Podcasts about AES

SummaryIn this episode of the Blue Security Podcast, hosts Andy and Adam discuss significant updates in Microsoft's security protocols, particularly regarding Kerbroasting and the transition from RC4 to AES encryption. They delve into the challenges surrounding the adoption of passkeys, emphasizing the need for user education and the importance of credential managers. The conversation highlights the friction users face when transitioning from traditional passwords to passkeys and the implications of vendor lock-in. The hosts conclude with thoughts on the future of digital security and the necessity for individuals to take control of their credential management.----------------------------------------------------YouTube Video Link: https://youtu.be/REBYRjYoEbM----------------------------------------------------Documentation:https://www.microsoft.com/en-us/windows-server/blog/2025/12/03/beyond-rc4-for-windows-authenticationhttps://fy.blackhats.net.au/blog/2025-12-17-yep-passkeys-still-have-problems/----------------------------------------------------Contact Us:Website: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://bluesecuritypod.comBluesky: https://bsky.app/profile/bluesecuritypod.comLinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/company/bluesecpodYouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/c/BlueSecurityPodcast-----------------------------------------------------------Andy JawBluesky: https://bsky.app/profile/ajawzero.comLinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/andyjaw/Email: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠andy@bluesecuritypod.com⁠----------------------------------------------------Adam BrewerTwitter: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://twitter.com/ajbrewerLinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/adamjbrewer/Email: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠adam@bluesecuritypod.com

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. If you've ever assumed top reps are just built differently, this episode is going to be a relief. I was on a call with a client recently and told them I experience imposter syndrome, too. Their reaction was basically, "Wait… YOU?" And honestly, that's exactly why I wanted to record this. Because I've coached hundreds of enterprise and strategic AEs over the past eight years, including reps who became #1 on their team, #1 in their org, hit President's Club, closed mega deals, and earned seven figures in commission. And here's the truth: they're not robots. They're normal humans with self-doubt, insecurity, and imposter syndrome… they've just learned how to work with their brain instead of letting it run the show. In this episode, I'm breaking down what's actually happening inside the heads of top performers, and the simple mindset shifts they use to stay consultative, confident, and consistent even when their inner critic is loud.  

Friday, January 2, 2026 - Week 1   #SynGAPCensus = 1,707 https://curesyngap1.org/blog/syngap1-census-2025-update-32-q4-2025-1707/   From the Cantor Report on CAMP4  The Stockdale Paradox. The best way to succinctly describe CAMP4 and the parties driving progress in this field (Cure SYNGAP1, families, researchers) is, for anyone familiar with Jim Collins' book "Good to Great," they have fully embraced the "Stockdale Paradox": To succeed in difficult circumstances you must 1) confront the brutal facts (severity of the disorder, devastating impact on patients and families, lack of treatment) while 2) maintaining unwavering faith that you can and will prevail in the end. It gives us conviction that there WILL be a therapy approved for SYNGAP sooner than later and CAMP is most likely to deliver it.   Read more on Jim Collins site: https://www.jimcollins.com/concepts/Stockdale-Concept.html   This is exactly what SYNGAP1 Argentina achieved at our conference.  Acting with certainty that they can and will prevail.   Check out their exceptional flyer: https://drive.google.com/file/d/1O_DldABKTkB9ZLIiUBqXGBMrtlzie-7i/view?usp=share_link    PUBMED is at 59 for the year, that is +4 over our best year, last year.  177 since 2022, almost half of our SYNGAP1 Knowledge (366) has been created in the past 4 years! https://pubmed.ncbi.nlm.nih.gov/?term=syngap1&filter=years.1998-2026&timeline=expanded&sort=date    #20Posters Speaking of publications, I talked about 16 posters at AES this year and shared on LI, but I was wrong in the responses I realized we are up to 20! https://www.linkedin.com/posts/graglia_syngap1-curesyngap1-activity-7408291479187755008-rMru    Mutation Tattoo Story https://www.linkedin.com/posts/shriya-bhat-0b845b203_at-a-patient-advocacy-meeting-in-nashville-activity-7409304451821277184-TO0t    SOCIAL MATTERS 4,529 LinkedIn.  https://www.linkedin.com/company/curesyngap1/  1,500 YouTube.  https://www.youtube.com/@CureSYNGAP1    11.2k Twitter https://twitter.com/cureSYNGAP1  45k Insta https://www.instagram.com/curesyngap1/    $CAMP stock is at $6.00 on 2 Jan. ‘26 https://www.google.com/finance/beta/quote/CAMP:NASDAQ   Like and subscribe to this podcast wherever you listen.  https://curesyngap1.org/podcasts/syngap10/ Episode 193 of #Syngap10 #CureSYNGAP1 #Podcast

