Seth Marrs | 2026: The Year of Sales Effectiveness

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Seth Marrs | 2026: The Year of Sales Effectiveness

Most revenue teams have more tools, more data, and now more AI than ever before. So why does execution still break down under pressure? That is one of the core tensions behind 'The Era of Precision Growth in B2B: A GTM Motion Powered by Data', part of the 2026 Growth Imperatives created with leaders across Trilliad, Sercante, and Sandler. Because the problem is no longer access to information. The problem is turning that information into execution that actually sticks. Training happens. Enablement gets rolled out. AI gets added. But too often, sellers still fall back into old behaviors. Managers detect it late. And leaders still struggle to prove whether all this investment is improving performance or just increasing activity. That is why this conversation matters. In this episode of The Sales Strategist, I sit down with Seth Marrs, Chief Strategy Officer at Sandler, to unpack that exact shift: from efficiency to effectiveness, from one-off training to sustained execution, from enablement participation to financial proof... and way more.

Justin Shriber | AI Revenue Agents: Fixing Sales Execution

Sales teams are not short on tools: they’re short on execution that actually sticks. For years, the promise of sales tech was simple: more data, more visibility, more control. But what most teams got instead was more admin, more layers, and more noise. So the real question is no longer: "Do we have enough information?" It’s: "Why does all this information still fail to produce better execution?" In this episode of The Sales Strategist podcast, I sit down with Justin Shriber, CEO & Co-Founder at Terret, to unpack that exact problem : from manual revenue work to fragile forecasts, and from insight overload to the missing execution layer.

Andrew Kaufmann | The Exec Access Problem: Why Your First Sales Meeting Has No Leverage

Getting a meeting isn’t the hard part anymore. Getting a meaningful meeting is. Executives receive constant outreach, calendars are saturated, and too many first meetings feel exactly the same: generic discovery calls with very little real value. So the real challenge for modern sellers is simple: Why should an executive spend time with you? In this episode of The Sales Strategist, I sit down with Andrew Kaufmann, founder of Time to Give Network and a former enterprise sales leader with more than 25 years of experience. We talk about: * why executive access has become harder than ever * why many first meetings have lost leverage * what actually makes an executive want to take a meeting * and how creating a real value exchange changes the dynamic entirely If you work in sales leadership or enterprise selling, this conversation will make you rethink how you earn time with buyers.

Tal Paperin | AI didn't kill SaaS, it killed lazy sales motion

AI didn’t kill SaaS, it killed lazy sales motion. For years, software companies operated in a market where buyers tolerated short cycles, per-seat pricing, subscription-first thinking, and order-taking sales teams. That world is gone. In this episode of The Sales Strategist, I sit down with Tal Paperin to unpack why this shift is structural and what it really means for founders, CROs, and sales teams. We talk about: * what has actually changed on the buyer side * why adding more tools and AI often makes things worse * why “value” has become an empty word in sales * what a real competitive moat looks like when products can be cloned * and whether traditional sales playbooks are reaching their limit If you’re building or leading a SaaS company, this conversation will force you to rethink how you sell, not just what you sell.