Aug 9: The 75/25 enterprise territory split
Good morning. Top performers are mathematically isolating their failure points and strictly auditing their calendar allocation.
Enterprise Account Executive Dean Wiener attributes 20 years of consistent quota attainment to a strict calendar split. He dedicates exactly 75 percent of his working hours to seven-figure whale accounts tied to funded corporate initiatives, leaving just 25 percent for the mid-sized deals that provide his baseline safety net.
Today's Sales Plays (20)
Tactical moves operators are running right now, with verbatim source.
negotiation
The four-lever discount framework
When a buyer asks for a discount, offer to "pay them" for concessions on volume, payment terms, contract length, or timing.
Discussing: A buyer demands a steep discount at the closing table.
“Commit to more stuff. Pay us faster. Commit longer. Help us forecast. Those are the four things we're willing to pay you for in the form of a discount.”
MechanismRefuse arbitrary discounts. Instead, lay out the four levers that drive your pricing: volume, payment speed, commitment length, and deal timing. Tell the buyer: "Those are the four things we're willing to pay you for in the form of a discount." Let them adjust those levers to build their own discount.
OutcomeTurns adversarial negotiations into collaborative problem-solving sessions.
CounterpointFraming a discount as "what we will pay you for" rather than "what we are willing to accept" shifts the power dynamic.
Drop the Poker Face, Sell With Transparency · Aug 7, 2026
outbound
Email-Directed Cold Call Voicemail
Use your voicemail to drive attention to a cold email rather than asking for a callback.
Discussing: Leaving a voicemail when a prospect doesn't answer a cold call.
“there's no need to call me back. I'm literally about to hit send on an email to you. Just so we don't play phone tag, would you mind taking a look and letting me know if what I sent over is even remotely interesting?”
MechanismWhen a prospect doesn't answer, leave a voicemail stating the research trigger that made you call. Explicitly tell them not to call you back because you are about to send an email. Ask them to reply to the email so you don't play phone tag.
Outcometriples your cold email reply rate
CounterpointVoicemails are traditionally used to request callbacks; here, they act as an alert system for the inbox.
#594 - The Perfect Outbound Sequence: Scripts, Templates, Messaging · Jul 28, 2026
comp_and_quota
Tiered outbound pipeline targets
Scale the self-sourced pipeline requirement based on the AE's market segment to build their outbound muscle progressively.
Discussing: Setting self-sourced pipeline expectations for AEs across different market segments.
“Small high velocity segments, like anywhere from 10 to 20 percent is usually kind of the right amount of stretch... medium segment, that's where I start to think 60-40, 50-50... large enterprise, 80 percent outbound.”
MechanismTier the outbound burden by segment. Require 10-20% self-sourced pipeline for high-velocity SMB AEs, 40-50% for mid-market AEs, and 80% for enterprise AEs. This allows reps to naturally build their outbound skills as they get promoted, making the 80% target manageable when they reach enterprise.
Outcome10-20% outbound for SMB, 50% for mid-market, 80% for enterprise.
CounterpointApplying a blanket 50/50 inbound-to-outbound ratio across the entire floor ignores the reality of enterprise deal flow.
CRO of Orum on AI, cold calling, and the future of SaaS · Jul 27, 2026
outbound
Hyper-specific personal subject lines
Use a subject line that makes zero sense to anyone except the recipient to prove you did your research.
Discussing: Getting buyers to open cold emails when their inboxes are flooded with generic, automated spam.
“We have to create a super funky subject line that makes absolutely no sense except to the person that's receiving it... Your curiosity is piqued and you're going to open it up.”
MechanismFind a highly specific detail on their LinkedIn or company page (a sibling's name, a niche volunteer org, a specific press release). Combine it with your company name using plus signs. Example: "Dave Phillips + LinkedIn + Sam Sales".
OutcomeAbove a 20% positive reply rate.
CounterpointDefies the standard advice to keep subject lines relevant to the business problem; the goal is purely to prove you did research.
#596 - This Cold Email Formula Gets +20% Replies (Exact Templates) · Aug 4, 2026
outbound
30-Day Phased Outbound Sequence
Break a 14-touch sequence into three distinct phases to test different problems without fatiguing the prospect.
Discussing: Structuring an outbound sequence without annoying prospects with the exact same pitch.
“we switch between problems and strategies throughout the sequence. And every time you do that, you give yourself a new shot to get replies... you can buy yourself more touch points by going multi-channel.”
MechanismRun 10-14 touches over 30 days. Week 1: Hit the biggest problem via email, LinkedIn, and calls. Week 2: Switch to a secondary problem, phase out LinkedIn, and reduce touch frequency. Week 3-4: Phase out calls entirely, relying only on push-away emails to get a definitive answer.
Outcomegives you a new shot to get replies
CounterpointMost reps pepper prospects with the exact same pitch 14 times; this phases out channels and shifts the problem focus.
#594 - The Perfect Outbound Sequence: Scripts, Templates, Messaging · Jul 28, 2026
discovery
The five-minute transparency close
End discovery calls by asking if the problem is worth solving right now to avoid bloating your pipeline with fake deals.
Discussing: Ending a discovery call to accurately gauge if the deal is real and prevent bloated pipeline.
“Number one, based on what we've covered so far today, does this feel like a problem worth solving? And then I shut up. I do not try to convince them that it is.”
MechanismWith 5 minutes left, ask for transparency. Ask: 'Based on what we've covered, does this feel like a problem worth solving?' Stay silent. If yes, ask: 'Does this feel like a problem worth solving right now?' If no, ask: 'Can you help me understand how come?'
Outcomegives you a much more accurate read of what needs to happen... prevents an overinflated funnel
CounterpointReps usually assume a chatty prospect means a real deal. Forcing a direct 'yes/no' on urgency prevents happy ears and stage-two deal death.
#595 - 6 Ways You're Killing Your Own Discovery Calls · Jul 30, 2026
comp_and_quota
Platform-exclusive compensation restructuring
Disincentivize single-product sales in the comp plan to force reps to sell the full platform.
