EP256: Rote vs. Rogue: The Fine Line Between Sales Mastery and Sales Mediocrity

What happens when you combine decades of sales wisdom with cutting-edge AI coaching? You get a fascinating conversation about the future of sales performance. In this episode, Chris and Corey sit down with Jared Zelman, Founder of Othello (formerly Cicero), who's built an AI virtual assistant that coaches sales reps through every part of their deals in real-time. From whispered suggestions during discovery calls to automated follow-ups, Othello is turning B-players into A-players and saving top performers 7+ hours per week. Discover why Sandler methodology emerged as the AI's preferred approach, learn the difference between going "rote" versus "rogue" in sales situations, and find out how simple desktop notifications are creating 15% win rate improvements across Fortune 500 companies. Whether you're struggling with team performance consistency or looking to scale coaching across your organization, this episode reveals how AI is finally solving the age-old challenge of converting average performers into top producers. Join us for this episode, "Rote vs. Rogue: The Fine Line Between Sales Mastery and Sales Mediocrity." https://www.othello.ai/  READING LIST FROM THIS EPISODE: "Flip the Script" by Oren Klaff "Pitch Anything" by Oren Klaff "The Must React System: User's Guide to Prospecting C-Suite Executives" by Craig Kleeman "Love Your Team: Survival Guide for Sales Managers in a Hybrid World" by Helen Fanucci "Never Split the Difference" by Chris Voss "SPIN Selling" by Neil Rackham