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Three-step AM discovery call: recap results, discover next outcome, return with a plan

Run AM discovery in three steps: (1) recap results already achieved from the last project — start with the trust factor ('this is what you asked us to do and this is the result we got') rather than a hypothesis, unlike AE-style discovery; (2) run discovery for the next outcome; (3) come back with a next step to solve it. At the end, tell the customer you'll return in a week with a plan built with the CSM and product expert showing how they can reach the outcome using the product.

30 Minutes to President's Club | No-Nonsense Sales · #604 - Upsell & Expansion Masterclass: 7 Lever to Grow Any Account

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How AssemblyAI built and operates Joey: knowledge files, embeddings, containerized deploys, and rapid iteration

A coherent, ordered method from the talk: (1) Give the agent Markdown files — docs checked out locally, plus major website pages (changelog, pricing, features) converted to Markdown — so it understands everything about the business and stays perfectly in sync with shipped features; (2) provide all context as a large Claude MD instructions file (~30,000 lines) containing guardrails and operating advice, and ship an update to it whenever the agent gives a wrong answer or has a bad experience, so every future conversation improves; (3) show the agent the URL of its sources so it can cite them to customers for verification; (4) use a dedicated embeddings partner (Voyage) so the agent gets the most relevant documents up front and answers faster; (5) containerize the agent as a Docker file and (

AI Engineer · We Built an AI Support Agent That Resolves 80% of Tickets — AssemblyAI

Method described by Matt Lawler

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Method · Money

Understanding the Buyer's Board Presentation Dynamics

Sellers must determine if the buyer is presenting, asking for permission, or telling the board about the deal, and whether it is their first time. If the buyer is presenting for the first time, the seller must actively help them prepare for objections and questions from partners or financiers to ensure success.

30 Minutes to President's Club | No-Nonsense Sales · #613: Master Parallel Selling Strategies to Speed Up Every Deal | Sam Mckenna | 30MPC Hall of Fame

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Method · Money

Parallel Processing Strategy for Enterprise Deals

Top-performing sales reps accelerate deal cycles by initiating vendor reviews, legal paperwork, and security checks in parallel with the evaluation phase, rather than sequentially. This approach can reduce a four-month deal cycle to two months by ensuring 95% of paperwork is complete by the time the final decision is made.

30 Minutes to President's Club | No-Nonsense Sales · #613: Master Parallel Selling Strategies to Speed Up Every Deal | Sam Mckenna | 30MPC Hall of Fame

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Method · Body

Complete Single Leg Squat Progression

Start with body weight single leg squat progression. Progress to overhead and goblet single leg squat variations. Progress to the Zurcher single leg squat variation. Progress to advanced VBT training in the single leg squat, pushing it as heavy as possible.

Garage Strength · The "Single" Best Lift Every Athlete Should Do!

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Step 3: Simplify and optimize

Alex Hormozi recommends simplifying or optimizing by asking 'What do we get the most for the least?' Evaluate if a process is worth it by comparing its cost to its contribution to quality. Consider opportunity cost when deciding whether to optimize a process step.

Alex Hormozi · My Actual Social Media Strategy For 2027 - The Algorithm

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Step 4: Accelerate by speeding up cycles

Alex Hormozi recommends accelerating by pulling up timelines and speeding up cycles. Increase communication cycles to speed up a team: go from end of week to end of day. Ask for updates every day, twice a day, or every hour to make a project go faster. Ask 'Why can't you do it earlier?' when someone gives a deadline. Ask 'What are you doing in the next four hours that is more important than this?' to accelerate. If the answer is nothing, tell them to do it in a day. When someone says they have other priorities you assigned, acknowledge that and reschedule the new task after those. Force accountability on vendors by calling them repeatedly to pull work forward.

Alex Hormozi · My Actual Social Media Strategy For 2027 - The Algorithm

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Method · Money

Step 1: Question the requirements

Alex Hormozi recommends questioning all requirements by asking three questions: 'What does that mean?', 'How do you know that?', and 'So what?' Also ask 'Why must these things happen in this order?'

Alex Hormozi · My Actual Social Media Strategy For 2027 - The Algorithm

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Step 2: Delete unnecessary steps

Alex Hormozi recommends deleting as much as possible after questioning requirements, including removing color grading from video production. Don't be afraid to delete because you can always add stuff back. Delete so much that you have to add stuff back — that's the litmus test.

Alex Hormozi · My Actual Social Media Strategy For 2027 - The Algorithm

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Step 5: Automate only after optimization

Alex Hormozi recommends automating only after questioning requirements, deleting unnecessary steps, simplifying, and accelerating. Start with the process of the algorithm in order: question the requirements, delete stupid requirements, simplify, speed up cycles, then automate. Elimination is more efficient than automation — choosing not to do something is better than automating something not worth doing. Don't automate before eliminating.

Alex Hormozi · My Actual Social Media Strategy For 2027 - The Algorithm

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Recommendation · Social

Gradually steer the conversation toward flirtatious territory rather than flipping a switch

Coach Kyle advises steering the conversation into a slightly more intentful, flirtatious direction gradually — for example, saying 'I like [her ethnicity] people, I think' instead of 'I like you, you like me' — and asking probes like 'did you have a good experience or bad experience with [ethnicity]?'