Jason Lemkin is the founder of SaaStr, the world's largest community for software founders, and a veteran SaaS investor who has deployed over $200 million into B2B startups. After his last salesperson quit, Jason made a radical decision: replace his entire go-to-market team with AI agents. What started as an experiment has transformed into a new operating model, where 20 AI agents managed by just 1.2 humans now do the work previously handled by a team of 10 SDRs and AEs. In this conversation, Jason shares his hands-on experience implementing AI to run his sales org, including what works, what doesn't, and how the GTM landscape is quickly being transformed.We discuss:1. How AI is fundamentally changing the sales function2. Why most SDRs and BDRs will be “extinct” within a year3. What Jason is observing across his portfolio about AI adoption in GTM4. How to become “hyper-employable” in the age of AI5. The specific AI tools and tactics he's using that have been working best6. Practical frameworks for integrating AI into your sales motion without losing what works7. Jason's 2026 predictions on where SaaS and GTM are heading next—Brought to you by:DX—The developer intelligence platform designed by leading researchersVercel—Your collaborative AI assistant to design, iterate, and scale full-stack applications for the webDatadog—Now home to Eppo, the leading experimentation and feature flagging platform—Transcript: https://www.lennysnewsletter.com/p/we-replaced-our-sales-team-with-20-ai-agents—My biggest takeaways (for paid newsletter subscribers): https://www.lennysnewsletter.com/i/182902716/my-biggest-takeaways-from-this-conversation—Where to find Jason Lemkin:• X: https://x.com/jasonlk• LinkedIn: https://www.linkedin.com/in/jasonmlemkin• Website: https://www.saastr.com• Substack: https://substack.com/@cloud—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Introduction to Jason Lemkin(04:36) What SaaStr does(07:13) AI's impact on sales teams(10:11) How SaaStr's AI agents work and their performance(14:18) How go-to-market is changing in the AI era(19:19) The future of SDRs, BDRs, and AEs in sales(22:03) Why leadership roles are safe(23:43) How to be in the 20% who thrive in the AI sales future(28:40) Why you shouldn't build your own AI tools(30:10) Specific AI agents and their applications(36:40) Challenges and learnings in AI deployment(42:11) Making AI-generated emails good (not just acceptable)(47:31) When humans still beat AI in sales(52:39) An overview of SaaStr's org(53:50) The role of human oversight in AI operations(58:37) Advice for salespeople and founders in the AI era(01:05:40) Forward-deployed engineers(01:08:08) What's changing and what's staying the same in sales(01:16:21) Why AI is creating more work, not less(01:19:32) Why Jason says these are magical times(01:25:25) The "incognito mode test" for finding AI opportunities(01:27:19) The impact of AI on jobs(01:30:18) Lightning round and final thoughts—Referenced:• Building a world-class sales org | Jason Lemkin (SaaStr): https://www.lennysnewsletter.com/p/building-a-world-class-sales-org• SaaStr Annual: https://www.saastrannual.com• Delphi: https://www.delphi.ai/saastr/talk• Amelia Lerutte on LinkedIn: https://www.linkedin.com/in/amelialerutte/• Vercel: https://vercel.com• What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google): https://www.lennysnewsletter.com/p/what-the-best-gtm-teams-do-differently• Everyone's an engineer now: Inside v0's mission to create a hundred million builders | Guillermo Rauch (founder and CEO of Vercel, creators of v0 and Next.js): https://www.lennysnewsletter.com/p/everyones-an-engineer-now-guillermo-rauch• Replit: https://replit.com• Behind the product: Replit | Amjad Masad (co-founder and CEO): https://www.lennysnewsletter.com/p/behind-the-product-replit-amjad-masad• ElevenLabs: https://elevenlabs.io• The exact AI playbook (using MCPs, custom GPTs, Granola) that saved ElevenLabs $100k+ and helps them ship daily | Luke Harries (Head of Growth): https://www.lennysnewsletter.com/p/the-ai-marketing-stack• Bolt: https://bolt.new• Lovable: https://lovable.dev• Harvey: https://www.harvey.ai• Samsara: https://www.samsara.com/products/platform/ai-samsara-intelligence• UiPath: https://www.uipath.com• Denise Dresser on LinkedIn: https://www.linkedin.com/in/denisedresser• Agentforce: https://www.salesforce.com/form/agentforce• SaaStr's AI Agent Playbook: https://saastr.ai/agents• Brian Halligan on LinkedIn: https://www.linkedin.com/in/brianhalligan• Brian Halligan's AI: https://www.delphi.ai/minds/bhalligan• Sierra: https://sierra.ai• Fin: https://fin.ai• Deccan: https://www.deccan.ai• Artisan: https://www.artisan.co• Qualified: https://www.qualified.com• Claude: https://claude.ai• HubSpot: https://www.hubspot.com• Gamma: https://gamma.app• Sam Blond on LinkedIn: https://www.linkedin.com/in/sam-blond-791026b• Brex: https://www.brex.com• Outreach: https://www.outreach.io• Gong: https://www.gong.io• Salesloft: https://www.salesloft.com• Mixmax: https://www.mixmax.com• “Sell the alpha, not the feature”: The enterprise sales playbook for $1M to $10M ARR | Jen Abel: https://www.lennysnewsletter.com/p/the-enterprise-sales-playbook-1m-to-10m-arr• Clay: https://www.clay.com• Owner: https://www.owner.com• Momentum: https://www.momentum.io• Attention: https://www.attention.com• Granola: https://www.granola.ai• Behind the founder: Marc Benioff: https://www.lennysnewsletter.com/p/behind-the-founder-marc-benioff• Palantir: https://www.palantir.com• Databricks: https://www.databricks.com• Garry Tan on LinkedIn: https://www.linkedin.com/in/garrytan• Rippling: https://www.rippling.com• Cursor: https://cursor.com• The rise of Cursor: The $300M ARR AI tool that engineers can't stop using | Michael Truell (co-founder and CEO): https://www.lennysnewsletter.com/p/the-rise-of-cursor-michael-truell• The new AI growth playbook for 2026: How Lovable hit $200M ARR in one year | Elena Verna (Head of Growth): https://www.lennysnewsletter.com/p/the-new-ai-growth-playbook-for-2026-elena-verna• Pluribus on AppleTV+: https://tv.apple.com/us/show/pluribus/umc.cmc.37axgovs2yozlyh3c2cmwzlza• Sora: https://openai.com/sora• Reve: https://app.reve.com• Everything That Breaks on the Way to $1B ARR, with Mailchimp Co-Founder Ben Chestnut: https://www.saastr.com/everything-that-breaks-on-the-way-to-1b-arr-with-mailchimp-co-founder-ben-chestnut/• The Revenue Playbook: Rippling's Top 3 Growth Tactics at Scale, with Rippling CRO Matt Plank: https://www.youtube.com/watch?v=h3eYtzBpjRw• 10 contrarian leadership truths every leader needs to hear | Matt MacInnis (Rippling): https://www.lennysnewsletter.com/p/10-contrarian-leadership-truths—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. To hear more, visit www.lennysnewsletter.com

In this episode, Loye and Fola give out awards for 2025. They select their Leader of the Year, Story of the Year, Election of the Year, Startup of the Year, “What in the World” of the Year, “Thank God That's Not Our Leader” of the Year, and finally closing with stories they're looking out for in 2026.Happy New Year you beautiful people! Time stamps02:05 Leader of the Year10:57 Story of the Year21:14 Election of the Year26:58 Startup of the Year33:40 “What's in the World” of the Year38:18 “Thank God That's Not Our Leader” of the Year 42:44 Stories for 2026https://www.instagram.com/thebrief.xyz/

Encryption is often described as the "gold standard" of security, but what happens when the gold itself is targeted? Welcome to the world of cryptanalysis—the high-stakes science of deciphering encrypted data without the key. In 2025, as quantum computing and AI become more accessible, the battle between those who hide secrets and those who hunt them is reaching a fever pitch.In this episode, we break down the most sophisticated techniques hackers use to break even the toughest modern ciphers. We move beyond simple "password guessing" and dive into the mathematical and physical vulnerabilities that can render even AES-256 or RSA vulnerable if not implemented perfectly.

Le deuxième sommet des chefs d'Etat de l'AES s'est achevé mardi à Bamako, au Mali. Assimi Goita, Ibrahim Traoré et Abdouramane Tiani ont inauguré le siège de la future télévision AES, ils ont également lancé une banque d'investissement et de développement de l'AES. Sur le plan sécuritaire, la création du commandement unifié des forces de l'Alliance, une force armée conjointe pour lutter contre les groupes djihadistes a été annoncée. 

