{"id":10916,"date":"2024-03-29T19:17:52","date_gmt":"2024-03-29T23:17:52","guid":{"rendered":"https:\/\/www.orchestratesales.com\/?p=10916"},"modified":"2024-04-16T19:18:57","modified_gmt":"2024-04-16T23:18:57","slug":"ises3-episode-11-bob-perkins-founder-aaispnow-emblaze","status":"publish","type":"post","link":"https:\/\/www.orchestratesales.com\/sales-management\/ises3-episode-11-bob-perkins-founder-aaispnow-emblaze\/","title":{"rendered":"ISEs3 Episode 11: Bob Perkins, Founder AAISP(now Emblaze)"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"10916\" class=\"elementor elementor-10916\" data-elementor-post-type=\"post\">\n\t\t\t\t<div class=\"elementor-element elementor-element-cfa5936 e-flex e-con-boxed e-con e-parent\" data-id=\"cfa5936\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-382074e elementor-widget elementor-widget-text-editor\" data-id=\"382074e\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.21.0 - 30-04-2024 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">On ISEs3 Episode 11, I am joined by my new friend<\/span> <a id=\"ember1527\" class=\"ember-view\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/in\/perkinsbob\/\" target=\"_blank\" rel=\"noopener\">Bob Perkins<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">, the Founder AAISP, the American Association of Inside Sales Professionals (now<\/span> <a class=\"app-aware-link \" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &#039;system-ui&#039;, &#039;Segoe UI&#039;, Roboto, &#039;Helvetica Neue&#039;, &#039;Fira Sans&#039;, Ubuntu, Oxygen, &#039;Oxygen Sans&#039;, Cantarell, &#039;Droid Sans&#039;, &#039;Apple Color Emoji&#039;, &#039;Segoe UI Emoji&#039;, &#039;Segoe UI Emoji&#039;, &#039;Segoe UI Symbol&#039;, &#039;Lucida Grande&#039;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/company\/emblazegrowth\/\" target=\"_self\" data-test-app-aware-link=\"\" rel=\"noopener\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\">Emblaze<\/span><\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">) in the<\/span> <a class=\"app-aware-link \" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &#039;system-ui&#039;, &#039;Segoe UI&#039;, Roboto, &#039;Helvetica Neue&#039;, &#039;Fira Sans&#039;, Ubuntu, Oxygen, &#039;Oxygen Sans&#039;, Cantarell, &#039;Droid Sans&#039;, &#039;Apple Color Emoji&#039;, &#039;Segoe UI Emoji&#039;, &#039;Segoe UI Emoji&#039;, &#039;Segoe UI Symbol&#039;, &#039;Lucida Grande&#039;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/company\/orchestrate-sales\/\" target=\"_self\" data-test-app-aware-link=\"\" rel=\"noopener\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\">Orchestrate Sales<\/span><\/a> <span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">Studios on the eve of the<\/span> <span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><a class=\"app-aware-link \" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=digitalnow&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7178707333525426180\" data-test-app-aware-link=\"\" target=\"_blank\" rel=\"noopener\"><span class=\"visually-hidden\" style=\"box-sizing: inherit; font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); margin: -1px !important; padding: 0px !important; border: 0px !important; display: block !important; clip: rect(0px, 0px, 0px, 0px) !important; height: 1px !important; overflow: hidden !important; position: absolute !important; text-wrap: nowrap !important; width: 1px !important; line-height: inherit !important;\">hashtag<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\" aria-hidden=\"true\">#<\/span>digitalnow<\/span><\/a><\/span> <span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">conference in Chicagoland next week (including a special promo code if you have not yet RSVP&#8217;d!)<\/span> <span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">We begin with his origins in telesales to Inside Sales to forming the AAISP. And from where he first crossed paths with<\/span> <span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><a class=\"app-aware-link \" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=salesenablement&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7178707333525426180\" data-test-app-aware-link=\"\" target=\"_blank\" rel=\"noopener\"><span class=\"visually-hidden\" style=\"box-sizing: inherit; font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); margin: -1px !important; padding: 0px !important; border: 0px !important; display: block !important; clip: rect(0px, 0px, 0px, 0px) !important; height: 1px !important; overflow: hidden !important; position: absolute !important; text-wrap: nowrap !important; width: 1px !important; line-height: inherit !important;\">hashtag<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\" aria-hidden=\"true\">#<\/span>SalesEnablement<\/span><\/a><\/span> <span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">in the journey to modern day where Emblaze is partnering with the<\/span> <a class=\"app-aware-link \" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &#039;system-ui&#039;, &#039;Segoe UI&#039;, Roboto, &#039;Helvetica Neue&#039;, &#039;Fira Sans&#039;, Ubuntu, Oxygen, &#039;Oxygen Sans&#039;, Cantarell, &#039;Droid Sans&#039;, &#039;Apple Color Emoji&#039;, &#039;Segoe UI Emoji&#039;, &#039;Segoe UI Emoji&#039;, &#039;Segoe UI Symbol&#039;, &#039;Lucida Grande&#039;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/company\/revenueenablementsociety\/\" target=\"_self\" data-test-app-aware-link=\"\" rel=\"noopener\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\">Revenue Enablement Society<\/span><\/a> <span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">for track next week.<\/span> <span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">Highlights from the episode include&#8230;<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">PAST:<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">\u231b\ufe0f\u00a0Bob was on the first ever Inside sales implementation of Siebel. &#8220;We used to pull out a stopwatch and time how long it would take to pull up a customer record.