Latest / #WisdomOfWomen Show / Building a Future with AI: Insights for Women Founders and Leaders with Ioanna Onasi

Transcript

Building a Future with AI: Insights for Women Founders and Leaders with Ioanna Onasi · #WisdomOfWomen Show

• 0:00
  Welcome
• 0:00
  to
• 0:01
  the
• 0:01
  Wisdom
• 0:01
  of
• 0:01
  Women
• 0:02
  Show.
• 0:02
  We
• 0:03
  are
• 0:03
  dedicated
• 0:04
  to
• 0:04
  amplifying
• 0:05
  the
• 0:05
  voice
• 0:06
  and
• 0:06
  wisdom
• 0:07
  of
• 0:07
  women
• 0:07
  in
• 0:08
  business.
• 0:09
  A
• 0:09
  new
• 0:09
  model
• 0:10
  of
• 0:10
  leadership
• 0:11
  is
• 0:11
  emerging
• 0:12
  and
• 0:12
  we
• 0:13
  are
• 0:13
  here
• 0:13
  to
• 0:13
  amplify
• 0:14
  the
• 0:14
  voices
• 0:15
  of
• 0:15
  women
• 0:16
  leading
• 0:16
  the
• 0:17
  way.
• 0:17
  I
• 0:18
  am
• 0:18
  your
• 0:18
  host
• 0:18
  Coco
• 0:19
  Sellman,
• 0:19
  five
• 0:20
  time
• 0:20
  founder,
• 0:20
  impact
• 0:21
  investor
• 0:21
  and
• 0:22
  creator
• 0:22
  of
• 0:22
  the
• 0:22
  Force
• 0:22
  for
• 0:23
  Good
• 0:23
  Business
• 0:23
  System.
• 0:24
  Thank
• 0:24
  you
• 0:25
  for
• 0:25
  joining
• 0:25
  us
• 0:26
  today
• 0:26
  as
• 0:26
  we
• 0:26
  illuminate
• 0:27
  the
• 0:27
  path
• 0:28
  to
• 0:28
  unlocking
• 0:29
  opportunities
• 0:30
  and
• 0:30
  and
• 0:30
  prosperity
• 0:31
  for
• 0:31
  women
• 0:32
  led
• 0:32
  enterprises
• 0:33
  by
• 0:33
  amplifying
• 0:34
  the
• 0:34
  working
• 0:35
  wisdom
• 0:35
  of
• 0:36
  women.
• 0:37
  Today
• 0:38
  we
• 0:38
  have
• 0:39
  such
• 0:40
  a
• 0:40
  trailblazer
• 0:41
  with
• 0:42
  us.
• 0:42
  We
• 0:42
  have
• 0:43
  a
• 0:43
  leader
• 0:44
  in
• 0:45
  ethical
• 0:46
  AI
• 0:47
  sales
• 0:48
  and
• 0:48
  I'm
• 0:49
  so
• 0:49
  happy
• 0:50
  to
• 0:50
  have
• 0:51
  Iona
• 0:52
  Onasi
• 0:53
  who
• 0:53
  is
• 0:54
  a
• 0:54
  visionary
• 0:56
  Gen
• 0:56
  Z
• 0:57
  entrepreneur
• 0:58
  and
• 0:58
  an
• 0:59
  applied
• 0:59
  generative
• 1:00
  AI
• 1:01
  thought
• 1:01
  leader.
• 1:02
  We're
• 1:02
  going
• 1:02
  to
• 1:02
  find
• 1:02
  out
• 1:02
  what
• 1:03
  exactly
• 1:03
  that
• 1:03
  means
• 1:04
  and
• 1:04
  she
• 1:05
  serves
• 1:05
  as
• 1:06
  the
• 1:06
  co
• 1:07
  founder
• 1:07
  and
• 1:07
  CEO
• 1:08
  of
• 1:08
  Dex2go,
• 1:10
  an
• 1:10
  innovative
• 1:11
  AI
• 1:12
  sales
• 1:12
  coaching
• 1:13
  startup.
• 1:14
  With
• 1:14
  her
• 1:14
  rich
• 1:15
  background
• 1:15
  in
• 1:16
  psychology,
• 1:16
  rhetoric
• 1:17
  and
• 1:17
  strategic
• 1:18
  management,
• 1:19
  Iona
• 1:20
  empowers
• 1:21
  organizations
• 1:22
  to
• 1:22
  excel
• 1:23
  in
• 1:23
  the
• 1:23
  fourth
• 1:24
  and
• 1:25
  industrial
• 1:25
  revolution.
• 1:26
  We
• 1:26
  we
• 1:26
  want
• 1:27
  to
• 1:27
  know
• 1:27
  about
• 1:27
  that
• 1:27
  too
• 1:28
  by
• 1:28
  integrating
• 1:29
  human
• 1:30
  centric
• 1:30
  AI
• 1:31
  into
• 1:31
  sales
• 1:32
  enablement.
• 1:33
  Her
• 1:33
  startup
• 1:33
  Dexigo
• 1:34
  not
• 1:34
  only
• 1:34
  received
• 1:35
  the
• 1:35
  Cool
• 1:35
  EdTech
• 1:36
  Award,
• 1:36
  but
• 1:36
  was
• 1:37
  also
• 1:37
  a
• 1:37
  finalist
• 1:38
  in
• 1:38
  the
• 1:38
  Transform
• 1:39
  Awards
• 1:39
  showcasing
• 1:40
  the
• 1:40
  effective
• 1:40
  and
• 1:41
  ethical
• 1:41
  application
• 1:42
  of
• 1:42
  Gen
• 1:42
  AI
• 1:43
  in
• 1:44
  enhancing
• 1:44
  essential
• 1:45
  business
• 1:46
  skills.
• 1:47
  A
• 1:47
  recognized
• 1:48
  figure
• 1:48
  in
• 1:49
  cross
• 1:49
  cultural
• 1:50
  education
• 1:51
  and
• 1:51
  a
• 1:51
  proportionate
• 1:51
  component
• 1:52
  of
• 1:52
  sustainable
• 1:53
  business
• 1:53
  practices,
• 1:54
  Yona
• 1:55
  has
• 1:55
  been
• 1:55
  honored
• 1:56
  with
• 1:56
  accolades
• 1:57
  such
• 1:57
  as
• 1:57
  the
• 1:57
  Young
• 1:58
  Leader
• 1:58
  Award
• 1:59
  and
• 1:59
  the
• 1:59
  Cross
• 2:00
  Cultural
• 2:01
  Educator
• 2:01
  Award.
• 2:02
  Her
• 2:02
  ongoing
• 2:03
  work
• 2:04
  includes
• 2:05
  mentoring
• 2:05
  emerging
• 2:06
  startups
• 2:06
  and
• 2:07
  shaping
• 2:07
  future
• 2:08
  leaders
• 2:08
  through
• 2:08
  her
• 2:09
  influential
• 2:10
  writings
• 2:10
  and
• 2:10
  talks
• 2:11
  at
• 2:11
  prestigious
• 2:12
  institutions.
• 2:14
  It
• 2:14
  is
• 2:14
  a
• 2:14
  pleasure
• 2:15
  to
• 2:15
  have
• 2:15
  you
• 2:15
  here
• 2:16
  today.
• 2:16
  Thank
• 2:17
  you
• 2:17
  so
• 2:17
  much
• 2:17
  Coco.
• 2:18
  The
• 2:18
  pleasure
• 2:18
  is
• 2:18
  all
• 2:19
  mine
• 2:19
  and
• 2:19
  I'm
• 2:20
  very
• 2:20
  excited
• 2:20
  for
• 2:20
  our
• 2:21
  conversation.
• 2:22
  Wonderful.
• 2:23
  So
• 2:23
  as
• 2:24
  our
• 2:25
  icebreaker,
• 2:26
  we
• 2:26
  always
• 2:26
  ask
• 2:27
  what
• 2:27
  is
• 2:28
  one
• 2:28
  book
• 2:29
  written
• 2:30
  by
• 2:30
  a
• 2:30
  woman
• 2:31
  that
• 2:32
  has
• 2:32
  significantly
• 2:33
  influenced
• 2:33
  your
• 2:34
  life?
• 2:36
  It's
• 2:36
  a
• 2:36
  book
• 2:36
  I
• 2:37
  actually
• 2:37
  very
• 2:38
  recently
• 2:38
  read
• 2:39
  and
• 2:39
  it's
• 2:39
  called
• 2:40
  the
• 2:40
  ABCs
• 2:41
  of
• 2:41
  Self
• 2:41
  Love
• 2:42
  by
• 2:42
  Melody
• 2:43
  Godfrey
• 2:44
  who
• 2:45
  is
• 2:45
  amazing.
• 2:46
  She
• 2:46
  writes
• 2:48
  in
• 2:48
  such
• 2:48
  a
• 2:48
  simple
• 2:49
  way
• 2:49
  about
• 2:50
  so
• 2:50
  deep
• 2:51
  topics
• 2:51
  such
• 2:52
  as
• 2:52
  self
• 2:52
  love.
• 2:53
  And
• 2:53
  in
• 2:54
  short,
• 2:54
  the
• 2:54
  book
• 2:54
  was
• 2:55
  a
• 2:55
  compilation
• 2:55
  of,
• 2:56
  you
• 2:56
  know,
• 2:56
  all
• 2:57
  letters
• 2:57
  in
• 2:57
  the
• 2:57
  Alphabet
• 2:58
  and
• 2:58
  each
• 2:58
  letter
• 2:59
  was
• 2:59
  talking
• 2:59
  about
• 3:00
  a
• 3:00
  specific
• 3:00
  thing
• 3:01
  and
• 3:01
  a
• 3:01
  prompt.
• 3:02
  So
• 3:02
  it
• 3:02
  allowed
• 3:02
  me
• 3:03
  to
• 3:03
  journal
• 3:03
  while
• 3:04
  learning
• 3:04
  and
• 3:05
  really
• 3:05
  put
• 3:06
  in
• 3:06
  practice
• 3:06
  the
• 3:07
  things
• 3:07
  I
• 3:07
  was
• 3:07
  reading.
• 3:08
  So
• 3:09
  I
• 3:09
  would
• 3:09
  say
• 3:09
  it's
• 3:09
  definitely
• 3:10
  like
• 3:10
  my
• 3:10
  top
• 3:11
  one
• 3:11
  books
• 3:12
  about
• 3:12
  personal
• 3:12
  development.
• 3:14
  Oh,
• 3:14
  I
• 3:14
  love
• 3:14
  that.
• 3:14
  The
• 3:15
  ABCs
• 3:16
  of
• 3:16
  self
• 3:16
  love.
• 3:17
  That
• 3:17
  sounds
• 3:18
  absolutely
• 3:19
  beautiful.
• 3:19
  I'm
• 3:20
  going
• 3:20
  to
• 3:20
  pick
• 3:20
  that
• 3:20
  up.
• 3:20
  It
• 3:20
  also
• 3:21
  sounds
• 3:21
  like
• 3:22
  could
• 3:22
  founders
• 3:22
  use
• 3:23
  that
• 3:23
  with
• 3:23
  their
• 3:23
  teams?
• 3:24
  For
• 3:25
  sure.
• 3:25
  I
• 3:25
  think
• 3:26
  it's
• 3:26
  actually,
• 3:27
  you
• 3:27
  know,
• 3:27
  what
• 3:27
  you
• 3:27
  said
• 3:28
  an
• 3:28
  icebreaker.
• 3:28
  I
• 3:29
  think
• 3:29
  is
• 3:30
  so
• 3:30
  important
• 3:30
  to
• 3:31
  start
• 3:31
  every
• 3:31
  call
• 3:31
  with
• 3:32
  an
• 3:32
  icebreaker.
• 3:33
  My
• 3:33
  friends
• 3:33
  sometimes
• 3:34
  hate
• 3:34
  it
• 3:34
  because
• 3:34
  I
• 3:35
  do
• 3:35
  it
• 3:35
  with
• 3:35
  them
• 3:35
  too.
• 3:36
  Like
• 3:37
  even
• 3:37
  when
• 3:37
  we
• 3:37
  go
• 3:37
  out
• 3:38
  for
• 3:39
  food
• 3:39
  or
• 3:39
  whatever,
• 3:40
  I
• 3:40
  think
• 3:40
  it's
• 3:41
  just
• 3:41
  opens
• 3:42
  up
• 3:42
  people
• 3:42
  and
• 3:43
  it
• 3:43
  makes
• 3:44
  the
• 3:44
  conversation
• 3:45
  much
• 3:45
  more
• 3:45
  smooth.
• 3:46
  Wonderful.
• 3:47
  I
• 3:47
  love
• 3:47
  it.
• 3:48
  So
• 3:48
  for
• 3:48
  everybody
• 3:49
  listening,
• 3:49
  check
• 3:49
  out
• 3:49
  the
• 3:50
  ABCs
• 3:50
  of
• 3:50
  self
• 3:51
  love.
• 3:51
  I'm
• 3:51
  going
• 3:51
  to
• 3:52
  be
• 3:52
  sure
• 3:52
  to
• 3:53
  pick
• 3:53
  up
• 3:53
  my
• 3:53
  copy
• 3:54
  right
• 3:54
  after
• 3:54
  this
• 3:55
  call,
• 3:55
  so
• 3:56
  thank
• 3:56
  you
• 3:56
  for
• 3:57
  that.
• 3:57
  Let's
• 3:58
  talk
• 3:58
  about
• 3:59
  you
• 4:00
  and
• 4:00
  your
• 4:01
  journey
• 4:02
  as
• 4:02
  an
• 4:03
  entrepreneur,
• 4:03
  a
• 4:04
  founder,
• 4:05
  and
• 4:05
  how
• 4:06
  you
• 4:06
  got
• 4:07
  to
• 4:07
  where
• 4:07
  you
• 4:07
  are
• 4:08
  and
• 4:08
  what
• 4:08
  got
• 4:08
  you
• 4:09
  to
• 4:09
  Dexaco
• 4:10
  and
• 4:10
  why
• 4:11
  it's
• 4:11
  so
• 4:12
  important
• 4:12
  to
• 4:13
  you.
• 4:14
  Absolutely,
• 4:15
  yes.
• 4:15
  Whenever
• 4:16
  I
• 4:16
  get
• 4:16
  asked
• 4:17
  about
• 4:17
  this,
• 4:17
  I
• 4:18
  always
• 4:18
  say
• 4:19
  I
• 4:19
  knew
• 4:20
  I
• 4:20
  want
• 4:20
  to
• 4:20
  be
• 4:21
  an
• 4:21
  entrepreneur.
• 4:22
  When
• 4:22
  I
• 4:22
  was
• 4:23
  younger
• 4:23
  I
• 4:23
  could
• 4:24
  never
• 4:24
  see
• 4:24
  myself
• 4:25
  in
• 4:25
  one
• 4:25
  specific
• 4:26
  department,
• 4:27
  but
• 4:27
  I
• 4:27
  didn't
• 4:28
  know
• 4:28
  what
• 4:28
  type
• 4:28
  of
• 4:28
  founder
• 4:29
  I
• 4:29
  would
• 4:29
  be.
• 4:30
  Definitely
• 4:31
  never
• 4:31
  thought
• 4:31
  of
• 4:31
  tech.
• 4:33
  So
• 4:34
  it's
• 4:34
  very
• 4:34
  ironic.
• 4:35
  But
• 4:35
  when
• 4:35
  I
• 4:35
  was
• 4:36
  younger
• 4:36
  I
• 4:36
  had
• 4:37
  a
• 4:37
  clothing
• 4:37
  company
• 4:37
  with
• 4:38
  my
• 4:38
  sister
• 4:38
  back
• 4:38
  home
• 4:39
  in
• 4:39
  Greece.
• 4:40
  Started
• 4:40
  in
• 4:41
  fashion.
• 4:41
  I
• 4:42
  love
• 4:42
  making
• 4:42
  handmade
• 4:43
  jewelry,
• 4:44
  unique
• 4:44
  pieces.
• 4:45
  I'm
• 4:45
  very
• 4:45
  creative,
• 4:46
  I
• 4:46
  do
• 4:47
  art
• 4:47
  and
• 4:47
  I
• 4:48
  thought
• 4:48
  I
• 4:48
  would
• 4:48
  be
• 4:48
  in
• 4:48
  that
• 4:49
  space
• 4:49
  for
• 4:50
  long
• 4:50
  period
• 4:51
  of
• 4:51
  time.
• 4:52
  And
• 4:52
  then
• 4:53
  when
• 4:54
  I
• 4:54
  came
• 4:54
  to
• 4:54
  the
• 4:54
  US
• 4:55
  for
• 4:55
  school,
• 4:56
  I
• 4:57
  got
• 4:57
  introduced
• 4:58
  during
• 4:58
  my
• 4:58
  master's
• 4:59
  into
• 4:59
  the
• 4:59
  world
• 5:00
  of
• 5:00
  HR
• 5:01
  and
• 5:01
  talent
• 5:01
  development.
• 5:02
  I
• 5:03
  worked
• 5:03
  with
• 5:03
  this
• 5:03
  amazing
• 5:04
  professor
• 5:05
  at
• 5:05
  Pace
• 5:06
  who
• 5:06
  was
• 5:07
  the
• 5:07
  chair
• 5:07
  of
• 5:07
  the
• 5:07
  management
• 5:08
  department.
• 5:08
  I
• 5:08
  mean
• 5:08
  he
• 5:09
  still
• 5:09
  is
• 5:10
  and
• 5:11
  we're
• 5:11
  talking
• 5:11
  about
• 5:12
  stars
• 5:12
  high
• 5:13
  performing
• 5:13
  employees.
• 5:14
  I
• 5:14
  help
• 5:14
  him
• 5:15
  write
• 5:15
  three
• 5:15
  books
• 5:16
  and
• 5:17
  getting
• 5:17
  introduced
• 5:18
  to
• 5:18
  that
• 5:18
  world,
• 5:19
  I
• 5:19
  realized
• 5:20
  that
• 5:20
  it
• 5:20
  kind
• 5:20
  of
• 5:21
  compiled
• 5:22
  all
• 5:22
  my
• 5:22
  interests
• 5:23
  in
• 5:23
  psychology,
• 5:25
  in
• 5:25
  business
• 5:25
  because
• 5:26
  without
• 5:26
  identifying
• 5:27
  and
• 5:27
  developing
• 5:28
  the
• 5:28
  right
• 5:28
  people,
• 5:28
  you
• 5:29
  know,
• 5:29
  there
• 5:30
  no
• 5:30
  plan
• 5:30
  can
• 5:30
  be
• 5:31
  executed.
• 5:31
  So
• 5:31
  it
• 5:32
  was
• 5:32
  a
• 5:32
  fundamental
• 5:33
  topic.
• 5:33
  I
• 5:33
  think
• 5:33
  that
• 5:35
  I
• 5:36
  became
• 5:36
  a
• 5:37
  nerd
• 5:37
  about
• 5:37
  like
• 5:38
  I
• 5:38
  read
• 5:38
  a
• 5:38
  lot
• 5:39
  and
• 5:39
  I
• 5:39
  thought
• 5:39
  I
• 5:40
  was
• 5:40
  going
• 5:40
  to
• 5:40
  be
• 5:40
  my
• 5:41
  doing
• 5:41
  my
• 5:41
  PhD
• 5:42
  also
• 5:42
  in
• 5:42
  Organizational
• 5:43
  development.
• 5:44
  And
• 5:45
  long
• 5:45
  story
• 5:45
  short,
• 5:46
  I
• 5:46
  thought
• 5:47
  I
• 5:47
  was
• 5:47
  going
• 5:47
  to
• 5:47
  work
• 5:47
  in
• 5:48
  consulting
• 5:48
  HR
• 5:49
  transformation.
• 5:50
  I
• 5:51
  was
• 5:51
  applying
• 5:51
  to
• 5:51
  all
• 5:51
  these
• 5:52
  jobs
• 5:52
  in
• 5:52
  consulting
• 5:53
  firms
• 5:53
  and
• 5:54
  I
• 5:54
  wasn't
• 5:54
  getting
• 5:54
  any
• 5:55
  interviews.
• 5:56
  Then
• 5:57
  I
• 5:57
  happened
• 5:58
  to
• 5:58
  apply
• 5:59
  it
• 5:59
  on
• 5:59
  LinkedIn
• 6:00
  as
• 6:00
  people
• 6:00
  do
• 6:01
  on
• 6:01
  various
• 6:01
  other
• 6:01
  roles.
• 6:02
  And
• 6:03
  I
• 6:03
  get
• 6:03
  an
• 6:03
  interview
• 6:04
  while
• 6:05
  I
• 6:05
  was
• 6:05
  still
• 6:05
  doing
• 6:06
  my
• 6:06
  master's
• 6:07
  as
• 6:07
  an
• 6:07
  intern
• 6:08
  for
• 6:08
  a
• 6:08
  startup.
• 6:09
  But
• 6:09
  I'd
• 6:10
  never
• 6:10
  thought
• 6:10
  of
• 6:10
  the
• 6:11
  startup
• 6:11
  world
• 6:12
  as
• 6:12
  a
• 6:12
  potential
• 6:13
  career
• 6:13
  because
• 6:14
  nobody
• 6:14
  around
• 6:15
  me
• 6:15
  was
• 6:15
  working
• 6:15
  startups
• 6:16
  and
• 6:17
  it
• 6:17
  just
• 6:17
  didn't
• 6:18
  seem
• 6:18
  like
• 6:19
  an
• 6:19
  option.
• 6:21
  But
• 6:21
  I
• 6:22
  end
• 6:22
  up
• 6:22
  loving
• 6:23
  my
• 6:23
  internship
• 6:24
  there.
• 6:25
  I
• 6:25
  stayed
• 6:26
  full
• 6:26
  time
• 6:27
  and
• 6:27
  in
• 6:27
  six
• 6:28
  months
• 6:28
  I
• 6:28
  became
• 6:28
  the
• 6:28
  victim
• 6:29
  of
• 6:29
  people.
