The End of the Static Playbook: Building Situational Fluency with AI

In a market where buyers are increasingly autonomous, a static PDF strategy is a liability. In this episode, SBI Managing Director Ray Makela sits down with Mark Magnacca, President and Co-founder of Allego, to discuss why the modern sales organization requires a "Living Constitution"—a dynamic, accessible strategy that evolves at the speed of the market, ensuring sellers have the right answer in the flow of work. 

Training is no longer about memorization, but about "situational fluency." Ray and Mark explore the shift from traditional role-play to AI-driven "flight simulators," arguing that practicing on live customers is a cost no P&L can afford. Tune in as they unpack how Digital Sales Rooms (DSRs) and AI-augmented coaching are rewriting the rules of engagement, allowing managers to escape the administrative trap and focus on high-impact behavior change. 

Key Talking Points:

• The "Living Constitution" framework: Why playbooks must be dynamic and accessible in the flow of work.
• The "Jet Simulator" shift: Using AI avatars to build muscle memory without burning leads.
• Scale via DSRs: How Digital Sales Rooms allow sellers to manage "10 fishing poles" instead of one.
• Deliberate coaching: How AI frees managers from administrative burden to focus on high-leverage skill transfer.
• Onboarding velocity: Helping new hires "walk in working" through curated digital streams.

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