 Welcome back to the sales community executive event. I'm here with the host of the event, Randy Seidel-Randy. First of all, thanks for hosting us tonight. I mean, this is an amazing event. Tell us a little more about it. Absolutely, it's awesome. We have probably 40-odd, pretty good kind of who's who of technology executives in the Boston area. For those that I didn't invite or forgot about, I certainly apologize. We had a great, great, you know, fast response, you know, just like with you. And we're featuring Gong, so it's really a get-together of technology executives, but for the all-important kind of sales tech stack now, kind of what's going on and how's it going. Gong's are featured partners as well as some others. Well, I mean, this is like who's who, like you said. We got Sneak here, Pega, you got Chris Riley from DataRobot, ServiceNow is here, I think Peter Bell is here from, you know, Big Time VC, Dell's here, HPE's here, WECA to the guys from WECA. So you got to be careful listing out companies because then, you know, whoever you leave out then they're going to be upset, so. Well, I mean, I just, the guys that I know, like you said, there's like 40 here. I just, amazing, amazing. And then a lot of the sort of interesting companies that I don't know as much, you mentioned Gong, who, they like sort of helped us watch all of them come in, yeah, so it's kind of the sales tech stack back 10 years ago is a big deal. If you had Salesforce, you had LinkedIn, but now there's kind of thousands of all these other tools. Space is starting to consolidate, so they started off in what's called kind of revenue intelligence, so it leverages kind of AI coaching and then also now pushing over to the forecasting side and also engagement side. Do you think a company like that will disrupt sort of the big whales in CRM, for instance, because they can move faster, gen AI comes in and just changes the game? You're probably similar to old days with IBM and EMC back when we were Cub Scouts, you're at IDC, I was at EMC in the 80s, but probably similar thing how EMC came up, but I think it's really kind of finding a swim lane. IBM kind of had to say the server and some other kind of hardware landscape. EMC came on with the storage side, so I think this is similar on that kind of niche sales tech stack that Gong and others are coming and filling that niche. So how do you think, I hear a lot of talk, we're at stage two, right? You hear a lot of talk about how the BDR is dead and then, but the BDR is not dead, is it, it's just going to change. How do you think gen AI will affect just the entire sales process? Yeah, I mean, I think it definitely helps, but then the day I'm old school, but I still think you still need that human interaction, you still need, there's still something to be said for having those relationships, for understanding the value prop, you can leverage AI to kind of do the recap letters, but still when it comes back to kind of pure selling, I think it probably just turbo boost things. So maybe you had the kind of first generation of that was kind of the internet, second generation, maybe it was leveraging LinkedIn, right? So you can do in LinkedIn, you can do LinkedIn in kind of five minutes, probably what it took us five days to do. Now, I think the whole AI is maybe a next generation to that. Yeah, so it compresses the whole cycle, but enterprise sales still belly to belly, right? I am a firm, different people, different thoughts, but I'm still a firm believer and you still got to do the calls or the sales calls and the proposals and yeah, maybe you've got dialers and your productivity rates are going to be up in terms of kind of maybe how many conversations you're going to do, how many proposals you're going to do, but you still got to kind of go through what I'd call those kind of sales basics in order to get the deals done and it's not just getting the deals done, but it's kind of having them know you like you trust you. So then they're going to listen to you when you go back in order to either try and sell them more, but you're not selling them more, you're really helping them. And then God forbid if there's any glitches, you got to be there seven by 24 to help them. Yeah, and you post a lot on LinkedIn. I've seen you post, I'm old school. You've got that kind of old school. My field school butt? Yeah, my field school butt, that theme. But I think a lot of those, like you say, it'll be compressed and you'll be able to be more productive, but still, you have a lot of friends. Can't have enough friends in sales, right? So yeah, whether it's peers or customers or partners or anybody, you got to look at your ecosystem and then in the day it's, what have you done to help them, right? Are you genuine? Are you authentic? If you're working for somebody or you kind of doing the right thing and people are working for you, are you being authentic or are you being genuine? Are you coaching them? Are you giving them feedback in a good, helpful way? So your sales community, I mean, you started to win three or four years ago. I mean, it's really taken off, congratulations. And it's through your really hard work, your contacts, your connections, but also your ability to publish content just regularly. I mean, you're publishing weekly. You go on LinkedIn live. You wrote a book, which was an amazing book, just basically taking best practices from all your friends. Thank you, by the way, for letting me, you know, give you my best practices and it was so fun. You're go-to sales advisor. You can go to saleskweenie.com slash book and see it there and get it there. Oh, there you have it. All right, time for dinner, ready? All right, great, thanks. Thanks so much for having us here. I appreciate it. All right, keep it right there. More from the sales community. The exec event, we'll be right back right after this short break.