What happens when AI-driven workflows, tariff pressures, and shifting B2B buyer expectations collide?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton explore the trends redefining distribution: from AI co-pilots for sales and customer intelligence platforms to Fed rate cuts, tariff extensions, and the rise of Millennial and Gen Z buyers. You’ll learn why reframing CRM as a Customer Enablement Tool is critical, and how distributors can prepare for agentic AI, semantic clarity in marketing, and seismic shifts in buying behavior
.

What You’ll Learn:

• Why LeadSmart Channel Cloud™ represents the next evolution of CRM for distributors
• How to prepare for agentic AI workflows by aligning data and processes
• The economic outlook from Jackson Hole: what interest rate cuts could mean for growth
• Why tariff extensions create a window to future-proof supply chains
• The new rules of B2B buying, 8.2 stakeholders, rep-free preferences, and the dominance of social proof

Episode Highlights:

04:10 – How LeadSmart Channel Cloud™ reframes CRM as a Customer Enablement Tool
13:45 – Breaking down Powell’s Jackson Hole speech and the debate over a 3% inflation target
24:05 – Tariffs hit the highest level since 1934—and what it means for supply chain resilience
33:28 – Why B2B lags behind B2C in adopting agentic AI workflows
44:12 – Build vs. buy: navigating low-code tools versus industry-specific platforms
55:40 – AI in the workplace: why 40% of employees admit to using banned tools
01:04:55 – How Millennials and Gen Z are reshaping B2B buying groups
01:20:25 – Closing reflections on resilience, innovation, and AI policy in distribution

Tools, Frameworks, or Strategies Mentioned

• LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platform
• AI Co-Pilot for Sales – positioning AI as a digital sales assistant
• Hidden Revenue Detection – surfacing opportunities in ERP and eCommerce data
• Future-Proofing Distribution – strategies for mitigating supply chain risk
• Agentic AI Workflows – autonomous decision-making models for B2B processes

Closing Insight

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Is your CRM really driving revenue growth, or just storing notes no one reads?

In this episode of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton pull back the curtain on how AI-enabled customer intelligence platforms like LeadSmart Channel Cloud™ are transforming sales enablement, workflow automation, and decision-making in distribution.

You’ll hear fresh economic insights, a candid look at tariff strategy, and why agentic AI workflows could be the future of competitive advantage in B2B.

What You’ll Learn:

• Why redefining “CRM” as a Customer Enablement Tool changes adoption rates and sales results
• How to prepare your organization for agentic AI workflows by codifying your processes
• The economic signals driving the Fed’s next move and what that means for distributors
• How tariff extensions create hidden opportunities for future-proofing distribution supply chains
• Why AI policies are as important as HR policies in protecting your business

Episode Highlights:

• 04:15 – Why Kevin thinks it’s time to rebrand CRM for the modern salesforce
• 13:35 – Breaking down the PPI spike and its tariff-driven impact on inflation
• 22:48 – The overlooked advantage of the U.S.–China tariff extension for supply chain planning
• 33:12 – Agentic AI workflows: what they are and how B2B can catch up to B2C
• 44:50 – Build vs. buy: deciding between low-code prototypes and industry-specific platforms
• 55:19 – The silent AI adoption wave—why 40% of employees use banned tools at work
• 01:04:38 – Balancing innovation with risk in AI implementation
• 01:21:05 – Closing reflections and calls-to-action for distributors

Tools, Frameworks, or Strategies Mentioned:

• LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platform for distributors
• Hidden Revenue Detection – uncovering untapped sales opportunities in ERP and eCommerce data
• Customer Enablement Tool (CET) – reframing CRM as a proactive sales asset
• Agentic AI Workflows – autonomous, decision-making processes powered by AI
• Future-Proofing Distribution – strategies for mitigating supply chain and economic risks

Closing Insight:

“Data and workflows are the key readiness factors for adopting AI, you can’t automate what you haven’t defined.” – Tom Burton

Leave a Review: Help us grow by sharing your thoughts on the show.

Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Join the conversation each week on LinkedIn Live.

Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.

You can also hear the podcast and other excellent content on our YouTube Channel.

Follow us on Facebook, Twitter, Instagram, or TikTok.

When the U.S. jobs report is off by tens of thousands, what does that mean for leaders in wholesale distribution?

In this episode, Kevin Brown and Tom Burton break down the latest economic numbers—and why massive revisions to jobs data should concern every distributor, manufacturer, and revenue leader. Beyond the headlines, they explore how faulty metrics distort strategy, trigger bad decisions, and create pressure across supply chains and sales teams.

But it’s not just about problems. The hosts highlight how LeadSmart Channel Cloud™, AI-enabled CRM tools, and smart data integration can help revenue teams regain clarity, turning siloed information into real-time intelligence.

Whether you're navigating inflation, digital transformation, or demand forecasting, this episode explains how to lead with insight when the facts are fuzzy.

What’s the Real Risk When the Data Is Wrong?

Whether it’s a 70,000-job gap or a delayed Fed signal, inaccurate economic metrics can lead to:

• Over-correcting on hiring and budgeting
• Missed sales targets due to false confidence
• Burnout and misalignment in leadership teams
• Pressure across CRM, ERP, and marketing systems that aren’t integrated

Episode Highlights

• 04:02 – The July jobs report: What the government got wrong
• 11:15 – Why flawed data creates flawed decisions in distribution
• 21:30 – Paladin and the danger of disconnected insights
• 33:10 – How AI for Bob makes frontline sales smarter
• 48:42 – CRM and ERP integration as an antidote to chaos
• 59:55 – The rise of distributor newsletters as executive intelligence tools
• 01:08:17 – When to trust your data—and when to override it
• 01:18:50 – Final take: Use AI to see clearly when the markets can’t

Meet the Hosts

Kevin Brown and Tom Burton are co-founders of LeadSmart Technologies, a company building intelligent CRM platforms for manufacturers, distributors, and sales agents. With decades of experience, they help B2B teams align systems, strategy, and leadership insight.

Tools, Frameworks, or Strategies Mentioned

• LeadSmart Channel Cloud™ – A CRM and customer intelligence platform for distribution
• AI for Bob – A metaphor for practical AI co-pilots in B2B sales
• Silo Elimination – Connecting CRM, ERP, and marketing for real-time clarity
• Newsletter as Dashboard – Treating curated content as operational strategy fuel

Closing Insight

“If the signal’s broken, build your own dashboard—and make sure your team knows how to read it.”

Stay ahead of the next surprise. Subscribe, sync your data, and lead with clarity.

Leave a Review: Help us grow by sharing your thoughts on the show.

Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Join the conversation each week on LinkedIn Live.

Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.

You can also hear the podcast and other excellent content on our YouTube Channel.

Follow us on Facebook, Twitter, Instagram, or TikTok.