In The Call — Where Deals, Dollars, and Quarters Are Won

10 episodes · 10 guests · updated August 2026

• 01

  Howard Steinberg

  Rethinking the Discovery Call

  Howard Steinberg breaks down why the traditional discovery call no longer works with buyers who arrive already informed, and makes the case that listening first and leading with value—not controlling the conversation—is what builds the trust that wins deals.

• 02

  Sean Obrey

  Sales Director, Allot

  Ditch the Deck, Listen to Win

  Sales Director Sean Obrey draws on more than 20 years in sales leadership to share the habits that separate good sellers from great ones—starting with his rule to skip the slide deck on the first call and truly listen instead.

• 03

  Christine Templin

  The Buyer Side

  Veteran enterprise buyers Christine Templin and Heather Hamsa flip the usual sales-training script, revealing what actually happens on the buyer's side of the table—including why feature dumping kills deals and what it really takes to earn trust.

• 04

  Eytan Urbas

  The “Indefinite Maybe” Is Quietly Killing Your Pipeline

  Eytan Urbas unpacks how AI is reshaping sales without replacing the humans in it, and reframes common myths—ghosting as data, hard questions as intent signals, and the “indefinite maybe” as a hidden pipeline killer.

• 05

  Jeff Wishner

  Director of Business Development, Judge Learning Solutions

  They Didn’t Ghost You. You Just Gave Them an Easy Out.

  Jeff Wishner explains why persistence and real research—not one-off outreach—are what turn silence into a response.

• 06

  Bob Healy

  Chief Commercial Officer, Prelude Solutions

  It’s Not the Pitch—It’s the Awareness

  Bob Healy shares his “science vs. art” framework for sales, exploring what AI can coach, what only human instinct can do, and the emotional intelligence that remains sales' irreplaceable edge.

• 07

  Patty Matwijeci

  Feedback Is the Breakfast of Champions

  Patty Matwijeci explores how AI is clearing busywork like CRM updates out of reps' way, and lays out what actually builds buyer trust: showing up prepared, listening, honesty, and treating feedback and rejection as data rather than judgment.

• 08

  Anne Murphy

  CEO, She Leads AI & Empowered Fundraiser Consulting

  Using AI to Sharpen Your Sales & Fundraising

  Anne Murphy shows how AI can validate your ideal client profile, build ever-growing prospect dossiers, and sharpen the buying signals that get harder to read on video.

• 09

  David Morse

  Sales Advisor & CRO

  Talk Less, Listen More

  Sales advisor, CRO, author, and rapper David Morse joins Nayak COO Heather to break down the three mistakes that trip up founders on first sales calls—talking too much, asking the wrong questions, and arguing instead of listening—and makes the case that patience in discovery is a founder's biggest edge.

• 10

  Emily Balcetis

  Associate Professor of Psychology, NYU

  The Social Science of Ghosting

  Emily Balcetis joins Nayak's Heather Hansma to unpack the psychology behind ghosting—the low commitment, unresolved ambivalence, and wishful thinking behind it—and shares practical, non-confrontational ways to stress-test a relationship before it goes cold.