About the episode:
In this episode, Michael and Chris dive into why traditional role-playing is awkward and ineffective, and how AI-powered practice tools are changing the game for sales training. They explore the importance of framework-based selling over rigid playbooks, why most companies fail at enablement, and how adaptable reps with solid fundamentals are the ones who truly succeed across different environments.
About the guest:
Chris Nashed is a sales leader and revenue strategist who's been in the trenches building and scaling teams, currently serving as VP of Revenue at Goal while also founding RevGap. With deep hands-on experience in selling, coaching, and leveraging data-driven strategies, Chris is passionate about helping sales professionals and leaders optimize their approach using technology and AI.
Where to find Chris Nashed:
https://www.linkedin.com/in/chrisnashed/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn: https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Barry dive into why traditional sales is fundamentally broken and how the industry has massively over-indexed on process while completely ignoring the art of human connection. They explore why passion and authentic storytelling beat methodologies every time, and what it takes to build unshakable belief across your entire go-to-market team.
About the guest:
Barry Sowerwine is a sales veteran with 35 years in the industry who helped 4 companies go public, most recently Tableau Software where he helped grow revenue from $10 million to over $800 million in seven years. He recently launched UnlockTheThing, pioneering a new category called "connection-centered selling" that focuses on the human side of sales—authentic connections and communication—rather than just process and methodology.
Where to find Barry Sowerwine:
https://www.linkedin.com/in/barry-sowerwine-69247a/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn: https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Greg dive into what makes a good (or bad) enablement buyer and why flexibility matters more than following rigid sales playbooks. They explore how enablement has evolved from tactical training to strategic revenue impact, and why the human element can't be replaced by AI.
About the guest:
Greg Steward is a former gymnastics coach turned sales professional who's been selling enablement solutions for over 10 years, primarily to mid-market and enterprise clients. His unique background in coaching athletes gave him an unfair advantage connecting with enablement buyers, understanding that success in both fields comes down to building incremental skills and helping people achieve amazing outcomes.
Where to find Greg Steward:
https://www.linkedin.com/in/stewardgreg/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn: https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Rosi chat about applying adult learning principles to sales enablement and why treating reps like humans instead of robots makes training actually stick. They explore how to balance data-driven approaches with the messy reality of how adults learn, and why understanding your audience matters more than perfect processes.
About the guest:
Rosi Young is a former secondary school teacher who pivoted into sales and has been crushing it in enablement for six years, working at major brands like Highspot, Gartner, and now Miro as the EMEA Enablement Lead. She brings a unique perspective to revenue enablement by applying adult learning principles from her teaching background to help sales teams retain knowledge and drive better results.
Where to find Rosi Young:
https://www.linkedin.com/in/rosiyoung/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn: https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Bill dive into the real talk about coaching sales teams and why AI tools should support—not replace—human coaches. They discuss how Bill learned from his early coaching mistakes, why practice shouldn't be about keeping score, and how AI can give coaches their time back to focus on what actually matters: developing their people.
About the guest:
Bill Doran has been crushing it in insurance sales for over 25 years and co-owns Diamond Guard Insurance Agency with his wife, where they've tripled their team size in just four years. He's a former CPA turned sales leader who's passionate about coaching and building high-performing teams through mentorship, AI tools, and a growth mindset focused on getting 1% better every day.
Where to find Bill Doran:
https://www.linkedin.com/in/diamondguardallstateagent/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Thomas dive into what it really takes to build a winning sales culture from the ground up. They explore why sales success is less about natural talent and more about mindset, behavior, and creating systems that help any rep thrive—plus why being a good teammate matters just as much as closing deals.
About the guest:
Thomas Waites has spent his career building and scaling sales teams at startups, starting as the first employee after grad school and quickly moving into sales leadership within six months. He's led multiple successful acquisitions, most recently serving as CRO at Median before launching TW Sales, where he now works as a fractional CRO and advisor helping early-stage founders and sales leaders build winning cultures that drive explosive growth.
Where to find Thomas Waites:
https://www.linkedin.com/in/thomaswaites/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Jen dive into how AI is transforming L&D and why embracing it is a game-changer for training teams. They explore practical ways to leverage AI for content creation, personalized learning, and why building an AI champion program helps drive real adoption across your organization.
About the guest:
Jen Rutsky is an L&D professional with over 15 years of experience across investment banking, law firms, and tech companies, and is currently leading learning and development at a FinTech company. She's a pioneer in AI-driven training, building AI champion programs and leveraging AI tools to create personalized learning experiences that scale across entire organizations.
Where to find Jen Rutsky:
LinkedInhttps://www.linkedin.com/in/jenniferrutsky/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Kelly dive into why culture-driven sales matters more than ever in the AI era and how authentic human connections trump vendor-first tactics. They explore why storytelling beats traditional sales methodologies, how AI will actually level the playing field and make your people your real differentiator, and why focusing on speed and efficiency alone could damage what makes your company special.
