Sales teams are buried under more tools than they can actually use. Jill Guardia calls it the 100 tool trap, and she predicts AI is about to shrink the stack instead of expanding it. Jill, SVP of Operations and Chief of Staff at Thought Industries, talks with Ashley Blount and breaks down her three-level framework for winning executive buy-in before building any training program. She also makes the case for slowing discovery down instead of rushing the sales cycle, and digs into why curiosity has disappeared from so many sales conversations, made worse by reps leaning on AI to generate their questions for them.
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