• 6:30
  And
• 6:30
  then
• 6:31
  six
• 6:31
  months
• 6:31
  after
• 6:31
  the
• 6:32
  chief
• 6:32
  of
• 6:32
  staff
• 6:33
  we
• 6:33
  were
• 6:34
  hiring
• 6:34
  internationally
• 6:35
  all
• 6:35
  different
• 6:36
  cultures
• 6:37
  from
• 6:37
  like
• 6:37
  Romania
• 6:38
  to
• 6:38
  Paris.
• 6:39
  To
• 6:39
  London,
• 6:40
  to
• 6:40
  Lisbon.
• 6:41
  And
• 6:41
  I
• 6:42
  was
• 6:42
  creating
• 6:42
  all
• 6:42
  these
• 6:42
  training
• 6:43
  programs
• 6:44
  and
• 6:45
  especially
• 6:46
  when
• 6:46
  it
• 6:46
  came
• 6:47
  to
• 6:47
  sales
• 6:47
  enablement,
• 6:48
  I
• 6:48
  was
• 6:48
  creating
• 6:48
  sales
• 6:49
  coaching
• 6:49
  programs
• 6:50
  and
• 6:51
  did
• 6:51
  all
• 6:51
  the
• 6:51
  role
• 6:52
  plays,
• 6:53
  the
• 6:53
  101s,
• 6:54
  the
• 6:54
  SKOs.
• 6:55
  I
• 6:55
  saw
• 6:55
  a
• 6:55
  lot
• 6:55
  of
• 6:55
  inefficiency
• 6:56
  around
• 6:56
  that
• 6:57
  process.
• 6:58
  For
• 6:58
  instance,
• 6:58
  I
• 6:58
  was
• 6:58
  telling
• 6:59
  myself
• 6:59
  I
• 6:59
  can
• 7:00
  come
• 7:00
  up
• 7:00
  with
• 7:00
  all
• 7:01
  potential
• 7:01
  scenarios
• 7:02
  of
• 7:02
  what
• 7:02
  a
• 7:02
  client
• 7:03
  might
• 7:03
  say.
• 7:03
  I'm
• 7:04
  super
• 7:04
  biased,
• 7:05
  like
• 7:05
  everybody
• 7:05
  is.
• 7:06
  It's
• 7:06
  so
• 7:07
  different
• 7:07
  if
• 7:07
  we
• 7:07
  roleplay
• 7:08
  and
• 7:08
  you're
• 7:08
  familiar
• 7:09
  with
• 7:09
  me
• 7:09
  and
• 7:09
  you
• 7:09
  know
• 7:10
  how
• 7:10
  I
• 7:10
  tend
• 7:11
  to
• 7:11
  answer
• 7:11
  versus
• 7:12
  a
• 7:12
  random
• 7:12
  person
• 7:13
  in
• 7:13
  front
• 7:13
  of
• 7:13
  you
• 7:13
  and
• 7:14
  then
• 7:14
  you
• 7:14
  don't
• 7:15
  know
• 7:15
  what
• 7:15
  to
• 7:15
  say.
• 7:15
  So
• 7:16
  it's
• 7:16
  like
• 7:16
  it
• 7:16
  doesn't
• 7:16
  necessarily
• 7:17
  translate
• 7:18
  to
• 7:19
  effectiveness
• 7:20
  and
• 7:21
  it's
• 7:21
  also
• 7:21
  not
• 7:21
  scalable.
• 7:22
  How
• 7:22
  many
• 7:22
  role
• 7:23
  plays
• 7:23
  can
• 7:23
  I
• 7:23
  do
• 7:23
  in
• 7:23
  a
• 7:24
  day
• 7:24
  and
• 7:24
  how
• 7:24
  many
• 7:24
  one
• 7:25
  on
• 7:25
  ones
• 7:25
  can
• 7:25
  I
• 7:25
  have
• 7:25
  in
• 7:26
  a
• 7:26
  day?
• 7:27
  All
• 7:27
  that
• 7:27
  started
• 7:28
  making
• 7:28
  me
• 7:28
  think
• 7:29
  we
• 7:29
  definitely
• 7:30
  need
• 7:30
  to
• 7:30
  use
• 7:31
  AI
• 7:31
  to
• 7:31
  improve
• 7:32
  this
• 7:32
  process.
• 7:33
  Initially
• 7:34
  the
• 7:34
  idea
• 7:35
  around
• 7:35
  Exigo
• 7:36
  was
• 7:36
  about
• 7:36
  soft
• 7:37
  skills.
• 7:38
  So
• 7:38
  using
• 7:39
  AI
• 7:39
  to
• 7:39
  develop
• 7:40
  soft
• 7:40
  skills
• 7:41
  for
• 7:41
  young
• 7:42
  managers,
• 7:43
  for
• 7:43
  people
• 7:44
  that
• 7:44
  don't
• 7:44
  have
• 7:44
  access
• 7:44
  to
• 7:45
  executive
• 7:45
  coaching.
• 7:46
  And
• 7:47
  then
• 7:47
  it
• 7:47
  shifted
• 7:48
  to
• 7:48
  be
• 7:49
  sales
• 7:50
  related
• 7:50
  where
• 7:51
  we
• 7:51
  saw
• 7:51
  the
• 7:51
  biggest
• 7:52
  need
• 7:52
  and
• 7:53
  pain
• 7:53
  points.
• 7:54
  And
• 7:54
  that's
• 7:55
  how
• 7:56
  we
• 7:56
  went
• 7:56
  from
• 7:57
  that
• 7:57
  idea
• 7:57
  of
• 7:58
  soft
• 7:58
  skills
• 7:58
  to
• 7:58
  being
• 7:59
  embedded
• 8:00
  in
• 8:00
  sales
• 8:00
  enablement.
• 8:01
  Supporting
• 8:02
  sales
• 8:02
  teams
• 8:02
  to
• 8:03
  really
• 8:04
  have
• 8:04
  the
• 8:04
  conversation
• 8:05
  before
• 8:06
  they
• 8:06
  have
• 8:06
  it
• 8:07
  through
• 8:07
  role
• 8:07
  plays
• 8:08
  and
• 8:08
  personalized
• 8:09
  coaching
• 8:10
  that
• 8:10
  adjusts
• 8:11
  to
• 8:11
  their
• 8:11
  buyer's
• 8:12
  communication
• 8:12
  style.
• 8:13
  So
• 8:14
  we
• 8:14
  give
• 8:14
  them
• 8:14
  psychometric
• 8:15
  data
• 8:15
  on
• 8:16
  their
• 8:16
  disc
• 8:17
  profile,
• 8:17
  ocean
• 8:18
  profile,
• 8:19
  how
• 8:19
  risk
• 8:19
  avert
• 8:20
  they
• 8:20
  are
• 8:21
  based
• 8:21
  on
• 8:21
  public
• 8:21
  data,
• 8:22
  previous
• 8:22
  discussions
• 8:23
  they
• 8:23
  had
• 8:23
  and
• 8:24
  customize
• 8:24
  it
• 8:25
  for
• 8:25
  their
• 8:25
  go
• 8:25
  to
• 8:25
  market
• 8:26
  their
• 8:26
  best
• 8:26
  practices
• 8:27
  to
• 8:28
  ensure
• 8:28
  they
• 8:28
  say
• 8:28
  the
• 8:29
  right
• 8:29
  value
• 8:29
  prop
• 8:29
  that
• 8:30
  resonates
• 8:30
  with
• 8:30
  the
• 8:30
  buyer.
• 8:31
  That's
• 8:32
  high
• 8:32
  level
• 8:32
  how
• 8:33
  we
• 8:33
  came
• 8:33
  to
• 8:34
  be
• 8:34
  today.
• 8:35
  Amazing.
• 8:36
  Okay,
• 8:36
  I
• 8:36
  have
• 8:36
  a
• 8:37
  few
• 8:37
  questions.
• 8:37
  I
• 8:38
  love
• 8:38
  that
• 8:38
  you
• 8:38
  had
• 8:38
  this
• 8:39
  sort
• 8:39
  of
• 8:39
  idea
• 8:40
  of
• 8:40
  what
• 8:40
  it
• 8:40
  was
• 8:40
  going
• 8:40
  to
• 8:41
  be
• 8:41
  and
• 8:41
  where
• 8:41
  it
• 8:41
  was
• 8:41
  originally
• 8:42
  going
• 8:42
  to
• 8:42
  be.
• 8:42
  More
• 8:42
  soft
• 8:43
  skills
• 8:44
  and
• 8:45
  then
• 8:45
  you
• 8:45
  pivoted
• 8:46
  to
• 8:46
  sales
• 8:46
  and
• 8:46
  ambulance.
• 8:47
  When
• 8:47
  I
• 8:48
  was
• 8:48
  doing
• 8:48
  some
• 8:49
  angel
• 8:49
  investing
• 8:50
  training
• 8:51
  myself
• 8:52
  as
• 8:52
  an
• 8:52
  angel
• 8:52
  investor,
• 8:53
  I
• 8:54
  heard
• 8:54
  that
• 8:54
  most
• 8:54
  companies
• 8:55
  pivot
• 8:56
  two
• 8:56
  to
• 8:57
  three
• 8:57
  times.
• 8:58
  Right.
• 8:59
  And
• 8:59
  so
• 9:00
  I
• 9:00
  want
• 9:00
  you
• 9:00
  to
• 9:01
  talk
• 9:01
  about
• 9:01
  that
• 9:01
  pivot
• 9:02
  a
• 9:02
  little
• 9:02
  bit,
• 9:02
  what
• 9:02
  that
• 9:03
  involved
• 9:03
  and
• 9:03
  why
• 9:03
  you
• 9:04
  did
• 9:04
  that.
• 9:05
  For
• 9:05
  our
• 9:05
  listeners
• 9:06
  who
• 9:07
  may
• 9:07
  be
• 9:07
  thinking
• 9:08
  about
• 9:08
  pivoting
• 9:09
  or
• 9:09
  reflecting
• 9:10
  on
• 9:10
  their
• 9:10
  own
• 9:10
  pivots
• 9:11
  and
• 9:11
  why
• 9:11
  it's
• 9:11
  important
• 9:12
  to
• 9:12
  pivot.
• 9:14
  First
• 9:14
  of
• 9:14
  all,
• 9:14
  I'm
• 9:14
  so
• 9:15
  glad
• 9:15
  you
• 9:15
  brought
• 9:15
  up
• 9:15
  the
• 9:16
  angel
• 9:16
  piece
• 9:17
  too
• 9:17
  because
• 9:18
  it
• 9:18
  is
• 9:18
  important
• 9:18
  for
• 9:19
  investors
• 9:19
  to
• 9:20
  know
• 9:20
  that
• 9:20
  especially
• 9:20
  those
• 9:21
  investing
• 9:21
  in
• 9:21
  pre
• 9:22
  seed
• 9:23
  and
• 9:23
  understanding
• 9:24
  that
• 9:24
  when
• 9:24
  you
• 9:25
  invest
• 9:25
  at
• 9:25
  that
• 9:25
  stage,
• 9:26
  you
• 9:26
  invest
• 9:26
  in
• 9:26
  the
• 9:26
  founder's
• 9:27
  ability
• 9:27
  to
• 9:27
  pivot,
• 9:28
  you
• 9:28
  don't
• 9:28
  invest
• 9:28
  in
• 9:29
  an
• 9:29
  idea
• 9:29
  whatsoever.
• 9:30
  And
• 9:31
  honestly,
• 9:31
  all
• 9:32
  my
• 9:32
  advisors
• 9:32
  were
• 9:32
  very
• 9:33
  open
• 9:34
  and
• 9:34
  very
• 9:34
  understanding,
• 9:35
  so
• 9:35
  I'm
• 9:35
  grateful.
• 9:36
  But
• 9:37
  also,
• 9:37
  the
• 9:38
  passion
• 9:38
  and
• 9:38
  the
• 9:39
  goal
• 9:39
  behind
• 9:40
  it
• 9:40
  never
• 9:40
  changed.
• 9:41
  Whether
• 9:41
  it
• 9:41
  was
• 9:41
  selling
• 9:42
  to
• 9:42
  HR
• 9:43
  and
• 9:43
  helping
• 9:43
  young
• 9:43
  managers
• 9:44
  develop
• 9:44
  skills,
• 9:45
  or
• 9:45
  selling
• 9:46
  to
• 9:46
  sales
• 9:46
  leaders
• 9:47
  developing
• 9:47
  soft
• 9:48
  skills
• 9:48
  for
• 9:48
  their
• 9:49
  sellers
• 9:49
  to
• 9:49
  have
• 9:50
  better
• 9:50
  discussions
• 9:51
  with
• 9:51
  buyers
• 9:52
  and
• 9:52
  close
• 9:53
  faster
• 9:54
  and
• 9:55
  be
• 9:55
  able
• 9:55
  to
• 9:56
  basically
• 9:56
  shorten
• 9:56
  that
• 9:57
  sales
• 9:57
  cycle,
• 9:57
  it's
• 9:58
  still
• 9:58
  the
• 9:58
  same
• 9:59
  need,
• 10:00
  the
• 10:00
  same
• 10:00
  skillset
• 10:01
  we're
• 10:01
  developing,
• 10:02
  like
• 10:02
  negotiation
• 10:03
  skills,
• 10:03
  communication
• 10:04
  and
• 10:05
  qualification.
• 10:06
  Like
• 10:06
  discovery
• 10:07
  in
• 10:07
  sales
• 10:08
  is
• 10:08
  very
• 10:08
  similar
• 10:09
  to,
• 10:09
  like
• 10:09
  trying
• 10:10
  to
• 10:10
  figure
• 10:10
  out
• 10:10
  if
• 10:10
  you
• 10:11
  want
• 10:11
  to,
• 10:12
  you
• 10:12
  know,
• 10:12
  work
• 10:12
  with
• 10:12
  a
• 10:12
  specific
• 10:13
  person.
• 10:13
  And
• 10:14
  long
• 10:14
  story
• 10:14
  short,
• 10:15
  I
• 10:15
  explained
• 10:15
  that
• 10:16
  the
• 10:16
  core
• 10:16
  is
• 10:16
  still
• 10:16
  the
• 10:17
  same,
• 10:17
  but
• 10:17
  the
• 10:18
  market
• 10:18
  is
• 10:18
  telling
• 10:19
  us
• 10:19
  this
• 10:19
  is
• 10:20
  where
• 10:20
  the
• 10:20
  demand
• 10:20
  is.
• 10:21
  When
• 10:21
  you
• 10:22
  have
• 10:22
  the
• 10:22
  proof,
• 10:22
  you
• 10:22
  can
• 10:23
  say,
• 10:23
  I
• 10:23
  spoke
• 10:23
  100
• 10:24
  HR
• 10:24
  leaders
• 10:24
  and
• 10:25
  100
• 10:25
  sales
• 10:26
  leaders
• 10:26
  and
• 10:26
  it's
• 10:27
  clear
• 10:27
  that
• 10:27
  the
• 10:27
  need
• 10:28
  is
• 10:28
  there,
• 10:29
  then
• 10:29
  there's
• 10:29
  no
• 10:29
  question
• 10:30
  about
• 10:30
  it.
• 10:31
  And
• 10:31
  there
• 10:31
  is
• 10:31
  another
• 10:32
  point
• 10:32
  here,
• 10:32
  which
• 10:33
  is
• 10:33
  about
• 10:33
  timing.
• 10:34
  Maybe
• 10:35
  that
• 10:35
  buyer
• 10:35
  is
• 10:36
  correct
• 10:36
  for
• 10:36
  that
• 10:36
  type
• 10:37
  of
• 10:37
  solution.
• 10:38
  But
• 10:38
  back
• 10:38
  then
• 10:39
  it
• 10:39
  was
• 10:39
  Covid.
• 10:40
  They
• 10:40
  were
• 10:40
  bombarded
• 10:41
  with
• 10:41
  many
• 10:42
  things,
• 10:42
  so
• 10:43
  it
• 10:43
  was
• 10:44
  not
• 10:44
  good
• 10:44
  timing
• 10:44
  to
• 10:45
  sell
• 10:45
  to
• 10:45
  that
• 10:45
  buyer
• 10:46
  Persona.
• 10:46
  And
• 10:46
  that's
• 10:47
  also
• 10:47
  okay.
• 10:48
  So
• 10:48
  maybe
• 10:48
  in
• 10:48
  the
• 10:49
  future,
• 10:49
  you
• 10:49
  know,
• 10:49
  market
• 10:50
  says,
• 10:50
  hey,
• 10:50
  you
• 10:51
  should
• 10:51
  go
• 10:51
  back
• 10:51
  to
• 10:51
  them,
• 10:52
  that's
• 10:52
  okay.
• 10:52
  But
• 10:53
  as
• 10:53
  a
• 10:53
  founder,
• 10:53
  my
• 10:54
  job
• 10:54
  is
• 10:54
  to
• 10:54
  make
• 10:55
  sure
• 10:55
  we
• 10:55
  find
• 10:55
  product
• 10:56
  market
• 10:56
  fit
• 10:56
  before,
• 10:57
  you
• 10:57
  know,
• 10:57
  back
• 10:58
  and
• 10:58
  count
• 10:58
  is
• 10:58
  zero.
• 10:59
  That's
• 10:59
  the
• 10:59
  only
• 10:59
  job
• 11:00
  an
• 11:00
  early
• 11:00
  stage
• 11:01
  founder
• 11:01
  has.
• 11:02
  So
• 11:03
  again,
• 11:04
  say
• 11:04
  that
• 11:04
  again
• 11:05
  because
• 11:05
  I
• 11:05
  think
• 11:05
  it's
• 11:05
  so
• 11:06
  important.
• 11:07
  Yeah.
• 11:07
  Your
• 11:07
  job
• 11:08
  as
• 11:08
  an
• 11:08
  early
• 11:09
  stage
• 11:09
  founder
• 11:09
  is
• 11:10
  to
• 11:10
  find
• 11:10
  product
• 11:10
  market
• 11:11
  feed
• 11:11
  before
• 11:11
  your
• 11:12
  bank
• 11:12
  account
• 11:12
  goes
• 11:13
  to
• 11:13
  zero.
• 11:13
  Yeah.
• 11:14
  Before
• 11:14
  you
• 11:15
  run
• 11:15
  out
• 11:15
  of
• 11:15
  money,
• 11:16
  you
• 11:16
  gotta
• 11:16
  make
• 11:16
  sure
• 11:16
  you
• 11:17
  found
• 11:17
  a
• 11:17
  customer
• 11:18
  who
• 11:18
  will
• 11:18
  buy
• 11:19
  your
• 11:19
  product
• 11:19
  over
• 11:20
  and
• 11:20
  over
• 11:20
  again.
• 11:21
  Yeah.
• 11:21
  And
• 11:22
  it's
• 11:22
  extremely
• 11:23
  hard
• 11:23
  because
• 11:23
  it's
• 11:23
  a
• 11:24
  chicken
• 11:24
  and
• 11:24
  egg
• 11:24
  problem.
• 11:25
  Right.
• 11:25
  You
• 11:25
  need
• 11:25
  investment
• 11:26
  to
• 11:26
  be
• 11:26
  able
• 11:27
  to
• 11:27
  hire,
• 11:27
  to
• 11:27
  make
• 11:28
  the
• 11:28
  right
• 11:28
  R
• 11:28
  and
• 11:29
  D
• 11:29
  investments
• 11:30
  and
• 11:30
  develop
• 11:30
  a
• 11:31
  product
• 11:31
  that
• 11:31
  is
• 11:31
  good
• 11:32
  enough
• 11:32
  for
• 11:32
  that
• 11:32
  repeatability.
• 11:34
  But
• 11:34
  an
• 11:35
  investor
• 11:35
  also
• 11:35
  wants
• 11:36
  to
• 11:36
  see
• 11:36
  that
• 11:36
  repeatability
• 11:37
  before
• 11:38
  they
• 11:38
  give
• 11:38
  you
• 11:38
  money.
• 11:39
  It's
• 11:39
  very
• 11:39
  hard.
• 11:40
  I'm
• 11:40
  not
• 11:40
  saying
• 11:40
  it's
• 11:40
  an
• 11:41
  easy
• 11:41
  thing,
• 11:41
  but
• 11:42
  that's
• 11:42
  where
• 11:42
  I
• 11:42
  think
• 11:43
  pivoting
• 11:43
  fast
• 11:44
  and
• 11:44
  failing
• 11:45
  fast
• 11:45
  comes
• 11:45
  very
• 11:46
  handy.
• 11:47
  And
• 11:48
  if
• 11:48
  I
• 11:48
  was
• 11:49
  so
• 11:49
  enamored
• 11:50
  with
• 11:50
  the
• 11:50
  idea
• 11:51
  of
• 11:51
  what
• 11:51
  Dexigo
• 11:52
  was
• 11:52
  versus
• 11:52
  the
• 11:52
  problem
• 11:53
  we
• 11:53
  were
• 11:53
  solving,
• 11:54
  then
• 11:54
  I
• 11:54
  wouldn't
• 11:55
  be
• 11:55
  able
• 11:55
  to
• 11:55
  do
• 11:55
  that.
• 11:56
  But
• 11:57
  I
• 11:57
  don't
• 11:57
  care
• 11:58
  whether
• 11:58
  it's
• 11:58
  software,
• 11:59
  hardware
• 11:59
  or
• 12:00
  painting,
• 12:00
  I
• 12:01
  want
• 12:01
  to
• 12:01
  solve
• 12:01
  the
• 12:02
  problem
• 12:02
  I
• 12:02
  want
• 12:02
  to
• 12:02
  solve.
• 12:03
  So
• 12:03
  I
• 12:03
  have
• 12:03
  to
• 12:04
  tell
• 12:04
  myself
• 12:05
  it
• 12:05
  doesn't
• 12:05
  matter
• 12:06
  what
• 12:06
  it
• 12:06
  looks
• 12:07
  like,
• 12:07
  as
• 12:07
  long
• 12:07
  as
• 12:08
  it
• 12:08
  does
• 12:09
  what
• 12:09
  I
• 12:09
  wanted
• 12:10
  it
• 12:10
  to
• 12:10
  do.
