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Solar Dominates 2025 Energy Additions; Nuclear Sees Major Expansion Welcome to our weekly Renewable Energy Briefing! Stay informed on the latest industry trends.  Episode #38 Briefing Highlights: -U.S. government and Westinghouse in $80 billion deal for new nuclear power  -Global Infrastructure Partners (GIP) in a massive deal to acquire utility giant AES  -New federal report shows solar made up almost three-quarters of all new power in 2025 (19GW) -Federal government cancels $7 billion for low-income solar; over 20 states are now suing Solar continues its dominance in 2025, accounting for 19 GW of the 26 GW of new U.S. energy capacity added this year. Meanwhile, the nuclear renaissance accelerates as the U.S. government and Westinghouse announce an $80B deal that reshapes the future of baseload power. Benoy and David break down the biggest transactions—including GIP's acquisition of AES—and the implications of federal policy changes, such as the Trump administration canceling $7B in solar grants aimed at low-income communities. Get the clean energy insights you need in five minutes. Join us for a comprehensive analysis that combines expert commentary with up-to-the-minute news, offering you a strategic overview of the renewable energy market. Don't miss out on the crucial details that can impact your investment decisions. Tune in weekly for your essential dose of Renewable Energy insights! Host Bio: Benoy Thanjan Benoy Thanjan is the Founder and CEO of Reneu Energy, solar developer and consulting firm, and a strategic advisor to multiple cleantech startups. Over his career, Benoy has developed over 100 MWs of solar projects across the U.S., helped launch the first residential solar tax equity funds at Tesla, and brokered $45 million in Renewable Energy Credits (“REC”) transactions.   Prior to founding Reneu Energy, Benoy was the Environmental Commodities Trader in Tesla's Project Finance Group, where he managed one of the largest environmental  commodities portfolios. He originated REC trades and co-developed a monetization and hedging strategy with senior leadership to enter the East Coast market.   As Vice President at Vanguard Energy Partners, Benoy crafted project finance solutions for commercial-scale solar portfolios. His role at Ridgewood Renewable Power, a private equity fund with 125 MWs of U.S. renewable assets, involved evaluating investment opportunities and maximizing returns. He also played a key role in the sale of the firm's renewable portfolio.   Earlier in his career, Benoy worked in Energy Structured Finance at Deloitte & Touche and Financial Advisory Services at Ernst & Young, following an internship on the trading floor at D.E. Shaw & Co., a multi billion dollar hedge fund.   Benoy holds an MBA in Finance from Rutgers University and a BS in Finance and Economics from NYU Stern, where he was an Alumni Scholar. Connect with Benoy on LinkedIn: https://www.linkedin.com/in/benoythanjan/ Learn more: https://reneuenergy.com https://www.solarmaverickpodcast.com     Host Bio: David Magid David Magid is a seasoned renewable energy executive with deep expertise in solar development, financing, and operations. He has worked across the clean energy value chain, leading teams that deliver distributed generation and community solar projects. David is widely recognized for his strategic insights on interconnection, market economics, and policy trends shaping the U.S. solar industry. Connect with David on LinkedIn: https://www.linkedin.com/in/davidmagid/   If you have any questions or comments, you can email us at info@reneuenergy.com.  

Durante años hemos dividido las ventas B2B en piezas: SDRs que prospectan, AEs que cierran, Customer Success que hereda la relación. Pero la realidad es otra: el cliente quiere hablar con una sola persona que entienda su contexto de principio a fin. En este episodio explico por qué creo que estamos entrando en la era del vendedor de ciclo completo: un perfil que combina estrategia, contenido, venta consultiva y acompañamiento postventa. La tecnología y la IA lo hacen posible, pero el cambio real es cultural. Ya no se trata de pasar leads entre departamentos, sino de orquestar el revenue con coherencia y confianza. Verás: Por qué el 85 % de los compradores B2B compra a la empresa que les ayudó a entender su problema. Cómo la IA y LinkedIn permiten que un solo profesional gestione todo el ciclo comercial. Qué tiene que cambiar en marketing y ventas para que este modelo funcione de verdad. Si quieres empezar a transformar tu estrategia comercial, descarga gratis "Las 7 claves para ganar más en B2B" en

In this episode of The Reformed Brotherhood, Jesse Schwamb explores Jesus' parable of the mustard seed from Matthew 13. The seemingly insignificant mustard seed grows into a mighty tree, providing a profound metaphor for God's kingdom—beginning in humble, ordinary ways yet expanding to glorious fulfillment. Jesse unpacks how this parable challenges our expectations of power and glory, revealing that God intentionally works through what appears small and insignificant to manifest His mighty power. This episode offers a meditation on God's kingdom, which operates contrary to human expectations, growing unstoppably between Christ's first and second comings despite opposition, and ultimately providing shelter for all nations. Key Takeaways The kingdom of God begins with something small and seemingly insignificant (a mustard seed) yet grows to become greater than all garden plants Jesus deliberately uses ordinary, humble elements to describe God's kingdom, contrasting with human expectations of power and glory The theology of the cross consistently looks to normal, ordinary means rather than what people perceive as great and powerful There is significant growth of God's kingdom between Christ's first advent and His eventual return God's kingdom cannot be stopped by opposition; attempts to destroy it actually facilitate its growth Biblical meditation on Jesus' parables is essential for deeper understanding and application The parable connects to Old Testament imagery (particularly in Daniel and Ezekiel) where trees represent kingdoms The Theology of Ordinary Means The parable of the mustard seed demonstrates what Jesse refers to as "the theology of the cross" versus "the theology of glory." God consistently chooses to work through what appears weak, small, and insignificant rather than through impressive displays of worldly power. As Jesse explains, "The theology of Cross is always looking to these normal, ordinary insignificant things. It's God's stacking the deck against himself to show his great power that he works not... in the circumstance of what people perceive to be great and powerful, but the exact opposite." This approach reveals God's sovereignty—He needs no human advantage, political power, or military might to accomplish His purposes. The kingdom that began with Jesus' seemingly humble first advent will culminate in His glorious return, showing that God's power is made perfect in weakness. The Unstoppable Growth of God's Kingdom One of the most encouraging aspects of this parable is how it portrays the inevitability of the kingdom's growth. Just as a mustard seed inevitably grows into a tree according to its nature, God's kingdom advances despite opposition. Jesse notes how throughout history, attempts to destroy Christianity have always failed: "History is replete with those... who have tried in their own way to silence God, to destroy the scriptures or to somehow eradicate Christianity. And of course, history will be filled up with all of their failures." Even the martyrdom of Stephen in the early church, which seemed like a defeat, actually caused the gospel to spread beyond Jerusalem as believers were scattered. This illustrates Jesus' promise that "the gates of hell will not prevail against his church" (Matthew 16:18). The kingdom continues to grow by God's power until its final consummation when Christ returns. Memorable Quotes "The humble inauguration was not a mistake. This is planned by God and it is for his great purpose. It shows His great power, his love for his people, and the ordinary way in which he brings about all of these things." - Jesse Schwamb "This unassuming seed, which God plants, continues to grow by his power, his volition, his sustenance, until it takes over all things." - Jesse Schwamb "The one who took on flesh and was born in a humble state will return in splendor and judgment to consummate this kingdom." - Jesse Schwamb Full Transcript the theology of Cross is always looking to these. Normal, ordinary insignificant things. It's, God's stacking the deck against himself to show his great power that he works not with great po, not in the circumstance of what people perceive us to be. Great and powerful, but the exact opposite. Welcome to episode 467 of The Reformed Brotherhood. I'm Jesse, and this is the podcast with ears to hear. Hey, brothers and sisters. Well, we're back at it again. [00:00:48] Exploring the Kingdom of God Through Parables On this episode, we're talking about seeds and leave. In what other ways would Jesus describe the kingdom of God? And we're gonna get to all of that, but in a slightly different format. Something special for everybody on this episode. It may have noticed that. Right at the top. Tony is missing, but fear not. He's still here. We're doing something different on this episode and that is we're gonna speak about the kingdom of God as Jesus describes it in parable form with the mustard seed and the leave. And so what we decided to do is I'm gonna give a quick little primer, my thoughts, my observations. On the mustard soup parable, and then Tony will be right behind me to talk about the leaven. And then in the next episode, we're coming together and we're gonna see how all of our different explanations kind of come, came together and coalesced around single themes. So this is a fun little game where you're gonna hear from. You're gonna hear from Tony, and we're gonna see how all of this comes together in the end, because neither of us is having the conversation in real time, but I'm sure that we're gonna have a lot of the similar things to say and it'll be a fun little game of seeing how all of this comes together. So if you wanna play along. And you definitely should come hang out with us in Matthew chapter 13. [00:02:04] The Mustard Seed Parable So we've gone through a couple parables already and the beauty of looking at these parables, of course, one of the many beauties, I guess I should say, is that we're getting some direct teaching from Jesus, which is always great, and we're getting it directly about the Kingdom of God. The God perspective on salvation. Clear, concise, in parable form. And so we found ourselves looking at fields, looking at planting, looking at weeds, looking at tears, looking at wheats. And now after all of that, we're coming back. To in some ways, at least for me, a familiar form. And that is we're back to seeds again. And this time it's a particular type of seed. It's the mustard seed, and Tony's gonna handle something new, a total change in direction, a totally different comparison. He's gonna get into lemon and bread making and all that kinda good stuff. But in either case, what we're finding is Jesus is specifically coming to us once again. With these finely tuned stories to help explain to us the kingdom of God. And of course, like this is clear because in all of Jesus' teaching, the kingdom of God holds this like high and lifted up this prominent position. It gets hegemony in all the other topics. And as he goes about his earthly ministry, wherever gospel you look, you're gonna find that he's proclaiming his coming to earth and that this coming meant that the kingdom of God was at hand. Now, I can only imagine, and you ought to as well, that if you were in that time, if you were listening to Jesus. What an incredible thing that would be that you're trying to understand and really discern what the he means about this kingdom of God. And perhaps like you, I would have my own perceptions of what that was, and if he's inaugurating it, I'm waiting for that thing to happen. And a kingdom is a powerful representation of ownership. Power in hierarchy in a place that's clearly manifested. And so as Jesus is in the midst of all these hears, these disciples that are gathering around the throngs of people that are trying to understand what he has to say. If he's coming and saying, I am here to inaugurate the kingdom of God, then my first question would be. Where is it? Tell us what it's gonna look like. Show me what you mean when you say that the kingdom of God is here, that you're ushering it in. And so how strange and unusual then for Jesus to say something like the kingdom of God is like a mustard seed, or the kingdom of God is like lemon in bread. So it seems altogether fitting that Jesus would want to and would have to explain what exactly he means. It's a little bit though mysterious that he uses these elements. To bring about that kind of explanation. I find that endlessly fascinating. [00:04:32] Meditation on Jesus' Teachings Speaking of which, I think one of the reasons why Tony and I are discovering that we're loving these parables so much is that it forces us to do something that sometimes is Modern Christians we're honestly just not that good at it, not skilled and often not practiced because our lives are filled with many things. And we prefer not to do this, and that is to actually meditate on what he's saying, to actually like turn it over in our minds to think about it. Like personally, practically, seriously, and earnestly to understand how the truth of God's words should look in life. And it just dawned on me this week that really the parable forces us into that rubric, whether we want to or not, because the whole purpose is to take what he's saying and to dwell on it to such degree that we receive something of the promises that are therein. By chewing on them. And it's just too easy to read the scriptures, of course, and to take with you as you pass by those words, something of a little bit of the knowledge that's contained within something about the phraseology or about the facts of it. But really what God's after here is this idea that we would spend time meditating on the words of Jesus, so that we might truly understand what he means by the kingdom of God. And then we might take that kingdom into our own realm, as it were, into our own sphere of influence to manifest it. And to worship him through it and to be obedient in it. Be not because of works on the righteousness, of course, but because we already have been saved by a great savior for this kingdom. And now we know something about what it's actually like by way of these beautiful metaphors. And of course, like the metaphors, even if they're straightforward. As we're about to find in this one, still force us into them to really say, well, what? What does it mean? We're gonna talk about seeds and mustard plants, and where else we find trees in the scriptures. Without meditation, we lose so much of this without meditation. Truths are maybe devoured, but they're never digested. I like what the great Puritan Watson wrote. He said, it's better to meditate on one sermon than to hear. Five sermons. Many complain that they do not profit from sermons. This may be the chief reason, because they do not chew the cud. They do not meditate on what they have heard. And I think one of the great goals that Tony have in this series is that even as we're thinking about this before we have conversation with each other and present it all to you, that we really wanna spend time truly meditating on it, thinking practically, deeply for a long period of time. On what is being said here, what Jesus means by it, that it is for us, that it is a gift that he gives to us. And so I really totally resonate with what Watson is saying here, that when a Christian enters into meditation through the scriptures, that they receive healing, they receive power from God, that receive insights and wisdom, that receive his comforts, that receive his direction for life, and that all of that is, or most of that. Rather is lost if we move too quickly by it. We tend to gather a lot of knowledge, but maybe not a lot of the wisdom that's contained in there. So even if this sounds simple, this little parable that's before us, it's just a couple of verses. Loved ones that there is so much in it for us to understand and to chew on. I don't think we can expect to get all the understanding in one go and that's okay. We keep coming back to it. Certainly. I'm not gonna cover it all here. This is definitely not going to be, though. You might expect it, the definitive episode. On the parable of the mustard seed in the lemon. It can't be really, and that's because there's just so much for us to understand here and to receive from God. So that is the longest intro ever. So let me cut it there and let's just go right to the scripture, which of course is the best part of this podcast. Always. So this is Matthew chapter 13, beginning in verse 31, just a couple of verses. Jesus put another parable before them saying The kingdom of heaven is like a grain of mustard seed than a man took and sowed in his field. It is the smallest of all seeds, but when it has grown, it is larger than all the garden plants and becomes a tree. So that the birds of the air come and make nests in its branches. Lovely. Right. It's wild because it's such quick language there. It's so brief and already I wanted to go further, but I would be into Tony's verses, which he's gonna hit with us in just a second for. But it's really compact statement of just a couple of things. One, can we just agree that I love the way that this particular little passage begins? It just starts by saying, Jesus put another parable before them. What beautiful language that he's really throwing before his disciples placing for them to evaluate again, to meditate on these beautiful words of his that express what the kingdom of heaven is like. It's of course, well within God's purview. To not have given us any kind of direct revelation here, or direct expression or even metaphorical or comparative expression of his kingdom. How kind that he does this. And then I think there is something for us to study in this, again, to chew the cut, as Watson would say, on what it means for us to think about heaven as this grain of mustard seed and that a man took it. And he sewed it in his field. It's very small, yet it grew larger than all of the other garden plants that would probably be in that field. It became a tree, and then as a result of that, the birds of the air come and make its nest in its branches. So you can see that there's all this interesting, logical pro progression throughout this passage. And we're talking about really just two verses, really, just that many sentences. It's really exceptional thing, you know. [00:09:52] The Growth of God's Kingdom I find it interesting that this illustration progresses this idea of the kingdom of God between its inauguration and consummation. There's something built in there, and like I said, I think it's realistic to assume that so many who are hearing these words we're really, truly trying to understand. Where was this kingdom, Jesus, that you're bringing in as the Son of David, show us this kingdom and its power and my own expectation. I still don't mean to put this on. Those who would've been there would've been that this kingdom would've come in power. I was waiting for it to be manifested with this sense that it would be very clear that Jesus was in. That all things, all realities both here and now in spiritual principalities will be clearly under his foot. We were looking for, we want to see the serpent crusher, the head crusher the better. David, the one that comes inlays Goliath Finally. Where is that pump and where is that power? And interestingly, Jesus says, no, actually, it's more like a mustard seed. And of course, I mean, you don't need to know much about seeds, but if you haven't looked up a mustard seed at this point, you definitely should because it's very tiny. That's obviously implied from the text, but it is very tiny, like crazy tiny, like almost so tiny that when I look at a mustard seed, whether you're like, you're looking at your. From your like spice rack or you go and Google one, it almost seems inconceivable that any size plant could come forth from that very, very tiny seed. It's so mundane and insignificant that the idea that Jesus would say, this is what this glorious kingdom of God is like, is almost mind boggling. Like even now it's mind boggling. And if it's not, it's because you have not looked at a mustard seed. Go check that bad boy out. It's so small. And so of course like Mustard would've been a common agricultural product that grew quite prolifically in that particular area. You know, the variety of mustard seed growth in PA in Palestine is probably similar, I imagine to like maybe most of like the northern hemisphere. There's various. Kind of varieties, of course of mustard seed. What I've learned since trying to chew on this text, and they grow in very all kinds of varieties, but this idea that this small seed can become something that you put in your garden, that grows to such a great extent that it dwarfs all of the other things. And of course it starts. In the most, I don't wanna say humble, that's like, that's almost too much. The most insignificant way is incredible. So the fact that, again, we have, I think in this something that Tony and I have come back to quite often, and that is the difference between the theology of glory and the theology of the cross. That the theology of Cross is always looking to these. Normal, ordinary means these insignificant things. It's, as we've said before, God's stacking the deck constantly against himself to show his great power that he works not with great po, not in the circumstance of what people perceive us to be. Great and powerful, but the exact opposite. And I think not just as the Bible communicates, not just to display his mighty power, but also to shore forth his great glory that he needs no other thing. And because he needs no other thing, he doesn't need things to go right for him. He doesn't need the right political leaders to be involved. He does not need armies. He does not need kingdoms. He inaugurates his own. And his own is so great and so powerful that it became, it can begin in the most insignificant way because the power is not itself in the planting of that thing, but in the thing that makes it grow. And so here we have this clean and clear delineation when it comes to trees that God, again, is doing the planting and this tree is gonna grow to such a great extent that dwarfs all the others besides it. And that not just that, it becomes a resting place. It becomes a living place, a place that provides shelter. And so. It's, that is a common theme that we find, like throughout all of the scriptures. In fact, I, I often think like God has a thing for, for a couple of different items. One is tense. God loves tense, loves sojourning jam. Then the third would be trees. I mean, look throughout the scripture and see where God is either using trees directly or using, this becomes like a grand metaphor explanation for so many of other great spiritual and theological principles. That's whether we go back all the way to the beginning in the guided and we see the tree of good evil, tree of knowledge of good and evil. Tree of Life rather. In addition to that, then we have all these other references, especially in the Old Testament, but I mean, whether it's Abraham and he's souring and he's, we're getting way points by way of trees, for instance, or whether we are in the New Testament and we're talking about fig trees. There are all these references to trees. They're embedded and impounded in the lifeblood of God's work and the story that he's telling, the grand narrative of salvation of his people. [00:14:35] Historical and Biblical Context And nowhere is this, I'd say more true than in places in the Old Testament, especially when we're speaking about like the book of Daniel Daniel, chapter four. So for instance, if you go back there, you're gonna find that this description here in some ways. Has it. I think parallel is probably not strong enough a word. There's like this direct connection between what God talks about and through the power of the Holy Spirit in the book of Daniel and what he Jesus' son is saying here. And in that book we see the descriptions harkening back to King Nebuchadnezzar, Babylon. He had a dream about a tree that had grown so large that the birds of the air rested in it. However, that tree was chopped down an instant. And Daniel's interpretation revealed that all the kingdoms a man will collapse, even this mighty nebuchadnezzar's kingdom. But God's kingdom that Jesus draws a parallel here to here is different. Although the inauguration of his kingdom was unimpressive, it's going to grow until it reaches final glorious form, until the birds of the heavens common nest and its branches, which by the way, is basically exactly out of Ezekiel 36, 31, chapter six. All the birds of the heavens made their nest in its bows under its branches. All the beasts of the field gave birth to the young and under its shadow, lived all the great nations. So lest is hearers miss this message here. You know, Jesus is saying very clearly, listen, there is growth of God's kingdom. Between his first and second advents and in them, Jesus showing the manner in which he's ushering in this kingdom of God and need not sow any doubts concerning the power and legitimacy of his Messianic office and of this kingdom that he's bringing in. The humble inauguration was not a mistake. You know, this is planned by God and it is for his great purpose. It shows. His great power, his love for his people, and the ordinary way in which he brings about all of these things. And we can see this in fact, some. One of the great blessings is that we sit in this place where we can interrogate, examine, have these parables read us, and we see that since Jesus uttered these parables, the mustard seed has in fact taken root and blossomed, you know? Those who oppose Jesus and his followers after his ascension tried to squelch this infant church to chop down this tree. I love, you've heard me say before, loved ones. I love this description of job that we get from the scriptures, that even in our, let's say, the most miserable times, even when it seems like all hope has been cut off from us. Even if it seems though it's never the case, even if it seems that we've been forgotten or forsaken, the scripture tells us of job. There's hope for job, like a cut down tree. There again, we have a tree and this, this idea that even though it was removed, it, new life springs forth from it again. New unassuming life, the kind of life that can only come from the creator, the one who restores all things, redeems, all things, loves his children, and for whom. We find the exact truth manifested in from Romans 8 28, that for those who love God and are called according to his purpose, all things, all things, all things work for good. And so this infant church, while in its time it was trying to be. There was so many attempts to crush it, to destroy it, that it went far beyond Jerusalem. All the attempts to do this were exactly futile. In fact, the more that God's enemies came both in the present day and in the previous day, the more they come where their AEs and try to chop at this tree, the more the tree grows. You know, a really wild example of this in the first century is the martyrdom of of Stephen, which I think is illustrative to this end because it precipitated a dispersion that carried the gospel beyond Jerusalem, into Judea, into Samaria, and to the ends of the earth, literally. That's Acts eight. You know, the history of the church is truly the fulfillment of Jesus' promise right here in this text that not even the gates of hell would prevail against his church. That's from Matthew 1618, and I know I've said before, but man, does it bear repeating. That gates don't attack anybody. Gates don't go out to battle. It's so for the Christian here, for what Jesus is saying, it's not that we have to worry that the gates of hell are coming after us, but that the normative position of the church is to grow in such a powerful and unassuming and mysterious way that even these gates, which will try to defend against the light, will not overcome it. And so because of that, we find that. It now houses the birds of heaven, that it feeds the nations that is lifeblood and it provides fruit for all who are there? The kingdom that Jesus inaugurated awaits his return for its full and final consummation. And so in the interim, we walk by faith and not by sight. We're citizens of that kingdom and we know it cannot be shaken. We know it's growing. You know, this is one of the things that I find incredible. I think you could have chosen. Any number of course of metaphors to explain what God's kingdom is like, and sometimes we choose our own and that's fun. We're trying to explain it in a particular way or maybe to express some kind of nuance of that kingdom. But my bet is that we would not use the words that Jesus has given us here if it were left to us to try to explain it without any kind of great insight. And again, the reason why is because this is too humble. It's too unassuming. It doesn't seem like it contains within enough power, but that's because we have in this, again, this super intending will of God that he's so great, so majestic, that his thoughts are so incredibly deep that even what we have to do here is let our consciousness and reason bow down to who God is and to what he says his kingdom is like, because he always. Brings it forth in every generation. He always brings it forth and it cannot be stopped. And of course, history is replete with those both individual leaders and cultures, movements and political heroes who have tried in their own way to silence God, to destroy the scriptures or to somehow eradicate Christianity. And of course, history will be filled up with all of their failures because this unassuming seed, which God plants. Continues to grow by his power, his volition, his sustenance, until it takes over all things. And in that final consummation, it absolutely will loved ones. And so we find, I think so much encouragement in that when Christ returns to consummate the kingdom of God, no one will be able to deny its glory then. And while many of us now where we look for that glory, we obtain that glory by faith and not by sight. And in the same way here that Jesus challenges us to say, look, this is how it works. And wow, do I wanna speak so much about the 11, but I've gotta save that for Tony. You know, the one who took on flesh and was born in a humble state will return in splendor and judgment to consummate this kingdom. And so in some ways this is a warning. That what started as this humble means of Jesus in the first advent coming speaking peace to his people that will will ultimately be bookended with this kind of final judgment that reflects his full unvarnished glory. And then finally. Finally the dwelling place of God will be with man. And in that way, the birds of heaven will nest in this tree, in this lovely coming together of a new heaven and a new earth of God with his people and us finally having that beautific vision of Jesus. So there's so much here. I think that's. We can spend a little bit of time chewing on, even if we just mull over in our mind, what does it mean again? That this kingdom of heaven is like, like a grain of a mustard seed, that it gets sewn. That's the small must of seeds, but that when it's grown, it's larger than all the garden plants, and then it becomes a tree. And because it is a tree and is this great and glorious tree, all the birds of the air come and make its nests and its branches. What are the birds? What are the, what are the nests? What are these branches? And of course, I think. There's so much there for all of us to really consider as we continue to ponder what it means for us to really follow the Lord Jesus Christ closely. So that is your little quick. Conversation about the mustard seed and the leaven. [00:23:00] Conclusion and Community Engagement Now, before I turn everybody over to Tony, I wanna remind you that you all probably have thoughts on this, and as you meditate on it, you'll certainly have thoughts on it. And the best place to come and hang out and share some of those thoughts is by joining our Telegram Chat Telegram. It's just a messaging app and we have a little. A little closed off corner of that world for you to come and hang out and meet and interact with other lovely brothers and sisters who are hanging out, listening to the podcast and hopefully doing a little meditating of their own. So the way that you find that, it's super easy. If you don't know by now, then you gotta know. You just go to T or t, me slash reform Brotherhood t me slash reform brotherhood, and that will take you a link to there. So loved ones. Go think about this Kingdom of heaven. It's like the grain of a mustard seed, but you know what else? It's also like the in bread. And for that, I'm gonna turn you over to.

