Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by JC Pollard. JC is a Sales Manager at Gong where he’s currently responsible for building out their mid-market AE team in Austin, TX. Prior to joining Gong’s sales leadership team he crushed it as a top performing SDR and AE.  Needless to say, he’s a rockstar and I’m excited to get his thoughts on all that’s changing in B2B sales and find out specifically what he thinks is working and what isn’t as he builds his team at Gong in Austin. Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated. Without further adieu, let’s dive in and get his thoughts.--TOPICS:00:00:00 Intro 00:05:33 Hiring in Austin 00:27:26 Broken Outbound Model 00:40:46 What’s Changed 00:47:28 Using AI at Gong   00:51:09 Differentiation at Gong--QUESTIONS:1. How long have you been in Austin and what roles are you hiring for? 2. Is traditional outbound sales broken, or still working well at Gong? 3. What has changed most for AEs at Gong in the last 5 years? 4. Where has Gong implemented AI and what’s coming down the pipeline? 5. How do you teach AEs at Gong to differentiate in a crowded market?--LINKS:Gong: https://www.gong.io  Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.