One of the most common hurdles for growing tech companies and professional services firms across North America and Europe is the transition from founder led selling to a scalable revenue engine.

The CEO built the business, knows the product inside and out, and can overcome any objection.

But when it comes time to scale, handing a new hire a product deck and saying “just do what I do” is a recipe for disaster.

On the latest Aiscento Podcast, Mark Kesti of Innovo Sales explained how organizations can utilize artificial intelligence to extract critical tribal knowledge from the founder’s head and build a repeatable sales playbook.