Scrappy ABM spotlights practical playbooks that don't break the bank, and Mason Cosby welcomes Steven Tripp to focus on what actually moves revenue when sales and marketing aren't on the same page. Steven's stance is simple: pick the right accounts, prioritize first-party engagement data, and be brave enough to let buyers pull themselves through their own funnel. He lays out how a 100% inbound motion can evolve without jumping back on the expensive ad hamster wheel, why de-anonymizing late works when HubSpot lights up, and how ungating content led to a 5x traffic jump. You'll hear the SAP “sunset” story—one search a month, one perfect lead—and how a matrixed buyer's-journey approach ensures the right content shows up on Google and YouTube at every point. The punchline: marketing's “product” isn't leads—it's SQAs—and alignment gets real when teams listen, act on behavioral signals, and measure what sales actually values.ㅤ

Leads generieren – ohne frische Anfragen keine Termine und damit auch kein Wachstum. In dieser Folge zeige ich mit Børge Grothmann, wie wir qualifizierte Leads planbar aufbauen und dadurch eure Sales-Pipeline füllen. Die Basis für Leadgenerierung ist ein klares ICP. Wenn du genau weißt, wen du erreichen willst, triffst du Entscheider schneller, und du sprichst über echte Probleme. So kannst du einfacher Leads generieren im B2B und zugleich Kosten sparen. Wie kommen jetzt die Anfragen rein? Nicht über Massenmails, sondern über einen schlanken Ablauf: Signale prüfen, gut vorbereitet anrufen und kurz per Mail bestätigen. Das ist saubere Kundenakquise und sorgt dafür, dass du Interessenten gewinnen kannst, die wirklich passen. Damit aus Leads Umsatz wird, arbeiten SDRs und AEs eng zusammen. Wir definieren, was ein guter Ersttermin ist, und prüfen wöchentlich die Qualität. Diese Lead-Qualifizierung hilft dir, Termine zu sichern und daraus echte Chancen zu machen – also Leads generieren mit Substanz. Rechne deinen Funnel rückwärts: vom Zielumsatz über Angebote und Termine bis zu erreichten Entscheidern. Wenn die Quote hakt, findest du so die Engstelle, und du kannst gezielt nachschärfen. Dadurch füllst du die Sales-Pipeline Schritt für Schritt und bleibst in der Demand Generation auf Kurs. Bei den Kanälen gilt: LinkedIn-DMs und Massenmails nutzen sich ab. Der vorbereitete Call wirkt, weil er direkt ist und weil er Nutzen liefert. So betreibst du Outbound Sales mit System, und du kannst schneller B2B-Leads generieren, statt nur zu warten. Make or buy? Wenn du Setting intern nicht sauber abbildest, hilft ein externes Team für eine Zeit. Mit gemeinsamen KPIs, gutem Leadmanagement und einfachem Lead Nurturing bleibst du schlank und kannst dennoch zügig Leads generieren. Mein Fazit: Leads generieren ist kein Zufall. Mit klarem ICP, direkter Akquise, starker Quali und einem ruhigen Prozess füllst du die Pipeline zuverlässig – Monat für Monat. Ausgewählte Links zur Episode