Discussing: Transitioning an enterprise sales org from selling individual point products to a unified platform.
“You obviously modify your comp plans to drive that behavior... you disincentivize other type things that aren't the right thing for the company long term, like selling an individual product.”
MechanismModify the compensation plan to heavily incentivize platform sales while actively disincentivizing single-product lands. Dedicate the entire Sales Kickoff exclusively to the platform messaging, and align finance to change pricing and packaging simultaneously.
OutcomeSignificant percentage of business shifted to the platform.
CounterpointDo not just add a platform kicker; you must actively penalize or disincentivize the legacy motion of landing with a single product.
The Hard Moments That Build a CEO with Mark Thurmond · Aug 6, 2026
icp_and_segment
ICP pivot to compliance-driven sectors
Interview bi-weekly feedback champions to find where your tool is legally required, then cut general demand gen to focus exclusively on that vertical.
Discussing: High churn and usage drop-off post-onboarding because the product is treated as an experimental nice-to-have.
“We figured out that certain sectors in finance and insurance is where our product becomes very essential... every agent has to clear certification and without that they can't actually sell.”
MechanismIdentify champions who provide product feedback every two weeks. Interview them to find use cases where the product is mandatory (e.g., state-by-state insurance certification). Rewrite all marketing content for this specific vertical, accepting a temporary pipeline dip and lost incentives to filter out non-essential buyers.
OutcomeReps went from 1 meeting/week to 5-6 meetings/week after 3 months.
CounterpointStop building features for noisy, experimental buyers; accept a short-term pipeline dip to find buyers who legally need your tool.
SPOTLIGHT: He Said No to Bad-Fit Customers. Growth Got Better. | Snehal Nimje, CEO & Co-Founder @ Outdoo · Aug 6, 2026
outbound
Authentic cold call permission opener
Open with a casual greeting, immediately admit it is a cold call, and give them explicit permission to hang up.
Discussing: Overcoming the telemarketer stigma in the first 10 seconds of a cold call.
“Hey, listen, this is Alex. You caught me. It's a cold call... I know I'm calling you out of the blue. Do you have a second or would you like to hang up the phone?”
MechanismSay, "Hey [Name], how you doing this afternoon?" Wait for their response. Then say, "Listen, this is [Name]. You caught me, it's a cold call. I'm calling specifically because [signal]. Do you have a second or would you like to hang up the phone?"
OutcomeSpeaker claims he never gets hung up on using this opener.
CounterpointGiving the prospect explicit permission to hang up lowers their defenses and pattern-interrupts the standard telemarketer pitch.
Founding AE at 30 Minutes To President’s Club, Alex Murphy · Aug 3, 2026
ai_in_sales
Automated executive ghost notes
Route rep ghost note requests through an AI agent that drafts the email and stages it in your inbox for a one-click review.
Discussing: Managing high volumes of rep requests to send executive-level emails to prospects.
“It comes to my inbox from Salesforce. I'll edit it. I just hit send... It has the pertinence in the to, and then it has the rep bcc'd... It would take me almost two hours a day to get through all this shit.”
MechanismInstead of copying and pasting from Slack threads, route rep requests from Salesforce to an AI agent. The agent drafts the email and places it directly in the executive's inbox. It automatically populates the prospect in the 'To' line and Bcc's the requesting rep. The executive just reviews, edits, and hits send.
OutcomeSaved almost 2 hours a day
CounterpointMost executives manually copy-paste rep-written drafts from Slack, which creates a bottleneck and eats hours of executive time.
Meet The World's Most Advanced AI Sales Team | Amanda Kahlow, Founder & CEO @ 1mind · Aug 2, 2026
discovery
The transparent discovery opener
Lead your discovery calls by explicitly stating what your product is bad at to build immediate trust and qualify out bad-fit deals faster.
Discussing: Kicking off a discovery call when buyers are naturally skeptical of perfect pitches.
“Hey, before we dig into it, here's a couple of things that make us not all things to all people. If I'm sitting in your shoes, here's what you might not like. And if that's going to be an issue, can we address that first?”
MechanismOpen the conversation by saying: "My role is to help do the homework for you. Before we dig in, here are a couple of things that make us not all things to all people. If I'm in your shoes, here's what you might not like."
OutcomeSales cycles sped up and win rates went up by qualifying out bad fits faster.
CounterpointPresenting a perfect 5-star solution actually repels buyers; behavioral science shows 4.2 to 4.5 star products convert faster.
Drop the Poker Face, Sell With Transparency · Aug 7, 2026
outbound
Post-booking agenda question
Ask the prospect what they need to get out of the meeting, then put their answer in the invite title.
Discussing: Wrapping up a cold call after the prospect has agreed to a meeting and accepted the calendar invite.
“Hey, just out of curiosity, what's like the most important thing that you need to understand coming out of that call tomorrow? And that's like, that really locks in the show rate.”
MechanismBefore hanging up, ask: "Just out of curiosity, what's the most important thing that you need to understand coming out of that call tomorrow?" Take their exact answer and use it as the title of the calendar event.
OutcomeLocks in the show rate by getting them to think about their plan for the meeting.
CounterpointNaming the calendar event after their stated priority makes it much harder for them to cancel when scanning their calendar later.
Founding AE at 30 Minutes To President’s Club, Alex Murphy · Aug 3, 2026
team_and_org
Sequential annual planning
Force Product and GTM to complete their planning first to define the 'what' and 'who' before other departments plan.
Discussing: Annual planning cycles become chaotic when all departments attempt to build their plans simultaneously.
“I've tried planning all at the same time and it gets messy... I now believe very much in sequential planning. And so when you figure out who goes first... it starts with what we're building and who we're building for.”
MechanismBan concurrent planning. Sequence the process so Product and GTM go first. Require them to define exactly what is being built and who it is for. Only after those two groups lock alignment do you open planning for the rest of the organization to allocate resources against those specific targets.
OutcomeSpeaker's word, avoids confusion and ensures aligned capital deployment.
