Podcast terbaik Paul Fishman (2024)

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188: The New Sales Landscape | Datadog's Frank Perkins 1:07:26

6d ago1:07:26

1:07:26

In this conversation, Dan Sixsmith and(Chief Of Staff to) Datadog CRO Frank Perkins discuss the evolving landscape of sales, particularly in the tech industry. They explore the impact of COVID-19 on buyer behavior, the importance of emotional connections in sales, and the role of AI in enhancing sales processes. Frank shares insights from his caree…

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Open Comments - Episode 25: From Clicks to Progress on International Youth Day - Digital Pathways and Green Skills with Ash, Oliver, and Irene 9:34

12d ago9:34

9:34

Send us a text How are young people leveraging digital technologies to shape a sustainable future? Join us on Open Comments as we look back on International Youth Day with the theme "From Clicks to Progress: Youth Digital Pathways for Sustainable Development." Ash, Oliver, and Irene are excited to share stories of innovative youth who are driving p…

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187: Verizon's Winning Mindset | CRO Aparna Khurjekar 1:02:29

13d ago1:02:29

1:02:29

Summary In this engaging conversation, Dan Sixsmith interviews Aparna Khurjekar, the Chief Revenue Officer of Verizon Business. They discuss the dynamic challenges and opportunities in the telecom market, the importance of innovation, and how to drive a positive culture within a large organization. Aparna shares her insights on the role of AI in en…

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186: The Only Way To Fix B2B Sales | Andy Paul 55:10

20d ago55:10

55:10

In this conversation, Dan Sixsmith interviews Andy Paul, a sales expert and author, about the state of affairs in sales and the key issues that sellers face. They discuss the impact of technology on building relationships, the importance of focusing on outcomes rather than pain, and the role of responsiveness in creating a positive buyer experience…

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185: Prepping Sellers Like Never Before | Christina Brady, CEO-Luster 58:09

27d ago58:09

58:09

Christina Brady, CEO and co-founder of AI start-up Luster, discusses the challenges in B2B selling and the need for a buyer-centric approach. She highlights the importance of leading indicators and the lack of measurement in sales processes. Brady emphasizes the changing buying behavior of customers and the need for sales teams to adapt. She also i…

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184: From Sales To CMO of a $16B Company | Dany Fleischmajer 1:18:04

1M ago1:18:04

1:18:04

Summary In this conversation, Daniela Fleischmajer, the US CMO at Kyndryl(an IBM spinoff), discusses the changes in B2B marketing over the past few years and the key challenges faced today. She highlights the shift towards data-driven strategies, increased use of AI and automation, and the changing relationship between sales and marketing. Daniela …

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183: The CMO Whisperer | AI Pioneer, Nicole Leffer 45:24

1M ago45:24

45:24

Nicole Leffer, an AI advisor to CMOs, shares her journey and insights on AI in marketing. She started an e-commerce company in college and grew it to be one of the top 1,000 internet retail companies in the country. After discovering AI writing tools, she saw the immense impact it had on marketing productivity and quality. Nicole now works with com…

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182: Influencer Marketing | Zoe Hartsfield and Leandra Fishman 1:00:50

2M ago1:00:50

1:00:50

Summary In this episode of Sales is King, Dan Sixsmith interviews Leandra Fishman and Zoe Hartsfield from Apollo. They discuss the current state of B2B sales and the challenges faced by sellers today. They emphasize the importance of personalization and relevance in sales outreach, as well as the need to meet buyers where they are. The conversation…

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181: Burn The Box | Top50 HR Leader Anthony Onesto 56:45

2M ago56:45

56:45

In this conversation, Dan Sixsmith interviews Anthony Onesto, Chief People Officer at Suzy, about the importance of personal branding and building a strong professional network. They discuss the concept of 'who knows you' and how it can impact career success. They also explore the changing dynamics of the job market and the skills and qualities tha…

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180: Are You Influential? | Keynote Speaker/Author, Stacey Hanke 1:01:39

2M ago1:01:39

1:01:39

In this conversation, Stacey Hanke discusses the challenges that executives face in the current business environment, particularly in terms of communication and personal branding. She emphasizes the importance of being consistently connected and influential in a world that is more connected but less connected than ever before. Hanke also highlights…