We've all had those weeks where the pipeline, the budget, and the inbox gang up on us. Here's a quick, visual method to cut through noise, regain focus, and turn activity into outcomes: the focus map plus a six-step execution template. It's simple, fast, and friendly for time-poor sales pros.  How does a focus map work, and why does it beat a long to-do list? A focus map gets everything out of your head and onto one page around a single, central goal—so you can see priorities at a glance. Instead of scrolling endless tasks, draw a small circle in the centre of a page for your key focus (e.g., "Time Management," "Client Follow-Up," "Planning"). Radiate related sub-topics as circled "planets": prioritisation, block time, Quadrant Two focus, weekly goals. This simple visual cues the brain to spot what moves the needle first and what's just distraction. In 2025's noisy, Slack-popping world, mapping beats lists because you see interdependencies, not just items. It's a low-tech cognitive offload that scales across roles—from B2B SDRs to enterprise AEs—in Japan, the US, or Europe alike.  Do now: Grab a blank page, pick one central outcome, and sketch 6–8 sub-topics in 3 minutes. What's the six-step template I should run on each sub-topic? Use this repeatable mini-playbook: (1) Area of focus, (2) My current attitude, (3) Why it matters, (4) Specific actions, (5) Desired results, (6) Impact on vision. Walk a single sub-topic (say, "Prioritisation") through all six prompts to turn fuzzy intent into daily behaviour. This prevents feel-good plans that never reach your calendar. The key is specificity: "Block 90 minutes at 9:00 for top-value tasks, phone on Do Not Disturb" beats "be more organised." Leaders can cascade the same template in pipeline reviews or weekly one-on-ones to connect tasks to strategy and help teams self-coach.  Do now: Copy the six prompts onto a sticky note and keep it next to today's focus map. Can you show a concrete sales example for time management? Yes—prioritisation in practice looks like: organise, calendarise, and execute the top-value items first, every day.Start by acknowledging the usual blocker: "I never get around to it." Then translate to action: buy or open your organiser, maintain a rolling to-do list, and block time in your calendar for the highest-value, highest-priority items before anything else. Desired result: your best time goes to tasks with the greatest impact (e.g., discovery calls with ICP accounts, proposal updates due this week). Vision impact: consistency compounds—your effectiveness rises, and so does your contribution to team revenue. This is classic Quadrant Two discipline (important but not urgent) adapted for post-pandemic hybrid work.  Do now: Book tomorrow's first 90 minutes for your top two revenue drivers and guard it like gold. How should I prioritise when markets differ (Japan vs US vs Europe) or company size varies? Anchor priorities to value drivers that don't care about borders: ICP fit, deal stage risk, and time-to-impact. In Japan (often relationship-led and consensus-driven), prioritise follow-up and multi-stakeholder alignment; in the US (speed + experimentation), prioritise high-velocity outreach and fast iteration; in Europe (privacy/regulatory sensitivities), prioritise compliant messaging and local context. Startups should weight pipeline creation and early GTM proof; multinationals should weight cross-functional alignment, forecasting hygiene, and large-account expansion. The focus map adapts: the central circle stays constant ("Close Q4 revenue"), while the "planets" change by market and motion (ABM research vs channel enablement vs security reviews).  Do now: Label each sub-topic with the market or motion it best serves (e.g., "JP enterprise," "US SMB," "EU regulated"). How do I turn focus maps into weekly cadence without burning out? Run a lightweight loop: Monday map, daily 90-minute deep-work block, Friday review—then iterate. On Monday, pick one central theme (e.g., "Client Follow-Up") and 6–8 sub-topics. Each morning, choose one sub-topic and run the six-step template; protect a single 90-minute block to execute. On Friday, review outcomes vs. desired results, retire what's done, and promote what worked. Leaders can add a shared "focus wall" for visibility and coaching. This cadence blends time-blocking (Cal Newport), Eisenhower Quadrants, and sales hygiene—without heavy software. As of 2025, hybrid teams using this approach report better handoffs, cleaner CRM notes, and fewer "busy but not productive" days.  Do now: Schedule next week's Monday-Friday 09:00–10:30 focus block in your calendar. What are the red flags and watch-outs that kill focus? Beware "activity inflation," tool thrashing, and priority drift. Activity inflation = doing more low-value tasks to feel productive. Tool thrashing = bouncing between apps without finishing work. Priority drift = letting other people's urgencies displace your high-value commitments. Countermeasures: (1) Tie each sub-topic to a KPI (meetings booked, qualified pipeline, cycle time), (2) pre-decide your top two daily outcomes before opening email, (3) make your Friday review public to your manager or team to add gentle social accountability. Keep the map hand-drawn or one-page digital; if it takes longer to maintain than to act, you've over-engineered it.  Do now: Add KPI labels beside three sub-topics and delete one low-value "busywork" task today. Is there a quick checklist I can copy for my team? Use this one-pager and recycle it weekly. Central focus (one phrase): ____________________ Planets (6–8 sub-topics): ____________________ Six Steps per sub-topic: Area of focus → 2) My attitude → 3) Why it matters → 4) Specific actions → 5) Desired results → 6) Impact on vision Time block: 90 minutes daily, device on Do Not Disturb KPIs: meetings booked, pipeline $, cycle time, win rate Friday review: what shipped, what's next, what to drop This blends visual clarity (map) with behavioural clarity (six steps), making it easy for sales managers to coach and for reps to self-manage under pressure.  Do now: Print this checklist for the team stand-up and agree on one shared KPI for the week. Conclusion Focus maps + a six-step template turn overwhelm into action. They help you see what matters, schedule it, and ship it—fast. Start with one central goal, map the "planets," and run one sub-topic per day through the six prompts. That's how you get better results when time is tight.  Optional FAQs What's the difference between a focus map and mind map? A focus map is smaller and execution-oriented: one central outcome and 6–8 sub-topics you'll actually schedule this week.  How many sub-topics are ideal? Six to eight forces trade-offs; more invites sprawl and context switching.  How quickly should I see results? Usually within two weeks once you're blocking 90 minutes daily for the top-value tasks.  Next Steps for Leaders Run a 30-minute "Monday Map" with your team; pick one shared KPI. Make the 90-minute deep-work block part of your sales playbook. Review focus maps in pipeline meetings; coach actions, not anecdotes.    About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie "One Carnegie Award" (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). A Dale Carnegie Master Trainer, Greg delivers globally across leadership, communication, sales, and presentation programs, including Leadership Training for Results. He is the author of Japan Business Mastery, Japan Sales Mastery, Japan Presentations Mastery, Japan Leadership Mastery, and How to Stop Wasting Money on Training; his works are also available in Japanese. 

Dave Hatmaker joins Sean and Andy in Episode 307 for a wide-ranging conversation about working in theme parks, helping test and develop new audio products, and some hard-hitting practical tips and tricks for mixing corporate events.Dave has mixed astronauts to vice presidents, and almost everything in between. He's also been a sound designer for the Walt Disney Company, helping to create many memorable in-park entertainment shows, spectaculars and guest experiences, including Beauty and the Beast (before going to Broadway), Spirit of Pocahontas, and Hunchback of Notre Dame: Festival of Fools.In addition, he's worked with various international audio companies as a research and development team member (most recently Yamaha) creating new technologies, and he was awarded an international patent in 2021 for a new creative new use of audio technology. And, he's been a featured panelist and moderator at international audio and music industry trade shows, including NAMM, AES, MusikMesse, ProLight & Sound, InfoComm, SCSBOA, and Jazz Educators, in addition to being a guest on several podcasts for MxU and AVIXA.Dave holds a Bachelor of Arts degree from California State University, Long Beach, with an emphasis in percussion performance. He has created and delivered audio seminars to high school and college bands, music educators and sound technicians.His goal in the audio business? ”Every day he wants to make life a bit better for musicians by having better, easier, smarter, better sounding products! And to make them FUN to use!!Episode Links:Dave Hatmaker.comDave Hatmaker On LinkedInEpisode 307 TranscriptConnect with the community on the Signal To Noise Facebook Group and Discord Server. Both are spaces for listeners to create to generate conversations around the people and topics covered in the podcast — we want your questions and comments!Also please check out and support The Roadie Clinic, Their mission is simple. “We exist to empower & heal roadies and their families by providing resources & services tailored to the struggles of the touring lifestyle.”The Signal To Noise Podcast on ProSoundWeb is co-hosted by pro audio veterans Andy Leviss and Sean Walker.Want to be a part of the show? If you have a quick tip to share, or a question for the hosts, past or future guests, or listeners at home, we'd love to include it in a future episode. You can send it to us one of two ways:1) If you want to send it in as text and have us read it, or record your own short audio file, send it to signal2noise@prosoundweb.com with the subject “Tips” or “Questions”2) If you want a quick easy way to do a short (90s or less) audio recording, go to https://www.speakpipe.com/S2N and leave us a voicemail there.

Following the success of its DXP series, UGREEN has announced the launch of its new DH Series, designed to make network-attached storage (NAS) more accessible for entry-level users and those with essential data storage needs. The lineup includes two models, NASync DH2300 and NASync DH4300 Plus, with the DH2300 officially available starting October 15. NASync DH2300: Accessible NAS for Everyone The NASync DH2300 is the ideal first step into personal NAS, tailored for cloud drive and hard drive users, as well as home entertainment enthusiasts seeking a secure and more efficient way to manage growing data. With a 2-bay SATA configuration supporting up to 60TB (30TB per drive), it effortlessly handles vast libraries of 4K videos, high-resolution photos, and large documents, without relying on third-party cloud services. Running on UGOS Pro, UGREEN's intuitive operating system, the device offers a guided setup process that allows even first-time NAS users to complete installation in under ten minutes. The all-in-one UGREEN NAS app integrates file management, automatic photo backup, and media streaming to TVs through a single interface, removing the need for multiple apps. NFC quick connection further simplifies access, allowing users to connect a smartphone with just a tap. Security is built into every layer. DH2300 ensures full control of personal data through local storage, protected by TLS/SSL, RSA, and AES encryption, two-factor authentication, and certifications from TÜV and TRUSTe. The built-in Security Manager adds 24/7 threat monitoring and scheduled virus scans for complete peace of mind. With additional hardware features including a 1GbE LAN port for stable connectivity, 4K 60Hz HDMI output, and multiple RAID modes for flexible performance and redundancy, the DH2300 delivers simplicity, security, and versatility. It is the go-to NAS for users moving from cloud-based to private local storage for the first time. NASync DH4300 Plus: Designed for Growth and Collaboration For users who need more storage and performance, NASync DH4300 Plus is a powerful choice. Its 4-bay SATA setup supports up to 120TB, ideal for home offices, creative teams, and media-heavy workflows. With stable multitasking across data management, streaming, and collaboration, it features a 2.5GbE LAN port delivering theoretical speeds of up to 312.5MB/s, and supports RAID 5, 6, and 10 for enhanced redundancy and data protection. USB-A and USB-C 3.2 ports offer fast connectivity, while Docker support enables flexible deployment. DH4300 Plus combines professional-grade capabilities with an intuitive interface and the same robust security foundation as DH2300. The new DH Series represents UGREEN's ongoing commitment to creating NAS solutions that truly fit users' lifestyles. By simplifying setups, streamlining daily workflows, and strengthening data protection, the DH Series makes intelligent storage a reality for beginners, families, and small teams alike. DH2300 is now available at €209.99 in the EU and £169.99 in the UK. DH4300 Plus is currently offered at €429.99 in the EU and £359.99 in the UK. For more details, check the UGREEN website. More about Irish Tech News Irish Tech News are Ireland's No. 1 Online Tech Publication and often Ireland's No.1 Tech Podcast too. You can find hundreds of fantastic previous episodes and subscribe using whatever platform you like via our Anchor.fm page here: https://anchor.fm/irish-tech-news If you'd like to be featured in an upcoming Podcast email us at Simon@IrishTechNews.ie now to discuss. Irish Tech News have a range of services available to help promote your business. Why not drop us a line at Info@IrishTechNews.ie now to find out more about how we can help you reach our audience. You can also find and follow us on Twitter, LinkedIn, Facebook, Instagram, TikTok and Snapchat.

In this episode, Armand Farrokh breaks down exactly how to run a discovery call for any product, even one you've never sold before. Using a background check software as an example, he shows how to identify real business problems, craft targeted questions, and connect day-to-day pains to executive-level impact that drives urgency. You'll learn how to build and navigate a Discovery Tree—a structured path from situation to operational problem to executive impact, using Armand's proven framework. He also shares “typically” and “magic moment” questions that uncover high-value pain points, helping SDRs, AEs, and sales leaders turn every discovery call into a winning deal. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Carmel's Christkindlmarkt is set to debut a free shuttle service. A bipartisan majority of Indianapolis City-County Council members have spoken out against AES' new plan to raise electricity prices. Lawmakers from the Indiana Black Legislative Caucus are calling on their Republican colleagues to fight back against a congressional redistricting push from the Trump administration. A joint investigation by Indy Star and Mirror Indy reveals Mayor Joe Hogsett's administration potentially overlooked conflicts of interest that were tied to more than 80 million dollars in city-backed development deals. Want to go deeper on the stories you hear on WFYI News Now? Visit wfyi.org/news and follow us on social media to get comprehensive analysis and local news daily. Subscribe to WFYI News Now wherever you get your podcasts. WFYI News Now is produced by Zach Bundy and Abriana Herron, with support from News Director Sarah Neal-Estes.

Send us a textIn this episode we interview Molly Evola, Senior Content Marketing Manager at Customer.io. She shares a practical, system-first approach to turning everyday work into clear, consistent content. What you'll learn in this episode:How to unify product, marketing, sales, and lifecycle voices into one brand story—and keep it human to human. A simple hub-and-spoke plan: publish a guide, then repurpose it across email, blog, LinkedIn zero-click posts, and sales outreach. The operating system: an editorial Notion plan, a content request form that starts with “why” and “where,” and a quarterly roadmap. Editorial syncs with product to weave feature releases and larger themes into a single narrative. SME capture that respects schedules: 10–15 minute interviews, quick voice notes, and light editing that preserves personality. Fast workflows with transcripts from Zoom/Gong/Riverside and LLMs for outlines, pull-quotes, and structure. Sales-led content that drives pipeline: customer stories, tactical how-tos, and assets AEs and BDRs can send today. Internal promotion that actually gets seen: Slack callouts, an enablement newsletter, and Monday standups. 

After a long hiatus, AES is back — and we're kicking things off with the return of a favorite guest: Holly High! In this episode, we dive into Holly's latest project, her substack Laos: Revolutions in Reproduction, exploring how socialist ideals shape everyday life. We discuss: socialist housing and urban planning in Laos, property ownership under socialism, the evolving role of the socialist state  and much more! Join us for a thoughtful conversation on how revolutions live on in the structures and systems of everyday life. https://substack.com/@revolutionsinreproduction hollyhigh.net patreon.com/aesthepodcast  

https://www.linkedin.com/in/christophkarger/https://www.linkedin.com/company/gotonetworkhttps://www.linkedin.com/in/mattiaschaper/Summary (AI) In dieser Episode von Go To Network spricht Christoph Karger mit Mattia Schaper über die Zukunft der SDR-Rolle – und warum wir sie völlig neu denken müssen. Mattia hat mit SDRs of Germany nicht nur eine starke Community aufgebaut, sondern auch tiefe Einblicke in Hiring-Prozesse, Marktveränderungen und die Anforderungen an moderne Sales-Talente gesammelt. Im Gespräch geht es um die provokante These: „SDR ist keine Einstiegsrolle mehr – sondern eine Expertenrolle.“ Gemeinsam analysieren Christoph und Mattia, warum das alte Modell aus "Schnell vom SDR zum AE" nicht mehr funktioniert, wie sich Organisationen und Compensation-Strukturen verändern müssen und was Unternehmen heute wirklich von Bewerbenden erwarten. Es geht um AI-Kompetenzen, persönliche Verantwortung im Hiringprozess – aber auch um Bias, Diskriminierung und die unbequemen Wahrheiten, über die sonst niemand öffentlich spricht. Eine Folge für alle, die Sales nicht einfach nur machen – sondern verstehen, neu denken und nachhaltig aufbauen wollen. Takeaways SDR ist keine Zwischenstation – sondern ein Karriereweg.Gute SDRs brauchen heute AI-Skills, Systemverständnis und Ownership.Wer SDRs nur nach "Hunger" einstellt, wird langfristig scheitern.Der Weg in den Sales verändert sich – klassische Einstiegsrollen brechen weg.SDRs und AEs müssen als gleichwertige Partner gesehen und bezahlt werden.Durchschnittlichkeit hat keine Zukunft – KI übernimmt das Mittelmaß.Viele Unternehmen wissen nicht, was sie wirklich brauchen.Personal Branding ist kein Nice-to-have, sondern Umsatztreiber.Der Bewerbungsprozess ist Sales – und muss auch so behandelt werden.Bias im Recruiting ist Realität – und gehört auf den Tisch.Gute Vorbereitung ist heute kein Pluspunkt, sondern Mindestanforderung.Reference-Checks sind Alltag – Vertrauen baust du über dein Netzwerk auf.Sound Bites „SDR ist keine Einstiegsrolle mehr – sondern eine Expertenrolle.“ „KI ersetzt das Mittelmaß – nicht die Menschen mit Skills.“ „Viele SDRs wollen AE werden – nicht weil sie es können, sondern weil es besser bezahlt ist.“ „Die besten SDRs haben keine Angst vor AI – sie nutzen sie.“ „Du brauchst kein Coaching – du brauchst Ownership.“ „Was früher der Lebenslauf war, ist heute dein LinkedIn-Profil.“ „Die Rolle SDR wurde jahrelang klein gemacht – dabei ist sie entscheidend.“ „Wer heute 120k fix will, muss 240k Impact bringen.“ „Bias beginnt beim Namen – aber wir müssen darüber reden.“ „Der SDR, der gute Leads bringt, wird immer einen Job haben.“ Chapters 00:00 Begrüßung & Wiedertreffen mit Mattia 01:22 Die unbequeme Wahrheit im Sales – nicht jeder feiert, was du tust 04:40 Über Kritik, Emotionen und reflektiertes Feedback 06:50 Was Mattia heute wirklich macht – Fokus auf Community & Sales Hiring 10:01 Warum das klassische SDR→AE-Modell nicht mehr funktioniert 12:40 Warum SDRs heute echte Profis sein müssen – mit AI-Skills 15:15 Neue Compensation-Modelle – wenn SDRs 140k verdienen 18:20 „Mittelmaß hat keine Zukunft“ – wie AI den Markt verändert 21:10 Full-Cycle AEs oder spezialisierte SDRs – was ist nachhaltiger? 25:00 Quereinsteiger im Sales – was ist der neue Einstieg? 29:00 Was Top-Talent heute ausmacht – und was nicht 31:45 Wie SDRs AI in der Praxis nutzen können 34:00 Wissen + Tools = Geschwindigkeit + Impact 37:45 Warum Sales & Recruiting sich gleichen – und was das heißt 38:30 Bias im Recruiting – Namen, Herkunft, Geschlecht 44:00 Warum die strukturellen Probleme nicht allein beim Unternehmen liegen 48:15 Was Bewerbende im Prozess heute wirklich falsch machen 51:00 Interviewvorbereitung = Sales-Prozess 54:00 Over-Selling im Interview – und was stattdessen hilft 57:30 Reference Checks – Realität statt Tabu 01:02:00 Von der Rolex bis zum Cultural Fit – was alles den Ausschlag geben kann 01:04:00 Warum Community heute den Unterschied macht – SDS of Germany

Gerry Dick of Inside Indiana Business joins Tony Katz and the Morning News to talk about IU Head Coach Curt Cignetti’s contract extension, becoming the 3rd highest paid college coach in the country, as IU ranks No. 2 after another win. They then talk about AES rate increases taking place and how they will affect consumers and Indiana businesses.See omnystudio.com/listener for privacy information.