Coach Kyle · A Realistic Approach at a Deli (Infield)

Recommendation from Coach Kyle

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Hand failing traces plus explanations to a coding agent — one of the highest-leverage uses of evals

Laurie Voss recommends exporting your failing traces from AX along with their explanations and handing the whole batch to Claude Code, Cursor, or another coding agent as context. He calls this one of the highest-leverage things you can do once you have evals running, and notes the Arize Skills plugin works well because you don't have to know how to call the API — you can just tell Claude Code to pull down some traces, see what's wrong, and make the application better, and it works.

AI Engineer · From Vibes to Production: Evaluating and Shipping AI Agents That Work 101 — Laurie Voss, Arize AI

Recommendation from Laurie Voss

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Debug voice agents with audio, transcript, and trace together in a session view

To debug voice agents you need to see the conversation beyond just the transcript: audio, transcript, and trace all in one place. View the session as a whole — multiple back-and-forth turns from the user in the same trace view — and replay the whole conversation: the session ID stitches every turn into a timeline with every WebSocket event tagged by speaker. Play audio directly from the trace in the UI with no external tooling or exports. Replaying calls lets you see who spoke when, when the agent paused, where it got cut off, where the user got cut off, and what tools the agent called. With a session view you can scrub the audio and find failure surfaces within the tools and what the agent is doing.

AI Engineer · The Transcript Looked Fine. The Call Wasn't. — Debugging Voice Agents, Arize

Recommendation from Fouad Ali

Recommendation · Body

Weekly sprint programming: acceleration and high-speed sessions with hamstring prevention

Dr. Morin outlines a weekly structure: use the same metrics for acceleration work as for high-speed exposure work (it's a principle, not a recipe), and when running one session per phase, program one acceleration-focused session and two high-speed-focused sessions per week — with the second high-speed session structured around hamstring prevention rather than high-speed output. For high-speed volume, he suggests 100 meters per week split as two sets of 3x20m flying 20s.

Garage Strength · Why Most Athletes Train Speed Wrong w/ Sprint Scientist Dr. Jean-Benoit Morin

Recommendation from Dr. Jean-Benoit Morin

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Reimagine the Customer Journey as AI-First Self-Service

Replace a sales-led onboarding process with an AI-driven self-service experience. The user types in their business name, and the AI automatically crawls the web to find and fix issues, pulling in competitor data and showing a competitive landscape. This transforms the customer journey from a manual, sales-dependent process to an automated, AI-powered one.

The Official SaaStr Podcast: SaaS | Founders | Investors · SaaStr 874: From 0% to 83% AI-First Customers in 2 Years. How Owner's CEO Rebuilt a $100M Vertical SaaS Company

Recommendation from Adam Guild

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Inspect for economic buyer access early in the deal cycle using AI

Inspect for economic buyer access early in the deal cycle by pulling call data from Gong and CRM enrichment tools like Clay to verify contact with the decision-maker, not just the rep's claim. Build a mechanism to inspect how contact was made with the economic buyer (direct vs. indirect connection) to get deeper deal intelligence.

30 Minutes to President's Club | No-Nonsense Sales · #605 - How to Build a Cleaner Sales Pipeline in the Age of AI | Stevie Case

Recommendation from Stevie Case

Recommendation · Money

Measure pipeline conversion within a specific window, not just overall rate

When inspecting pipeline, measure the window within which deals convert and exclude deals outside that window from coverage ratio to avoid diluting your view of real coverage.

30 Minutes to President's Club | No-Nonsense Sales · #605 - How to Build a Cleaner Sales Pipeline in the Age of AI | Stevie Case

Recommendation from Stevie Case

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Pick a metric you can actually move during the pilot

Mark (host) recommends picking a metric you can actually move during the pilot, not a downstream metric with too many variables. Shaun Crimmins agrees, advising to pick a metric the buyer cares about that ties back to broader business impact (revenue or cost), move it during the pilot, then present the extrapolated annual value to the business champion. Don't try to tie the pilot metric directly to revenue or risk in the initial kickoff; start with the operational metric the buyer cares about and connect it to business impact later.

30 Minutes to President's Club | No-Nonsense Sales · #607 - How to Turn Every Sales Pilot Into a Closed Deal | Shaun Crimmins

Recommendation from Shaun Crimmins

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Build two champions: a business champion and a technical champion

Shaun Crimmins recommends building two champions: a business champion responsible for the outcome and a technical champion living in the workflow every day. Identify both before entering a pilot. For the technical champion, learn how they do their work today, what metrics they care about, and how you can show tangible value to them in a short period of time. Deliver value to the technical champion to make their life easier so they are less likely to say the team can build the solution themselves. Consider the politics behind each champion: what they have to gain or lose by you coming into the organization.

30 Minutes to President's Club | No-Nonsense Sales · #607 - How to Turn Every Sales Pilot Into a Closed Deal | Shaun Crimmins

Recommendation from Shaun Crimmins

Recommendation · Money

Agree on conversion criteria before the pilot starts

Shaun Crimmins recommends agreeing on conversion criteria before the pilot starts: define success upfront and establish that hitting those outcomes should lead to a paid agreement. At the week-zero kickoff, ask the customer: 'If we achieve these agreed-upon success metrics, will you move forward?' If the customer answers 'no', it indicates the metrics don't truly matter, the deal is not a priority, or you are not talking to the right stakeholders. Use this question to surface hidden blockers such as politics, other stakeholders, or competing business priorities early in the pilot.

30 Minutes to President's Club | No-Nonsense Sales · #607 - How to Turn Every Sales Pilot Into a Closed Deal | Shaun Crimmins

Recommendation from Shaun Crimmins