CounterpointConcurrent planning feels faster but creates misalignment; sequential planning forces downstream teams to align to GTM realities.
Building an AI-Native Finance Team with Plaid CFO Seun Sodipo · Aug 3, 2026
team_and_org
Cross-functional crisis communication pods
Put legal, product, and sales on every customer call during a major crisis to control messaging and maintain trust.
Discussing: Managing customer communication and preventing churn during a major security breach or company crisis.
“You had to have legal, someone from product and someone from sales on every call to make sure you were positioning and explaining exactly what took place.”
MechanismForm strict three-person pods consisting of legal, product, and sales for every single customer call. Convert inside sellers and tech support into customer-communication reps. Run internal stand-ups three to four times a day to keep the messaging strict and sellers focused on the playbook.
OutcomeAccelerated business and hit all financial metrics within EMC.
CounterpointInstead of hiding behind PR statements, force direct customer conversations with a strict three-person pod to ensure technical accuracy and legal safety.
The Hard Moments That Build a CEO with Mark Thurmond · Aug 6, 2026
enablement
First-Time Appointment Diagnostic
Track first-time appointments as a primary leading indicator to isolate and coach specific rep failure points.
Discussing: Reps are generating initial meetings but failing to close at the team's baseline rate.
“If they're getting the first time appointments, but they're not closing them... then you go back to let's work on honing our presentation skills... or let's work on business case skills.”
MechanismEstablish a baseline conversion rate for First-Time Appointments (FTAs). For example, 10 FTAs should yield 5 next steps and 2 closed won deals. When a rep falls below the baseline, use the exact drop-off point to dictate coaching. Fix targeting if FTAs fail to convert to next steps. Fix business acumen and multi-threading if next steps fail to close.
Outcome10 FTAs yield 5 next steps and 2 closed deals in 30 to 60 days
CounterpointInstead of generic pipeline reviews, use a single top-of-funnel metric to mathematically isolate whether a rep needs help with targeting, discovery, or business case building.
Why Jeb Blount Bets on Process Over Personality for Sales Success (Ask Jeb) · Jul 29, 2026
icp_and_segment
Enterprise Territory Time Allocation
Split your territory time strictly, dedicating 75 percent to seven-figure whales and 25 percent to mid-sized deals for safety.
Discussing: Managing an enterprise territory of 50 to 100 accounts where only a handful will yield seven-figure deals.
“Know what your A accounts are and... I tend to spend about three quarters of my time in those A accounts... I've got a lot of other deals that are two to 500,000... that's the other 20, 30%.”
MechanismSegment your patch into A, B, and C accounts. Allocate exactly 75 percent of your time to 'A' accounts, which are seven-figure targets tied to funded corporate initiatives. Spend the remaining 25 percent on 'B' accounts, which yield $200K to $500K deals, to ensure baseline quota coverage if the whale deals slip.
OutcomeSpeaker attributes 20 years of consistent quota attainment at the same company to this exact time-split.
CounterpointReps often spread time evenly across a territory; this forces a heavily skewed time investment toward whale accounts while keeping a safety net.
THE SECRET QUESTIONS ONLY THE BEST ASK... · Aug 5, 2026
outbound
30-Day Leave-Behind Breakup Email
End a sequence by providing a one-sentence summary and asking for permission to follow up in 30 days.
Discussing: Sending the final touch in an outbound sequence when the prospect hasn't engaged.
“I usually reach back out in 30 days. And this is the line that usually drives the reply at the end of the sequence... because I'm telling them, Hey, would you mind letting me know if I shouldn't reach back out?”
MechanismSend a final email assuming it isn't a fit. Include a one-sentence summary of what you do, a one-sentence demo video, and a case study. Conclude by stating you usually reach back out in 30 days, and ask if they would prefer you didn't.
Outcomeusually drives the reply at the end of the sequence
CounterpointStandard breakup emails use guilt or close the door entirely; this sets a firm follow-up date to force a response.
#594 - The Perfect Outbound Sequence: Scripts, Templates, Messaging · Jul 28, 2026
demo
The Low-Demo Enterprise Cycle
Delay the product demo until the end of the cycle, using only one or two backdrop slides to drive a business conversation first.
Discussing: Running an enterprise sales cycle where buyers default to requesting a product demo early.
“I remember a rep closing the seven figure deal and he touted, he'd only had done six demos... he was like, show it, sell it, hide it.”
MechanismRefuse the early demo. Instead, use one or two slides as a backdrop to discuss the buyer's day-to-day and market observations. Only show the product after framing the specific business problem, then immediately hide it to return to the business impact.
OutcomeClosed a seven-figure deal while only doing six demos across the entire cycle.
CounterpointBuyers expect a feature walkthrough; withholding the demo forces a conversation about business context rather than UI comparisons.
THE SECRETS TO CLOSING ENTERPRISE DEALS · Jul 27, 2026
discovery
Cold Meeting Disqualification Prompt
Ask cold outbound prospects why they took the meeting to immediately test for a value bridge, disqualifying them if one doesn't exist.
Discussing: Running a discovery call generated from cold outbound where the prospect's actual intent is unknown.
“The question I ask people... is tell me about how this conversation fits into your growth goals. Why did you take this conversation? ... If the dog don't hunt, don't take him hunting.”
MechanismOpen the call by asking: "Tell me about how this conversation fits into your growth goals. Why did you take this conversation?" Listen to their answer. If you cannot clearly bridge their response to your solution's value, explicitly tell them it's not a fit and close out the deal.
OutcomePrevents reps from wasting hours working unqualified deals just to maintain pipeline volume.
CounterpointReps usually feel they have to sell the prospect on why they are there; this flips the script and makes the prospect justify taking the meeting.
Mark Hunter on Shattering Your Limited Sales Beliefs · Jul 31, 2026
team_and_org
First 90 days process reflection
Drive process improvements in your first 90 days simply by asking process owners to explain their workflows out loud.
Discussing: Your first 90 days as a new executive trying to audit legacy processes without triggering defensiveness.
“so much of it is just listening than reflecting back what you heard... just hearing that can make them think about it differently. You're not even giving suggestions, right? You're just reflecting back.”