A bipartisan coalition of 16 councilors signed onto an Oct. 17 statement saying that AES should withdraw its newest proposal to increase household bills by about 6.5% by 2027.See omnystudio.com/listener for privacy information.

What if cold calling isn't dead and SDRs are not just seen as “entry-level”?In this episode of The Hard Corps Marketing Show, I sat down with Gabe Lullo, sales leader and CEO of Alleyoop. Gabe brings decades of experience to the table and delivers a no-nonsense perspective on what makes modern sales development succeed and why human connection still matters in an age of automation.Gabe breaks down the biggest myths about Sales Development Representatives (SDRs), cold calling, and who really “owns” sales development. He shares why SDRs should be treated as a unique, strategic function, not just a stepping stone to closing roles, and how the best reps focus on active listening, authenticity, and building trust. We also dive into the power of multi-channel outreach, the right way to use AI, and what industries actually do respond to outbound efforts.In this episode, we cover:Why SDRs should have their own career path, and are not just seen as junior AEs.How cold calling (or “first calling”) is still the most effective outreach method.Why authenticity, curiosity, and active listening outperform any sales script.How to warm up leads using LinkedIn, content, and follow-up calls.If you want to sharpen your sales strategy, elevate your SDR team, or just prove that cold calling isn't dead, this episode is packed with real-world tactics and takeaways you can use today.

TwelveLabs is building purpose-built foundation models for video understanding, enabling enterprises to index, search, and analyze petabytes of video content at scale. Founded by three technical co-founders who met in South Korea's Cyber Command doing multimodal video understanding research, the company recognized early that video requires fundamentally different infrastructure than text or image AI. Now achieving 10x revenue growth and serving customers across media, entertainment, sports, advertising, and federal agencies, TwelveLabs is proving that category creation through extreme focus beats trend chasing. In this episode, Jae Lee shares how the company navigated early product decisions, built specialized GTM motions for established industries, and maintained technical conviction during years of building in relative obscurity. Topics Discussed: How military research in multimodal video understanding led to founding TwelveLabs in 2020  The technical thesis: why video deserves purpose-built foundation models and inference infrastructure  Targeting video-centric industries where ROI justifies early-stage pricing: media, entertainment, sports, advertising, and defense  Partnership-driven distribution strategy and AWS Bedrock integration results  Specialized sales approach: generalist leaders, vertical-specific AEs and solutions architects Maintaining extreme focus and avoiding hype cycles during the first three years of building  Federal GTM lessons: why In-Q-Tel partnership and authentic mission alignment matter more than process optimization  The discipline of saying no to large opportunities that don't fit ICP  Keeping hiring bars high when the entire team is underwater GTM Lessons For B2B Founders: Hire vertical specialists on the front lines, not just at the top: TwelveLabs structures its GTM team with generalist leaders (head of GTM and VP of Revenue) who can sell any technology, but vertical-specialized AEs, solutions architects, and deployment engineers. These front-line team members come directly from the four target industries and understand customer workflows, buying patterns, and integration points without ramp time. For founders entering mature markets with established tech stacks and complex procurement, this inverted model—generalist strategy, specialist execution—accelerates deal velocity because technical buyers immediately recognize domain fluency. Infrastructure plays require integration partnerships, not displacement: In established industries with layered technology stacks, positioning as foundational infrastructure demands partnership-first distribution. Jae explained their approach: integration with media-specific GSIs, media asset management platforms, and cloud providers ensures TwelveLabs fits into existing workflows rather than forcing wholesale replacement. This is particularly critical for selling into industries like media and entertainment where technology decisions involve multiple stakeholders across production, post-production, and distribution. The AWS Bedrock integration delivered 30,000+ enterprise agreements in seven weeks—a distribution velocity impossible through direct sales alone. Extreme focus on first-principles product development beats fast-follower tactics: While competitors built quick demos by wrapping existing models, TwelveLabs spent three years building proprietary video foundation models and indexing infrastructure from scratch. Jae was explicit about the cost: "It was painful journey in the first like two and a half, three years because folks are flying by." The payoff came from solving actual customer problems—indexing 2 million hours of content in two days, enabling semantic search at scale, building agent workflows for specific use cases—rather than impressive demos that couldn't handle production workloads. For technical founders, this validates staying committed to fundamental research even when market momentum favors surface-level innovation. Federal requires cultural alignment before GTM optimization: TwelveLabs' federal success stems from authentic mission alignment, not just process execution. With In-Q-Tel as an investor providing interface to agencies and founders with military backgrounds, the company established credibility through shared values rather than sales tactics. Jae was direct: "If you're kind of entering because, oh, federal market is big and you go in, you're going to get your butt kicked. So I think like you need to actually build your team in a way that's like passionate to work on this project." This matters because federal deals require sustained engagement through long sales cycles, security reviews, and deployment complexity—momentum that only comes from genuine conviction, not quota pressure. ICP discipline protects product focus and team morale: Saying no to large early opportunities that don't fit ICP is operationally painful but strategically essential. Jae acknowledged the difficulty: "Early on saying no to customers is hard... as a founder you want to grow your business and you know that's going to be good for the morale. But that's only true when the customers are actually their ideal customers." Wrong customers create three failure modes: they pull product roadmap toward one-off features, they consume disproportionate support resources, and they generate reference cases that attract more wrong-fit prospects. For early-stage infrastructure companies, every customer shapes your market position—choose deliberately. // Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co   //   Don't Miss: New Podcast Series — How I Hire Senior GTM leaders share the tactical hiring frameworks they use to build winning revenue teams. Hosted by Andy Mowat, who scaled 4 unicorns from $10M to $100M+ ARR and launched Whispered to help executives find their next role. Subscribe here: https://open.spotify.com/show/53yCHlPfLSMFimtv0riPyM

Welcome to episode 326 of The Cloud Pod, where the forecast is always cloudy! Justin and Ryan are your guides to all things cloud and AI this week! We've got news from SonicWall (and it's not great), a host of goodbyes to say over at AWS, Oracle (finally) joins the dark side, and even Slurm – and you don't even need to ride on a creepy river to experience it. Let's get started!  Titles we almost went with this week SonicWall’s Cloud Backup Service: From 5% to Oh No, That’s Everyone AWS Spring Cleaning: 19 Services Get the Boot The Great AWS Service Purge of 2025 Maintenance Mode: Where Good Services Go to Die GitHub Gets Assimilated: Resistance to Azure Migration is Futile Salesforce to Ransomware Gang: You Can’t Always Get What You Want Kansas City Gets the Need for Speed with 100G Direct Connect. Peter, what are you up too Gemini Takes the Wheel: Google’s AI Learns to Click and Type  Oracle Discovers the Dark Side (Finally Has Cookies) Azure Goes Full Blackwell: 4,600 Reasons to Upgrade Your GPU Game DataStax to the Future: AWS Hires Database CEO for Security Role The Clone Wars: EBS Strikes Back with Instant Volume Copies Slurm Dunk: AWS Brings HPC Scheduling to Kubernetes The Great Cluster Convergence: When Slurm Met EKS Codex sent me a DM that I'll ignore too on Slack General News  01:24 SonicWall: Firewall configs stolen for all cloud backup customers SonicWall confirmed that all customers using their cloud backup service had firewall configuration files exposed in a breach, expanding from their initial estimate of 5% to 100% of cloud backup users. That's a big difference… The exposed backup files contain AES-256-encrypted credentials and configuration data, which could include MFA seeds for TOTP authentication, potentially explaining recent Akira ransomware attacks that bypassed MFA. SonicWall requires affected customers to reset all credentials, including local user passwords, TOTP codes, VPN shared secrets, API keys, and authentication tokens across their entire infrastructure. This incident highlights a fundamental security risk of cloud-based configuration backups where sensitive credentials are stored centrally, making them attractive targets for attackers. The breach demonstrates why WebAuthn/passkeys offer superior security architecture since they don’t rely on shared secrets that can be stolen from backups or servers. Interested in checking out their detailed remediation guidance? Find that here.  02:36 Justin – “You know, providing your own encryption keys is also good; not allowing your SaaS vendor to have the encryption key is a positive thing to do. There’s all kinds of ways to protect your data in the cloud when you’re leveraging a SaaS service.” 04:43 Take this rob and shove it! Salesforce issues stern retort to ransomware extort

Want to land your next SDR role? Apply here: https://tally.so/r/3qlNZ8In this episode, @Brandon shares how he went from washing dishes and sleeping on a couch to closing a $13.75M deal during one of the toughest times in SaaS. He breaks down what it really takes to win big in enterprise sales - from building genuine relationships to solving massive problems that move the needle.You'll learn: ✅ How Brandon identified the problem behind the $13.75M deal ✅ Why trust and timing beat every fancy sales tactic ✅ How he now helps AEs close their first million-dollar contractsConnect with Stefan on LinkedIn: https://www.linkedin.com/in/stefan-conic/Connect with Brandon: https://www.linkedin.com/in/nicktomic/

Get the latest updates from our LinkedIn page! https://onelink.to/treesandlinesWelcome back to another episode of the Trees & Lines podcast. Cody Flint, Vegetation Management Leader at AES Indiana, joins us to discuss how vegetation management serves as the operational backbone of grid safety. Cody shares how AES shifted to circuit-based trimming, the lessons learned from AI risk-based tools, and why customer education and empathy are critical for long-term reliability. Have a listen, hope you enjoy!#VegetationManagement #GridSafety #UtilityLeadership #GridReliability #PowerGrid #EnergyInfrastructure #UtilityOperations #TreeTrimming #ReliabilityMetrics #LeadershipLessons #RiskManagement #ContractorManagement #UtilityInnovation #Utilities #ExecutiveStrategy Hosted on Acast. See acast.com/privacy for more information.

This Is Why Everyone Else Is Getting Promoted Faster Wondering why you're stuck while your peers keep getting promoted? It's not about tenure or luck—it's about strategy. In this video, we break down the hard truth behind why others are getting promoted faster than you. Based on the career journey of a former VP of Sales who jumped multiple levels by age 29, you'll get a clear 4-step framework that helps you outperform, gain leverage, and control your own promotion path. If you're tired of waiting your turn, or feel like your hard work isn't being recognized, this is your wake-up call. Learn how to become undeniable, run your own promotion “sales cycle,” and make it impossible for leadership to overlook you. Perfect for SDRs, AEs, and any high-performer in a competitive sales org. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQmg0 Things you can steal - https://linktr.ee/30mpc Save $50 on any 30MPC course - https://www.30mpc.com/courses with code “PODCAST” Free Sales Templates, Scripts and Guides - https://www.30mpc.com/toolkit

In this episode, Jason and Clara Johnson kick off a new behind-the-scenes series with the Outbound Squad sales training team. They shared how SDRs can improve cold call qualification to boost pipeline conversion and set AEs up for success. Check out more free content and get coaching at ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://outboundsquad.com.⁠

What does it mean to design without limits? In this trailer for Problem Solved: The IISE Podcast, past AES president Bobbie Watts and current president Anuja Patil preview their upcoming conversation on how ergonomics and universal design are shaping the workplace of today and tomorrow.From the curb cut effect to AI-enabled tools, discover how design choices can reduce injuries, improve performance, and expand opportunities for all.Episode Available October 14.Learn more about The Institute of Industrial and Systems Engineers (IISE)Learn more about The Applied Ergonomics DivisionProblem Solved on LinkedInProblem Solved on YouTubeProblem Solved on InstagramProblem Solved on TikTokProblem Solved Executive Producer: Elizabeth GrimesInterested in contributing to the podcast? Email egrimes@iise.org

Why you should listenRob Fegan shares the exact 4-phase framework he used to transform his Microsoft partner business from zero to millions in annual revenue—and how SMB partners can replicate this success even as "small fish" in a 30,000-person sales ecosystem.Learn how to leverage Microsoft's Commerce Incentives Fund to access thousands in funded engagements per customer, essentially getting Microsoft to pay you to deploy their solutions while you focus on high-margin services.Discover why connecting with AI specialists (not just AEs) is the key to unlocking Microsoft's FY26 priorities, and how to position your messaging so Microsoft's field teams become your biggest sales asset instead of just another vendor relationship.You're running a solid Microsoft partner business, delivering real results for clients, but you feel completely invisible to Microsoft's massive sales organization. You watch bigger partners effortlessly access pipeline opportunities, co-sell motions, and vendor support while you're stuck fighting for scraps. You know the opportunity is there—Microsoft has 30,000 salespeople who could be feeding you qualified leads—but you have no idea how to cut through the noise when you're just a 1-10 person shop.In this episode, I sit down with Rob Fegan from RYZE Partners who spent 15 years building and scaling Microsoft partner businesses before a successful exit. Rob breaks down his proven 4-phase framework that turns Microsoft's field teams into your biggest sales asset, even as a small partner. We dive into the four critical areas most partners get wrong, why SMB partners are suddenly Microsoft's top priority after years of enterprise focus, and the specific funded programs that can inject thousands of dollars per engagement into your business. If you're tired of being stuck, overlooked, and sidelined while bigger partners dominate the conversation, this episode gives you the exact playbook to change that.About Rob FeganRob Fegan is the founder of Venvito and co-founder of RYZE Partners, where he helps Microsoft SMB partners go from invisible to in-demand. After 15+ years in the Microsoft ecosystem, Rob built his own Microsoft practice from zero to millions in annual revenue before a successful exit. Now he's on a mission to help 10,000 Microsoft partners escape what he calls "SOS Mode" - being Stuck, Overlooked, and Sidelined - through his proven frameworks for demystifying selling WITH Microsoft. Rob's approach has helped partners transform from vendor status to becoming Microsoft's go-to referral sources, turning field teams into their biggest sales asset.Resources and LinksRyze-partners.comVenvito.netRob's LinkedIn profilePrevious episode: 639 - How to Stop ChatGPT from Lying to You (AI PhD Reveals the Fix) with Garima AgrawalCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested...

