Modern Prospecting Podcast Por Heartcast Media arte de portada

Modern Prospecting

Modern Prospecting

De: Heartcast Media
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Andre Yee, founder and CEO of Tiga AI, delves into revolutionizing the age-old practice of prospecting. In our debut episode, Andre shares his insights into the broken nature of the old prospecting playbook and the growing need for a fresh, modern approach. With over a decade of conversations with sales and marketing leaders under his belt, Andre highlights how traditional methods, like the "spray and pray," no longer suffice in today's dynamic sales environment. Tune in as we invite seasoned sales leaders and expert practitioners to uncover what truly works in modern prospecting, discussing everything from SDR roles to the intelligent use of AI, with a promise of practical tips and engaging discussions.Copyright Heartcast Media Economía
Episodios
  • Beyond Intent Data Using Layered Signals for Sales

    Beyond Intent Data Using Layered Signals for Sales
    Sep 24 2025
    Welcome back to Modern Prospecting. In today’s episode, Andre Yee converses with Nadia Davis, Vice President of Marketing at CaliberMind and a prominent Account-Based Marketing (ABM) specialist. Drawing from their extensive professional history, Andre and Nadia explore the current landscape of ABM, explain why effective execution is essential even with advanced technology, and address the challenges of modern prospecting in a competitive market.

    Nadia shares her approach to creating impactful campaigns, influenced by her love for reading and her ability to incorporate elements from pop culture and personal experiences into initiatives like her “Hitchhiker’s Guide to Marketing Analytics.” They discuss the changes in the prospecting field over the past decade, the significance of data-driven storytelling for marketing success, and strategies for navigating the complexities of intent data and AI to drive pipeline growth.

    This episode is ideal for go-to-market leaders seeking innovative strategies and professionals interested in balancing ambition with work-life integration. Nadia’s insights provide practical advice and effective strategies to thrive in the evolving world of B2B marketing and sales.

    Chapters:

    00:00 - Introduction
    00:10 - Creative Storytelling in Marketing
    03:21 - Dynamic Spectrum of Marketing Roles
    08:06 - ABM Tools Need Effective Execution
    10:55 - ABM Challenges: Costs and AI Solutions
    12:55 - Unified View of Buyer Journey
    17:41 - Crafting Niche Marketing Channels
    21:14 - Integrated Marketing Data Insights
    23:43 - 'Black Box' Data Challenges Explained
    26:14 - Targeted Prospecting Through Buying Signals
    29:47 - AI-Powered Insights for Sales Teams
    33:41 - AI in Human Interaction Dynamics
    38:31 - AI: Boosting Productivity Over Conversions
    42:16 - Music Conservatory's Lasting Impact
    43:07 - Embracing High-Speed Productivity
    44:26 - Outro

    Quotes:

    “Anchor your story in data to empower your business and accelerate your growth. Embrace it, and unlock exponential possibilities.”- Nadia Davis

    “Go-to-market leaders succeed by identifying the right channels and signals. There’s no shortcut—mastery sets great teams apart.”- Andre Yee

    Key Takeaways:

    Creativity is Everywhere—Feed Your Inspiration
    ABM Isn’t Dead—Execution is Everything
    It’s Time to Rethink Prospecting
    Data is Your Superpower
    Intent Data: Directional, Not Deterministic
    AI: Productivity Booster, Not a Magic Bullet
    Own Your Balance—Discipline Creates Freedom

    Connect with Nadia Davis
    LinkedIn: https://www.linkedin.com/in/nadia-davis-mba/
    Website: https://calibermind.com/

    Connect with the Host Andre Yee:
    Website:http://tiga.ai/
    Más Menos
    45 m
  • How to Build a 50-Meeting Pipeline from One LinkedIn Post

    How to Build a 50-Meeting Pipeline from One LinkedIn Post
    Aug 12 2025
    In this episode of Modern Prospecting, I had the chance to sit down with Santosh Sharan, founder and CEO of http://Zeer.AI , whose journey spans leadership roles at ZoomInfo, Apollo, and RB2B. With a front-row seat to the evolution (and breakdown) of traditional go-to-market strategies, Santosh shares an insider’s take on why the old playbooks no longer work—and what needs to change.

    We get into it all: why B2B buyers are harder to reach than ever, how http://Zeer.AI is rewriting the rules with its buyer-led model, and what founders need to understand about navigating today’s noisy, AI-saturated landscape.

