This episode gets real. Emma, Ruta, and special guest Cohan expose the madness of sales and marketing culture, from absurd pipeline expectations to commission nightmares. We tackle the age-old question: why do outdated sales tactics still exist—and who’s really to blame?

Cohan, a seasoned sales leader, doesn’t hold back as he spills the tea on toxic company cultures, leadership fails, and the collateral damage of BS metrics. Spoiler: it’s costing you revenue and sanity. Plus, we dive into the role of AI in sales (and how it’s failing at inclusivity) and call out the elephant in the room—why marketers always get the blame.

Takeaways

• How pipeline manipulation starts at the top (and ends with AEs fired).
• Why cookie-cutter targets and outdated processes are sabotaging teams.
• The myth of the “Black Book” and why it’s time to retire this relic.
• Why 4-5x coverage quotas are more about fantasy than strategy.
• The truth about commission plans (spoiler: it’s a mess).
• How marketing can align with sales to actually fix the chaos.
• The untapped potential (and pitfalls) of AI in tech.
• This isn’t just a podcast—it’s a call for sanity. Whether you’re in marketing, sales, or leadership, this episode is your blueprint for building a culture that works.

Sponsors:

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