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179: Next Gen Email | Archie Hollingsworth of Fyxer.AI 45:18

2M ago45:18

45:18

Archie Hollingsworth, co-founder and CRO of Fyxer.ai, joins Dan and discusses the current state of B2B marketing and sales and the challenges faced by B2B executives. He emphasizes the importance of being selective and doubling down on what's working in marketing and sales strategies. Hollingsworth also highlights the value of in-person connections…

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178: Unsticking Deals(New Book) | Sales Guru, James Muir 1:10:54

2M ago1:10:54

1:10:54

James Muir discusses the current challenges in B2B selling and the top issues for sellers today. He emphasizes the importance of preventing deals from getting stuck and provides five strategies to keep the momentum going. These strategies include securing executive sponsorship, throttling information, using the perfect close technique, implementing…

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177: Marketing + Sales Is Aligned And Well | Rhiannon Staples and Carrie Seifer 47:40

2M ago47:40

47:40

Dan is back with the CMO and CCO of GWI, Rhiannon Staples and Carrie Seifer. The conversation explores the current state of B2B marketing and sales alignment, as well as the trends and challenges in the industry. The guests discuss the need for personalized and targeted messaging in a noisy market, the difficulty of reaching prospects on the phone,…

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176 Leandra Fishman's Road To The C-Suite 55:00

3M ago55:00

55:00

Summary The conversation between Dan Sixsmith and Leandra Fishman explores the challenges and changes in B2B sales and marketing. They discuss the importance of productivity and efficiency, the role of AI in sales, and the need for thoughtful solutions that provide value and ROI. They also touch on the difficulties of selling and buying in today's …

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175: Mark Niemiec's First 150 Days as Salesloft CRO 47:25

3M ago47:25

47:25

Summary Mark Niemiec, Chief Revenue Officer at SalesLoft, discusses the challenges in B2B sales and the importance of delivering a compelling value proposition. He emphasizes the need for sellers to understand their customers' language, challenges, and context in order to rise above the noise and deliver a 10 out of 10 message. Niemiec also highlig…

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174 The Modern CMO with David Keene 57:38

3M ago57:38

57:38

The conversation between Dan Sixsmith and David Keene explores the state of B2B marketing today and the challenges faced by marketers. They discuss the importance of aligning sales, marketing, and customer success to provide a cohesive and integrated experience for buyers. They also touch on the impact of AI in marketing and the need for more pract…

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173 Making It Rain with Henry Cubillan 54:42

3M ago54:42

54:42

[From a Linkedin Live Broadcast] Henry Cubillan, VP of Sales Strategy and Operations at Schneider Electric, discusses the challenges and changes in B2B sales today. He highlights the post-pandemic hangovers and macroeconomic challenges that have affected the sales industry. Cubillan emphasizes the need for sales professionals to transition from bei…

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172 Elite Selling with Omri Avdi 55:58

3M ago55:58

55:58

In this conversation, Dan Sixsmith interviews Omri Avdi, the Chief Sales Officer at Grant Thornton, about the current trends in B2B sales and the challenges faced by sellers. They discuss the increased scrutiny over spend, the involvement of CFOs and C-level executives in the purchasing process, and the importance of building enduring relationships…

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Open Comments - Episode 24: Celebrating the 15 Year Anniversary of the ArchiMate® Forum with Kelly Canon, Marc Lankhorst, Jean-Baptiste Sarrodie, and Leos Mates 27:30

3M ago27:30

27:30

Send us a text Ever wondered how a Dutch research project evolved into a global standard? Join us for a special celebration of the ArchiMate® Forum's 15th anniversary as we uncover the fascinating history and impact of ArchiMate. Featuring insights from Kelly Cannon, Forum Director, and Marc Lankhorst, a key pioneer in the ArchiMate Forum's develop…

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171 Thought Leadership's Influence on Brand and Revenue: Ophelie Janus 43:57

3M ago43:57

43:57

Ophelie Janus joins Dan. She is the Global Head of Thought Leadership at Siemens. The conversation explores the importance of trust and ROI in business decisions, the role of thought leadership in building trust, and the impact of thought leadership on buying decisions. It also delves into the types of thought leadership content, the journey to a t…

