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How owning AI deployment expands your career
Across product, ops, and CX teams, a new kind of role is taking shape: the person responsible for making AI actually work, day to day. In this roundtable, three people living this shift share what it's really like: Simone Santiago Broad (Yoco), Yelva Espinoza (Zumba Fitness), and Fin's Dave Lynch. You'll hear how they carved out these roles, what the job looks like across industries, the skills they'd hire for, and the challenges they're tackling right now.
Watch the full conversation on demand.
Every Top Performer Leaves Clues
How to turn one rep's success into your entire team's advantage
Every sales team has one. The rep who consistently finds a way to win.
They close faster. They handle objections better. They seem to know exactly when to push, when to slow down, and how to move buyers forward when everyone else gets stuck. Most organizations celebrate these people. Elite organizations study them. The difference is massive.
Average teams treat top performers as exceptions. They assume great reps have something others don't—better instincts, better personality, or some natural ability that can't be replicated.
High-performing teams know better. Top performers leave clues.
Their success is usually built on repeatable behaviors: how they prepare for calls, the questions they ask during discovery, how quickly they follow up, how they qualify opportunities, how they manage next steps, and how they create urgency without pressure.
The mistake leaders make is praising the outcome without studying the process.
A rep closes a major deal, and the team celebrates the revenue. But the real value is understanding the decisions and behaviors that created that result. What happened before the proposal? How did they identify the opportunity? Which questions uncovered the buyer's real motivation? What actions kept momentum alive?
The best sales leaders turn these patterns into systems.
They capture winning behaviors, document the process, train the team, and build a sales environment where more people can perform like top performers. The goal isn't to create one superstar.
It's to create a team of consistent producers. Your best rep is not just your highest revenue generator. They're your greatest source of intelligence.
The question is whether you're collecting the lessons they are already teaching.
ACTION STEPS: Turn Talent Into a System
Study Your Top Performer
Document their daily habits, preparation process, and deal strategy.Analyze Their Best Deals
Identify patterns across discovery, objections, follow-up, and closing.Build a Repeatable Playbook
Turn successful behaviors into training and team standards.Coach the Process, Not Just the Result
Teach reps how wins are created, not just what the final outcome was.Review Winning Behaviors Quarterly
Update your sales system as your best practices evolve.
Your top performer is already showing you the path. The next step is making sure everyone can follow it.
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I can’t believe they are practically giving this information away for free. Unbelievably worth every penny!
