Modern Prospecting

About Modern Prospecting

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.

Publisher

Heartcast Media

Category

business

Language

en

Explicit

No

First episode

26 Mar 2025

Latest episode

11 Jun 2026

Latest episodes

11 episodes in the feed.

1. 

   11 Jun 2026

   From Rules to Reasoning: Jon Miller on the Future of Marketing

   Something has quietly broken in B2B pipeline generation. Not because the tools got worse. Because the assumptions underneath them were never quite right to begin with. That is the uncomfortable truth Jon Miller has been sitting with for years, and it is the reason he walked away from the category he helped build to start over. If you are a go-to-market leader trying to figure out why pipeline feels harder to build even as AI promises to make everything easier, this episode is the one to bookmark. Jon has been at the center of B2B marketing technology for two decades, and he is one of the most credible voices in modern prospecting today. He knows where the bodies are buried. And he is not being polite about it. Jon Miller co-founded Marketo in 2006, helped take it to IPO, and watched it get acquired by Adobe for nearly five billion dollars. He then founded Engagio, one of the earliest companies to operationalize account-based marketing, merged it with Demandbase, and served as CMO before leaving to start Fave, an AI-native marketing automation platform built on the premise that the old rules-based model cannot be patched. It has to be replaced. Key Takeaways The MQL model is built on a false assumption. Buying is a complex nonlinear system, and treating it like a linear gumball machine is why pipeline feels harder to generate even when teams are doing everything right. Generative AI is making the personalization problem worse, not better. Most teams are only personalizing content, the fourth dimension of personalization, while ignoring offer, channel, and timing. Signal-based marketing provided alpha six or seven years ago. Today most companies are using the same signals from the same providers, which means the edge is gone. Proprietary signals built with AI are where the real advantage lives now. The shift from rules to reasoning is the most profound change AI brings to marketing automation. Rules cannot handle complexity at scale. Reasoning can, and that is what finally makes one-to-one marketing achievable. The CMOs who are thriving today are not the best demand gen mechanics. They are the ones who represent the customer and the market to the executive team and earn their strategic seat by speaking the language of the board. Jon Miller said, "The really exciting part of Gen AI is not, I can create a customized email or customized content. It is that I can say, what do I know about this person, what are all the actions I could possibly take, and then let me think and reason about what is going to be the most likely to optimize my relationship with them." Jon Miller said, "The tactics that we used to use have gotten saturated. Email has gotten saturated, content marketing has gotten saturated. It is the tragedy of the commons. Anything that works, everybody starts doing until it no longer works." Timestamps 00:00 Introduction and Jon Miller's background. 01:12 From physics to Epiphany to the one-to-one future. 03:37 Co-founding Marketo and competing with Eloqua. 06:11 Founding Engagio and the rise of account-based marketing. 07:11 Merging with Demandbase and the itch to start again. 08:22 Why AI finally makes the one-to-one vision achievable. 09:10 The state of account-based marketing today. 11:13 Why pipeline feels harder to build and who is really to blame. 15:35 The four dimensions of personalization and where AI gets it wrong. 17:30 How top marketing leaders are using AI to generate real alpha. 20:21 How CRMs and marketing automation platforms will evolve with AI. 29:53 The shift from rules to reasoning and what...

2. 

   26 Feb 2026

   Prospecting is a Math Problem Bound by Time

   Sales expert Will Fuentes discusses with host Andre Yee how layering signals and applying behavioral psychology to sales processes drives revenue, highlighting AI's role as a force multiplier in this interview.

3. 

   4 Dec 2025

   Signals, Not Spam: How CMO Nick Panayi Builds Modern Pipeline

   CMO Nick Panayi discusses how modern pipeline building requires listening to digital signals and offering value through content, especially webinars, in this interview with Andre Yee.

4. 

   21 Oct 2025

   Stop Chasing ROI, Start Banking Time: AI’s Real GTM Value

   Go-to-market expert Craig Rosenberg discusses AI's impact on sales and marketing with host Andre Yee, revealing productivity gains and the enduring importance of human creativity in an interview.

5. 

   24 Sept 2025

   Beyond Intent Data Using Layered Signals for Sales

   Nadia Davis, Vice President of Marketing at CaliberMind, discusses account-based marketing with Andre Yee, exploring effective execution, data-driven storytelling, and strategies for navigating intent data to drive pipeline growth in this interview.

6. 

   12 Aug 2025

   How to Build a 50-Meeting Pipeline from One LinkedIn Post

   Host Andre Yee interviews Santosh Sharan, founder and CEO of Zeer.AI, about building a 50-meeting pipeline using a LinkedIn strategy and a buyer-led approach.

7. 

   23 Jul 2025

   Why Endear’s Sales VP Ditched SDRs — And What Startups Can Learn

   Casey Drake, VP of Sales at Endear, discusses with host Andre the company's move away from the SDR model to full-cycle AEs, focusing on signal-based prospecting and tools to improve sales processes in this interview.

8. 

   12 Jun 2025

   Joy of Missing Out: Matt Heinz on Work-Life Balance and Winning in B2B Sales

   Matt Heinz discusses work-life balance and provides insights on building strong relationships and adapting to the evolving landscape of B2B sales with host Andre Yee in this interview.

9. 

