We’ve got something special lined up—a real-world look at what makes a discovery call successful. Joining us is Craig Witmer, CTO of Kern Medical, who steps in to simulate a live discovery meeting and share the do’s and don’ts every Account Executive should know.

To make it even more engaging, Miles Lowry, Senior Cybersecurity Consultant and long-time colleague of Anthony, plays the role of the Account Executive in this role-play.

Craig even shares one of his worst sales call experiences—a true horror story you’ll want to hear. After the role-play, we break it all down and get candid insights straight from the decision-makers Account Executives are trying to win over.

This episode is packed with practical tips, real-world perspective, and stories you won’t forget. Let’s dive in!

When challenges arise, it’s those relationships that make the difference. You want a crew that not only knows their role but is ready to grab an extra oar when the waters get rough. Leadership often coins the phrase “never lose alone,” but Ryan and Anthony explore how that idea was put into practice—and how it led to real success.

We dive into what it means to approach enterprise sales from both the first-line and second-line leadership perspectives. This conversation is all about helping sellers better understand how to position themselves within their sales organizations while staying true to the fundamentals that drive long-term success.

Jason shares what he considers “good” in modern sales, how he guides sellers through today’s complex selling landscape, and his philosophy on balancing the needs of the business with the growth of the individual.

It’s insightful, practical, and packed with wisdom from someone who’s been in the trenches. Come on in!

So grab a cup and listen in!

Beyond his day-to-day responsibilities, Prem is deeply committed to mentoring new sellers at Palo Alto, helping them navigate the complex world of IT sales and avoid common pitfalls along the way.

Our conversation today centers around a powerful idea: friction in sales isn’t something to fear—it’s something to embrace. Friction signals the start of a real opportunity. When sellers lean into it rather than shy away, they build trust, unlock larger deals, and forge long-term customer relationships.