Les journalistes et experts de RFI répondent également à vos questions sur les tensions entre les forces kurdes et le gouvernement syrien, l'assassinat d'un haut gradé de l'armée russe et le sommet de l'AES. Israël : Netanyahu à la tête de l'enquête sur le 7-Octobre, conflit d'intérêts ?  En Israël, la nomination du Premier ministre Benjamin Netanyahu à la tête de la commission chargée d'enquêter sur les défaillances ayant conduit aux attaques du 7 octobre suscite une vive polémique. Pourquoi le choix s'est porté lui alors que cette commission est censée être indépendante ? Quel sera son rôle ? Avec Michel Paul, correspondant de RFI à Jérusalem.      Syrie : pourquoi les combats ont-ils repris entre les forces kurdes et gouvernementales ?  De violents affrontements ont éclaté à Alep entre les forces kurdes et l'armée syrienne, faisant plusieurs victimes et ravivant les tensions dans le nord du pays. Comment expliquer ce regain de tensions ? Cela pourrait-il avoir un lien avec la visite du ministre des Affaires étrangères turc en Syrie, Hakan Fidan ? Avec Frédéric Pichon, docteur en histoire, spécialiste de la Syrie.     Russie : que sait-on de l'assassinat d'un haut gradé de l'armée russe ?  Un haut gradé de l'armée russe a été tué dans une explosion survenue à Moscou, dans des circonstances encore floues. Que sait-on des circonstances de sa mort ? Pourquoi a-t-il été pris pour cible ? Avec Guillaume Ancel, ancien officier et écrivain. Auteur du blog « Ne Pas Subir » et de l'ouvrage « Petites leçons sur la guerre : Comment défendre la paix sans avoir peur de se battre » (éditions Autrement).      AES : une rencontre cruciale pour l'avenir de la région ?  À Bamako s'est déroulé le deuxième sommet des chefs d'État de l'Alliance des États du Sahel (AES), rassemblant les dirigeants du Mali, du Niger et du Burkina Faso. Cette rencontre de deux jours visait à renforcer la coopération régionale en matière de sécurité, de développement et de souveraineté partagée. Quel bilan peut-on dresser de la situation sécuritaire au sein de l‘AES ? Pourquoi envisagent-ils la création d'une banque d'investissement commune ?   Avec Serge Daniel, correspondant régional de RFI sur le Sahel. 

Télévision AES, Force militaire conjointe, Banque confédérale pour l'investissement et le développement : c'est sur ces 3 projets que viennent de plancher à Bamako les dirigeants de l'Alliance des États du Sahel. Que pensez-vous de ces 3 initiatives, présentées comme des outils de souveraineté ? L'AES réussira-t-elle avec sa Force militaire conjointe à contrer l'avancée djihadiste dans la région tout en rejetant les ingérences extérieures ?

Companies often treat missed quarters as a talent issue, but this episode reframes underperformance as a system design problem. Brandon breaks down three failures leaders routinely blame on AEs: stale data, ineffective enablement, and slow or broken handoffs.You'll learn how poor inputs destroy belief before skill, why good systems make average reps look great, and how competitors with stronger infrastructure win even with less “talent.” Brandon outlines what sales ops, enablement, and RevOps must fix first, and why replacing people without fixing inputs guarantees repeated failure.If your team is working hard but still missing, this episode shows where the real leverage lives.

Saturday, December 20, 2025 - Five days till Christmas, 11 days left to raise funds to CURE SYNGAP1 AES was exceptional in many ways, here are a few: Rare & SYNGAP1 were both very visible, posters with our Logo and names of staff were seen! Posters: https://www.linkedin.com/posts/graglia_syngap1-curesyngap1-activity-7408291479187755008-rMru Our conference was standing room only and had investors!  Even got a mention in their research report! https://www.investing.com/news/analyst-ratings/cantor-fitzgerald-reiterates-overweight-rating-on-camp4-therapeutics-stock-93CH-4403281 ProMMiS Launch was a massive win for patients.  Collaboration. Praxis and Lundbeck recruited for exciting drugs and CAMP4 talked about their ASO and recruiting next year. Our community's presence was felt well into AES. Aaron's post on growth! https://www.facebook.com/aaron.j.harding.5/posts/pfbid0231DtMVUtkZa4eXLv8C8qbf4xEN95aRP1xJ8sGNNvun7aDuUyZVatMWUjjigdXfg1l    Pre-register now for Denver: cureSYNGAP1.org/Pre26   Fundraising. We are YTD $1.68M which is below $1.86M in '23 and $1.97M in '24.  We need to really double down on fundraising for the next two weeks and into next year.  Support our campaign at curesyngap1.org/unlock   ACTION ALERT

Insights In Sound 196 "Trident: The Story of a True Legend" Live at AES 2025 S20 E6 We sat down with author/historian Brian Kehew, Trident Studios alumnus Adam Moseley, Cherokee Studios' Bruce Robb, and "studio trenches" tech wizard Joe Vezzetti to talk about the origins of the UK's famed Trident Studios and the legendary A-Range console that came from it. Recorded live at the 2025 AES Convention in Long Beach CA. Learn more about your ad choices. Visit megaphone.fm/adchoices

David Stifter spent 20 years as head of technology at Colony Capital, managing systems for a $60 billion private equity real estate firm. When a longtime AP specialist retired, the company lost its institutional knowledge for coding complex invoices across thousands of entities and tenant relationships. After a year evaluating RPA, template-based approaches, and early OCR solutions, David recognized that structured historical data—invoices paired with their coding—could train AI models to capture implicit business rules. Five years ago, at 40 with young children, he left his executive role to build PredictAP. The company now processes tens of thousands of invoices monthly for firms including Bridge Investment Group, demonstrating how operational expertise combined with AI can solve problems that pure technology approaches miss. Topics Discussed Identifying AI use cases with structured annotated data and human feedback loops  Moving from CTO buyer to vendor founder and discovering which networks actually convert  Building repeatable sales motion after exhausting warm introductions  Technology adoption barriers in real estate and the domain expertise requirement for vertical SaaS  Hiring sales leadership to scale from founder-led to systematic pipeline generation  Solving complete workflow integration challenges beyond isolated technical problems GTM Lessons For B2B Founders Match technical approach to problem structure, not trend: David identified three critical elements for his AI application: structured annotated data from historical invoice coding, recognizable patterns in implicit business rules, and human review as a feedback mechanism. He notes many founders "try to shove AI, the AI hammer to smash any nail, but they're not always the best use case." Six years ago, before modern LLMs, he used historical invoice-coding pairs as training data—solving the annotation problem that plagued early machine learning. Founders should evaluate whether their problem has the structural characteristics that make a given technology approach viable, rather than applying trending solutions to force market fit. Network quality reveals itself when you need something: David contrasts two early investors: a former acquisitions executive who promised extensive connections but delivered "not a single callback" after leaving their role, versus an asset manager who generated "hundreds" of leads through genuine relationships. The acquisitions person experienced "an existential crisis" realizing "my network was based upon my ability to have a massive checkbook behind me." Founders should recognize that network strength isn't tested until you're asking rather than giving—those who built relationships through consistent helpfulness rather than transactional power will see different response rates when they launch. Architect the founder-led to systematic sales transition: After two years of founder-led sales, David "hit that wall" and brought in Steve Farrell, prioritizing experience scaling from $3-5M to $20M ARR over industry-specific expertise. He notes warm intro calls are "very to the point" while cold outreach "starts hostile or skeptical"—requiring entirely different trust-building approaches. The shift required adding BDRs, AEs, and systematic content generation. Founders should hire sales leadership with specific stage experience before network depletion forces reactive hiring, and expect to rebuild positioning for skeptical buyers who lack pre-existing trust. Integrate solutions into existing workflow infrastructure: David emphasizes the failure mode of optimized point solutions: "They have a perfect solution from the technical problem but it's not going to work for this firm because it's not going to fit into their workflow." He maps the complete experience including integration with existing systems, training requirements, user experience, consistency, and speed. Technical superiority in isolation leads to "problems with adoption and retention." Founders should map every system, process, and stakeholder their solution touches, designing for workflow integration rather than isolated problem-solving. Sequence customer sophistication as you scale beyond innovators: David's initial customers were "leading edge folks" from his technology network who understood AI potential. As PredictAP matured, sales cycles became "much longer" with more conservative firms requiring higher proof thresholds. He learned that "initial sales have to be very successful and you have to have customers that advocate for you" because mainstream buyers need extensive social proof. Founders should recognize that early adopter ICP differs fundamentally from mainstream buyers—what closes innovators (technology potential) differs from what closes pragmatists (proven ROI and references), requiring distinct positioning and sales approaches for each segment. // Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co // Don't Miss: New Podcast Series — How I Hire Senior GTM leaders share the tactical hiring frameworks they use to build winning revenue teams. Hosted by Andy Mowat, who scaled 4 unicorns from $10M to $100M+ ARR and launched Whispered to help executives find their next role. Subscribe here: https://open.spotify.com/show/53yCHlPfLSMFimtv0riPyM

