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Modern Prospecting

Modern Prospecting

By: Heartcast Media
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 Andre Yee, founder and CEO of Tiga AI, delves into revolutionizing the age-old practice of prospecting. In our debut episode, Andre shares his insights into the broken nature of the old prospecting playbook and the growing need for a fresh, modern approach. With over a decade of conversations with sales and marketing leaders under his belt, Andre highlights how traditional methods, like the "spray and pray," no longer suffice in today's dynamic sales environment. Tune in as we invite seasoned sales leaders and expert practitioners to uncover what truly works in modern prospecting, discussing everything from SDR roles to the intelligent use of AI, with a promise of practical tips and engaging discussions.Copyright Heartcast Media Economics
Episodes
  • Prospecting is a Math Problem Bound by Time

    Prospecting is a Math Problem Bound by Time
    Feb 26 2026
    Fuentes failed the bar exam, took a holiday job at Best Buy for the employee discount, and ended up falling in love with sales. That path — from law school to retail floors to founding a sales acceleration firm that's worked with over 700 clients — shaped how he thinks about prospecting, process, and what actually drives revenue.

    On this episode of Modern Prospecting, Andre Yee talks with Will about why the old playbook of mass emails and high-volume dials has lost its edge, and what's replacing it. Will breaks down how layering signals, applying behavioral psychology, and building structure into sales teams produces results that gut instinct alone never could. He also gets honest about AI's role in sales — where it's a force multiplier for top performers and a warning sign for everyone else.

    Along the way, Will shares the story of getting fired on his son's first day of kindergarten, calling his wife from the parking lot, and deciding he'd never work for anyone again. Within nine months, he'd sold a million dollars in services.

    This conversation covers what's working in prospecting right now, why the SDR role isn't going away but is changing fast, and how to build a career in sales when the ground keeps shifting underneath you.

    Chapters:

    00:00 – Introduction
    00:11 – From Retail to Entrepreneurial Success
    06:35 – "Consistency Drives Predictable Results"
    08:56 – Focus on Connections, Not Traffic
    12:40 – Decoding Signals Behind Layoffs
    16:35 – Optimizing Workflows with AI Agents
    20:19 – "Shifting Sales Roles with AI"
    21:20 – Sales Pipeline Requires SDR Support
    27:19 – "40/20 Rule for Growth"
    29:06 – "Persistence Through Practice and Patience"
    33:03 – Self-Reflection and Being Present
    34:44 – "Fatherhood and Sales Insights"
    35:15 – Outro

    Quotes:

    Will Fuentes:
    "Life is momentum. Stay down too long and nothing happens. Get up, stay calm, and bet on yourself."

    Andre Yee:
    "Prospecting is the hardest part of selling — that's exactly why it matters most. You're at the tip of the spear."

    Key Takeaways:

    Bet on Yourself
    Process is Power
    Prospecting in the Modern Era
    AI as a Force Multiplier
    SDRs are the Tip of the Spear
    The 40/20 Rule
    Stay Calm and Present

    Connect with Will Fuentes
    LinkedIn: https://www.linkedin.com/in/will-fuentes-drivefastersales
    Website: https://maestrogroup.co/

    Connect with the Host Andre Yee:
    Website: http://tiga.ai/

    Produced by Heartcast Media: http://www.heartcastmedia.com
    Show More Show Less
    36 mins
  • Signals, Not Spam: How CMO Nick Panayi Builds Modern Pipeline

    Signals, Not Spam: How CMO Nick Panayi Builds Modern Pipeline
    Dec 4 2025
    Prospecting is harder than ever—noisier channels, distracted buyers, and shrinking attention. Nick Panayi, CMO of Inovalon and an early adopter of marketing automation and ABM, shares how he navigates that reality with a simple, disciplined start: listen first, map the culture, assess talent, then design the org to fit the mission.

    Across his career at HP, Avaya, Amelia AI, and now Inovalon, Nick has seen pipeline generation shift from volume to timing. He explains why reading digital signals and offering real value—especially through short, substance-first webinars—outperforms pushy outreach. Email still matters as a delivery vehicle, LinkedIn drives influence beyond last-click, and search now demands generative optimization alongside SEO.

    AI features prominently, but not as a replacement for marketers. Nick frames it as human-plus-AI: accelerate content production without losing expertise, and scale prospecting with triggers like mergers, leadership moves, and regulatory changes—while keeping humans in the loop where it counts.

    Expect a practical playbook for your first 90–120 days in a new role, a content-led approach to pipeline, and a clear view of how mass customization and signal-driven engagement will shape go-to-market over the next five years. The throughline: the right people, the right timing, and a habit of never stopping learning.

