Host Richard Ellis interviews Michael Stahl, CEO and founder of Wombat Data, about why executives still struggle to get real answers from data despite modern dashboards, data lakes, and BI tools.

Stahl describes persistent issues across industries: siloed enterprise systems, closed or monetized APIs, difficult and costly integration, and the need to incorporate external datasets (e.g., CMS, demographic, geospatial) that are hard to organize and keep current. He explains the “streetlight effect,” where teams analyze only easily accessible data, and shares a healthcare example where layering drive-time and geospatial data helped explain patient no-shows.

Stahl says new AI capabilities can automate access and integration without migrations, keeping data live and enabling leaders to focus on better questions, a clear data strategy, and a few vital business signals rather than KPI proliferation.

Soundbites

• "Every executive has dashboards. Almost none have answers."
• "The parable is if somebody loses their keys, they actually look where the streetlight shines, because that's where the light is. But even if their keys may not be there, they look where they have the most ready access and visibility, even if that's not necessarily the best place to find good answers."
• "It's hard to know what you don't know."
• "You've got a very expensive Ferrari that's in the garage or just going to collect groceries, and we're not getting the highest and best use out of it."
• "Most people ready, fire, aim, and what you're asking them to do is ready, aim, fire."
• "We take the how off the table for you, and you can just focus on the why."
• "One data point may be interesting, but is oftentimes not useful. It's the collection of data points that actually helps us understand relationships."
• "What are the fewest variables that have the biggest impact and produce the clearest signal of success, health, and function in the team?"
• "KPI proliferation or dashboard proliferation actually creates more confusion than clarity."
• "If you dig and come to a point where your business, your team doesn't have the data it needs, it's probably out there, and people can help you find it, and you can access it."

Host Richard Ellis and guest Brayden Young (co-founder of Slash Experts, formerly of Sendoso) discuss why B2B buying signals look contradictory (Forrester’s view that ~90% of executives want to buy without talking to sales versus AI-native firms hiring SDRs) and what this means for sellers and leaders. They argue buyers increasingly research via reviews, backchannels, and pilots, and mainly avoid unhelpful reps. AI and avatars can compress the traditional SDR/AE/SE chain so one technical AE can do more, shifting roles toward technical SDRs and go-to-market engineers.

They predict consolidation of point tools into all-in-one platforms while CRMs persist due to security and reliability. Practical advice includes partnerships (especially with consultants/agencies), in-person events, ignoring LinkedIn noise, and staying close to customers; they close by sharing personal fitness goals.

Soundbites

• "Every day there's a new B2B AI tool that someone vibe coded or created. It's amazing how fast the space is moving."
• "They bought you and all your competition, and they're testing all of you and seeing which one sticks. And then at the end of that pilot phase, they leave you."
• "I think the line's 10 grand. If it's over 10 grand, you need a human in the loop."
• "It's not that they don't wanna talk to a rep, it's that they don't wanna talk to a bad rep." (Richard, paraphrasing the buyer shift)
• "You've talked to six people, and the deal size is 24K. That's too many. Your AE, your SDR, and your SE needs to be one person."
• "I think the traditional SDR will go away. But the more technical SDR will be a new job that folks will have."
• "If you have your own CRM that you built with AI and it goes down, it's on you. That's why I don't think it's gonna happen anytime soon."
• "Selling through consultants and agencies is the best, 'cause they are far more trusted than your sales team. They talk about you on a phone call you're not on."
• "Try to do something crazy that's athletic at least once a year. When you're healthy and post-workout, I think way clearer, and that'll only help the company grow faster."

Host Richard Ellis interviews Jack Siney, co-founder of Front Race, on why AI needs activity/interaction data instead of biased “opinion” data entered by reps, and how rigid, linear CRM workflows miss the nonlinear reality and micro-details of sales, including timing between actions. Jack warns that automating only documented steps can fail because top performers execute additional undocumented steps, and that LLMs can mis-join data and hallucinate without hard metrics. He recommends leaders: consolidate and standardize company data, map the real end-to-end process (including losses), and use a measurement layer to benchmark and evaluate changing AI tools.

Soundbites

• "All the LLMs are using the same open data set. The magic is in your data. You have the answers. If you have a couple of years of legacy data, you've had some success, you've had some failures. The magic is in that data: uncovering what works and what doesn't."
• "We've been measuring metrics for four decades that have no direct correlation to whether we hit the goal."
• "We get rid of our SDRs to automate 20 steps. But the SDRs are actually doing 32 steps. We train the agent on 20 because we don't even know the other 12 exist. Then we wonder why the pilot failed."
• "The magic's in the micro details. Everyone knows the big things: the culture, the pitch, the pricing, the demo. That's not what separates your best reps from your average ones. It's 20 little things."
• "As soon as you rely on the sales rep to put the data in, we're in trouble. Their job depends on having a good pipeline. They're biased. Garbage in, garbage out."
• "Automate the interactions and you get what really happened. It's not someone's opinion."
• "Some of the magic is the time in between the steps. Letting it breathe. I don't know a system out there that tracks the time between each call."