MechanismAsk the process owner to walk you through the workflow (e.g., "Walk me through how we pay sales reps here"). When they finish, ask, "Why do we do it that way?" Do not offer suggestions. Simply reflect back what you heard to make them rethink the process themselves.
OutcomePrompts leaders to rethink their own systems without feeling judged (speaker's word).
CounterpointOffering immediate suggestions triggers inertia and defensiveness. Reflecting their process back forces them to hear their own inefficiencies.
How to Tell a Demanding Founder They’re Wrong · Jul 27, 2026
From the Conversations
30 Minutes to President's Club | No-Nonsense Sales
Email-Directed Cold Call Voicemail
#594 - The Perfect Outbound Sequence: Scripts, Templates, Messaging
Jul 28, 2026 · 30m · 3 quotes pulled
▶ Listen“there's no need to call me back. I'm literally about to hit send on an email to you. Just so we don't play phone tag, would you mind taking a look and letting me know if what I sent over is even remotely interesting?”
The four-lever discount framework
Drop the Poker Face, Sell With Transparency
Aug 7, 2026 · 31m · 2 quotes pulled
▶ Listen“Commit to more stuff. Pay us faster. Commit longer. Help us forecast. Those are the four things we're willing to pay you for in the form of a discount.”
Platform-exclusive compensation restructuring
The Hard Moments That Build a CEO with Mark Thurmond
Aug 6, 2026 · 1h 0m · 2 quotes pulled
▶ Listen“You obviously modify your comp plans to drive that behavior... you disincentivize other type things that aren't the right thing for the company long term, like selling an individual product.”
Sources
▶ Listen30 Minutes to President's Club | No-Nonsense Sales
#594 - The Perfect Outbound Sequence: Scripts, Templates, MessagingMost sellers burn great accounts by spamming the exact same pitch 14 times. In this episode, Nick Cegelski and Armand Farrokh break down their exact playbook, including: 🔥The 10-to-14 touch multi-channel sequence that drives double-digit reply rates 🎯How to write 4-sentence cold emails using a single piece of research 📞The cold call opener and voicemail script that triples email reply rates -- You're one step closer to President's Club! 📦 Outbound Care Package: https://hubs.li/Q04qYFdF0 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
▶ ListenOutbound Squad
CRO of Orum on AI, cold calling, and the future of SaaSIn this episode, Jason and John Eitel from Orum, talk about why top sales teams admit they haven't cracked AI, how to centralize AI through RevOps without hurting rep productivity, why skill still beats tool stack, and the pipegen mix by segment that holds up from high velocity to enterprise. Check out more free content and get help with outbound at https://outboundsquad.com.
- ▶ Listen
30 Minutes to President's Club | No-Nonsense Sales
#596 - This Cold Email Formula Gets +20% Replies (Exact Templates)Stop sending generic cold emails that rot in your prospect's spam folder. In this episode, Sam McKenna breaks down their exact playbook, including: ✉️ Engineering "Show Me You Know Me" subject lines that guarantee opens 🎯 Preempting objections inside the body copy to sell the meeting 📅 Executing weekend follow-up emails and soft LinkedIn touches that convert – You’re one step closer to President’s Club!: 📧 Cold Email Course:https://hubs.ly/Q04rMw790 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
- ▶ Listen
30 Minutes to President's Club | No-Nonsense Sales
#595 - 6 Ways You're Killing Your Own Discovery CallsYou're losing deals before minute 10 because your discovery call feels like an interrogation or a demo. In this episode, Jen Allen-Knuth breaks down her exact playbook, including: 📉 The 6 lethal discovery mistakes that make buyers lose respect for you—and how to fix them. 🎯 How to anchor your discovery to top-down CEO objectives instead of low-level pain points. 📋 The 7-step discovery flow that gets buyers to realize their status quo is too expensive to maintain. You’re one step closer to President’s Club!: 📝 The Ultimate Multi-Threading and Selling to the C-Suite Report: https://hubs.ly/Q04rbRjx0 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
▶ ListenRevenue Builders
The Hard Moments That Build a CEO with Mark ThurmondMark Thurmond’s path from sales rep to co-CEO of Tenable was built through consistent execution, difficult operating assignments, and crises that demanded calm before certainty. He explains what the RSA breach taught him about transparency and customer trust, how he and Steve Vintz kept Tenable moving after the death of CEO Amit Yoran, and why the strongest leaders build followership before they need it.
