Podcasts about AES

Jeff Mains sits down with Asaf Katz — founder of LinkedOtter, host of the Risk Takers show, and a veteran of taking a company public on the ASX, building an "Uber for trucks," navigating a cannabis IPO wave, and doing military cybersecurity work — to unpack why traditional cold outreach (LinkedIn DMs, cold email, "just checking in" follow-ups) has stopped working. Asaf's replacement thesis: live, trust-building events beat cold pitching every time. He breaks down the exact methodology his agency used to generate 350+ organic signups for a single LinkedIn event, how to turn event attendees into real sales conversations without pitching, and the three ingredients every successful event needs (a hot topic, an attractive character, and a warm audience). The conversation also dives into the "SaaSpocalypse" — what AI-driven pricing collapse means for subscription businesses — and closes with Asaf's story of building his own live-event platform from scratch using Claude, with zero coding background, in a matter of weeks.Key Takeaways4:45 – Asaf joins the show; quick recap of his background across cybersecurity, edtech, trucking, and cannabis IPOs.9:19 – Why cold outreach dies without proof: "dial your intention" based on what social proof you actually have.12:59 – How ChatGPT-era automation flooded inboxes and killed the effectiveness of even great copywriting.13:36 – Introducing "Growth With Events": running live LinkedIn shows instead of webinars — 350 organic signups, 50% connection-acceptance rate.16:04 – The SaaSpocalypse: why AI-driven price compression is breaking the sales-led SaaS math ($150K deals, $200K AEs, LinkedIn lead costs).17:34 – Why every high-ticket SaaS is really being bought with a human/advisory layer attached — and how outcome-based pricing brings that back.23:13 – The origin story: a failed 13-person webinar that led Asaf to reverse-engineer the 3 components of a guaranteed-to-succeed event.25:09 – Case study: inviting a viral LinkedIn poster as guest speaker → 750 organic signups, dozens of sales calls, zero pitching.28:08 – The "who else should I talk to?" hack for turning post-interview goodwill into warm referrals.31:24 – Building Risk Takers as a personal media platform separate from client work, and the Dream 100 concept applied to LinkedIn audiences.36:15 – Hosting events on your own website (not Zoom) to capture buyer-intent signals like page visits during the show.40:25 – Building his own event platform with Claude from scratch: the new "AI recommends the tool" buying mechanism and what it means for SaaS marketing.44:08 – Where to find Asaf, LinkedOtter, and Risk Takers.Tweetable Quotes"The outreach approach really needs to be a function of how confident you are in your product." — Asaf Katz, 14:08"No one goes on a website... even when people search on LLMs and they ask for market research, they ask to exclude vendor websites." — Asaf Katz, 21:38"Trust doesn't scale through automation. It scales through the room." — Jeff Mains, 46:00"How about I build less, you pay me less, but we're all actually profiting more." — Asaf Katz, 18:59"It's fairly easy to organize. LinkedIn is really good for building that authority." — Asaf Katz, 20:56SaaS Leadership LessonsMatch your ask to your proof. If you don't have case studies or an MVP, don't pitch — ask for feedback, then convert that feedback call into a sales opportunity later.Events beat cold outreach for high-ACV deals. Once your ticket price crosses $5K–$10K/year, live, trust-building events consistently outperform cold DMs and email.Watch the SaaSpocalypse. AI-driven price compression is breaking the sales-led SaaS model — if AEs and lead costs assumed $150K deals, a forced 80% price cut wrecks your go-to-market math.Bring the human element back into your pricing. High-value SaaS is rarely bought as pure software — it's bought with advisory/consultancy attached. Outcome-based pricing formalizes that.Build less, ship what actually drives value. Most features go unused (the Pareto 20%); cutting scope and pricing accordingly can make everyone more profitable.Own your platform and your audience. Don't just rent other people's LinkedIn followings — run events on your own site to capture buyer-intent data and convert borrowed attention into an owned network over time.Guest Resourcesasaf@linkedotter.comhttps://linkedotter.com/ https://asafkatz.comhttps://www.facebook.com/Asaf.Katz1https://www.linkedin.com/in/asafkatzEpisode SponsorThe Futureproof Series - https://www.youtube.com/playlist?list=PLfkXKUPZ5xuOqMPR7_gzGybncTtavyR1NThe Captain's KeysSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel'Champion Leadership Group – https://championleadership.com/https://jeffmains.com/books/SaaS Fuel ResourcesWebsite - https://championleadership.com/Jeff Mains on LinkedIn - https://www.linkedin.com/in/jeffkmains/Twitter - https://twitter.com/jeffkmainsFacebook - https://www.facebook.com/thesaasguy/Instagram - https://instagram.com/jeffkmains

Alex Margolis joins the show with cohosts Jack Cochran and Mathew James to share his experience as a founding sales engineer, pulling back the curtain on what it's really like to be the first SE at a startup. Alex discusses his deliberate decision to target founding SE roles as a way to fast-forward his career after six years at a company with limited growth opportunities, expecting to build processes and lead strategically from day one. Instead, he found himself supporting eight AEs and an equal number of BDRs, running five demos a day in a high-velocity sales environment that left little time for the strategic work he'd been promised. Follow Us Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/  Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/  Connect with Alex Margolis: https://www.linkedin.com/in/alexnmargolis/  Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack  Presales Collective Podcast: https://www.presalescollective.com/podcast  Key Topics Covered Motivations for seeking founding SE roles and fast-forwarding your career The sales assistant trap: expectations vs. reality of strategic involvement Supporting eight AEs plus BDRs as the only SE in a high-velocity environment Setting boundaries and tracking workload to prioritize effectively Cross-functional relationship building as the company "facsimile" Interview questions to ask when evaluating founding SE opportunities Who the right fit is for high-volume founding SE roles Finding company culture fit and working with good people

Imagine doubling your close rate and cutting your sales cycle in half. That's not a hypothetical. It's exactly what Pieter Leenhouts and his team did at Tax Guard, a Cogency Global company that sells to banks and financial institutions. Pieter walked me through exactly how they pulled it off, and it wasn't magic. It was math, structure, and a relentless focus on the front end of the pipeline.Why Their Sales Cycle Was So Long To Begin WithTax Guard's solution was new to the financial institutions they sold to, so reps had to spend real time educating buyers before those buyers even understood why they needed it.That education requirement, combined with deals that stalled out with the wrong contacts, created a long sales cycle and a lower close rate.Fixing it started with the pipeline itself, not with pushing reps to work harder.Give Every Rep the Right Size Pipeline, Not Just More DealsPieter's team found that around 120 opportunities was the right pipeline size for most of their account executives, though the number flexes based on how efficient a rep is.Instead of leaving reps to self source every opportunity, the team loads a portion of that pipeline for them, so reps spend more time working real opportunities and less time hunting for net new business.Their market of five to ten thousand financial institutions is well defined, which makes it possible to plan pipeline size with real precision instead of guessing.Split the Pipeline: 70 Percent Pre-Handraiser, 30 Percent Post-HandraiserOf those 120 opportunities, about 70 percent sit in the pre-handraiser stage, where reps are still working to connect with people.The remaining 30 percent sit in the post-handraiser stage, where there's already an active, ongoing conversation with the customer.That split keeps reps focused on outreach without starving the deals that are already moving.Marketing and Sales Load the Pipeline TogetherPieter is careful to point out that loading the pipeline isn't a sales-only effort. It's a collaboration between sales leadership and marketing leadership.Marketing helps identify and prioritize which accounts and departments actually fit where Tax Guard's solution applies.That partnership is part of why the team can hand reps a healthier mix of fast cycle and slow cycle opportunities instead of leaving it to chance.Why They Kept AEs on the Full Buyer Journey Instead of Handing Off to BDRsBecause their solution requires ongoing education, Pieter's team decided against using BDRs or SDRs to book appointments and hand off to AEs.The same person a buyer starts talking to needs to stay with them as a trusted advisor through the entire education process.Pieter is clear that this only makes sense because of how complex and unfamiliar their solution is. A more transactional sale can absolutely work with a BDR handoff.The Cadence: 17 Touches Over 70 DaysEach opportunity in the pipeline follows a defined cadence, roughly 17 touches over 70 days, with three to five contacts tied to each account.That structure turns follow-up into a math exercise. Once you know the number of opportunities, steps, and contacts, you know almost exactly how many activities a rep needs to complete each day.The cadence isn't automated. Reps still show up and do the work themselves, which keeps the process personal instead of robotic.Personalization Is What Makes the Math WorkPieter gets five to six hundred pitches a day himself, so he knows exactly what gets ignored: generic, unpersonalized outreach.His team uses AI to gather background information quickly, but the personal touch, referencing where someone went to school or what they care about, still has to come from the rep.That combination of structure and personalization is what actually breaks through the noise instead of just adding to it.How They Catch Reps Who Are Gaming Activity NumbersTo catch reps who rack up huge activity numbers without real substance, like hanging up before voicemail or blasting the same email to everyone, Pieter's team looks past raw activity totals.They review call recordings and email engagement to see whether real conversations are actually happening, not just whether the activity got logged.The goal isn't to catch people doing something wrong. It's to find the reps who are getting real engagement and figure out what they're doing differently so the whole team can replicate it.Weekly and Monthly Rhythms Keep the Team AccountableEvery rep gets a weekly one on one that covers both big strategic issues, like what's happening in the market or with competitors, and specific opportunities that need a plan to close.Once a month, Pieter's team reviews the front end metrics as a group: how many people are in cadence, how many emails are opening, how many real conversations are happening.They also track Net Promoter Score to measure how the sales experience actually felt to the buyer, not just whether a deal closed.Their Tech Stack: Salesforce, Gong, Gong Flows, and DelightedSalesforce is their core CRM, and Pieter says most of what makes it powerful is what gets plugged into it.Gong records and analyzes sales conversations, which lets the team track things like how often pricing objections come up and coach reps faster than they could otherwise.Gong Flows adds structured outreach sequences with AI built in, and Delighted measures NPS so the team can see how the buying experience felt from the customer's side.The Numbers Pieter's Team Watches Every WeekClose rate and pipeline velocity are the two headline numbers Pieter checks first, since they show whether the whole system is working.Underneath those, his team tracks how long deals sit in each of their seven pipeline stages, with alerts when something sits too long.They also watch the quality of the opportunities reps are given and how well each rep prospects into the right people, since strong activity numbers mean nothing if they aren't pointed at the right accounts."Activities create opportunities, opportunities create sales. The only thing we control is our activity level." — Pieter LeenhoutsResourcesConnect with Pieter Leenhouts on LinkedIn.Learn more about Tax Guard, a Cogency Global company.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help creating podcast production content.Join our LinkedIn cohort and learn to prospect the right way.Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast,

What insights do immersive audio techniques, like Atmos, offer for emotional storytelling and how do different speaker setups influence our perception of space and emotion in music?My guest today is BZ Lewis, a producer, engineer, and mixer with over 30 years of experience. He's earned six Emmy Awards and specializes in immersive audio, working with major brands like Apple, Google, and Sony. BZ has a deep background in both stereo and Dolby Atmos mixing, with credits spanning television, film, and music.In this episode, we dive into the practicalities of working in immersive audio, exploring how Atmos expands emotional expression in music and film. BZ shares his approach to speaker setups, balancing front, rear, and overhead channels, and discusses how spatial placement can enhance storytelling. We also get into technical gear choices, from legacy analog mixers to modern digital setups, and talk about the creative process of constructing sound spaces that resonate emotionally. Whether you're curious about Atmos workflows, myth-busting headphone playback myths, or the artistry behind spatial mixing, this chat offers grounded insights from a professional.We explore how BZ uses tools like Superior Drummer for loop creation, his favorite synths for EDM, and his strategies for managing a versatile studio setup that handles everything from podcasts to atmospheric mixes. Plus, he reflects on the importance of community events like AES for networking and learning, and how holding onto vintage gear can add character to your studio.Get access to FREE mixing mini-course: https://MixMasterBundle.comTHANKS TO OUR SPONSORS!http://UltimateMixingMasterclass.comhttps://usa.sae.edu/ The next program starts September 8, 2026 – don't wait!https://www.native-instruments.com Use code ROCK10 to get 10% off!https://www.spectra1964.comhttps://gracedesign.com/https://RecordingStudioRockstars.com/Academyhttps://www.thetoyboxstudio.com/Listen to the podcast theme song “Skadoosh!” https://solo.to/lijshawmusicListen to this guest's discography on Apple Music:https://music.apple.com/us/playlist/dolby-atmos-playlist/pl.u-11zBMe3FKK4BbIf you love the podcast, then please leave a review: https://RSRockstars.com/ReviewCLICK HERE FOR COMPLETE SHOW NOTES AT: https://RSRockstars.com/572

PODCAST LAS NOTICIAS CON CALLE 17 de agosto de 2026 - Gobernadora convoca Fuerza de Choque en evento de su cumpleaños para recoger dinero de campaña - Bandera Roja Apagón masivo: salida de AES 1 y AES 2 deja a más de 108,000 clientes sin luz Kushner se reúne con el líder de Hamás en Egipto para impulsar la hoja de ruta de Gaza - Washington Post Ucrania lanza cientos de drones sobre Rusia y ataca fábrica de combustible de cohetes de Rusia bien lejos al sur de la Rusia - Metro Inundaciones récord en Indiana por tres días consecutivos - PBS Salud autoriza a AAA para desalinizar agua en San Juan y Carolina a cargo de la Guardia Nacional - WUNO MMM hoy voy pa Martins BBQEl mejor y más sabroso pollo asado a la varita de Puerto Rico. Cocinando diariamente comida fresca saludable y sabrosa con un montón de complementos para escoger, arroces, habichuelas, verduras, mofongo,tostones,....MMMM....Esto si es criolloMartins BBQ, TOMANDO todas las medidas de salud y sabor para mantener la mesa boricua al dia con opciones para llamar, recoger o delivery por UBER Eats, y DoorDash.MMM Hoy como en Martin's BBQAsado...Jugoso...Sabroso#martinsbbq#incluyeauspicio Trump le quita ayuda militar a Corea del Sur por no ayudarlo en Irán - Reuters Legislatura dice que sus prioridades son: Reforma contributiva, permisos, reforma judicial, Impuesto de Inventario, proyecto del karso, infraestrutura de agua, regular secretario de la gobernación, Supuestamente van a dragar en Carraízo para la semana que viene dijo Recursos Naturales - El Nuevo Día Demócratas denuncian proyecto que limitaría ciudadanía americana a territorios incluyendo a PR - El Nuevo Día El Burro se va a declarar culpable - El Nuevo Día Rivera Schatz dice que está listo para servirle a PR y que gente de todos los partidos ha votado por él - El Nuevo Día Se le fue la luz a la mitad de Hawaii tras huracán/tormenta - Reuters  Quién es London Gallagher de Power Expectations - El Nuevo Día Junta aprueba darle préstamo a la AAA para que pueda adelantar proyectos que luego se pagarán con fondos federales - El Nuevo Día Reparten entre recintos los recortes en la UPR - El Nuevo Día Trump amenaza con bombardear Omán por interferir en negociaciones con Irán - FTHiggsfield valorada en 5.4 billones - FTLuigi Mangione admite que asesinó al jefe de plan médico - FTLa tregua de 60 días entre EEUU e Irán expira hoy sin acuerdo sobre el Estrecho de Ormuz y el crudo Brent volvió a treparse sobre los $90 el barril Tarifas a Canadá entran el miércoles - Bloomberg María Corina Machado contrata cabilderos para obligar nuevas elecciones en Venezuela - Polymarket El PNP "engorda sus arcas" para comprar sede - El Nuevo Día Sin trabajadores extranjeros no hay agricultura - El Vocero De luto PR por múltiples muertes incluyendo alcalde de Cataño - Primera Hora LOS DATOS DEL DÍABrent~$88/barril (vie.); trepando sobre $89-90 el lunes por IránWTI~$82-83/barrilGasolina EEUU (prom.)~$4.08/galón (≈+30% interanual); diésel al alza — dato exacto por confirmarS&P 500+1.15% en la semana (3ra semana al alza); cerró levemente a la baja el viernes tras récordDow Jones-0.08% en la semanaBono 10 años~4.65%-4.69% (cerca de máximo de 25 años en tramos largos)Euro/USD1.1586 (dólar en mínimo desde mayo)Gas natural (Henry Hub)~$3.2/MMBtu (aprox., por confirmar)Hipoteca 30 años6.67% (semana al 14 de agosto)

