/in/craigrosenberg/
Website: https://www.scalevp.com/
Connect with the Host Andre Yee:
Website: http://tiga.ai/
Transcribed
24 SEP 2025 · Welcome back to Modern Prospecting. In today’s episode, Andre Yee converses with Nadia Davis, Vice President of Marketing at CaliberMind and a prominent Account-Based Marketing (ABM) specialist. Drawing from their extensive professional history, Andre and Nadia explore the current landscape of ABM, explain why effective execution is essential even with advanced technology, and address the challenges of modern prospecting in a competitive market.
Nadia shares her approach to creating impactful campaigns, influenced by her love for reading and her ability to incorporate elements from pop culture and personal experiences into initiatives like her “Hitchhiker’s Guide to Marketing Analytics.” They discuss the changes in the prospecting field over the past decade, the significance of data-driven storytelling for marketing success, and strategies for navigating the complexities of intent data and AI to drive pipeline growth.
This episode is ideal for go-to-market leaders seeking innovative strategies and professionals interested in balancing ambition with work-life integration. Nadia’s insights provide practical advice and effective strategies to thrive in the evolving world of B2B marketing and sales.
Chapters:
00:00 - Introduction
00:10 - Creative Storytelling in Marketing
03:21 - Dynamic Spectrum of Marketing Roles
08:06 - ABM Tools Need Effective Execution
10:55 - ABM Challenges: Costs and AI Solutions
12:55 - Unified View of Buyer Journey
17:41 - Crafting Niche Marketing Channels
21:14 - Integrated Marketing Data Insights
23:43 - 'Black Box' Data Challenges Explained
26:14 - Targeted Prospecting Through Buying Signals
29:47 - AI-Powered Insights for Sales Teams
33:41 - AI in Human Interaction Dynamics
38:31 - AI: Boosting Productivity Over Conversions
42:16 - Music Conservatory's Lasting Impact
43:07 - Embracing High-Speed Productivity
44:26 - Outro
Quotes:
“Anchor your story in data to empower your business and accelerate your growth. Embrace it, and unlock exponential possibilities.”- Nadia Davis
“Go-to-market leaders succeed by identifying the right channels and signals. There’s no shortcut—mastery sets great teams apart.”- Andre Yee
Key Takeaways:
Creativity is Everywhere—Feed Your Inspiration
ABM Isn’t Dead—Execution is Everything
It’s Time to Rethink Prospecting
Data is Your Superpower
Intent Data: Directional, Not Deterministic
AI: Productivity Booster, Not a Magic Bullet
Own Your Balance—Discipline Creates Freedom
Connect with Nadia Davis
LinkedIn: https://www.linkedin.com/in/nadia-davis-mba/
Website: https://calibermind.com/
Connect with the Host Andre Yee:
Website:http://tiga.ai/
Transcribed
12 AUG 2025 · In this episode of Modern Prospecting, I had the chance to sit down with Santosh Sharan, founder and CEO of http://Zeer.AI , whose journey spans leadership roles at ZoomInfo, Apollo, and RB2B. With a front-row seat to the evolution (and breakdown) of traditional go-to-market strategies, Santosh shares an insider’s take on why the old playbooks no longer work—and what needs to change.
We get into it all: why B2B buyers are harder to reach than ever, how http://Zeer.AI is rewriting the rules with its buyer-led model, and what founders need to understand about navigating today’s noisy, AI-saturated landscape.
Santosh doesn’t just talk theory—he shares the exact LinkedIn strategy that helped him book 50+ meetings with senior execs, and breaks down why authenticity, personalization, and building your own tribe are more critical than ever.
If you’re a startup founder, sales pro, or just curious about the future of prospecting, this one’s packed with practical insights and hard-won wisdom.