• 12:10
  That
• 12:11
  allows
• 12:11
  me
• 12:11
  to
• 12:11
  be
• 12:11
  more
• 12:11
  open
• 12:12
  to
• 12:12
  feedback
• 12:12
  too,
• 12:13
  or
• 12:13
  else
• 12:14
  the
• 12:14
  signs
• 12:14
  would
• 12:14
  be
• 12:15
  there
• 12:15
  and
• 12:15
  I
• 12:15
  would
• 12:15
  just
• 12:15
  ignore
• 12:16
  them.
• 12:17
  So
• 12:17
  important.
• 12:18
  And
• 12:18
  so
• 12:18
  your
• 12:19
  core
• 12:19
  purpose,
• 12:20
  your
• 12:20
  mission
• 12:21
  and
• 12:21
  vision
• 12:21
  with
• 12:21
  the
• 12:21
  organization
• 12:22
  didn't
• 12:23
  change.
• 12:24
  Right?
• 12:24
  You
• 12:24
  were
• 12:24
  able
• 12:25
  to
• 12:25
  make
• 12:25
  that
• 12:25
  pivot
• 12:26
  and
• 12:26
  you
• 12:26
  were
• 12:26
  able
• 12:26
  to
• 12:26
  do
• 12:27
  so
• 12:27
  quickly
• 12:27
  and
• 12:27
  you
• 12:28
  talked
• 12:28
  about
• 12:28
  numbers.
• 12:30
  It
• 12:30
  wasn't
• 12:30
  just
• 12:31
  like,
• 12:31
  oh,
• 12:31
  I
• 12:31
  think,
• 12:32
  but
• 12:32
  you're
• 12:32
  a
• 12:32
  data
• 12:32
  oriented
• 12:33
  gal,
• 12:33
  right?
• 12:34
  Exactly.
• 12:35
  See
• 12:35
  it,
• 12:35
  you
• 12:35
  could
• 12:36
  see
• 12:36
  I'm
• 12:37
  getting
• 12:37
  more
• 12:37
  uptick.
• 12:38
  Sales,
• 12:39
  engagement
• 12:40
  and
• 12:40
  yeah,
• 12:40
  for
• 12:40
  sure.
• 12:41
  My
• 12:41
  vision
• 12:41
  has
• 12:41
  always
• 12:42
  been
• 12:42
  around
• 12:42
  soft
• 12:43
  skills
• 12:43
  development.
• 12:44
  I
• 12:44
  truly
• 12:45
  think
• 12:45
  that
• 12:45
  we
• 12:46
  are
• 12:46
  in
• 12:46
  a
• 12:46
  crossroad
• 12:47
  where
• 12:47
  AI,
• 12:48
  unfortunately,
• 12:49
  on
• 12:49
  the
• 12:50
  one
• 12:50
  hand
• 12:51
  makes
• 12:51
  many
• 12:51
  things
• 12:52
  easier,
• 12:52
  but
• 12:52
  on
• 12:53
  the
• 12:53
  other
• 12:53
  makes
• 12:53
  this
• 12:54
  human
• 12:54
  connection
• 12:54
  harder
• 12:55
  and
• 12:55
  harder.
• 12:56
  So
• 12:56
  yes,
• 12:56
  it's
• 12:57
  ironic
• 12:57
  we
• 12:57
  use
• 12:58
  it
• 12:58
  to
• 12:58
  make
• 12:58
  humans
• 12:59
  better,
• 12:59
  but
• 13:00
  it
• 13:00
  can
• 13:00
  be
• 13:00
  used
• 13:01
  in
• 13:01
  that
• 13:01
  way
• 13:01
  because
• 13:02
  as
• 13:02
  I
• 13:02
  said
• 13:03
  earlier,
• 13:03
  it's
• 13:03
  less
• 13:03
  biased,
• 13:04
  it
• 13:04
  is
• 13:05
  more
• 13:05
  scalable,
• 13:06
  it
• 13:06
  can
• 13:06
  be
• 13:06
  trained
• 13:07
  by
• 13:07
  so
• 13:08
  many
• 13:08
  different
• 13:08
  data
• 13:09
  points
• 13:09
  that
• 13:09
  I
• 13:09
  cannot
• 13:10
  spend
• 13:10
  enough
• 13:11
  years
• 13:11
  to
• 13:11
  study
• 13:12
  to
• 13:12
  become
• 13:12
  that
• 13:12
  perfect
• 13:13
  expert.
• 13:14
  So
• 13:15
  it
• 13:15
  is,
• 13:16
  I
• 13:16
  think,
• 13:16
  like
• 13:17
  a
• 13:17
  must
• 13:18
  nowadays.
• 13:18
  Like
• 13:19
  if
• 13:19
  you're
• 13:19
  doing
• 13:19
  a
• 13:19
  training
• 13:20
  program,
• 13:20
  whether
• 13:21
  it's
• 13:21
  onboarding,
• 13:21
  sales
• 13:22
  enablement
• 13:22
  or
• 13:22
  anything
• 13:23
  else,
• 13:23
  if
• 13:24
  you
• 13:24
  don't
• 13:24
  use
• 13:24
  AI
• 13:25
  to
• 13:25
  personalize
• 13:26
  the
• 13:26
  content
• 13:27
  so
• 13:27
  it's
• 13:27
  digestible
• 13:28
  and
• 13:28
  relevant
• 13:29
  to
• 13:29
  what
• 13:29
  that
• 13:30
  person
• 13:30
  is
• 13:30
  doing
• 13:30
  day
• 13:31
  to
• 13:31
  day,
• 13:31
  the
• 13:32
  information
• 13:32
  gets
• 13:33
  lost,
• 13:33
  it
• 13:33
  doesn't
• 13:34
  stick.
• 13:34
  People
• 13:35
  forget,
• 13:35
  they
• 13:35
  don't
• 13:36
  care.
• 13:36
  And
• 13:37
  you're
• 13:37
  spending
• 13:37
  time
• 13:37
  creating
• 13:38
  content
• 13:38
  that
• 13:39
  will
• 13:39
  never
• 13:39
  be
• 13:39
  read.
• 13:40
  I
• 13:40
  have
• 13:40
  a
• 13:41
  pivot
• 13:41
  question
• 13:41
  here.
• 13:42
  You
• 13:43
  didn't
• 13:43
  come
• 13:44
  with
• 13:45
  a
• 13:45
  whole
• 13:45
  lot
• 13:45
  of
• 13:45
  technology
• 13:46
  background
• 13:47
  and
• 13:47
  now
• 13:47
  you
• 13:48
  have
• 13:48
  a
• 13:48
  technology
• 13:49
  company.
• 13:49
  How
• 13:50
  did
• 13:50
  you
• 13:50
  bridge
• 13:51
  that
• 13:51
  gap?
• 13:52
  So
• 13:52
  the
• 13:52
  company
• 13:52
  I
• 13:53
  worked
• 13:53
  for
• 13:53
  before,
• 13:54
  where
• 13:54
  I
• 13:54
  was
• 13:54
  a
• 13:54
  VP
• 13:55
  of
• 13:55
  people
• 13:55
  and
• 13:55
  C
• 13:55
  of
• 13:56
  staff,
• 13:56
  was
• 13:56
  also
• 13:57
  an
• 13:57
  AI
• 13:57
  sales
• 13:58
  coaching
• 13:58
  platform.
• 13:59
  Sorry,
• 14:00
  not
• 14:00
  coaching
• 14:00
  an
• 14:00
  AI
• 14:01
  sales
• 14:01
  platform,
• 14:02
  focusing
• 14:02
  on
• 14:02
  lead
• 14:03
  generation.
• 14:04
  That's
• 14:05
  when
• 14:05
  I
• 14:05
  learned
• 14:05
  a
• 14:06
  lot
• 14:06
  about
• 14:06
  AI
• 14:07
  and
• 14:08
  I
• 14:08
  was
• 14:09
  literally
• 14:09
  a
• 14:09
  spawn.
• 14:10
  Like
• 14:10
  I
• 14:10
  went
• 14:10
  to
• 14:11
  every
• 14:11
  single
• 14:11
  department
• 14:12
  wanting
• 14:12
  to
• 14:12
  understand
• 14:13
  everything
• 14:14
  and
• 14:14
  started
• 14:14
  reading
• 14:15
  about
• 14:15
  it.
• 14:16
  And
• 14:17
  I
• 14:17
  realized
• 14:18
  that
• 14:18
  first
• 14:18
  of
• 14:19
  all,
• 14:19
  you
• 14:19
  don't
• 14:19
  have
• 14:19
  to
• 14:20
  be
• 14:20
  technical.
• 14:21
  You
• 14:21
  need
• 14:21
  a
• 14:21
  technical
• 14:22
  co
• 14:22
  founder
• 14:22
  if
• 14:23
  you
• 14:23
  want
• 14:23
  to
• 14:23
  start.
• 14:24
  So
• 14:24
  it
• 14:24
  was
• 14:25
  definitely
• 14:25
  about
• 14:25
  finding
• 14:25
  the
• 14:26
  right
• 14:26
  team.
• 14:27
  But
• 14:27
  I
• 14:27
  think
• 14:28
  where
• 14:28
  I
• 14:28
  come
• 14:29
  in
• 14:29
  and
• 14:29
  the
• 14:29
  differentiation
• 14:30
  I'm
• 14:30
  bringing
• 14:31
  is
• 14:31
  my
• 14:31
  domain
• 14:31
  expertise.
• 14:32
  You
• 14:32
  can
• 14:33
  have
• 14:33
  a
• 14:33
  technical
• 14:33
  person
• 14:34
  that
• 14:34
  knows
• 14:35
  how
• 14:35
  to
• 14:35
  code,
• 14:35
  but
• 14:36
  unless
• 14:36
  they
• 14:36
  have
• 14:36
  that
• 14:37
  empathy
• 14:37
  about
• 14:37
  the
• 14:38
  client's
• 14:38
  need
• 14:38
  and
• 14:39
  the
• 14:39
  understanding
• 14:40
  of
• 14:40
  how
• 14:40
  people
• 14:40
  learn,
• 14:41
  like
• 14:41
  my
• 14:41
  academic
• 14:42
  background,
• 14:43
  they
• 14:43
  can
• 14:43
  do
• 14:44
  more
• 14:44
  than
• 14:44
  an
• 14:45
  AI
• 14:45
  chatbot.
• 14:46
  Is
• 14:46
  the
• 14:46
  synergy
• 14:46
  of
• 14:46
  these
• 14:47
  skills
• 14:48
  that
• 14:48
  made
• 14:49
  decks
• 14:49
  ago
• 14:49
  happen.
• 14:50
  I
• 14:50
  don't
• 14:51
  think
• 14:51
  if
• 14:51
  I
• 14:51
  was
• 14:52
  like
• 14:52
  coming
• 14:52
  from
• 14:52
  a
• 14:53
  technical
• 14:53
  background
• 14:54
  I
• 14:54
  would
• 14:54
  have
• 14:54
  the
• 14:54
  insights
• 14:55
  I
• 14:55
  have
• 14:56
  to
• 14:56
  lead
• 14:56
  the
• 14:56
  product
• 14:57
  roadmap.
• 14:58
  And
• 14:58
  I'm
• 14:58
  actually
• 14:59
  very
• 14:59
  hands
• 14:59
  on
• 14:59
  with
• 15:00
  product
• 15:00
  and
• 15:01
  I
• 15:01
  mean
• 15:01
  I
• 15:01
  did
• 15:01
  coding
• 15:02
  at
• 15:02
  school.
• 15:03
  I
• 15:03
  honestly
• 15:03
  don't
• 15:04
  remember
• 15:04
  anything
• 15:04
  like
• 15:05
  I
• 15:05
  cannot
• 15:05
  code
• 15:06
  at
• 15:06
  all.
• 15:07
  But
• 15:07
  I
• 15:07
  understand
• 15:08
  enough
• 15:08
  of
• 15:09
  the
• 15:09
  technicalities
• 15:10
  to
• 15:10
  speak
• 15:10
  to
• 15:10
  my
• 15:11
  product
• 15:11
  team
• 15:11
  and
• 15:12
  my
• 15:12
  CTO
• 15:12
  and
• 15:13
  have
• 15:13
  a
• 15:13
  game
• 15:14
  plan.
• 15:15
  But
• 15:15
  the
• 15:15
  caveat
• 15:16
  I'll
• 15:16
  say
• 15:16
  is
• 15:17
  a
• 15:17
  lot
• 15:17
  of
• 15:17
  non
• 15:18
  technical
• 15:19
  founders
• 15:20
  don't
• 15:21
  understand
• 15:22
  how
• 15:22
  long
• 15:22
  things
• 15:23
  take
• 15:24
  to
• 15:24
  build
• 15:24
  because
• 15:25
  they
• 15:25
  think
• 15:25
  at
• 15:25
  the
• 15:25
  speed
• 15:26
  of
• 15:26
  thought,
• 15:27
  but
• 15:27
  coders
• 15:27
  think
• 15:28
  at
• 15:28
  the
• 15:28
  speed
• 15:28
  of
• 15:28
  code
• 15:29
  and
• 15:29
  there's
• 15:30
  a
• 15:30
  huge
• 15:30
  gap.
• 15:31
  That's
• 15:31
  where
• 15:32
  trust
• 15:32
  is
• 15:32
  so
• 15:33
  important.
• 15:33
  If
• 15:33
  you
• 15:34
  don't
• 15:34
  have
• 15:34
  that
• 15:34
  understanding
• 15:35
  and
• 15:35
  you
• 15:35
  expect
• 15:35
  something
• 15:36
  to
• 15:36
  happen
• 15:36
  yesterday
• 15:37
  and
• 15:37
  it
• 15:37
  takes
• 15:38
  two
• 15:38
  more
• 15:38
  months,
• 15:39
  you
• 15:39
  blame
• 15:39
  everybody
• 15:40
  on
• 15:40
  your
• 15:40
  team
• 15:40
  and
• 15:41
  you're
• 15:41
  stuck.
• 15:41
  Unfortunately
• 15:42
  startups
• 15:43
  are
• 15:43
  always
• 15:43
  take
• 15:44
  longer
• 15:44
  and
• 15:45
  need
• 15:45
  more
• 15:45
  money
• 15:46
  to
• 15:46
  survive.
• 15:47
  So
• 15:47
  how
• 15:48
  do
• 15:48
  you
• 15:48
  manage
• 15:48
  that?
• 15:48
  What
• 15:49
  are
• 15:49
  some
• 15:49
  tips
• 15:50
  about
• 15:51
  whether
• 15:51
  you
• 15:51
  hire
• 15:52
  a
• 15:52
  co
• 15:52
  founder
• 15:53
  who's
• 15:54
  technical
• 15:55
  or
• 15:55
  you
• 15:55
  work
• 15:55
  with
• 15:56
  somebody?
• 15:56
  You
• 15:56
  engage
• 15:57
  with
• 15:57
  a
• 15:57
  company
• 15:58
  outside
• 15:58
  to
• 15:59
  help
• 15:59
  you
• 15:59
  bridge
• 16:00
  a
• 16:00
  gap
• 16:00
  for
• 16:00
  technology
• 16:01
  and
• 16:01
  you
• 16:02
  want
• 16:02
  things
• 16:02
  fast
• 16:03
  and
• 16:03
  they
• 16:04
  can't
• 16:04
  produce
• 16:04
  it
• 16:04
  as
• 16:05
  quickly.
• 16:05
  What
• 16:05
  is
• 16:05
  your
• 16:05
  guidance
• 16:06
  for
• 16:07
  wisdom
• 16:07
  that
• 16:08
  you'd
• 16:08
  like
• 16:08
  to
• 16:08
  share?
• 16:10
  Firstly,
• 16:11
  I'm
• 16:11
  not
• 16:11
  a
• 16:12
  fan
• 16:12
  of
• 16:12
  working
• 16:12
  with
• 16:13
  agencies.
• 16:13
  I
• 16:14
  rather
• 16:14
  hire
• 16:14
  someone
• 16:15
  internally
• 16:16
  and
• 16:16
  I
• 16:16
  think
• 16:16
  many
• 16:16
  founders
• 16:17
  will
• 16:17
  vouch
• 16:17
  for
• 16:18
  that
• 16:18
  because
• 16:19
  the
• 16:20
  interests
• 16:20
  are
• 16:20
  not
• 16:20
  aligned.
• 16:21
  An
• 16:21
  agency
• 16:21
  will
• 16:22
  take
• 16:22
  longer
• 16:22
  because
• 16:22
  they
• 16:23
  need
• 16:23
  to
• 16:23
  keep
• 16:23
  you
• 16:24
  as
• 16:24
  a
• 16:24
  client
• 16:24
  and
• 16:24
  charge
• 16:25
  you
• 16:25
  more.
• 16:25
  An
• 16:25
  internal
• 16:26
  person
• 16:26
  understands
• 16:27
  more
• 16:27
  also
• 16:28
  the
• 16:28
  pressure
• 16:28
  and
• 16:29
  especially
• 16:29
  they
• 16:29
  have
• 16:29
  stock
• 16:30
  ownership.
• 16:31
  But
• 16:31
  definitely
• 16:32
  having
• 16:32
  someone
• 16:32
  that
• 16:32
  has
• 16:33
  worked
• 16:33
  in
• 16:33
  that
• 16:33
  space
• 16:34
  before
• 16:34
  is
• 16:34
  a
• 16:35
  must.
• 16:35
  My
• 16:35
  co
• 16:36
  founder
• 16:36
  and
• 16:36
  CPO
• 16:37
  has
• 16:37
  worked
• 16:37
  in
• 16:37
  many
• 16:37
  AI
• 16:38
  companies.
• 16:38
  Our
• 16:39
  team
• 16:39
  is
• 16:39
  coming
• 16:40
  from
• 16:40
  similar
• 16:40
  backgrounds
• 16:41
  and
• 16:42
  splitting
• 16:42
  them
• 16:42
  up.
• 16:43
  Like
• 16:43
  I
• 16:43
  know
• 16:44
  some
• 16:44
  people
• 16:44
  are
• 16:44
  fans
• 16:44
  of
• 16:45
  okay,
• 16:45
  having
• 16:45
  this
• 16:45
  theme
• 16:46
  for
• 16:46
  front
• 16:46
  end,
• 16:47
  having
• 16:47
  that
• 16:47
  thing
• 16:47
  for
• 16:47
  backend,
• 16:49
  but
• 16:49
  I
• 16:49
  am
• 16:50
  more
• 16:50
  of
• 16:51
  a
• 16:51
  fan
• 16:51
  of
• 16:51
  the
• 16:51
  full
• 16:52
  stack
• 16:52
  approach.
• 16:53
  Everybody
• 16:53
  knows
• 16:54
  a
• 16:54
  little
• 16:54
  bit
• 16:54
  of
• 16:54
  everything.
• 16:55
  So
• 16:55
  if
• 16:55
  some
• 16:55
  person
• 16:56
  is
• 16:56
  off
• 16:56
  or
• 16:56
  is
• 16:57
  sick,
• 16:57
  the
• 16:57
  other
• 16:57
  person
• 16:58
  can
• 16:59
  continue
• 16:59
  the
• 16:59
  work.
• 17:00
  So
• 17:00
  there's
• 17:00
  no
• 17:00
  gaps.
• 17:02
  So
• 17:02
  one
• 17:02
  is
• 17:02
  not
• 17:02
  gatekeeping.
• 17:03
  Right?
• 17:04
  Everybody
• 17:04
  should
• 17:05
  know
• 17:05
  what
• 17:05
  everybody's
• 17:06
  working
• 17:06
  on.
• 17:07
  So
• 17:07
  we
• 17:07
  have
• 17:08
  weekly
• 17:08
  calls
• 17:09
  like
• 17:09
  All
• 17:09
  Hands
• 17:09
  where
• 17:10
  I
• 17:10
  show
• 17:10
  everybody.
• 17:11
  This
• 17:11
  is
• 17:11
  what
• 17:11
  each
• 17:12
  of
• 17:12
  you
• 17:12
  is
• 17:12
  focused
• 17:13
  on.
• 17:13
  Do
• 17:13
  we
• 17:13
  agree?
• 17:13
  Are
• 17:14
  we
• 17:14
  clear?
• 17:15
  And
• 17:15
  I
• 17:15
  explain
• 17:16
  why
• 17:16
  we
• 17:16
  do
• 17:17
  things.
• 17:18
  A
• 17:18
  big
• 17:18
  mistake
• 17:19
  I
• 17:19
  see
• 17:19
  is
• 17:19
  engineering
• 17:20
  teams
• 17:21
  being
• 17:21
  like
• 17:21
  a
• 17:22
  separate
• 17:22
  arm
• 17:22
  of
• 17:23
  the
• 17:23
  company
• 17:23
  and
• 17:24
  they're
• 17:24
  in
• 17:24
  the
• 17:25
  blind.
• 17:25
  They
• 17:25
  don't
• 17:25
  know
• 17:26
  why
• 17:26
  they're
• 17:26
  building
• 17:26
  this
• 17:27
  feature,
• 17:27
  how
• 17:27
  it's
• 17:28
  going
• 17:28
  to
• 17:28
  be
• 17:28
  used
• 17:29
  how
• 17:29
  what
• 17:29
  they're
• 17:29
  doing
• 17:30
  affects
• 17:30
  the
• 17:30
  other
• 17:30
  engineers
• 17:31
  work.
• 17:32
  So
• 17:32
  I
• 17:33
  definitely
• 17:33
  try
• 17:33
  to
• 17:33
  make
• 17:33
  a
• 17:34
  point
• 17:34
  to
• 17:34
  explain
• 17:35
  why
• 17:35
  we
• 17:35
  do
• 17:35
  things
• 17:36
  and
• 17:36
  how
• 17:36
  it's
• 17:37
  impacting
• 17:37
  the
• 17:37
  user
• 17:38
  acquisition,
• 17:39
  the
• 17:39
  user
• 17:40
  journey,
• 17:40
  client
• 17:41
  empathy
• 17:41
  that
• 17:42
  they
• 17:42
  don't
• 17:42
  have
• 17:42
  because
• 17:42
  they
• 17:43
  just
• 17:43
  don't
• 17:43
  speak
• 17:44
  to
• 17:44
  clients.