In this second installment of their conversation on depression in oncology, Daniel C. McFarland, DO, and Boris Kiselev, MD, moved from diagnosis, covered in Part 1, into treatment. The discussion opened with the differential diagnoses that need to be ruled out before starting therapy: delirium, bipolar disorder, medical conditions such as endocrinopathies and severe anemia, and neurocognitive issues stemming from central nervous system involvement or dementia. McFarland and Kiselev outlined the specific red flags that should prompt an oncologist to bring in a mental health specialist rather than manage treatment alone, including suicidality, psychosis, and complex psychiatric histories.From there, the conversation turned to how depression is categorized by severity using the PHQ-9 scale, and how that severity, along with patient preference and access to care, should guide the choice between lifestyle modification, psychotherapy, and pharmacotherapy. Kiselev introduced a simplified 4-drug toolkit for oncologists: 1 selective serotonin reuptake inhibitor, 1 serotonin and norepinephrine reuptake inhibitor, mirtazapine (Remeron), and bupropion, explaining how to match each option to a patient's specific symptoms and adverse effect (AE) concerns.The back half of their discussion served as a practical walkthrough for starting a patient on medication. They covered how to frame the conversation to reduce stigma, what to say about timelines for benefit, and specific dosing and titration guidance for each of the 4 core drugs. McFarland and Kiselev closed by highlighting the most common AEs to flag upfront, a real-world case illustrating why dose titration matters, and general guidance on how long patients typically stay on treatment.McFarland is the director of the Psycho-Oncology Program at Wilmot Cancer Center and a medical oncologist who specializes in head, neck, and lung cancer, in addition to being the psycho-oncology editorial advisory board member for the journal ONCOLOGY. Kiselev is a consult liaison psychiatrist at Atrium Health Carolinas Medical Center, an assistant professor in the Psycho-oncology Program in the Department of Supportive Oncology at Atrium Health Levine Cancer Institute, and an assistant professor in internal medicine.00:02-02:24: Recap of the prior episode and framing for treatment02:24-11:17: Ruling out other causes: delirium, bipolar disorder, medical conditions, and neurocognitive issues11:49-15:17: Deciding when an oncologist can treat directly vs when to refer to a mental health specialist15:45-23:01: Categorizing depression severity with the PHQ-9 and matching it to lifestyle, psychotherapy, or medication23:46-26:05: Choosing between non-pharmacologic and pharmacologic treatment based on severity and access26:05-35:49: Selecting a medication from a core 4-drug toolkit and preparing the patient to start it37:30-48:30: Drug-specific dosing, titration strategy, and managing common adverse effects50:37-51:59: How long patients typically stay on treatment and closing thoughts

Enterprise account executives are now signing for $200,000 salaries, $200,000 variable comp plans, and up to half a million dollars in equity at sign-on. Meanwhile, offer acceptance at the top AI companies sits at 45% and half of the 38,000 startup sales reps in San Francisco and New York have taken a new job in the last two years. In this episode, Sam Jacobs, AJ Bruno, and Asad Zaman go hosts-only on why the sales talent market broke, what QuotaPath's compensation data across more than 1,400 companies says about quota attainment splitting into a barbell, and why Paul Graham calling go-to-market bogus says more about Silicon Valley's blind spot than it does about sales. Plus, where young sellers still get their start, whether a CRO can be great without ever carrying a bag, why go-to-market cannot rescue a company that has lost product-market fit, and what HubSpot's 20% stock drop signals for every SaaS business trying to make the AI transition. Key Takeaways: - The AI buildout has drained the two talent pools it depends on, and compensation is repricing in real time. As Asad Zaman, CEO of STA, described the enterprise AE market: "Enterprise account executives now get paid $200,000 salaries, $200,000 variable comp plans, up to half a million dollars in equity at sign-on. That used to be $150,000 to $175,000 at the top end, just like a year and a bit ago." With 38,000 startup software sellers in San Francisco and New York and a quarter of them changing jobs in the last twelve months, the constraint on AI companies hitting escape velocity is no longer capital, it is people. - The jobs data cuts against the automation narrative. Sam Jacobs, CEO of Pavilion, pointed to the Philippines outsourcing sector, 8% of that country's GDP, where employment in IT and business outsourcing is up 20% to 1.9 million workers and industry revenue is up 30% to $42 billion since the launch of ChatGPT: "I just think, you know, it's Jevons' paradox. It is what happens with every new piece of technology. Everybody thinks the technology is going to wipe everybody out, and instead the economy adapts." Companies are leaner per dollar of revenue and still cannot hire fast enough. - Quota attainment is no longer distributed the way comp plans assume. QuotaPath's first-half numbers put 58% of AEs on track against annual quota versus 55% a year ago, but as AJ Bruno, CEO of QuotaPath, explained, the shape underneath moved: "the standard deviation is way higher this year. Meaning that the winners are going to be winning more … So it's more like a barbell than it is a bell curve." At some AI companies two reps out of ten are closing half the entire number, which breaks the capacity math most sales leaders use to set targets. - For individual sellers, the window matters more than the title. Asad Zaman's advice to reps weighing a step up into leadership: "this is the moment where you can make millions of dollars right now … So don't make silly choices … Become a leader later. Go make money right now." He now benchmarks offers on whether 300% of plan clears a million dollars, and warns that private equity portfolio companies that never gave equity to individual contributors are losing these candidates outright. Connect with the Hosts: Host: Sam Jacobs, CEO at Pavilion - https://www.linkedin.com/in/samfjacobs/ Host: AJ Bruno, CEO at QuotaPath - https://www.linkedin.com/in/ajbruno3/ Host: Asad Zaman, CEO at STA - https://www.linkedin.com/in/azaman1/ Topline is more than a YouTube Channel: Subscribe to Topline Newsletter: https://toplinemedia.substack.com/ Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech: https://www.joinpavilion.com/topline-podcast Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast: https://www.joinpavilion.com/topline-slack Chapters:  00:00 Three Hosts, Three Topics 02:19 The Talent Market Has Gone Crazy 05:42 $200K Base, $200K Variable 09:00 AI Was Supposed To Kill Sales 15:16 Go Make A Million Right Now 16:53 Where Young Sellers Get Their Start 23:20 Build A University Inside The Company 31:58 Paul Graham Versus Go-To-Market 36:22 Why YC Misses Enterprise Software 40:55 Can A Non-Seller Be A Great CRO? 44:42 GTM Cannot Fix Product-Market Fit 49:30 One To Ten To A Hundred 53:38 Quota Attainment Is A Barbell 1:02:41 The HubSpot Nightmare 1:06:05 Falling Back In Love With The Business

Episode SummaryDan sits down with Kevin Bogner along the Chicago River for a candid conversation about his 30+ year sales career: from 18 years at Microsoft to Philips, a CRO stint at a Vista Equity portfolio company, leading global sales at Outreach, and now building the SMB and commercial sales organization at Stripe.Key Topics & TakeawaysThe "How" vs. The "What" in SalesKevin's longtime mentor Geoff Nyheim (now a sales professor at DePaul) instilled a foundational principle: the what you do is table stakes. It's the how you do it that differentiates you and advances your career.What the Best Sellers Do DifferentlyCuriosity – Always-on learners who use technology, listen to Gong calls, and constantly sharpen their craftCross-functional orchestration – The best AEs are "resource brokers," pulling together CSMs, specialists, professional services, and executives to deliver valueMulti-threading with sequence in mind – It's not just who you involve, but in what order. Kevin shares how he sent daily stakeholder updates on his biggest deal, scripting who talks to whom and whenAuthenticity over improvisation – Thinking on your feet includes being comfortable saying "I don't know, but I'll find out"Motivating a Team of 125 Early-Career SellersKevin created a program called "Time to Shine": a weekly one-on-one walk to a shoe shine station near the Chicago Merchandise Mart with a top performer nominated by managers. He records a short best-practice interview, shares it on Slack every Friday, and fosters healthy competition. Simple, creative, and effective.The Challenge of Staying Present as a LeaderKevin is candid about his personal challenge: carrying energy from one back-to-back meeting into the next. He's actively working on showing up fully in every conversation, whether it's a FY27 strategy discussion, a deal close, or a career conversation.AI in Sales – Where It's Making the Biggest ImpactStrategy and ICP targeting – Using AI to monitor deal patterns in real time (fastest activation, highest usage, fastest close) and identify emerging verticals like GLP-1 distributors, cannabis, and gamingLookalike prospecting – The best sellers use AI to find the next customer that looks exactly like their last great winInterview signal – Kevin asks every candidate how they're using AI, both to assess their skills and to learn from themStructure vs. Freedom in Sales MethodologyKevin's take: structure matters, especially early in a career. But AI tools like Gong and Outreach are surfacing MEDDIC elements naturally from calls and emails, freeing sellers from checklist-style questioning and enabling more human conversations.Value Selling at StripeStripe has a proprietary methodology called The Stripe Way, rooted in value selling. It includes AI-powered tooling that scores calls, emails, and decks against value-selling criteria, generating deal health scores and seller performance dashboards.Notable Quotes"The how we do what we do as sellers is what really advances your career.""The best sellers are resource brokers. They bring all the best people to the table.""I value authenticity. Thinking on your feet includes being able to say 'I don't know.'""Football teams don't hit the field with just the first play. They hit the field with the entire drive."Note from the Host: This was Sales is King's first on-the-go recording. The iPhone ran out of storage and cut the interview short. Dan plans to reconnect with Kevin for a follow-up episode!

1.  Norma Burgos sustituirá a Francisco Domenech como secretaria de laGobernación, dice El Vocero2.  Colectiva Feminista en Construcción denuncia la irresponsabilidad en elmantenimiento de la infraestructura y exige moratoria al cobro de agua y luzmientras dure la sequía, entre otros reclamos imprescindibles3.  Crisis de agua: Más embalses sienten el golpe de la sequía.4.  Portavoz PPD en el Senado radica resolución en apoyo de soluciones a lacrisis de agua presentadas por comisionado residente.5.  Presidente del Colegio de Medicos Dr. Carlos Díaz ofrece mensaje querecoge el coraje del pueblo con la mediocridad en los servicios6.  No es solo el agua: sequía también nos expone al dengue y enfermedadesgastrointestinales7.  Literalmente: Tardan siglos en atender la falta de agua en San Juan.8.  Organizaciones denuncian que gobierno favorece a AES y advierten sobreextensión de operaciones9.  La exfiscal y no confirmada nominada a secretaria de Justicia JanetParra es la abogada de Francisco Domenech ante la Oficina del Panel del FEI10.            Cinco meses después desu desalojo en Playuela, doña Ramona recibe permiso para su nueva casa11.            Dalmau exigeexplicaciones por contrato de $5,900 millones que se presume, es falso12.            Investigan suicidios enAguada y Caguas13.            Del “pero barrimos” al“nos barrieron”: la factura de una promesa incumplida Este es un programa independiente y sindicalizado. Esto significa que este programa se produce de manera independiente, pero se transmite de manera sindicalizada, o sea, por las emisoras y cadenas de radio que son más fuertes en sus respectivas regiones. También se transmite por sus plataformas digitales, aplicaciones para dispositivos móviles y redes sociales.  Estas emisoras de radio son:1.    Cadena WIAC - WYAC 930 AM Cabo Rojo- Mayagüez2.    Cadena WIAC – WISA 1390 AM Isabela3.    Cadena WIAC – WIAC 740 AM Área norte y zona metropolitana4.    X61 – 610 AM en Patillas5.    X61 – 94.3 FM Patillas y todo el sureste6.    WPAB 550 AM - Ponce7.    ECO 93.1 FM – En todo Puerto Rico8.    WLRP 1460 AM Radio Raíces La voz del Pepino en San Sebastián9.    WOQI 1020 AM – Radio Casa Pueblo desde Adjuntas 10. Mundo Latino PR.com, la emisora web de música tropical y comentario Una vez sale del aire, el programa queda grabado y está disponible en las plataformas de podcasts tales como Spotify, Soundcloud, Apple Podcasts, Google Podcasts y otras plataformas https://anchor.fm/sandrarodriguezcotto También nos pueden seguir en:REDES SOCIALES:  Facebook, X (Twitter), Instagram, Threads, LinkedIn, Tumblr, TikTok BLOG:  En Blanco y Negro con Sandra http://enblancoynegromedia.blogspot.com  SUSCRIPCIÓN: Substack, plataforma de suscripción de prensa independientehttps://substack.com/@sandrarodriguezcotto OTROS MEDIOS DIGITALES: ¡Ey! Boricua, Revista Seguros. Revista Crónicas y otrosEstas son algunas de las noticias que tenemos hoy En Blanco y Negro con Sandra. 

