

How to win in the Agent Economy w. Outreach's $4B founder, Manny Medina
Jun 26, 2025
Manny Medina, co-founder and CEO of Paid.ai and former CEO of Outreach, transformed the sales engagement sector. In this conversation, he dives into the agent economy, revealing how AI can enhance rather than just automate tasks. Manny highlights the shift toward outcome-based pricing for market relevance and emphasizes the importance of genuine human connections, even in an AI-driven world. He also discusses the 'one box' revolution and encourages leaders to prioritize emotional engagement over quantifiable metrics to foster loyalty.
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Episode notes
Obsess Over Seller Experience
- Focus deeply on the seller's experience, especially for pipeline generation roles like SDRs.
- Ensure users love your product, even if the job is hard or unpleasant.
Sales Lessons Learned From Customers
- Manny learned sales by listening to sales pros and adapting their best practices to Outreach.
- Key lessons included leaving value on the table and the necessity of pipeline generation at the rep level.
In-Person Meetings Build Trust
- Always meet customers in person to build rapport and gather insights.
- Taking detailed notes during conversations increases trust and allows deeper questioning.