Manny Medina

So by creating a layer where the system is acted on, you actually get better performance because you have visibility to what the rep is doing at all times.

And it's not working.

It's not getting what you need out of the rep to move the deal forward.

So we have been heavily outbound.

We actually, I used to pride myself of being, you know, called out by an engine for the longest time.

We bought, we bought a company sales hacker since last time we talked.

Oh, it's blowing up.

It's blowing up because, again, we're redefining what sales means.

Like sales is no longer bravado, lone cowboy, do whatever it takes to win.

Some people win, some people lose.

Sales is becoming a very scientific game in which you need to optimize the time of the rep and the activity that they take to get the most juice out of that transaction.

And it matches both empathy and

sort of empathy, science, and obsession into one package.

And that's what the book is.

It lays out the groundwork for what sales engagement will be.

But to get back to your question, so we bought Sales Hacker so that we can actually have access to educating the community.

What we figure is that our impediment to long-term growth

was education, was educating the market that any of the stuff that we're doing is actually possible.

And every time we release something from the machine learning team and we tell the market that we just did this, the market is like, oh my God, how is this even possible?

I don't believe you.