Vishing attacks target hedge funds. Metabase Cloud breached by zero-day flaw. Cyberattack disrupts North Carolina Ports operations. The Chinese government has launched a security review of Palo Alto Networks products. US defense supplier breached by phishing attack. Healthcare software provider breach affected 3.8 million people. New macOS malware spreads via ClickFix attacks. Microsoft and Apple issue new security updates. Cryptography expert says new AI cryptanalysis results show promise, but not an AES breakthrough. James Turgal, Optiv Security's vice president, cyber risk, strategy and board relations, is discussing how Iranian operators and their proxies appear to pursue disruption. And a Kentucky Fried Chicken order doxxes Chinese spyware operator. Remember to leave us a 5-star rating and review in your favorite podcast app. Miss an episode? Sign-up for our daily intelligence roundup, Daily Briefing, and you'll never miss a beat. And be sure to follow CyberWire Daily on LinkedIn. CyberWire Guest Today we are joined  by James Turgal, Optiv Security's vice president, cyber risk, strategy and board relations, discussing how Iranian operators and their proxies appear to pursue disruption by exploiting poorly secured operational technology in sectors such as water, energy, healthcare, and transportation. Selected Reading Hedge fund cyberattacks tied to BlackFile-linked UNC6671 extortion group (BleepingComputer) Multi-Brand Vishing Extortion Targets Financial Services and Enterprise Cloud Environments (GTIG) Cyberattack on North Carolina Ports ‘contained' as Coast Guard, state officials investigate (The Record) China launches cybersecurity review into Palo Alto Networks products (Reuters) Attacker phished way into US defense supplier's Microsoft 365 account (The Register) Unlimited Technology Systems Data Breach Affects 3.8 Million Patients (HIPAA Journal) Mac Malware Drains Crypto Wallets Via Fake CAPTCHA Scam (Huntress) China-linked LightSpy spyware caught targeting victims in 13 countries, including the US (TechCrunch) Share your feedback. What do you think about CyberWire Daily? Please take a few minutes to share your thoughts with us by completing our brief listener survey. Thank you for helping us continue to improve our show. Want to hear your company in the show? N2K CyberWire helps you reach the industry's most influential leaders and operators, while building visibility, authority, and connectivity across the cybersecurity community. Learn more at sponsor.thecyberwire.com. The CyberWire is a production of N2K Networks, your source for strategic workforce intelligence. © N2K Networks, Inc.

Americká společnost Anthropic oznámila, že její model Mythos v rámci testů dokázal najít metodu, jak zrychlit útok na jednodušší verzi jednoho z nejpoužívanějších šifrovacích algoritmů AES. Jeho složitější verze se používá například k zabezpečení digitální komunikace, šifrování internetového provozu či dat. „Není to aktuální problém. Jenže při tempu vývoje AI se těžko dá říct, že to nebude problém za nějakou dobu,“ říká v pořadu Online Plus redaktor Deníku N Petr Koubský.Všechny díly podcastu Online Plus můžete pohodlně poslouchat v mobilní aplikaci mujRozhlas pro Android a iOS nebo na webu mujRozhlas.cz.

Catch Up With All Things Tony Katz! https://wibc.com/schedule/tony-katz-morning-news/ https://wibc.com/893714/tony-katz-1st-hr-8-4-26-mi-primary-trump-iran-pirro/ The Michigan Primary is happening. Looney left believes that tipping is racist. Reporter: Mr. President, this is at least the fifth time you’ve called off airstrikes against Iran. Democrats move to AVOID a shutdown. Push to get Max Miller (R) to resign. Pirro drops pool vandal case. Will it cost her? Caitlin Clark refuses to back Sophie Cunningham. Matt Walsh swing and a miss on Caitlin Clark https://wibc.com/893716/tony-katz-2nd-hr-8-4-26-garten-talarico-mcmahon/ Garten Announces Run to Lead Indiana Senate. Recently-unseated IURC chair fired weeks after approving AES rate hike. Today’s Popcorn Moment: James Talarico calls the trans discussion a cultural war. Today’s Popcorn Moment: Lots of Bottlecaps. Linda McMahon demanding US colleges reform https://wibc.com/893718/tony-katz-3rd-hr-8-4-26-indy-drugs-water-hacked/ Marion County drugs getting more potent. US water systems hacked. Trump: this is Iran's last chance before decapitation. TV Theme Song: Real Housewives of Orange CountySee omnystudio.com/listener for privacy information.

Catch Up With All Things Tony Katz! https://wibc.com/schedule/tony-katz-morning-news/ https://wibc.com/893716/tony-katz-2nd-hr-8-4-26-garten-talarico-mcmahon/ Garten Announces Run to Lead Indiana Senate. Recently-unseated IURC chair fired weeks after approving AES rate hike. Today’s Popcorn Moment: James Talarico calls the trans discussion a cultural war. Today’s Popcorn Moment: Lots of Bottlecaps. Linda McMahon demanding US colleges reformSee omnystudio.com/listener for privacy information.

1.    LUMA alerta sobre altaprobabilidad de relevos de carga tras avería en AES. El zar de Energía, JosuéColón Ortiz, informó que una avería redujo en 250 megavatios la generación deAES en Guayama2.    Gobernadora y comisionado confíanen acuerdo bipartita sobre fondos de Medicaid3.    Aumenta a 60.8% la sequíamoderada y severa en Puerto Rico4.   Justicia tardía no es justicia en el caso de la muerte del abogadoCarlos Cotto Cartagena. D. de Justicia concluye que murió por caídaaccidental5.    Pero la exjueza y madre del abogadoCarlos Cotto Cartagena: “A mi hijo lo mataron6.    Jóvenes artistas exponen susobras en cerámica al culminar talleres de arte para prevenir y sanar laviolencia7.   Trump afirma que se ha logrado un avancedecisivo en el desarme de Gaza; según informes, Hamás confirma el acuerdo.8.   España envía tropas y policías adicionales aCeuta tras la llegada de miles de migrantes de Marruecos.9.    Paíseseuropeos acuerdan boicotear todas las competencias de la FIFA si GianniInfantrino logra aprobar su propuesta para vender partes de la Copa Mundial delFutbol a una firma de inversores privados de Estados Unidos Este es un programa independiente y sindicalizado. Esto significa que este programa se produce de manera independiente, pero se transmite de manera sindicalizada, o sea, por las emisoras y cadenas de radio que son más fuertes en sus respectivas regiones. También se transmite por sus plataformas digitales, aplicaciones para dispositivos móviles y redes sociales.  Estas emisoras de radio son:1.    Cadena WIAC - WYAC 930 AM Cabo Rojo- Mayagüez2.    Cadena WIAC – WISA 1390 AM Isabela3.    Cadena WIAC – WIAC 740 AM Área norte y zona metropolitana4.    X61 – 610 AM en Patillas5.    X61 – 94.3 FM Patillas y todo el sureste6.    WPAB 550 AM - Ponce7.    ECO 93.1 FM – En todo Puerto Rico8.    WLRP 1460 AM Radio Raíces La voz del Pepino en San Sebastián9.    WOQI 1020 AM – Radio Casa Pueblo desde Adjuntas 10. Mundo Latino PR.com, la emisora web de música tropical y comentario Una vez sale del aire, el programa queda grabado y está disponible en las plataformas de podcasts tales como Spotify, Soundcloud, Apple Podcasts, Google Podcasts y otras plataformas https://anchor.fm/sandrarodriguezcotto También nos pueden seguir en:REDES SOCIALES:  Facebook, X (Twitter), Instagram, Threads, LinkedIn, Tumblr, TikTok BLOG:  En Blanco y Negro con Sandra http://enblancoynegromedia.blogspot.com  SUSCRIPCIÓN: Substack, plataforma de suscripción de prensa independientehttps://substack.com/@sandrarodriguezcotto OTROS MEDIOS DIGITALES: ¡Ey! Boricua, Revista Seguros. Revista Crónicas y otrosEstas son algunas de las noticias que tenemos hoy En Blanco y Negro con Sandra. 

Le président sénégalais se rend au Mali ce mardi 28 juillet pour une visite de travail. Depuis le 19 juillet, il est aussi le président en exercice de la Communauté économique des États de l'Afrique de l'Ouest. Va-t-on vers un rapprochement entre la Cédéao et l'AES, l'Alliance des États du Sahel ? Et Bassirou Diomaye Faye pourrait-il jouer un rôle de médiateur dans la guerre civile qui déchire actuellement le Mali ? Pape Ibrahima Kane, expert des questions géopolitiques, répond aux questions de RFI. RFI : Qu'est-ce qu'on peut attendre de la visite du président sénégalais ce mardi à Bamako ? Pape Ibrahima Kane : Le réchauffement des relations entre les pays de l'Alliance des États du Sahel (AES) et de la Cédéao, à un moment où, au niveau des États de l'AES, on montre une bonne volonté à vraiment reprendre le fil du contact avec les États de la Cédéao. C'est vraiment bien que le président en exercice profite de cette opportunité pour commencer à jeter les ponts d'un vrai dialogue entre les deux institutions. Sur le plan sécuritaire, qu'est-ce que Bamako et Dakar peuvent faire de mieux ensemble pour lutter contre les terroristes ? Vous savez que la zone de frontière entre le Sénégal, le Mali et la Mauritanie est une zone secouée par des attaques de jihadistes. Donc il y a aussi matière à discussion pour au moins que les États, non seulement arrivent à endiguer toutes ces attaques, mais aussi arrivent à s'organiser pour que la crise ne déteigne pas sur les deux autres pays que sont le Sénégal et la Mauritanie, ça, c'est aussi une question importante. Et un dernier point qui est vraiment vital pour le Sénégal, ce sont les relations économiques. Le port de Dakar ne vit pratiquement que grâce aux importations et exportations du Mali. Donc il faut discuter de la meilleure façon de réorganiser la sécurité pour que le transport des marchandises puisse s'effectuer le plus normalement possible. Alors, cette visite à Bamako, le président sénégalais la fait trois jours seulement après la création de son nouveau parti à Dakar, Kiiraay. Est-ce à dire que Bassirou Diomaye Faye veut s'affirmer sur tous les terrains ? La création de Kiiraay, c'est essayer de s'affirmer sur le terrain sénégalais. Mais la création de Kiiraay relève d'un grand défi pour Bassirou Diomaye Faye. Et j'ai comme l'impression que ce défi-là va être très, très, très compliqué à relever. Jusqu'à présent, c'est Ousmane Sonko qui gérait la relation entre le Sénégal et les États de l'AES. Est-ce que Bassirou Diomaye Faye veut chasser sur les terres de son ancien Premier ministre ? Je ne pense pas qu'il veuille chasser, parce que le travail que Sonko avait mené au niveau de la sous-région n'a pas été totalement concluant. Je me rappelle encore de la visite qu'il avait menée à Bamako et qui avait même suscité beaucoup, beaucoup de remous au sein de la classe politique malienne ainsi qu'au sein de la classe politique sénégalaise. Je pense que Bassirou Diomaye Faye, il sait que le défi de la sécurité est un défi important à relever et que, au moins, s'il relève ce défi en étant président de la République du Sénégal, il pourra laisser à la postérité l'image de quelqu'un qui a contribué à la recherche de la paix et de la sécurité dans la sous-région. Parce que rien n'est sûr pour le président de la République actuel du Sénégal pour sa réélection. Donc, au moins pour ça, on pourra le remercier d'avoir fait quelque chose pour le Sénégal et ses relations avec les voisins. Voulez-vous dire que Bassirou Diomaye Faye est plus diplomate qu'Ousmane Sonko ? Tout à fait. Ce n'est pas le même type de personnalité. Et en plus, Bassirou Diomaye Faye donne l'impression de quelqu'un qui a de l'écoute, de quelqu'un qui ne se précipite pas à parler ou à prendre des décisions. Maintenant, est-ce que ce sera efficace ? Ça, c'est un tout autre problème. Parce que ce qui manque le plus dans le Sahel, c'est les moyens humains pour entamer un dialogue entre les insurgés et les militaires dans les trois pays. Parce que croyez-moi, et je pense que ça va être l'un des points sur lesquels le président va insister, c'est vrai que l'expérience des deux années montre que le tout militaire n'est pas une solution dans le Sahel et qu'il faudra trouver les moyens de discuter avec les insurgés pour au moins aborder la question de la réconciliation. Pas seulement au Mali, mais au Niger et aussi au Burkina. Et c'est en ce sens que je comprends le regain de collaboration avec l'Algérie, parce qu'il faut maintenant passer au dialogue. Peut-être que le Sénégal peut être l'un de ces intermédiaires. Est-ce à dire qu'après le grave revers militaire subi par la junte malienne il y a trois mois à Kidal, Bamako se résout peut-être à une solution politique avec l'aide du président sénégalais Bassirou Diomaye Faye ? Tout à fait. Mais je pense que même la réconciliation avec l'Algérie montre que Bamako n'a plus d'option. Je ne serais pas surpris si le président Bassirou Diomaye Faye décidait d'aller aussi en Algérie pour avoir des conversations avec les dirigeants algériens, parce que déjà la Mauritanie a assisté au sommet de Freetown. Donc la Mauritanie est déjà dans le jeu que le Sénégal est en train de déployer à l'heure actuelle. À lire aussiSénégal: une première visite de Bassirou Diomaye Faye au Mali en tant que président de la Cédéao

In this episode we talk about promotions. You want to reward your best people by promoting them to new roles, but when and how? How can you avoid the dangers of bad promotions?  We are here to help! In this episode we answer questions including:When should an individual contributor become a manager?How do you handle an employee that isn't growing with the business?What happens when two people vie for the same role?All of these questions were submitted by listeners just like you. You can submit questions for us to answer on our website TheStartupHelpdesk.com or on X/Twitter @thestartuphd - we'd love to hear from you!Your hosts:Sean Byrnes: General Partner, LucidFog www.lucidfog.comAsh Rust: Managing Partner, Sterling Road www.sterlingroad.comNic Meliones: Founder, Startup Coach https://meliones.substack.com/Reminder: this is not legal advice or investment advice.Q1: When should an individual contributor become a manager?"We have a great engineer who wants to become a manager. I don't think they'll be good at it or enjoy it, but we don't want to lose them. What can I do?"Promotions are bets on future performance, not rewards for past work. Wanting a great IC to keep producing is natural, but don't promote someone into a role you believe they'll fail at. Management is a different job, not a higher rung on the same ladder.Test the desire before you grant the title:Send them to a management training course. Five days of reports, emotion-management, and conflict-resolution role-play is a filter. It either kills the fantasy or proves they're serious. If they're serious, they'll learn the mechanics (1-on-1s, conflict resolution, the parts of the job nobody romanticizes) before they run a real team.Try a 50/50 split. Keep them contributing while they test-drive managing people. Low risk, high signal.Examine your own bias. Part of you wants the status quo: a great engineer shipping great work. But your job is also to serve their career. Ask what they actually want long-term. Often it isn't "manage people" – it's bigger scope, real decision-making authority, or more visibility. Answer that, and you frequently get more of what you want, too.Build a real IC path. Most people only chase management because they've been taught it's the only way forward. Show them ICs who've grown into the equivalent of VPs and the pressure to become a manager evaporates for the ones who never wanted it. Make being a senior IC as prestigious as being the boss.The trap: creatively forcing people into roles they don't fit. Architect real jobs that solve real company problems. Don't invent a "team lead" title for a team of one.Q2: How do you handle an employee that isn't growing with the business?"One of our earliest employees is great, but is quickly being left behind as the business grows. Their role is shrinking as the company grows. I'd hate to lose them — how can I help?"This happens at every fast-growing company. The job someone was hired for often doesn't exist six months later. Not everyone scales, and that's not a moral failing.Set expectations early and honestly, before it becomes a crisis. Tell the whole team, on a regular cadence: "The job you have today won't exist tomorrow. We'd love you to be first choice for the next one, but it's on you to show us." That conversation, held often, does more than any rescue attempt later.Invest, but keep a close eye on who is already pulling themselves forward. Coaching and training are worth trying. Importantly: people who scale are already training themselves, learning new skills, taking initiative. If you have to supply all the initiative to drag someone forward, it rarely works. You can only pull someone so far, and you shouldn't contort the whole org to meet one person where they are.Be honest that the odds are low. In most cases this ends with letting the person go. Give them a fair chance to find their place, but time is limited, and if they're not climbing this mountain, they're unlikely to climb the next one.The kindest move is often the exit. Help them find their next role. At a bigger company they may be iced out and miserable; as an early-stage specialist elsewhere, their zero-to-one strengths are a genuine asset.Watch where the pressure actually comes from. They may not feel it in the work, but they feel it interpersonally, early. The trigger is frequently the people underneath them: strong reports threatening to leave unless the blocker moves. That forces the hard conversation, and it's never comfortable to tell someone the team has outgrown them.Q3: What happens when two people vie for the same role?"I have two great salespeople who both want to become sales director. There's one opening, so I can promote one — but at the risk of losing the other. What should I do?"Don't assume your best AE becomes your best director. A great AE is a closer. A great sales director is a scaler: coaching, building process, designing the machine. Different job, different skill set. The percentage of great AEs who become great sales leaders is low. Hire (or promote) for the scaler.Retain both, explicitly. Tell each of them, independently, that you want to keep them. For whoever doesn't get the role, ask directly: "If it's not you this time, what do we need to do to keep you scaling with us?"Run a transparent process, and don't stall. Be open about how you're evaluating. Then decide. Moving slowly doesn't preserve the peace; it raises the odds you lose one of them.Don't let fear pick the winner. If you choose based on who might quit, you've handed the team control of the company. Promote the person you genuinely believe will do the job best. If the other leaves, that's unfortunate. You deal with it, the same way you do with engineers or anyone else.Create a second path so "director" isn't the only summit. Strategic account management, a senior IC track, uncapped commission – give a top closer a reason to keep closing instead of elbowing into a management seat they don't actually want. (Fast-growing teams often keep great salespeople selling by not capping commission.)Always be hiring. You may need to backfill at any moment. Plan for it before you're forced into it. And if you ever find an AE who's genuinely a great sales director, never let them go.---The through-line: Every one of these problems eases when there's more than one way to grow. Give people a real IC path and management stops being the only way to ascend. Set honest expectations early and "you're not scaling" stops being an ambush. Build a second summit and one open role stops threatening two great people. Promotions go wrong when the org offers exactly one ladder and everyone's forced to climb it whether it fits or not.

