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Episode 1:
The "Closer" is a Myth: Why Negotiation Starts at Discovery–Not the Contract
- Featuring Ray Makela & Phil Putnam
- 2 Dec 25
- 36 min espisode
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.
Episode 1:
The Death of Instinct: Why AI is the Only Path to Predictable Growth | SBI Podcast
- Featuring Mike Hoffman & Jeff Kiesel
- 28 Nov 25
- 25 min espisode
Human intuition creates unpredictable revenue. Learn how Restaurant Technologies used AI and micro-segmentation to automate efficiency, redefine talent profiles, and secure double-digit growth.
Episode :
From Training to Transformation
- Featuring Ray Makela & Bart Freedman
- 25 Oct 25
- 19 min espisode
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:
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How Biamp shifted from product demos to value conversations
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Why facilitator experience determines training success
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How the CLX platform drove global engagement and adoption
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What made tools stick in daily sales rhythms
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Why treating enablement as a system—not a sprint—fuels sustained growth
Episode :
The Human Edge in an AI-Driven World
- Featuring Mike Hoffman & Dom Colasante
- 21 Oct 25
- 33 min espisode
In this episode of the SBI Growth Podcast, Mike Hoffman, CEO of SBI, sits down with Dom Colasante, CEO of 2X, to explore how GTM leaders are balancing human expertise and AI to navigate uncertainty, drive growth, and redefine productivity.
They unpack how buyer behavior, metrics, and leadership expectations are changing and why, despite the rise of automation, human judgment and operational innovation still determine who wins in the market.
Key Talking Points:
- Why growth remains the ultimate cure for uncertainty in volatile markets.
- How AI accelerates decision-making but still needs human wisdom to act effectively.
- Why traditional KPIs mislead performance visibility and what new success metrics matter.