Chapters:
00:00 - Introduction
00:13 "Unique Industry Insight Expertise"
03:20 - GTM Playbook Broken: Seeking Solutions
07:06 - Evolving Challenges in B2B Prospecting
12:25 - Evolving Market Trends and Parity
15:18 - AI-Driven Solution Collaboration Platform
19:11 - "Startup Founder Embraces Sales Mindset"
22:31 - Navigating Rising CAC in SaaS
24:25 - Building Buyer Loyalty Through Tribes
28:30 - Automated Engagement for Targeted Outreach
32:32 - Importance of High-Quality Content
35:13 - Efficient Content Creation Strategy
39:57 - AI's Impact on Vendor Competition
42:18 - Evolving AI-Driven Sales Tools
44:36 - "Solitude Experience and Future Discussion"
47:07 - Humanity vs. Machine Performance
48:13 - Outro
Quotes:
"True transformation requires daring risks and the courage to build something new."- Santosh Sharan
"The playbook is broken, but that creates space for new ideas, honesty, and innovation. The future belongs to those willing to question everything and build what’s next."- Andre Yee
Key Takeaways
The Old Go-to-Market Playbook is Broken
Custom Signals Are the Future of Prospecting
Flipping the Funnel: Buyer-Led, Agentic GTM
Building a Tribe Over Chasing Leads
LinkedIn as a Prospecting Engine
The Human Element Still Wins—But Scaled by AI
Personal Growth Fuels Professional Success
Connect with Santosh Sharan
LinkedIn:https://www.linkedin.com/in/srichard1/
Website:https://www.linkedin.com/company/mediafly/https://www.zeer.ai/
Connect with the Host Andre Yee:
Website:http://tiga.ai/
Transcribed
23 JUL 2025 · In this episode of Modern Prospecting, host Andre talks with Casey Drake, VP of Sales at Endear. Casey shares how he moved from being the first Account Executive at Endear to leading the sales team. Instead of following the usual SDR/AE model, Casey built a team of full-cycle AEs who manage the entire sales process.
They discuss how the team uses signal-based prospecting and tools like Tiga to improve timing, reduce manual tasks, and focus on real conversations with prospects. Casey explains why the traditional SDR model doesn’t work for their team and how they’ve made changes to improve results.
Topics covered include:
- How Endear approaches outbound sales
- What metrics they track to measure prospecting
- How sales and customer experience work together
- What tools help their team work better
If you’re looking for ways to improve prospecting, update your sales process, or explore new tools, this episode will give you clear steps and ideas to try.
Chapters:
00:00 – Introduction
00:13 – From First AE to Sales Leader: Casey’s Startup Journey
05:23 – Redefining Prospecting: Moving Past Traditional Playbooks
07:03 – Learning Sales Without Formal Training
10:15 – Why the SDR/AE Split No Longer Works
15:57 – The Challenge of Scaling in a Niche ICP
19:00 – What’s Blocking Better Sales Engagement
21:09 – How They Target Brands Opening New Stores
25:57 – Using Signals to Spot Revenue Decision-Makers
27:41 – What Signals Matter Most in Prospecting
32:59 – Building Smarter, Not Noisier, Outreach
34:16 – How to Set Up AEs for Better Results
37:47 – Integrating Tiga: Clear Use Cases First
40:10 – Outro
Quotes:
"We hand the toughest task in sales—convincing strangers they need something they've never heard of—to the least experienced people on the team. That’s the SDR trap."- Casey Drake
"Nearly everyone says they’re using AI—but most admit they haven’t seen it actually do anything. It’s all hype until it drives real results."- Casey Drake
Featured Guest:
Casey Drake
Guest LinkedIn:https://www.linkedin.com/in/caseybdrake/
Guest Website: http://www.endearhq.com/
Transcribed
12 JUN 2025 · In the latest episode of Modern Prospecting, host Andre Yee engages with Matt Heinz, founder and president of Heinz Marketing and host of the Sales Pipeline Radio podcast. Matt's career transitioned from journalism to leading B2B marketing, offering valuable insights from starting his own firm amidst economic uncertainty and the role of unexpected opportunities in his professional journey.
The conversation explores the shifting landscape of pipeline building and prospecting, highlighting the significance of consistency, genuine value provision, and fostering enduring relationships over short-term gains. They address the challenges of cutting through the B2B sales noise, the growing complexity of buying processes, and the impact of AI on go-to-market strategies.
Additionally, Matt discusses work-life balance for revenue leaders, elaborating on the concept of the “joy of missing out” and the deliberate choices that enable him to excel both professionally and personally.