In today's episode, we spoke with Joshua K. Sabari, MD. Dr Sabari is an assistant professor in the Department of Medicine at NYU Grossman School of Medicine, and director of High Reliability Organization Initiatives at NYU Langone Health's Perlmutter Cancer Center New York. In our exclusive interview, Dr Sabari discussed the complexities of managing small cell lung cancer (SCLC) across both academic and community settings, emphasizing that nothing about this disease is straightforward. He stressed the importance of rapid diagnosis and staging, ideally within 48 to 72 hours given how quickly patients can deteriorate, and noted that in his own academic practice, approximately 30% of patients never reach second-line therapy, a figure that climbs to 50% to 60% in the community setting.He highlighted 2 areas where community implementation frequently breaks down: first-line maintenance and second-line therapy. Regarding maintenance, Dr Sabari underscored the need to counsel patients about the combination of atezolizumab (Tecentriq) plus lurbinectedin (Zepzelca) from the outset of treatment, so the transition after 4 cycles of chemoimmunotherapy is not a surprise. In the second-line setting, he addressed the practical challenges of administering tarlatamab-dlle (Imdelltra), a CD3 x DLL3 bispecific T-cell engager, noting that the first 2 doses require inpatient monitoring given the risks of cytokine release syndrome (CRS) and immune effector cell–associated neurotoxicity syndrome (ICANS). However, he noted that these monitoring resources may not be readily available outside of academic centers.The discussion also covered the evolving role of the multidisciplinary care team, with Dr Sabari highlighting the outsized impact of dedicated thoracic pharmacists in educating patients, monitoring for adverse effects (AEs), and intervening early, particularly with novel agents whose AE profiles are still being characterized. He shared real-world examples of coordination saves, including a radiologist who flagged early pneumonitis and a patient receiving tarlatamab who developed subtle cognitive changes that were initially missed.Finally, Dr Sabari outlined the top educational gaps for community teams: understanding the biological heterogeneity of SCLC, recognizing when and how to use emerging agents such as tarlatamab and obrixtamig (BI 764532), and developing fluency in managing novel toxicities including CRS, ICANs, and interstitial lung disease associated with antibody-drug conjugates.

Send us Fan MailWe use the term “ground” frequently in the studio, but what does “ground” actually mean?It can be confusing, because we use the same word to describe many different things. For example, we say that the shields of our audio cables are “grounded.” Or we may think that “grounding” our equipment will eliminate the electrical noise we hear in the audio.I attempt to clarify some of the misconceptions about “ground” in this short episode. The main point I try to stress that is that a connection to the Earth is not necessary for our equipment, or any electronic or electrical device, to work. The purpose of “grounding” electrical things is for one purpose only, and that is safety.Consider this an overview of a complex topic. I focus on things that matter in the studio. The true story would take much more explanation, and probably be of minimal interest to most recordists.One of the topics I mention is the “Pin 1 Problem” that is found in some otherwise excellent professional audio products. Here are links to an excellent explanation by Jim Brown, an electronics engineer who devoted his career to professional audio. He also co-wrote many of the AES standards that make our gear sound as good as it possible can.http://www.k9yc.com/Pin_1_Revisited.pdfhttp://www.k9yc.com/Pin_1_Revisited_Part_2.pdfhttp://www.k9yc.com/SurgeXPowerGround.pdfYou will find many more useful references on Jim's web site, if you want a deeper understanding of many noise and grounding topics.This is the last of the 6-part series on Basic Electronics for Recording Engineers. I may add additional episodes later, but I think this helps people understand some of the electronic principles as they relate to our job.email: dwfearn@dwfearn.comwww.youtube.com/c/DWFearnhttps://dwfearn.com/

The fastest way to break trust between sales and marketing is to let each team bring its own scoreboard.  Marketing can point to MQLs. Sales can point to missed revenue. Everyone can be technically right, and the business still loses. No wonder Denise Persson and Chris Degnan have little patience for functional victory laps. At Snowflake, the question was never, "Did marketing look good?" It was, "Are reps productive, is new business moving, and are we working from the same plan?"  In this episode, Drew sits down with Denise and Chris, co-authors of Make It Snow, whose sales-marketing partnership shaped much of Snowflake's climb from startup to billions in revenue. They get past the usual alignment talk and into the operating discipline behind it. For the pair, trust showed up in honest feedback, fast action, rep-level visibility, and a shared refusal to declare victory unless the go-to-market motion was actually working.  In this episode:  Denise shares how she earned sales trust by listening to SDRs, AEs, and managers, then building marketing around what each territory needed  Chris explains why sales leaders need marketing partners who roll up their sleeves, take feedback fast, and care more about the shared number than looking right  Together, they show how a CMO-CRO partnership can hold through CEO changes, board pressure, hiring misses, and the politics of a winning company  Plus:  How to push sales-marketing alignment beyond the C-suite  Why "no rep left behind" became a practical GTM rallying cry  What it took to move Snowflake from "data warehouse for the cloud" to "the data cloud"  Where AI fits into Snowflake's marketing team today, from change-makers to workflow automation  Listen in as Denise and Chris share what their Snowflake run taught them about CMO-CRO alignment, sales-marketing trust, and building one revenue-focused go-to-market team.  For full show notes and transcripts, visit https://renegademarketing.com/podcasts/ To learn more about CMO Huddles, visit https://cmohuddles.com/

On the show this week, Deise Yumi Asami shares how her AI-enabled robotics startup, Maximo, is transforming solar panel installation and making solar panel installation faster, safer, and more efficient. In this conversation, you'll hear how robotics, AI vision, and smart field deployment are helping reshape the future of renewable energy infrastructure. Deise also shares the experience of starting a new company from the ground up while being incubated within a larger parent company. Learn how innovation is encouraged and celebrated inside a large organization, and how AES organizes its innovation group. Learn more: https://maxrobotics.ai/ – SPONSORS – This episode is brought to you by Tiger Data Every growing Postgres database eventually hits a wall. Queries slow down, dashboards lag, and teams consider adding a second database. Tiger Data, creators of TimescaleDB, extends Postgres with time-series primitives, columnar storage, and automatic partitioning so your queries stay fast on live data. No pipelines, no migration, no second system. Just Postgres, built for the workload you actually have. Try it free at https://www.tigerdata.com/go/trial?utm_source=content-syndication&utm_medium=referral&utm_campaign=robotics-ads

La lutte contre les ingérences numériques et la désinformation progresse. Mais la propagande reste l'un des points faibles de ce combat contre les manipulations de l'information. La propagande sous toutes ses formes, de la plus insidieuse à la plus explicite, met la démocratie au défi quand? sous couvert de liberté d'expression, elle vient entraver l'accès à l'information.  À l'occasion de la venue de Volodymyr Zelensky et de la Coalition des volontaires à Paris le 14 juillet, notre invité, Nicolas Tenzer interroge la capacité de l'Europe à assumer un véritable « réveil stratégique » face à la Russie. L'essayiste souligne que l'Ukraine, devenue l'armée la plus aguerrie d'Europe, ayant produit jusqu'à 7 millions de drones et 500 missiles de longue portée, a gagné en autonomie militaire. Un tournant qui remet en cause l'idée même de « grandes puissances » et souligne l'échec stratégique de Moscou. Parallèlement, la propagande russe, qu'elle soit « dure » (théories du complot) ou « douce » (appels à la négociation), continue de sévir, notamment via des médias comme CNews ou Le Journal du Dimanche (JDD). Nicolas Tenzer dénonce le rôle d'« agents d'influence » d'une Xenia Fedorova -ancienne présidente de RT France- et la ligne pro-russe des médias du groupe Bolloré où elle officie, qu'il juge contraires aux intérêts nationaux et européens. La propagande russe derrière le narratif de la paix Peut-on parler de paix à ce stade avec la Russie ? Quels risques ferait peser un compromis territorial avec Moscou sur les États baltes et l'architecture de sécurité européenne ? « Imaginer aujourd'hui une forme de discussion ou de compromis quelconque avec la Russie, notamment un compromis territorial, en ce qui concerne l'Ukraine, ce serait une menace majeure pour l'Europe. » En toile de fond, Nicolas Tenzer rappelle l'enjeu plus large de son livre, La fin de la politique des grandes puissances (Éditions de L'Observatoire), qui défend la capacité des puissances moyennes et des petits États à exister hors des sphères d'influence.  *** La chronique de Olivier Fourt de la cellule info vérif de RFI : Comment des comptes pro-AES ont tenté de manipuler l'annonce de la mort d'un soldat français?

Cette semaine, sous l'Arbre à palabres, les invités d'Éric Topona dressent un bilan de la Confédération des États du Sahel (AES), deux ans après sa création.

The Indiana Office of Utility Consumer Counselor has petitioned to have a recent AES rate increase worth $71 million reconsidered. Today’s Popcorn Moment: US Strikes Iran again. MOU is over. Today on the Marketplace: One Geometric silver ear stud. Despite Indy's problems, we need to support local businesses.See omnystudio.com/listener for privacy information.

Operation Hard Ball arrests man with transnational ties here in Indy Metro. The MOU with Iran is over. What is the status of Mitch McConnell's health? Is the MOU really over? Kushner and Witkoff still over there to negotiate. What comes next? OUCC Requests Reconsideration of AES Electric Rate Hike. Indy City-County Council Rejects OPHS Oversight Proposal. A man with ties to transnational Indian crime syndicates was arrested in Greenwood, Indiana The Indiana Office of Utility Consumer Counselor has petitioned to have a recent AES rate increase worth $71 million reconsidered. Today’s Popcorn Moment: US Strikes Iran again. MOU is over. Today on the Marketplace: One Geometric silver ear stud. Despite Indy's problems, we need to support local businesses.See omnystudio.com/listener for privacy information.

At the University of California, San Francisco (UCSF), the team treating patients with bladder cancer and other genitourinary malignancies utilizes a multidisciplinary team approach to ensure care is coordinated, personalized, and patient-centered. This is particularly important when administering antibody-drug conjugates, a promising tool for some patients with muscle-invasive bladder cancer that comes with a high risk of adverse events (AEs). In this episode, CANCER BUZZ speaks with Terence Friedlander, MD, and Iva Petrovchich Colón, NP, both part of the team treating bladder cancer at UCSF, about how their cancer program manages the toxicity profile of ADCs in order to prioritize patient outcomes and quality of life. Guests: Terence Friedlander, MD Robert and Virginia O'Reilly Family Professor of Medicine Chief of Hematology-Oncology, Zuckerberg San Francisco General Hospital UCSF Helen Diller Family Comprehensive Cancer Center  San Francisco, CA Iva Colón, NP Nurse Practitioner, Genitourinary Medical Oncology UCSF Health Genitourinary Medical Oncology Mission Bay San Francisco, CA "The median onset is in the mid 60s, and folks who are in their 60s are more mature, they may have more comorbidities, more medical problems, and we have to be really sensitive to that." —Terence Friedlander, MD "It takes a village and having that having open and direct communication is key." —Iva Colón, NP Resources: ACCC Bladder Cancer Resources ACCC Antibody-Drug Conjugate Resources  

AI-Run Ransomware, New Oracle 9.8 Flaw Exploited, NetNut Proxy Network Busted, and Pegasus Hits EU Spyware Investigator   This episode covers researchers' report of "Jade Puffer," the first ransomware attack run end-to-end by an autonomous AI agent, which exploited a patched Langflow RCE (CVE-2025-3248) but showed flaws like weak AES-128 ECB encryption and an unusable key.   It also warns of active exploitation of a critical Oracle Payments vulnerability (CVE-2026-46817, CVSS 9.8) alongside ongoing fallout from a separate PeopleSoft zero-day (CVE-2026-35273) used by ShinyHunters/UNC6240.   A joint operation involving Google disrupted the NetNut residential proxy botnet, affecting millions of hijacked devices.   Researchers detail a likely $1M extortion-only payment tied to Union County, Ohio, and Citizen Lab reports EU lawmaker Stelios Kouloglou was hacked with Pegasus during spyware-abuse investigations via a HomeKit zero-day.   00:00 Today's Cyber Headlines 00:55 AI Agent Ransomware Debut 03:32 Oracle Payments Under Attack 06:00 NetNut Proxy Network Takedown 08:29 Million Dollar Data Extortion 10:50 Pegasus Hits EU Investigator 12:48 Wrap Up and Sign Off