OEG celebrates 500 offshore turbine toilet installations while BlackRock acquires AES for $38 billion, signaling continued investment despite global wind auction slowdowns and European wind droughts. Sign up now for Uptime Tech News, our weekly email update on all things wind technology. This episode is sponsored by Weather Guard Lightning Tech. Learn more about Weather Guard's StrikeTape Wind Turbine LPS retrofit. Follow the show on Facebook, YouTube, Twitter, Linkedin and visit Weather Guard on the web. And subscribe to Rosemary Barnes' YouTube channel here. Have a question we can answer on the show? Email us! Welcome to Uptime News. Flash Industry News Lightning fast. Your host, Allen Hall, shares the renewable industry news you may have missed. Allen Hall 2025: There's good news today from the wind energy sector, and it starts of all places with toilets. OEG and Aberdeen Headquartered company just reached a milestone. They've installed their 500th in turbine welfare unit across the UK's offshore wind sector. If you've ever worked on an offshore wind turbine, you know why this matters. These aren't just convenience facilities. Their dignity and their safety. The other difference between a dangerous transfer to a standby vessel and staying on the job. The units operate in the harshest offshore conditions with no external power or water. Nine offshore wind farms now have these facilities and they're making offshore work accessible for [00:01:00] women helping retain a more diverse workforce. And while OEG celebrates 500 installations, something much larger is happening in the American Midwest. Gulf Pacific Power. Just completed a major transaction with NL Green Power North America. Gulf Pacific acquired all of E L's interest in five operating wind facilities, totaling over 800 megawatts of capacity. The portfolio includes Prairie Rose in Minnesota, Goodwill and Origin, and Rocky Ridge in Oklahoma, and a facility in North Dakota. Projects with long-term power purchase agreements and high credit counterparties. And then there's BlackRock. The world's largest asset manager is placing a $38 billion bet on American clean energy. They're close to acquiring power Giant a ES, which have give BlackRock ownership of nearly eight gigawatts of wind power capacity. A [00:02:00] ES leads in sign deals with data center customers with artificial intelligence driving unprecedented electricity demand. That positioning matters. The weather numbers tell their own story about wind's challenging year. Most of Europe recorded wind speeds four to 8% below normal in the first half of this year. The wind drought curtailed generation in Germany, Spain, France, and the United Kingdom. But the Northeastern United States saw winds seven to 10% above average in parts of Norway, Sweden, and Northern China also benefited. And in storm, Amy, which is passing through the uk, it drove wholesale electricity prices negative for 17 hours. 20 gigawatts of wind power flooded the grid and the grid paid users to consume electricity. Too much wind, not enough demand. The offshore wind industry faces real headwinds. Global awards fell more than 70% in the first nine months of this year. Of about 20 gigawatts of expected auctions, [00:03:00] only 2.2 gigawatts have been awarded. Germany, the Netherlands and Denmark are preparing new frameworks to restore investor confidence and Japan designated two promising offshore zones, but confidence there is still shaken when Mitsubishi pulled out of its first auction due to some sorry costs. So here's what we have. An Aberdeen company celebrating 500 toilet installations that transform working conditions. A Midwestern power company expanding its wind portfolio by 800 megawatts and the world's largest asset manager, betting $38 billion on American energy infrastructure. All while offshore auctions stall globally, all while Europe experiences a wind drought and the UK experiences at times too m...

Aktien hören ist gut. Aktien kaufen ist noch besser. Unser Partner Scalable Capital ist jetzt eine Bank und bietet euch dadurch jetzt noch bessere Konditionen. Mehr Infos findet ihr unter: scalable.capital/oaws OpenAI pusht SK Hynix & Samsung und versenkt Reddit. Trump pusht Pharma-Aktien und Lithium Americas. BlackRock will AES. Buffett will Occidental Petroleum für Chemie. Adidas & Puma freuen sich mit Nike. Elon Musk cancelt Netflix. Die US-Regierung ist im Shutdown. Was bedeutet das für die Börse? Wir klären auf. BlackRocks ETF überholt die Optionsbörse von Coinbase. Tether setzt auf Rumble. 300% garantierte Rendite sind Betrug. Diesen Podcast vom 02.10.2025, 3:00 Uhr stellt dir die Podstars GmbH (Noah Leidinger) zur Verfügung.

We would LOVE to hear what you think. Please drop a line.The Sync Soundtrack with Marcus MandersonMarcus Manderson (@dafingaz) is a composer and producer who specializes in sync licensing, trailers, and custom music for global brands. His dynamic work has graced STARZ's BMF and shined across MTV, BET, Bravo, the NBA, NFL, NHL, MLB, and more. Recent highlights include a Netflix trailer placement and the musical opening for the Lil Jon x Pitbull world tour.Beyond creation, Marcus is a leading voice in the sync and production music community. He hosts panels at SXSW, NAMM, AES, and other major events, runs global writing camps with Level Up Music Productions, and leads workshops that bring music production education to students around the world.At the core, Marcus believes music is more than sound. It is strategy, storytelling, and connection—and his mission is to help creators and brands unlock that power.Join the conversation as he breaks down the art and science of music for media, reveals behind-the-scenes insights from high-profile placements, and shares practical guidance for navigating licensing, composition, and collaboration in a fast-paced industry.Support the show

Get My Book On Amazon: https://a.co/d/avbaV48DownloadThe Peptide Cheat Sheet: https://peptidecheatsheet.carrd.co/Download The Bioregulator Cheat Sheet: https://bioregulatorcheatsheet.carrd.co/1 On 1 Coaching Application: https://hunterwilliamscoaching.carrd.co/Book A Call With Me: https://hunterwilliamscall.carrd.co/Supplement Sources: https://hunterwilliamssupplements.carrd.co/Amazon Storefront: https://www.amazon.com/shop/hunterwilliams/list/WE16G2223BXA?ref_=cm_sw_r_cp_ud_aipsflist_R7QWQC0P1RACB2ETY3DYSocials:Instagram: https://www.instagram.com/hunterwilliamscoaching/Podcast: https://hunterwilliamspodcast.buzzsprout.com/Video Topic Request: https://hunterwilliamsvideotopic.carrd.co/In today's video I unpack amlexanox—an old anti-inflammatory/allergy drug with surprising metabolic effects. I share my first encounter with it in the research-chem world, what I noticed subjectively, and then dive into mechanisms (IKKε/TBK1 inhibition, catecholamine resensitization, beige fat), rodent data, the Phase 2 human trial (150 mg/day), safety, dosing, who seems to respond best, and how I'm stacking it inside Bio Ignite. If your goal is fat loss with stubborn adipose inflammation, this is worth understanding.0:00 - Welcome + what today's video covers0:28 - How I first found “AM Lox” browsing catalogs1:06 - Cycling off SLU-PP-332 and first personal trial1:40 - Noticing dryness/ab definition; early under-dosing2:12 - 2025 “sugar diet” + hunting for FGF21 boosters2:40 - Finding data that amlexanox increases FGF213:02 - Literature dosage (100–150 mg) vs my early dose3:38 - Why I think it's a useful fat-loss rotation tool4:24 - Channel/hosting update + where to find my videos5:08 - Slides start: what amlexanox is/was used for6:00 - Core mechanism: IKKε/TBK1 → PDE3B → cAMP resistance7:16 - IL-6→STAT3 hepatic signaling + beigeing via FGF218:30 - Big-picture benefits: inflammation, insulin sensitivity, glycemia10:32 - Human data: Phase 2 trial (150 mg/day x 12 weeks)11:10 - Modest/variable weight change; who improved most12:37 - Practical takeaways: glycemia, liver fat, insulin sensitivity14:12 - Dosing in practice (50 mg caps, TID = 150 mg/day)15:12 - Responder phenotype: high adipose inflammation16:00 - Who benefits most + variability at similar body fat17:56 - Study roll-up and mechanism recap18:52 - Final thoughts, use-cases, and product note (Bio Ignite)19:54 - Thank you + where to grab the peptide cheat sheetWhat You'll LearnWhy amlexanox can “release the brakes” on fat-burning by inhibiting IKKε/TBK1 and restoring cAMP/catecholamine responsiveness.How it raises IL-6 transiently in adipose, activates STAT3 in the liver, suppresses gluconeogenesis, and increases FGF21 to promote beige fat programs.The mouse vs. human gap: robust fat loss in mice; in humans, clearer improvements in A1c, fructosamine, liver fat, insulin sensitivity—especially when adipose inflammation is high.Dosing used in the Phase 2 trial: 50 mg TID (total 150 mg/day) for 12 weeks.Safety snapshot: no serious AEs attributed to amlexanox in metabolic trials; most common was a transient rash.Timestamps (exact to the transcript)What you'll learn

If your outbound is optimised for meetings, not conversations, you're burning cash and trust.We sit down with Joey Gilkey (CEO, Titan X) and Adem Manderovic (Closed Circuit Selling, CRO School) to rebuild B2B outbound so it actually drives revenue. We unpack why the SDR-AE factory failed, how to get 25% connect rates, and how to use first-party signals to guide timing, ads, and follow up.Joey shows why he pays SDRs to create completed conversations and rigorous disposition buckets. Adem explains cataloguing and channel validation so marketing stops guessing and starts planning around real timing. We dig into audience activation using opt-in texts and VSLs, and why “buyer intent” data isn't the shortcut you think it is.Tune in and learn:+ A practical B2B outbound strategy built on conversations and 6 disposition buckets+ Why the SDR-AE model and Predictable Revenue broke outbound (and what replaces it)+ Why pipeline coverage and meeting quotas mislead teams, and what to measure insteadThis is a must-watch if you're a B2B revenue leader. Stop chasing low-value meetings and start engineering high-value conversations that inform ads, timing, and deals.-----------------------------------------------------

In this JCO Article Insights episode, Dr. Ece Cal interviews Dr. Martin Wermke, author of the JCO article, "Phase I Dose-Escalation Results for the Delta-Like Ligand 3/CD3 IgG-Like T-Cell Engager Obrixtamig (BI 764532) in Patients With Delta-Like Ligand 3+ Small Cell Lung Cancer or Neuroendocrine Carcinomas." TRANSCRIPT The disclosures for guests on this podcast can be found in the transcript. Dr. Ece Cali: Welcome to this episode of JCO Article Insights. This is Dr. Ece Cali, JCO editorial fellow, and today I am joined by Dr. Martin Wermke, Professor for Experimental Cancer Therapy at Dresden University of Technology, to discuss the manuscript “Phase 1 Dose-Escalation Results for the Delta-Like Ligand 3/CD3 IgG-like T-Cell Engager Obrixtamig in Patients with DLL3+ Small Cell Lung Cancer or Neuroendocrine Carcinomas.” Obrixtamig is a bispecific T-cell engager that binds to DLL3 on tumor cells and CD3 on T-cells. This manuscript presents the phase 1A dose escalation results of Obrixtamig in patients with DLL3+ small cell lung cancer and neuroendocrine carcinomas. In this study, 168 patients were treated with Obrixtamig across four different dosing regimens. 49% of the patients had small cell lung cancer, 42% had extrapulmonary neuroendocrine carcinoma, and 8% had large cell neuroendocrine carcinoma of the lung. Patients received a median of two prior lines of therapy. 33% of the patients had brain metastases at baseline. Of note, this trial did not mandate baseline brain imaging. Maximum tolerated dose was not reached. 88% of the patients experienced a treatment-related adverse event, however, only 3.6% of the patients had to discontinue treatment due to treatment-related AEs, and dose reduction due to treatment-related AEs was documented in 2.4% of the patient population. Similar to the other DLL3-targeted bi-therapies, the most common adverse events included CRS in 57%, dysgeusia in 23%, and pyrexia in 21% of the patients. CRS events were mostly mild. They occurred more frequently in the first two to three doses. 9% of the patients experienced ICANS, of which 3% were graded as Grade 3 or higher. And let's review the efficacy results. Responses were only seen in patients who received 90 microgram per kg or more once weekly or once every three weeks dosing. The objective response rate in patients who received an effective dose was 28%. If we review by tumor type, 21% of the small cell lung cancer patients, 27% of the extrapulmonary neuroendocrine carcinoma patients, and 70% of the large cell neuroendocrine carcinoma patients had objective response. Median duration of response was 8.5 months, though this data is immature due to short follow-up. Dr. Wermke, DLL3-targeted bispecific T-cell engagers are reshaping the treatment landscape of small cell lung cancer. This trial investigates Obrixtamig in other high-grade neuroendocrine tumors as well. Can you put this trial into context for us and explain why it may represent an important step forward? Dr. Martin Wermke: Yeah, thank you for providing me with the opportunity to discuss our data today. I think the data with Obrixtamig in small cell lung cancer are largely similar to what has been observed with other bispecific T-cell engagers such as tarlatamab with respect to the response rate and duration. It has, however, been to be mentioned that BI 1438001 had a bit more liberal inclusion criteria than other trials around. You already mentioned the fact that we allowed the inclusion of patients without mandatory brain imaging, which led to some patients having their brain mets been diagnosed during the treatment with obrixtamig and then adding to the progressive disease patients. That is something which was not the case with the tarlatamab trials where you really had to have a brain imaging before, and in the Phase 1 trial you were even required to treat the brain mets before you included the patient. So it is a bit different, more poorest patient population. I think the trial adds on existing data by being the first trial to also include non-SCLC neuroendocrine carcinoma of other origin, for example from the gastrointestinal tract, and also by including large cell neuroendocrine carcinoma of the lung, which is a really hard to treat pulmonary neoplasm which currently lacks any standardized treatment. So that is really a step forward which we will build on in the future. Dr. Ece Cali: And one thing I would note in this trial, only patients with tumor expressing DLL3 were enrolled. Can you tell us a little bit more about this target, DLL3 in the context of neuroendocrine tumors, and does DLL3 expression predict clinical outcomes after treatment with DLL3 BiTEs, or do we actually need other predictive biomarkers for these novel agents? Dr. Martin Wermke: Yeah, thank you. That's a pretty interesting question. First of all, DLL3 is an atypical notch ligand, which is expressed by the majority of neuroendocrine carcinomas, virtually absent on healthy adult tissues. Therefore, turning it really into a bona fide target for T-cell engaging therapies, pretty low risk for on-target off-tumor side effects. We found that in all the patients we screened, we had an expression rate of about 94% in small cell lung cancer, 80% of large cell neuroendocrine carcinoma of the lung were positive, and also about 80% of the extrapulmonary neuroendocrine carcinoma. So it's really a high prevalence. So the fact that we only included DLL3+ tumors still means we included most of the patients that presented with these diseases. I think at the moment there are no data suggesting a clear-cut association between DLL3 expression levels and outcome on DLL3 CD3 T-cell engagers. There's also not a lot published. If you want to find this out for tarlatamab, you have to look into their patent to really see the data, but it's not clear-cut and I'm sure we need other markers to complement that. And I think what probably plays a major role is intrinsic T-cell fitness. So the question how really diseased your T-cells are, how old you are, because age also correlates with the fitness of the immune system, and other patient characteristics such as tumor burden, we've seen all across the board that the higher the tumor burden, the lower the rate of prolonged response is in such trials. And I also think we need to focus on other components of the tumor microenvironment. So see how high the T-cell infiltration with obrixtamig is and how abundant suppressive elements like regulatory T-cells or myeloid-derived suppressive cells are. That is work which is currently being done. Data are emerging, but I don't think that at the moment we have any clear biomarker helping us to select who should not receive DLL3 T-cell engagers. Dr. Ece Cali: Those are great points and there is a lot we need to learn about how to use these novel agents in the future. I'd like to highlight the results in large cell neuroendocrine carcinoma of the lung. The response rate in this group was remarkably high at 70%. Though we should note the small sample size of only 14 patients in this trial. After first line chemoimmunotherapy, current approved options for this population have very modest clinical activity. Given these trial results, how do you envision the field moving forward for patients with large cell neuroendocrine carcinoma? Dr. Martin Wermke: Yeah, I think LCNEC is really an area which urgently needs further improvement of therapeutic standards. At the moment, as I said, there is no real standard. We are usually extrapolating from results we have in small cell lung cancer or non-small cell lung cancer, but I don't think we have too many prospective trials really informing this. Of course, 14 patients is a small sample size, but I think it's still fair to say that we can claim that DLL3 T-cell engagers are not doing worse in LCNEC than they do in SCLC. And that's why I think we really need to move forward clinical trials that are specifically targeting this population. Although I fear a bit that, given the rareness of this disease and the aggressiveness of its phenotype, that this is probably not the main focus of the pharmaceutical industry. So I think it's up to us academic investigators to really come up with investigator-initiated trials trying to fill the knowledge gaps we have here. Dr. Ece Cali: And one more thing that I want to talk about is the accessibility for these drugs. These novel agents are showing real promise in improving outcomes for patients with high-grade neuroendocrine tumors, an area where progress has been limited until very recently. However, as DLL3 BiTEs become more widely used, issues of logistics and access come into sharper focus. With unique toxicities and the specialized monitoring, their use is restricted to certain centers. Looking ahead, what kinds of strategies could help mitigate some of these adverse events or make these treatments more broadly available? Dr. Martin Wermke: Yeah, I think if you look at countries like the United States where tarlatamab has already been approved, we can see how the management strategies are evolving. I've heard about a colleague equipping their patients with thermometers and a pill of Dexamethasone, alongside with a temperature control protocol and clearly instructing them, "If you measure a temperature above a certain level then start taking the Dexamethasone and come back to our office and we're going to take care of you." I think that's one way to move forward. I think we are lucky in a way that CRS usually manifests within the first 24 hours. This was the same in our study, like in the tarlatamab studies. So we really know when the time of trouble is for our patients. And in this time, I think we need to instruct the patients to stay close to the hospital. I don't think we need to hospitalize all of them, but we probably need them to stay in a nearby hotel to be able to reach the emergency room if needed in a short period of time. And I think we can also learn in this strategy how to manage bispecific antibodies from the experience our colleagues in hematology had because they have been using bispecific T-cell engagers for quite some years right now and they developed strategies and networks that were able to successfully treat these patients also on an outpatient basis. And I think that is clearly an experience we need to follow, acknowledging that we are talking about diseases which are much more frequent than the standard hematology indications. Dr. Ece Cali: Thank you so much, Dr. Wermke, for this informative discussion and for sharing your perspective on this evolving field. Dr. Martin Wermke: Yeah, thank you for providing me with the opportunity to talk about data. It was really great being able to share that, and I really think that we are just at the beginning of a new exciting area for the treatment of neuroendocrine carcinomas, and I think much improvement is yet to come for our patients. Dr. Ece Cali: Yes, that's really exciting. And thank you everyone for listening to JCO Article Insights. Please come back for more interviews and article summaries and be sure to leave us a rating and review so others can find our show. For more podcasts and episodes from ASCO, please visit asco.org/podcasts. The purpose of this podcast is to educate and to inform. This is not a substitute for professional medical care and is not intended for use in the diagnosis or treatment of individual conditions. Guests on this podcast express their own opinions, experience, and conclusions. Guest statements on this podcast do not express the opinions of ASCO. The mention of any product, service, organization, activity, or therapy should not be construed as an ASCO endorsement. Dr. Martin Wermke's Disclosures Honoraria: Lilly, Boehringer Ingelheim, SYNLAB, Janssen, Merck Serono, GWT, Amgen, Novartis, Pfizer,  BMS GmbH & Co. KG, Regeneron, MJH/PER, Takeda Consulting or Advisory Role: Bristol-Myers Squib, Novartis, Lilly, Boehringer Ingelheim, ISA Pharmaceuticals, Amgen, immatics, Bayer, ImCheck therapeutics, AstraZeneca, Tacalyx, Regeneron, Daiichi Sankyo Europe GmbH, Zymeworks, PharmaMar, Iovance Biotherapeutics, T-Knife, Genentech Research Funding: Roche Patents, Royalties, Other Intellectual Property Travel, Accommodations, Expenses: Pfizer, Bristol-Myers Squibb, AstraZeneca,  Amgen,  GEMoaB, Sanofi/Aventis, immatics,  Merck Serono, Janssen Oncology, Iovance Biotherapeutics, Daiichi Sankyo Europe GmbH"