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Open Comments - Episode 23: Understanding Energistics and the Part it Plays with Pablo Perez 30:00

3M ago30:00

30:00

Send us a text Unlock the secrets of data standards in the oil and gas industry with insights from Pablo Perez of the Energistics Consortium. Recorded live from The Open Group Summit in Edinburgh, Pablo takes us on a journey from his early days in Venezuela to his impactful role in shaping data communication and transfer through Energistics' integr…

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170 Jon Miller's Marketing Manifesto 1:08:42

4M ago1:08:42

1:08:42

Summary Jon Miller, pioneer, market maker, thought leader and the OG of MarTech joins Dan for over 60 minutes of engaging dialogue and new revelations. The conversation covers the journey of Marketo, the emergence of marketing automation solutions, the challenges faced, and the eventual merger with Demandbase. It also delves into the creation of En…

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169 A Crisis Of Buyer Confidence: Tom Pisello and David Yockelson 40:56

4M ago40:56

40:56

Summary Tom Pisello, the ROI Guy and serial entrepreneur and David Yockelson, senior fellow at Gartner and Value Selling expert join Dan on this episode. The conversation covers a wide range of topics related to B2B marketing and sales, including the challenges of subscription fatigue, the impact of AI on decision-making, the role of value engineer…

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168 Decoding Human Buying Behavior with Usman Sheikh 38:02

4M ago38:02

38:02

Summary Usman Sheikh, CEO and founder of XIQ, discusses the changing dynamics of B2B sales and the impact of generative AI on sales productivity. He shares his journey from architecture to software and the founding of XIQ. The conversation delves into the core solution of XIQ, its target audience, and the use of behavioral science to decode human b…

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167 Closing Deals and Tracking Results with Dan 29:29

4M ago29:29

29:29

Summary In this episode, Dan Sixsmith provides updates on recent articles and publications, introduces a new Facebook group, and discusses a HubSpot study on B2B sales in 2024. He highlights the importance of AI-related resources, self-service tools, customer referrals, customer education, and thorough preparation in B2B sales. He also shares strat…

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166 Building Relationships with Buyers: Cliff Simon 46:08

5M ago46:08

46:08

Summary In this conversation, Dan Sixsmith interviews Cliff Simon, a subject matter expert on go-to-market and revenue operations. They discuss the rapid changes in the B2B industry, the role of AI, and the importance of unified data structures. Cliff emphasizes the need for individuals to stay connected with AI possibilities and advises senior and…

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Open Comments - Episode 22: Round Table Talk: The Open Group Professional Certification (Open Professions) Program with Andras Szakal, Deborah Schoonover, and Tony Black 24:14

5M ago24:14

24:14

Send us a text Unlock the secrets of career progression with the Open Professions certification program, as we sit down with Andras Szakal, VP CTO of The Open Group, Deborah Schoonover, Director of Certification, The Open Group, and Tony Black from Kyndryl. These industry stalwarts take us through a journey that's less about textbooks and more abou…

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165 Taking on Salesforce.com and Winning with Jean-Marie Richardson 53:22

5M ago53:22

53:22

Summary Jean Marie Richardson, CEO of iFolio, discusses the challenges faced by sales teams in today's digital age and the importance of appreciating their hard work. She explains how iFolio helps sales leaders tell their story and influence buyers with personalized, real-time analytics. Jean Marie shares her journey of building iFolio, including f…

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164 What I Learned Last Week #1 25:50

5M ago25:50

25:50

Summary In this episode, Dan Sixsmith reviews the key learnings from three recent episodes focused on AI and its impact on business. The guests included Irshad Raiham, Vice President of Product Marketing at FICO, Ryan Staley, an AI consultant, and Dr. Lisa Palmer, an AI expert. The main takeaways include the importance of inspiring and initiating c…

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163 The Power Of Thought Leadership: A New Study 30:53

5M ago30:53

30:53

Summary In this episode, Dan Sixsmith discusses the power of thought leadership and its impact on B2B buyers. He shares insights from a study by Edelman, a social media and PR firm, highlighting the importance of thought leadership in driving demand, influencing sales and pricing, and protecting existing customers. Dan emphasizes the need for organ…

