Analytics Episodes

Gut instinct is great until it's wrong. The best salespeople and sales leaders back up their intuition with data — not vanity metrics and trailing indicators, but the numbers that actually tell you what's working, what's broken, and where the opportunity is hiding. Analytics in selling means understanding the profit dynamics of existing versus new customers, tracking customer value with precision instead of vague statements, knowing that every point of NRR drives 13-16% in valuation, and being honest about what your pipeline is really telling you. These episodes dig into the data behind sales performance — from assessments that reveal a team's sales DNA to the research that shows even $1 of measurable improvement can change a customer's renewal decision. If you know the truth, you can do something about it. If you keep making stuff up, good luck with those forecasts.
March 11, 2026
Why AI Will Never Replace Human Connection in Sales with James Stephen-Usypchuk: Slaes Strategies and Sales Mindsets that Drive Sales Success

Enterprise sales is under pressure to adopt AI sales strategies. But...in enterprise sales, the mindset of the sales rep still dictates success or failure.James Stephan-Usypchuk brings 15 years of AI development experience and a psychology degree to a conversation about what machines can and can't replace in sales. We explore why trust still requires a human face, how predictive algorithms should be used as filters rather than closers, and why likability remains the ultimate competitive adv…

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Dec. 1, 2025
Stop Guessing: Data Diagnostics, Agentic AI & High-Ticket Sales w/ Maeve Ferguson

Episode Summary In this episode of Thoughts on Selling , Lee Levitt geeks out with Maeve Ferguson , an ex-steeplechase jockey turned Big Four consultant and data expert. We dive deep into why the "Quiz Funnel" is dead and how...

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Nov. 18, 2025
You Can’t Build AI on Chaos: Fixing Broken CRM Data w/ Torquil Thomson

Episode Summary Is your "Pipeline Problem" actually a "Data Problem"? In this episode of Thoughts on Selling , Lee Levitt sits down with Torquil Thomson , founder of The Conversion Architects , to explore a hard truth that mo...

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Aug. 26, 2025
10,000 AI Conversations vs. One Human One: Which WIns?

In this episode, I sit down with Matt Wilkinson — life sciences marketer turned AI strategy partner, Visiting Fellow at Cranfield School of Management, and board member at the Association of Key Account Management. Matt bring...

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