• 17:45
  So
• 17:45
  I
• 17:45
  have
• 17:45
  to
• 17:45
  be
• 17:45
  that
• 17:46
  voice.
• 17:47
  And
• 17:47
  I
• 17:47
  feel
• 17:47
  like
• 17:48
  if
• 17:48
  you
• 17:48
  translate
• 17:49
  this
• 17:49
  correctly
• 17:50
  they
• 17:50
  understand
• 17:50
  the
• 17:51
  urgency.
• 17:52
  And
• 17:52
  not
• 17:52
  only
• 17:53
  they
• 17:53
  do
• 17:53
  what
• 17:54
  you
• 17:54
  say
• 17:54
  and
• 17:55
  they
• 17:55
  ask,
• 17:55
  but
• 17:55
  they
• 17:56
  will
• 17:56
  try
• 17:56
  to
• 17:56
  do
• 17:56
  more
• 17:57
  because
• 17:57
  now
• 17:58
  you
• 17:58
  let
• 17:58
  them
• 17:58
  be
• 17:59
  creative
• 17:59
  to
• 17:59
  fix
• 18:00
  the
• 18:00
  problem.
• 18:00
  And
• 18:00
  I
• 18:01
  always
• 18:01
  say
• 18:02
  hey,
• 18:02
  that's
• 18:02
  my
• 18:03
  business
• 18:03
  requirement.
• 18:04
  I
• 18:04
  don't
• 18:04
  know
• 18:04
  what
• 18:05
  the
• 18:05
  technical
• 18:05
  requirement
• 18:06
  is.
• 18:06
  That's
• 18:06
  what
• 18:07
  the
• 18:07
  CDO
• 18:07
  will
• 18:07
  say.
• 18:08
  I
• 18:08
  can
• 18:08
  help
• 18:09
  answer
• 18:09
  any
• 18:09
  questions
• 18:10
  if
• 18:10
  you
• 18:11
  find
• 18:11
  that
• 18:11
  hey,
• 18:11
  this
• 18:11
  cannot
• 18:12
  be
• 18:12
  done.
• 18:12
  Joanna
• 18:12
  has
• 18:13
  that
• 18:13
  crazy
• 18:13
  idea,
• 18:14
  we
• 18:14
  can
• 18:14
  start
• 18:15
  and
• 18:15
  this
• 18:15
  is
• 18:15
  the
• 18:16
  version
• 18:16
  two
• 18:16
  that
• 18:16
  will
• 18:17
  come
• 18:17
  out.
• 18:17
  So
• 18:17
  it's
• 18:18
  very
• 18:18
  collaborative.
• 18:19
  You
• 18:19
  have
• 18:19
  to
• 18:19
  have
• 18:19
  that
• 18:20
  open
• 18:20
  line
• 18:20
  of
• 18:20
  communication
• 18:21
  and
• 18:22
  reiterate
• 18:23
  why
• 18:23
  you
• 18:23
  do
• 18:23
  things.
• 18:24
  What
• 18:24
  you
• 18:24
  described
• 18:25
  of
• 18:26
  having
• 18:26
  everybody
• 18:28
  working
• 18:28
  together
• 18:29
  have
• 18:29
  those
• 18:29
  weekly
• 18:30
  meetings
• 18:30
  where
• 18:30
  you're
• 18:31
  together,
• 18:31
  the
• 18:31
  whole
• 18:32
  marketing
• 18:33
  and
• 18:33
  sales
• 18:34
  and
• 18:34
  tech,
• 18:34
  technology
• 18:35
  and
• 18:35
  finance
• 18:36
  gets
• 18:36
  a
• 18:36
  chance
• 18:37
  to
• 18:37
  be
• 18:37
  together
• 18:38
  service
• 18:39
  and,
• 18:39
  and
• 18:39
  then
• 18:40
  you
• 18:40
  understand
• 18:41
  what
• 18:41
  all
• 18:41
  the
• 18:42
  pieces
• 18:42
  and
• 18:42
  parts
• 18:43
  are.
• 18:43
  Whenever
• 18:44
  I've
• 18:44
  worked
• 18:44
  with
• 18:45
  technology
• 18:46
  requirements,
• 18:47
  oftentimes
• 18:48
  we
• 18:48
  ask
• 18:48
  for
• 18:49
  things
• 18:50
  but
• 18:50
  the
• 18:50
  way
• 18:50
  that
• 18:51
  somebody
• 18:51
  hears
• 18:51
  it
• 18:52
  is
• 18:52
  different.
• 18:53
  It's
• 18:53
  important
• 18:53
  to
• 18:54
  iterate
• 18:54
  quickly
• 18:55
  and
• 18:55
  to
• 18:56
  know
• 18:56
  fast
• 18:57
  whether
• 18:57
  or
• 18:58
  not
• 18:58
  you're
• 18:58
  on
• 18:58
  because
• 18:58
  otherwise
• 18:59
  they
• 18:59
  might
• 19:00
  technology
• 19:01
  wise
• 19:01
  go
• 19:01
  down
• 19:01
  a
• 19:01
  rabbit
• 19:02
  hole.
• 19:02
  That's
• 19:03
  unnecessary
• 19:04
  and
• 19:05
  costly.
• 19:06
  Wrong,
• 19:07
  right?
• 19:07
  Oh
• 19:07
  100
• 19:08
  absolutely.
• 19:10
  And
• 19:10
  also
• 19:10
  there's
• 19:11
  a
• 19:11
  continuous
• 19:12
  battle
• 19:13
  because
• 19:13
  the
• 19:13
  technical
• 19:14
  team
• 19:14
  will
• 19:14
  have
• 19:15
  some
• 19:15
  other
• 19:16
  things
• 19:16
  they
• 19:16
  need
• 19:16
  to
• 19:16
  get
• 19:17
  done
• 19:17
  on
• 19:17
  the
• 19:17
  back
• 19:18
  end
• 19:18
  that
• 19:18
  are
• 19:18
  not
• 19:18
  impactful
• 19:19
  for
• 19:19
  the
• 19:19
  client
• 19:20
  on
• 19:20
  the
• 19:20
  front
• 19:20
  end.
• 19:21
  So
• 19:21
  you
• 19:21
  always
• 19:21
  have
• 19:22
  to
• 19:22
  find
• 19:22
  that
• 19:22
  balance.
• 19:22
  Like
• 19:23
  as
• 19:23
  a
• 19:23
  non
• 19:23
  technical
• 19:24
  founder
• 19:24
  you
• 19:25
  might
• 19:25
  care
• 19:25
  so
• 19:25
  much
• 19:25
  about
• 19:26
  certain
• 19:27
  features
• 19:27
  but
• 19:28
  we
• 19:28
  need
• 19:28
  to
• 19:28
  make
• 19:28
  sure
• 19:29
  the
• 19:29
  data
• 19:29
  side
• 19:30
  this
• 19:30
  and
• 19:30
  that
• 19:30
  happens.
• 19:31
  So
• 19:31
  it's
• 19:32
  always
• 19:32
  about
• 19:32
  balancing.
• 19:33
  If
• 19:33
  you
• 19:33
  need
• 19:33
  to
• 19:33
  work
• 19:34
  on
• 19:34
  that,
• 19:34
  you'll
• 19:34
  work
• 19:34
  on
• 19:35
  it
• 19:35
  20%
• 19:35
  of
• 19:36
  the
• 19:36
  time.
• 19:36
  But
• 19:36
  80%
• 19:37
  of
• 19:37
  the
• 19:37
  time
• 19:37
  has
• 19:38
  to
• 19:38
  be
• 19:38
  the
• 19:38
  client
• 19:38
  facing
• 19:39
  stuff
• 19:39
  because
• 19:39
  if
• 19:40
  we
• 19:40
  don't
• 19:40
  have
• 19:40
  that,
• 19:40
  nobody
• 19:41
  will
• 19:41
  use
• 19:41
  it.
• 19:42
  So
• 19:42
  tell
• 19:42
  us
• 19:43
  about,
• 19:43
  let's
• 19:43
  go
• 19:44
  straight
• 19:44
  into
• 19:45
  the
• 19:45
  heart
• 19:45
  of
• 19:45
  Dex2go
• 19:47
  what
• 19:47
  it
• 19:48
  is,
• 19:48
  why
• 19:48
  it's
• 19:49
  important
• 19:49
  and
• 19:50
  what
• 19:50
  it
• 19:50
  brings
• 19:50
  to
• 19:51
  your
• 19:51
  customers.
• 19:52
  Yeah,
• 19:53
  I'll
• 19:54
  give
• 19:54
  you
• 19:54
  the
• 19:55
  two
• 19:55
  angles
• 19:55
  of
• 19:55
  the
• 19:56
  learning
• 19:56
  and
• 19:56
  the
• 19:57
  leading.
• 19:58
  Dextaguase
• 19:59
  is
• 19:59
  an
• 19:59
  AI
• 19:59
  sales
• 19:59
  coaching
• 20:00
  platform
• 20:01
  that
• 20:01
  injects
• 20:02
  data
• 20:02
  from
• 20:02
  world
• 20:03
  class
• 20:03
  sales
• 20:03
  experts,
• 20:05
  takes
• 20:05
  the
• 20:05
  clients
• 20:06
  insights
• 20:06
  so
• 20:07
  their
• 20:07
  playbook,
• 20:07
  their
• 20:07
  best
• 20:08
  practices
• 20:09
  and
• 20:09
  customize
• 20:10
  coaching
• 20:11
  for
• 20:11
  each
• 20:11
  seller.
• 20:12
  Based
• 20:12
  on
• 20:12
  their
• 20:13
  pipeline.
• 20:13
  So
• 20:14
  if
• 20:14
  I
• 20:14
  have
• 20:14
  a
• 20:14
  meeting
• 20:14
  with
• 20:15
  you
• 20:15
  and
• 20:15
  I
• 20:15
  go
• 20:15
  on
• 20:16
  your
• 20:16
  LinkedIn,
• 20:17
  Dexaco
• 20:18
  pops
• 20:18
  up,
• 20:18
  gives
• 20:18
  me
• 20:19
  insights
• 20:19
  on
• 20:19
  your
• 20:20
  personality,
• 20:20
  like
• 20:21
  are
• 20:21
  you
• 20:21
  a
• 20:21
  big
• 20:21
  picture
• 20:22
  thinker?
• 20:23
  Are
• 20:23
  you
• 20:23
  like
• 20:23
  data
• 20:24
  driven?
• 20:25
  And
• 20:25
  how
• 20:25
  I
• 20:26
  can
• 20:26
  change
• 20:27
  my
• 20:27
  value
• 20:27
  prop
• 20:27
  to
• 20:28
  resonate
• 20:28
  with
• 20:28
  you.
• 20:29
  Now
• 20:29
  I
• 20:29
  can
• 20:30
  role
• 20:30
  play
• 20:30
  for
• 20:31
  a
• 20:31
  specific
• 20:31
  person,
• 20:32
  specific
• 20:32
  deal.
• 20:33
  Like
• 20:33
  five
• 20:34
  minutes
• 20:34
  before
• 20:34
  the
• 20:35
  call
• 20:35
  it
• 20:36
  will
• 20:36
  give
• 20:36
  me
• 20:36
  actionable
• 20:37
  feedback
• 20:37
  on
• 20:37
  my
• 20:38
  non
• 20:38
  verbals
• 20:38
  and
• 20:39
  verbals,
• 20:40
  tell
• 20:40
  me
• 20:40
  what
• 20:40
  I
• 20:40
  did
• 20:40
  great,
• 20:41
  how
• 20:41
  I
• 20:41
  can
• 20:41
  develop
• 20:42
  my
• 20:42
  coachability
• 20:43
  score.
• 20:44
  Like
• 20:44
  am
• 20:44
  I
• 20:44
  improving
• 20:45
  over
• 20:45
  time
• 20:45
  or
• 20:46
  I'm
• 20:46
  staying
• 20:46
  safe.
• 20:47
  Now
• 20:47
  I'm
• 20:47
  much
• 20:47
  more
• 20:47
  likely
• 20:48
  as
• 20:48
  an
• 20:48
  end
• 20:48
  user,
• 20:49
  as
• 20:49
  a
• 20:49
  seller
• 20:50
  to
• 20:50
  remember
• 20:51
  because
• 20:51
  I
• 20:51
  did
• 20:52
  it
• 20:52
  five
• 20:52
  minutes
• 20:52
  ago
• 20:53
  and
• 20:53
  it's
• 20:53
  connected
• 20:54
  to
• 20:54
  something
• 20:54
  I
• 20:54
  care
• 20:55
  about.
• 20:55
  If
• 20:55
  I
• 20:55
  close
• 20:55
  the
• 20:56
  deal,
• 20:56
  I
• 20:56
  can
• 20:56
  make
• 20:56
  a
• 20:57
  commission,
• 20:57
  right?
• 20:57
  If
• 20:58
  I
• 20:58
  develop
• 20:58
  that
• 20:58
  relationship
• 20:59
  and
• 20:59
  you
• 20:59
  like
• 21:00
  me,
• 21:00
  maybe
• 21:00
  I
• 21:00
  can
• 21:00
  upsell
• 21:01
  you
• 21:01
  later
• 21:01
  on,
• 21:01
  maybe
• 21:02
  you
• 21:02
  renew.
• 21:03
  It's
• 21:04
  first
• 21:04
  of
• 21:04
  all
• 21:04
  focusing
• 21:05
  on
• 21:05
  those
• 21:05
  human
• 21:06
  skills.
• 21:07
  It's
• 21:07
  not
• 21:07
  like
• 21:08
  an
• 21:08
  AISDR
• 21:09
  telling
• 21:09
  you
• 21:09
  exactly
• 21:10
  what
• 21:10
  to
• 21:10
  say.
• 21:10
  We're
• 21:11
  very
• 21:11
  against
• 21:11
  all
• 21:12
  that.
• 21:12
  We
• 21:12
  believe
• 21:13
  the
• 21:13
  seller
• 21:14
  is
• 21:14
  the
• 21:14
  competitive
• 21:15
  advantage.
• 21:15
  When
• 21:16
  you
• 21:16
  have
• 21:16
  all
• 21:16
  these
• 21:16
  junior
• 21:17
  sellers
• 21:17
  that
• 21:18
  work
• 21:18
  remotely
• 21:19
  don't
• 21:20
  have
• 21:20
  access
• 21:20
  to
• 21:21
  their
• 21:22
  like
• 21:22
  VP
• 21:22
  of
• 21:22
  sales
• 21:23
  every
• 21:23
  day
• 21:23
  at
• 21:24
  any
• 21:24
  point
• 21:24
  of
• 21:24
  time,
• 21:25
  they
• 21:25
  don't
• 21:25
  see
• 21:26
  others
• 21:26
  in
• 21:26
  the
• 21:26
  office
• 21:27
  to
• 21:27
  mimic
• 21:27
  them.
• 21:27
  It's
• 21:28
  very
• 21:29
  hard
• 21:29
  to
• 21:29
  develop
• 21:29
  these
• 21:30
  skills
• 21:30
  and
• 21:31
  an
• 21:31
  online
• 21:31
  course
• 21:32
  won't
• 21:32
  do
• 21:32
  it.
• 21:33
  Especially
• 21:33
  generic
• 21:34
  information
• 21:35
  tailored
• 21:35
  to
• 21:36
  my
• 21:36
  learning
• 21:36
  style.
• 21:37
  Maybe
• 21:37
  I
• 21:38
  like
• 21:38
  video,
• 21:38
  maybe
• 21:38
  I
• 21:38
  like
• 21:39
  audio,
• 21:39
  maybe
• 21:39
  I
• 21:39
  like
• 21:40
  microlearning.
• 21:41
  I
• 21:41
  can't
• 21:41
  just
• 21:42
  sit
• 21:42
  and
• 21:42
  watch
• 21:42
  a
• 21:43
  two
• 21:43
  hour
• 21:43
  course
• 21:44
  and
• 21:44
  say
• 21:44
  I
• 21:44
  became
• 21:45
  better
• 21:45
  in
• 21:45
  communications.
• 21:46
  You
• 21:47
  have
• 21:47
  to
• 21:47
  practice
• 21:48
  it.
• 21:48
  So
• 21:49
  experiential
• 21:49
  learning
• 21:50
  in
• 21:50
  the
• 21:50
  flow
• 21:50
  of
• 21:51
  work
• 21:51
  is
• 21:51
  very
• 21:51
  important.
• 21:52
  It's
• 21:53
  also
• 21:53
  not
• 21:54
  replacing
• 21:54
  anybody
• 21:55
  because
• 21:55
  it
• 21:56
  takes
• 21:56
  what
• 21:56
  the
• 21:56
  sales
• 21:57
  enablement
• 21:57
  team
• 21:57
  has
• 21:58
  created,
• 21:59
  making
• 21:59
  it
• 22:00
  actionable.
• 22:01
  I
• 22:01
  had
• 22:01
  this
• 22:02
  amazing
• 22:02
  conversation
• 22:03
  yesterday
• 22:03
  with
• 22:04
  a
• 22:04
  director
• 22:04
  of
• 22:04
  enablement
• 22:05
  who
• 22:06
  said
• 22:06
  I'm
• 22:07
  fighting
• 22:07
  with
• 22:07
  my
• 22:08
  VP
• 22:08
  of
• 22:08
  sales
• 22:09
  because
• 22:09
  he
• 22:09
  wants
• 22:10
  to
• 22:10
  give
• 22:10
  all
• 22:11
  content
• 22:11
  all
• 22:11
  at
• 22:12
  once.
• 22:12
  When
• 22:12
  someone
• 22:12
  is
• 22:13
  onboarding
• 22:14
  and
• 22:14
  I'm
• 22:14
  trying
• 22:15
  to
• 22:15
  give
• 22:15
  it
• 22:15
  to
• 22:15
  them
• 22:15
  in
• 22:16
  pieces
• 22:16
  so
• 22:17
  they
• 22:17
  can
• 22:17
  actually
• 22:17
  remember
• 22:18
  it
• 22:18
  and
• 22:18
  I
• 22:18
  said
• 22:19
  that's
• 22:19
  it,
• 22:19
  you
• 22:20
  cannot
• 22:20
  give
• 22:20
  all
• 22:21
  this
• 22:21
  information.
• 22:21
  Like
• 22:22
  I
• 22:22
  don't
• 22:22
  need
• 22:22
  to
• 22:22
  know
• 22:22
  how
• 22:23
  to
• 22:23
  invoice
• 22:23
  a
• 22:24
  client
• 22:24
  my
• 22:24
  first
• 22:24
  week,
• 22:25
  I
• 22:25
  need
• 22:25
  to
• 22:26
  know
• 22:26
  how
• 22:26
  I
• 22:26
  can
• 22:26
  pick
• 22:26
  up
• 22:27
  the
• 22:27
  phone
• 22:27
  and
• 22:27
  what
• 22:27
  to
• 22:27
  say
• 22:28
  to
• 22:28
  get
• 22:28
  them
• 22:28
  to
• 22:29
  book
• 22:29
  a
• 22:29
  call.
• 22:30
  AI
• 22:31
  is
• 22:31
  very
• 22:31
  good
• 22:31
  at
• 22:32
  doing
• 22:32
  that,
• 22:32
  giving
• 22:32
  you
• 22:32
  the
• 22:33
  right
• 22:33
  coaching
• 22:33
  at
• 22:33
  the
• 22:34
  right
• 22:34
  time
• 22:35
  and
• 22:35
  then
• 22:35
  giving
• 22:36
  all
• 22:36
  these
• 22:36
  insights
• 22:37
  to
• 22:37
  the
• 22:37
  leadership
• 22:38
  team
• 22:38
  to
• 22:38
  coach
• 22:39
  you
• 22:39
  better.
• 22:39
  When
• 22:39
  they
• 22:40
  have
• 22:40
  a
• 22:40
  one
• 22:40
  on
• 22:40
  one
• 22:40
  interaction
• 22:42
  because
• 22:42
  of
• 22:42
  the
• 22:42
  data
• 22:43
  all
• 22:44
  these
• 22:44
  patterns
• 22:44
  that
• 22:45
  they'll
• 22:45
  see
• 22:46
  over
• 22:46
  time
• 22:47
  and
• 22:47
  the
• 22:47
  insights
• 22:48
  they
• 22:48
  can
• 22:48
  get
• 22:48
  to
• 22:49
  improve
• 22:49
  their
• 22:50
  strategy.
• 22:51
  Hey,
• 22:51
  based
• 22:51
  on
• 22:51
  all
• 22:52
  of
• 22:52
  the
• 22:52
  data
• 22:52
  we
• 22:52
  have,
• 22:53
  this
• 22:53
  is
• 22:53
  the
• 22:53
  person
• 22:54
  you
• 22:54
  need
• 22:54
  to
• 22:54
  hire
• 22:55
  and
• 22:55
  these
• 22:55
  are
• 22:55
  the
• 22:56
  skills.
• 22:56
  And
• 22:56
  this
• 22:56
  is
• 22:56
  how
• 22:57
  fast
• 22:57
  they
• 22:57
  will
• 22:57
  ramp
• 22:58
  up
• 22:58
  because
• 22:59
  now
• 22:59
  we
• 22:59
  have
• 22:59
  something
• 23:00
  to
• 23:00
  compare
• 23:00
  it
• 23:00
  with.
• 23:02
  Amazing.
• 23:03
  I
• 23:03
  think
• 23:03
  you've
• 23:03
  said
• 23:03
  it,
• 23:03
  but
• 23:04
  I
• 23:04
  just
• 23:04
  want
• 23:04
  to
• 23:04
  hear
• 23:05
  it
• 23:05
  from
• 23:05
  you.
• 23:05
  What
• 23:06
  is
• 23:06
  the
• 23:06
  primary
• 23:07
  problem,
• 23:08
  Dexter
• 23:08
  Coach?
• 23:08
  Yeah.
• 23:09
  It's
• 23:09
  the
• 23:09
  scalability
• 23:10
  and
• 23:10
  the
• 23:11
  lack
• 23:11
  of
• 23:12
  personalization
• 23:13
  of
• 23:13
  coaching
• 23:13
  in
• 23:14
  companies.