According to Corporate Visions, 74% of buyers say they faced too many competing options in their last major purchase decision, and instead of selecting a vendor, they just checked out entirely, gave up, and moved on. So, how do you create a buying experience that makes those decisions feel easy? Riley Rogers: Hi, and welcome to the Win/Win Podcast. I’m your host, Riley Rogers. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this are senior enablement program manager Lisa Monahan and account executive Madison Leatham from Pluralsight. Thank you guys for joining us. I’m super excited to talk through this topic with you. I’d love to just hear a little bit about yourself, background, and role. So Lisa, wanna kick us off? Lisa Monahan: Yeah, absolutely. My name’s Lisa Monahan. I live in the suburbs of Austin, Texas, and I’ve been at Pluralsight two and a half years, and I’ve been in enablement for, I guess that’s coming up on four years now. I currently serve our go-to-market tech stack from a strategy and execution standpoint, and that is where I learned about everything I know and love about Highspot. So big Highspot fangirl here. Happy to be here. RR: Amazing. We’re happy to have you here. Madison, can you tell me a little bit about you? Madison Leatham: Yeah, of course. Happy to. I am based out of Salt Lake City, Utah, and I am an account executive on the public sector team here at Pluralsight. I started out as a BDR on the public sector team, eventually moved into a manager role, where I led the same team that I started on as a BDR, as well as our team in Australia, and then more recently became an account executive supporting our higher education partnerships specifically. RR: I can’t wait to dig into all of this wonderful work and experience that you guys have, and then all the complexity and challenges that kind of come with that. So Lisa, I’d love if you could set the stage for us: who Pluralsight is, what you do, who you serve, all that goodness. LM: Absolutely. And Madison, I’m gonna ask you to keep me honest, ’cause I’d love from a seller’s perspective how you would change my pitch. But we are an online learning and workforce development platform serving businesses and individuals alike with on-demand courses, hands-on labs, and skill assessments that help bridge the skill gaps in areas like AI, cybersecurity, and software development, and so on. RR: With that context in mind, I think I’d like to jump into what that world of work kind of looks like today. So Madison, from a sales perspective — BDR and AE roles, managerial roles, helping BDRs succeed — you’ve kind of seen it all. When we look at where we are today versus where things were when you started, what’s changed most about selling over the last few years, and where do you see sellers still struggling the most? ML: So just to talk about both sides of it, starting with prospecting, there’s definitely more of an expectation of personalization and effort. The spray and pray tactics just don’t work. People are a lot more risk-averse. They’re just more busy. You have to do something different to really cut through the noise, prove that you’ve done your homework, and that you deserve their time just based on the research that you’ve done. So finding ways to do something different is always a challenge. It takes more time. I think personally prospecting and getting your foot in the door is really the hardest it’s ever been. And on the selling side, this might not be really new news, but they say it takes a lot more people to decide on purchasing a product nowadays. You’ll see different studies saying different things, but they all just show how the buying group has jumped up in numbers, so there’s a lot more need for collaboration on both sides of the fence for communicating the value to different stakeholders that might have different goals. And then I’d say multi-threading, getting in front of decision-makers is just consistently one of the most challenging aspects. Sometimes it’s tricky because you wanna keep the relationship strong with your main point of contact, not overstep, but you wanna make sure that the value is still being communicated and the pain points are still being properly uncovered and discussed. And you kind of lose control of that when you’re just relying on one person. So I really see that across all the AEs I’ve talked to, all the AEs on my team, that need to multi-thread and how tricky it can be to communicate that value across different stakeholders and throughout the buying group. RR: So it sounds like there are a lot of challenges out there, and it’s a fine line to walk when it comes to balancing your initial point of contact and then doing all of the work that makes a deal successful. Thinking specifically about the AE challenges that now you in this new role are facing, in your day-to-day, some of these things that we talked about, what would you say is most difficult for you when you’re working deals and trying to keep things moving forward? ML: Just visibility into what matters to those fringe stakeholders. So when I say fringe stakeholders, the ones that you know have some sway, but you don’t have that direct contact with. Maybe they join one call, and they were off camera. And then just trying to figure out how do their goals align with the solution? How can I make sure it’s not just that game of telephone, that everyone understands the vision of the solution and the implementation of the solution so that we can really start to focus on aligning the logistics and next steps. So I’d say it’s just being able to get clear communication and more visibility and more people involved to really get those discussions, give them a little bit more oomph and value with each person that has some sway in the deal. RR: Yeah, because if you can’t find those fringe stakeholders, you’ll kind of go sideways, and you lose the momentum that you spent all that time building. One thing that’s funny here, Lisa, are you taking notes? LM: I am. This is on the fly, and I’m like: “Oh, this is so interesting to learn.” RR: You’re sitting here taking notes, hearing these challenges, and being like, “Hmm, how do these fit into my programs? How can I support this?” So when you’re hearing challenges like this from the field, how do you start thinking about solving them? LM: So it’s about making sure that the field is empowered with the tools that can really help them do that deep, intelligent research so that they can speak to the needs and the pain points of these accounts. It can’t just be this very generic as you said at the start of the call spray and pray. It can’t be that anymore, and we know that to be a fact. So it’s ensuring that they have the tools available to them, but also knowing all the different ways that those tools can work with them, not against them, so that it can be simplified. One of the biggest things I care about is reducing tool swivel, making sure that it’s easy for them to get as much done in one place without feeling exhausted by having to go from Gemini to LinkedIn Sales Navigator to Highspot. So trying to make sure it’s as simplified as possible. RR: Having that conversation of swivel chairing has changed so much over the last year. Now there are so many different AI tools that you can layer in, and somehow it seems like the number of tools has shot up. So making it simple is almost harder than ever and a bigger priority than ever. Today, what are you prioritizing, Lisa, to help sellers break through? What’s new? What are you working on to help them cut through that noise and engage buyers effectively? LM: Definitely AI at every step right now, because as you just mentioned, every tool that we use has some level of AI, and making sure that they understand which one is the best one to use in what workflow, in what step: prospecting, outreach, anything like that. So really working hard. And as you said, it feels like the functionality is changing so much right now that I feel like every half day, my strategy of how we’re going to market with AI for our sellers changes. RR: Yeah, and I love that point of utilizing a tool to its fullest. You invest in these things, you need them to work for you. And one of the things that over the years you’ve spoken extensively about is using Digital Rooms as part of the way of simplifying the buyer journey, making it easier to engage your buyers, and then, to your earlier point, Madison, track what’s interesting to them, track who’s in there. So Lisa, with that being a key part of your strategy, can you walk us through why you leaned into that approach? LM: When I was previously at SAP Concur, Digital Rooms were such a huge part of their strategy that they had an entire team dedicated to that. And so when I was there supporting Highspot, I actually didn’t have an opportunity to touch it. It felt like this really powerful feature that seemed unattainable to me. And then when I came to Pluralsight and I was rolling it out here, I had to very quickly learn Digital Rooms, and I have to admit, I was intimidated because of the way that it was handled at my previous employer. But once I came here, I was like, “Oh, it’s actually super easy.” Digital Rooms are very easy to use. It takes just a few minutes to customize one. And what I think is really important about Digital Rooms is what Madison was saying earlier, we don’t have a lot of opportunities to break through and stand out right now. You can send a link to something, you can add an attachment to an email, but being able to build out this very personalized space like a Digital Room, and share highly specific material that reflects the conversations that you’ve had with these accounts, that to me is a huge selling point and why Digital Rooms are so important to have in the seller workflow right now. RR: I would be curious, Madison, because you’ve been here, you’ve traveled through the BDR to AE journey, and trialed all of these different processes at different stages of the sales cycle. From your experience hearing about this Digital Room strategy and thinking about how it shows up in your day-to-day, what kind of changed for you when you started using Digital Rooms? Did you notice a difference in some of those challenges that you talked about earlier? ML: I’ve used it on both the BDR level and the AE level, and it was really cool to see BDRs start to really lean into this because you’re really bringing that research to the prospect. You’re distilling down what aspects of the solution might be the most impactful, and then you put it in a Digital Room, you wrap it in a bow, and then you send it out. And it was cool to have the BDRs get involved with this because when you come in as a BDR, you’re typically newer in sales, newer to the product, and you’re still learning the best way to pitch it. So that was a little bonus from leveraging the Digital Rooms, getting the BDRs to start to really read the one-pagers, learn about the different capabilities so that they could use that in their pitches. And then, yeah, it’s a good way to stand out. If you’ve mentioned that you’ve made a custom Digital Room for someone, it could really pique some curiosity, and it also shows that you put in that work. And so I really think that this changed the mindset as well to really recognize that we need to deliver value even in those initial touch points, and that just gave us a way to do that. And then as an AE, to pivot: I always make a Digital Room for my primary contact. Even if it’s just a quick conversation, a really small team, no matter what, I’ll say it’s for them to reference and also for them to share out with their team. So I think it’s an easy ask for them to just share a link internally, and then all the relevant resources are there on their end. I’ll add custom content as well, any slide decks or proposals, so that it’s not just on my contact’s shoulders to consolidate all the information and try to share it out or create a business case. Everything is right there for them to really just be better at doing that internal selling. Because that’s what it comes down to: how well can you communicate the value to your main point of contact so that they can do it to the fringe stakeholders? RR: I love the story of selling as a game of telephone because you have enablement that needs to help your BDRs be successful, and this Digital Room helps them learn the ropes. And Lisa, I’m assuming you’ve built templates that kind of already explain that narrative. So as a BDR sending that out, they’re also getting enabled a little bit. And then on the other side, you have you as an AE working with a point of contact, telling them a story that maybe as it goes through the works internally gets a little garbled, but now you have control over the fact that it doesn’t. I like that it’s a solution to that very tangled web. I would be curious: you spoke about the alignment element. How are you using things like engagement data, the buyer signals that come out of a Digital Room, to shape what you do next? ML: Good question. In the BDR role, we could track to see if the Digital Room was being viewed. A lot of the times in BDR, you can go a long period of time just sending things into the abyss and not knowing if people are even seeing them or reading them. So with the Digital Room, sending a link instead of that radio silence, you’re able to at least see if they’re clicking into the Digital Room, and then see if there are specific things that they are clicking on within it, which could help guide other outreach. That’s really valuable. On the AE side, from sending out a Digital Room, I can see what’s being downloaded and what’s being viewed, so I can leverage that when prepping for upcoming calls as well. It’s really great information to see what’s getting the attention, and it can help guide my prep. RR: One thing that comes up as you’re talking about these different use case: I’d be curious how you, especially as a solo enabler building this a little bit from the ground up, identified what those Digital Room templates specific teams needed, and then how you started thinking about building a structure that is useful to both your teams and the people that they’re engaging with. LM: That’s a great question. I started with the existing teams that already had it: our pre-sales team. Because of the full relaunch of Highspot, a lot of things were out of our brand scope. So I started with the team that was already using it, rebuilt their templates to reflect the brand standards, and then began working with sellers to understand what they wanted in these new templates. So, aligning very quickly around a simple, easy-to-use quick Digital Room, but then a full one where they could add demos and one-pagers, sections pre-built for all of that. But they would be plugging all that in based on the conversations they’ve had with their accounts. Also, preloading customer stories in there so that it didn’t just go out there with nothing, it already came included with how we’ve helped other customers as well. As it’s evolved, I have a really strong connection with the entire field, and they always come to me when there’s a need for a new template. But that’s how I worked with them. I worked with product marketing to make sure that all of our solutions were in line, that it aligned with brand guidelines, and then it’s just been an ever-evolving process since then. RR: So it really is a very cross-functional process. You’ve got the right message, the right content, it’s structured in the way that sellers like and would use, and then ultimately it drives that engagement that Madison, you’re using to continue progressing your deal. I think that’s one of the things that’s kind of hard sometimes when people are thinking about getting started with Digital Rooms: “Okay, I have a blank Smart Page. What do I put on here? What is useful?” So I think that’s really helpful information. Kind of switching gears a little bit, Madison, can you share a specific example, maybe a recent deal where you used a Digital Room to move a conversation forward, deepen a relationship, or catch a risk, where it was really key and you were like, “Oh, I’m glad I have this”? ML: Yes. Just for some background, we have a solution package called AI Academy, which is this end-to-end program for AI literacy across the organization. It’s not always what we start on when entering into the conversation (our core product might be the point of focus) but I will always put a one-pager on AI Academy in the Digital Room, even if it wasn’t part of that initial conversation. So I actually have an upcoming call with a customer for a follow-up on a deal focused on our core product. And I saw that they had clicked on the AI Academy one-pager in the Digital Room several times, so I know I’m going to prep some questions around their AI goals, make sure I get my pitch perfect for AI Academy, make sure that’s really sharp, and then determine if that solution would be a fit for them during this call. And that was all guided by them clicking on that one-pager so many times, and I would get a notification every time in my email that they had clicked on it, which is always a good dopamine hit. And then another example is a pricing model that we’ll share over a deck during a call, and I had put it in a Digital Room. It was custom to this prospect, and I noticed it was downloaded from the Digital Room, and I got sent that email. I reached out right away right after I got that email I sent a tailored follow-up email, and they were like, “Oh my gosh, you’re a mind reader.” So that was fun. I let them think that. RR: Yeah. It’s a fine balance between “Ah, this helped me fuel my strategy,” and “I feel a little creepy,” but that’s okay. I love those examples, particularly that first one with that cross-sell element, where you would never have known that interest was there otherwise. And so it’s very helpful for you to deepen that relationship, go a little bit further with the opportunity and where you thought it might take you. So that’s super cool to hear. And Lisa, I hope good for you to hear, too, just seeing all the different minute ways that this shows up in a specific deal. I know you see the impact in the usage data, in the adoption data, but here it is in a specific deal, how well it works. Looking across this time where you came in, started rebuilding to now, what impact have you seen across the business since rolling Digital Rooms out, and what are you looking at to tell that it’s working? LM: Well, metrics aside, I’m able to tell that if I ever had to step out for a business month, Madison would be able to run all my Highspot trainings on my behalf and sell Digital Rooms so that’s an impact right there that makes me feel better. But from the start of me entering Pluralsight and relaunching Highspot, we’ve seen an 81% increase in creation of external shares. We’ve also seen a 147% increase in external view time in that same time period, and we’re averaging about 17 views per external share. So the uptick has been massive, and people are engaging with the content that we’re sharing. And also, I continually hear feedback from sellers they come to me and say, “Look at what I built.” A side note from all of that: the fact that I have people who are championing the use of Digital Rooms even when I’m not in the room shows me that it’s had an impact. RR: Yeah, that it’s not behavior change you’re driving. It’s a useful strategy that you’ve handed over and they’ve just run with. I love that 147% increase in buyer view time stat, not only because that’s great for the business, but also because it speaks to one of the challenges you mentioned at the very top, Madison: earning attention. You’re asking for people’s time. You need to put the work in to show that “I’m not wasting your time. I’m giving you something valuable.” And that engagement has shot up so much tells you that your buyers are feeling that, they’re seeing, “This is something built for me, and it’s worth my time to engage,” which is always what you’re looking for. And Lisa, to the point of solving the hard problems and giving sellers what they need, sounds like you’ve done it. I would love to hear a little bit about how you did it. As we’re kind of closing out, I want to hear from both of you on some of the really actionable things that listeners can take away and start doing. So when you were spearheading this rollout and reinforcement process of Digital Rooms, what was your approach? LM: I began working initially with a person who was, at the time, overseeing Digital Rooms for the pre-sales team. I wanted to understand what ownership looked like, what the structure she already had in place looked like, and how we could work together as opposed to me just taking this away from her. So she’s still an avid contributor to Digital Rooms for her org. And beyond that, it was working to very closely align new templates with the branding and making sure that it reflected the Pluralsight that we want to go to market with. That was probably the biggest one. But then I would say the Highspot relaunch in 2024 was a three-phase process: the content side showing them the new structure, the second part was pitching, and the grand finale was Digital Rooms. And that was a full live training where I walked everyone through. And I would say that beyond just that grand finale of showing everyone what Digital Rooms were and how to build them, it was the support mechanism on the back end that I think has made them so successful, and that would include this Digital Rooms Play I’ve built. I think it’s probably the most viewed Play on Highspot at this time, where it has an overview of what Digital Rooms are, why they’re different from pitches, how they’re different from pitches, use cases for different roles, and then showing them different use cases even beyond that. So if I’m a CSM, I can share events with them, I can share renewals and pricing and everything there as well. But I would say I also have a biweekly office hours for Highspot, where I allow people to just come in and ask any questions and that has been widely, widely used. And the final thing is that Highspot and Digital Rooms have a full hour dedicated to it in all revenue onboarding cohorts. Everyone gets an hour with me, and I spend 10 or 15 minutes showing them the platform, but then I stop sharing my screen and re-engage everybody eye to eye. And I tell them a story similar to what Madison said, I engage them by saying, “When was the last time as a seller you sent a really important pitch or pricing documentation over to someone as an attachment via email, and you have no idea what happened to it after you hit send?” And that’s how I get their interest, and I begin to deliver the value of what you can get by using Digital Rooms, the analytics that are a game changer. So that’s how I position it in revenue onboarding and make sure that it’s sticky with them. Then we go through the process of building one. They all have one after that training is over, and then they know all the support mechanisms that exist on the back end after that. Just continual support. RR: Having seen said Digital Rooms Play, I have to plus one that strategy. It’s beautiful, and I don’t know if anyone can build as nice a Smart Page. But what I would say is that it is very challenging, I think, to be a rep and be handed a Digital Room and told — even with a template — “Figure it out.” But having such a structured process of what it can look like, what it can do for you, and how you really get there is so helpful, and I imagine a very useful tactic that anybody starting to launch Digital Rooms or thinking about launching Digital Rooms should put in practice. So plus one-ing that. LM: Yeah. And if I may add, I make sure that even in all the trainings I’m like, “This is yours. This is your jumping off point. Take it, make it whatever you need it to be. I’m here for support, but this is your jumping off point.” Because I don’t know the best thing that works for my accounts at the end of the day. My sellers need to be able to be very adaptable and creative, and I don’t wanna take that juice from them because that may be the thing that makes or breaks their usage of this feature. RR: And because you’ve given them the skills and you’ve really built that foundation, you know that when you give them the keys to the castle, they’re gonna do the right thing with it. One last thing on the topic of launching. When you look back at this process, was there anything that you were like, “This worked really well,” and anything that you were like, “Maybe I would’ve done that differently”? LM: The relaunch happened in four months. That was a full content audit of the entire platform burning everything down, rebuilding it, and also learning Digital Rooms. So I wish I’d had maybe even just one more week to get a little bit more comfortable ahead of that Digital Rooms training. That’s just a personal one. But even to this day, I wish I had more people contributing to the templates, because I don’t ever wanna feel like I’m the gatekeeper there, but I kind of by accident have become. So ideally in the future, I would love to make sure that I have other parties, even our product marketing team, involved in creating those so that there’s more proactive, not reactive, template creation. As opposed to, “Oh, we just launched a new solution, I need to get a new template made,” it could already be ready to go with the new solution launch as well. RR: So it’s giving yourself the right amount of time, creating thoughtfully, bringing in all the people who can inform them, make them as good as possible. That’s great advice. As we’re thinking about building, Madison, as somebody who’s always in the weeds with these, and to your point, you make one for every main stakeholder in every deal, you probably know better than most what a good Digital Room looks like versus a not-so-good one. So when you’re talking to new BDRs or other sellers who are just getting started with Digital Rooms, what do you share as what good looks like? ML: Well, first, I am very grateful that Lisa gave us all keys to the castle. I’m trying to make sure that I don’t abuse those, because I do love just being able to play around with it as much as I possibly can. What I can share, and I’m always looking to improve how I’m doing it as well, some things that I will always do: I’ll always put the logo of the organization at the top of the Digital Room. That’s a given. It really doesn’t take very long, and I like that personal touch with every single one. And then I group sections together so it’s not an overwhelming dump of resources. And I’ll make sure to put my bio at the top just a quick note that sounds pretty personal, but is something that I can easily swap out names on so I’m not spending a lot of time crafting a different message for every single Digital Room. I’ll put my scheduling link at the top, and then just for the sake of time, because I do wanna send a Digital Room out to every single person I talk to I’ll just copy the last Digital Room I created and edit it a little bit to customize. I just think that it’s more important to be consistent with it than to take a lot of time to build it out super custom. So find a way that works for you where it seems really custom, but it’s more or less just copied and pasted with a few things changed, because you wanna be able to get them out. You don’t wanna drop that part of your process. And then it’s nice that as the deal progresses, you can always edit and add along the way it adds a reason to reach out, another touch point. Even today I told someone, “Hey, I just added this one-pager to the Digital Room. I think that you might find this interesting in your conversations” don’t forget to have them internally and tell people about Pluralsight. So that’s always helpful too it can continuously evolve as a deal evolves. RR: Yeah. That’s such a good approach copy the previous one because it saves you so much time. But then you strike a good balance between keeping your deal progressing, still giving attention to all of the other million things on your to-do list, but also giving that gesture of, as a buyer, my time and my attention to give you something more custom. And I also like the point that as the deal progresses, as the conversation continues, it’s gonna become more and more customized, and so that thing that began perhaps a little bit copy and paste is eventually going to become something tailored and 100% unique to this buyer. Great tips there that anyone starting with Digital Rooms can use for their very first one. That is Digital Rooms packaged up in one big life cycle from the enablement to sales perspective, how you built it, how it shows up in the field. That’s incredible. The Pluralsight team never fails to amaze us. You guys are doing such incredible work, and I love hearing how it shows up for you, Madison, because Lisa, we’ve heard the journey the last two years, and seeing the conclusion of it is so cool. Thank you both so much for joining me and telling me a little bit more about it. It was so fun to hear about what’s hard, what you’re figuring out, and how it’s working for you guys. LM: Thank you so much for having us. ML: Yeah, it was great. RR: To our listeners, thank you so much for tuning into this episode of the Win/Win Podcast. Be sure to tune in next time for more insights on how you can maximize go-to-market success with Highspot.

