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/
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    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/
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    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/
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    40 m
  • Joy of Missing Out: Matt Heinz on Work-Life Balance and Winning in B2B Sales

    Joy of Missing Out: Matt Heinz on Work-Life Balance and Winning in B2B Sales
    Jun 12 2025
    In the latest episode of Modern Prospecting, host Andre Yee engages with Matt Heinz, founder and president of Heinz Marketing and host of the Sales Pipeline Radio podcast. Matt's career transitioned from journalism to leading B2B marketing, offering valuable insights from starting his own firm amidst economic uncertainty and the role of unexpected opportunities in his professional journey.

    The conversation explores the shifting landscape of pipeline building and prospecting, highlighting the significance of consistency, genuine value provision, and fostering enduring relationships over short-term gains. They address the challenges of cutting through the B2B sales noise, the growing complexity of buying processes, and the impact of AI on go-to-market strategies.

    Additionally, Matt discusses work-life balance for revenue leaders, elaborating on the concept of the “joy of missing out” and the deliberate choices that enable him to excel both professionally and personally.

    For those seeking practical insights on modern prospecting, effective sales strategies, and the evolving future of B2B marketing, this episode offers a wealth of knowledge.

    Chapters:

    00:00 - Introduction
    00:13 - Navigating Innovation and Life
    04:52 - Heinz Marketing's Expertise Sharing
    10:07 - "Sustained Success Through Value Creation"
    13:45 - "Challenges in Immediate Sales Conversion"
    16:45 - "Engaging Outreach Strategy"
    18:20 - "Lizard Brain Connection"
    23:35 - Automate SDRs with AI Tools
    25:21 - "Human-Centric Selling with AI"
    28:32 - AI Accelerates Data Discovery
    31:53 - Embrace AI for Daily Tasks
    34:24 - Travelocity CEO on AI Hiring
    39:53 - Choosing Wisely: Embrace the "No"
    40:32 - Intentional Living Through Selective Choices
    43:45 - Prioritize Health Over Convenience
    44:35 - Outro

    Quotes:

    "Life is written in pencil. Embrace new ideas—you never know where they'll lead you."- Matt Heinz

    "Relationships matter. Consistent, genuine connections create lasting impact beyond the metrics."- Andre Yee

    Key Takeaways:

    Embrace the Unexpected Journey
    Consistency & Value Trump All in Prospecting
    Relationships Still Rule in a Noisy World
    Outbound Isn’t Dead—But It Has Evolved
    AI Is a Powerful Ally—But Not a Replacement for Humans
    The Joy of Missing Out: Choose What Matters Most
    The Fundamentals Remain: Target, Multithread, Motivate
    Lead the Change—Don’t Wait for Perfect
    Invest in Your Health and Happiness

    Connect with Matt Heinz
    LinkedIn: https://www.linkedin.com/in/mattheinz/
    Website: www.heinzmarketing.com

    Connect with the Host Andre Yee:
    Website:http://tiga.ai/

    Produced by:http://heartcastmedia.com
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    44 m
  • Insights for High Performance Prospecting from Sales Development Expert, Steve Richard

    Insights for High Performance Prospecting from Sales Development Expert, Steve Richard
    May 13 2025
    In an era where countless sales messages flood inboxes daily, effective prospecting has never been more challenging. Welcome to Modern Prospecting! In this episode, host Andre Yee speaks with Steve Richard, the SVP of Revenue and Enablement at Mediafly. With over two decades of experience in sales development, Steve has built a reputation as a speaker and trainer in the industry. Together, they explore the transformation of the sales development representative (SDR) role, addressing the challenges that make it less appealing and how it has evolved over time. They examine the current state of sales prospecting, the tools and technologies that have reshaped the landscape, and the traits that define successful SDRs. Steve provides actionable tips for effective prospecting in a world saturated with spam and discusses the impact of AI on the future of sales development. Gain valuable insights and strategies for modern prospecting to enhance your sales performance.

    Steve Richard is SVP of Enablement at Mediafly following their acquisition of ExecVision, the company he founded. Steve also founded and exited Vorsight. His mission is to help as many sales teams as possible achieve success. He has been featured in publications including The Harvard Business Review, The Washington Business Journal, and The Washington Post. Outside of work, Steve enjoys scuba diving, skiing, running, and watching football. He lives in Arlington, VA with his wife Ellen and their four children, aged 9, 11, 13, and 15.