About the guest:
Kelly Breslin Wright is CEO & Founder at Culture Driven Sales. Prior she spent 12 years scaling Tableau Software from zero to $850 million in revenue as their first salesperson and eventual EVP of Sales, and later served as President and COO at Gong. Now she's teaching at business school, sitting on boards, and running Culture Driven Sales, where she helps companies put people and authentic connections at the heart of their go-to-market strategy instead of chasing speed at all costs.
Where to find Kelly Breslin Wright:
LinkedIn https://www.linkedin.com/in/kellybreslinwright/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
Join Michael and Martin in this insightful podcast episode as they explore the future of insurance agencies in 2025. Discover how AI is revolutionizing the industry, the critical role of understanding your ROI, and how AI coaching tools can rapidly identify team challenges. Learn why prioritizing real client interactions over role-playing is essential for success in this dynamic field.
About the guest:
Martin Amador has been running his own insurance agency for eight years after making the leap from corporate retail and call center management, building processes and automation that let him focus on coaching and developing his team. He's passionate about using AI and data-driven tools to maximize ROI, speed up coaching, and help his agents develop the relationship skills that keep the insurance industry thriving.
Where to find Martin Amador:
LinkedIn: https://www.linkedin.com/in/denverinsurancepros/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Gail dive into why enablement is more critical than ever despite AI hype and recent industry upheaval. They talk about how enablement teams can prove their value, why building confidence and removing obstacles is at the core of the role, and how AI can actually empower enablement professionals to be more strategic instead of replacing them.
About the guest:
Gail Behun is a passionate enablement leader who transitioned from being a sales leader for nine years to founding her own practice, driven by her belief that enablement is a force multiplier when done right. She served as president of the Revenue Enablement Society until last year, where she connected with enablement professionals across the country and now advocates for the community through coaching, LinkedIn engagement, and helping both enablers and CROs maximize their impact together.
Where to find Gail Behun:
LinkedIn: https://www.linkedin.com/in/gailbehun/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Dina break down the real stages of change management and why most transformation projects fail before they even start. They explore how to gain leadership buy-in beyond just "we need AI," why enablement needs to manage up with data instead of gut feelings, and how to create actual adoption instead of just rolling out more training that nobody uses.
About the guest:
Dina Berger is a sales enablement veteran with over 11 years of experience who made an unconventional career pivot from university professor to leading enablement teams at organizations like Amazon Web Services, where she currently focuses on change management for product launches. With deep expertise in learning development, field enablement, and driving organizational transformation, Dina specializes in helping teams navigate complex change initiatives and build scalable enablement strategies that drive adoption and results.
Where to find Dina Berger:
LinkedIn: https://www.linkedin.com/in/dinabergerkoecher/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Bryan dive into how insurance agencies can thrive in an increasingly regulated and competitive market by embracing AI and building a culture of continuous learning. They discuss why process beats price in today's landscape, how to get buy-in from skeptical high performers, and why AI tools should amplify leaders rather than replace them.
About the guest:
Bryan Dinklenburg is the Director of Operations at L&T Agency Group Inc, where he's been since 2005, with a BA in organizational leadership from Arizona State University and a passion for developing people and processes. Bryan is leading his 45-person team through the rapidly evolving insurance landscape by leveraging AI tools and creating a culture where training, development, and continuous improvement are at the core of driving results.
Where to find Bryan Dinklenburg:
LinkedIn: https://www.linkedin.com/in/bryan-d-38179518a/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Tim dive into why account management is the most underappreciated role in SaaS and how to fix it. They discuss why AMs need to be in the room from day one, how to turn around at-risk accounts, and why companies need to start investing in post-sales teams the same way they invest in new business acquisition.
About the guest:
Tim Work is a Senior Director at Actabl with 20 years of experience in sales leadership, specializing in account management and customer success across B2B organizations. He's passionate about transforming AM from a transactional role into a strategic revenue-generating function and helps companies protect their base while driving expansion in today's competitive landscape.
Where to find Tim Work:
LinkedIn: https://www.linkedin.com/in/tim-work-revenue-enablement/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Iulia dive into the identity crisis of RevOps and why it's stuck between strategic planning and endless admin work. They explore how to roll out AI tools the right way, why adoption beats features every time, and how fractional RevOps is becoming the new normal for companies doing more with less.
About the guest:
Iulia Tesfai is a seasoned RevOps professional with over 15 years of experience across SaaS companies in SaaS and supply chain, and recently transitioned to full-time fractional Head of RevOps after being laid off a year ago. She’ve founded RevTectonic, specializing in helping scale-ups untangle operational chaos while building strategic RevOps foundations that drive measurable revenue impact.