MILEI TEM TUDO PARA SER REELEITO – MAS LULA TAMBÉMNeste episódio do Stock Pickers, Paolo Di Sora, da RPS Capital, tem uma conversa franca sobre o cenário político e macroeconômico da Argentina e do Brasil, os efeitos das decisões de Javier Milei e Lula, e o que isso significa para investidores. A conversa também passa por juros, Bolsa, risco fiscal, popularidade, valuation e oportunidades de investimento.Se você acompanha mercado financeiro, política, macroeconomia, ações, Argentina, Brasil, Milei, Lula, Bolsa e oportunidades de investimento, este episódio é para você.

Episode OverviewFor the second time in two decades, a phase 3 trial has shown a statistically significant improvement over R-CHOP in newly diagnosed diffuse large B-cell lymphoma (DLBCL). In this episode, Eddie, Raj, and Ashwin sit down with Professor Charles Herbaux to unpack the data, debate the clinical implications, and ask the question that's on every hematologist's mind: is this enough to change practice?Background: Setting the Stage for TafasitamabBefore diving into frontMIND, the episode provides context on tafasitamab, a CD19-targeting monoclonal antibodyL-MIND (Phase 2 — relapsed/refractory DLBCL):81 patients with R/R DLBCLORR 58%, complete response rate 41%Established activity of tafasitamab + lenalidomide in the relapsed settinghttps://pubmed.ncbi.nlm.nih.gov/32511983/First-MIND (Phase 1b — frontline DLBCL, IPI 2–5):66 patients randomized: tafa-R-CHOP (n=33) vs. tafa-len-R-CHOP (n=33)ORR: 75.8% vs. 81.8%, respectivelySerious treatment-emergent adverse events: 42.4% vs. 51.5%Provided the signal (and the safety caution) to move to phase 3https://pubmed.ncbi.nlm.nih.gov/37369099/The frontMIND TrialDesign: Phase 3, double-blind, placebo-controlled randomized trialIntervention: R-CHOP + tafasitamab (12 mg/kg IV days 1, 8, 15 per cycle) + lenalidomide (25 mg/day, days 1–10 per cycle)Control: R-CHOP + placebosGCSF mandatory (given double-blind design); VTE prophylaxis (heparin or aspirin) mandatory given lenalidomideEnrollment: May 2021 – March 2023; 899 patients randomizedPrimary endpoint: Investigator-assessed progression-free survival (PFS)Patient Population:Age 18–80; DLBCL or high-grade B-cell lymphoma, IPI 3–5Median age: 65 years96% advanced stage; 54% bulky disease; 31% ECOG PS 2; 82% elevated LDH55% IPI 3 / aaIPI 2; 43% IPI 4–5 / aaIPI 38% double/triple hit — a high-risk subgroup included despite R-CHOP being the controlBroad histologic inclusion: transformed lymphoma, grade 3B FL, T-cell/histiocyte-rich LBCL, EBV+ DLBCL, ALK+ LBCL, HHV8+ DLBCL Note: On retrospective central review, ~7% of patients had a different histology (roughly half had FL grade 1–3A), underscoring the diagnostic challenges in DLBCL~40% received pre-phase steroids; 8% rituximab; 4% vincristine prior to cycle 1Key Efficacy Results(Primary analysis at median follow-up 35.2 months) | Endpoint | Tafa-Len-R-CHOP | R-CHOP | HR / p-value | 2-year PFS | 71.1% | 62.9% | HR 0.75, p=0.0194 | 3-year PFS | 67.3% | 60.7% | ~6.6% absolute difference | Overall Survival | — | — | HR 0.85, p=0.27 (immature)Points of Discussion:Absolute PFS benefit at 2 years: ~8.2%; at 3 years: ~6.6% — a modest but statistically significant improvementOS curves cross early, then separate slightly from ~18 months; data remain immatureEarly censoring observed: ~17% (intervention) and ~14% (control) censored by 9 months — raises questions about off-protocol therapySubgroup consistency: PFS benefit appeared consistent across prespecified subgroups; specific subgroups discussed in the episodeSafety Adverse Event | Tafa-Len-R-CHOP | R-CHOP | Fatal treatment-emergent AEs | 6% (26 pts) | 4% (17 pts) | Diarrhea (any grade) | 25% | 17% | Febrile neutropenia | 17% (incl. 1 death) | 13% | Grade ≥3 anemia | 24% | 17% | Grade ≥3 thrombocytopenia | 27% | 14%The addition of tafasitamab and lenalidomide to R-CHOP adds meaningful hematologic toxicity, particularly thrombocytopenia and anemia, as well as diarrhea and febrile neutropenia.Key Discussion Points from the EpisodeDid the early-phase L-MIND and First-MIND data justify bringing tafasitamab into the front-line setting, and was tafa-len-R-CHOP the right intervention arm to take forward?Is R-CHOP the appropriate control for a patient population that includes 8% double/triple hit lymphoma?What are the implications of using investigator-assessed PFS as the primary endpoint — and how critical is effective blinding to the integrity of that endpoint?How do we interpret the early OS curve crossing and currently non-significant OS benefit?Is the ~8% absolute PFS improvement at 2 years clinically meaningful enough to change practice — particularly given the added toxicity?How should we think about patient selection: who would you prioritize for tafa-len-R-CHOP over standard R-CHOP in clinical practice?What does frontMIND mean for the DLBCL treatment landscape alongside polatuzumab-R-CHP (POLARIX)?Resources & Further ReadingfrontMIND trial: Lenz et al. Lancet. https://pubmed.ncbi.nlm.nih.gov/42217458/POLARIX: Tilly H, et al. NEJM 2022About BloodCancerTalksBloodCancerTalks is a medical education podcast hosted by Raj, Ashwin, and Eddie, dedicated to the latest advances in hematologic malignancies. New episodes available wherever you listen to podcasts.Follow us on X/Twitter for episode updates and hematology/oncology content. 

​Cette semaine, sous l'Arbre à palabres, les invités d'Éric Topona analysent la nouvelle approche diplomatique du Bénin vis-à-vis des pays de l'Alliance des États du Sahel, depuis l'arrivée au pouvoir du président Romuald Wadagni.

Rate hike for AES. Today’s Popcorn Moment: Trump okay with Iran's ballistic missile program. Today on the Marketplace: Ceramic bloody chicken leg. Sen Van Hollen supporting the Maine naziSee omnystudio.com/listener for privacy information.

Luigi to mount an insanity defense.. MOU is not a peace deal, it's a conversation about having a conversation. Mac & Cheese recall at Aldi. Diego is the only candidate among the Republicans that would lose to Beau Bayh Rate hike for AES. Today’s Popcorn Moment: Trump okay with Iran's ballistic missile program. Today on the Marketplace: Ceramic bloody chicken leg. Sen Van Hollen supporting the Maine nazi Caitlin Clark sneaker is out. Diego's last stand. Purdue Poli Sci Professor Martin Sweet joins to discuss. Thursday Music Moment: Frank Sinatra - My Way. TV Theme Song: Brady BunchSee omnystudio.com/listener for privacy information.

Are you a senior corporate executive or elite high-ticket sales leader chasing the all-elusive concept of financial freedom without knowing your exact numbers?  In this powerful solo episode, Billy Keels reveals the critical knowledge gap that keeps high-earning directors, VPs, and senior AEs trapped on the corporate clock despite putting in hundreds of thousands of hours over two decades.  Discover the single, foundational question you must answer with absolute specificity to calculate your unique freedom formula, decouple your future from an unpredictable stock market casino, and establish a clear North Star that transforms your multinational corporate DNA into predictable side-business cash flow.