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162 Disruptive Marketing in the AI Era with Irshad Raihan 54:11

5M ago54:11

54:11

Summary In this episode of Sales is King, Dan Sixsmith interviews Irshad Raihan, the VP of Product Marketing at FICO. They discuss the state of B2B marketing and the need for marketing to disrupt itself. Irshad shares his background and how he got into marketing, emphasizing the importance of storytelling and customer engagement. They also talk abo…

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161 The Role of AI In Skill Transformation with Ryan Staley 49:23

5M ago49:23

49:23

Summary: Ryan Staley, CEO of an AI transformation company, shares his journey in sales and how he got interested in the field. He started as a busboy and then got into sales jobs, eventually becoming a top performer in door-to-door advertising. He transitioned into management and strategy roles, leading teams and turning around underperforming offi…

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160 Trailblazing AI with Dr. Lisa Palmer 28:49

6M ago28:49

28:49

Summary Dr. Lisa Palmer, an expert in AI, discusses her career journey and the importance of embracing AI in sales. She emphasizes the need for continuous learning and upskilling to stay ahead in the rapidly evolving AI landscape. Dr. Palmer also highlights the role of AI in sales acceleration and the potential for AI to revolutionize the sales pro…

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159 Prospecting That Works With Justin Chi 18:10

6M ago18:10

18:10

Summary B2B buyers doors are essentially closed to emailing, so what is the former #1 SDR at Zoominfo doing to crack the code? In this episode, Dan Sixsmith interviews Justin Chi, the founder and CEO of Cold Email Hackers, about prospecting and SDRs. Justin shares his journey into sales and how he leveraged email to book meetings and grow his busin…

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158 Fun Friday: Top 10 List 13:07

6M ago13:07

13:07

Summary In this light hearted episode of Sales Is King, Dan Sixsmith introduces a new segment called the Top 10 list, where he reviews a list of the top 10 sales mistakes that reps make. He discusses each mistake and shares his thoughts on them. The mistakes include not listening and talking too much, offering too much for nothing, not focusing on …

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157 Dan Rant: Here's How To Beat The Other Reps 5:25

6M ago5:25

5:25

Summary In this episode, Dan Sixsmith discusses the importance of differentiation in sales and provides a step-by-step approach to successfully differentiate from the competition. He emphasizes the need to sell yourself first and foremost, understand the prospect's issues, actively listen and empathize, create dis-ease with the status quo, add valu…

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156: Making Millions with Chris Orlob 45:34

6M ago45:34

45:34

Summary Chris Orlob, a B2B sales influencer, shares his journey into sales and his experiences at Gong. He discusses the importance of updating sales skills to meet changing market conditions and the need for business acumen in sales. He emphasizes the significance of effective discovery as the hub of all sales skills and highlights the importance …

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155: Finding Top Sales Talent with Bryon Coro 47:16

6M ago47:16

47:16

Summary: In this episode, Dan Sixsmith interviews Bryon Coro, the SVP of Global Sales at Pendo, about his journey in sales and the changes he has seen in the industry. They discuss the importance of value selling, the convergence of PE and VC business approaches, and the need to tie products to key initiatives within an organization. They also talk…

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154 Here Is How To 5x Your Win Rate: Doug May 56:04

6M ago56:04

56:04

Summary: In this conversation, Dan Sixsmith and Doug May discuss value selling and its importance in today's business landscape. They explore Doug's career journey and his new role at Harness. The conversation covers the definition of value selling and the concept of slowing down to speed up. They also discuss the reasons for the increased interest…

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153 Why B2B Marketing Is Coming Up Short with Michelle Killebrew 47:06

7M ago47:06

47:06

B2B marketing is under fire(again). IBM alum, Ted Talk(er), and CMO, Michelle Killebrew is back on SIK! 00:00:30 (Michelle'a Career Summary) Guest discusses her roles at CA Technologies, Broadcom, PwC, and NTT Limited, detailing her experiences and challenges. 00:05:13 (Evolution of CMO Role) Discussion about the evolving role of the CMO in the pos…

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152: Revolutionizing Sales Execution with Keenan! 48:28