    Chapters:

    00:00 - Introduction
    00:19 - Rethinking the SDR Role
    04:43 - Evolving Skills for Modern Sales
    07:28 - Clever Prospecting Success Techniques
    10:22 - Know Your Audience's Platforms
    14:04 - Effective Experimentation and "Tub" Emails
    19:31 - Interview Traits: Curiosity, Drive, Systems Thinking
    21:45 - Challenges in Evaluating Writing and Communication Skills
    24:47 - AI and Broad Channel Testing
    26:44 - Creative Demand-Generation Activities
    30:50 - AI's Role in Modern Sales Strategies
    33:50 - AI Tool for Sales Teams
    35:58 - Outro

    Quotes:

    "Effective prospecting is about delivering valuable messages that resonate with prospects."- Steve Richard

    "Mastering prospecting requires dedication and thoughtful experimentation."- Andre Yee

    Key Takeaways:

    Evolving Role of the SDR
    Experimentation is Key
    Embracing AI Tools
    Personalization at Scale
    Characteristics of a Great SDR
    Creative Offers as Bait

    Connect with Steve Richard
    LinkedIn: https://www.linkedin.com/in/srichard1/
    Website: https://www.linkedin.com/company/mediafly/

    Connect with the Host Andre Yee:
    Website: http://tiga.ai/
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    36 m
  • Modern Prospecting Strategies: Transforming Sales with Melissa Madian

    Modern Prospecting Strategies: Transforming Sales with Melissa Madian
    Apr 17 2025
    Welcome to Modern Prospecting! Join our host, Andre Yee, as he engages in an insightful conversation with Melissa Madian, the original guru of revenue enablement. Melissa shares her remarkable journey from leading sales engineering at Eloqua to becoming a renowned consultant dedicated to optimizing revenue engines for businesses. Together, they explore the evolving landscape of prospecting, the transformative potential of AI, and the crucial role of storytelling in sales.

    In This Episode, You'll Discover:
    • The Flaws of Traditional Prospecting: Andre and Melissa discuss why the old "spray and pray" methods are no longer effective in today's dynamic sales environment.
    • Refined Targeting vs. Mass Outreach: Learn how precise targeting outperforms broad outreach strategies.
    • Storytelling in Sales: Understand how to incorporate storytelling to enhance your prospecting efforts.
    • Effective Subject Lines: Tips on crafting genuine and engaging subject lines without resorting to gimmicks.
    • Buyer-Centric Strategies: Developing storytelling techniques that focus on the buyer's needs and challenges.
    • The Future of SDR Teams: Rethinking the necessity and structure of Sales Development Representative teams in modern sales.
    • Optimizing SDR Roles: Strategies for placing SDRs effectively within your sales framework.
    • Communication Channels: Evaluating the importance of different communication channels in prospecting.
    • Multi-Channel Prospecting Challenges: Overcoming the hurdles of implementing a multi-channel approach.
    Timestamps:
    • 00:00 - Introduction to Revenue Enablement
    • 04:55 - Concerns with Outdated Prospecting Playbooks
    • 07:07 - Benefits of Refined Targeting Over Mass Outreach
    • 12:03 - Integrating Storytelling into Prospecting
    • 16:13 - Avoiding Gimmicky Subject Lines
    • 17:28 - Developing a Buyer-Centric Storytelling Strategy
    • 20:28 - Reevaluating the Need for SDR Teams
    • 23:58 - The Future of Sales: Upskilled SDRs
    • 29:14 - Optimizing SDR Role Placement
    • 31:23 - The Importance of Communication Channels
    • 33:37 - Challenges in Multi-Channel Prospecting
    About Our Guest:

    Melissa Madian is the Founder and Chief Fabulous Officer at TMM Enablement Services Inc. She pioneered the “sales enablement” role and has dedicated the past 25 years to enhancing the sales experience for revenue-generating teams. Melissa has successfully produced numerous Sales Kick Offs, built world-class sales onboarding and enablement programs, and created training academies for top SaaS companies. She is the author of the ultimate guide to revenue enablement, “Enabler? I Hardly Know Her! How to Make the Sales Experience Not Suck.”

    Connect with Melissa Madian:
    • LinkedIn
    • TMM Enablement Services Inc.
    Tune in to gain valuable insights and practical tips that will help you elevate your prospecting strategies in 2025 and beyond. Whether you're an SDR, AE, or simply interested in the future of sales, this episode is packed with expertise to enhance your approach.
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    35 m
  • Pilot Episode

    Pilot Episode
    Mar 26 2025
    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.
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    3 m