If your “ABM” is just targeted demand gen, you’re leaving revenue on the table. Kristina Jaramillo breaks down a true account-based approach—a cross-functional, revenue-owned motion that prioritizes stage progression, win rates, deal size, expansion, and churn reduction. We cover building predictive ICPs (beyond revenue/headcount), crafting 1:1 content that speaks to a “party of one,” aligning sales, marketing, CS, and product, and the right metrics to prove business impact. Includes a real enterprise case study and a practical monthly operating rhythm.

Connect with Kristina Jaramillo https://www.linkedin.com/in/kristinajaramillo/
https://www.personalabm.com/

Connect with Rick Smith https://www.linkedin.com/in/rick-smith-094b29b
Connect with Conquer https://conquer.io/

In this episode of The Future of Selling, host Rick Smith sits down with Julie Hansen—actor-turned-sales pro, coach, and author of Look Me in the Eye, Act Like a Sales Pro, and Sales Presentations for Dummies. Julie breaks down the specific, learnable on-camera behaviors that increase credibility, engagement, and executive presence in Zoom/Teams meetings, sales demos, and leadership presentations.

You’ll learn why “feeling comfortable” on camera isn’t the same as making an impact, how to read “resting business face,” and simple ways to get more interaction without turning your meeting into a monologue. Julie also shares her six-stage model for virtual presence, common mistakes even tech leaders make, and a few actor tricks to keep your energy, authenticity, and connection high—especially when your audience’s cameras are off.

If you lead a sales team or want to convert more meetings to second calls, this conversation is a masterclass.

Connect with Julie Hansen https://www.linkedin.com/in/juliehansensalestraining/
https://juliehansen.live/

Connect with Rick Smith https://www.linkedin.com/in/rick-smith-094b29b
Connect with Conquer https://conquer.io/

If every rep had a digital coworker to prep calls, update CRM, and draft perfect follow-ups—what would your team do with the time back? Robert Henderson (Head of Revenue, AskElephant) breaks down AI orchestration for sales & CS, why “proactive AI” beats prompt-and-pray, and how leaders can coach in near-real-time.

What you’ll learn:

• What an AI orchestration platform actually does for sellers, CS, and leaders
• How custom agents (“digital workers”) automate prep, notes, CRM hygiene, and follow-ups
• Building a deal-intervention agent that alerts managers when a call goes sideways
• The future: proactive AI that acts before you ask
• The leadership system Robert uses: a Personal Priority Roadmap aligned to company goals
• Big mistakes teams make rolling out AI—and how to avoid siloed chaos

Key takeaways:

• AI should make humans more human: deepen connection & decision-making.
• Treat agents as digital workers you hire/train to your playbook.
• Move from reactive “prompting” to proactive AI aligned to your customer journey.
• Align leadership with a public personal roadmap to enforce focus.

Resources mentioned:

Multipliers by Liz Wiseman

Designing Your Life by Bill Burnett & Dave Evans

Connect with Robert Henderson https://www.linkedin.com/in/robert-henderson/
Connect with AskElephant: https://www.askelephant.ai/

Connect with Rick Smith https://www.linkedin.com/in/rick-smith-094b29b
Connect with Conquer https://conquer.io/

#Sales #CustomerSuccess #AIinSales #RevenueOperations #SalesLeadership #SalesAI #ProactiveAI #DigitalWorkers #AIAgents #CRMAutomation #RevOps #AskElephant