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Hunters and Unicorns

Hunters and Unicorns

著者： huntersandunicorns
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 Introducing ’Hunters and Unicorns’ – the podcast that shows you what it takes to be #1 in software sales. Are you hungry for the inside scoop on what it takes to lead in the dynamic world of software sales? Join us each week as we dive deep into the journeys of the trailblazers shaping the tech landscape’s future. 🔍 Dive into pivotal past experiences. 🎙️ Unveil the Playbooks of Tech Titans! 🚀 Revealing strategies of tech leaders driving growth. 🎯 Insights from thought leaders, entrepreneurs, execs. 🔥 Ignite innovation, leadership, extraordinary achievements. 🌐 1M+ global downloads – a community of tech enthusiasts. 🦄🎉 Subscribe and discover what it takes to be #1 in software sales! 👋 We are your hosts, Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, a tech recruitment agency in the UK. Visit our website to find out more: https://huntersandunicorns.comCopyright 2020 All rights reserved. 出世 就職活動 経済学
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  • Will AI Replace Sellers or Make Them Unstoppable?

    Will AI Replace Sellers or Make Them Unstoppable?
    2025/11/28

    Jason Eubanks is back to answer the question every revenue leader is asking: Will AI kill sales jobs or make great sellers unstoppable?

    He drops hard stats (91% of B2B teams missed quota, top 25 % drive 80% of revenue at 11× productivity) and explains why AI is a superpower for elite performers, a wake-up call for the bottom quartile, and a complete game-changer for SDR outreach, buyer trust, and hiring. If you lead a sales org, this 35-minute conversation is required listening. 🙌

    Thanks to Our Sponsor! Aurasell AI

    The first AI-native GTM platform: https://aurasell.ai

    🏹 Key Topics Covered

    00:00 - Intro & Jason returns

    01:38 - AI: replace or superpower?

    03:07 - Top 25% dominate revenue

    04:38 - 91% teams miss quota

    09:40 - AI’s impact on SDRs

    12:46 - Outreach volume vs buyer fatigue

    16:52 - Human trust + real-time signals

    25:14 - Hiring for the AI era

    28:25 - Will AI make sellers lazy?

    31:12 - Keeping top talent engaged

    💥 3 Biggest Lessons:

    1. AI Widens the Performance Gap Top 25 % already produce 11× more — AI will make them unstoppable while exposing under-performers.

    2. Bottom Quartile Must Adapt Fast If you don’t aggressively adopt AI tools, you’ll fall further behind as others 2–4× their productivity.

    3. Hire Character, Teach Skills Work ethic and engagement can’t be automated — get these right and AI turns good sellers into great ones.

    💬 Notable Quotes “AI will be a superpower… it will unlock new levels of productivity that allow your top sellers to become even more productive.” “91 % of all B2B sales teams didn’t hit their revenue targets.” “80 % of the revenue was generated by only 25 % of the sellers.” “I don’t buy that AI makes sellers lazy — laziness exists for other reasons.”

    🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this episode, please smash like/share and subscribe!

    🦄 Connect with Hunters & Unicorns

    Website: http://huntersandunicorns.com

    X: http://x.com/HuntersUn1corns

    Instagram: http://instagram.com/huntersandunicorns

    Blog: http://huntersandunicorns.com/blog

    #softwaresales #huntersandunicorns #playbookuniverse
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    35 分
  • Meet our NEW Sponsor!