    Santosh doesn’t just talk theory—he shares the exact LinkedIn strategy that helped him book 50+ meetings with senior execs, and breaks down why authenticity, personalization, and building your own tribe are more critical than ever.

    If you’re a startup founder, sales pro, or just curious about the future of prospecting, this one’s packed with practical insights and hard-won wisdom.

    Chapters:

    00:00 - Introduction
    00:13 "Unique Industry Insight Expertise"
    03:20 - GTM Playbook Broken: Seeking Solutions
    07:06 - Evolving Challenges in B2B Prospecting
    12:25 - Evolving Market Trends and Parity
    15:18 - AI-Driven Solution Collaboration Platform
    19:11 - "Startup Founder Embraces Sales Mindset"
    22:31 - Navigating Rising CAC in SaaS
    24:25 - Building Buyer Loyalty Through Tribes
    28:30 - Automated Engagement for Targeted Outreach
    32:32 - Importance of High-Quality Content
    35:13 - Efficient Content Creation Strategy
    39:57 - AI's Impact on Vendor Competition
    42:18 - Evolving AI-Driven Sales Tools
    44:36 - "Solitude Experience and Future Discussion"
    47:07 - Humanity vs. Machine Performance
    48:13 - Outro

    Quotes:

    "True transformation requires daring risks and the courage to build something new."- Santosh Sharan

    "The playbook is broken, but that creates space for new ideas, honesty, and innovation. The future belongs to those willing to question everything and build what’s next."- Andre Yee

    Key Takeaways

    The Old Go-to-Market Playbook is Broken
    Custom Signals Are the Future of Prospecting
    Flipping the Funnel: Buyer-Led, Agentic GTM
    Building a Tribe Over Chasing Leads
    LinkedIn as a Prospecting Engine
    The Human Element Still Wins—But Scaled by AI
    Personal Growth Fuels Professional Success

    Connect with Santosh Sharan

    LinkedIn: https://www.linkedin.com/in/ssharan/
    Website: https://www.zeer.ai/

    Connect with the Host Andre Yee:

    Website:http://tiga.ai/
    Más Menos
    48 m
  • Why Endear’s Sales VP Ditched SDRs — And What Startups Can Learn

    Why Endear’s Sales VP Ditched SDRs — And What Startups Can Learn
    Jul 23 2025
    In this episode of Modern Prospecting, host Andre talks with Casey Drake, VP of Sales at Endear. Casey shares how he moved from being the first Account Executive at Endear to leading the sales team. Instead of following the usual SDR/AE model, Casey built a team of full-cycle AEs who manage the entire sales process.

    They discuss how the team uses signal-based prospecting and tools like Tiga to improve timing, reduce manual tasks, and focus on real conversations with prospects. Casey explains why the traditional SDR model doesn’t work for their team and how they’ve made changes to improve results.

    Topics covered include:
    • How Endear approaches outbound sales
    • What metrics they track to measure prospecting
    • How sales and customer experience work together
    • What tools help their team work better
    If you’re looking for ways to improve prospecting, update your sales process, or explore new tools, this episode will give you clear steps and ideas to try.

    Chapters:

    00:00 – Introduction
    00:13 – From First AE to Sales Leader: Casey’s Startup Journey
    05:23 – Redefining Prospecting: Moving Past Traditional Playbooks
    07:03 – Learning Sales Without Formal Training
    10:15 – Why the SDR/AE Split No Longer Works
    15:57 – The Challenge of Scaling in a Niche ICP
    19:00 – What’s Blocking Better Sales Engagement
    21:09 – How They Target Brands Opening New Stores
    25:57 – Using Signals to Spot Revenue Decision-Makers
    27:41 – What Signals Matter Most in Prospecting
    32:59 – Building Smarter, Not Noisier, Outreach
    34:16 – How to Set Up AEs for Better Results
    37:47 – Integrating Tiga: Clear Use Cases First
    40:10 – Outro

    Quotes:

    "We hand the toughest task in sales—convincing strangers they need something they've never heard of—to the least experienced people on the team. That’s the SDR trap."- Casey Drake

    "Nearly everyone says they’re using AI—but most admit they haven’t seen it actually do anything. It’s all hype until it drives real results."- Casey Drake

    Featured Guest:

    Casey Drake
    Guest LinkedIn: https://www.linkedin.com/in/caseybdrake/
    Guest Website: http://www.endearhq.com/
    Más Menos
    40 m
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