&#8221;<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">\u231b\ufe0f\u00a0Bob and<\/span> <a id=\"ember1528\" class=\"ember-view\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/in\/larryreeves\/\" target=\"_blank\" rel=\"noopener\">Larry Reeves<\/a> <span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">held the first AAISP conference for 50 people in Minneapolis in 2009 using a sound system borrowed from Bob&#8217;s church.<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">\u231b\ufe0f\u00a0By year two they had 200 and started getting calls from places like Japan, Afghanistan,\u00a0France begging to start a chapter in their location.<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">\u231b\ufe0f\u00a0The explosion of Inside Sales created a need to scale the training of less experienced reps. Which created demand for Sales Enablement.<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">\u231b\ufe0f\u00a0Bob reflects on how<\/span> <a id=\"ember1529\" class=\"ember-view\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/in\/jillrowley\/\" target=\"_blank\" rel=\"noopener\">Jill Rowley<\/a> <span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">&#8220;The EloQueen&#8221; ushered the social selling mix onto the sales scene.<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">\u231b\ufe0f\u00a0In Bob&#8217;s early experience the SES he talked with<\/span> <a id=\"ember1530\" class=\"ember-view\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/in\/scottsantucci\/\" target=\"_blank\" rel=\"noopener\">Scott Santucci<\/a> <span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">about the similarities and differences between the two organizations.<\/span> <span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">PRESENT<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">\ud83d\udcbc Sales is improving and growing with technology and with that growth there&#8217;s need for training. Witness colleges that now have sales programs.<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">(Can I get an AMEN,<\/span> <a id=\"ember1531\" class=\"ember-view\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/in\/howarddover\/\" target=\"_blank\" rel=\"noopener\">Dr. Howard Dover<\/a> <a id=\"ember1532\" class=\"ember-view\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/in\/drrobertpeterson\/\" target=\"_blank\" rel=\"noopener\">Robert M. Peterson, Ph.D.<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">,<\/span> <a id=\"ember1533\" class=\"ember-view\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/in\/drstefanieboyer\/\" target=\"_blank\" rel=\"noopener\">Stefanie Boyer, PhD\ud83d\udca7<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">?)<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">\ud83d\udcbc A behind the curtain look at the continuing evolution of the AAISP into Emblaze as Bob continues his transition from founder-operator to executive board member.<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">\ud83d\udcbc Great salespeople\u00a0make it about the other person. What does that mean? Empathy. Caring. Attention. Listening more than you&#8217;re speaking.\u00a0Those are the traits that\u00a0winning sales reps carry. (shoutouts to<\/span> <a id=\"ember1534\" class=\"ember-view\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/in\/saleskickoffspeaker\/\" target=\"_blank\" rel=\"noopener\">Steve Richard<\/a> <span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">and<\/span> <a id=\"ember1535\" class=\"ember-view\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/in\/copierwarrior\/\" target=\"_blank\" rel=\"noopener\">Dale Dupree<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">)<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">FUTURE<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">\ud83e\udd16 The future of sales is being Amazonized. &#8220;We all know what Amazon is. It&#8217;s everything. It&#8217;s point and click, order, return, customer service, pricing, availability, everything at your fingertips, and sales is moving in that direction.&#8221;<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">\ud83e\udd16 Leaders continue to need development.\u00a0We should not lose an emphasis on enabling sales \/ revenue *LEADERS.*<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">\ud83e\udd16 What is the future of the AAISP in it&#8217;s new incarnation as Emblaze?\u00a0Where is &#8220;inside sales&#8221; headed? &#8220;We need to treat this profession like it&#8217;s one of the most critical professions in the world.&#8221;<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">\ud83e\udd16 Is AI friend or foe? What might be possible if AI enables sales to fully tap into their unconscious competence?<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">Please click \ud83d\udc47\ud83c\udffb, subscribe \ud83d\udcf2, listen \ud83c\udfa7 &#8230;and \ud83c\udf99\ufe0f join the conversation!<\/span> <span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><a class=\"app-aware-link \" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &#039;system-ui&#039;, &#039;Segoe UI&#039;, Roboto, &#039;Helvetica Neue&#039;, &#039;Fira Sans&#039;, Ubuntu, Oxygen, &#039;Oxygen Sans&#039;, Cantarell, &#039;Droid Sans&#039;, &#039;Apple Color Emoji&#039;, &#039;Segoe UI Emoji&#039;, &#039;Segoe UI Emoji&#039;, &#039;Segoe UI Symbol&#039;, &#039;Lucida Grande&#039;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" href=\"https:\/\/lnkd.in\/gBapC6ux\" target=\"_self\" data-test-app-aware-link=\"\" rel=\"noopener\">https:\/\/lnkd.in\/gBapC6ux<\/a><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">ORCHESTRATE Sales!