{"title": "Sales has something to say | Kert Kenner | Negotiator 345", "titleOriginal": "Kert Kenner | Myynnillä on asiaa | Neuvottelija 345", "episodeNumber": "345", "guest": "Kert Kenner", "publishedAt": "2025-08-08", "duration": "51:22", "durationIso": "PT51M22S", "youtube": "https://www.youtube.com/watch?v=AvzFupfKzDI", "fiCanonical": "https://www.neuvottelija.fi/fi/episodes/695-kert-kenner-myynnilla-on-asiaa-neuvottelija-345", "originalLanguage": "fi", "format": "full", "topics": ["negotiation", "saas_software", "ai_enterprise_tech"], "description": "The Neuvottelija half of a twin recording made with Kert Kenner's Myynnillä on asiaa podcast the same morning. Sales trainer Kenner and Miettinen map marketing, sales and negotiation onto a single funnel — with Miettinen's magnet as the new metaphor for the moment agreement snaps shut — then work through inbound versus outbound, the parasocial relationship a podcast builds, what AI agents are already doing to sales work, and why free is the worst price of all.", "chapters": [{"t": "00:00", "title": "Guns N' Roses, a Tesla and the twin recording", "seconds": 0}, {"t": "02:01", "title": "Tallinn to Finland, and 24 years in sales", "seconds": 121}, {"t": "04:02", "title": "Going solo with a podcast, and how much a host should talk", "seconds": 242}, {"t": "06:03", "title": "One funnel: marketing, sales, negotiation, account management", "seconds": 363}, {"t": "08:03", "title": "The magnet, and where the agreement snaps shut", "seconds": 483}, {"t": "10:06", "title": "Sales tech from the banker's side: Liidu and Profinder", "seconds": 606}, {"t": "12:06", "title": "What Bezos said about what stays the same", "seconds": 726}, {"t": "14:06", "title": "Scripted three-touch outreach and the wall it hits", "seconds": 846}, {"t": "16:07", "title": "Multi-channel means giving the customer a choice", "seconds": 967}, {"t": "18:08", "title": "Inbound, outbound, and the false dichotomy", "seconds": 1088}, {"t": "20:08", "title": "The parasocial relationship a podcast builds", "seconds": 1208}, {"t": "22:09", "title": "Ninety-five per cent decided online", "seconds": 1329}, {"t": "24:10", "title": "Two hours fifteen a day, and whether to believe it", "seconds": 1450}, {"t": "26:10", "title": "Dinosaurs, disruption and an agent army", "seconds": 1570}, {"t": "28:11", "title": "Choosing a CRM as a strategic decision", "seconds": 1691}, {"t": "30:11", "title": "The butler agent, and the security problem", "seconds": 1811}, {"t": "32:12", "title": "AI cold calls, and meeting-note etiquette", "seconds": 1932}, {"t": "34:14", "title": "Why adoption alone never delivers", "seconds": 2054}, {"t": "36:15", "title": "Speaking, leading and negotiating are learned by accident", "seconds": 2175}, {"t": "38:16", "title": "VALKEA, and having a goal for the conversation", "seconds": 2296}, {"t": "40:17", "title": "AIDA when nobody knows who you are", "seconds": 2417}, {"t": "42:18", "title": "Communities, live events and why people still gather", "seconds": 2538}, {"t": "44:18", "title": "Value selling versus the price conversation", "seconds": 2658}, {"t": "46:18", "title": "Churn, price ladders and the transactional threat", "seconds": 2778}, {"t": "48:19", "title": "Why free is the worst price", "seconds": 2899}], "sourceTranscriptType": "finnish-platform-captions-db", "subtitleMethod": "none", "provenance": "Owner page assembled from the published Finnish YouTube caption track, YouTube metadata and the neuvottelija.fi episode record. Chapter timecodes are taken from the captions; no caption files are published with this page. Recorded the same morning as Myynnillä on asiaa #8, which covers the sister subject.", "slug": "ep345-myynnilla-on-asiaa-kert-kenner", "guestsCanonical": ["Kert Kenner"], "guestPages": ["https://www.neuvottelija.com/podcast/guests/kert-kenner/"], "page": "https://www.neuvottelija.com/podcast/episodes/ep345-myynnilla-on-asiaa-kert-kenner/", "markdown": "https://www.neuvottelija.com/podcast/episodes/ep345-myynnilla-on-asiaa-kert-kenner/index.md", "captions": null, "transcript": null}