『Modern Prospecting』のカバーアート

Modern Prospecting

Modern Prospecting

著者： 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 経済学
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  • From Rules to Reasoning: Jon Miller on the Future of Marketing

    From Rules to Reasoning: Jon Miller on the Future of Marketing
    2026/06/11
    Something has quietly broken in B2B pipeline generation. Not because the tools got worse. Because the assumptions underneath them were never quite right to begin with. That is the uncomfortable truth Jon Miller has been sitting with for years, and it is the reason he walked away from the category he helped build to start over.

    If you are a go-to-market leader trying to figure out why pipeline feels harder to build even as AI promises to make everything easier, this episode is the one to bookmark. Jon has been at the center of B2B marketing technology for two decades, and he is one of the most credible voices in modern prospecting today. He knows where the bodies are buried. And he is not being polite about it.

    Jon Miller co-founded Marketo in 2006, helped take it to IPO, and watched it get acquired by Adobe for nearly five billion dollars. He then founded Engagio, one of the earliest companies to operationalize account-based marketing, merged it with Demandbase, and served as CMO before leaving to start Fave, an AI-native marketing automation platform built on the premise that the old rules-based model cannot be patched. It has to be replaced.

    Key Takeaways

    The MQL model is built on a false assumption. Buying is a complex nonlinear system, and treating it like a linear gumball machine is why pipeline feels harder to generate even when teams are doing everything right.

    Generative AI is making the personalization problem worse, not better. Most teams are only personalizing content, the fourth dimension of personalization, while ignoring offer, channel, and timing.

    Signal-based marketing provided alpha six or seven years ago. Today most companies are using the same signals from the same providers, which means the edge is gone. Proprietary signals built with AI are where the real advantage lives now.

    The shift from rules to reasoning is the most profound change AI brings to marketing automation. Rules cannot handle complexity at scale. Reasoning can, and that is what finally makes one-to-one marketing achievable.

    The CMOs who are thriving today are not the best demand gen mechanics. They are the ones who represent the customer and the market to the executive team and earn their strategic seat by speaking the language of the board.

    Jon Miller said, "The really exciting part of Gen AI is not, I can create a customized email or customized content. It is that I can say, what do I know about this person, what are all the actions I could possibly take, and then let me think and reason about what is going to be the most likely to optimize my relationship with them."

    Jon Miller said, "The tactics that we used to use have gotten saturated. Email has gotten saturated, content marketing has gotten saturated. It is the tragedy of the commons. Anything that works, everybody starts doing until it no longer works."

    Timestamps

    00:00 Introduction and Jon Miller's background.
    01:12 From physics to Epiphany to the one-to-one future.
    03:37 Co-founding Marketo and competing with Eloqua.
    06:11 Founding Engagio and the rise of account-based marketing.
    07:11 Merging with Demandbase and the itch to start again.
    08:22 Why AI finally makes the one-to-one vision achievable.
    09:10 The state of account-based marketing today.
    11:13 Why pipeline feels harder to build and who is really to blame.
    15:35 The four dimensions of personalization and where AI gets it wrong.
    17:30 How top marketing leaders are using AI to generate real alpha.
    20:21 How CRMs and marketing automation platforms will evolve with AI.
    29:53 The shift from rules to reasoning and what it changes.
    35:42 How AI is reshaping marketing org structures and roles.
    39:46 What the thriving CMO looks like today and what skills matter most.
    43:57 How Jon Miller manages stress and why he blocks noon to one every day.

    Connect with Jon Miller

    LinkedIn: https://www.linkedin.com/in/jonmiller2
    Fave: https://www.fave.ai
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    46 分
  • Prospecting is a Math Problem Bound by Time

    Prospecting is a Math Problem Bound by Time
    2026/02/26
    Fuentes failed the bar exam, took a holiday job at Best Buy for the employee discount, and ended up falling in love with sales. That path — from law school to retail floors to founding a sales acceleration firm that's worked with over 700 clients — shaped how he thinks about prospecting, process, and what actually drives revenue.

    On this episode of Modern Prospecting, Andre Yee talks with Will about why the old playbook of mass emails and high-volume dials has lost its edge, and what's replacing it. Will breaks down how layering signals, applying behavioral psychology, and building structure into sales teams produces results that gut instinct alone never could. He also gets honest about AI's role in sales — where it's a force multiplier for top performers and a warning sign for everyone else.

    Along the way, Will shares the story of getting fired on his son's first day of kindergarten, calling his wife from the parking lot, and deciding he'd never work for anyone again. Within nine months, he'd sold a million dollars in services.

    This conversation covers what's working in prospecting right now, why the SDR role isn't going away but is changing fast, and how to build a career in sales when the ground keeps shifting underneath you.

    Chapters:

    00:00 – Introduction
    00:11 – From Retail to Entrepreneurial Success
    06:35 – "Consistency Drives Predictable Results"
    08:56 – Focus on Connections, Not Traffic
    12:40 – Decoding Signals Behind Layoffs
    16:35 – Optimizing Workflows with AI Agents
    20:19 – "Shifting Sales Roles with AI"
    21:20 – Sales Pipeline Requires SDR Support
    27:19 – "40/20 Rule for Growth"
    29:06 – "Persistence Through Practice and Patience"
    33:03 – Self-Reflection and Being Present
    34:44 – "Fatherhood and Sales Insights"
    35:15 – Outro

    Quotes:

    Will Fuentes:
    "Life is momentum. Stay down too long and nothing happens. Get up, stay calm, and bet on yourself."

    Andre Yee:
    "Prospecting is the hardest part of selling — that's exactly why it matters most. You're at the tip of the spear."

    Key Takeaways:

    Bet on Yourself
    Process is Power
    Prospecting in the Modern Era
    AI as a Force Multiplier
    SDRs are the Tip of the Spear
    The 40/20 Rule
    Stay Calm and Present

    Connect with Will Fuentes
    LinkedIn: https://www.linkedin.com/in/will-fuentes-drivefastersales
    Website: https://maestrogroup.co/

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

    Produced by Heartcast Media: http://www.heartcastmedia.com
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    36 分
  • Signals, Not Spam: How CMO Nick Panayi Builds Modern Pipeline

    Signals, Not Spam: How CMO Nick Panayi Builds Modern Pipeline
    2025/12/04
    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 分
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