Key Talking Points:

• The NRR crisis: Why 58% of companies are seeing retention slide despite best efforts.
• The "Usage Consistency" Metric: Why volatility is a better predictor of churn than volume.
• The six natural cohorts: Identifying the specific behavioral clusters from "Explorers" to "Strugglers."
• Engineering growth: How specific "growth features" drive customers into higher-value cohorts.
• Bridging the gap: Using telemetry signals to coordinate AM and CSM plays for expansion.

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.

Unpack why negotiation actually begins in discovery—not at the contract stage—and how sellers can replace charm-based tactics with a disciplined, leverage-driven commercial process. 

When your market is mature and hypercompetitive, standing still is the fastest way to fall behind. In this episode, SBI Managing Director Ray Makela speaks with Bart Freedman, Vice President of Sales at Biamp, about what it takes to evolve a sales organization that was successful but no longer competitive. 

Buyers weren’t interested in product demos anymore. They wanted to talk about outcomes. To stay ahead, Biamp rebuilt how their global team sells, learns, and improves. Through customized training, embedded tools, and SBI’s Collaborative Learning Experience (CLX) platform, Biamp created lasting behavior change — and saw a 30% lift in seller confidence. 

Tune in as Ray and Bart unpack how Biamp’s transformation turned sales training into a growth system built for scale. 

Key Talking Points:

•  How Biamp shifted from product demos to value conversations

• Why facilitator experience determines training success

• How the CLX platform drove global engagement and adoption

• What made tools stick in daily sales rhythms

• Why treating enablement as a system—not a sprint—fuels sustained growth