▶ ListenSales Gravy: Jeb Blount
Drop the Poker Face, Sell With Transparency<p>You've been taught to keep a poker face with prospects, and it's costing you their trust. Todd Caponi has spent his career learning the history of sales, and he found that sales started as a service profession. Somewhere in the last several decades, that service mindset was traded for pressure tactics and feature dumps. Todd joins Jeb Blount Jr. to break down what it takes to rebuild that trust, drawing on his newest book, The Four Levers of Negotiating, to explain why stiff, perfect pitches repel buyers and why sharing your flaws upfront wins them over instead.</p><p><br></p><p>📖 Purchase Jeb Blount's book, <a href="https://a.co/d/0hneYtLq" rel="nofollow">90 Days to Level Up Your Sales Skills</a></p><p>👉 Download our <a href="https://salesgravy.com/resource/dial-sheet/" rel="nofollow">Free Fanatical Prospecting Dial Tracking Sheet</a></p><p>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a></p><br/><br/>Our Sponsors:<br/>* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply.<br/><br/><br/>Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a><br/><br/>Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>
▶ ListenTopline
SPOTLIGHT: He Said No to Bad-Fit Customers. Growth Got Better. | Snehal Nimje, CEO & Co-Founder @ Outdoo<p>In this episode of Topline Spotlight, Sam Jacobs sits down with Snehal Nimje, co-founder and CEO of Outdoo, to talk about one of the hardest calls an early-stage founder can make: narrowing focus when leads are coming in.</p> <p>Snehal breaks down how Outdoo went from trying to serve every mid-market and enterprise buyer to getting much more specific about where the product was truly essential. They get into why usage dropped, what customer conversations revealed, how the team handled the internal shift, and what changed once they focused on insurance and finance use cases where compliance and ramp speed mattered most.</p> <p>They also talk about:<br /> why enterprise readiness starts with architecture, compliance, and security<br /> how to tell the difference between interest and real traction<br /> what founders miss when they chase every lead<br /> where defensibility really comes from in AI</p> <p>Chapters:<br /> 00:00 Intro<br /> 00:46 Meet Snehal Nimje and Outdoo<br /> 04:55 Why selling to everyone nearly derailed the business<br /> 06:51 Finding the customers who truly need your product<br /> 08:54 The hard decision to narrow their ICP<br /> 11:00 How focus accelerated enterprise growth<br /> 13:09 Advice for founders struggling to find product-market fit<br /> 15:36 What creates a moat in the AI era?<br /> 17:13 Why workflow, not AI models, is the real competitive advantage<br /> 18:51 Snehal's biggest business inspiration<br /> 19:38 Where to find Snehal and Outdoo<br /> Try Outdoo: outdoo.ai</p> <p>If you're building an early-stage company and trying to find traction without turning your product into a Frankenstein, this one's worth your time.</p> <p>Subscribe for more founder stories, operator lessons, and go-to-market conversations from Topline.</p>
- ▶ Listen
Outbound Squad
Founding AE at 30 Minutes To President’s Club, Alex MurphyIn this episode, Jason and Alex Murphy from 30 Minutes to President's Club, talk about cold calling without the telemarketer feel, the offering mindset that keeps your self-worth out of the outcome, and his 3-question discovery checklist for first calls. Check out more free content and get help with outbound at https://outboundsquad.com.
- ▶ Listen
Topline
Meet The World's Most Advanced AI Sales Team | Amanda Kahlow, Founder & CEO @ 1mind<p>Amanda Kahlow, Founder & CEO of 1mind, joins Sam Jacobs, AJ Bruno, and Asad Zaman to break down how an AI-powered solutions engineer named Nigel took 33% of the talk time in a two and a half hour enterprise meeting and produced a $278,000 deal. Topics include why AI aimed at efficiency gains misses real revenue impact, Amanda's prediction that marketing, sales, and customer success collapse into one function within 12 months, and why AI adoption has to be top-down instead of bottoms-up. Plus, the 15 agents running behind every superhuman, a 98% accuracy bar measured by live evals, whether agents will negotiate with other agents on the buy side, and a bulls versus bears round on Salesforce, sales dinners, and the health of the average go-to-market team.</p> <p>Key Takeaways:</p> <p>- Most go-to-market teams are pointing AI at the wrong layer. Better forecasting, faster research, and cleaner dashboards make the people you already have marginally more productive, which is not where the revenue is. As Amanda Kahlow, Founder & CEO at 1mind, framed it: "My thesis is that buying and selling happens in the conversation." Everything built around the conversation to enable a seller is, in her words, yesterday's workflow.</p> <p>- Trust, not novelty, is what moves an enterprise deal. Amanda flew a red-eye to Austin for a second meeting with a CPO and CMO, brought a superhuman named Nigel on screen, and watched the room turn to the AI for depth even she could not provide. As she told it, "the CPO was like, Amanda, shut up, basically. I wanna talk to Nigel." The meeting scheduled for an hour ran two and a half, and produced "a $278,000 deal from one in-person meeting going through procurement in one week". Her read on why it worked: "People say people buy from people. You buy when you trust."</p> <p>- The human face on an AI agent is a click-through device, not the value. Amanda's verdict after a year of selling them: "The face is a novelty." 1mind drops the face entirely on live calls because the movement distracts. The important part is the conversational AI, where "each superhuman has roughly 15 agents working behind the scenes." One handles small talk, another loads the live demo, another builds the perspective slide a human seller would normally take a week to produce.</p> <p>- Bottom-up AI adoption is where the value leaks out. Amanda's pushback on the idea that people who use AI will simply eat the people who do not: telling every individual to go be more efficient produces slop and no measurable gain, while the real impact, in her words, "is going to come at the top down when we think about restructuring the org".