    Chapters:

    00:00 - Introduction
    00:11 - "Modern Prospecting Podcast: Nick Panay"
    06:18 - "Talent Assessment and Adaptation"
    07:15 - "Organizational Design and Talent Matching"
    13:26 - Graceful, Thoughtful Buyer Engagement
    15:29 - "Content Leads, Channels Follow"
    18:08 - Effective Communication Channels
    23:41 - "Adapting to Regulatory Changes"
    27:18 - AI's Impact on Marketing Jobs
    29:44 - "AI-Driven Sales Prospecting Signals"
    32:29 - "Automated Outreach with AI"
    36:07 - "Proactive AI Adoption in Marketing"
    40:40 - Automated Messaging with Human Oversight
    45:10 - Leadership Advice for Growth
    45:50 - "Subscribe to Nick's AI Insights"
    46:15 - Outro

    Quotes:

    "Never stop learning. Even the most experienced among us aren’t done growing—always keep your eyes open, always be learning, and that will keep you excited for what’s next."- Nick Panayi

    "As marketers and go-to-market professionals, we should be leaning in—if your board is telling you to implement AI, you’re already behind. Play offense, not defense."- Andre Yee

    Key Takeaways:

    Start With People, Not Platforms
    Break Through the Noise With Value
    Webinars and Content Rule
    AI as an Accelerator, Not a Replacement
    Customize Prospecting at Scale
    Always Be Learning
    Leadership With Heart
    Look Ahead, Lean In

    Connect with Nick PanayiLinkedIn: https://www.linkedin.com/in/nickpanayi/
    Website: http://www.inovalon.com/

    Connect with the Host Andre Yee:
    Website:http://tiga.ai/
    Show More Show Less
    46 mins
  • Stop Chasing ROI, Start Banking Time: AI’s Real GTM Value

    Stop Chasing ROI, Start Banking Time: AI’s Real GTM Value
    Oct 21 2025
    Welcome to another episode of Modern Prospecting! Host Andre Yee engages in a compelling conversation with Craig Rosenberg, a distinguished go-to-market expert. Craig's career has traversed sales, consulting, and venture capital, making him a seasoned guide in the tech industry. As the co-founder of Topo, a renowned sales consultancy acquired by Gartner, and now a leader at Scale Venture Partners, he helps startups navigate the dynamic tech landscape.

    In this episode, Craig reflects on his unique career trajectory, sharing insights into the optimism that fuels startups and what he has learned from the venture capital world. The discussion delves into the integration of AI in sales and marketing, highlighting unexpected findings on productivity gains and examining the effects of technology on go-to-market teams. Craig also offers a glimpse into the future of sales roles and how organizations are adapting to the AI revolution, emphasizing the enduring importance of hope and human creativity.

    This episode promises valuable takeaways for founders, sales professionals, and tech enthusiasts alike, offering practical advice and a new perspective on thriving in the evolving world of prospecting.

    Chapters:

    00:00 - Introduction
    00:13 - "Sales Development Journey Reflection"
    06:12 - Hope Fuels Happiness
    10:02 - AI Adoption in SaaS Companies
    11:40 - "AI Adoption with Rev Ops"
    14:28 - "AI ROI: Functional Impact Insights"
    18:13 - "Measuring ROI Through Productivity"
    21:56 - AI's Role in Productivity Improvement
    26:12 - "AI Power in Outreach Strategies"
    28:42 - AI-Assisted Outreach with Human Touch
    33:31 - "Business Acumen and Value Building"
    37:12 - "Go-to-Market Transformation Insights"
    37:50 - "AI's Impact on Market Teams"
    41:58 - Exploring Fun and Relaxation
    44:14 - "Embrace Failure, Keep Going"
    45:14 - Outro

    Quotes:

    "Hope is a powerful force—chasing something amazing fuels unstoppable energy."- Craig Rosenberg

    "Innovation inspires hope, not just for you, but for your customers too."- Andre Yee

    Key Takeaways:

    The Power of Hope in Startups
    AI Adoption Is Real—and Rapid
    Productivity Gains Trump Immediate ROI
    The Future of Human-Centric Selling
    GTM Engineering: The Next Frontier
    Success Is About Learning, Resilience, and Action
    Above All: Share Knowledge Generously

    Connect with Craig Rosenberg
    LinkedIn: https://www.linkedin.com/in/craigrosenberg/
    Website: https://www.scalevp.com/

    Connect with the Host Andre Yee:
    Website: http://tiga.ai/
    Show More Show Less
    45 mins
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