In this episode, Jack Cochran and Matthew James are joined by Art Fromm, author of "Making Seamless Sales" and sales enablement expert, to discuss how presales and sales teams can work together more effectively. Art shares insights from his 25+ years in sales enablement, exploring the common disconnects between SEs and AEs, and provides practical strategies for building stronger partnerships that drive better outcomes. The conversation covers the evolution from tribal knowledge to systematic collaboration, the importance of discovery before demos, and how to create value perception rather than just showing features. Art emphasizes that when teams work together properly versus teams that don't, there's a 37% difference in sales outcomes - a substantial opportunity sitting on the table. Connect with Us Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Art Fromm: https://www.linkedin.com/in/artfromm/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Art's Website: https://teamsalesdevelopment.com Team Sales Development: https://www.teamsalesdevelopment.com "Making Seamless Sales" by Art Fromm: https://teamsalesdevelopment.com/making-seamless-sales-book/ Timestamps 00:00 Welcome 03:55 Sol/Con East 2025 05:26 Making SEAMless Sales 11:27 Our Solutions Have No Value 24:02 You Only Get One Shot 29:42 Aren't We All Presales Key Topics Covered The SEAM Framework SE (Solutions Engineers) and AM (Account Managers) working together Breaking down organizational silos between presales and sales Creating systematic approaches rather than leaving collaboration to chance Moving Beyond the Demo Rush Why "we need to do a demo" often leads to failure The importance of proper qualification and discovery first How luck can reinforce bad habits in sales processes Creating Value Perception Understanding that solutions have no inherent value The Venn diagram of customer needs overlapping with solutions Turning "sell" into "buy" and "push" into "pull" The Trust Dynamic Presales comes with trust that can be lost Sales lacks trust that needs to be gained How proper discovery helps both teams build credibility Organizational Alignment Top-down (business focused) vs bottom-up (technical focused) approach Creating healthy overlap between sales and presales responsibilities The pyramid model of customer engagement levels Training and Enablement Moving beyond feature-function training to client success thinking Understanding the complete buyer journey from hello to consumption The concept of "solution enablement" as a continuous process

In this episode of the East Coast Elite series, we sit down with Madina Burkov, VP of Global Sales Development at Harness, to break down everything you need to know about starting a career in tech sales as a Sales Development Representative (SDR). Madina shares insights into the essential skills for success, how to assess if a company's SDR program is right for you, and the critical role SDRs play in generating pipeline and driving revenue. We also discuss practical advice on how to stand out during the application process, the importance of a growth mindset, and why the "gift of the gab" isn't the only path to a successful sales career.

Software Demo Secrets That Instantly Close Deals – Struggling to move deals forward after group demos? In this video, sales expert Nick Cegelski reveals a proven software demo process that keeps prospects engaged and drives real buying conversations. Discover what elite sellers do before and after a demo to build trust, personalize the experience, and win over every key stakeholder. You'll learn why cold demos fail, how to warm up the room with pre-calls, and how post-demo follow-up can unlock true multithreading. Whether you're in SaaS sales, B2B tech, or enterprise deals, these software demo tips will help you close faster and more consistently. Perfect for AEs, SDRs, and anyone leading complex sales cycles. Stop winging your demos. Start winning them.

On Healthy Mind, Healthy Life, host Avik Chakraborty sits down with Dr. Shanea Clancy—international speaker, forensic nurse, business strategist, and #1 international bestselling author—to break down what it really takes to shift from a fixed mindset to a fearless, outcomes-driven culture. This direct, practical conversation covers limiting beliefs, imposter syndrome, burnout signals at the top, people-first leadership, measurable ROI from mindset work (retention, productivity, onboarding costs), and how to turn trauma into transformation without the fluff. If you lead a team—or you're rebuilding your own resilience—this episode gives you clear steps to diagnose hidden costs, reset boundaries, and build momentum that compounds across life and work.   About the guest  :   Dr. Shanea Clancy has addressed audiences of 65,000+, consulted for Fortune 500 companies, and shared stages with leaders like Jack Canfield and Jamie Kern Lima. Her approach integrates executive coaching, organizational consulting, and lived experience—translating mindset into concrete performance indicators across quality, safety, and culture.   Key takeaways  : Fixed mindset shows up as limits: persistent limiting beliefs, imposter syndrome, and unwillingness to consider other viewpoints—stalling innovation and trust. People > paperwork: SOPs and dashboards matter, but people systems determine performance. Neglect them and you pay in disengagement, sick days, and higher premiums. Hidden costs are measurable: watch AES scores, behavior-response metrics, retention, onboarding costs, and absenteeism to quantify culture gaps and ROI of leadership work. Burnout is silent and fast: leaders who try to “do it all” erode decision quality. Proactive boundary-setting, delegation, and recovery rituals reduce risk. Trauma → transformation is a process: anchor to purpose, tolerate uncertainty, and make micro-shifts; the goal is progress with fear—not the absence of it. Mindset isn't fluff: when leaders model clarity and recognition, teams align to goals, productivity rises, and attrition falls—strategy + mindset is the multiplier. Practical moves this week: run a quick people-health audit (listening cadence, recognition, recovery time), define top 3 KPIs per role, and set one non-negotiable boundary.   Connect with the guest   Connect with the Guest:Website: Dr. Shanea Clancy's WebsiteInstagram: https://www.instagram.com/shaneaclancyLinkedIn:https://www.linkedin.com/in/shanea-clancyAlso follow @clancyconsulting on social media.   Want to be a guest on Healthy Mind, Healthy Life?   DM on PM - Send me a message on PodMatch DM Me Here:https://www.podmatch.com/hostdetailpreview/avik   Disclaimer: This video is for educational and informational purposes only. The views expressed are the personal opinions of the guest and do not reflect the views of the host or Healthy Mind By Avik™️. We do not intend to harm, defame, or discredit any person, organization, brand, product, country, or profession mentioned. All third-party media used remain the property of their respective owners and are used under fair use for informational purposes. By watching, you acknowledge and accept this disclaimer.   Healthy Mind By Avik™️ is a global platform redefining mental health as a necessity, not a luxury. Born during the pandemic, it's become a sanctuary for healing, growth, and mindful living. Hosted by Avik Chakraborty—storyteller, survivor, wellness advocate—this channel shares powerful podcasts and soul-nurturing conversations on:• Mental Health & Emotional Well-being• Mindfulness & Spiritual Growth• Holistic Healing & Conscious Living• Trauma Recovery & Self-Empowerment With over 4,400+ episodes and 168.4K+ global listeners, join us as we unite voices, break stigma, and build a world where every story matters.Subscribe and be part of this healing journey.   ContactBrand: Healthy Mind By Avik™Email: join@healthymindbyavik.com | podcast@healthymindbyavik.comWebsite: www.healthymindbyavik.comBased in: India & USA Open to collaborations, guest appearances, coaching, and strategic partnerships. Let's connect to create a ripple effect of positivity.   CHECK PODCAST SHOWS & BE A GUEST:Listen to our 17 Podcast Shows: https://www.podbean.com/podcast-network/healthymindbyavikBe a guest on our other shows: https://www.healthymindbyavik.com/beaguestVideo Testimonial: https://www.healthymindbyavik.com/testimonialsJoin Our Guest & Listener Community: https://nas.io/healthymindSubscribe To Newsletter: https://healthymindbyavik.substack.com/   OUR SERVICESBusiness Podcast Management - https://ourofferings.healthymindbyavik.com/corporatepodcasting/Individual Podcast Management - https://ourofferings.healthymindbyavik.com/Podcasting/Share Your Story With World - https://ourofferings.healthymindbyavik.com/shareyourstory   STAY TUNED AND FOLLOW US!Medium - https://medium.com/@contentbyavikYouTube - https://www.youtube.com/@healthymindbyavikInstagram - https://www.instagram.com/healthyminds.pod/Facebook - https://www.facebook.com/podcast.healthymindLinkedIn Page - https://www.linkedin.com/company/healthymindbyavikLinkedIn - https://www.linkedin.com/in/avikchakrabortypodcaster/Twitter - https://twitter.com/podhealthclubPinterest - https://www.pinterest.com/Avikpodhealth/ SHARE YOUR REVIEWShare your Google Review - https://www.podpage.com/bizblend/reviews/new/Share a video Testimonial and it will be displayed on our website - https://famewall.healthymindbyavik.com/   Because every story matters and yours could be the one that lights the way!   #podmatch #healthymind #healthymindbyavik #wellness #HealthyMindByAvik #MentalHealthAwareness#comedypodcast #truecrimepodcast #historypodcast #startupspodcast #podcasthost #podcasttips #podcaststudio #podcastseries #podcastformentalhealth #podcastforentrepreneurs #podcastformoms #femalepodcasters #podcastcommunity #podcastgoals #podcastrecommendations #bestpodcast #podcastlovers #podcastersofinstagram #newpodcastalert #podcast #podcasting #podcastlife #podcasts #spotifypodcast #applepodcasts #podbean #podcastcommunity #podcastgoals #bestpodcast #podcastlovers #podcasthost #podcastseries #podcastforspeakers#StorytellingAsMedicine #PodcastLife #PersonalDevelopment #ConsciousLiving #GrowthMindset #MindfulnessMatters #VoicesOfUnity #InspirationDaily #podcast #podcasting #podcaster #podcastlife #podcastlove #podcastshow #podcastcommunity #newpodcast #podcastaddict #podcasthost #podcastepisode #podcastinglife #podrecommendation #wellnesspodcast #healthpodcast #mentalhealthpodcast #wellbeing #selfcare #mentalhealth #mindfulness #healthandwellness #wellnessjourney #mentalhealthmatters #mentalhealthawareness #healthandwellnesspodcast #fyp #foryou #foryoupage #viral #trending #tiktok #tiktokviral #explore #trendingvideo #youtube #motivation #inspiration #positivity #mindset #selflove #success

About Stevee Danielle:Stevee Danielle is the CEO of FiveCRM and BeePurple, leading transformation in addiction recovery technology after a remarkable journey from cosmetology through enterprise SaaS sales. Having experienced every level from individual contributor to C-suite across multiple industries, Stevee brings unique empathy and adaptability to her leadership role, where she's leading a mission-driven SaaS that helps recovery centers prove their impact through data.About BeePurple:BeePurple is a specialized CRM platform designed for addiction recovery centers, transforming how peer support specialists stay connected with people in recovery. Built on the principle that "connection beats addiction," the platform helps recovery centers track outcomes, manage relationships, and aggregate data to prove their community impact. Unlike traditional B2B SaaS, BeePurple serves clients who often still use pen and paper in their roles day-to-day, creating a unique approach to selling and supporting mission-driven technology.Show Notes:00:00 Introduction and Background: From cosmetology to SaaS leadership01:18 Transitioning to SaaS Sales: "The only thing I knew about software was I couldn't hold it"02:27 Building Relationships in Sales: How years as a cosmetologist prepared her for enterprise03:30 Selling a Technical Product: The discovery that led to pairing AEs with SEs06:45 Leadership and Team Dynamics: Learning to be receptive from early mentors12:06 From Individual Contributor to CEO: Taking empathy from every level of the journey15:02 Empathy in Leadership: "I wouldn't ask my team to do anything I haven't done"18:05 The Unique Value of BeePurple: Shifting from traditional B2B to mission-driven sales20:55 Connecting with Recovery Centers: Selling to heroes who aren't on LinkedIn

No episódio 171 do Outliers InfoMoney, Clara Sodré e Fabiano Cintra recebem uma das vozes mais respeitadas da economia brasileira: Armínio Fraga, ex-presidente do Banco Central do Brasil e sócio-fundador da Gávea Investimentos.Será que estamos caminhando para uma nova ordem global e um mundo “pós-dólar”? Como a estratégia de Javier Milei e os problemas fiscais da Argentina podem afetar a região? Bancos Centrais independentes estão sob ameaça? E o que esperar do Brasil diante da inflação, do câmbio, dos juros elevados e das eleições de 2026? Esses são alguns dos temas desta conversa exclusiva com um dos oráculos do mercado financeiro. Entre projeções para o futuro e reflexões pessoais, Armínio compartilha uma visão única sobre os desafios e as oportunidades que moldam o Brasil e o mundo. Confira este episódio de colecionador do Outliers InfoMoney!

Rob from Kendall and Casey joins to talk AES, datacenters moving in, and more. See omnystudio.com/listener for privacy information.