</p> <p>Connect with the Hosts & Guests:</p> <p>Host: Sam Jacobs, CEO at Pavilion - https://www.linkedin.com/in/samfjacobs/<br /> Host: AJ Bruno, CEO at QuotaPath - https://www.linkedin.com/in/ajbruno3/<br /> Host: Asad Zaman, CEO at STA - https://www.linkedin.com/in/azaman1/<br /> Guest: Amanda Kahlow, Founder & CEO at 1mind - https://www.linkedin.com/in/amandakahlow/</p> <p>Topline is more than a YouTube Channel:</p> <p>Subscribe to Topline Newsletter: https://toplinemedia.substack.com/<br /> Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech: https://www.joinpavilion.com/topline-podcast<br /> Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast: https://www.joinpavilion.com/topline-slack</p> <p>Chapters: <br /> 00:00 Introducing Amanda Kahlow<br /> 00:59 Building Superhumans At 1mind<br /> 03:24 Why Efficiency Gains Miss The Point<br /> 06:04 GTM Functions Collapse In 12 Months<br /> 08:48 The Ghost Note Debate<br /> 15:20 Nigel Takes 33% Of Talk Time<br /> 20:41 The Face Is Just Novelty<br /> 22:27 Fifteen Agents Behind One Superhuman<br /> 38:46 Compute Costs And AI Margins<br /> 41:19 How Accurate Are AI Agents?<br /> 47:08 Positioning An AI Company<br /> 52:13 When Agents Negotiate With Agents<br /> 53:54 Will CSM Jobs Survive?<br /> 57:56 Bulls and Bears<br /> 1:06:15 Boards, 6sense, And Burnout</p>
- ▶ Listen
Sales Gravy: Jeb Blount
Mark Hunter on Shattering Your Limited Sales Beliefs<p>Most reps aren't losing deals because they're lazy. They're losing deals because they're busy with the wrong ones. Mark Hunter joins Jeb Blount Jr. to call out the habits wrecking pipelines everywhere, and hands over the one move that flips a stalled deal into a closed one.</p><p>Mark also talks about the OutBound Conference, where he’s been a speaker since the very first event in 2018. He explains why he still shows up every year to challenge his own limiting beliefs alongside other top performers. </p><p><br></p><p>🎟️ Grab your tickets for <a href="https://outboundconference.com/" rel="nofollow">OutBound Conference</a></p><p>📝 Download the <a href="https://salesgravy.com/resource/aced-buyer-style-playbook/" rel="nofollow">FREE A.C.E.D. Buyer Style Playbook for Sales Professionals</a></p><p>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a></p><br/><br/>Our Sponsors:<br/>* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply.<br/><br/><br/>Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a><br/><br/>Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>
▶ ListenRun the Numbers
Building an AI-Native Finance Team with Plaid CFO Seun Sodipo<p>On this episode of Run the Numbers, CJ sits down with Plaid CFO Seun Sodipo. Seun explains how her team is using AI to improve speed, accuracy, and ambition; why finance leaders need both bottom-up experimentation and top-down direction; and how she approaches planning, network effects, and building a durable company.</p><p>—</p><p>SPONSORS:</p><p>RightRev is a revenue recognition platform built for the AI economy, helping finance support usage-based pricing, credits, hybrid contracts, seats plus consumption, and whatever commercial model comes next. It gives product teams the freedom to keep innovating without outdated revenue systems slowing them down. Learn how RightRev can help at <a href="https://rightrev.com/cj"><u>https://rightrev.com/cj</u></a></p><p>Pulley is an equity management platform that lets you issue options, model dilution, and complete 409As without your cap table turning into a spreadsheet disaster. Founders raising, hiring, and scaling use Pulley to keep equity clean and stay focused on building. Learn more or request a demo at <a href="https://pulley.com/mostlymetrics"><u>https://pulley.com/mostlymetrics</u></a></p><p>Rillet is an AI-native ERP built for modern finance teams that want to replace NetSuite and close faster. With revenue recognition, close management, multi-entity support, and native Stripe and Salesforce integrations, Rillet helps scaling companies run their finance stack in one place. Hundreds of teams, including Windsurf and Mercor, use Rillet to make the zero-day close real. Book a demo at<a href="https://www.rillet.com/cj"> <u>https://www.rillet.com/cj</u></a></p><p>Maximor is an autonomous finance platform that runs order-to-cash, procure-to-pay, the close, cash management, and reporting on self-learning agents instead of a dozen disconnected tools. One PE-backed customer posts 98% of transactions directly to its ERP, with the remaining 2% routed to a human for review. You pay for outcomes, not seats. See it at <a href="https://www.maximor.ai/"><u>https://www.maximor.ai/</u></a></p><p>Brex is an intelligent finance platform with AI-powered workflows that enforce expense policies at the point of sale, match receipts automatically, and reduce month-end close from weeks to hours. Thousands of companies, including Anthropic, Coinbase, and DoorDash, already run on Brex. Stop asking A-level finance talent to do B-level admin work. Learn more at <a href="https://www.brex.com/metrics"><u>https://www.brex.com/metrics</u></a></p><p>Anrok is the sales tax platform that watches your exposure everywhere, automates compliance, and flags risk before it turns into a surprise back-tax letter from a state you've never set foot in. Companies like Anthropic, Notion, and Vanta already trust Anrok to stay ahead of rules that move faster than any spreadsheet can. Talk to a sales tax expert for a personalized exposure estimate at <a href="https://www.anrok.com/rtn"><u>https://www.anrok.com/rtn</u></a><br></p><p>—</p><p>LINKS: </p><p>Mostly Talent: <a href="https://mostlymetrics.typeform.com/to/cLTxtAsN"><u>https://mostlymetrics.typeform.com/to/cLTxtAsN</u></a></p><p>Guest: <a href="https://www.linkedin.com/in/seun-sodipo-1498b580/"><u>https://www.linkedin.com/in/seun-sodipo-1498b580/</u></a></p><p>Company: <a href="https://plaid.com/"><u>https://plaid.com/</u></a></p><p>CJ: <a href="https://www.linkedin.com/in/cj-gustafson-13140948/"><u>https://www.linkedin.com/in/cj-gustafson-13140948/</u></a></p><p>Mostly metrics: <a href="https://www.mostlymetrics.com"><u>https://www.mostlymetrics.com</u></a></p><p>—</p><p>TIMESTAMPS:</p><p>0:00 Preview and Intro</p><p>2:12 What Plaid does</p><p>3:53 How Plaid makes money</p><p>7:04 Eight months in, not new anymore</p><p>8:57 Sponsors — RightRev | Pulley | Rillet</p><p>11:48 Career path: Stripe, Glossier, Plaid</p><p>14:32 Evaluating durability from the outside</p><p>15:36 Rising expectations and AI</p><p>17:23 Top-down vs. bottoms-up AI adoption</p><p>20:06 Sponsors — Maximor | Brex | Anrok</p><p>23:20 Coolest AI use case: sorting physical mail</p><p>25:21 How her questions have changed</p><p>27:11 AI should make you think deeper</p><p>27:51 Finance AI Day explained</p><p>31:23 A four-month journey to usable tools</p><p>32:22 How AI changed her leadership style</p><p>33:19 Skills that matter more now</p><p>36:22 The Objective, Strategy, Tactics framework</p><p>39:56 What planning reveals about an org</p><p>41:36 Sequential vs. parallel planning</p><p>45:38 Measuring the value of a network</p><p>47:33 What people underestimate about Plaid</p><p>48:56 Lightning round</p><p>48:56 Screwed up: the reversed page order</p><p>49:39 Advice to younger self</p><p>50:32 Finance software stack</p><p>51:43 Craziest expense: the photo shoots</p><p>52:20 Credits</p>