Agentforce is everywhere and everything but in speaking to many ISVs, they are still wondering when is the right time to lean into AI with more than just a story. Where in the hype cycle are we is something I wonder about a lot. So I set out to find an ISV that is actually succeeding in the Agentforce world and that journey led me to Igor Stosic, CEO of Quadrix Soft who make Goat Email on the AppExchange, as my next guest on How We Got There. They are actually selling the first Agentforce use cases for customers, which has to be making AEs covering those accounts VERY happy. Igor is based out of Serbia so we touch on the geographical benefits and challenges around being an ISV out of Europe. They've found a lot of success driving leads from the AppExchange from a gtm perspective. We touch on what has been working and mistakes made along the way, sharing transparent feedback about how to build an app that goes wide so you can know what works for customers and lean into those items.But then we dove into the main topic of Agentforce. We touched on various concepts like how they came up with the Agentforce use case, how they monetize the Agentforce element, and much more. A specific example a use case where they use Agentforce is variability of tone based on the location of the customer that you are interacting with - sending an email to someone in the US looks different from sending an email to someone in Germany.If you are curious about Agentforce, this episode is for you. This episode is brought to you by Tequity Advisors . Tequity Advisors is a global sell-side M&A advisory firm with core expertise in SaaS and ISVs, Salesforce, ServiceNow, SAP, Microsoft, all things Data and AI, and the hyper scaler MSP cloud ecosystems with a focus on the Salesforce ecosystem and beyond! #salesforce #isv #gtm #salesforcepartners #appexchange

professorjrod@gmail.comIn this episode of Technology Tap: CompTIA Study Guide, we dive deep into cloud security fundamentals, perfect for those preparing for the CompTIA Security+ exam. Join our study group as we explore the shifting security landscape from locked server rooms to identity-based perimeters and data distributed across regions. This practical, Security+-ready guide connects architecture choices to real risks and concrete defenses, offering valuable IT certification tips and tech exam prep strategies. Whether you're focused on your CompTIA exam or looking to enhance your IT skills development, this episode provides essential insights to help you succeed in technology education and advance your career.We start by grounding the why: elasticity, pay-per-use costs, and resilience pushed organizations toward public, private, community, and hybrid clouds. From there, we map service models—SaaS, PaaS, IaaS, and XaaS—and the responsibilities each one assigns. You'll hear how thin clients reduce device risk, why a transit gateway can become a blast radius, and where serverless trims surface area while complicating visibility. Misunderstanding the shared responsibility model remains the leading cause of breaches, so we spell out exactly what providers secure and what you must own.Identity becomes the new perimeter, so we detail IAM guardrails: least privilege, no shared admins, MFA on every privileged account, short-lived credentials, and continuous auditing. We cover encryption in all three states with AES-256, TLS 1.3, HSMs, and customer-managed keys, then add CASB for SaaS control and SASE to bring ZTNA, FWaaS, and DLP to the edge where users actually work. Virtualization and containers deliver speed and density but expand the attack surface: VM escapes, snapshot theft, and poisoned images require hardened hypervisors, signed artifacts, private registries, secret management, and runtime policy. Hybrid and multi-cloud introduce inconsistent IAM and fragmented logging—centralized identity, unified SIEM, CSPM, and infrastructure-as-code guardrails bring discipline back.We wrap with the patterns attackers exploit—public storage exposure, stolen API keys, unencrypted backups, and supply chain compromises—and the operating principles that stop them: zero trust, verification over assumption, and automation that responds at machine speed. Stick around for four rapid Security+ practice questions to test your skills and cement the concepts.If this helped you study or sharpen your cloud strategy, follow and subscribe, share it with a teammate, and leave a quick review telling us which control you'll deploy first.Support the showArt By Sarah/DesmondMusic by Joakim KarudLittle chacha ProductionsJuan Rodriguez can be reached atTikTok @ProfessorJrodProfessorJRod@gmail.com@Prof_JRodInstagram ProfessorJRod

Most reps think buyers ignore them because “the market is quiet” or “it's December.”In reality, buyers don't respond because your message has no clear purpose, no relevance, and no reason to care right now.In this episode, we break down:The #1 reason buyers ignore your emails, calls and LinkedIn messagesWhy generic outreach is killing your reply ratesHow top reps create urgency and context in under 30 secondsWhat would actually make you take a meeting right now (and how to use that)Why December is a hidden advantage for serious reps, not a dead monthHow to use intent, timing and personalization to book more meetings with big orgsSimple messaging shifts that turn “no reply” into real pipelineThis isn't another fluffy list of “sales tips.”It's a real conversation about buyer psychology, cold outreach, and what high-performing B2B sales teams do differently to win meetings.⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.beehiiv.com/Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.

Ƙasashen AES da suka hada da Mali da Nijar da kuma Burkina Faso, sun ƙalubalanci Najeriya sakamakon saukar gaggawar da jirgin sojin ta da ya yi a Burkina. Waɗannan ƙasashe na zargin Najeriya da keta haddin sararin samaniyar yankin su. Domin tattauna wannan batu da kuma yunkurin juyin mulkin da ya gudana a Benin, Bashir Ibrahim Idris ya tattauna da Amb Abubakar Cika, tsohon Jakadan Najeriya a Iran. Ku latsa alamar sauti don jin yadda zantawarsu ta gudana...........

