Richard is joined by Joe Fontana, Chief Marketing and Growth Officer at Amzai and one of the New York chapter heads for the SDR Leaders of the USA. He has spent 12 years running hundreds of events a year across 20 industries on every continent, and in this episode of Making Revenue Tick he joins Rich to explain why in-person events, done properly, are the most powerful pipeline engine in modern sales, and why a generation of sellers has never been taught to actually sell.We discuss:1. How to use events to build pipeline and close deals faster2. The "weddings and funerals" test of a trustworthy seller3. What's broken in modern sales training4. AI, and why sellers have content but no context5. How the buyer took all the power from the seller6. The ideal number of guests for a sales dinner7. A seller's real job: keeping the buyer from getting firedBrought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/Where to find Joe Fontana:LinkedIn: https://www.linkedin.com/in/joe-fontana75/Where to find Rich:LinkedIn: https://www.linkedin.com/in/richwash/Subscribe so you never miss an episode. New episodes every Wednesday, Best Bits every Sunday.Joe Fontana is Chief Marketing and Growth Officer at Amzai and one of the New York chapter heads for the SDR Leaders of the USA. He has spent 12 years running hundreds of events a year across 20 industries on every continent, and in this episode of Making Revenue Tick he joins Rich to explain why in-person events, done properly, are the most powerful pipeline engine in modern sales, and why a generation of sellers has never been taught to actually sell.We discuss:1. How to use events to build pipeline and close deals faster2. The "weddings and funerals" test of a trustworthy seller3. What's broken in modern sales training4. AI, and why sellers have content but no context5. How the buyer took all the power from the seller6. The ideal number of guests for a sales dinner7. A seller's real job: keeping the buyer from getting firedBrought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/Where to find Joe Fontana:LinkedIn: https://www.linkedin.com/in/joe-fontana75/Where to find Rich:LinkedIn: https://www.linkedin.com/in/richwash/Subscribe so you never miss an episode. New episodes every Wednesday, Best Bits every Sunday.

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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