- ▶ Listen
Run the Numbers
How to Tell a Demanding Founder They’re Wrong<p>On this special episode of Run the Numbers, CJ Gustafson revisits standout moments from past conversations with Alex Immerman, Curt Sigfstead, Daniel Kang, Adam Ante, and David Laptor. Together, their advice reveals how great CFOs earn trust, challenge founders, speak up when the data says something is wrong, and become true strategic partners without relying on the power of the purse strings.</p><p>—</p><p>SPONSORS:</p><p>Anrok is the sales tax platform that watches your exposure everywhere, automates compliance, and flags risk before it turns into a surprise back-tax letter from a state you've never set foot in. Companies like Anthropic, Notion, and Vanta already trust Anrok to stay ahead of rules that move faster than any spreadsheet can. Talk to a sales tax expert for a personalized exposure estimate at <a href="https://www.anrok.com/rtn"><u>https://www.anrok.com/rtn</u></a></p><p>RightRev is an automated revenue recognition platform that lets your product team ship new pricing without asking finance for permission, and your sales team close deals without creating downstream chaos. Check out their free tool at <a href="http://calculator.rightrev.com"><u>calculator.rightrev.com</u></a> It scores your rev rec process, shows what's exposing you to risk, and tells you exactly where to focus before it bites you in the rear end. Check it out at <a href="https://calculator.rightrev.com"><u>https://calculator.rightrev.com</u></a></p><p>Pulley is an equity management platform that lets you issue options, model dilution, and complete 409As without your cap table turning into a spreadsheet disaster. Founders raising, hiring, and scaling use Pulley to keep equity clean and stay focused on building. Learn more or request a demo at <a href="https://pulley.com/mostlymetrics"><u>https://pulley.com/mostlymetrics</u></a></p><p>Rillet is an AI-native ERP built for modern finance teams that want to replace NetSuite and close faster. With revenue recognition, close management, multi-entity support, and native Stripe and Salesforce integrations, Rillet helps scaling companies run their finance stack in one place. Hundreds of teams, including Windsurf and Mercor, use Rillet to make the zero-day close real. Book a demo at<a href="https://www.rillet.com/cj"> <u>https://www.rillet.com/cj</u></a></p><p>Maximor is an autonomous finance platform that runs order-to-cash, procure-to-pay, the close, cash management, and reporting on self-learning agents instead of a dozen disconnected tools. One PE-backed customer cut their close in half, took audit findings from seven to zero, and cut back-office costs by 70% in six months. You pay for outcomes, not seats. See it at <a href="https://www.maximor.ai/"><u>https://www.maximor.ai/</u></a></p><p>Brex is an intelligent finance platform with AI-powered agents that capture expenses automatically, enforce policy before the spend happens, and close your books in minutes instead of weeks. 35,000+ companies like OpenAI, Coinbase, Anthropic, and DoorDash already run on Brex. It's time to get Brex AF. Learn more at <a href="https://www.brex.com/metrics"><u>https://www.brex.com/metrics</u></a></p><p>—</p><p>LINKS: </p><p>Mostly Talent: <a href="https://mostlymetrics.typeform.com/to/cLTxtAsN"><u>https://mostlymetrics.typeform.com/to/cLTxtAsN</u></a></p><p>CJ: <a href="https://www.linkedin.com/in/cj-gustafson-13140948/"><u>https://www.linkedin.com/in/cj-gustafson-13140948/</u></a></p><p>Mostly metrics: <a href="https://www.mostlymetrics.com"><u>https://www.mostlymetrics.com</u></a></p><p>—</p><p>TIMESTAMPS:</p><p>0:00 Preview and Intro</p><p>3:27 Alex Immerman's favorite CFO interview question</p><p>4:54 What a weak answer looks like</p><p>5:26 When the hard calls actually matter</p><p>6:37 Walt and Roy Disney</p><p>7:36 Liked even when making unpopular calls</p><p>8:43 Sponsors — Anrok | RightRev | Pulley</p><p>11:35 Curt from Clio: ego in the bottom drawer</p><p>13:52 CFO as supporting cast</p><p>15:10 Backbone vs. ego: when to use each</p><p>16:23 Daniel Kang: don't use the purse strings as power</p><p>17:36 Earn the seat, don't demand it</p><p>18:52 Money is one arrow, not the whole quiver</p><p>20:39 Sponsors — Rillet | Maximor | Brex</p><p>23:54 Adam Ante: finance people pigeonhole themselves</p><p>26:46 The CFO can sit in any meeting</p><p>27:30 First 90 days: listen before suggesting</p><p>28:46 David Laptor: listen, observe, think, speak</p><p>30:50 Build a culture where speaking up is welcomed</p><p>31:51 Curt from Clio: don't come in as a know-it-all</p><p>33:08 Earn trust through curiosity</p><p>33:46 Beware of all-green dashboards</p><p>35:28 What would CJ say to Ballmer?</p><p>37:14 Parting thoughts from Ben</p><p>38:00 Credits</p>
▶ ListenThe Best of the Brutal Truth about B2B Sales & Selling - The show focuses on the enterprise Sales Process