Where to find Iulia Tesfai:
LinkedIn: https://www.linkedin.com/in/iulia-tesfai-mba-84a06a1a/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Lisa dive into selling through downturns and why investing in people beats playing not to lose. They explore how to authentically rebrand yourself on LinkedIn, the power of understanding your buyers deeper than the competition, and why account managers need to be strategic ninjas who know more about customers and competitors than anyone else.
About the guest:
Lisa Honaker is a seasoned revenue leader with over 30 years of experience across Fortune 100 companies like FedEx and SaaS organizations including Highspot and Actabl, where she currently leads the account management organization. Lisa is passionate about building growth mindsets, leading through downturns, and helping revenue teams sell strategically by deeply understanding their customers and competitors.
Where to find Lisa Honaker:
LinkedIn: https://www.linkedin.com/in/lisa-honaker/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Kate dive into the realities of implementing AI in sales enablement, from building foundational knowledge before jumping into tools to managing the challenge of reps using their own AI solutions. They explore why starting with education beats rushing into adoption, how to measure real behavior change beyond just usage metrics, and why treating AI implementation like any other sales methodology requires proper change management and integration across the entire organization.
About the guest:
Kate Stringfield is a reformed seller turned enablement expert who spent nine years in sales before discovering her passion for enablement in 2019. At her last position as a Senior Manager of Enablement at Dialpad, she managed six enablers globally and focused on building strategic programs around emerging technologies like agentic AI to help sales teams change behavior and drive revenue outcomes.
Where to find Kate Stringfield:
LinkedIn: https://www.linkedin.com/in/kate-stringfield/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Shannon dive into the real talk about win-loss analysis and how to turn raw data into actionable insights that actually help sales teams close more deals. They explore why you need multiple data sources beyond CRM notes, how to build cross-functional alignment around customer feedback, and why giving sellers less content with more context beats drowning them in materials they'll never use.
About the guest:
Shannon Izquierdo is founder of the Prompt Insight Group, a consulting company focused on enablement and branding, with extensive experience at major companies like FedEx and Kinaxis where she specialized in using win-loss analysis and market insights to enhance sales content and processes. With a journalism background that evolved into a deep expertise in content strategy and sales enablement, Shannon helps organizations turn raw data into actionable insights that drive real results for their sales teams.
Where to find Shannon Izquierdo:
LinkedIn: https://www.linkedin.com/in/shannonizquierdo/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Matt dive into navigating AI transformation as a sales leader and why authentic human connections still matter most. They discuss how to stay relevant in a rapidly changing landscape, the importance of face-to-face meetings over endless AI tools, and why being genuinely curious and real with customers beats any sales trick in the book.
About the guest:
Matt Marshall is a startup sales veteran with over 20 years of experience scaling teams at companies like Embarcadero, Successfactors, Citrix, and Iterable, where he helped grow revenue from $1.5M to $75M. He's passionate about building authentic sales cultures and currently works in executive search and coaching, helping sales leaders navigate the rapidly evolving AI landscape while staying focused on human connections.
Where to find Matt Marshall:
LinkedIn: https://www.linkedin.com/in/mattlmarshall/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Rob dive into the evolving world of sales development and how AI is reshaping the game. They explore the balance between human connection and AI augmentation, why outbound is getting harder in today's noisy market, and how to build SDR teams that actually drive pipeline instead of just booking meetings.
About the guest:
Rob Lotzer is a seasoned sales development leader with extensive experience across major SaaS companies like Salesforce and various startups, currently leading North American SDR and BDR organizations at Clio, a leading Canadian legal tech company. With over 125 team members under his leadership, Rob focuses on building scalable sales development processes while exploring innovative approaches to integrate AI augmentation with human expertise in both inbound and outbound motions.
Where to find Rob Lotzer:
LinkedIn: https://www.linkedin.com/in/rob-lotzer-a4283215/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
About the episode:
In this episode, Michael and Nina dive into the realities of building enablement programs that actually drive behavior change and business impact. They explore why manager buy-in is crucial for sustainable success, how to design programs that stick beyond the initial rollout, and share a real case study of a career development program that achieved 70% promotion success through strategic champion building and peer-to-peer learning.
About the guest:
Nina LaRouche is a seasoned enablement leader with over a decade of experience who has built programs from the ground up across companies like ExactTarget (acquired by Salesforce) and Bazaarvoice, where she led a team of seven practitioners through tremendous company growth. Starting her career as an educator before transitioning into 15 years of sales, Nina combines her teaching background with deep sales experience to create impactful enablement programs that drive measurable business results and sustainable behavior change.
Where to find Nina LaRouche:
LinkedIn: https://www.linkedin.com/in/ninalarouche/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.
Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.
During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.
After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.