In this episode of The PowerShell Podcast, host Andrew Pla welcomes Dr. Al Carlson, a cryptographer, mathematician, and engineer whose career spans more than four decades in military intelligence, embedded systems, and advanced encryption research. Dr. Carlson explains how set theory and mathematical patterns underpin all cryptography, breaking down complex systems like AES into understandable concepts. He discusses his groundbreaking work on isomorphic cipher reduction, polymorphic encryption, and how simplicity, not complexity, is often the key to true security.   Key Takeaways: All encryption is patterns – Dr. Carlsen explains how every cipher, including AES, can be viewed as a substitution cipher, allowing for new ways to analyze and strengthen encryption. Simplicity creates strength – Complexity doesn't guarantee security. By distilling systems to their fundamentals, cryptographers can identify weaknesses faster and design better ciphers. Quantum computing and cryptography's future – Quantum computing's potential to break current encryption standards highlights the need for polymorphic and post-quantum approaches to secure data. Guest Bio: Dr. Al Carlson is a cryptographer, mathematician, and educator with over forty years of experience in electronic warfare, military cryptography, and advanced encryption systems. His work in set theory-based cryptographic analysis and polymorphic encryption has influenced how researchers think about code-breaking and data protection. A longtime IEEE member and mentor, Dr. Carlson continues to publish papers on approaches to information security and encryption theory.Resource Links IEEE (Institute of Electrical and Electronics Engineers) – https://www.ieee.org Breaking CBC Def Con Talk by Dr. Carlson - https://www.youtube.com/watch?v=v0IsYNDMV7A Connect with Andrew - https://andrewpla.tech/links PowerShell Wednesdays – https://www.youtube.com/playlist?list=PL1mL90yFExsix-L0havb8SbZXoYRPol0B PDQ Discord – https://discord.gg/PDQ The PowerShell Podcast on YouTube: https://youtu.be/gWmlvKFduP8

בפרק היומי של "מפת החום – מהדורת אחד ביום", אני עושה סדר בכל מה שקרה ב־24 השעות האחרונות בעולם הכלכלה – מהשוק המקומי ועד הגלובלי.נושאים :1. הבנה שירידות בשוק זה פיצ׳ר ולא באג2. ⁠תזה השקעתית לעשור קדימהזו מפת “האקו־סיסטם של AI→Energy”.יצרני חשמל: VST, CEG, NRG • גרעין: GEV, CEG, SMR, OKLO, CCJ • גז ותשתית: EQT, AR, ET, WMB • גנרטורים: CAT, CMI, GNRC • ציוד חשמלי: ETN, HUBB, POWL, PWR • קירור: VRT, nVent • בנייה: MTZ, EMCOR • אחסון אנרגיה: AES, FLNC, BE • מתכות: FCX • סולאר: FSLR • Power Semis: TXN, ONנתונים מאקרו־כלכליים, דיווחים חשובים, כותרות שזעזעו את השוק, דוחות כספיים של חברות, צעדים רגולטוריים, שינויים במדיניות ותחזיות מפתיעות – כל מה שצריך כדי להבין את התמונה המלאה.זהו פודקאסט קצר, חד ותמציתי – בלי רעש מיותר, רק תובנות פרקטיות וסקירה מקצועית של היום שהיה.הפרק מתעדכן מדי בוקר – ומעניק לכם יתרון אמיתי על שאר המשקיעים.לפתיחת חשבון מסחר במיטב:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://landing.meitav.co.il/he-IL/landing/trade/tradeleads?utm_source=%D7%92%D7%99%D7%90+%D7%A0%D7%AA%D7%9F&utm_medium=%D7%92%D7%99%D7%90+%D7%A0%D7%AA%D7%9F⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠לאינסטגרם שלי:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/guynatan9/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠לאתר שלי:https://www.guynatan.com/

Jeanne DeWitt Grosser built world-class GTM teams at Stripe, Google, and, most recently, Vercel, where she serves as COO and oversees marketing, sales, customer success, revenue operations, and field engineering. She transformed Stripe's early sales organization from the ground up and advises founders on GTM strategy.We discuss:1. Why GTM is becoming more strategically important in the AI era2. The rise of the GTM engineer3. A primer on segmentation4. How to build a sales org that engineers and product teams respect5. The changing calculus of build vs. buy for go-to-market tools in the AI era6. Why most customers buy to avoid pain rather than to gain upside—Brought to you by:Datadog—Now home to Eppo, the leading experimentation and feature flagging platform: https://www.datadoghq.com/lennyLovable—Build apps by simply chatting with AI: https://lovable.dev/Stripe—Helping companies of all sizes grow revenue: https://stripe.com/—Transcript: https://www.lennysnewsletter.com/p/what-the-best-gtm-teams-do-differently—My biggest takeaways (for paid newsletter subscribers): https://www.lennysnewsletter.com/i/179503137/my-biggest-takeaways-from-this-conversation—Where to find Jeanne DeWitt Grosser:• X: https://x.com/jdewitt29• LinkedIn: https://www.linkedin.com/in/jeannedewitt—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Introduction to Jeanne DeWitt Grosser(05:26) Defining go-to-market(08:43) The evolution of go-to-market roles(11:23) The rise of the go-to-market engineer(14:21) Implementing AI in sales processes(15:28) Optimizing sales with AI agents(23:47) Defining sales roles: SDRs and AEs(26:04) When to hire a GTM engineer(29:04) Hiring and scaling sales teams(30:50) The ideal go-to-market engineer(34:24) The go-to-market tool stack(40:39) Advice on building a great sales bot(44:34) Vercel's unfair advantage(46:37) Go-to-market as a product(47:04) Innovative sales tactics at Stripe(52:38) Effective go-to-market tactics(01:00:37) Segmentation strategies(01:09:31) Building a sales org that engineers love(01:14:00) Thoughts on PLG and pricing(01:16:44) Sales compensation and hiring(01:19:24) Lightning round and final thoughts—Referenced:• Vercel: https://vercel.com• Stripe: https://stripe.com• Rosalind Franklin: https://en.wikipedia.org/wiki/Rosalind_Franklin• Ben Salzman on LinkedIn: https://www.linkedin.com/in/bensalzman• SDK: https://ai-sdk.dev/docs/introduction• Gong: https://www.gong.io• Lyft: https://www.lyft.com• Instacart: https://www.instacart.com• DoorDash: https://www.instacart.com• “Sell the alpha, not the feature”: The enterprise sales playbook for $1M to $10M ARR | Jen Abel: https://www.lennysnewsletter.com/p/the-enterprise-sales-playbook-1m-to-10m-arr• A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch): https://www.lennysnewsletter.com/p/a-step-by-step-guide-to-crafting• Kate Jensen on LinkedIn: https://www.linkedin.com/in/kateearle• Lessons from scaling Stripe | Claire Hughes Johnson (former COO of Stripe): https://www.lennysnewsletter.com/p/lessons-from-scaling-stripe-tactics• Atlassian: atlassian.com—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. To hear more, visit www.lennysnewsletter.com

Insights in Sound 193 - "Feel the Fear and Say Yes Anyway" - Live at AES 2025 - S20 E3 "Feel the Fear and Say Yes Anyway" - Panelists Suzy Shinn, Ross Hogarth, Leslie Ann Jones, and Kathleen Wirt talk with host Daniel Liston Keller about jumping in at the deep end and finding courage to take on projects and endeavors they had little or no experience in. Recorded live at the AES Convention in Long Beach, CA on Oct 24, 2025.