7M ago48:28

48:28

Sales Influencer/Rock Star/ Trainer/ Needle Mover Keenan is back on SIK for a return visit and an 'everything is on the table' NO BS convo on the sorry state of B2B selling. Chapters The state of B2B selling today [00:00:35] Discussion on the challenges in B2B sales, including the impact of sales enablement tools and the alienation of buyers. Lack …

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Open Comments - Episode 21: Ecosystems Architecture meets New Thinking, with Phil Tetlow, Paul Homan, Neal Fishman, and Rahul 52:29

8M ago52:29

52:29

Send us a text Embark on a transformative journey with the masterminds, Dr. Phil Tetlow, Paul Homan, Neal Fishman, and Rahul, as we dissect the intricacies of IT ecosystems. Their groundbreaking book "Ecosystems Architecture: New Thinking for Practitioners in the Age of AI" serves as our compass, guiding us through the labyrinth of system architect…

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151: The Challenge For Millennial Sellers 33:05

8M ago33:05

33:05

In this episode of the Sales King podcast, host Dan and guest expert Rocky LaGrone explore the challenges in sales hiring and the evolution of the field. They delve into a case where cost-cutting led to a significant business loss, highlighting the importance of overcoming objections and taking control of the sales process. Rocky emphasizes consult…

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Open Comments - Episode 20: S is for Security and E is for Evolving, with John Feezell 30:19

9M ago30:19

30:19

Send us a text Embark on an inspirational cyber journey with John Feezell, who proves that with passion and an unquenchable thirst for knowledge, the leap from music to mastering the intricacies of IT and cybersecurity is not only possible but can propel one to become a leader in the domain of cyber risk quantification. This episode peels back the …

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150: My Biggest Lesson Of 2023 23:11

9M ago23:11

23:11

Can't believe this is the 150th episode of the Sales King podcast! Time flies when you're having fun talking about sales and B2B topics. Here's to many more episodes and fresh perspectives coming your way in 2024. 🎉 #SalesKing150 Timestamp: The importance of leveraging AI (00:03:53) AI is reshaping the sales landscape and sellers must leverage it t…

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Open Comments - Episode 19: Following your Passion and Commanding Change with Sonia Gonzalez 1:06:04

10M ago1:06:04

1:06:04

Send us a text When Sonia Gonzalez charts her voyage from El Salvador's energy sector to her impactful work with The Open Group, it's more than a career recap—it's the blueprint for thriving in a world where adaptability reigns. Our conversation with Sonia, Digital Portfolio Manager for The Open Group, is a testament to the tenacity and foresight n…

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Open Comments - Episode 18: Perseverance: In Conversation with Stephen Caton 31:51

10M ago31:51

31:51

Send us a text Embark on a transformative journey with Stephen Caton, a former hotel and restaurant manager turned Chief Investment Officer at Patreon Partners, as he tells the tale of his unexpected pivot into the world of wealth management. With a candid openness, Stephen recounts the personal pivotal moments that launched him from hospitality in…

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Open Comments - Episode 17: At the Helm of Change: Enterprise Architecture's Role in Agile, with Charlie Betz 31:13

10M ago31:13

31:13

Send us a text Are you ready to shake up your perceptions about Enterprise Architecture? That's exactly what you'll do after listening in on our fascinating conversation with Charlie Betz, who helms Forrester's Enterprise Architecture EA Priority. This episode will take you on a journey through the highlights of the Forrester Enterprise Architectur…

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149: Why Should I Care? 25:51

10M ago25:51

25:51

Key Points covered by Dan is this new episode: - Potential opportunities for sales professionals in 2024 - Embracing new technologies, such as AI, in sales strategies - Winners and losers in the AI landscape - Selling in tough times - Gaining and maintaining buyers' attention - Importance of personalized content and value selling - Power of storyte…

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Open Comments - Episode 16: The Path to Zero Trust: Insights from Jason Garbis, Founder of Numberline Security 22:07

10M ago22:07

22:07

Send us a text Imagine embarking on a fascinating journey through Jason Garbis' career, the founder of Numberline Security. We promise that you'll gain a wealth of wisdom from Jason's experiences in the tech and enterprise architecture world. Together, we explore his life's path from a tech enthusiast to the role of an independent consultant and ev…

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