Activity Data Over Opinion Data with Jack Siney | Some Goodness #53

Most AI sales projects fail before they start because the data feeding them is biased opinion, not what actually happened. Host Richard Ellis talks with Jack Siney, co-founder of Front Race, on why AI in sales needs activity and interaction data over rep-entered "opinion" data, and why rigid, linear CRM workflows miss how deals really get won. Jack covers why automating only your documented process backfires (top reps run undocumented steps nobody mapped), why LLMs hallucinate without hard metrics, and the micro-details — including the timing between actions — that separate great reps from average ones. Jack's three moves this quarter: consolidate and standardize your data, map the real end-to-end process (including losses), and build a measurement layer to benchmark AI tools as they change. CHAPTERS 00:00 Why AI Projects Fail 01:29 Rigid Processes vs Reality 06:34 Stop Paving Cow Paths 07:52 The Missing 12 Steps 09:41 Activity Data Beats Opinions 13:13 Micro Timing Metrics 16:26 Automation and Hallucinations 18:39 Metric Engine Guardrails 24:00 Three Moves This Quarter 26:55 Extra Goodness and Wrap Subscribe for more on AI, sales, and B2B go-to-market. #AIinSales #SalesAutomation #RevOps #B2BSales #GoToMarket #CRM