Why AI Is Making Your Reps Sound Like Everyone Else with Matt Fermino
Sales teams have never had more research at their fingertips, and buyers still say reps don’t understand their business. The prep docs look great right up until someone asks how the customer actually makes money. Matt Fermino calls it Seller Deficit Disorder. He joins John McMahon and John Kaplan to break down how AI turns information into a crutch, how his leaders use call recordings to coach tone and likability, and why coachability matters more in hiring than where a candidate is today.
Matt Fermino is the Chief Revenue Officer at Fable Security and previously held senior sales leadership roles at Astronomer, Starburst, and Cybereason.