Host: Priya Vakharia, MD Guest: Andrew Moshfeghi, MD The SOL-1 Phase 3 superiority trial compared the efficacy and safety of the investigational product OTX-TKI (axitinib intravitreal hydrogel) with aflibercept 2 mg. The primary endpoint was proportion of subjects who maintained visual acuity, defined as

In this episode, Jason and Mitch Thomas from Brooksource, talk about how to position enablement as a true sales partner, the plays their nearly 200 AEs use to self-source pipeline without an SDR team, and the in-person cohort onboarding that gets new reps ramped fast. Check out more free content and get help with outbound at ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://outboundsquad.com.⁠

Big thanks to TryHackMe for sponsoring this video. Learn Cyber Security with Practical Labs on TryHackMe:https://tryhackme.com/DavidBombalTech Use my code DAVIDTECH25 to get 25% OFF on Annual Subscription! Dr. Mike Pound joins David Bombal to explain symmetric encryption, AES, secret keys, VPN encryption, TLS, block ciphers, stream ciphers and why encryption is one of the most important building blocks in modern cybersecurity. In this video, Mike explains what encryption actually does: it takes readable plaintext and turns it into unreadable ciphertext so that only someone with the correct secret key can decrypt it. He breaks down how symmetric encryption works, why the same key is used to encrypt and decrypt, and why algorithms like AES are used everywhere from secure websites and VPNs to BitLocker and full disk encryption. You'll learn why AES is so fast on modern CPUs, how keys interact with encryption algorithms, and why AES uses rounds of substitution and permutation to scramble data. Mike also explains the difference between block ciphers and stream ciphers, including AES, DES, Triple DES, ChaCha20 and older algorithms like RC4 and A5/1. The discussion also covers why symmetric encryption is used for bulk encryption in protocols like TLS and IPsec, why asymmetric encryption is used differently, and why you should never write your own encryption algorithm or implement your own AES code for real-world security. If you want to understand how encryption protects your data, how VPNs and secure web traffic work, and why AES is still one of the most important algorithms in cybersecurity, this is a great place to start. // Mike SOCIAL // X: / _mikepound YouTube Channel: / computerphile // YouTube Video REFERENCE //Password Cracking: Can a Rainbow table reverse a hashed password?: • Password Cracking: Can a Rainbow table rev... // David's SOCIAL // Discord: discord.com/invite/usKSyzb Twitter: www.twitter.com/davidbombal Instagram: www.instagram.com/davidbombal LinkedIn: www.linkedin.com/in/davidbombal Facebook: www.facebook.com/davidbombal.co TikTok: tiktok.com/@davidbombal YouTube: / @davidbombal Spotify: open.spotify.com/show/3f6k6gE... SoundCloud: / davidbombal Apple Podcast: podcasts.apple.com/us/podcast... // MY STUFF // https://www.amazon.com/shop/davidbombal // SPONSORS // Interested in sponsoring my videos? Reach out to my team here: sponsors@davidbombal.com // MENU // 0:00 - Coming Up 0:27 - TryHackMe Sponsor 0:49 - Intro 01:18 - Symmetric vs Asymmetric Encryption 04:38 - Key Exchange and VPN Analogy 06:10 - Examples of Symmetric Algorithms 08:56 - Advantages of Stream vs Block Cyber 10:31 - Deeper AES Explanation 14:34 - Substitution, Permutation, Mixing in AES 19:24 - Don't Implement your Own Encryption 20:16 - TryHackMe Sponsor - DEMO 24:21 - DES Algorithm and the NSA 26:01 - Where to Learn More about Encryption 27:42 - Outro Please note that links listed may be affiliate links and provide me with a small percentage/kickback should you use them to purchase any of the items listed or recommended. Thank you for supporting me and this channel! Disclaimer: This video is for educational purposes only. #symmetricencryption #aes #des

1.  Los estudiantes de la UPR Aguadilla le dieron la espalda a la nefastapresidenta de la UPR, en señal de protesta. La UPR no quiere a Zayira2.  Alcaldes repartiendo agua en cisternas, la gente en la calle reclama porno tener agua, activa la Guardia Nacional, y la gobernadora empieza a pagaranuncios y billboards diciendo que está arreglando todo. 3.  Salidade unidad de AES deja a más de 137,000 clientes sin luz4.  Jueza presidenta del Tribunal Supremo advierte que enmiendas a reformajudicial no atienden las preocupaciones5.  Denis Márquez cataloga a la JCF como ‘torturadora y opresora' de lajuventud6.  DACO monitorea impacto a consumidores tras ciberataque a Evertec7.  Alcalde de Hatillo rechaza remoción de negocios ambulantes por parte delDTOP8.  Irán anuncia cierre "total" de Ormuz tras ataques de EE.UU.9.  Solo 1 de cada 10 europeos considera a EE. UU. un aliado revela estudio10.            La guerra en Ucrania esahora más larga que la Primera Guerra Mundial  Este es un programa independiente y sindicalizado. Esto significa que este programa se produce de manera independiente, pero se transmite de manera sindicalizada, o sea, por las emisoras y cadenas de radio que son más fuertes en sus respectivas regiones. También se transmite por sus plataformas digitales, aplicaciones para dispositivos móviles y redes sociales.  Estas emisoras de radio son:1.    Cadena WIAC - WYAC 930 AM Cabo Rojo- Mayagüez2.    Cadena WIAC – WISA 1390 AM Isabela3.    Cadena WIAC – WIAC 740 AM Área norte y zona metropolitana4.    WLRP 1460 AM Radio Raíces La voz del Pepino en San Sebastián5.    X61 – 610 AM en Patillas6.    X61 – 94.3 FM Patillas y todo el sureste7.    WPAB 550 AM - Ponce8.    ECO 93.1 FM – En todo Puerto Rico9.    WOQI 1020 AM – Radio Casa Pueblo desde Adjuntas 10. Mundo Latino PR.com, la emisora web de música tropical y comentario Una vez sale del aire, el programa queda grabado y está disponible en las plataformas de podcasts tales como Spotify, Soundcloud, Apple Podcasts, Google Podcasts y otras plataformas https://anchor.fm/sandrarodriguezcotto También nos pueden seguir en:REDES SOCIALES:  Facebook, X (Twitter), Instagram, Threads, LinkedIn, Tumblr, TikTok BLOG:  En Blanco y Negro con Sandra http://enblancoynegromedia.blogspot.com  SUSCRIPCIÓN: Substack, plataforma de suscripción de prensa independientehttps://substack.com/@sandrarodriguezcotto OTROS MEDIOS DIGITALES: ¡Ey! Boricua, Revista Seguros. Revista Crónicas y otrosEstas son algunas de las noticias que tenemos hoy En Blanco y Negro con Sandra. 

Two Onc Docs, hosted by Samantha A. Armstrong, MD, and Karine Tawagi, MD, is a podcast dedicated to providing current and future oncologists and hematologists with the knowledge they need to ace their boards and deliver quality patient care. Dr Armstrong is a hematologist/oncologist and assistant professor of clinical medicine at Indiana University Health in Indianapolis. Dr Tawagi is a hematologist/oncologist and assistant professor of clinical medicine at the University of Illinois in Chicago.In this episode, OncLive On Air® partnered with Two Onc Docs to provide a comprehensive review of data from the phase 3 RASolute 302 trial (NCT06625320), a landmark study presented at the 2026 ASCO Annual Meeting that has established daraxonrasib (RMC-6236) as the new standard of care (SOC) for the second-line treatment of patients with metastatic pancreatic adenocarcinoma.The discussion began by highlighting the historical context of second-line treatment, where standard chemotherapy options like FOLFOX (leucovorin calcium, fluorouracil, and oxaliplatin) or gemcitabine-based regimens typically yielded a median overall survival (OS) of only approximately 6 to 7 months. Although RAS mutations drive approximately 90% of pancreatic cancers, they were historically considered undruggable. Daraxonrasib addresses this challenge with its mechanism of action of an oral, RAS(ON), multi-selective, tri-complex inhibitor that targets the active GTP-bound state of both mutant and wild-type RAS, covering variants at codons G12, G13, and Q61.The RASolute 302 trial was an international, open-label study that randomly assigned patients with progression after 1 prior line of therapy to receive either daaxonrasib or investigator's choice of chemotherapy. In the RAS G12–mutated subpopulation of patients, daraxonrasib generated a higher median OS compared with chemotherapy. Similar benefits were observed with daraxonrasib in the overall population, where the median progression-free survival nearly doubled.Drs Armstrong and Tawagi emphasized that the toxicities associated with daraxonrasib are highly clinically relevant and distinct from the myelosuppression seen with chemotherapy. Key adverse effects (AEs) include dermatologic events, diarrhea, and stomatitis. Management of these AEs is critical; the hosts recommended the use of prophylactic oral antibiotics and topical corticosteroids to manage rash, alongside standard oral care for mucositis. Despite being associated with these AEs, daraxonrasib was better tolerated than chemotherapy, with a low treatment discontinuation rate due to AEs.Daraxonrasib is currently accessible in the US through an Expanded Access Program and is undergoing accelerated review for full FDA approval. The experts noted that the agent is being further investigated in the frontline setting through the phase 3 RASolute 303 trial (NCT07491445) and in the adjuvant setting via the phase 3 RASolute-304 trial (NCT07252232), potentially expanding the agent's effect across the continuum of pancreatic cancer care.

What this episode is about Most salespeople are pointed at targets without being taught to think about them. That gap — between knowing who to call and understanding why it matters — is what Peter Cleary and Tom Sterns set out to close with their book Graphic Sales: How to Build a Prospecting Playbook. The book is unusual. It teaches through illustrated comic strips drawn from real sales disasters, using the Aesop's Fables principle: story first, lesson second. The goal isn't to lecture. It's to help salespeople recognise themselves, laugh at the madness, and do the work better. What Marcus, Peter, and Tom cover Ideal Customer Profile as a foundation — not a filter. The ICP chapter opens the book because everything else depends on it. ICP isn't just demographic targeting. It's understanding the four to six data attributes that signal your solution is genuinely right for a specific buyer — and then thinking critically about what those signals mean in context. Why AI won't solve poor prospecting judgement. Tom shares a cautionary story: he built an AI-assisted prospecting tool for a team, fed it the right signals, and watched conversion rates fall. The problem wasn't the data. It was that automating the research broke the reps' critical thinking. They stopped trusting the information because they hadn't processed it themselves. They started dialling without thinking. Conversion rates recovered only when the reps were given time to verify and reason about the signals themselves. Pre-call planning is a non-negotiable. Hundreds of touchpoints go into booking a meeting. Showing up without reviewing the notes, researching the company, and forming a hypothesis is a dereliction of the role — not just poor practice. The post-call debrief most organisations never do. Standardised post-call analysis is almost universally absent. Marcus describes his red-teaming process: everyone hears the call, debriefs individually, and lessons feed directly into the next pre-call plan. It's how losses become assets rather than embarrassments. Multi-threading vs single-contact selling. SDRs are frequently incentivised to book a meeting with one person and move on. The result is account executives walking into rooms they don't understand, recapping conversations the buyer has already had. Tom and Peter describe pod structures where SDRs and AEs share long-term account ownership — so the knowledge doesn't evaporate at handoff. Meeting buyers where they actually are. Marcus introduces a staged buying journey framework — from centre of dissatisfaction through passive and active looking, to deciding — and maps this against persona data. A buyer who started a new role four weeks ago is in a different conversation than one who looks like they're planning their next move. Timing, relevance, and personal value determine whether a rep gets championed internally. Honesty, pipeline integrity, and what managers actually owe their organisations. Tom shares a pipeline audit story where redefining stage criteria caused the pipeline to drop by two-thirds — and the leadership committee was relieved. Peter and Marcus discuss the cultural cost of managers who manage upwards rather than telling the truth to the people who need to act on it. Key quotes from the episode Marcus: "Haste is different from speed. Most people prospect with haste." Tom: "I don't even care about your product in the first week of onboarding. We're going to focus entirely on your buyer's world." Marcus: "Buyers don't hate being sold to. They hate being sold to badly. And more often than not, the problem isn't laziness or stupidity — it's lack of self-awareness." About the book Graphic Sales: How to Build a Prospecting Playbook by Peter Cleary and Tom Sterns. Available at all good bookstores. About The Inquisitor Podcast Hosted by Marcus Cauchi. Produced by Principled Selling. The show examines what commercial dysfunction actually looks like from the inside — and what honest, buyer-centred selling requires.

Welcome to your weekly UAS News Update. We have three stories for you this week; Autel fights back against the FCC's Covered List, the Michigan House passes two drone procurement bills while stalling on airspace restrictions, a drones-for-good story where a thermal drone saves a life in freezing temperatures. Let's get to it.And first up this week, Autel Robotics has filed a reply with the FCC, arguing that their addition to the Covered List is based on secret evidence and allegations that were actually aimed at DJI. Autel claims they were never given a chance to see the classified material used against them, which they argue violates their Fifth Amendment right to due process. What's really interesting here is that Autel is finally putting their technical operations on the public record. They stated under oath that their flight data is stored locally by default and isn't automatically uploaded to company servers. They also specified that their drone communications and stored data use AES-128 or AES-256 encryption, and that no third party has access to their software. We'll be watching this closely. Next up, let's talk about some state-level regulations. The Michigan House just passed two out of the 15 bills in the SHIELD Michigan drone package. House Bills 5329 and 5331 both focus on procurement. They basically stop state agencies from using state funds to buy drones from companies on federal concern lists, like the DOD's 1260H list. But here's the real story for you as a Part 107 or recreational pilot. The other 13 bills didn't pass. Those were the bills that had us really worried about federal preemption. They included things like criminal penalties for flying over critical infrastructure, giving local police the authority to shoot down or disable drones, and even a mandatory state-run geofencing app. Seeing those 13 bills stall in the House is a huge win for our drone industry. And there's still time to fight the other two, as the bills now go to the Senate for consideration. If you're in Michigan, make your voice heard by reaching out to your State Senator! Last up, the Corman Park Police Service in Saskatchewan, Canada, used their DJI Mavic 3 Enterprise to save a man's life in brutal conditions. Officers were looking for an intoxicated man in minus 20 degree Celsius or minus 4 degrees Fahrenheit weather. The officers deployed their Mavic 3T and were able to pick up the man's heat signature inside a roadside dumpster. Officers were able to get to him before hypothermia set in. Great job to Corman Park Police Service!Join us later for Post Flight in the community, and for the Live Q&A! We'll see you then!https://dronexl.co/2026/05/19/autel-fcc-reply-covered-list-secret-evidence-dji/https://dronexl.co/2026/05/21/dji-mavic-3-enterprise-man-dumpster-20/https://dronexl.co/2026/05/14/michigan-house-passes-2-of-15-shield-drone-bills/

