Sandler's releasing a new solution, it's called the Sales Performance Ecosystem, and it enables companies to ensure the adoption of their training and make sure that the skills that they invest in convert into revenue.

We had gone kind of work with, uh, numerous B2B kind of revenue organizations.

Uh, what excites me right now is the increasing potential of, um, call it AI, right, or agents or, um, uh, technology, um, to kinda, um, maybe takes, take revenue to the next level.

And what I mean by this is everybody's using like a cloud or OpenAI or something for personal productivity, like write me an email or whatnot.

This is, this is happening all the time.

And what's happening when you sort of, uh, um, systemize it with a system, again, such as Gong, but in general the capability of a system to go back and do, call it process mining or understand what's, what's working in the organization.

So imagine you're upselling a product, and then AI goes and says, "Hey, what's working for you in the organization?" And it scans all of your conversations, emails, outcomes, whatnot.

Um, but also we're able to at least help sales leaders identify with a level of accuracy, are they trying to do the skills, and if they're trying them, how well are they doing them, which I think is really the feedback that a leader needs to, to understand, is this training working? Is, is the investment worth it, and then what are we getting from it?

It's like, what's the lowest point that you guys were at? And kind of how did you respond to turn that into kind of another, like, really strong growth trajectory, the one that you're in right now?

Yeah, it's a great question.

You know, obviously that, not obviously, but the lowest was when the technology markets were kind of going south.

Was it 22, 23? Probably 23.

And we got to a point where it was kind of like it hit us in medical rounds.

First of all, customers weren't growing as a company, right? So you bought, yeah, like in the 87 licenses, nobody was kind of hiring salespeople anymore.

And then at the time, we had a lot of concentration in tech.

Because if I'm an enablement leader and I've been told over and over I need a revenue enablement tool, and now I see Gong's kind of putting some pretty cool features into this space, he just talks through what they should think of that and how they should think of it.

Can you talk about that way of working, where that came from, and why you think that is, uh, the way to operate?

It's a very selfish thing.

It's a very personal thing.

So I, I think even beyond trust, it's just, for me, it's selfish.

I'll tell you why.

I, I just think you get more from everybody, uh, if, if you kinda let them be themselves and, and do things in the way that they believe is the right way, of course, within limits, right? They're not gonna like develop, um, I don't know what it is, software in different, in a different business.

But the story I always like to take, to tell is I was, when, when my son was in, in, in primary school, which was a while back, uh, one of the parents, um, told me...

Talk about that approach.