In this episode of The Future of Selling, host Rick Smith dives into one of the most disruptive shifts shaping sales organizations today: Decentralized Talent (or "DeTal"). Joined by Conquer's Chief Revenue Officer Jim Trimarco (JT) and Chief Financial Officer Demian Costa, the conversation unpacks how companies are rethinking sales staffing, team structure, and global scalability.

From JT’s deep experience leading global sales organizations to Demian’s journey from Navy SEAL to CFO, this episode offers a unique perspective on what’s driving the evolution of modern sales teams—and why the traditional outsourcing model has failed.

🔍 Topics We Cover:

• What "decentralized talent" actually means and how it differs from traditional outsourcing
• Why global wage arbitrage is an opportunity, not a risk
• How to align remote, global teams with your company culture and goals
• The tech stack and leadership mindset needed to make DeTal work
• Why the Balkans could be the next big thing in talent sourcing
• Actionable takeaways for sales leaders looking to grow while cutting costs

Whether you're scaling a startup or leading a mature sales org, this episode breaks down how to reduce costs, maintain quality, and scale faster—without sacrificing culture or performance.

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Connect with Jim Trimarco
Connect with Demian Costa

In this episode of The Future of Selling podcast, host Rick Smith sits down with Andrew "AD" D’Agostino, a sales enablement leader with deep expertise in aligning teams, simplifying processes, and driving revenue growth. With over 14 years of experience, AD has navigated the startup journey, scaled revenue to $50M, led through 10+ acquisitions, and now plays a critical role in sales enablement at Conquer.

💡 Key Topics Covered:
✅ What sales enablement really means and why it’s more than just training
✅ The top three components of a high-impact sales enablement strategy
✅ How to align sales, marketing, and customer success with a common language
✅ The role of ruthless qualification in boosting deal velocity 🚀
✅ The game-changing impact of AI on coaching and sales enablement
✅ Tools and strategies to cut friction and increase flow in the selling process

AD shares real-world insights, practical frameworks like MEDDIC and force management, and actionable takeaways for sales enablement professionals looking to simplify, align, and drive results.

🔔 Don't forget to like, comment, and subscribe for more insights from top sales and enablement leaders!

📢 Learn more about Conquer
📲 Connect with Andrew D’Agostino
📲 Connect with Rick Smith

🚀 What makes a great mentor? How is mentorship different from coaching? And how can sales leaders build a culture of mentorship that drives long-term success?

In this episode of The Future of Selling, host Rick Smith sits down with Brian Kludas, a sales enablement and leadership expert, to discuss the transformative power of mentorship in the sales industry.

🔹 What You’ll Learn in This Episode:
✅ The key differences between mentorship, coaching, and leadership
✅ The three levels of mentorship and how to apply them
✅ Why mentorship matters in scaling high-performing sales teams
✅ How to become an effective mentor (and mentee!)
✅ The biggest mistakes mentors make—and how to avoid them

📌 Whether you're an individual contributor, a sales leader, or a business executive, this conversation will give you actionable strategies to build stronger relationships and accelerate career growth.

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