{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Growth Wizards Podcast","title":"From the cockpit to the revenue engine at Assembly Software","html":"","width":"100%","height":180,"duration":1867,"description":"Summary\nWhat can a fighter weapons instructor teach a revenue team? On this episode of Growth Wizards, host Tanner Green sits down with Scott McNabb, Chief Revenue Officer at Assembly Software, the legal-tech company behind the Neos cloud case management platform. A twenty year Air Force veteran, Scott breaks down the pilot brief and debrief model he brought from the cockpit into the sales organization: an eight step discipline of preparing for every engagement, debriefing on facts only, and leaving rank at the door. He shares the results it produced at Assembly Software, why complacency is the killer for veteran sellers and pilots alike, why the cost of inaction beats ROI in sales conversations, and how loading AI with comp plans and P&Ls led him to rebuild his entire go to market strategy in days. This one is for revenue leaders, sales managers, and reps who want a repeatable discipline for getting better after every single call.\n\nChapters\n00:00 Cold open and welcome\n02:45 AI news: legal prompts are now discoverable in court\n09:05 Reps are drowning in AI guidance\n10:30 Situational awareness from the fighter cockpit\n13:30 The eight step brief and debrief model\n17:15 The results: migration, retention and pipeline velocity\n20:45 Slow down to go fast: getting reps to buy in\n24:15 The cost of inaction\n28:00 Rebuilding go to market with AI\n30:45 Where to find Scott\n\nTakeaways\n- Most sales teams never truly prep for calls or formally debrief them, and the debrief is the most important step of the entire engagement.\n- Rank stays on the ground: honest, no-defensiveness deal reviews only work when everyone in the room gives and receives feedback as equals.\n- The discipline pays off in numbers: Assembly Software saw a 75% migration rate, 92% retention, roughly 30% pipeline growth, and a 20 to 30% drop in days in stage.\n- Sell the cost of inaction, not just ROI: help buyers quantify what doing nothing is already costing them.\n- Don't just ask AI questions. Load it with...","thumbnail_url":"https://img.transistorcdn.com/kYU1r7AN1wfu5VwSvUXQh9Slgj19jh1pqnbdvEPpuzs/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS81ZDM5/NWQyMWY3YzA2NjE3/YzExZGQwYjI4NmY3/YTUxZi5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}