The governor stops by to remember 9/11, discuss the assassination of Charlie Kirk, AES fight, and more. See omnystudio.com/listener for privacy information.

Host Dr. Shannon Westin and guest Dr. Hani Babiker discuss the JCO article "Tumor Treating Fields With Gemcitabine and Nab-Paclitaxel for Locally Advanced Pancreatic Adenocarcinoma: Randomized, Open-Label, Pivotal Phase III PANOVA-3 Study." TRANSCRIPT TTFields in Locally Advanced Pancreatic Adenocarcinoma Dr. Shannon Westin: Hello everyone, and welcome to another episode of JCO After Hours, the podcast where we get in depth with manuscripts that have been published in the Journal of Clinical Oncology. I am your host, gynecologic oncologist Shannon Westin, social media editor at the JCO, and just excited to be here to learn today about pancreatic cancer. None of our participants have conflicts of interest related to this podcast, and it is my honor to introduce Dr. Hani Babiker. He is an associate professor of medicine, consultant in oncology at the Mayo Clinic in Jacksonville, Florida. Welcome, Dr. Babiker. Dr. Hani Babiker: Hi, Dr. Westin. Thank you for the great opportunity to discuss our trial, and thank you for having me here. I really appreciate it, and I am excited. Dr. Shannon Westin: All right, so are we. So we are going to be talking about “Tumor Treating Fields with Gemcitabine and Nab-Paclitaxel for Locally Advanced Pancreatic Adenocarcinoma: A Randomized, Open-Label, Pivotal Phase III PANOVA-3 Study.” This was simultaneously published and presented in the JCO and at the annual meeting of ASCO on 5/31/2025. So, let's level set. Can you speak to us just a little bit about pancreatic cancer? What is the survival, and what is the typical treatment for locally advanced disease? This gynecologic oncologist has not kept up in this field. Dr. Hani Babiker: Absolutely, Dr. Westin, and thank you for that question. Pancreatic adenocarcinoma is a lethal cancer. When I first started my career, the 5-year survival, per the Surveillance, Epidemiology, and End Results, was at 4.5%. I always, whenever I was giving talks, say that I really hope that I will see it in the double digit. Now, the 5-year survival for all pancreatic adenocarcinoma is 13.3%. And the 5-year survival, and although it is a double digit, I still hope that I will see it in a higher double digit in the future. It is even worse in patients with metastatic cancer, about 3% 5-year survival for metastatic pancreatic cancer. It is a dismal diagnosis. I really hope in the future we will find a better therapeutic approach to this lethal cancer. Dr. Shannon Westin: Yes, I just lost a very dear friend and colleague to this disease, so I completely agree with you. Well, now that we are settled kind of with the basics here, I would love to talk a little bit about kind of the primary piece of this intervention, the Tumor Treating Fields. So, how does this work? And what diseases has it gotten indications in as yet? Dr. Hani Babiker: Absolutely. So, Tumor Treating Fields is alternating frequency electrical fields that have been studied preclinically and shown that it abrogates cancer cell proliferation. Earlier on, we knew that it inhibits polymerization of tubulin, and hence, it affects cancer cells from proliferating. Later, we are learning that there are multiple mechanisms of action. It affects permeability, allowing for better drug delivery. It also inhibits cancer cell proliferation through affecting autophagy mechanisms that pancreatic cancer cells will use for proliferating and becoming more aggressive. There is also some early data preclinically in colorectal cancer cell lines and lung cancer cell lines and in vivo models showing that it potentially could activate the microenvironment to make it more pro-immunogenic. We recently published papers showing that it could also affect the nanomechanical properties of the tumor microenvironment within pancreatic cancer, hinting towards affecting, potentially, the stroma. So, there are multiple mechanisms to Tumor Treating Electric Fields. It is a new, novel therapeutic approach. Sometimes when I speak with my trainees, I say, "Well, we have surgery, we have radiation and chemotherapy, and this is something new." Tumor Treating Fields initially was studied in refractory GBM and got an indication there. Subsequently, frontline treatment of GBM in a randomized clinical trial, and then malignant pleural mesothelioma and non-small cell lung cancer. We have studied it in pancreatic cancer. Dr. Shannon Westin: I don't think I have ever heard it described so perfectly. That was brilliant. So thank you, and I hope everyone listening knows that you just got a masterclass on this mechanism. You know, they dabbled in it a little bit in ovarian cancer and it didn't quite make the grade, so I was a little definitely disappointed. But very excited about the data we're going to talk about today. So let's get into the PANOVA-3 study. Can you highlight the overall design and also the key eligibility criteria that would be helpful for our listeners? Dr. Hani Babiker: Absolutely. So, it started off with preclinical work in pancreatic cancer showing Tumor Treating Fields with chemo abrogate cancer cell perforation. It led to a trial, the PANOVA-2 trial, that was run in Europe that showed efficacy for OS and PFS in patients with locally advanced pancreatic cancer, which included metastatic and locally advanced pancreatic cancer, more so in locally advanced that led to the PANOVA-3 trial, which was an international, global study. This was in more than 190 centers, 20 countries in Latin America, North America, Europe, and Asia. It was a randomized trial. Patients were randomized 1 to 1 to either chemotherapy with gemcitabine plus nab-paclitaxel per drug label. The other arm was with Tumor Treating Fields at 150 kHz for a recommendation for patients to wear it 18 hours per day. The primary end point of the trial was OS, overall survival. The secondary end point included other efficacy landmarks such as local PFS, pain control, quality of life, and safety. And there was a post hoc that looked at distant PFS. Dr. Shannon Westin: That's a pretty common secondary end point in pancreatic studies of looking at the pain-free interval. I thought that was really brilliant because, you know, I think in gyn cancers, we see resolution of symptoms as being a really big deal, but it's not necessarily something that we always look at. So I thought that was really nice that you included that. Okay, talk to us a little bit about the population. So, the population that actually got treated in PANOVA-3 is pretty generalizable to what people are treating in the clinic. Dr. Hani Babiker: So, in pancreatic cancer, unfortunately, most of our patients present, approximately 80%, with metastatic disease. Local is divided to resectable, borderline, and locally advanced. We studied this trial, a randomized trial, in locally advanced and unresectable, which is really an unmet need. Most of our patients with locally advanced and unresectable are grouped up with other trials in the metastatic setting without a focus on locally advanced and unresectable, save for a few trials. This year, a trial that we were looking for for a long time, the LAPLACE trial, unfortunately, that we were very excited about, this is a molecule that targeted connective tissue growth factor, that showed earlier efficacy in a randomized trial, did not meet up the median OS end point. And hence, PANOVA-3 is the first trial in locally advanced and unresectable that did meet its primary end point. So, it's a very unmet need in locally advanced and unresectable. A lot of the times, our patients in clinic are treated with frontline chemotherapy that was studied in metastatic disease and locally advanced and unresectable, which include either FOLFIRINOX, NALIRIFOX, or gemcitabine/abraxane. I do have in my clinic multiple patients that would stay on the regimen for such a long time, and then we would have to devise a mechanism of maintenance, although this is not studied really in details, either with capecitabine or dropping the oxaliplatin to continue FOLFIRI. And then we also approach chemoradiotherapy. So the trial was in a disease in pancreatic cancer that really is an unmet need. So the inclusion criteria included a patient with locally advanced and unresectable. These were done at multiple centers. Most of them academic centers were discussed at the tumor board, and if it's unresectable, they will be meeting specific metrics of appropriate liver function tests, kidney function tests, and blood counts. We excluded patients that obviously had, given that these are electric fields, patients that have, for example, stimulators or pacemakers, knowing that this could potentially affect some of these devices. But for the most part, it was locally advanced and unresectable patients with a very good performance status and good counts. Dr. Shannon Westin: That's great. I think everyone's excited to hear about the primary outcome of overall survival. What did you find, and how does it compare to some of the recent trials? Dr. Hani Babiker: We're very excited that it did meet its primary end point of median overall survival. It was very exciting knowing that a lot of us were disappointed a little bit of some of the trials that were presented at ASCO GI, such as the LAPLACE trial that I alluded to. Just before the presentation, the PRODIGE 29 trial that is in locally advanced and unresectable that randomized patients with locally advanced disease to either FOLFIRINOX or single-agent gemcitabine, allowing for a crossover, although it did meet its primary end point of PFS, there was no overall survival benefit. So that kind of got us a little bit disappointed, but having the PANOVA-3 trial being positive in median OS got us all excited. In addition, the 12-year overall survival rate was increased in both the intention-to-treat and modified intention-to-treat. The modified intention-to-treat were patients that have had at least one cycle of therapy with TTFields daily and/or one cycle with chemotherapy, which was gemcitabine plus nab-paclitaxel. There was a trend to improvement in PFS and local PFS, although that did not have statistical significance, but the 12-year PFS rate in both the intention-to-treat and modified intention-to-treat was significant. For me, as one of the investigators, that told me that there might be a specific biomarker that would tell me that patients could respond greater than others, more exceptional than others, given that 12-month PFS rate was improved. On a post hoc analysis, the distant PFS was improved with the intervention of Tumor Treating Fields with gemcitabine plus nab-paclitaxel. In addition, there was an improvement in global health status and quality of life in addition to pain-free survival, which is a strong hurdle in our patients with pancreatic adenocarcinoma that most present with significant abdominal pain. Dr. Shannon Westin: One of the other questions that I think has come up is around central review. So did you all use central review in this study? Dr. Hani Babiker: Most of the centers were academic centers. These were discussed in tumor boards, which included radiation oncologists and surgeons. I wanted to point out that it's very important to note that the primary end point was overall survival. So the primary end point was not PFS. Hence, the central review would help us, for example, with elaborating and making sure patients were actually locally advanced disease, but in a setting where the primary end point is overall survival, that was the key point of the clinical trial. This trial was discussed at academic centers, and all included tumor boards to decide if patients were locally advanced or not. In the trial, there was a good proportion of patients, or percentage, that had a CA 19-9 more than 1000. That could indicate that potentially there are a fraction of patients that actually had metastatic disease, micrometastatic disease. So that could hint towards why the median OS was slightly lower then in both arms when compared to, for example, the trial that was presented at ASCO GI, the LAPLACE trial. However, having said that, we were very excited about the trial. It was the first positive trial in locally advanced and unresectable to meet median OS survival. Dr. Shannon Westin: It's so awesome. So congratulations. Okay, so let's talk a little bit about your very detailed secondary end points because you had a lot of really prudent choices there. So anything that was interesting or informative in those end points? Dr. Hani Babiker: One major hurdle back we have for most of our patients with pancreatic adenocarcinoma, like I mentioned earlier, is pain. We try to approach it, obviously, with narcotics. If it doesn't work, we try to do celiac axis block interventionally, and that sometimes is successful and sometimes is not. So actually, to see the pain-free survival end point to be met was very exciting for us. And as for me, as a scientist that studies TTFields in clinic and lab as also to develop a mechanism and understanding really how that works. That was very important for us that in addition to chemotherapy, it improved pain-free survival or deterioration of pain. And most importantly, our patients with pancreatic cancer, this disease is very aggressive. It affects quality of life of patients. Patients feel fatigued, tired. It's a procoagulant tumor that causes clots and strokes, etcetera, marantic endocarditis. And one big problem we deal with when we're seeing patients in clinic is obviously that quality of life. Although data have shown with treatment, with frontline regimens, that quality of life improves with treatment and chemotherapy, it's actually great to see that that improvement happens early in addition to Tumor Treating Fields. The other interesting point was that it was not only pain and quality of life, but also digestive symptoms that are improved with this intervention, knowing that a lot of our patients do have pancreatic cancer, pancreatic exocrine insufficiency that affect also with digestion, and a lot of our patients have abdominal pain after eating and diarrhea. So it was interesting to see that also improved with the intervention. Dr. Shannon Westin: You have touched a little bit on some of the adverse events, kind of with the TT mechanisms, but I'd love to hear a little bit more detail around adverse events in general in this study, as well as specific AEs related to the Tumor Treating Fields. Dr. Hani Babiker: Absolutely. So when we compared both arms, there was a similar toxicity related to the regimen, mostly with chemotherapy, but in specifically to Tumor Treating Fields, there was a rash, and that included dermatitis and rash. Most of the side effects were grade 1 and grade 2. Grade 3 toxicities related to skin was less than 10%, approximately 7% to 8%, and hence did not affect many patients. But it was something to note, and it's something that in the future, when we develop a mechanism of treating patients to note early. We in our clinic have learned to treat patients in the clinical trial early with topical steroids to each patient, of shifting the arrays to mitigate some toxicity and rash. We do advise our patients in hot areas, we keep them aware that sweating, for example, can lead to higher conductivity of electrical fields with a predisposition for rash. So if there's an opportunity to stay in a little bit of a cold area, make sure that the arrays are shifted, use topical steroids early. If it's a significant rash, to hold treatment for at least 48 hours and speak to the investigators. And through these mechanisms, we have learned that we were able to mitigate the rash quite a bit. Dr. Shannon Westin: That's awesome. Thank you so much. Yeah, I'm, it's summer right now, and I think- I'm in Texas, you're in Florida, like we know. Okay, so I guess, again, you have been kind of touching on this, but I would love to know, like if in the quality-of-life assessments or if just in your discussions with patients, like how easy is this to use? How easy is the Tumor Treating Fields device to use, and what do patients really think? Dr. Hani Babiker: Absolutely. We have learned that whenever we speak with patients, it's always good to discuss with them briefly the science of it. A lot of patients would want to know if it's interventional, is that something that goes, is delivered percutaneously or not, and we explain that these are delivered through arrays that are through the skin. We always touch base with them about a lot of question I get about mechanism of action and then about compliance. So I think one important thing to note is that compliance with the use of the device is a lot of the question we'll get quite a bit. Patients know there's going to take an effort from them, and some of my patients enjoyed it because they felt like they also are fighting the disease by wearing the device. I have learned very quickly that having a team, surrounded by a team that knew how to mitigate some of the side effects and knew how to explain how to use the device helped quite a bit. And this included some of our nurses and our nurse practitioners and our clinical research coordinators who've done a wonderful job of showing these arrays actually to patients before they start on the trial, look at it, know how it works. The other point to know is that the sponsor provided Device Support Specialist, we call them DSS, they have been instrumental in helping us, helping the patients know how to use the device, how to use the generator, how to change the batteries, and that helped us conduct the trials and enroll very well. I would envision in the future with education and relying on the Device Support Specialist and having a team that knows how to use the device and mitigate some of the side effects will go a long way for patients to learn about this treatment. Many of the times our patients said while they are on the clinical trial felt like they are also being part of this team in applying the device and fighting the cancer. Dr. Shannon Westin: That's awesome. Well, I guess the bottom line. Is it ready for prime time? Is this something you are going to use for your patients in the clinic? Dr. Hani Babiker: Absolutely. In a disease that has poor prognosis, and we are trying our best to find new treatments to fight this cancer and treatment modalities, presenting patients with all the treatment options that are out there would be recommended. It's what I would do it for in my clinic. And you know, it's funny that I am mentioning that right now. I had a patient who was seen internationally asking about the trial and the device and had locally advanced and unresectable before they start frontline treatment. I do think that there is going to be an educational piece. Obviously, this is not a pill, it's not an intravenous chemotherapy that we're very well and accustomed to. And some of us in academic centers know it very well. I usually joke that whenever I am talking about it in pancreatic cancer, if there is a radiation oncologist in the room, they will be like, "Yeah, we know all about it. We have been treating patients with GBM over there." So a lot of the times, when we first went to trial, if I had any questions, I would call them and ask them. So from their perspective, they, because they use it as a standard of care in treatment of GBM, they develop significant expertise in it. I think in the GI world, specifically and with oncologists that treat pancreatic cancer and specifically oncologists in the community, learning about the device and how to use it, how to recommend it, how to mitigate side effects, will be hopefully for prime time in the future. Dr. Shannon Westin: That's great. Sounds like some real educational opportunities there. Well, this has been awesome. Thank you so much, Dr. Babiker. I mean, I learned a ton, and I wish that we could find a way to use this in gynecologic cancers, but really, really just want to commend you on the design of the trial and the success in this really devastating disease. So again, this was "Tumor Treating Fields with Gemcitabine and Nab-Paclitaxel for Locally Advanced Pancreatic Adenocarcinoma: A Randomized, Open-Label, Pivotal Phase III PANOVA-3 Study." And as always, I am your host, Shannon Westin. Please go check out our other offerings wherever you get your podcasts and have an awesome day. The purpose of this podcast is to educate and to inform. This is not a substitute for professional medical care and is not intended for use in the diagnosis or treatment of individual conditions. Guests on this podcast express their own opinions, experience, and conclusions. Guest statements on the podcast do not express the opinions of ASCO. The mention of any product, service, organization, activity, or therapy should not be construed as an ASCO endorsement.   Dr. Babiker Disclosures Consulting or Advisory Role: Endocyte, Celgene, Idera, Myovant Sciences, Novocure, Ipsen, Caris MPI, Incyte, Guardant Health Speakers' Bureau: Guardant Health Research Funding:  Spirita Oncology, Novocure, AstraZeneca, JSI, Incyte, Qurient, HiFiBiO Therapeutics, Revolution Health Care, Elevation Oncology, Dragonfly Therapeutics, Zelbio, BMS, Mirati Therapeutics, Strategia        