   13 May 2025

   Insights for High Performance Prospecting from Sales Development Expert, Steve Richard

   In an era where countless sales messages flood inboxes daily, effective prospecting has never been more challenging. Welcome to Modern Prospecting! In this episode, host Andre Yee speaks with Steve Richard, the SVP of Revenue and Enablement at Mediafly. With over two decades of experience in sales development, Steve has built a reputation as a speaker and trainer in the industry. Together, they explore the transformation of the sales development representative (SDR) role, addressing the challenges that make it less appealing and how it has evolved over time. They examine the current state of sales prospecting, the tools and technologies that have reshaped the landscape, and the traits that define successful SDRs. Steve provides actionable tips for effective prospecting in a world saturated with spam and discusses the impact of AI on the future of sales development. Gain valuable insights and strategies for modern prospecting to enhance your sales performance. Steve Richard is SVP of Enablement at Mediafly following their acquisition of ExecVision, the company he founded. Steve also founded and exited Vorsight. His mission is to help as many sales teams as possible achieve success. He has been featured in publications including The Harvard Business Review, The Washington Business Journal, and The Washington Post. Outside of work, Steve enjoys scuba diving, skiing, running, and watching football. He lives in Arlington, VA with his wife Ellen and their four children, aged 9, 11, 13, and 15. Chapters: 00:00 - Introduction 00:19 - Rethinking the SDR Role 04:43 - Evolving Skills for Modern Sales 07:28 - Clever Prospecting Success Techniques 10:22 - Know Your Audience's Platforms 14:04 - Effective Experimentation and "Tub" Emails 19:31 - Interview Traits: Curiosity, Drive, Systems Thinking 21:45 - Challenges in Evaluating Writing and Communication Skills 24:47 - AI and Broad Channel Testing 26:44 - Creative Demand-Generation Activities 30:50 - AI's Role in Modern Sales Strategies 33:50 - AI Tool for Sales Teams 35:58 - Outro Quotes: "Effective prospecting is about delivering valuable messages that resonate with prospects."- Steve Richard "Mastering prospecting requires dedication and thoughtful experimentation."- Andre Yee Key Takeaways: Evolving Role of the SDR Experimentation is Key Embracing AI Tools Personalization at Scale Characteristics of a Great SDR Creative Offers as Bait Connect with Steve Richard LinkedIn: https://www.linkedin.com/in/srichard1/ (https://www.linkedin.com/in/srichard1/) Website: https://www.linkedin.com/company/mediafly/ (https://www.linkedin.com/company/mediafly/) Connect with the Host Andre Yee: Website: http://tiga.ai/ (http://tiga.ai/)

10. 

    17 Apr 2025

    Modern Prospecting Strategies: Transforming Sales with Melissa Madian

    Welcome to Modern Prospecting! Join our host, Andre Yee, as he engages in an insightful conversation with Melissa Madian, the original guru of revenue enablement. Melissa shares her remarkable journey from leading sales engineering at Eloqua to becoming a renowned consultant dedicated to optimizing revenue engines for businesses. Together, they explore the evolving landscape of prospecting, the transformative potential of AI, and the crucial role of storytelling in sales. In This Episode, You'll Discover: The Flaws of Traditional Prospecting: Andre and Melissa discuss why the old "spray and pray" methods are no longer effective in today's dynamic sales environment. Refined Targeting vs. Mass Outreach: Learn how precise targeting outperforms broad outreach strategies. Storytelling in Sales: Understand how to incorporate storytelling to enhance your prospecting efforts. Effective Subject Lines: Tips on crafting genuine and engaging subject lines without resorting to gimmicks. Buyer-Centric Strategies: Developing storytelling techniques that focus on the buyer's needs and challenges. The Future of SDR Teams: Rethinking the necessity and structure of Sales Development Representative teams in modern sales. Optimizing SDR Roles: Strategies for placing SDRs effectively within your sales framework. Communication Channels: Evaluating the importance of different communication channels in prospecting. Multi-Channel Prospecting Challenges: Overcoming the hurdles of implementing a multi-channel approach. Timestamps: 00:00 - Introduction to Revenue Enablement 04:55 - Concerns with Outdated Prospecting Playbooks 07:07 - Benefits of Refined Targeting Over Mass Outreach 12:03 - Integrating Storytelling into Prospecting 16:13 - Avoiding Gimmicky Subject Lines 17:28 - Developing a Buyer-Centric Storytelling Strategy 20:28 - Reevaluating the Need for SDR Teams 23:58 - The Future of Sales: Upskilled SDRs 29:14 - Optimizing SDR Role Placement 31:23 - The Importance of Communication Channels 33:37 - Challenges in Multi-Channel Prospecting About Our Guest: Melissa Madian is the Founder and Chief Fabulous Officer at TMM Enablement Services Inc. She pioneered the “sales enablement” role and has dedicated the past 25 years to enhancing the sales experience for revenue-generating teams. Melissa has successfully produced numerous Sales Kick Offs, built world-class sales onboarding and enablement programs, and created training academies for top SaaS companies. She is the author of the ultimate guide to revenue enablement, “Enabler? I Hardly Know Her! How to Make the Sales Experience Not Suck.” Connect with Melissa Madian: LinkedIn (https://www.linkedin.com/in/melissamadian/) TMM Enablement Services Inc. (https://www.linkedin.com/company/tmm-enablement-services-inc/) Tune in to gain valuable insights and practical tips that will help you elevate your prospecting strategies in 2025 and beyond. Whether you're an SDR, AE, or simply interested in the future of sales, this episode is packed with expertise to enhance your approach.

11. 

    26 Mar 2025

    Pilot Episode

    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.

Who has been a guest on Modern Prospecting

Names identified in recent episode analyses. Showing up to five guests.

• Nick Panayi
• Craig Rosenberg
• Nadia Davis
• Santosh Sharan
• Casey Drake

Podcast Authority Score: 10 / 100

A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.

Quality

20

Social presence

0

YouTube

0

Engagement

0