These episodes of #thePOZcast, live from Transform 2026 in Las Vegas, are proudly brought to you by our friends at PIN. AI recruiting tools that automate candidate sourcing, screening, and scheduling across 850M+ profiles. Built for recruiters, agencies, and hiring teams. Learn more and check out a demo:  https://www.pin.com/book-a-demo?via=adam-posner Thanks for listening, and please follow us on Insta @NHPTalent and www.youtube.com/thePOZcast For all episodes, please check out www.thePOZcast.com TAKEAWAYS: 1. The Industry Shifted From Doing More to Doing Better Kyle's State of the Union in a single sentence: a year ago, AI was being applied to do more things faster. In 2026, the question has become whether those things are being done better. Volume was the first wave. Quality is the second. The vendors who survive the next cycle will be the ones who can demonstrate genuine outcome improvement, not just efficiency gains. 2. The Consolidation Bloodbath Is Over — and the Race Is Back On The expected wave of vendor exits didn't fully materialize, but AI gave surviving vendors the ability to ship value to customers faster than ever before. The competitive dynamics haven't eased — they've intensified. The companies still standing are moving faster, not slower. 3. Build vs. Buy Is Now a Real Strategic Question for TA Teams Enterprise talent acquisition teams are building their own AI workflows in-house, and that's changing the calculus for every vendor on the floor. Kyle's framework for go-to-market leaders: track how much building culture exists in your target accounts before burning sales calories. If a prospect is already building, that's not necessarily a lost sale — but it's a fundamentally different conversation. 4. Recruiting Fraud Has Become a National Security Issue The convergence of application agents, high job-seeker volume, and organized bad actors has turned recruiting fraud from an edge case into a genuine organizational risk. Kyle knows first- degree connections who have had the FBI in their office after hiring agents of foreign states. This is not hypothetical. Every company with any sensitive data or infrastructure is a target. 5. Fraud Detection Isn't One Problem — It's a Stack Problem Interview fraud doesn't have a single point of intervention. It needs to be addressed at the ATS, at the top of the funnel, and through identity verification across multiple interview stages. Kyle's benchmark of 12 AI interviewers found screen analysis capabilities — matching visual identity from interview to interview — becoming a standard feature. Manual workflows are a bridge, not a solution. 6. AI Is Finally Making Benefits Personal at Scale Benefits has always been complicated, jargon-heavy, and delivered as a one-size-fits-all package that employees don't understand. AI chat interfaces that know an employee's profile — single, two dogs, no kids — and can explain in plain language which plan makes sense for their specific life are making personalized benefits navigation possible without requiring an HRBP to sit with every employee. That's a meaningful change in how benefits gets delivered. 7. Candidates Are Getting Smarter About Total Comp — And Recruiters Need to Keep Up Kyle's observation from the market matches what Adam hears in the trenches: candidates are increasingly asking about the full picture of compensation, including employer contributions to healthcare, equity, and benefits value. Recruiters who can't articulate total comp in real numbers are at a disadvantage — and companies that can are converting more offers. 8. The Trust Gap Between Candidates and AI Is a Communication Failure, Not a Technology Failure The friction candidates are experiencing with AI in the hiring process isn't primarily a product problem — it's a communication problem. Employers are deploying AI interviewing, screening, and assessment tools without telling candidates how to use AI, what to expect, or why these tools actually benefit them. That vacuum is being filled by Reddit misinformation and candidate frustration. Simple, proactive communication could close most of that gap. 9. AI Interviewers Eliminate Ghosting — and That Matters More Than People Admit Kyle's case for AI interviewers directed at frustrated candidates: no ghosting (every candidate gets an interview option), 24/7 scheduling flexibility, the ability to self-select out of a bad fit, and a genuine touchpoint with a company that otherwise might never respond. The value proposition is real. The problem is nobody is communicating it clearly to the people who most need to hear it. 10. Practitioners Build Better Best Practices Than Vendors Do Kyle's Human-Centric AI Council — an independent group of HR and talent leaders producing free, practitioner-led resources for navigating AI — is a direct response to the gap between what vendors say about AI and what people actually in the trenches need to know. The best guidance on using AI in HR isn't coming from conference keynotes. It's coming from the people doing the work. 11. Data Labeling Is the Final Mile of AI — and Almost Nobody Is Talking About It Kyle's standout product observation from the conference: Findem's data labeling capability gives AI the contextual grounding it needs to move from generic outputs to genuinely useful ones. The last mile of AI isn't the model — it's how well the data feeding the model is understood and labeled. That's an unsexy insight with enormous downstream impact. CHAPTERS: 00:00 – Introduction: The Analyst With the Best Swag Game Adam welcomes Kyle Lagunas — industry analyst, founder, and proud owner of a Peppa Pig cardigan — and sets up a State of the Union on AI in HR tech. 02:30 – State of the Union: From More to Better Kyle's one-line summary: a year ago the industry was doing more stuff. Now it's trying to do better work. What that shift actually means. 05:00 – The Consolidation Question: Is the Bloodbath Over? The expected vendor consolidation didn't fully materialize — but AI unlocked a new level of innovation speed for those who survived, putting the race back on. 07:30 – The Build-vs-Buy Threat: When Clients Become Competitors Enterprise TA teams are building their own AI tools — and what that means for vendors without genuine defensibility beyond workflow automation. 10:00 – Fraud: From Edge Case to FBI in the Office First-degree connections who've had the FBI show up after hiring agents of foreign states. How application agents, volume, and bad actors have converged into a national security problem. 13:00 – Where Fraud Detection Lives in the Stack Fraud isn't one problem with one solution — it needs to be addressed at multiple points from ATS intake through interview identity verification. 16:00 – AI as the Great Equalizer in Benefits How AI chat interfaces are finally making personalized benefits navigation possible at scale — without requiring an HRBP to sit with every employee one-on-one. 19:30 – The Smart Candidate Who Asks About Total Comp Candidates are getting more sophisticated about total compensation — and recruiters need to be ready to explain the full picture in real numbers. 22:00 – The Trust Gap: Candidates, AI, and No One Telling the Rules Employers are deploying AI throughout hiring but issuing no guidance to candidates. The result: friction, mistrust, and a PR problem that doesn't have to exist. 25:00 – The Case for AI Interviewers — Told to the Frustrated Candidate Kyle's win-win reframe: no ghosting, 24/7 scheduling, self-selection out of bad fits, and a real company touchpoint. The value is real; the communication isn't. 28:00 – The Human-Centric AI Council: Practitioners Building the Playbook An independent council of HR and talent leaders producing practitioner-led best practices for navigating AI — free, no vendor influence. 31:00 – Love It: Findem's Data Labeling Capabilities The quiet feature Kyle called the final mile of AI: contextual data labeling that gives models the grounding they need to actually deliver value. 33:30 – Love It: CodeSignal's Persona-Based AI Interviewer The demo that impressed him most — an AI interviewer that adopts the persona of the actual hiring manager, not a generic interviewer. 35:30 – Leave It: Generic Vendors Running the Same Playbook Booths full of AEs, cheap water bottles, same motions. Kyle's prescription: bring your solutions people, bring your product people, bring something worth the conversation. 37:30 – Where to Find Kyle & Transformation Realness kyleandco.com for research, Transformation Realness for the podcast, and LinkedIn where he checks in every morning and afternoon.

Welcome to the The Achievers Podcast. I'm your host, Amber Deibert, Performance Coach. I help enterprise sellers unlock their full potential by aligning their work with how they workout and cleaning up mindset trash, so they can sell more, stress less, and take back control of their time and success.   You spend hours polishing a deliverable nobody notices. You build a beautiful AI-powered strategy and never implement a single piece of it. You refuse to start because you can't do it "right." In this episode, I break down how perfectionism quietly steals your time, masks deeper fears, and keeps your best work trapped in draft mode, plus the exact tools I use to release the pressure and start shipping work that actually moves deals forward.  

Tracey Ryniec and John Blank discuss the US economy and what stocks to buy right now.  (1:00) - Breaking Down The Current State of The Stock Market (26:30) - Where Should You Be Looking To Invest Right Now? (47:00) - Episode Roundup: XOM, AES, AXP

In this episode of The E1B2 Collective Sunday Brief, AJ Vaughan breaks down a hard truth: most HR tech deals aren't lost in procurement—they're lost long before that.Drawing from 80+ monthly conversations with HR leaders, this session challenges the outdated playbook of outbound, inbound, and surface-level demos, and replaces it with a research-driven, relationship-first model built on what AJ calls strategic empathy.At the core of this conversation:Why most AEs fundamentally misunderstand how HR leaders actually buyThe gap between product knowledge and real operational understandingHow poor GTM strategy is quietly driving churn, layoffs, and missed revenueWhy partnerships—not pipelines—are the new growth engineWhat it really takes to meet HR leaders at the right time, in the right placeThis is a direct message to AEs, revenue leaders, and founders. If you're not grounded in real buyer behavior, real context, and real timing, you're guessing.And in this market, guessing is expensive.This is Pulse HR.

Why quota alone does not guarantee the next role How broader business thinking makes AEs more promotable Why reliability and clean execution matter to leaders The value of helping other reps improve How to build proof for the next step before asking

In this special episode, we revisit a past conversation with Hilary Maxson and explore why her appointment as CFO of Oracle Corporation comes at such a consequential moment. As Oracle accelerates investments in AI infrastructure and cloud capacity, the finance role now extends well beyond stewardship into capital allocation, operational discipline, and long-term value creation. Maxson's career—from banking to global leadership roles at AES and Schneider Electric—offers clues to why she may be uniquely suited for this chapter. Joining us is industry analyst Bob Evans, who helps unpack what the hire could signal about Oracle's future direction.

US Middle East tensions are worsening as China mobilizes its navy to block South China Sea shipping lanes carrying 30% of global trade. Meanwhile, the Trump administration is pushing full-scale war for Israel, expanding FISA surveillance, and covering up the Epstein files. Trump supporters, including Christians, now compare him to Jesus and his critics to Pharisees, led by Lindsey Graham and Pete Hegseth. The author's father has cut ties with him and his grandchildren over blind loyalty to Trump, whom he calls a war-criminal pedophile.   Stew drops bombs on the Charlie Kirk assassination as a high-level military hit out of Fort Huachuca to silence a man who broke from the Zionist war machine and the pedophile protection racket. From Pete Hegseth's Gulfstream making SAM flights into the base the exact days Erica Kirk and Cabot Phillips were spotted there, to the same plane circling the exploding AES facility while the 10th Mountain Division was quietly purged, the cover-up runs straight to the top of the Trump administration and the Zionist-occupied government. This April only: $3 off your first month on Locals ✝️ A reminder of the 3rd day and the power of resurrection. Join here:

R$ 1,3 trilhão sob gestão: e um modelo que está mudando o jogo na indústria de investimentos.Neste episódio do Stock Pickers, Lucas Collazo recebe Carlos Augusto Salamonde, CEO da Itaú Asset, para explicar por que o modelo multimesas vem ganhando espaço e onde ainda é possível encontrar alfa em um mercado cada vez mais competitivo. A conversa passa pela estrutura da casa, pelas tendências em ETFs e pela real demanda do investidor.Além disso, Salamonde compartilha sua trajetória e deixa conselhos valiosos para quem quer construir carreira no mercado financeiro.

(00:00-26:40) – Query & Company opens on a Hump Day Wednesday with Jake Query and producer Eddie Garrison discussing the decision by Butler athletics to hire Ronald Nored as the program’s next men’s basketball coach. He encapsulates everything that Nored will bring to the table because of his connection to the program and his recent time in the NBA. (26:40-42:34) – John Sadak, Reds TV & Westwood One play-by-play broadcaster, joins Jake Query to preview the start of the season tomorrow for the Cincinnati Reds. Their conversation starts by discussing the current health of the Reds pitching staff, identifies managing Elly De La Cruz throughout the season as one the things Terry Francona will really focus on this season, and shares what he learned from watching Iowa upset Florida in the Round of 32. (42:34-50:19) – The first hour of the show concludes with Jake sharing some more notes that he gathered during Butler’s head coaching search regarding John Groce and Travis Steele. (50:19-1:13:56) – Ed Carpenter from ECR joins Query & Company to explain how his partnership with AES came about, the unveiling of the car that he will drive in this May’s Indianapolis 500, explains what makes a great leader and who the best leader that he has encountered in his life, and shares his excitement for Butler basketball with Ronald Nored being hired as the head coach earlier today. (1:13:56-1:33:01) – Elliot Bloom, Director of Men’s Basketball Administration and Operations, joins Jake Query to detail how team’s go about travel planning and coordinating with the NCAA during the tournament, gives his perspective on what has led to the Boilermakers looking like a freight train now, compliments on the type of person that Trey Kaufman-Renn is because he’s different than most college student-athletes, and the excitement that he has for Luke Ertel joining the program next season. (1:33:01-1:38:32) – Hour number two of Query & Company concludes with Jake asking producer Eddie Garrison some questions about witnessing a no-hitter or a perfect game. (1:38:32-2:01:38) – Former Butler Bulldog Matt Howard joins Query & Company to help Jake try to start trusting people with two first names, shed some light on how he knew Ronald Nored would be a coach back when they were playing together at Butler, does agree that it is swimming uphill a little bit when it comes to the resources available for Butler basketball, relives the two Final Four runs for the Bulldogs, and identifies Brad Stevens and the coaching staff at Butler during his time there was the best staff he ever played for. (2:01:38-2:14:35) – Fresh off their NAIA Women’s National Championship win last night, Marian’s Suntana Anderson joins the show on the way back to Indiana to recap the game last night, identify who stepped up their play during the tournament, reveals when she knew that this group had the right ingredients to make a run, and how it feels appropriate the Knights won a championship this season after all the adversity the team had to overcome this season. (2:14:35-2:22:05) – Today’s show closes out with JMV joining Jake Query from Coaches Tavern to preview his show!Support the show: https://1075thefan.com/query-and-company/See omnystudio.com/listener for privacy information.

PODCAST LAS NOTICIAS CON CALLE DE 3 DE MARZO DE 2026 - China le pide a Irán que no cierre el estrecho de Hormuz para garantizar el petróleo - Bloomberg Pablo José no le da trillas de la estadidad al PNP Se expande la guerra de Irán, ya van 11 países bajo bombardeo - FT Ahora sí se disparó el precio del petróleo - CNBCEl Senado en Washington publica anuncio - El Nuevo Día Recursos Naturales dice que casetas de Parguera son legales - El Nuevo Día Crean nuevo app de Puerto Rico verifier - El nUevo Día Fuera de control el precio de las casas, 440 mil la nueva y 223 mil las casas revendidas - El Nuevo Día Hoy juega PR un fogueo desde Ft. Myers - Metro Norteamericanos váyanse del Medio Oriente ahora dice USA - Bloomberg Oro y dólar suben de valor considerablemente - FTGobernadora admite que alivio contributivo podría ser menor a lo prometido - El Nuevo Día Blackrock compró AES a nivel global por 33 billones - El Vocero AEE no entrega documentos solicitados en revisión tarifaria - El Vocero Emigran hoy tmb los adultos mayores - Primera Hora Francia meterá más nuclear en su sistema - FTUSA anuncia cierre de embajadas en Arabia y Kuwait - NYTFBI bota a agentes de inteligencia tras diferir de hallazgos - YahooIsrael lleva tropas a Líbano contra Hezbollah - EconomistSiempre innovando y con los mejores beneficios, MCS Personal Directo te ofrece cubiertas accesibles para que cuides de tu salud y la de los tuyos.Con una amplia red de proveedores de más de 15,000 médicos de libre selección. Reembolso de hasta $40 mensuales por membresía a un gimnasio o por un entrenador personal debidamente certificado. Asistencia en el hogar para servicios de cerrajería, plomería y electricidad de hasta $350 por evento hasta 4 veces al año.¡Únete HOY a la gran familia de MCS!¡Salud que completa tu vida! Llama al 787.945.1259 y oriéntate.Endoso pagado