In the second episode of Season 15, Tim sits down with "Montana" Dave Anderson from AES to follow up on last week's conversation with Clay Dennis about how intentional small dollar sales can lead to big time growth in your business. Tim and Dave Discuss: Dealers and manufactures feeling sales pressure in the coming season, years after the post-pandemic boom. Listening well to customer's problems in order to offer effective solutions. Not letting opinions or assumptions about products or customers keep you from making a sale. Following a checklist of items to maximize small dollars that add up to big sales. Don't miss this great conversation to hear how the steps that increase small sales can also lead to building an impactful business. ------ Become a supporter of The Fire Time Network and get access to awesome rewards: ⁠⁠https://itsfiretime.com/join⁠⁠ To hear more audio articles from our magazine, subscribe to the Fire Time Magazine Podcast: ⁠⁠https://www.itsfiretime.com/magazine⁠⁠ Read The Fire Time Magazine Reader Edition online: ⁠⁠https://magazine.itsfiretime.com⁠⁠ Download The Fire Time Magazine app to get full access to the magazine (for free): ⁠⁠https://www.itsfiretime.com/app

Hart joined the show to talk about Republicans voting to remove him as minority leader, why the safety committee ended downtown curfew discussion, AES plans to increase rates, and more.See omnystudio.com/listener for privacy information.

In this episode, Jack Cochran and Matthew James are joined by Akash Ganapathi, CEO of Opine, to discuss how AI strategies differ between startups and enterprises in the presales space. They explore the myth of AI replacing SEs, the importance of specialization vs. generalization, and how AI can help presales teams manage more revenue per team member while focusing on strategic, relationship-building activities. Follow Us Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Akash Ganapathi: https://www.linkedin.com/in/akash-ganapathi/  Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Opine: https://tryopine.com/ Contact Akash directly: akash@tryopine.com Timestamps 00:00 Welcome 04:35 Why AI strategy differs for startups vs enterprises 09:27 Debunking the myth of AI replacing SEs 18:35 The human element in buying and selling 24:35 How enterprises can leverage existing knowledge bases 28:12 The paradox of considering AI for every task 32:14 Future predictions for 2026-2027 Key Topics Covered Startup vs Enterprise AI Strategy Startups benefit from generalist approaches and bottom-up experimentation Enterprises need specialized, top-down AI strategies to avoid redundancy The role of specialization vs wearing multiple hats The AI Replacement Myth Why the "AI SE" that replaces human SEs doesn't work SEs do much more than just answer technical questions The importance of relationship building and strategic thinking Current AI Limitations Context window constraints (around 1 million tokens currently) Retrieval Augmented Generation (RAG) accuracy at ~75% Why breakthrough improvements are needed for true automation The Future of Presales with AI More revenue managed per team member Shift toward hiring less experienced SEs with AI enablement Focus on strategic consulting rather than administrative tasks Practical AI Implementation Draft-and-approve workflows for deliverables Automating account research, meeting prep, and RFP responses Using AI for onboarding and knowledge enablement Mid-Market Recommendations Lean toward enterprise-style, forward-looking strategies Enable not just current team but future hires Focus on cross-organizational enablement (AEs, product, marketing)  

#278 Content | In this episode, Dave brings together five B2B marketers who aren't just talking about AI, they're actually using it to change how their teams work. Each finalist from the Exit Five x Walnut AI Sessions takes the (virtual) stage to demo their workflow, share results, and answer questions from the judges.Here's what you'll hear:Jillian Hoefer's “content concierge” GPT trained on proprietary research to surface stats, quotes, and data for blogs, sales decks, and thought leadershipJake Heap's workflow using Meshy + VEO 3 to turn a simple mascot into animated 3D brand characters in minutesJessica Lytle's no-code ROI calculator built in Lovable that sales reps now run live on calls to build business casesUgi Djuric's high-volume content engine that scrapes industry news and sales call transcripts, then uses AI to summarize, generate content ideas, and even score leadsAnton Ruis' AI-powered buyer brief builder that pulls real-time economic data and tailors sales messaging to specific personasIt's part workshop, part competition, and packed with creative, tactical ways to put AI to work in B2B marketing today.Timestamps(00:00) - – Dave kicks off in a tux (02:44) - – Record-breaking registrations (03:22) - – Meet the judges: Benny & Jess (08:10) - – Jillian's “victim of repurposing” intro (08:50) - – Building a “content concierge” GPT from research data (10:14) - – Injecting stats + quotes into blogs and decks (14:10) - – How one report fueled 9+ months of content (19:10) - – Jake on bringing AI into marketing ops (20:33) - – Turning a mascot into a 3D character with Meshy (21:18) - – Animating it in VEO 3 (no designer needed) (24:33) - – Cutting animation time from weeks to minutes (30:32) - – Jessica builds a no-code ROI calculator in Lovable (33:41) - – AEs use it live on sales calls (34:25) - – Adding benchmarks + transparency to ROI math (41:43) - – Ugi's AI engine scrapes + summarizes industry news (44:00) - – Training custom GPTs on expert insights (50:40) - – Anton's real-time buyer briefs from economic data (53:15) - – Tailoring briefs for CROs, enablement, PMMs (56:59) - – Judges crown the winning use case + Dave's wrap-up Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***This episode of the Exit Five podcast is brought to you by Qualified.AI is the hottest topic in marketing right now. And one thing we hear a lot of you marketers talking about is how you can use AI Agents to help run your marketing machine.That's where Qualifed comes in with Piper, their AI SDR agent.Piper is the #1 AI SDR Agent on the market according to G2, and hundreds of companies like Box, Asana, and Brex, have hired Piper to autonomously grow inbound pipeline. How good does that sound?Qualified customers are seeing a massive business impact with Piper: a 3X increase in meetings booked and a 2X increase in pipeline.The Agentic Marketing era has arrived. And if you're a B2B marketing leader looking to scale pipeline generation, Piper the #1 AI SDR Agent is here to help.Hire Piper, the #1 AI SDR Agent, and grow your pipeline today.You can learn more at qualified.com/exit5

This week's episode of The Hydrogen Podcast takes you across North America and beyond, spotlighting where hydrogen is advancing—and where it's hitting hard roadblocks.

This week, Jeff Clark, former Forrester analyst and now Principal Analyst at Cleantech Insiders, is back from vacation, and he and our host Ian Truscott pull five f'in' things that caught his eye from the Norwest B2B Sales & Marketing Benchmark Report that they first talked about in their budgeting discussion in episode 280.  The five discussion points: Sales cycles are getting longer The pressure for buyer urgency Teach your AEs well The pressure is on product marketing The AI revolution is here As always, we welcome your feedback. If you have a suggestion for a topic that's hot for you that we should discuss, please get in touch using the links below. Enjoy! — The Links The people: Ian Truscott on LinkedIn and Bluesky Jeff Clark on LinkedIn Mentioned this week: B2B Sales & Marketing Benchmark Report: Results Revealed - Norwest Ian's column - Tuesday 2¢ - Why Now? Jeff's firm - Cleantech Insiders Ian's firm - Velocity B Rockstar CMO: The Beat Newsletter that we send every Monday Rockstar CMO on the web, Twitter, and LinkedIn Previous episodes and all the show notes: Rockstar CMO FM. Track List: Stienski & Mass Media - We'll be right back Remember The Name (Official Video) - Fort Minor You can listen to this on all good podcast platforms, like Apple, Amazon, and Spotify. Learn more about your ad choices. Visit megaphone.fm/adchoices

Episode 5 of our series covers always-on encryption, the smart use of metadata, and our DIY install/repair/upgrade approach. Pure's approach to security is to have it built-in and non-optional, with end-to-end encryption—covering both user data and metadata—using device or software-based AES-256 alongside features like Rapid Data Locking, role-based access controls, and secure erasure methods to protect against breaches and support compliance needs. Next, hear about how metadata serves as the “secret sauce” for Pure, enabling highly efficient, granular data services and powering capabilities like snapshots and instant cloning through a scalable, multi-tiered framework that writes, caches, and protects metadata in ways traditional arrays cannot match. Finally, we touch on installation, repairs, and upgrades which are designed for ultimate simplicity and DIY ease, with non-disruptive software and hardware changes—thanks to Pure's Evergreen architecture—which allows organizations to grow and evolve storage resources without operational downtime, complex migrations, or compromise. These architectural choices underpin Pure's promise of secure, resilient, and agile storage that adapts to changing business needs while remaining effortless to manage. Series Overview: Pure Storage's foundational approach to product engineering is guided by 15 architectural decisions that were established at the company's inception and have shaped both the technical and user experience across its product lines. These architectural choices were not made arbitrarily—they stem from a deliberate focus on simplicity, efficiency, and scalability, ensuring Pure could deliver storage solutions that break away from legacy complexity and enable continuous innovation without compromise. This series will guide viewers through all of the 15 principles, helping you understand why certain choices were made, how they impact your operations, and how they compare to other industry features and products. Join Pure Report podcast hosts Rob Ludeman, Andrew Miller, and J.D Wallace for this fun technical retrospective on Pure Storage.

Master client engagement and outbound sales with special guest Chris Bussing, a seasoned sales expert with a wealth of experience from Google and Oracle. Listen in as Chris shares his compelling journey of transforming cold calls into warm relationships. Mark and Chris explore the art of thorough preparation and strategic research, understanding why clients might switch from competitors, and how aligning your pitch with their current initiatives can make all the difference. With an emphasis on intention, mindset, and tone, Chris explains how acknowledging objections rather than resisting them can turn a single connection into a career-defining opportunity. Learn how reaching out to various personas, from C-level executives to end users, can strengthen messaging and improve follow-up strategies. Additionally, discover the power of momentum bias, using countdowns for psychological wins, and the value of thoughtful engagement on LinkedIn.

Lij Shaw of Recording Studio Rockstars recently sat down with Gabe Dagrezio to dive into his journey from frontman of The New Story to a highly regarded producer, engineer, and studio owner. With years of experience in the music industry, Gabe has worked with a wide range of artists, helping them craft their sound through both performance and technical mastery. He emphasizes the importance of authentic recordings combined with solid technical skills, often sharing how preparation and understanding the artist's vision are key to great results. Gabe also talks about his studio setup, his approach to mixing and mastering, and how modern tools like room simulation headphones can elevate home recordings. Throughout the conversation, he highlights the value of community organizations like AES, continual learning, and building genuine relationships—lessons that are crucial for anyone looking to thrive in today's ever-changing industry. Get access to FREE mixing mini-course: https://MixMasterBundle.com My guest today is Gabe Dagrezio. Gabe started as the frontman of The New Story, an Italian touring band signed to EMI/Virgin in the early 2000s. His time in the studio sparked a deep passion for recording, leading him to master performance, engineering, and production. Gabe is a skilled guitarist, songwriter, and singer who has performed thousands of shows worldwide. His background gives him a performer's sensitivity in the studio, bridging the gap between artistry and technical precision. With a Bachelor of Music in Songwriting, Contemporary Guitar, and Music Technology, he brings a well-rounded approach to recording, mixing, and coaching artists to their best performances. We met a couple years ago and here's a quote from Gabe “NAMM, I walked up to you because I listen to your podcast, and I recognized the voice, then, I looked at your badge :)” THANKS TO OUR SPONSORS! http://UltimateMixingMasterclass.com https://usa.sae.edu/ https://www.izotope.com Use code ROCK10 to get 10% off! https://www.native-instruments.com Use code ROCK10 to get 10% off! https://www.adam-audio.com/ https://www.makebelievestudio.com/mbsi Get your MBSI plugin here! https://RecordingStudioRockstars.com/Academy  https://www.thetoyboxstudio.com/ Listen to the podcast theme song “Skadoosh!” https://solo.to/lijshawmusic Listen to this guest's discography on Soundcloud: Recent productions: https://on.soundcloud.com/BMSg25zFjH4crFA99 Original songs: https://on.soundcloud.com/YVPKzB29pob8UAy9A If you love the podcast, then please leave a review: https://RSRockstars.com/Review CLICK HERE FOR COMPLETE SHOW NOTES AT: https://RSRockstars.com/519

Why you should listenCyril Louis shares how Mavericx transformed from a typical Salesforce implementation partner into a trusted CX advisor, offering a proven blueprint for boutique firms looking to escape the commodity trap.Learn how building and leading local communities for 10+ years became a powerful lead generation and recruitment strategy that costs nothing but delivers exponentially.Discover practical AI implementation strategies across retail and financial services, including the step-by-step maturity model that prevents costly AI pilot failures.If you're tired of competing on price with every other Salesforce partner and watching the big SIs walk away with the strategic work while you get stuck doing configurations, this episode will change how you think about positioning. Boutique after boutique races to the bottom, begging for leads from AEs who now expect you to bring them business instead of partnering with you. That's exactly where Cyril Louis from Mavericx was heading until his clients started asking him a different question: "What's next after Salesforce?" Instead of just implementing CRM, Cyril repositioned his firm as the CX strategy partner who happens to know Salesforce inside out. We break down his 10-year community play that's generated more qualified leads than any marketing campaign, his three-stage AI framework that prevents those expensive pilot disasters, and the hard lesson about saying no to bad-fit clients earlier.About Cyril LouisCyril has 17 years of experience in digital and cultivates a dual skill by focusing on CRM topics & customer knowledge as well as on engagement & digital marketing aspects.He worked on numerous missions aimed at defining new strategies as ‘Customer Centric Company‘ and ‘Data Driven Company‘ via customer journeys for a better engagement. These new customer journeys involve many reflections on organization, methodologies, data urbanization and IT architecture. Cyril regularly shares thoughts and best practices on topics around the omni-channel customer experience, whether in publications or at diverse conferences.His expertise has been recognized by Salesforce with his awards as Salesforce MVP, Salesforce Lightning Champion and Salesforce User Group Leader.Resources and LinksMavericx.chCyril's LinkedIn profileChatGPTClaude.aiCursorOnyxPrevious episode: 627 - SMS Isn't Spam: It's Your 98% Open Rate Gold Mine with Chris BrissonCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringFree Training for AI & Tech Consultants Ready to Stop Trading Time for MoneyJoin our newsletter

D.O. explains the true role of Account Executives ("the plug") in the mortgage world and breaks down how AEs provide unparalleled value to brokers—not just with competitive rates, but through deal structuring expertise, business coaching, and driving growth with event marketing. Whether you're a mortgage veteran or curious about the AE path, this episode gives actionable strategies for success and uncovers surprising parallels between AE-broker and LO-realtor partnerships.