<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: #ffffff;\">Erich<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><a class=\"app-aware-link \" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=revenueengine&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7178707333525426180\" data-test-app-aware-link=\"\" target=\"_blank\" rel=\"noopener\"><span class=\"visually-hidden\" style=\"box-sizing: inherit; font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); margin: -1px !important; padding: 0px !important; border: 0px !important; display: block !important; clip: rect(0px, 0px, 0px, 0px) !important; height: 1px !important; overflow: hidden !important; position: absolute !important; text-wrap: nowrap !important; width: 1px !important; line-height: inherit !important;\">hashtag<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\" aria-hidden=\"true\">#<\/span>RevenueEngine<\/span><\/a><\/span> <span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><a class=\"app-aware-link \" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=digitaltransformation&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7178707333525426180\" data-test-app-aware-link=\"\" target=\"_blank\" rel=\"noopener\"><span class=\"visually-hidden\" style=\"box-sizing: inherit; font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); margin: -1px !important; padding: 0px !important; border: 0px !important; display: block !important; clip: rect(0px, 0px, 0px, 0px) !important; height: 1px !important; overflow: hidden !important; position: absolute !important; text-wrap: nowrap !important; width: 1px !important; line-height: inherit !important;\">hashtag<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\" aria-hidden=\"true\">#<\/span>DigitalTransformation<\/span><\/a><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\" \/><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><a class=\"app-aware-link \" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=revenueenablement&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7178707333525426180\" data-test-app-aware-link=\"\" target=\"_blank\" rel=\"noopener\"><span class=\"visually-hidden\" style=\"box-sizing: inherit; font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); margin: -1px !important; padding: 0px !important; border: 0px !important; display: block !important; clip: rect(0px, 0px, 0px, 0px) !important; height: 1px !important; overflow: hidden !important; position: absolute !important; text-wrap: nowrap !important; width: 1px !important; line-height: inherit !important;\">hashtag<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\" aria-hidden=\"true\">#<\/span>RevenueEnablement<\/span><\/a><\/span> <span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: #ffffff; outline: var(--artdeco-reset-base-outline-zero); color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, 'system-ui', 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\"><a class=\"app-aware-link \" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; line-height: inherit !important;\" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=orchestrator&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7178707333525426180\" data-test-app-aware-link=\"\" target=\"_blank\" rel=\"noopener\"><span class=\"visually-hidden\" style=\"box-sizing: inherit; font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); margin: -1px !important; padding: 0px !important; border: 0px !important; display: block !important; clip: rect(0px, 0px, 0px, 0px) !important; height: 1px !important; overflow: hidden !important; position: absolute !important; text-wrap: nowrap !important; width: 1px !important; line-height: inherit !important;\">hashtag<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\" aria-hidden=\"true\">#<\/span>Orchestrator<\/span><\/a><\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-e93986b e-flex e-con-boxed e-con e-parent\" data-id=\"e93986b\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-09ffcad elementor-widget elementor-widget-image\" data-id=\"09ffcad\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.21.0 - 30-04-2024 *\/\n.elementor-widget-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=\".svg\"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block}<\/style>\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"640\" height=\"640\" src=\"https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2024\/04\/ISEs3_Ep11-Bob-Perkins-1024x1024.jpg\" class=\"attachment-large size-large wp-image-10918\" alt=\"ISEs3 Episode 11: Bob Perkins, Founder AAISP(now Emblaze)\" srcset=\"https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2024\/04\/ISEs3_Ep11-Bob-Perkins-1024x1024.jpg 1024w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2024\/04\/ISEs3_Ep11-Bob-Perkins-300x300.jpg 300w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2024\/04\/ISEs3_Ep11-Bob-Perkins-150x150.jpg 150w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2024\/04\/ISEs3_Ep11-Bob-Perkins-768x768.jpg 768w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2024\/04\/ISEs3_Ep11-Bob-Perkins-1536x1536.jpg 1536w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2024\/04\/ISEs3_Ep11-Bob-Perkins-2048x2048.jpg 2048w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2024\/04\/ISEs3_Ep11-Bob-Perkins-624x624.jpg 624w\" sizes=\"(max-width: 640px) 100vw, 640px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>ISEs3 Episode 11, I am joined by my new friend Bob Perkins, the Founder AAISP, the American Association of Inside Sales Professionals (now Emblaze)<\/p>\n","protected":false},"author":96,"featured_media":10918,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[74,442,44,484,485,435],"tags":[],"_links":{"self":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/posts\/10916"}],"collection":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/users\/96"}],"replies":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/comments?post=10916"}],"version-history":[{"count":4,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/posts\/10916\/revisions"}],"predecessor-version":[{"id":10921,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/posts\/10916\/revisions\/10921"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/media\/10918"}],"wp:attachment":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/media?parent=10916"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/categories?post=10916"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/tags?post=10916"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}