THE SECRETS TO CLOSING ENTERPRISE DEALS<p>Here is a FAQ Video on the Courses: <a href= "https://youtu.be/0F7imrzjXWs">https://youtu.be/0F7imrzjXWs</a></p> <p>Here is a deep dive into which course is best for you: <a href= "https://youtu.be/JM_jgS8M-iU">https://youtu.be/JM_jgS8M-iU</a></p> <p><a href= "http://www.b2brevenue.com/">https://www.b2bRevenue.com</a> - Get Your Free E-Book on How Companies make Decisions.</p> <p>FAQ:</p> <ul> <li>1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION</li> <li>OFFICE HOURS EVERY<span class= "Apple-converted-space"> </span> OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A.</li> <li>UNLIMITED 1-ON-1'S<span class= "Apple-converted-space"> </span> ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE</li> <li>FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED.</li> <li>ALL CONTENT IS VIDEO BASED AND SELF PACED</li> <li>I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP.</li> <li>YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.</li> </ul> <p> </p> <p>Email me additional questions: <a href= "mailto:[email protected]">[email protected]</a></p> <p> </p> <p> </p> <p>— SAMPLE EMAIL TO EXPENSE THE COURSE</p> <p>MGR,</p> <p> </p> <p>I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.</p> <p> </p> <p>They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and</p> <p>would like your help in expensing the course.</p> <p> </p> <p>It would pay for itself if I closed only one new deal of $X value.</p> <p> </p> <p>Please let me know by Friday if I can move forward with this 1 year course.</p> <p> </p> <p>Thanks,</p> <p>ME</p> <p>Here are some student interviews from the courses:<span class= "Apple-converted-space"> </span></p> <p><span class="Apple-converted-space"> </span></p> <p> </p> <p>————————————————————————————————————</p> <p>Audible 30 day Free Trial:</p> <p><a href= "http://www.audibletrial.com/BrutalTruth">http://www.audibletrial.com/BrutalTruth</a></p> <p> </p>
- ▶ Listen
Sales Gravy: Jeb Blount
Why Jeb Blount Bets on Process Over Personality for Sales Success (Ask Jeb)<p>If you're moving into sales from a completely different industry, you're probably wondering which matters more: how likable you are or how well you run your process. </p><p>In this Ask Jeb, Andrew, a former manufacturing supervisor from Manhattan, Kansas now building a sales career, asks Jeb Blount to settle the debate between people skills and sales mechanics.</p><p>Jeb breaks sales down into two forces that both matter: the poetry of messaging and relationship building, and the probability of running a consistent process. He explains why he'll bet on a process person over a "gift of gab" person almost every time, why tricks and tactics fail the moment a prospect sees through them, and why the one metric he tracks above all else is qualified first time appointments, the Moneyball number that predicts everything downstream.</p><p>What You'll Learn:</p><ul><li>How to diagnose whether a slump is a targeting problem or a skills problem</li><li>How to build a qualification process around the are the one metric that matters most in your business</li><li>Why Jeb bets on a process-driven salesperson over a naturally charming one</li><li>Why sales is both an art and a science</li><li>How the "alternatives equal power" principle plays out in every deal you're chasing</li><li>How a mindset from manufacturing applies directly to building a sales system</li><li>Why relationship building matters, but never at the expense of running your process</li></ul><p><br></p><p>If you're new to sales and trying to figure out where to focus first, this episode gives you the framework to build your foundation the right way.</p><p><a href="http://salesgravy.com/ask" rel="nofollow">Submit</a> your question: <a href="http://salesgravy.com/ask" rel="nofollow">salesgravy.com/ask</a></p><p><a href="https://a.co/d/00b8wZYQ" rel="nofollow">Purchase</a> Jeb Blount's new book: <a href="https://a.co/d/00b8wZYQ" rel="nofollow">90 Days to Level Up Your Sales Skills</a></p><p><a href="https://salesgravy.com/resource/dial-sheet/" rel="nofollow">Download</a> our <a href="https://salesgravy.com/resource/dial-sheet/" rel="nofollow">FREE Prospecting Call Tracking Sheet</a></p><p><a href="https://www.linkedin.com/in/jebblounthttps://www.linkedin.com/in/jebblount" rel="nofollow">Follow</a> Jeb Blount on <a href="https://www.linkedin.com/in/jebblount" rel="nofollow">LinkedIn</a></p><br/><br/>Our Sponsors:<br/>* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply.<br/><br/><br/>Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a><br/><br/>Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>
- ▶ Listen
The Best of the Brutal Truth about B2B Sales & Selling - The show focuses on the enterprise Sales Process
THE SECRET QUESTIONS ONLY THE BEST ASK...<p>Here is a FAQ Video on the Courses: <a href= "https://youtu.be/0F7imrzjXWs">https://youtu.be/0F7imrzjXWs</a></p> <p>Here is a deep dive into which course is best for you: <a href= "https://youtu.be/JM_jgS8M-iU">https://youtu.be/JM_jgS8M-iU</a></p> <p><a href= "http://www.b2brevenue.com/">https://www.b2bRevenue.com</a> - Get Your Free E-Book on How Companies make Decisions.</p> <p>FAQ:</p> <ul> <li>1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION</li> <li>OFFICE HOURS EVERY<span class= "Apple-converted-space"> </span> OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A.</li> <li>UNLIMITED 1-ON-1'S<span class= "Apple-converted-space"> </span> ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE</li> <li>FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED.</li> <li>ALL CONTENT IS VIDEO BASED AND SELF PACED</li> <li>I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP.</li> <li>YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.</li> </ul> <p> </p> <p>Email me additional questions: <a href= "mailto:[email protected]">[email protected]</a></p> <p> </p> <p> </p> <p>— SAMPLE EMAIL TO EXPENSE THE COURSE</p> <p>MGR,</p> <p> </p> <p>I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.</p> <p> </p> <p>They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and</p> <p>would like your help in expensing the course.</p> <p> </p> <p>It would pay for itself if I closed only one new deal of $X value.</p> <p> </p> <p>Please let me know by Friday if I can move forward with this 1 year course.</p> <p> </p> <p>Thanks,</p> <p>ME</p> <p>Here are some student interviews from the courses:<span class= "Apple-converted-space"> </span></p> <p><span class="Apple-converted-space"> </span></p> <p> </p> <p>————————————————————————————————————</p> <p>Audible 30 day Free Trial:</p> <p><a href= "http://www.audibletrial.com/BrutalTruth">http://www.audibletrial.com/BrutalTruth</a></p> <p> </p>
Your own newspaper
Want this about your world?
This is what tracking one topic looks like — done for everyone. Build your own newspaper: pick the people, companies and podcasts you follow, and we'll brief you on exactly what was said about them.
Start your scoopYour own newspaper
Want your own Sales edition?
Pick the people, companies and podcasts you follow. We'll brief you once a week on exactly what was said about them.
Start your scoopFree in early access · Set up in minutes
Sourcing from these great podcasts
+ 19 moreShow fewer
Listen
Subscribe as a podcast
The episodes we feature, delivered to your podcast app.