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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 Economie
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    Épisodes
    • Signals, Not Spam: How CMO Nick Panayi Builds Modern Pipeline

      Signals, Not Spam: How CMO Nick Panayi Builds Modern Pipeline
      Dec 4 2025
      Prospecting is harder than ever—noisier channels, distracted buyers, and shrinking attention. Nick Panayi, CMO of Inovalon and an early adopter of marketing automation and ABM, shares how he navigates that reality with a simple, disciplined start: listen first, map the culture, assess talent, then design the org to fit the mission.

      Across his career at HP, Avaya, Amelia AI, and now Inovalon, Nick has seen pipeline generation shift from volume to timing. He explains why reading digital signals and offering real value—especially through short, substance-first webinars—outperforms pushy outreach. Email still matters as a delivery vehicle, LinkedIn drives influence beyond last-click, and search now demands generative optimization alongside SEO.

      AI features prominently, but not as a replacement for marketers. Nick frames it as human-plus-AI: accelerate content production without losing expertise, and scale prospecting with triggers like mergers, leadership moves, and regulatory changes—while keeping humans in the loop where it counts.

      Expect a practical playbook for your first 90–120 days in a new role, a content-led approach to pipeline, and a clear view of how mass customization and signal-driven engagement will shape go-to-market over the next five years. The throughline: the right people, the right timing, and a habit of never stopping learning.

      Chapters:

      00:00 - Introduction
      00:11 - "Modern Prospecting Podcast: Nick Panay"
      06:18 - "Talent Assessment and Adaptation"
      07:15 - "Organizational Design and Talent Matching"
      13:26 - Graceful, Thoughtful Buyer Engagement
      15:29 - "Content Leads, Channels Follow"
      18:08 - Effective Communication Channels
      23:41 - "Adapting to Regulatory Changes"
      27:18 - AI's Impact on Marketing Jobs
      29:44 - "AI-Driven Sales Prospecting Signals"
      32:29 - "Automated Outreach with AI"
      36:07 - "Proactive AI Adoption in Marketing"
      40:40 - Automated Messaging with Human Oversight
      45:10 - Leadership Advice for Growth
      45:50 - "Subscribe to Nick's AI Insights"
      46:15 - Outro

      Quotes:

      "Never stop learning. Even the most experienced among us aren’t done growing—always keep your eyes open, always be learning, and that will keep you excited for what’s next."- Nick Panayi

      "As marketers and go-to-market professionals, we should be leaning in—if your board is telling you to implement AI, you’re already behind. Play offense, not defense."- Andre Yee

      Key Takeaways:

      Start With People, Not Platforms
      Break Through the Noise With Value
      Webinars and Content Rule
      AI as an Accelerator, Not a Replacement
      Customize Prospecting at Scale
      Always Be Learning
      Leadership With Heart
      Look Ahead, Lean In

      Connect with Nick PanayiLinkedIn: https://www.linkedin.com/in/nickpanayi/
      Website: http://www.inovalon.com/

      Connect with the Host Andre Yee:
      Website:http://tiga.ai/
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      46 min
    • Stop Chasing ROI, Start Banking Time: AI’s Real GTM Value

      Stop Chasing ROI, Start Banking Time: AI’s Real GTM Value
      Oct 21 2025
      Welcome to another episode of Modern Prospecting! Host Andre Yee engages in a compelling conversation with Craig Rosenberg, a distinguished go-to-market expert. Craig's career has traversed sales, consulting, and venture capital, making him a seasoned guide in the tech industry. As the co-founder of Topo, a renowned sales consultancy acquired by Gartner, and now a leader at Scale Venture Partners, he helps startups navigate the dynamic tech landscape.

      In this episode, Craig reflects on his unique career trajectory, sharing insights into the optimism that fuels startups and what he has learned from the venture capital world. The discussion delves into the integration of AI in sales and marketing, highlighting unexpected findings on productivity gains and examining the effects of technology on go-to-market teams. Craig also offers a glimpse into the future of sales roles and how organizations are adapting to the AI revolution, emphasizing the enduring importance of hope and human creativity.

      This episode promises valuable takeaways for founders, sales professionals, and tech enthusiasts alike, offering practical advice and a new perspective on thriving in the evolving world of prospecting.

      Chapters:

      00:00 - Introduction
      00:13 - "Sales Development Journey Reflection"
      06:12 - Hope Fuels Happiness
      10:02 - AI Adoption in SaaS Companies
      11:40 - "AI Adoption with Rev Ops"
      14:28 - "AI ROI: Functional Impact Insights"
      18:13 - "Measuring ROI Through Productivity"
      21:56 - AI's Role in Productivity Improvement
      26:12 - "AI Power in Outreach Strategies"
      28:42 - AI-Assisted Outreach with Human Touch
      33:31 - "Business Acumen and Value Building"
      37:12 - "Go-to-Market Transformation Insights"
      37:50 - "AI's Impact on Market Teams"
      41:58 - Exploring Fun and Relaxation
      44:14 - "Embrace Failure, Keep Going"
      45:14 - Outro

      Quotes:

      "Hope is a powerful force—chasing something amazing fuels unstoppable energy."- Craig Rosenberg

      "Innovation inspires hope, not just for you, but for your customers too."- Andre Yee

      Key Takeaways:

      The Power of Hope in Startups
      AI Adoption Is Real—and Rapid
      Productivity Gains Trump Immediate ROI
      The Future of Human-Centric Selling
      GTM Engineering: The Next Frontier
      Success Is About Learning, Resilience, and Action
      Above All: Share Knowledge Generously

      Connect with Craig Rosenberg
      LinkedIn: https://www.linkedin.com/in/craigrosenberg/
      Website: https://www.scalevp.com/

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