• 23:14
  And
• 23:15
  to
• 23:15
  give
• 23:15
  you
• 23:15
  an
• 23:15
  example,
• 23:16
  most
• 23:16
  companies
• 23:17
  I
• 23:17
  talk
• 23:17
  to
• 23:17
  have
• 23:18
  a
• 23:18
  mix
• 23:18
  of
• 23:18
  junior
• 23:19
  and
• 23:19
  senior
• 23:19
  reps,
• 23:20
  right?
• 23:20
  Yes.
• 23:22
  And
• 23:22
  they'll
• 23:22
  say,
• 23:23
  okay,
• 23:23
  our
• 23:23
  senior
• 23:24
  guys
• 23:24
  are
• 23:24
  so
• 23:25
  good,
• 23:25
  but
• 23:26
  we
• 23:26
  don't
• 23:26
  know
• 23:26
  why.
• 23:27
  Like,
• 23:27
  and
• 23:27
  what
• 23:28
  if
• 23:28
  they
• 23:28
  leave
• 23:28
  and
• 23:28
  then
• 23:29
  we
• 23:29
  don't
• 23:29
  know
• 23:29
  how
• 23:29
  to
• 23:30
  transfer
• 23:30
  that
• 23:30
  knowledge?
• 23:31
  It
• 23:31
  just
• 23:32
  got
• 23:32
  it
• 23:33
  right.
• 23:33
  First
• 23:33
  of
• 23:33
  all,
• 23:33
  they
• 23:34
  were
• 23:34
  not
• 23:34
  born
• 23:34
  like
• 23:35
  that.
• 23:35
  They
• 23:35
  also
• 23:35
  develop
• 23:36
  the
• 23:36
  skills
• 23:36
  over
• 23:36
  time.
• 23:37
  It
• 23:37
  is.
• 23:37
  No
• 23:38
  one
• 23:38
  tracked
• 23:38
  it.
• 23:38
  We
• 23:39
  don't
• 23:39
  know,
• 23:39
  you
• 23:39
  know,
• 23:40
  what
• 23:40
  were
• 23:40
  those
• 23:40
  inputs.
• 23:42
  So
• 23:42
  by
• 23:42
  using
• 23:42
  our
• 23:43
  AI
• 23:43
  that
• 23:43
  tracks
• 23:44
  all
• 23:44
  these
• 23:44
  conversations
• 23:45
  and
• 23:46
  how
• 23:46
  they
• 23:46
  do
• 23:46
  what
• 23:47
  they
• 23:47
  do
• 23:47
  and
• 23:47
  understanding
• 23:48
  why
• 23:48
  it
• 23:49
  leads
• 23:49
  to
• 23:49
  success,
• 23:50
  now
• 23:50
  you
• 23:50
  can
• 23:50
  automatically
• 23:51
  coach
• 23:51
  the
• 23:51
  rest
• 23:52
  of
• 23:52
  the
• 23:52
  team.
• 23:53
  So
• 23:53
  it
• 23:53
  really
• 23:54
  levels
• 23:54
  the
• 23:54
  playing
• 23:55
  field.
• 23:56
  It
• 23:56
  makes
• 23:56
  it
• 23:56
  accessible
• 23:57
  247
• 23:58
  so
• 23:58
  you
• 23:58
  don't
• 23:59
  have
• 23:59
  to
• 23:59
  worry
• 23:59
  about
• 23:59
  different
• 24:00
  time
• 24:00
  zones
• 24:00
  and
• 24:01
  where
• 24:01
  your
• 24:01
  teams
• 24:01
  are.
• 24:02
  You
• 24:03
  can
• 24:03
  really
• 24:03
  bring
• 24:04
  in
• 24:04
  the
• 24:05
  senior
• 24:05
  leader
• 24:06
  when
• 24:06
  it's
• 24:07
  fully
• 24:07
  needed.
• 24:08
  Think
• 24:08
  of
• 24:09
  how
• 24:09
  many
• 24:09
  times
• 24:10
  a
• 24:10
  sales
• 24:10
  leader
• 24:11
  answers
• 24:11
  the
• 24:11
  same
• 24:12
  question
• 24:12
  to
• 24:12
  five
• 24:13
  different
• 24:13
  people.
• 24:15
  You
• 24:15
  can
• 24:15
  take
• 24:15
  all
• 24:16
  the
• 24:16
  time
• 24:16
  back
• 24:17
  spent
• 24:17
  on
• 24:17
  high
• 24:18
  value
• 24:18
  tasks
• 24:18
  and
• 24:19
  have
• 24:19
  AI
• 24:19
  answer
• 24:20
  this
• 24:20
  for
• 24:20
  you
• 24:21
  like,
• 24:21
  what's
• 24:21
  your
• 24:21
  pricing
• 24:22
  and
• 24:22
  what
• 24:23
  do
• 24:23
  I
• 24:23
  say
• 24:23
  when
• 24:24
  that
• 24:24
  objection
• 24:24
  comes
• 24:25
  up
• 24:25
  and
• 24:26
  what's
• 24:26
  the
• 24:26
  next
• 24:27
  day?
• 24:27
  All
• 24:27
  these
• 24:28
  things
• 24:28
  that
• 24:29
  you
• 24:29
  would
• 24:29
  go
• 24:30
  to
• 24:30
  a
• 24:30
  human
• 24:30
  to
• 24:31
  ask
• 24:31
  can
• 24:32
  really
• 24:32
  be
• 24:32
  automated,
• 24:33
  tailored
• 24:34
  to
• 24:34
  your
• 24:34
  day
• 24:35
  to
• 24:35
  day
• 24:35
  and
• 24:35
  have
• 24:36
  that
• 24:36
  leader
• 24:36
  just
• 24:36
  join
• 24:37
  when
• 24:37
  he
• 24:38
  can.
• 24:38
  Or
• 24:38
  she
• 24:38
  can
• 24:39
  really
• 24:39
  add
• 24:39
  value
• 24:40
  because
• 24:40
  their
• 24:41
  zone
• 24:41
  of
• 24:41
  genius
• 24:42
  is
• 24:42
  not
• 24:42
  just
• 24:42
  repeating
• 24:42
  themselves.
• 24:44
  No.
• 24:44
  And
• 24:44
  I
• 24:45
  was
• 24:45
  thinking
• 24:45
  as
• 24:45
  you
• 24:45
  were
• 24:46
  saying
• 24:46
  this,
• 24:46
  that
• 24:47
  a
• 24:47
  lot
• 24:47
  of
• 24:47
  times
• 24:47
  those
• 24:48
  really
• 24:48
  good
• 24:49
  sales
• 24:49
  people
• 24:51
  are
• 24:51
  not
• 24:51
  good
• 24:52
  coaches
• 24:52
  or
• 24:52
  teachers.
• 24:54
  They're
• 24:54
  really
• 24:55
  not.
• 24:56
  They
• 24:57
  just
• 24:57
  don't
• 24:57
  think
• 24:57
  in
• 24:58
  that
• 24:58
  way.
• 24:59
  It's
• 25:00
  almost
• 25:00
  like
• 25:00
  the
• 25:01
  tool
• 25:01
  Dexter
• 25:02
  can
• 25:02
  listen
• 25:02
  in
• 25:02
  and
• 25:03
  learn
• 25:03
  what
• 25:03
  is
• 25:04
  working
• 25:04
  for
• 25:04
  these
• 25:05
  people
• 25:06
  and
• 25:06
  make
• 25:06
  it
• 25:07
  teachable
• 25:08
  and
• 25:08
  then
• 25:08
  coach
• 25:09
  others
• 25:09
  in
• 25:09
  it.
• 25:10
  You
• 25:10
  nailed
• 25:11
  this.
• 25:11
  Actually
• 25:12
  at
• 25:12
  our
• 25:12
  desksagon
• 25:13
  Summit,
• 25:13
  you
• 25:13
  might
• 25:13
  have
• 25:14
  seen
• 25:14
  Steve's
• 25:15
  presentation
• 25:15
  who
• 25:15
  said
• 25:16
  not
• 25:16
  all
• 25:16
  size
• 25:17
  fits
• 25:17
  any
• 25:17
  way.
• 25:18
  The
• 25:18
  point
• 25:18
  was
• 25:18
  that
• 25:19
  sales
• 25:19
  leaders
• 25:20
  do
• 25:20
  that.
• 25:20
  You're
• 25:20
  a
• 25:20
  high
• 25:21
  performer,
• 25:21
  okay?
• 25:22
  Now
• 25:22
  you
• 25:22
  can
• 25:22
  manage
• 25:22
  a
• 25:23
  team.
• 25:24
  That
• 25:24
  should
• 25:24
  not
• 25:24
  be
• 25:25
  the
• 25:25
  natural
• 25:25
  progression
• 25:26
  of
• 25:26
  things.
• 25:27
  It's
• 25:27
  a
• 25:27
  different
• 25:27
  skillset
• 25:28
  to
• 25:28
  be
• 25:28
  a
• 25:29
  manager.
• 25:29
  You
• 25:30
  can
• 25:30
  continue
• 25:30
  to
• 25:30
  be
• 25:31
  a
• 25:31
  high
• 25:31
  performer
• 25:31
  in
• 25:32
  your
• 25:32
  role,
• 25:33
  but
• 25:33
  we've
• 25:34
  been
• 25:34
  doing
• 25:34
  it
• 25:34
  like
• 25:35
  this
• 25:35
  for
• 25:35
  so
• 25:35
  many
• 25:35
  years,
• 25:36
  it's
• 25:36
  hard
• 25:36
  to
• 25:37
  unlearn
• 25:37
  that
• 25:37
  trajectory.
• 25:39
  The
• 25:39
  issue
• 25:39
  is
• 25:39
  you're
• 25:40
  trying
• 25:40
  to
• 25:40
  make
• 25:40
  everybody
• 25:41
  else
• 25:42
  look
• 25:42
  act
• 25:43
  like
• 25:43
  you
• 25:44
  and
• 25:44
  that
• 25:44
  gets
• 25:45
  them
• 25:45
  way
• 25:45
  too
• 25:45
  out
• 25:45
  of
• 25:46
  their
• 25:46
  comfort
• 25:46
  zone
• 25:46
  and
• 25:47
  it
• 25:47
  won't
• 25:47
  yield
• 25:47
  to
• 25:48
  results.
• 25:49
  So
• 25:49
  when
• 25:49
  you
• 25:49
  onboard
• 25:50
  index
• 25:50
  to
• 25:50
  go,
• 25:50
  although
• 25:51
  we
• 25:51
  have
• 25:51
  all
• 25:51
  your
• 25:52
  playbooks
• 25:52
  and
• 25:52
  everything
• 25:53
  your
• 25:53
  manager
• 25:53
  has
• 25:54
  given
• 25:54
  us,
• 25:55
  we
• 25:55
  ask
• 25:55
  you
• 25:56
  how
• 25:56
  you
• 25:56
  describe
• 25:57
  the
• 25:57
  Value
• 25:57
  Pro,
• 25:58
  what
• 25:58
  resonates
• 25:59
  when
• 25:59
  you
• 25:59
  speak
• 25:59
  to
• 25:59
  a
• 25:59
  client.
• 26:00
  It
• 26:00
  will
• 26:00
  be
• 26:01
  something
• 26:01
  very
• 26:01
  different
• 26:02
  and
• 26:02
  we'll
• 26:02
  try
• 26:02
  to
• 26:03
  find
• 26:03
  that
• 26:03
  middle
• 26:04
  ground
• 26:04
  so
• 26:04
  we
• 26:05
  don't
• 26:05
  just
• 26:05
  change
• 26:05
  this
• 26:06
  behavior
• 26:07
  to
• 26:07
  make
• 26:07
  it
• 26:07
  sound
• 26:07
  like
• 26:08
  a
• 26:08
  robot.
• 26:09
  We
• 26:09
  want
• 26:09
  them
• 26:09
  to
• 26:09
  still
• 26:10
  be
• 26:10
  themselves,
• 26:11
  just
• 26:11
  improve
• 26:12
  their
• 26:12
  current
• 26:13
  skills.
• 26:13
  I
• 26:14
  love
• 26:14
  that
• 26:14
  it's
• 26:15
  really
• 26:15
  powerful
• 26:15
  what
• 26:16
  you're
• 26:16
  building
• 26:16
  and
• 26:17
  it's
• 26:17
  also
• 26:17
  making
• 26:17
  me
• 26:18
  think
• 26:18
  about
• 26:19
  all
• 26:19
  the
• 26:19
  things
• 26:19
  that
• 26:19
  AI
• 26:20
  can
• 26:20
  do
• 26:20
  to
• 26:20
  support
• 26:20
  us
• 26:21
  at
• 26:21
  becoming
• 26:22
  better
• 26:23
  at
• 26:23
  our
• 26:23
  strengths,
• 26:24
  like
• 26:25
  just
• 26:25
  becoming
• 26:25
  higher
• 26:26
  performing
• 26:27
  overall.
• 26:28
  There's
• 26:28
  an
• 26:28
  opportunity,
• 26:29
  maybe
• 26:30
  give
• 26:30
  us
• 26:30
  a
• 26:30
  case
• 26:30
  study
• 26:31
  or
• 26:31
  an
• 26:31
  example
• 26:32
  of
• 26:32
  a
• 26:33
  customer
• 26:33
  who
• 26:33
  you've
• 26:33
  been
• 26:33
  working
• 26:34
  with
• 26:34
  and
• 26:35
  how
• 26:35
  it's
• 26:36
  worked,
• 26:36
  how
• 26:36
  it
• 26:37
  began.
• 26:37
  Walk
• 26:37
  us
• 26:38
  through
• 26:38
  that
• 26:38
  customer
• 26:39
  journey.
• 26:40
  Yeah,
• 26:40
  I'll
• 26:41
  say.
• 26:41
  One
• 26:41
  of
• 26:41
  the
• 26:41
  latest
• 26:42
  like
• 26:42
  case
• 26:42
  studies
• 26:42
  we
• 26:43
  posted
• 26:43
  on
• 26:43
  our
• 26:43
  website,
• 26:44
  it's
• 26:44
  Nixon
• 26:45
  Power.
• 26:45
  It's
• 26:46
  a
• 26:46
  generator
• 26:46
  company
• 26:47
  that
• 26:48
  basically
• 26:49
  had
• 26:49
  that
• 26:49
  combination
• 26:50
  of
• 26:50
  junior
• 26:50
  and
• 26:50
  senior
• 26:51
  reps
• 26:51
  I
• 26:51
  mentioned.
• 26:52
  They
• 26:52
  didn't
• 26:52
  know
• 26:53
  how
• 26:53
  to
• 26:53
  transfer
• 26:53
  that
• 26:54
  knowledge
• 26:55
  but
• 26:55
  also
• 26:55
  didn't
• 26:56
  do
• 26:56
  any
• 26:56
  role
• 26:56
  plays.
• 26:57
  Like
• 26:57
  they
• 26:57
  basically
• 26:58
  gave
• 26:58
  a
• 26:58
  bunch
• 26:59
  of
• 26:59
  like
• 26:59
  playbooks
• 27:00
  and
• 27:00
  best
• 27:00
  practices
• 27:00
  to
• 27:01
  their
• 27:01
  users
• 27:02
  but
• 27:02
  didn't
• 27:02
  prepare
• 27:03
  with
• 27:03
  one
• 27:04
  on
• 27:04
  one
• 27:04
  role
• 27:05
  play
• 27:05
  before
• 27:05
  calls.
• 27:06
  A
• 27:07
  lot
• 27:07
  of
• 27:07
  the
• 27:07
  information
• 27:08
  was
• 27:08
  lost
• 27:08
  in
• 27:09
  transition.
• 27:09
  They
• 27:10
  would
• 27:10
  have
• 27:10
  an
• 27:10
  SKO
• 27:11
  or
• 27:11
  onboarding
• 27:12
  time
• 27:12
  and
• 27:12
  then
• 27:13
  there
• 27:13
  was
• 27:13
  no
• 27:13
  continuous
• 27:14
  coaching
• 27:15
  which
• 27:15
  I
• 27:16
  think
• 27:16
  is
• 27:16
  a
• 27:16
  huge
• 27:17
  missed
• 27:17
  opportunity.
• 27:18
  Like
• 27:19
  nobody
• 27:19
  learns
• 27:20
  with
• 27:20
  one
• 27:20
  time.
• 27:21
  Think
• 27:21
  about,
• 27:21
  you
• 27:22
  know,
• 27:22
  languages,
• 27:22
  like
• 27:23
  you
• 27:23
  know,
• 27:23
  how
• 27:23
  many
• 27:23
  languages
• 27:24
  I
• 27:24
  learned
• 27:24
  in
• 27:24
  high
• 27:25
  school,
• 27:25
  including
• 27:26
  coding,
• 27:26
  but
• 27:26
  I
• 27:27
  don't
• 27:27
  remember
• 27:27
  anything.
• 27:28
  I
• 27:28
  learned
• 27:28
  the
• 27:28
  German.
• 27:29
  I
• 27:29
  can't
• 27:29
  say
• 27:30
  one
• 27:30
  phrase
• 27:30
  because
• 27:31
  I
• 27:31
  never
• 27:31
  use
• 27:31
  it
• 27:32
  again.
• 27:34
  I'm
• 27:34
  a
• 27:34
  real
• 27:34
  example
• 27:35
  of
• 27:35
  that.
• 27:35
  I
• 27:36
  empathize.
• 27:36
  But
• 27:37
  no
• 27:37
  matter
• 27:38
  your
• 27:38
  memory,
• 27:38
  you'll
• 27:38
  forget.
• 27:39
  In
• 27:39
  sales
• 27:40
  there's
• 27:41
  a
• 27:41
  finite
• 27:42
  amount
• 27:42
  of
• 27:42
  objections
• 27:43
  people
• 27:44
  usually
• 27:44
  bring
• 27:44
  up,
• 27:45
  right?
• 27:45
  It's
• 27:46
  pricing,
• 27:46
  it's
• 27:47
  change
• 27:47
  management,
• 27:48
  competition.
• 27:49
  There
• 27:49
  is
• 27:50
  things
• 27:50
  you
• 27:50
  can
• 27:50
  really
• 27:51
  prepare
• 27:52
  for
• 27:52
  and
• 27:53
  nail.
• 27:53
  The
• 27:54
  Value
• 27:54
  prop
• 27:55
  might
• 27:55
  sound
• 27:55
  different
• 27:56
  based
• 27:56
  on
• 27:56
  the
• 27:57
  person,
• 27:57
  but
• 27:57
  at
• 27:57
  the
• 27:57
  end
• 27:58
  of
• 27:58
  the
• 27:58
  day
• 27:58
  you
• 27:58
  have
• 27:59
  no
• 27:59
  excuse
• 27:59
  to
• 28:00
  not
• 28:00
  go
• 28:01
  90%
• 28:02
  prepared
• 28:02
  in
• 28:02
  a
• 28:02
  call.
• 28:03
  That's
• 28:04
  where
• 28:04
  we
• 28:04
  came
• 28:04
  in
• 28:05
  to
• 28:05
  help
• 28:05
  Them
• 28:05
  connect
• 28:05
  all
• 28:06
  these
• 28:06
  dots
• 28:06
  because
• 28:06
  they
• 28:07
  had
• 28:07
  that
• 28:07
  content
• 28:08
  just
• 28:08
  it
• 28:08
  was
• 28:09
  not
• 28:09
  distributed
• 28:10
  in
• 28:10
  a
• 28:10
  scalable
• 28:11
  way
• 28:11
  at
• 28:11
  the
• 28:12
  right
• 28:12
  time.
• 28:13
  Therefore
• 28:13
  they
• 28:14
  couldn't
• 28:14
  ensure
• 28:15
  consistent
• 28:15
  messaging.
• 28:16
  And
• 28:17
  that's
• 28:17
  the
• 28:17
  other
• 28:17
  problem.
• 28:18
  If
• 28:19
  I
• 28:19
  as
• 28:19
  a
• 28:20
  buyer,
• 28:20
  let's
• 28:21
  say
• 28:21
  come
• 28:21
  to
• 28:21
  you,
• 28:22
  you
• 28:22
  tell
• 28:22
  me
• 28:22
  you
• 28:22
  do
• 28:23
  X
• 28:23
  and
• 28:23
  then
• 28:23
  I
• 28:23
  go
• 28:23
  to
• 28:24
  your
• 28:24
  colleague
• 28:24
  and
• 28:24
  they
• 28:24
  tell
• 28:25
  me
• 28:25
  you
• 28:25
  do
• 28:25
  Y.
• 28:26
  I'm
• 28:26
  confused.
• 28:27
  I
• 28:27
  feel
• 28:27
  like
• 28:27
  you
• 28:28
  don't
• 28:28
  know
• 28:28
  what
• 28:28
  you're
• 28:28
  talking
• 28:28
  about.
• 28:29
  I'm
• 28:29
  not
• 28:29
  going
• 28:29
  to
• 28:29
  trust
• 28:30
  you.
• 28:31
  The
• 28:31
  problem
• 28:32
  is
• 28:32
  you
• 28:32
  have
• 28:32
  so
• 28:33
  many
• 28:33
  stakeholders
• 28:34
  involved
• 28:34
  in
• 28:34
  a
• 28:34
  deal.
• 28:35
  Unless
• 28:36
  everybody's
• 28:37
  aligned
• 28:37
  and
• 28:37
  clear,
• 28:38
  you
• 28:38
  cannot
• 28:39
  close.
• 28:40
  To
• 28:40
  conclude
• 28:40
  with
• 28:40
  Nixon
• 28:41
  Power
• 28:41
  now
• 28:41
  double
• 28:42
  click
• 28:42
  on
• 28:42
  this.
• 28:43
  They
• 28:43
  soon
• 28:43
  increased
• 28:44
  in
• 28:44
  close
• 28:45
  one
• 28:45
  rates
• 28:46
  by
• 28:46
  15%.
