In this episode, Mike Hoffman sits down with Jeff Kiesel to explore how Restaurant Technologies Inc. transformed its operations and sales strategy through AI-powered optimization and strategic partnership. Jeff shares how their 8-year collaboration with SBI helped Restaurant Technologies achieve a 30% reduction in distribution costs through route optimization, maintain consistent mid-teen market share despite double-digit growth, and leverage AI for micro-segmentation that allows sales teams to start conversations at stage 2-3 rather than basic discovery. Together, they discuss the evolution from traditional "hunter" sales models to "hunter-farmer" approaches, the implementation of WaveForge platform for talent assessment, and how human intuition combined with AI intelligence drives sustainable growth in complex go-to-market environments.

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