    Meet our NEW Sponsor!
    2025/11/26
    In this episode, we talk to Jason Eubanks, CEO and Co-founder of Aurasell (our brand NEW Sponsor!), about his transition from a 20-year go-to-market operator to a builder and founder. Jason shares the exact moment he became obsessed with solving a major product problem, the complexity and low productivity caused by massive tool sprawl (over 20 products) and unintentional data silos in the go-to-market stack. He details the crucial steps of founding Aurasell: partnering with a complementary CTO, validating the huge market problem (estimating over $1 billion in services spend), and securing a significant seed round to build the world's first AI-native CRM platform focused on customer-problem-centric design. 🙌 Thanks To Our Sponsor! Aurasell AI: https://www.aurasell.ai 🏹 Key Topics Covered 01:36 - Founder Journey & Co-Founders 03:24 - From Operator to 3:15 a.m. Spark 05:00 - VC Detour & Market Gap 07:42 - Tool Sprawl & Unified AI Context 11:22 - Mapping the Problem to $30M Seed 💥 3 Biggest Lessons: The Spark of Product Obsession: Jason’s 20-year career as a CRO never led him to chase founding a company—until he woke up obsessing over a core product problem firsthand: the low productivity and operational cost caused by 20+ disconnected tools in the go-to-market stack. Tool Sprawl Handicaps AI: The reliance on 20+ legacy SaaS products unintentionally creates data silos where crucial contextual metadata lives, rather than the core CRM. When companies try to "sprinkle" AI on this brittle structure, they severely handicap the potential for high-quality automation. The Opportunity is in AI Native: To maximize productivity and solve the tool sprawl problem, the necessary solution is a single, AI-native platform built with a unified logic layer. This approach moves beyond small "AI tricks" to actionable automation that frees expensive sellers to attack the market. 💬 Notable Quotes "I don't wake up at 3 in the morning and obsess over product. And then one day I did wake up at 3:15 in the morning obsessing over a product problem." "I think it's important to make sure that your co-founding partners are complementary in skill set, like Minded and Alind on the problem." "On average, every dollar of software you spend, historically has carried with it $3 of services." "The problem... is that those sellers are being asked to interface with... the contextual awareness that allows us to use AI to automate with high quality outcomes, often that contextual awareness lives in the metadata." 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: / huntersun1corns Instagram: / huntersandunicorns Blog: http://huntersandunicorns.com/blog SEO Tags: Jason Eubanks, Aurasell, AI Native CRM, Founder Journey, CRO to CEO, Tool Sprawl, Data Silos, Sales Productivity, GTM Platform, Seed Round, Co-founder, Venture Partner #softwaresales #huntersandunicorns #playbookuniverse
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    19 分
  • Beyond the Sales Playbook: The #1 Skill for Getting Ahead in Tech with Emma Maslen

    Beyond the Sales Playbook: The #1 Skill for Getting Ahead in Tech with Emma Maslen
    2025/11/19
    In this episode of the Great Leaders UK series, we welcome Emma Maslen, author, angel investor, and founder of inspir'em. Emma draws on her successful career in large organizations like SAP and BMC to discuss the crucial difference between theoretical playbooks and their real-world, behavioral application. She stresses that the playbook is a framework to drive curiosity and risk mitigation, not a tick-box exercise. Emma also shares why networking is a constant professional necessity, detailing the common mistakes people make and how leaders can intentionally build their networks to gain knowledge and accelerate their careers. 🙌 Thanks to Our Sponsors! PGAI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 01:40 - What's inspir'em? 03:06 - It's about curiosity, not checklists 04:36 - The flaw of the "100% Med-Pic score" 06:50 - Why the playbook can't be a preach 11:09 - Leaders not present during sales training 12:05 - Verbalizing questions and intentionally 14:13 - Customizing the discovery process 16:48 - Discovery is a Two-Way Dating Process 18:05 - Career Shift from corporate MD 25:37 - The Power of Networking 30:50 - Good vs. Bad Networking 35:51 - Networking for internal success. 41:05 - The value of community 51:37 - The value of coaching 💥 3 Biggest Lessons: The Playbook is a Framework for Curiosity, Not a Checklist: When Meddic, Med-PICC, or any framework becomes a mere tick-box exercise, it becomes pointless. It should instead function as a tool to continuously drive curiosity, expose risks in your pipeline, and prompt deeper questions. Winning Requires Leadership Buy-In (Not Dictation): Sales training fails when executives and leaders see it as something "done to the sales team," often not even attending the training themselves. Successful adoption requires the playbook to be a dialogue driven by empathy and shared accountability. Networking is a Professional Must (Not Just a Job Hunt): Many people only realize they have a networking problem when they desperately need a new job or advice. Good networking is about proactive investment: focusing on who you can help, giving back to the network, and making small, specific asks to gain knowledge, not just taking. 💬 Notable Quotes "There are still a lot of organizations out there that think Meddpicc is something to be done to the sales team." "If it's become a tick box exercise, you might as well just get rid of it because it becomes pointless." "It should be a framework to drive curiosity." "People feel like networking is about finding another job rather than being better at your current job." "I once said to him, why are you mentoring me because I'm like here and you're here and he said, because you've got a whole different perspective." 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: / huntersun1corns Instagram: / huntersandunicorns Blog: http://huntersandunicorns.com/blog #softwaresales #huntersandunicorns #playbookuniverse
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    1 時間 1 分
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