<p>For this episode of <em>Thoughts on Selling</em>, Garth Fasano joins me to discuss the massive shift happening in inside sales.</p><p>Garth Fasano is an ETA (Entrepreneurship Through Acquisition) entrepreneur and leader of a high-growth startup focused on autonomous sales.</p><p>From sailing mishaps in Long Island Sound to the complexities of call center Erlang models, We discuss the evolution of the &quot;inside sales&quot; role and explore how &quot;Agentic AI&quot; is moving beyond simple decision trees to becoming the top-performing sales agent—one that is fully caffeinated and ready to sell 24/7.</p><p><br></p><p><strong>Key Findings &amp; Takeaways:</strong></p><ul><li><p><strong>The &quot;Best Day&quot; Every Day:</strong> The biggest advantage of Agentic AI isn&#39;t just automation; it&#39;s consistency. Customers want the best agent on their best day, not an agent who is 175 calls deep at 5:00 PM.</p></li><li><p><strong>Small Business is Leading the Charge:</strong> Unlike enterprises bogged down by legacy CRM integrations, small businesses are adopting autonomous sales faster. They need to capture leads instantly (e.g., a 3 AM water damage call) without the owner having to answer the phone while working a job.</p></li><li><p><strong>Visibility as a Service:</strong> Autonomous agents don&#39;t just sell; they provide &quot;visibility as a service.&quot; Instead of a business owner guessing why sales are down, the AI can proactively report, &quot;Conversion is down 10% because of price objections.&quot;</p></li><li><p><strong>The End of &quot;Typing While Talking&quot;:</strong> Traditional inside sales requires reps to juggle rapport building while furiously typing data into a CRM. Agentic AI removes this friction, capturing data instantly and allowing for better customer interaction.</p></li><li><p><strong>Bot-to-Bot Commerce:</strong> The future is already here. We are seeing &quot;agentic to agentic&quot; conversations, such as Google&#39;s AI calling businesses to check pricing and availability on behalf of consumers.</p></li></ul><p><strong>Memorable Quotes:</strong></p><ul><li><p>&quot;They want them at their 9am fully caffeinated self ready to rock and roll, not their 5pm, 175 calls deep... self.&quot; — <strong>Garth Fasano</strong> </p></li><li><p>&quot;A sales call that&#39;s scripted... That&#39;s not how sales work. That&#39;s not how people buy.&quot; — <strong>Garth Fasano</strong> </p></li><li><p>&quot;Google knows how you search... Open AI knows what you&#39;re using this information for... we&#39;re going to start to know <em>why</em> customers are buying.&quot; — <strong>Garth Fasano</strong> </p></li></ul><p><strong>Connect with Garth:</strong></p><ul><li><p>LinkedIn: <a href="https://www.linkedin.com/in/garthfasano/" target="_blank" rel="noopener noreferer">Garth Fasano</a></p></li><li><p>X (Twitter): @GarthFasano </p></li></ul><p><br></p>