For those seeking practical insights on modern prospecting, effective sales strategies, and the evolving future of B2B marketing, this episode offers a wealth of knowledge.
Chapters:
00:00 - Introduction
00:13 - Navigating Innovation and Life
04:52 - Heinz Marketing's Expertise Sharing
10:07 - "Sustained Success Through Value Creation"
13:45 - "Challenges in Immediate Sales Conversion"
16:45 - "Engaging Outreach Strategy"
18:20 - "Lizard Brain Connection"
23:35 - Automate SDRs with AI Tools
25:21 - "Human-Centric Selling with AI"
28:32 - AI Accelerates Data Discovery
31:53 - Embrace AI for Daily Tasks
34:24 - Travelocity CEO on AI Hiring
39:53 - Choosing Wisely: Embrace the "No"
40:32 - Intentional Living Through Selective Choices
43:45 - Prioritize Health Over Convenience
44:35 - Outro
Quotes:
"Life is written in pencil. Embrace new ideas—you never know where they'll lead you."- Matt Heinz
"Relationships matter. Consistent, genuine connections create lasting impact beyond the metrics."- Andre Yee
Key Takeaways:
Embrace the Unexpected Journey
Consistency & Value Trump All in Prospecting
Relationships Still Rule in a Noisy World
Outbound Isn’t Dead—But It Has Evolved
AI Is a Powerful Ally—But Not a Replacement for Humans
The Joy of Missing Out: Choose What Matters Most
The Fundamentals Remain: Target, Multithread, Motivate
Lead the Change—Don’t Wait for Perfect
Invest in Your Health and Happiness
Connect with Matt Heinz
LinkedIn:https://www.linkedin.com/in/mattheinz/
Website:http://www.heinzmarketing.com/
Connect with the Host Andre Yee:
Website:http://tiga.ai/
Produced by:http://heartcastmedia.com
Transcribed
13 MAY 2025 · In an era where countless sales messages flood inboxes daily, effective prospecting has never been more challenging. Welcome to Modern Prospecting! In this episode, host Andre Yee speaks with Steve Richard, the SVP of Revenue and Enablement at Mediafly. With over two decades of experience in sales development, Steve has built a reputation as a speaker and trainer in the industry. Together, they explore the transformation of the sales development representative (SDR) role, addressing the challenges that make it less appealing and how it has evolved over time. They examine the current state of sales prospecting, the tools and technologies that have reshaped the landscape, and the traits that define successful SDRs. Steve provides actionable tips for effective prospecting in a world saturated with spam and discusses the impact of AI on the future of sales development. Gain valuable insights and strategies for modern prospecting to enhance your sales performance.
Steve Richard is SVP of Enablement at Mediafly following their acquisition of ExecVision, the company he founded. Steve also founded and exited Vorsight. His mission is to help as many sales teams as possible achieve success. He has been featured in publications including The Harvard Business Review, The Washington Business Journal, and The Washington Post. Outside of work, Steve enjoys scuba diving, skiing, running, and watching football. He lives in Arlington, VA with his wife Ellen and their four children, aged 9, 11, 13, and 15.
Chapters:
00:00 - Introduction
00:19 - Rethinking the SDR Role
04:43 - Evolving Skills for Modern Sales
07:28 - Clever Prospecting Success Techniques
10:22 - Know Your Audience's Platforms
14:04 - Effective Experimentation and "Tub" Emails
19:31 - Interview Traits: Curiosity, Drive, Systems Thinking
21:45 - Challenges in Evaluating Writing and Communication Skills
24:47 - AI and Broad Channel Testing
26:44 - Creative Demand-Generation Activities
30:50 - AI's Role in Modern Sales Strategies
33:50 - AI Tool for Sales Teams
35:58 - Outro
Quotes:
"Effective prospecting is about delivering valuable messages that resonate with prospects."- Steve Richard
"Mastering prospecting requires dedication and thoughtful experimentation."- Andre Yee
Key Takeaways:
Evolving Role of the SDR
Experimentation is Key
Embracing AI Tools
Personalization at Scale
Characteristics of a Great SDR
Creative Offers as Bait
Connect with Steve Richard
LinkedIn: https://www.linkedin.com/in/srichard1/
Website: https://www.linkedin.com/company/mediafly/
Connect with the Host Andre Yee:
Website: http://tiga.ai/
Transcribed
17 APR 2025 · Welcome to Modern Prospecting! Join our host, Andre Yee, as he engages in an insightful conversation with Melissa Madian, the original guru of revenue enablement. Melissa shares her remarkable journey from leading sales engineering at Eloqua to becoming a renowned consultant dedicated to optimizing revenue engines for businesses. Together, they explore the evolving landscape of prospecting, the transformative potential of AI, and the crucial role of storytelling in sales.