Get the full playbook (60 minute video masterclass) 100% free right here: https://www.pipedrive.com/en/30mpc-masterclass --- Deal velocity is a huge driver of win rates, which is why Armand and I partnered with the easy and effective CRM, Pipedrive, to film a 60 minute video masterclass that covers all of the different ways that you can drive velocity in each individual stage of your sales process. Literally, from opening call all the way to contract review, we documented our favorite tactics in this Pipedrive and 30MPC masterclass, which you can get for free right here: https://www.pipedrive.com/en/30mpc-masterclass --- Most reps think progress = meetings. Discovery, demo, proposal…❌ In this video, we break down why traditional sales stages like "Discovery → Demo → Power" are actually slowing your deals down — and what top AEs do instead to accelerate pipeline velocity. Learn the stage-based mindset, how to combine exit criteria, and stop wasting time with meetings that don't move the deal forward. ✅ You'll walk away knowing: * The 5 critical sales stages — and what *actually* matters in each * Why meeting ≠ progress (and what to track instead) * How to combine sales stages to close faster

Most agencies try to fix pipeline by working harder, but not by working smarter.This conversation digs into why outbound has gotten tougher, what's changed in the last decade, and how agencies can build a healthier, more defensible acquisition motion. We cover the shift from brute-force outreach to signal-driven, trust-based systems, why TAM size changes everything, and how sales and marketing need to operate as a single unit for mid-market deals. It's a clear look at the mechanics behind winning in a crowded outreach landscape. Michael Maximoff is the co-founder of Belkins and the team behind Folderly. He's spent more than a decade solving the same problems agencies face today: building predictable pipeline in a crowded, trust-heavy market, balancing marketing and sales investment, and adapting outbound to a world that no longer responds to direct pitches.Why cold outreach used to work with simple tools and high volume, and why that era is overHow inbox competition jumped from ~100 cold pitches/month per decision-maker to 800+ todayWhy small TAMs require a different playbook and more precision, not more activityThe importance of costly signals, warm intros, and touch-point-driven credibility instead of direct pitchesHow sales and marketing must operate in tandem to create “surround sound” and increase conversion likelihoodWhy mid-market agencies should hire full-cycle AEs who can build their own book of businessThe danger of giving SDRs outdated brute-force mandates in a world where the role is now a technical, marketing-adjacent functionHow deeper integrations (HubSpot, Salesforce, Clay) are reshaping outreach, personalization, and data orchestrationWhy agencies must choose the channel they have a true “genetic advantage” for.Links & ResourcesBelkins — https://belkins.ioFolderly — https://folderly.comMichael on LinkedIn — https://www.linkedin.com/in/maximoff 

Most new account executives stare at their territory list and feel the weight of it immediately. Fifty accounts. A hundred accounts. Sometimes more. Each one needs research, a plan, and outreach that doesn't sound like every other cold email clogging their prospect's inbox.  Jake McOsker, an account executive at Forrester Research, found himself facing exactly this problem when he moved from BDR to AE. He cracked it by changing how he used AI for account planning.  "Rather than taking 10 to 15 minutes to get an account plan out or understand who the notable stakeholders and the decision makers that I need to go with," he explained, "it's a 2 to 3 minute process to go through each one of these accounts." The traditional approach to AI account planning doesn't solve the territory problem. You ask ChatGPT or Claude for company information, and you get Wikipedia summaries. Founded in 1987. Headquartered in Dallas. 15,000 employees. The chief sales officer you're calling doesn't care about any of that, and showing up with generic facts makes you look lazy, not prepared. When you're new to the role, you don't have years of pattern recognition to fall back on. You don't know what good account planning looks like yet. You just know you need to get meetings with people who have better things to do than talk to a rep they've never heard of. The solution isn't using AI as a search engine. It's using it as a sales assistant with a specific job to do. The Problem With How Most Reps Use AI for Account Planning Here's what usually happens. A rep needs to prepare for a call with a VP of Marketing at a healthcare company. They open their AI tool of choice and type: "Tell me about [Company Name]." The AI spits back: Company history Product offerings Recent press releases Maybe some executive names The rep skims it, copies a few bullet points into their CRM, and calls it account planning. Then they get on the call and realize they have no idea what this VP is actually trying to accomplish this quarter. They ask surface-level questions. The prospect checks out. The meeting goes nowhere. This happens because most reps are using AI like a faster Google. They're asking for information instead of asking for intelligence. AI account planning only works when you give the AI a role and a specific outcome to deliver. Not "tell me about this company." Instead, "You're an account executive trying to book a meeting with this company's CMO in the next two weeks. Based on their recent announcements and what their executives are posting on LinkedIn, what initiatives are they likely prioritizing right now?" How to Set Up AI Agents for Account Planning The difference between a basic AI chat and an AI agent is memory and context. When you create an agent, you're teaching it what kind of output you need every single time. You're not starting from scratch with every account. Here's the framework that works: Step 1: Give Your AI Agent a Clear Role Don't just ask questions. Set up the scenario with urgency and context. For example: "You are an account executive at [Your Company]. You've been tasked with bringing in [Target Company] as a new customer within the next 90 days. Your first call is with their [specific role, like Chief Sales Officer]. Based on the materials I'm providing, what are the top three business initiatives this person is likely focused on right now?" This does two things. First, it forces the AI to think from your perspective instead of just summarizing data. Second, it prioritizes current, actionable information over historical background. Step 2: Feed It the Right Source Material Wikipedia summaries don't help you. But these sources do: Recent press releases about new initiatives or leadership changes LinkedIn posts from executives at the company (especially the person you're calling) Company blog posts about their strategic direction Industry news articles mentioning the company Their "About Us" or "Newsroom" page for current priorities Analyst reports or industry trend pieces relevant to their sector If you're selling to publicly traded companies, earnings call transcripts and annual reports (10-Ks) are gold mines. But most new AEs aren't calling on Fortune 500 companies. The good news is that smaller companies often share more on LinkedIn and their blogs because they're trying to build their brand. Upload PDFs or paste content directly into your AI tool. Then let it analyze the content through the lens of the role you gave it. The output will focus on strategic priorities, not corporate history. Step 3: Ask Follow-Up Questions Based on Persona If you're calling into marketing, tech, security, or customer experience, the priorities are different. Your AI agent should help you understand how company-wide initiatives affect the specific person you're talking to. After the initial analysis, ask: "How would these initiatives specifically impact the VP of Marketing's goals this quarter?" Now you have talking points that matter to the person on the other end of the call. Step 4: Validate With Human Intelligence AI gets you 80% of the way there in three minutes instead of fifteen. But you still need to cross-check. Look at LinkedIn. Check recent news. If you have access to account managers or customer success reps who work with similar companies, ask them if the trends you're seeing match reality. AI account planning is a tool, not a replacement for critical thinking. If the output feels off, it probably is. Trust your gut and adjust. How to Turn Research Into Value Messages The goal of account planning isn't to memorize facts about a company. It's to walk into a conversation with an informed hypothesis about what they're trying to accomplish. When you do this right, your opening changes. Instead of starting cold with "Tell me about your role," you can say: "I saw your CEO recently posted about accelerating your digital customer experience, and I'm assuming that's putting some pressure on your team to modernize how you're approaching customer engagement. But I could be completely wrong. What's actually taking up most of your time right now?" Here's how you've impacted your prospect: First, it proves you did real research. Second, it gives the prospect something specific to react to instead of making them explain their entire world from scratch. Third, and this is critical, it still leaves room for discovery. You're not skipping the "What are your biggest challenges?" question. You're earning the right to ask them by showing you've already thought about their business. When prospects talk about their challenges in their own language, you learn how they frame problems, what matters to them, and where your solution might actually fit. Even if your hypothesis is wrong, you've separated yourself from the 90% of reps who show up with nothing. And when you're right, you skip past the surface-level conversation and get straight into the dialogue that matters. That's how you earn credibility as a new account executive, even when you don't have ten years of experience to lean on. Building a Repeatable AI Account Planning Workflow This only scales if you systematize it. You can't rely on remembering the perfect prompt every time or recreating your process from scratch for every account. Create separate agents for different use cases. One for account planning. One for prospecting outreach. One for call preparation. Train each agent for the output you need so you aren't constantly course-correcting. Save your account plans in a central location. The information changes, so plan to refresh your research quarterly. What mattered in Q2 might not matter in Q4, and your account planning needs to reflect that. The key is building a system that you can repeat across your entire territory without burning out. Two to three minutes per account. Not fifteen. Not thirty. That's how you research 50 accounts in a week instead of just five. What This Actually Looks Like in Practice Let's say you're targeting a mid-market software company. You start by checking their LinkedIn. The CEO posted last week about expanding into healthcare verticals. You pull up their blog and find three recent posts about compliance challenges in healthcare tech. You upload screenshots or copy the text into your AI agent and give it the prompt: "You're an AE trying to close this software company in 90 days. The first meeting is with their Chief Revenue Officer. What are the top three priorities they're likely focused on, and how do those connect to the company's broader goals?" The AI analyzes the content and tells you: They're investing heavily in healthcare vertical expansion, but facing longer sales cycles due to compliance requirements They're dealing with the need to build credibility fast in a regulated industry Their CEO has committed to proving ROI in healthcare within two quarters Now you have a hypothesis. The CRO is probably under pressure to close healthcare deals faster while managing a team that doesn't have deep healthcare expertise. That's your angle. You cross-check this with LinkedIn and see that the CRO has been engaging with posts about sales enablement in complex verticals. You look at recent news and find they just hired a VP of Healthcare Sales. Everything lines up. Your outreach message writes itself. You're not pitching. You're acknowledging what they're working on and offering a perspective on how companies in similar situations have approached the same problem. What to Do After the Meeting Your AI workflow doesn't end when the call does. This is where most reps leave value on the table. After your meeting, take the transcript from your call recording tool (Fathom, Gong, Chorus, whatever you use) and upload it to your AI agent. Then ask specific questions:

Neste episódio especial de Stock Pickers, Lucas Collazo explica por que o ouro voltou a disparar em 2025, superando US$ 4.000 por onça e retomando o papel de ativo de proteção em um mundo de dívidas recordes, inflação resistente e instabilidade geopolítica.Escassez histórica, compras agressivas de bancos centrais, dólar forte, juros reais baixos e perda de confiança nas moedas explicam a nova corrida pelo metal. Collazo também analisa como o ciclo de IA, energia e data centers influencia o fluxo para ativos defensivos - e por que o ouro segue sendo o porto seguro clássico em momentos de incerteza através dos séculos.Um episódio essencial para entender não só por que o ouro disparou, mas o que isso revela sobre a economia global e o que pode estar por vir. 

Utility-scale clean energy projects in development are still facing connection queues and regulatory barriers. RE+ may be done for 2025, but the debate is still going. Host Sylvia Leyva Martinez, Research Director at Wood Mackenzie, sits down with three leaders who are driving progress from different corners of the energy transition, from utility-scale project development to digital grid optimisation and solar system reliability. Sylvia Leyva Martinez and her guests discuss how federal and state regulations shape project timelines and financing, the latest innovations in the grid and the future of interconnection studies, the supply chain outlook for developers and technology providers, and how policy and software are converging to accelerate the energy transition. In this episode you'll hear from: Angela Amos from AES Clean Energy - As Director of Commercial Strategy & Innovation, Angela brings a unique vantage point that bridges policy, finance, and market execution. Drawing on her experience at AES, Uplight, and FERC, Angela shares how developers are navigating an evolving regulatory landscape, adapting to federal and state policy shifts, and rethinking how technology integration shapes long-term strategy. She also discusses how AES is approaching supply chain partnerships and what “innovation” really looks like at a global energy developer. Lindsey Williams from Shoals Technologies Group - Lindsey is VP of Marketing & Communications at Shoals, and she joins Sylvia to unpack the latest in solar and storage performance. Building on Shoals' recent focus on EBOS (Electrical Balance of System), Lindsey reflects on how component design, reliability, and digital monitoring are redefining project outcomes. She also shares what she heard from the floor at RE+, including the big industry talking points shaping developer confidence and long-term investment certainty in clean energy infrastructure. Inalvis Alvarez Fernandez from Simple Thread - Inalvis is a Senior Energy Technology Engineer at Simple Thread, and she explains how digital tools like Minerva are helping reduce project backlogs, streamline utility processes, and unlock grid capacity faster. Inalvis also discusses the challenges clean energy companies face scaling renewables and how regulatory clarity can enable more efficient technology deployment. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Nas últimas semanas, o tema da inteligência artifical tem ganhado cada vez mais holofotes, e os investidores traçam diferentes cenários para a temática e seus impactos no mercado. Estamos diante de uma bolha? Enquanto isso, a bolsa brasileira não para de subir, em meio a um movimento de forte alta para bolsas de mercados emergentes. Neste episódio, o Carteiros do Condado faz uma análise dos mercados de ações global e local, segundo os principais investidores do Brasil. Confira!E quer aprofundar a conversa?Acesse: Raio XP da Bolsa https://conteudos.xpi.com.br/raio-xp-da-bolsa/O que acontece na política Argentina pode reverberar no Brasil em 2026? https://youtu.be/Ko0_E5xqxHE

Insights In Sound 191 Rick Allen: "Sound Design: the Art and Science" Live at AES 2025 S20 E1 Recorded live at the AES Convention in Long Beach, our panel on sound design with Rick Allen.