• 28:47
  Now
• 28:47
  they
• 28:48
  had
• 28:48
  basically
• 28:49
  created
• 28:50
  a
• 28:50
  way
• 28:50
  to
• 28:50
  scale
• 28:51
  the
• 28:51
  training
• 28:51
  and
• 28:52
  see
• 28:52
  the
• 28:52
  skills
• 28:53
  gap
• 28:53
  of
• 28:53
  the
• 28:53
  team
• 28:54
  so
• 28:54
  they
• 28:54
  can
• 28:54
  create
• 28:55
  more
• 28:55
  tailored
• 28:55
  content
• 28:56
  based
• 28:56
  on
• 28:56
  that.
• 28:57
  We
• 28:57
  saw,
• 28:58
  for
• 28:58
  instance,
• 28:59
  there
• 28:59
  was
• 28:59
  a
• 29:00
  specific
• 29:00
  person
• 29:00
  struggling
• 29:01
  with
• 29:01
  the
• 29:02
  pricing
• 29:02
  objection.
• 29:03
  So
• 29:04
  now
• 29:04
  their
• 29:04
  next
• 29:04
  101,
• 29:05
  they
• 29:05
  focus
• 29:05
  on
• 29:05
  that
• 29:06
  it
• 29:06
  improved.
• 29:07
  But
• 29:07
  unless
• 29:08
  you
• 29:08
  have
• 29:08
  that
• 29:08
  like
• 29:09
  coachability
• 29:09
  index,
• 29:10
  they
• 29:10
  understand
• 29:11
  where
• 29:11
  you
• 29:12
  can
• 29:12
  help
• 29:12
  them.
• 29:13
  You
• 29:13
  can
• 29:13
  get
• 29:13
  lost
• 29:14
  with
• 29:14
  training
• 29:15
  because
• 29:15
  it's
• 29:15
  just
• 29:16
  a
• 29:16
  checkbox.
• 29:16
  Okay,
• 29:16
  yeah,
• 29:17
  we
• 29:17
  delivered
• 29:17
  the
• 29:17
  training,
• 29:18
  but
• 29:18
  I
• 29:19
  have
• 29:19
  no
• 29:19
  clue
• 29:19
  if
• 29:19
  people
• 29:20
  actually
• 29:20
  got
• 29:21
  something
• 29:21
  out
• 29:21
  of
• 29:21
  it
• 29:22
  and
• 29:22
  how
• 29:22
  I
• 29:22
  can
• 29:23
  improve.
• 29:24
  So
• 29:24
  you're
• 29:24
  stuck
• 29:24
  in
• 29:25
  the
• 29:25
  loop
• 29:26
  with
• 29:26
  complex
• 29:27
  sales
• 29:27
  and
• 29:27
  multiple
• 29:28
  stakeholders.
• 29:28
  I
• 29:29
  wanted
• 29:29
  to
• 29:29
  add
• 29:29
  that
• 29:30
  especially
• 29:31
  today,
• 29:31
  2025,
• 29:32
  with
• 29:33
  all
• 29:33
  the
• 29:33
  noise
• 29:34
  in
• 29:34
  the
• 29:34
  market,
• 29:35
  it's
• 29:35
  so
• 29:35
  hard
• 29:36
  to
• 29:36
  be
• 29:36
  a
• 29:36
  buyer.
• 29:37
  And
• 29:37
  of
• 29:37
  course
• 29:38
  you'll
• 29:38
  bring
• 29:38
  in
• 29:38
  your
• 29:39
  tech
• 29:39
  guy
• 29:39
  and
• 29:39
  your
• 29:40
  CEO
• 29:40
  and
• 29:40
  your
• 29:40
  CEO
• 29:41
  to
• 29:41
  ensure
• 29:42
  everybody's
• 29:42
  aligned
• 29:43
  because
• 29:43
  you
• 29:44
  don't
• 29:44
  want
• 29:44
  to
• 29:44
  take
• 29:44
  the
• 29:44
  risk.
• 29:45
  Like
• 29:45
  what
• 29:45
  if
• 29:45
  I
• 29:45
  bring
• 29:46
  in
• 29:46
  a
• 29:46
  tool
• 29:46
  and
• 29:46
  doesn't
• 29:47
  work
• 29:47
  and
• 29:47
  then
• 29:47
  I
• 29:47
  get
• 29:47
  fired?
• 29:48
  I
• 29:48
  want
• 29:49
  everybody
• 29:49
  to
• 29:49
  take
• 29:50
  that
• 29:50
  responsibility.
• 29:51
  So
• 29:52
  it's
• 29:52
  becoming
• 29:53
  so
• 29:54
  hard
• 29:54
  for
• 29:54
  sellers
• 29:56
  to
• 29:56
  crack
• 29:56
  through
• 29:57
  a
• 29:57
  deal
• 29:57
  first
• 29:58
  and
• 29:58
  then
• 29:58
  even
• 29:59
  when
• 29:59
  they
• 29:59
  do
• 30:00
  multi
• 30:00
  thread
• 30:01
  correctly
• 30:01
  because
• 30:01
  they
• 30:02
  don't
• 30:02
  know
• 30:02
  who
• 30:02
  has
• 30:03
  to
• 30:03
  be
• 30:03
  involved
• 30:04
  and
• 30:04
  how
• 30:04
  to
• 30:04
  approach
• 30:05
  them.
• 30:05
  And
• 30:05
  even
• 30:06
  if
• 30:06
  they
• 30:06
  do,
• 30:07
  let's
• 30:07
  say
• 30:07
  you're
• 30:07
  more
• 30:08
  junior.
• 30:09
  You've
• 30:09
  never
• 30:09
  spoken
• 30:10
  to
• 30:10
  a
• 30:10
  CEO
• 30:10
  in
• 30:11
  your
• 30:11
  life.
• 30:11
  Let's
• 30:11
  say
• 30:11
  you
• 30:12
  just
• 30:12
  came
• 30:12
  out
• 30:12
  of
• 30:12
  school.
• 30:13
  How
• 30:13
  are
• 30:13
  you
• 30:14
  going
• 30:14
  to
• 30:14
  speak
• 30:14
  that
• 30:14
  person's
• 30:15
  language?
• 30:16
  And
• 30:16
  that's
• 30:17
  how
• 30:17
  the
• 30:17
  deal
• 30:17
  is
• 30:17
  lost
• 30:18
  in
• 30:19
  that
• 30:19
  complexity
• 30:20
  before
• 30:20
  it
• 30:20
  even
• 30:20
  started.
• 30:21
  So
• 30:21
  we
• 30:22
  try
• 30:22
  to
• 30:22
  align
• 30:22
  people,
• 30:23
  help
• 30:23
  buyers
• 30:24
  align
• 30:24
  the
• 30:25
  buyer
• 30:25
  committee,
• 30:26
  sorry,
• 30:27
  sellers
• 30:27
  align
• 30:27
  the
• 30:27
  buyer
• 30:28
  committee
• 30:28
  and
• 30:29
  really
• 30:29
  push
• 30:30
  the
• 30:30
  deal
• 30:30
  forward
• 30:31
  without
• 30:31
  missing
• 30:32
  somebody.
• 30:33
  It's
• 30:33
  just
• 30:33
  complex.
• 30:34
  And
• 30:34
  unless
• 30:34
  the
• 30:34
  sales
• 30:35
  leader
• 30:35
  calls
• 30:35
  you
• 30:35
  every
• 30:36
  day
• 30:36
  and
• 30:36
  says,
• 30:36
  hey
• 30:36
  Coco,
• 30:37
  did
• 30:37
  you
• 30:37
  call
• 30:37
  this
• 30:37
  person?
• 30:38
  You
• 30:38
  call
• 30:38
  a
• 30:38
  person,
• 30:39
  you
• 30:39
  can't
• 30:40
  do
• 30:40
  it
• 30:40
  correctly.
• 30:41
  So
• 30:42
  that's
• 30:42
  where
• 30:42
  we're
• 30:42
  coming.
• 30:43
  That's
• 30:44
  great.
• 30:44
  And
• 30:45
  you
• 30:45
  know,
• 30:45
  it
• 30:45
  also
• 30:46
  helps
• 30:46
  me
• 30:47
  understand
• 30:48
  when
• 30:49
  you
• 30:49
  talk
• 30:49
  about
• 30:50
  human
• 30:51
  centric
• 30:52
  AI,
• 30:53
  it's
• 30:54
  not
• 30:54
  taking
• 30:55
  away
• 30:55
  anybody's
• 30:56
  jobs,
• 30:57
  it's
• 30:58
  making
• 30:58
  the
• 30:58
  team
• 30:59
  function,
• 30:59
  helping
• 31:00
  the
• 31:00
  team
• 31:01
  function
• 31:01
  better.
• 31:01
  You
• 31:02
  want
• 31:02
  to
• 31:02
  say
• 31:02
  anything
• 31:02
  more
• 31:03
  about
• 31:03
  that?
• 31:04
  I
• 31:04
  know
• 31:04
  you're
• 31:04
  very
• 31:04
  committed
• 31:05
  to
• 31:05
  human
• 31:05
  centric
• 31:06
  AI.
• 31:07
  Yeah,
• 31:07
  100%.
• 31:08
  It's
• 31:08
  what
• 31:08
  we
• 31:09
  call
• 31:09
  user
• 31:10
  centric
• 31:11
  learning.
• 31:12
  It's
• 31:13
  all
• 31:13
  about
• 31:14
  understanding
• 31:15
  first
• 31:15
  how
• 31:16
  to
• 31:16
  deliver
• 31:16
  that
• 31:16
  information
• 31:17
  to
• 31:17
  the
• 31:17
  learner
• 31:18
  and
• 31:18
  then
• 31:18
  how
• 31:18
  do
• 31:19
  we
• 31:19
  equip
• 31:19
  the
• 31:19
  learner
• 31:20
  to
• 31:20
  deliver
• 31:20
  that
• 31:21
  information
• 31:21
  to
• 31:21
  the
• 31:22
  buyer.
• 31:23
  And
• 31:23
  that's
• 31:23
  two
• 31:23
  different
• 31:24
  things.
• 31:25
  So
• 31:25
  I
• 31:25
  can
• 31:25
  help
• 31:25
  you
• 31:26
  understand
• 31:26
  the
• 31:26
  concept,
• 31:27
  can
• 31:27
  help
• 31:27
  you
• 31:27
  understand
• 31:28
  what
• 31:28
  a
• 31:28
  good
• 31:28
  discovery
• 31:29
  is.
• 31:30
  But
• 31:30
  for
• 31:30
  you
• 31:30
  to
• 31:30
  apply
• 31:31
  good
• 31:31
  discovery
• 31:32
  to
• 31:32
  your
• 31:32
  buyer
• 31:33
  is
• 31:33
  a
• 31:33
  different
• 31:33
  thing.
• 31:34
  And
• 31:35
  we
• 31:35
  need
• 31:35
  to
• 31:35
  ensure
• 31:35
  that
• 31:36
  this
• 31:36
  is
• 31:36
  human
• 31:37
  centric
• 31:38
  in
• 31:38
  both
• 31:38
  ways.
• 31:39
  Like
• 31:39
  you
• 31:39
  don't
• 31:40
  come
• 31:40
  to
• 31:40
  me
• 31:40
  as
• 31:40
  the
• 31:41
  buyer
• 31:41
  and
• 31:41
  then
• 31:41
  you
• 31:41
  sound
• 31:42
  like
• 31:42
  a
• 31:42
  robot.
• 31:42
  Hey,
• 31:43
  Anna,
• 31:43
  do
• 31:43
  you
• 31:43
  have
• 31:43
  budget
• 31:44
  False
• 31:44
  is
• 31:44
  going
• 31:45
  to
• 31:45
  join
• 31:45
  on
• 31:45
  this
• 31:46
  decision?
• 31:46
  Are
• 31:47
  you
• 31:47
  looking
• 31:47
  to
• 31:47
  competitors?
• 31:48
  Like,
• 31:48
  I
• 31:48
  will
• 31:48
  know
• 31:48
  that
• 31:49
  you're
• 31:49
  reading
• 31:49
  through
• 31:49
  a
• 31:49
  script.
• 31:50
  It
• 31:50
  needs
• 31:51
  to
• 31:51
  still
• 31:51
  be
• 31:52
  building
• 31:52
  a
• 31:52
  relationship,
• 31:53
  but
• 31:54
  you
• 31:54
  need
• 31:54
  to
• 31:54
  have
• 31:54
  developed
• 31:55
  those
• 31:55
  skills
• 31:55
  that
• 31:56
  can
• 31:56
  be
• 31:57
  transferable.
• 31:57
  And
• 31:58
  that's
• 31:58
  why
• 31:58
  I'm
• 31:59
  also
• 31:59
  against,
• 32:00
  at
• 32:00
  least
• 32:01
  till
• 32:01
  today,
• 32:02
  those
• 32:02
  like
• 32:02
  tools
• 32:03
  that
• 32:03
  are
• 32:03
  violent.
• 32:04
  The
• 32:04
  discussion,
• 32:05
  like
• 32:05
  popping
• 32:06
  up
• 32:06
  and
• 32:06
  giving
• 32:07
  me
• 32:07
  advice
• 32:08
  because
• 32:08
  it's
• 32:08
  so
• 32:08
  distracting
• 32:10
  and
• 32:10
  it's
• 32:11
  unethical
• 32:11
  in
• 32:11
  a
• 32:11
  sense
• 32:12
  because
• 32:13
  you're
• 32:13
  not
• 32:13
  meeting
• 32:14
  me,
• 32:14
  you're
• 32:14
  not
• 32:15
  meeting
• 32:15
  my
• 32:15
  genuine
• 32:16
  self.
• 32:17
  It's
• 32:18
  like
• 32:18
  saying
• 32:18
  that
• 32:18
  for
• 32:18
  you
• 32:19
  to
• 32:19
  be
• 32:19
  a
• 32:19
  good
• 32:19
  performer,
• 32:20
  you
• 32:20
  have
• 32:20
  to
• 32:20
  fake
• 32:21
  it.
• 32:21
  It's
• 32:21
  a
• 32:21
  very
• 32:21
  thin
• 32:22
  line
• 32:22
  and
• 32:23
  I
• 32:23
  just
• 32:23
  don't
• 32:23
  believe
• 32:23
  in
• 32:24
  it.
• 32:24
  I
• 32:24
  don't
• 32:24
  think
• 32:24
  that
• 32:24
  type
• 32:25
  of
• 32:25
  tool
• 32:25
  is
• 32:25
  human
• 32:25
  centric.
• 32:26
  When
• 32:26
  you
• 32:26
  see
• 32:26
  our
• 32:27
  AI
• 32:27
  coaches,
• 32:27
  we
• 32:28
  have
• 32:28
  like
• 32:28
  three
• 32:28
  main
• 32:29
  AI
• 32:29
  coaches
• 32:29
  behind
• 32:30
  the
• 32:30
  scenes.
• 32:31
  One,
• 32:31
  focus
• 32:31
  on
• 32:32
  role
• 32:32
  play.
• 32:32
  Tego,
• 32:33
  Esther,
• 32:33
  focus
• 32:34
  on
• 32:34
  inspiration.
• 32:35
  Finn
• 32:35
  is
• 32:35
  the
• 32:36
  chat
• 32:36
  where
• 32:36
  you
• 32:36
  answer
• 32:37
  questions.
• 32:38
  You
• 32:38
  can
• 32:39
  see
• 32:39
  they're
• 32:39
  like
• 32:40
  animated
• 32:41
  characters.
• 32:42
  It's
• 32:42
  not
• 32:42
  a
• 32:42
  human
• 32:43
  lookalike.
• 32:44
  And
• 32:45
  I
• 32:45
  think
• 32:45
  there
• 32:45
  is
• 32:46
  a
• 32:46
  lot
• 32:46
  to
• 32:47
  be
• 32:47
  said
• 32:47
  there
• 32:47
  because
• 32:48
  there's
• 32:49
  academic
• 32:49
  research
• 32:50
  that
• 32:50
  has
• 32:50
  been
• 32:50
  done
• 32:51
  around
• 32:51
  the
• 32:51
  negative
• 32:52
  effects
• 32:52
  of
• 32:52
  making
• 32:53
  AI
• 32:53
  look
• 32:53
  like
• 32:54
  a
• 32:54
  human.
• 32:55
  And
• 32:55
  that
• 32:56
  is
• 32:56
  different.
• 32:56
  That's
• 32:57
  not
• 32:57
  human
• 32:57
  centric.
• 32:58
  I
• 32:58
  want
• 32:58
  to
• 32:58
  explain
• 32:59
  that
• 32:59
  because
• 32:59
  I
• 33:00
  see
• 33:00
  a
• 33:00
  lot
• 33:00
  of
• 33:00
  tools
• 33:01
  like
• 33:01
  AI
• 33:02
  is
• 33:02
  the
• 33:02
  are
• 33:02
  cold
• 33:03
  calling
• 33:03
  sdr,
• 33:03
  putting
• 33:04
  a
• 33:04
  human
• 33:04
  face
• 33:05
  and
• 33:05
  putting
• 33:05
  a
• 33:05
  human
• 33:06
  name
• 33:06
  like
• 33:07
  this
• 33:07
  is
• 33:08
  John.
• 33:09
  And
• 33:09
  then
• 33:09
  it
• 33:10
  even
• 33:10
  answers
• 33:11
  in
• 33:11
  the
• 33:11
  email,
• 33:11
  but
• 33:12
  it's
• 33:12
  so
• 33:12
  confusing.
• 33:13
  It
• 33:13
  says,
• 33:13
  this
• 33:14
  is
• 33:14
  John
• 33:14
  AISDR
• 33:15
  at
• 33:15
  XYZ
• 33:16
  company.
• 33:17
  What
• 33:17
  are
• 33:17
  you
• 33:17
  trying
• 33:17
  to
• 33:18
  do
• 33:18
  there.
• 33:18
  This
• 33:18
  is
• 33:19
  very
• 33:19
  confusing.
• 33:20
  And
• 33:20
  for
• 33:20
  the
• 33:21
  younger
• 33:21
  generations,
• 33:22
  I'm
• 33:22
  talking
• 33:23
  about
• 33:23
  Gen
• 33:23
  Alpha
• 33:24
  and
• 33:24
  before
• 33:24
  that,
• 33:25
  living
• 33:26
  in
• 33:26
  a
• 33:26
  world
• 33:26
  where
• 33:27
  these
• 33:27
  lines
• 33:27
  are
• 33:28
  blurry
• 33:28
  can
• 33:28
  be
• 33:28
  very
• 33:29
  confusing
• 33:29
  for
• 33:29
  their
• 33:30
  development
• 33:31
  and
• 33:31
  it
• 33:31
  has
• 33:31
  to
• 33:31
  be
• 33:32
  separate.
• 33:32
  This
• 33:32
  is
• 33:33
  an
• 33:33
  AI
• 33:33
  tool
• 33:33
  helping
• 33:34
  you.
• 33:34
  This
• 33:34
  is
• 33:34
  a
• 33:34
  human
• 33:35
  helping
• 33:35
  you.
• 33:36
  It's
• 33:36
  not
• 33:36
  a
• 33:36
  mix.
• 33:37
  I
• 33:37
  love
• 33:38
  what
• 33:38
  you
• 33:38
  just
• 33:38
  said.
• 33:39
  I
• 33:39
  think
• 33:40
  it's
• 33:40
  honorable
• 33:41
  to
• 33:41
  our
• 33:42
  development
• 33:42
  as
• 33:43
  humans
• 33:43
  and
• 33:44
  being
• 33:44
  a
• 33:44
  leader.
• 33:45
  And
• 33:45
  how
• 33:46
  is
• 33:46
  the
• 33:46
  best
• 33:46
  way
• 33:47
  for
• 33:47
  us
• 33:47
  to
• 33:47
  apply
• 33:48
  this
• 33:48
  tremendous
• 33:49
  tool
• 33:50
  of
• 33:51
  AI
• 33:51
  into
• 33:52
  our
• 33:52
  lives?
• 33:53
  And
• 33:53
  where
• 33:53
  are
• 33:53
  the
• 33:54
  lines?
• 33:54
  Where
• 33:54
  do
• 33:55
  we,
• 33:55
  where
• 33:55
  do
• 33:55
  we.
• 33:55
  You
• 33:56
  know.
• 33:56
  So
• 33:56
  I,
• 33:56
  I
• 33:57
  appreciate
• 33:57
  what
• 33:57
  you're
• 33:57
  saying
• 33:58
  here
• 33:58
  and
• 33:58
  it's
• 33:59
  also
• 33:59
  helping
• 33:59
  me
• 33:59
  understand
• 34:00
  a
• 34:00
  little
• 34:00
  bit
• 34:00
  about
• 34:01
  what
• 34:01
  it
• 34:01
  means
• 34:02
  to
• 34:02
  use
• 34:03
  applied
• 34:04
  generative
• 34:05
  AI.
• 34:07
  Right.
• 34:07
  So
• 34:08
  talk
• 34:09
  more
• 34:09
  about
• 34:09
  that.
• 34:09
  It's
• 34:10
  actually
• 34:10
  where
• 34:10
  you're
• 34:11
  learning
• 34:11
  and
• 34:12
  doing
• 34:13
  Okay,
• 34:13
  I
• 34:14
  took
• 34:14
  a
• 34:14
  test
• 34:14
  and
• 34:15
  I
• 34:15
  checked
• 34:15
  the
• 34:15
  boxes,
• 34:16
  but
• 34:16
  who
• 34:16
  knows
• 34:16
  if
• 34:16
  I'm
• 34:17
  going
• 34:17
  to
• 34:17
  go
• 34:17
  into
• 34:17
  the
• 34:18
  world
• 34:18
  and
• 34:18
  use
• 34:19
  what
• 34:19
  I
• 34:19
  just
• 34:19
  learned.
• 34:21
  Yeah,
• 34:21
  exactly.
• 34:21
  That.
• 34:22
  That's
• 34:22
  applied
• 34:22
  knowledge.