In This Episode, You'll Discover:
- The Flaws of Traditional Prospecting: Andre and Melissa discuss why the old "spray and pray" methods are no longer effective in today's dynamic sales environment.
- Refined Targeting vs. Mass Outreach: Learn how precise targeting outperforms broad outreach strategies.
- Storytelling in Sales: Understand how to incorporate storytelling to enhance your prospecting efforts.
- Effective Subject Lines: Tips on crafting genuine and engaging subject lines without resorting to gimmicks.
- Buyer-Centric Strategies: Developing storytelling techniques that focus on the buyer's needs and challenges.
- The Future of SDR Teams: Rethinking the necessity and structure of Sales Development Representative teams in modern sales.
- Optimizing SDR Roles: Strategies for placing SDRs effectively within your sales framework.
- Communication Channels: Evaluating the importance of different communication channels in prospecting.
- Multi-Channel Prospecting Challenges: Overcoming the hurdles of implementing a multi-channel approach.
Timestamps:
- 00:00 - Introduction to Revenue Enablement
- 04:55 - Concerns with Outdated Prospecting Playbooks
- 07:07 - Benefits of Refined Targeting Over Mass Outreach
- 12:03 - Integrating Storytelling into Prospecting
- 16:13 - Avoiding Gimmicky Subject Lines
- 17:28 - Developing a Buyer-Centric Storytelling Strategy
- 20:28 - Reevaluating the Need for SDR Teams
- 23:58 - The Future of Sales: Upskilled SDRs
- 29:14 - Optimizing SDR Role Placement
- 31:23 - The Importance of Communication Channels
- 33:37 - Challenges in Multi-Channel Prospecting
About Our Guest:
Melissa Madian is the Founder and Chief Fabulous Officer at TMM Enablement Services Inc. She pioneered the “sales enablement” role and has dedicated the past 25 years to enhancing the sales experience for revenue-generating teams. Melissa has successfully produced numerous Sales Kick Offs, built world-class sales onboarding and enablement programs, and created training academies for top SaaS companies. She is the author of the ultimate guide to revenue enablement, “Enabler? I Hardly Know Her! How to Make the Sales Experience Not Suck.”
Connect with Melissa Madian:
- https://www.linkedin.com/in/melissamadian/
- https://www.linkedin.com/company/tmm-enablement-services-inc/
Tune in to gain valuable insights and practical tips that will help you elevate your prospecting strategies in 2025 and beyond. Whether you're an SDR, AE, or simply interested in the future of sales, this episode is packed with expertise to enhance your approach.
Andre Yee, founder and CEO of Tiga AI, delves into revolutionizing the age-old practice of prospecting. In our debut episode, Andre shares his insights into the broken nature of the...
show more
Andre Yee, founder and CEO of Tiga AI, delves into revolutionizing the age-old practice of prospecting. In our debut episode, Andre shares his insights into the broken nature of the old prospecting playbook and the growing need for a fresh, modern approach. With over a decade of conversations with sales and marketing leaders under his belt, Andre highlights how traditional methods, like the "spray and pray," no longer suffice in today's dynamic sales environment. Tune in as we invite seasoned sales leaders and expert practitioners to uncover what truly works in modern prospecting, discussing everything from SDR roles to the intelligent use of AI, with a promise of practical tips and engaging discussions.
show less
Information
| Author | Heartcast Media |
| Organization | Molly Ruland |
| Categories | Business |
| Website | - |
| - |
Copyright 2026 - Spreaker Inc. an iHeartMedia Company