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

Na edição 175 do Outliers InfoMoney, Clara Sodré e Fabiano Cintra iniciam uma nova série dedicada a revelar as melhores oportunidades de investimento no exterior. O convidado da vez é Marc Forster, head Brasil da Franklin Templeton, que dá uma verdadeira aula sobre CLOs (Collateralized Loan Obligations), os chamados Créditos Estruturados Globais. Com uma estrutura semelhante à dos FIDCs, os CLOs vêm ganhando destaque como uma alternativa interessante para quem busca bons spreads em meio a um cenário macroeconômico desafiador.Neste episódio, você vai entender como funcionam os CLOs, por que eles têm atraído investidores globais e quais as oportunidades nesse mercado bilionário. Um episódio essencial para quem quer expandir a carteira e explorar o universo da renda fixa internacional com uma gestora que administra mais de US$ 1,5 trilhão em ativos.Aproveite as oportunidades e confira este novo episódio do Outliers!

The latest episode of Oncology On the Go focused on survivorship and supportive care. Stemming from conversations with leading clinicians in the field, the compilation highlights gaps and educational insights into multiple areas.  Covering topics like nutrition, oncodermatology, body image, sexual health, and mortality, these conversations explored how to truly optimize multidisciplinary cancer care.   Declan Walsh, MD, chair of the Department of Supportive Oncology at Atrium Health Levine Cancer Institute: 1:01-2:44: What is the importance of developing and managing supportive care at major oncology centers, and how can it be adapted across the US? 2:45-4:19: Supportive care is one piece of the multidisciplinary team. How can clinicians work with supportive care specialists to ensure that patients are receiving all the help that they need? Denise Reynolds, RD, of Atrium Health Levine Cancer Institute: 4:20-5:46: Some adverse effects (AEs) include severe nausea and vomiting. What nutritional strategies do you recommend to ensure adequate intake? 5:47-7:29: Taste and smell changes are common AEs. What advice do you give to patients to help cope and combat them? Adam Friedman, MD, FAAD, professor and chair of dermatology, director of the Residency Program, and director of translational research at George Washington Medical Faculty Associates in Washington, DC: 7:30-9:24: Your study found that a significant proportion of respondents, including those who have been previously treated for cancer, would decline anti-cancer therapies due to dermatologic AEs like hair loss. What are some crucial communication strategies oncologists should employ to address this? 9:25-11:37: What should all oncology clinicians know about how to manage mild to moderate dermatologic AEs? 11:38-24:54: Daniel C. McFarland, DO, the director of the Psycho-Oncology Program at Wilmot Cancer Center; a medical oncologist who specializes in head, neck, and lung cancer; and the psycho-oncology editorial advisory board member for the journal ONCOLOGY®, spoke with different psycho-oncology colleagues regarding topics like body image, sexual health, and mortality. These colleagues included Michelle Fingeret, PhD, founder of Fingeret Psychology Services; Christian J. Nelson, PhD, chief of Psychiatry Service, attending psychologist, and codirector of the Psycho-Oncology of Care and Aging Program at Memorial Sloan Kettering Cancer Center; and William S. Breitbart, MD, attending physician and the Jimmie C. Holland Chair in Psycho-Oncology at Memorial Sloan Kettering Cancer Center. All psycho-oncology episodes are now available on our website.  Reference Menta N, Vidal SI, Whiting C, Azim SA, Desai S, Friedman A. Perceptions and knowledge of dermatologic side effects of anti-cancer therapies: a pilot survey. J Drugs Dermatol. 2025;24(8):e57-e58.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

On Healthy Mind, Healthy Life, host Avik Chakraborty sits down with Dr. Shanea Clancy—international speaker, forensic nurse, business strategist, and #1 international bestselling author—to break down what it really takes to shift from a fixed mindset to a fearless, outcomes-driven culture. This direct, practical conversation covers limiting beliefs, imposter syndrome, burnout signals at the top, people-first leadership, measurable ROI from mindset work (retention, productivity, onboarding costs), and how to turn trauma into transformation without the fluff. If you lead a team—or you're rebuilding your own resilience—this episode gives you clear steps to diagnose hidden costs, reset boundaries, and build momentum that compounds across life and work.   About the guest  :   Dr. Shanea Clancy has addressed audiences of 65,000+, consulted for Fortune 500 companies, and shared stages with leaders like Jack Canfield and Jamie Kern Lima. Her approach integrates executive coaching, organizational consulting, and lived experience—translating mindset into concrete performance indicators across quality, safety, and culture.   Key takeaways  : Fixed mindset shows up as limits: persistent limiting beliefs, imposter syndrome, and unwillingness to consider other viewpoints—stalling innovation and trust. People > paperwork: SOPs and dashboards matter, but people systems determine performance. Neglect them and you pay in disengagement, sick days, and higher premiums. Hidden costs are measurable: watch AES scores, behavior-response metrics, retention, onboarding costs, and absenteeism to quantify culture gaps and ROI of leadership work. Burnout is silent and fast: leaders who try to “do it all” erode decision quality. Proactive boundary-setting, delegation, and recovery rituals reduce risk. Trauma → transformation is a process: anchor to purpose, tolerate uncertainty, and make micro-shifts; the goal is progress with fear—not the absence of it. Mindset isn't fluff: when leaders model clarity and recognition, teams align to goals, productivity rises, and attrition falls—strategy + mindset is the multiplier. Practical moves this week: run a quick people-health audit (listening cadence, recognition, recovery time), define top 3 KPIs per role, and set one non-negotiable boundary.   Connect with the guest   Connect with the Guest:Website: Dr. Shanea Clancy's WebsiteInstagram: https://www.instagram.com/shaneaclancyLinkedIn:https://www.linkedin.com/in/shanea-clancyAlso follow @clancyconsulting on social media.   Want to be a guest on Healthy Mind, Healthy Life?   DM on PM - Send me a message on PodMatch DM Me Here:https://www.podmatch.com/hostdetailpreview/avik   Disclaimer: This video is for educational and informational purposes only. The views expressed are the personal opinions of the guest and do not reflect the views of the host or Healthy Mind By Avik™️. We do not intend to harm, defame, or discredit any person, organization, brand, product, country, or profession mentioned. All third-party media used remain the property of their respective owners and are used under fair use for informational purposes. By watching, you acknowledge and accept this disclaimer.   Healthy Mind By Avik™️ is a global platform redefining mental health as a necessity, not a luxury. Born during the pandemic, it's become a sanctuary for healing, growth, and mindful living. Hosted by Avik Chakraborty—storyteller, survivor, wellness advocate—this channel shares powerful podcasts and soul-nurturing conversations on:• Mental Health & Emotional Well-being• Mindfulness & Spiritual Growth• Holistic Healing & Conscious Living• Trauma Recovery & Self-Empowerment With over 4,400+ episodes and 168.4K+ global listeners, join us as we unite voices, break stigma, and build a world where every story matters.Subscribe and be part of this healing journey.   ContactBrand: Healthy Mind By Avik™Email: join@healthymindbyavik.com | podcast@healthymindbyavik.comWebsite: www.healthymindbyavik.comBased in: India & USA Open to collaborations, guest appearances, coaching, and strategic partnerships. 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