• 34:23
  The
• 34:24
  just
• 34:24
  to
• 34:24
  end
• 34:25
  the
• 34:25
  previous
• 34:25
  discussion,
• 34:26
  I
• 34:26
  think
• 34:26
  it's
• 34:27
  also
• 34:27
  the
• 34:27
  technical
• 34:27
  versus
• 34:28
  non
• 34:28
  technical
• 34:29
  founder.
• 34:30
  They
• 34:30
  see
• 34:30
  it
• 34:30
  all
• 34:31
  the
• 34:31
  time
• 34:31
  and
• 34:32
  it's
• 34:32
  really
• 34:33
  sad.
• 34:33
  And
• 34:33
  it's
• 34:34
  all
• 34:34
  about
• 34:34
  what
• 34:34
  the
• 34:35
  ecosystem
• 34:36
  investing,
• 34:37
  let's
• 34:37
  say
• 34:37
  VCs
• 34:38
  invest
• 34:38
  in
• 34:38
  certain
• 34:38
  founders.
• 34:39
  This
• 34:39
  is
• 34:39
  the
• 34:39
  tools
• 34:40
  that
• 34:40
  the
• 34:40
  market
• 34:40
  sees.
• 34:41
  This
• 34:41
  is
• 34:41
  the
• 34:41
  trend.
• 34:42
  It's
• 34:42
  like
• 34:42
  clothes,
• 34:43
  it's
• 34:43
  like
• 34:43
  fashion.
• 34:44
  I
• 34:44
  go
• 34:44
  to
• 34:44
  one
• 34:44
  store,
• 34:45
  I
• 34:45
  see
• 34:45
  that
• 34:45
  color,
• 34:45
  I
• 34:46
  see
• 34:46
  it
• 34:46
  everywhere
• 34:46
  else.
• 34:48
  So
• 34:48
  unfortunately
• 34:49
  it
• 34:50
  has
• 34:50
  to
• 34:50
  be
• 34:50
  a
• 34:50
  personal
• 34:51
  choice,
• 34:51
  like
• 34:51
  the
• 34:51
  founder
• 34:52
  has
• 34:52
  to
• 34:52
  draw
• 34:52
  that
• 34:53
  line.
• 34:53
  And
• 34:54
  I
• 34:54
  really
• 34:54
  think
• 34:54
  founders
• 34:55
  have
• 34:55
  that
• 34:55
  responsibility
• 34:56
  to,
• 34:57
  to
• 34:57
  create
• 34:57
  tools
• 34:57
  that
• 34:58
  actually
• 34:58
  help
• 34:58
  and
• 34:59
  not
• 34:59
  just
• 34:59
  automate.
• 35:00
  Sometimes
• 35:01
  technical
• 35:02
  founders
• 35:03
  don't
• 35:03
  always
• 35:04
  understand
• 35:04
  that
• 35:05
  or
• 35:05
  they
• 35:05
  just
• 35:05
  ignore
• 35:06
  it
• 35:06
  because
• 35:06
  they're
• 35:06
  excited
• 35:07
  about
• 35:07
  the
• 35:07
  tech
• 35:07
  itself.
• 35:08
  I
• 35:08
  want
• 35:08
  to
• 35:09
  build
• 35:09
  this.
• 35:09
  I
• 35:09
  want
• 35:09
  to
• 35:09
  try
• 35:09
  this.
• 35:10
  I'm
• 35:10
  not
• 35:10
  diminishing
• 35:11
  technical
• 35:11
  founders,
• 35:12
  I'm
• 35:12
  just
• 35:12
  trying
• 35:12
  to
• 35:12
  say
• 35:13
  that
• 35:13
  they
• 35:13
  have
• 35:13
  to
• 35:13
  think
• 35:13
  of
• 35:14
  that
• 35:14
  more.
• 35:15
  Yes.
• 35:16
  And
• 35:17
  then.
• 35:17
  Yeah,
• 35:17
  for
• 35:17
  the
• 35:17
  applied.
• 35:18
  So
• 35:19
  you're
• 35:19
  so
• 35:19
  right.
• 35:20
  Coming
• 35:20
  from
• 35:21
  Greece,
• 35:21
  the
• 35:21
  educational
• 35:22
  system
• 35:23
  was
• 35:23
  all
• 35:23
  about
• 35:24
  non
• 35:25
  applied,
• 35:25
  no
• 35:25
  less.
• 35:26
  It
• 35:26
  was
• 35:26
  just
• 35:27
  learn
• 35:27
  this
• 35:27
  by
• 35:27
  heart,
• 35:28
  go
• 35:28
  take
• 35:28
  a
• 35:29
  test.
• 35:29
  You
• 35:29
  passed
• 35:30
  it.
• 35:30
  Great.
• 35:30
  You
• 35:30
  didn't
• 35:31
  redo
• 35:31
  it.
• 35:32
  And
• 35:33
  that's
• 35:33
  why
• 35:33
  I
• 35:33
  didn't
• 35:34
  like
• 35:34
  it.
• 35:34
  And
• 35:34
  actually
• 35:35
  I
• 35:35
  was
• 35:35
  coming
• 35:35
  to
• 35:36
  the
• 35:36
  US
• 35:36
  for
• 35:36
  summer
• 35:37
  programs
• 35:37
  every
• 35:38
  summer
• 35:38
  because
• 35:39
  they
• 35:39
  did
• 35:39
  much
• 35:40
  more
• 35:40
  experiential
• 35:41
  things
• 35:41
  and
• 35:42
  activities
• 35:43
  and
• 35:43
  then
• 35:43
  I
• 35:43
  could
• 35:44
  remember
• 35:44
  things
• 35:44
  better
• 35:45
  and
• 35:45
  I
• 35:45
  could
• 35:45
  connect
• 35:46
  the
• 35:46
  dots
• 35:46
  easier.
• 35:47
  That
• 35:48
  is
• 35:48
  exactly
• 35:48
  what
• 35:49
  application
• 35:49
  of
• 35:49
  that
• 35:50
  knowledge
• 35:50
  means.
• 35:50
  That
• 35:51
  okay,
• 35:51
  you're
• 35:51
  learning
• 35:52
  now.
• 35:52
  You
• 35:52
  go
• 35:52
  apply
• 35:53
  that
• 35:53
  concept
• 35:53
  in
• 35:54
  a
• 35:54
  project,
• 35:55
  make
• 35:55
  a
• 35:55
  presentation
• 35:56
  about
• 35:56
  this.
• 35:57
  You
• 35:57
  can
• 35:57
  transfer
• 35:58
  that
• 35:58
  knowledge
• 35:59
  to
• 35:59
  others.
• 36:00
  And
• 36:01
  by
• 36:01
  using
• 36:01
  AI
• 36:01
  to
• 36:02
  do
• 36:02
  the
• 36:02
  same,
• 36:03
  we
• 36:04
  are
• 36:04
  able
• 36:04
  to
• 36:05
  cater
• 36:05
  to
• 36:05
  the
• 36:06
  learning
• 36:06
  needs
• 36:06
  of
• 36:07
  the
• 36:07
  person.
• 36:07
  Because
• 36:08
  it's
• 36:08
  not
• 36:08
  just
• 36:08
  about
• 36:09
  teaching
• 36:09
  you
• 36:10
  something,
• 36:10
  it's
• 36:10
  teaching
• 36:11
  you
• 36:11
  what
• 36:11
  you
• 36:11
  care
• 36:11
  about.
• 36:12
  And
• 36:12
  as
• 36:13
  an
• 36:13
  sdr,
• 36:13
  you
• 36:14
  have
• 36:14
  different
• 36:14
  needs
• 36:15
  than
• 36:15
  an
• 36:15
  ae,
• 36:16
  than
• 36:16
  a
• 36:17
  VP
• 36:17
  of
• 36:17
  Sales,
• 36:17
  than
• 36:18
  a
• 36:18
  Croft.
• 36:19
  So
• 36:19
  meeting
• 36:19
  you
• 36:20
  where
• 36:20
  you
• 36:20
  are
• 36:20
  and
• 36:21
  not
• 36:21
  having
• 36:21
  you
• 36:21
  sit
• 36:22
  in
• 36:22
  a
• 36:22
  classroom
• 36:22
  where
• 36:23
  I
• 36:23
  talk
• 36:23
  about
• 36:23
  what
• 36:24
  sales
• 36:24
  is
• 36:25
  that
• 36:25
  no
• 36:25
  one
• 36:25
  will
• 36:26
  care
• 36:26
  about
• 36:26
  and
• 36:27
  half
• 36:27
  of
• 36:27
  the
• 36:27
  class
• 36:28
  will
• 36:28
  find
• 36:28
  it
• 36:29
  repeated,
• 36:29
  repeatable
• 36:30
  or
• 36:30
  irrelevant
• 36:31
  what
• 36:31
  they
• 36:32
  do.
• 36:33
  You
• 36:33
  don't
• 36:33
  have
• 36:33
  that
• 36:34
  application.
• 36:35
  Yes,
• 36:36
  well,
• 36:36
  and
• 36:37
  I
• 36:37
  just.
• 36:37
  It's
• 36:37
  making
• 36:38
  me
• 36:38
  think
• 36:39
  too,
• 36:39
  because
• 36:40
  I'm
• 36:40
  not
• 36:40
  in
• 36:40
  the
• 36:40
  business
• 36:40
  of
• 36:41
  AI.
• 36:41
  I
• 36:42
  am
• 36:42
  trying
• 36:43
  desperately
• 36:43
  to
• 36:43
  stay
• 36:44
  on
• 36:44
  top
• 36:44
  of
• 36:44
  it,
• 36:45
  or
• 36:45
  I
• 36:45
  should
• 36:46
  say,
• 36:46
  hold
• 36:46
  on
• 36:47
  to
• 36:47
  whatever
• 36:47
  I
• 36:48
  can
• 36:48
  grab
• 36:48
  onto
• 36:49
  the
• 36:49
  idea
• 36:50
  that
• 36:51
  a
• 36:51
  whole,
• 36:52
  whole
• 36:53
  sort
• 36:53
  of
• 36:54
  world
• 36:55
  using
• 36:56
  applied
• 36:56
  generative
• 36:57
  AI
• 36:58
  is
• 36:58
  going
• 36:58
  to
• 36:58
  open
• 36:59
  up
• 36:59
  and
• 36:59
  you
• 37:00
  are
• 37:00
  at
• 37:00
  the
• 37:01
  forefront
• 37:01
  of
• 37:01
  that.
• 37:02
  With
• 37:02
  Dexigo,
• 37:03
  what
• 37:03
  I'm
• 37:03
  really
• 37:04
  loving
• 37:04
  is
• 37:04
  that
• 37:05
  interplay
• 37:05
  those
• 37:06
  experiences
• 37:07
  with
• 37:07
  AI
• 37:08
  where
• 37:08
  you're
• 37:08
  coaching
• 37:09
  and
• 37:10
  it's
• 37:11
  being
• 37:11
  able
• 37:11
  to
• 37:11
  detect
• 37:12
  whether
• 37:12
  you're
• 37:12
  learning
• 37:13
  or
• 37:13
  not
• 37:13
  and
• 37:13
  whether
• 37:14
  the
• 37:14
  information
• 37:15
  has
• 37:15
  been
• 37:15
  applied.
• 37:16
  And
• 37:17
  that
• 37:17
  is
• 37:17
  like
• 37:18
  I
• 37:18
  think
• 37:18
  about,
• 37:19
  and
• 37:19
  I'm
• 37:20
  sure
• 37:20
  you
• 37:20
  think
• 37:20
  about
• 37:20
  this
• 37:21
  way
• 37:21
  more
• 37:21
  than
• 37:21
  I
• 37:21
  do,
• 37:22
  but
• 37:23
  the
• 37:23
  many
• 37:23
  places
• 37:24
  that
• 37:24
  this
• 37:25
  could
• 37:25
  be
• 37:25
  used
• 37:26
  is
• 37:26
  huge.
• 37:29
  So
• 37:29
  what
• 37:29
  does
• 37:29
  the
• 37:29
  future
• 37:30
  look
• 37:30
  like?
• 37:31
  What
• 37:31
  is
• 37:31
  your
• 37:31
  vision
• 37:32
  for
• 37:32
  Dexico
• 37:32
  and
• 37:33
  how
• 37:33
  can
• 37:33
  this
• 37:33
  applied
• 37:34
  generative
• 37:34
  AI,
• 37:35
  you
• 37:35
  know,
• 37:37
  propagate
• 37:38
  throughout
• 37:39
  industry
• 37:40
  and
• 37:40
  the
• 37:40
  world
• 37:40
  and
• 37:41
  humanity?
• 37:42
  I
• 37:42
  think
• 37:42
  on
• 37:43
  an
• 37:43
  individual
• 37:44
  standpoint,
• 37:44
  it
• 37:45
  really
• 37:45
  helps
• 37:45
  us
• 37:45
  understand
• 37:46
  ourselves
• 37:46
  better.
• 37:47
  That
• 37:47
  self
• 37:48
  awareness
• 37:48
  that
• 37:49
  we're
• 37:49
  all
• 37:49
  lacking
• 37:50
  because
• 37:50
  we
• 37:50
  don't
• 37:50
  take
• 37:51
  the
• 37:51
  time
• 37:51
  to
• 37:51
  reflect,
• 37:52
  it's
• 37:52
  kind
• 37:52
  of
• 37:53
  pushed
• 37:53
  to
• 37:54
  us
• 37:54
  through
• 37:54
  AI.
• 37:55
  Like
• 37:55
  when
• 37:55
  Dexter
• 37:56
  is
• 37:56
  giving
• 37:56
  you
• 37:56
  your
• 37:56
  scorecard
• 37:57
  and
• 37:57
  tells
• 37:58
  you,
• 37:58
  this
• 37:58
  is
• 37:58
  what
• 37:58
  you
• 37:58
  did
• 37:59
  great,
• 37:59
  this
• 37:59
  is
• 37:59
  what
• 37:59
  you
• 37:59
  did
• 38:00
  wrong
• 38:00
  over
• 38:01
  time,
• 38:01
  these
• 38:01
  are
• 38:01
  your
• 38:01
  gaps
• 38:02
  and
• 38:02
  this
• 38:02
  is
• 38:02
  how
• 38:03
  you
• 38:03
  improved
• 38:03
  on
• 38:03
  that.
• 38:05
  You
• 38:05
  take
• 38:05
  a
• 38:05
  step
• 38:05
  back,
• 38:06
  you're
• 38:06
  like,
• 38:06
  oh,
• 38:07
  interesting.
• 38:07
  You
• 38:08
  know,
• 38:08
  I
• 38:08
  didn't
• 38:08
  think
• 38:08
  of
• 38:08
  that.
• 38:09
  I
• 38:09
  remember
• 38:10
  the
• 38:10
  first
• 38:10
  times
• 38:10
  we
• 38:10
  had
• 38:11
  people
• 38:11
  record
• 38:11
  themselves.
• 38:12
  Like
• 38:13
  they
• 38:13
  would
• 38:13
  think
• 38:13
  they
• 38:13
  were
• 38:14
  so
• 38:14
  extroverted
• 38:15
  and
• 38:15
  sounded
• 38:15
  so
• 38:16
  energetic.
• 38:16
  And
• 38:16
  then
• 38:17
  Dexa
• 38:17
  was
• 38:17
  like,
• 38:17
  actually
• 38:18
  you
• 38:18
  were
• 38:18
  very
• 38:19
  monotonous.
• 38:21
  You
• 38:21
  know,
• 38:21
  it
• 38:21
  makes
• 38:21
  them
• 38:22
  think,
• 38:22
  like
• 38:23
  your
• 38:23
  perception
• 38:25
  and
• 38:25
  the
• 38:25
  reality
• 38:26
  could
• 38:26
  be
• 38:26
  two
• 38:26
  different
• 38:27
  things.
• 38:28
  So
• 38:29
  I'm
• 38:29
  very
• 38:29
  hopeful
• 38:30
  about
• 38:31
  that
• 38:31
  aspect
• 38:32
  in
• 38:32
  terms
• 38:32
  of
• 38:33
  how
• 38:33
  we're
• 38:33
  developing
• 38:34
  a
• 38:34
  society.
• 38:35
  On
• 38:35
  the
• 38:35
  other
• 38:36
  hand,
• 38:36
  I
• 38:37
  definitely
• 38:37
  see
• 38:38
  that
• 38:39
  it's
• 38:39
  going
• 38:39
  so
• 38:40
  fast.
• 38:40
  People
• 38:40
  are
• 38:41
  very
• 38:41
  confused
• 38:42
  and
• 38:42
  anxious
• 38:43
  around
• 38:44
  their
• 38:44
  place
• 38:45
  in
• 38:45
  the
• 38:46
  world
• 38:46
  because
• 38:46
  they
• 38:47
  can't
• 38:47
  find
• 38:47
  jobs
• 38:48
  and
• 38:48
  don't
• 38:49
  know
• 38:49
  how
• 38:49
  to
• 38:49
  incorporate
• 38:50
  to
• 38:50
  their
• 38:50
  jobs.
• 38:51
  I
• 38:51
  really
• 38:51
  feel
• 38:52
  that.
• 38:54
  I
• 38:54
  don't
• 38:54
  know
• 38:55
  what
• 38:55
  even
• 38:55
  call
• 38:55
  it.
• 38:56
  It's
• 38:56
  not
• 38:56
  like
• 38:56
  pressure,
• 38:57
  it's
• 38:57
  just
• 38:58
  the
• 38:58
  uncertainty
• 38:59
  of
• 38:59
  where
• 38:59
  we're
• 38:59
  heading.
• 39:01
  But
• 39:01
  I
• 39:02
  also
• 39:02
  am
• 39:02
  optimistic
• 39:03
  around
• 39:04
  the
• 39:04
  fact
• 39:04
  that
• 39:04
  AI
• 39:05
  can,
• 39:05
  as
• 39:05
  I
• 39:05
  said
• 39:05
  earlier,
• 39:06
  really
• 39:06
  equalize
• 39:07
  the
• 39:07
  playing
• 39:07
  field.
• 39:07
  They
• 39:08
  can
• 39:08
  make
• 39:08
  us
• 39:08
  all,
• 39:08
  no
• 39:09
  matter
• 39:09
  where
• 39:09
  we
• 39:09
  are
• 39:10
  and
• 39:10
  our
• 39:11
  background,
• 39:11
  technical
• 39:12
  or
• 39:12
  not,
• 39:12
  come
• 39:13
  up
• 39:13
  with
• 39:13
  more
• 39:14
  skills
• 39:14
  and
• 39:14
  be
• 39:15
  more
• 39:15
  competitive
• 39:15
  in
• 39:16
  the
• 39:16
  job
• 39:16
  market.
• 39:16
  But
• 39:17
  you
• 39:17
  have
• 39:17
  to
• 39:17
  put
• 39:17
  in
• 39:18
  that
• 39:18
  work.
• 39:18
  If
• 39:18
  you
• 39:18
  just
• 39:19
  sit
• 39:19
  back,
• 39:19
  you're
• 39:19
  going
• 39:20
  to
• 39:20
  be
• 39:20
  replaced
• 39:21
  by
• 39:21
  someone
• 39:22
  else.
• 39:22
  It's
• 39:22
  really
• 39:23
  on
• 39:23
  us
• 39:23
  as
• 39:23
  individuals
• 39:24
  to
• 39:24
  use
• 39:25
  it
• 39:25
  for
• 39:25
  good
• 39:25
  causes.
• 39:27
  Now,
• 39:27
  big
• 39:27
  picture,
• 39:27
  I
• 39:28
  think
• 39:28
  certain
• 39:28
  areas
• 39:28
  where
• 39:29
  it
• 39:29
  will
• 39:29
  have
• 39:30
  a
• 39:30
  huge
• 39:30
  impact
• 39:31
  outside
• 39:31
  of
• 39:32
  education
• 39:32
  and
• 39:33
  workforce
• 39:33
  is
• 39:34
  healthcare.
• 39:35
  I
• 39:35
  mean,
• 39:35
  longevity.
• 39:36
  If
• 39:37
  you
• 39:37
  see
• 39:37
  all
• 39:37
  these
• 39:37
  topics
• 39:38
  being
• 39:39
  discussed
• 39:39
  right
• 39:39
  now
• 39:40
  and
• 39:40
  the
• 39:40
  fact
• 39:40
  that
• 39:40
  we'll
• 39:41
  be
• 39:41
  living
• 39:41
  for
• 39:41
  like
• 39:41
  100
• 39:42
  years
• 39:43
  healthy,
• 39:44
  that
• 39:44
  means
• 39:44
  we
• 39:45
  also
• 39:45
  need
• 39:45
  to
• 39:45
  work
• 39:46
  more.
• 39:47
  So
• 39:47
  again,
• 39:48
  what
• 39:48
  skills
• 39:48
  do
• 39:48
  we
• 39:49
  need
• 39:49
  to
• 39:49
  develop
• 39:49
  to
• 39:50
  have
• 39:50
  that
• 39:50
  longevity?
• 39:51
  In
• 39:51
  a
• 39:52
  way,
• 39:52
  that's
• 39:52
  a
• 39:53
  happy,
• 39:53
  good
• 39:54
  thing
• 39:54
  for
• 39:54
  us,
• 39:55
  a
• 39:55
  good
• 39:55
  life,
• 39:56
  a.
• 39:56
  Well
• 39:57
  and
• 39:57
  happy
• 39:57
  and
• 39:57
  meaningful,
• 39:59
  engaged
• 40:00
  life.
• 40:01
  Right.
• 40:01
  To
• 40:01
  me,
• 40:02
  it's
• 40:02
  like
• 40:02
  a
• 40:02
  global
• 40:02
  thing.
• 40:03
  It's
• 40:03
  discussion
• 40:04
  around
• 40:04
  global
• 40:05
  income.
• 40:06
  It's
• 40:06
  about
• 40:07
  understanding.
• 40:08
  Back
• 40:09
  to
• 40:09
  the
• 40:09
  ethics.
• 40:10
  What
• 40:10
  type
• 40:10
  of
• 40:11
  AI
• 40:11
  is
• 40:12
  allowed
• 40:12
  in
• 40:12
  work?
• 40:13
  What
• 40:13
  AI
• 40:14
  is
• 40:14
  not
• 40:15
  same
• 40:15
  for
• 40:16
  school.
• 40:16
  Like
• 40:16
  now
• 40:16
  I
• 40:17
  see
• 40:17
  many
• 40:17
  schools
• 40:18
  have
• 40:18
  tutors,
• 40:19
  which
• 40:19
  is
• 40:19
  great
• 40:20
  because
• 40:20
  it's
• 40:20
  personalized.
• 40:21
  We
• 40:21
  need
• 40:22
  to
• 40:22
  ensure
• 40:22
  these
• 40:22
  tutors
• 40:23
  still
• 40:23
  help
• 40:23
  with
• 40:24
  critical
• 40:24
  thinking
• 40:25
  and
• 40:25
  development
• 40:26
  of
• 40:26
  the
• 40:27
  kids,
• 40:27
  not
• 40:27
  just,
• 40:28
  you
• 40:28
  know,
• 40:28
  helping
• 40:29
  them
• 40:29
  solve
• 40:29
  the
• 40:29
  math
• 40:30
  problem.
• 40:31
  So
• 40:31
  it's
• 40:31
  a
• 40:31
  lot
• 40:31
  of
• 40:32
  discussions
• 40:32
  that
• 40:32
  I
• 40:32
  think
• 40:33
  need
• 40:33
  to
• 40:33
  happen
• 40:33
  on
• 40:33
  a
• 40:33
  global
• 40:34
  level.
• 40:34
  Unfortunately,
• 40:35
  the
• 40:35
  interests
• 40:36
  are
• 40:36
  not
• 40:36
  aligned
• 40:37
  across
• 40:38
  countries.
• 40:39
  And
• 40:40
  that's
• 40:40
  the
• 40:40
  biggest
• 40:41
  thing.
• 40:41
  Like
• 40:41
  if
• 40:41
  you
• 40:41
  remember
• 40:42
  the
• 40:42
  beginning
• 40:42
  of
• 40:43
  ChatGPT,
• 40:44
  like
• 40:44
  how
• 40:44
  Europe
• 40:44
  versus
• 40:45
  US
• 40:46
  talked
• 40:46
  about
• 40:47
  the
• 40:47
  limitations
• 40:48
  and
• 40:48
  the
• 40:49
  basically
• 40:50
  certification.
• 40:51
  So
• 40:51
  they
• 40:51
  had
• 40:51
  to
• 40:51
  do.
• 40:52
  I
• 40:52
  think
• 40:52
  we
• 40:53
  need
• 40:53
  some
• 40:53
  unity.
• 40:54
  And
• 40:54
  if
• 40:55
  we
• 40:55
  did
• 40:55
  that
• 40:55
  during
• 40:55
  COVID
• 40:56
  and
• 40:56
  everybody
• 40:57
  agreed,
• 40:57
  hey,
• 40:58
  we're
• 40:58
  staying
• 40:58
  in,
• 40:59
  I'm
• 40:59
  sure
• 40:59
  we
• 40:59
  can
• 40:59
  do
• 40:59
  it
• 41:00
  for
• 41:00
  AI
• 41:00
  as
• 41:00
  well.
• 41:01
  I
• 41:01
  love
• 41:02
  that.
• 41:02
  And
• 41:03
  just
• 41:03
  maybe
• 41:03
  tie
• 41:04
  up
• 41:04
  for
• 41:04
  us
• 41:04
  what
• 41:04
  you
• 41:05
  mean
• 41:05
  by
• 41:05
  the
• 41:05
  fourth
• 41:06
  industrial
• 41:07
  revolution
• 41:08
  and
• 41:09
  how
• 41:10
  your
• 41:10
  vision
• 41:10
  is
• 41:11
  around
• 41:11
  where
• 41:12
  we
• 41:12
  are
• 41:12
  and
• 41:12
  what's
• 41:12
  happening.
• 41:13
  And
• 41:13
  we'll
• 41:13
  tie
• 41:13
  it
• 41:13
  to
• 41:13
  what
• 41:13
  you
• 41:14
  just
• 41:14
  were
• 41:14
  talking
• 41:14
  about.
• 41:15
  Yes,
• 41:15
  it
• 41:16
  has
• 41:16
  to
• 41:16
  do
• 41:16
  with
• 41:16
  Genii.
• 41:17
  I
• 41:17
  mean,
• 41:17
  we
• 41:18
  know
• 41:18
  AI
• 41:18
  has
• 41:18
  been
• 41:19
  here
• 41:19
  for
• 41:19
  a
• 41:20
  while,
• 41:20
  but
• 41:20
  I
• 41:20
  think
• 41:20
  the
• 41:20
  accessibility
• 41:21
  of
• 41:21
  Genii
• 41:22
  is
• 41:22
  definitely
• 41:23
  this
• 41:23
  fourth
• 41:24
  revolution.
• 41:25
  And
• 41:26
  instead
• 41:27
  of
• 41:27
  creating
• 41:28
  a
• 41:28
  world
• 41:28
  where
• 41:29
  you
• 41:29
  have
• 41:29
  people
• 41:29
  that
• 41:30
  have
• 41:30
  access
• 41:30
  to
• 41:31
  it
• 41:31
  and
• 41:31
  others
• 41:31
  that
• 41:31
  don't,
• 41:32
  my
• 41:33
  vision
• 41:33
  is
• 41:33
  that
• 41:33
  we
• 41:34
  all
• 41:34
  have
• 41:34
  access
• 41:35
  to
• 41:35
  it
• 41:35
  and
• 41:36
  have
• 41:36
  that
• 41:36
  good
• 41:36
  long
• 41:37
  Life.
• 41:38
  But
• 41:38
  to
• 41:38
  do
• 41:38
  that,
• 41:39
  we
• 41:39
  just
• 41:39
  have
• 41:39
  to
• 41:40
  agree
• 41:40
  on
• 41:40
  what
• 41:40
  matters.
• 41:41
  If
• 41:42
  we
• 41:42
  agree
• 41:42
  as
• 41:43
  humanity.
• 41:44
  Hey,
• 41:44
  no,
• 41:44
  the
• 41:45
  like,
• 41:45
  working
• 41:46
  and
• 41:46
  hustling
• 41:47
  every
• 41:47
  day
• 41:47
  for
• 41:48
  what?
• 41:49
  Like,
• 41:49
  doesn't
• 41:49
  make
• 41:49
  any
• 41:50
  sense.
• 41:50
  Let's
• 41:51
  have
• 41:51
  AI
• 41:51
  do
• 41:52
  our
• 41:52
  chores
• 41:52
  and
• 41:52
  stuff
• 41:53
  and
• 41:54
  run
• 41:54
  businesses
• 41:55
  with
• 41:55
  a
• 41:55
  human
• 41:56
  in
• 41:56
  the
• 41:56
  loop.
• 41:56
  Then
• 41:57
  we
• 41:57
  have
• 41:57
  more
• 41:57
  time
• 41:58
  to
• 41:58
  do
• 41:58
  creative
• 41:58
  things,
• 41:59
  you
• 41:59
  know,
• 41:59
  go
• 41:59
  to
• 41:59
  the
• 41:59
  beach
• 42:00
  and
• 42:00
  connect
• 42:00
  with
• 42:00
  nature.
• 42:01
  Then
• 42:01
  this
• 42:01
  is
• 42:01
  all
• 42:02
  possible.
• 42:02
  If
• 42:03
  we
• 42:03
  don't
• 42:03
  agree
• 42:03
  on
• 42:04
  the
• 42:04
  fundamentals
• 42:04
  of
• 42:05
  what
• 42:05
  it
• 42:05
  means
• 42:05
  to
• 42:06
  be
• 42:06
  a
• 42:06
  human
• 42:06
  and
• 42:06
  live
• 42:07
  for
• 42:07
  a
• 42:07
  limited
• 42:07
  time
• 42:08
  on
• 42:08
  planet
• 42:09
  Earth,
• 42:09
  then
• 42:10
  it
• 42:10
  will
• 42:10
  be
• 42:11
  very
• 42:11
  bad.
• 42:12
  I
• 42:12
  hope
• 42:12
  we
• 42:13
  don't
• 42:13
  get
• 42:13
  there.
• 42:14
  All
• 42:14
  I
• 42:14
  can
• 42:14
  do
• 42:15
  is
• 42:15
  make
• 42:15
  sure
• 42:15
  that
• 42:16
  what
• 42:16
  I
• 42:16
  create
• 42:17
  has
• 42:17
  these
• 42:18
  values
• 42:18
  in
• 42:18
  it.
• 42:19
  Love
• 42:19
  it.
• 42:20
  What
• 42:20
  is
• 42:21
  the
• 42:21
  final
• 42:22
  bit
• 42:22
  of
• 42:22
  wisdom
• 42:23
  you
• 42:24
  would
• 42:24
  like
• 42:24
  to
• 42:24
  offer
• 42:25
  to
• 42:25
  our
• 42:26
  women
• 42:26
  founders
• 42:27
  out
• 42:28
  there
• 42:28
  growing
• 42:28
  high
• 42:28
  impact,
• 42:29
  high
• 42:30
  growth
• 42:30
  companies?
• 42:31
  What
• 42:31
  is
• 42:31
  your,
• 42:32
  what
• 42:32
  is
• 42:33
  your
• 42:33
  last
• 42:33
  bit
• 42:34
  of
• 42:34
  wisdom
• 42:34
  you'd
• 42:34
  like
• 42:35
  to
• 42:35
  share?
• 42:36
  First
• 42:36
  of
• 42:36
  all,
• 42:37
  I
• 42:37
  see
• 42:37
  you,
• 42:38
  I
• 42:38
  see
• 42:38
  them
• 42:38
  all
• 42:39
  working
• 42:40
  hard.
• 42:41
  It's
• 42:41
  definitely
• 42:41
  a
• 42:42
  fight,
• 42:42
  I'm
• 42:42
  not
• 42:43
  gonna
• 42:43
  lie.
• 42:44
  But
• 42:45
  my
• 42:45
  word
• 42:45
  is
• 42:45
  definitely
• 42:46
  resilient.
• 42:47
  Because
• 42:48
  no
• 42:48
  matter
• 42:49
  what
• 42:49
  you
• 42:49
  think,
• 42:50
  like
• 42:50
  whatever
• 42:50
  imposter
• 42:51
  syndrome
• 42:51
  the
• 42:52
  listener
• 42:52
  might
• 42:52
  be
• 42:52
  overcoming
• 42:53
  or
• 42:53
  whatever
• 42:54
  might
• 42:54
  be
• 42:54
  going
• 42:55
  through
• 42:55
  their
• 42:55
  head
• 42:56
  at
• 42:56
  the
• 42:56
  end
• 42:56
  of
• 42:56
  the
• 42:57
  day,
• 42:57
  just
• 42:57
  know
• 42:58
  that
• 42:58
  the
• 42:58
  most
• 42:58
  resilient
• 42:59
  person
• 42:59
  wins.
• 43:00
  It
• 43:00
  doesn't
• 43:00
  matter.
• 43:01
  Like
• 43:01
  you
• 43:01
  might
• 43:01
  be
• 43:02
  against
• 43:02
  someone
• 43:02
  very
• 43:02
  skilled,
• 43:03
  but
• 43:03
  they
• 43:03
  might
• 43:04
  give
• 43:04
  up
• 43:04
  tomorrow.
• 43:05
  So
• 43:05
  just
• 43:06
  focus
• 43:06
  on
• 43:07
  that
• 43:07
  and
• 43:07
  that's
• 43:07
  something
• 43:08
  you
• 43:08
  can
• 43:08
  actually
• 43:08
  control.
• 43:10
  Most
• 43:11
  resilient
• 43:12
  wins.
• 43:14
  And
• 43:14
  women,
• 43:14
  I
• 43:15
  mean,
• 43:15
  come
• 43:15
  on.
• 43:16
  We
• 43:16
  are
• 43:16
  resilient,
• 43:17
  right?
• 43:18
  Exactly.
• 43:20
  Oh
• 43:21
  my
• 43:21
  goodness.
• 43:21
  So
• 43:21
  how
• 43:22
  can
• 43:22
  our
• 43:22
  listeners
• 43:23
  and
• 43:23
  viewers
• 43:24
  learn
• 43:25
  more
• 43:25
  about
• 43:25
  Decks
• 43:26
  to
• 43:26
  Go
• 43:26
  and
• 43:26
  you?
• 43:28
  I'm
• 43:28
  on
• 43:28
  LinkedIn.
• 43:29
  I'm
• 43:29
  pretty
• 43:29
  active
• 43:30
  as
• 43:30
  you
• 43:30
  know.
• 43:30
  You
• 43:31
  can
• 43:31
  find
• 43:31
  me
• 43:31
  there
• 43:32
  on
• 43:32
  the
• 43:32
  Decks
• 43:32
  to
• 43:33
  Go
• 43:33
  from.
• 43:33
  You
• 43:33
  can
• 43:33
  find
• 43:34
  us
• 43:34
  on
• 43:34
  our
• 43:34
  website,
• 43:35
  dexo.com
• 43:37
  no,
• 43:37
  we'll
• 43:37
  put
• 43:37
  the
• 43:37
  links.
• 43:38
  We
• 43:38
  also
• 43:38
  have
• 43:39
  ungated
• 43:39
  demos
• 43:40
  there.
• 43:40
  We
• 43:40
  have
• 43:41
  bunch
• 43:41
  of
• 43:41
  information
• 43:42
  and
• 43:42
  you
• 43:42
  can
• 43:43
  just
• 43:43
  book
• 43:43
  some
• 43:44
  time
• 43:44
  with
• 43:44
  me
• 43:44
  if
• 43:44
  you
• 43:44
  want
• 43:45
  to
• 43:45
  chat.
• 43:45
  Always
• 43:46
  here
• 43:46
  to
• 43:46
  help.
• 43:47
  So
• 43:47
  Dex
• 43:48
  to
• 43:48
  go.
• 43:48
  D
• 43:49
  E
• 43:49
  X
• 43:49
  T
• 43:50
  a
• 43:50
  g
• 43:50
  o.com
• 43:52
  right?
• 43:53
  Ego
• 43:54
  b
• 43:55
  x
• 43:55
  t
• 43:56
  e
• 43:56
  g
• 43:56
  o
• 43:56
  de
• 43:57
  gosh,
• 43:58
  gosh,
• 43:58
  gosh.
• 43:58
  Thank
• 43:59
  you.
• 43:59
  It's
• 43:59
  right
• 43:59
  here
• 44:00
  in
• 44:00
  front
• 44:00
  of
• 44:00
  me
• 44:00
  too.
• 44:00
  On
• 44:01
  your
• 44:01
  screen.
• 44:02
  D
• 44:02
  E
• 44:03
  X
• 44:03
  T
• 44:03
  E
• 44:03
  G
• 44:04
  O
• 44:04
  Check
• 44:05
  it
• 44:05
  out
• 44:05
  and
• 44:06
  learn
• 44:06
  about
• 44:06
  it.
• 44:07
  Get
• 44:07
  yourself
• 44:08
  a
• 44:08
  demo.
• 44:09
  Check
• 44:09
  out,
• 44:09
  you
• 44:10
  know,
• 44:10
  because,
• 44:10
  because
• 44:10
  this
• 44:11
  is
• 44:11
  something
• 44:11
  you
• 44:11
  could
• 44:12
  learn
• 44:12
  for
• 44:12
  yourself.
• 44:13
  Like
• 44:13
  I'm
• 44:13
  thinking
• 44:14
  about
• 44:14
  how,
• 44:15
  how
• 44:16
  easy,
• 44:16
  much
• 44:16
  easier
• 44:17
  it's
• 44:17
  going
• 44:17
  to
• 44:17
  be
• 44:17
  to
• 44:18
  be
• 44:18
  coached
• 44:19
  because
• 44:20
  you
• 44:20
  aren't
• 44:21
  going
• 44:21
  to
• 44:21
  be
• 44:21
  feeling
• 44:22
  judged.
• 44:22
  It's
• 44:22
  just
• 44:23
  a
• 44:23
  computer
• 44:24
  talking
• 44:24
  to
• 44:24
  you.
• 44:24
  So
• 44:26
  give
• 44:26
  yourself
• 44:27
  that
• 44:27
  freedom
• 44:27
  to
• 44:29
  learn
• 44:29
  and
• 44:29
  grow
• 44:30
  in
• 44:30
  the
• 44:30
  safety
• 44:31
  of
• 44:33
  AI.
• 44:34
  We
• 44:34
  actually
• 44:34
  do
• 44:35
  monthly
• 44:35
  bill
• 44:36
  clinics
• 44:36
  where
• 44:36
  people
• 44:37
  come
• 44:37
  in
• 44:37
  and
• 44:38
  meet
• 44:38
  the
• 44:38
  people
• 44:39
  that
• 44:39
  are
• 44:39
  helping
• 44:40
  like
• 44:40
  dexigo
• 44:41
  become
• 44:41
  what
• 44:41
  it
• 44:41
  is.
• 44:42
  Like
• 44:42
  the
• 44:42
  experts
• 44:42
  can
• 44:43
  share,
• 44:43
  stack
• 44:44
  deals
• 44:44
  or
• 44:44
  any
• 44:45
  challenges
• 44:45
  they
• 44:45
  have
• 44:46
  and
• 44:46
  get
• 44:46
  free
• 44:46
  coaching.
• 44:47
  So
• 44:47
  that's
• 44:47
  another
• 44:48
  way
• 44:48
  we
• 44:48
  can
• 44:49
  help
• 44:49
  and
• 44:49
  make
• 44:50
  what
• 44:50
  we
• 44:50
  do
• 44:50
  accessible.
• 44:51
  But
• 44:52
  I
• 44:52
  definitely
• 44:52
  agree
• 44:53
  like
• 44:53
  female
• 44:54
  founders
• 44:54
  need
• 44:54
  to
• 44:54
  hold
• 44:55
  hone
• 44:55
  these
• 44:56
  skills
• 44:56
  because
• 44:57
  if
• 44:57
  you
• 44:57
  don't
• 44:57
  know
• 44:58
  how
• 44:58
  to
• 44:58
  sell,
• 44:58
  you
• 44:59
  cannot
• 44:59
  just
• 44:59
  think,
• 45:00
  you
• 45:00
  know,
• 45:00
  I'll
• 45:00
  hire
• 45:01
  someone
• 45:01
  and
• 45:01
  they
• 45:01
  do
• 45:01
  it
• 45:02
  for
• 45:02
  me.
• 45:02
  It
• 45:02
  has
• 45:03
  to
• 45:03
  be
• 45:03
  a
• 45:03
  playbook
• 45:03
  you
• 45:04
  develop
• 45:04
  first
• 45:04
  and
• 45:04
  then
• 45:04
  you
• 45:05
  pass
• 45:05
  it
• 45:05
  on.
• 45:06
  Absolutely.
• 45:08
  Wow.
• 45:08
  That's
• 45:08
  great
• 45:09
  wisdom.
• 45:09
  And
• 45:11
  thank
• 45:11
  you.
• 45:12
  Yona.
• 45:12
  Thank
• 45:12
  you
• 45:13
  for
• 45:13
  joining
• 45:13
  us
• 45:13
  today
• 45:13
  on
• 45:14
  the
• 45:14
  Wisdom
• 45:14
  of
• 45:14
  Women
• 45:15
  Show.
• 45:15
  Thank
• 45:15
  you
• 45:15
  for
• 45:16
  illuminating
• 45:16
  the
• 45:17
  path
• 45:17
  to
• 45:18
  unlocking
• 45:18
  opportunities
• 45:19
  and
• 45:19
  prosperity
• 45:20
  for
• 45:20
  women
• 45:20
  led
• 45:21
  enterprises.
• 45:22
  We
• 45:22
  value
• 45:23
  your
• 45:23
  experience
• 45:24
  and
• 45:25
  your
• 45:25
  wisdom.
• 45:27
  Thank
• 45:27
  you
• 45:27
  so
• 45:27
  much
• 45:28
  for
• 45:28
  having
• 45:28
  me.
• 45:29
  Of
• 45:29
  course,
• 45:29
  of
• 45:30
  course.
• 45:30
  And
• 45:30
  to
• 45:30
  all
• 45:30
  of
• 45:31
  our
• 45:31
  trailblazer
• 45:32
  women
• 45:33
  listening
• 45:34
  and
• 45:34
  our
• 45:34
  allies,
• 45:36
  please
• 45:36
  be
• 45:36
  sure
• 45:37
  to
• 45:37
  like,
• 45:37
  follow
• 45:38
  and
• 45:38
  share
• 45:39
  the
• 45:39
  Wisdom
• 45:39
  of
• 45:39
  Women
• 45:40
  Show.
• 45:40
  Hashtag
• 45:41
  Wisdom
• 45:42
  of
• 45:42
  Women
• 45:42
  show
• 45:42
  on
• 45:43
  whatever
• 45:43
  your
• 45:44
  favorite
• 45:44
  listening
• 45:45
  platform
• 45:45
  is.
• 45:46
  And
• 45:46
  don't
• 45:47
  forget
• 45:47
  to
• 45:48
  infuse
• 45:49
  more
• 45:49
  of
• 45:49
  your
• 45:50
  wisdom
• 45:51
  into
• 45:51
  your
• 45:51
  business.
• 45:53
  Take
• 45:53
  the
• 45:53
  Growth
• 45:53
  Readiness
• 45:54
  Quiz
• 45:55
  at
• 45:55
  a
• 45:55
  Horsepower
• 45:56
  Biz
• 45:57
  quiz
• 45:58
  and
• 45:58
  uncover
• 45:59
  where
• 45:59
  your
• 46:00
  insight
• 46:01
  is
• 46:01
  most
• 46:02
  needed
• 46:02
  in
• 46:02
  your
• 46:03
  company.
• 46:04
  The
• 46:04
  world
• 46:05
  is
• 46:05
  made
• 46:05
  better
• 46:06
  by
• 46:06
  Women
• 46:06
  Led.
• 46:08
  Let's
• 46:09
  go
• 46:09
  make
• 46:09
  the
• 46:09
  world
• 46:10
  a
• 46:10
  better
• 46:10
  place.