info_outline
How a $500M SaaS RVP Bought an AI Writing Tool to Close a Sales Skill Gap
03/18/2026
How a $500M SaaS RVP Bought an AI Writing Tool to Close a Sales Skill Gap
How a $500M SaaS RVP Bought an AI Writing Tool to Close a Sales Skill Gap Keith is an RVP at Bullhorn, a $500M CRM and ATS platform for recruiting and staffing firms. When he noticed a communication skill gap across his 35-person mid-market sales team, he didn't go looking for a vendor. He already knew one. He had been following Nate, the founder of Fluint, on LinkedIn for years and had even bought his sales course before the software existed. No RFP. No competitive evaluation. A paid pilot, a 45-day window, and a budget freed up by cutting licenses from a tool nobody was using. In this episode, Keith walks us through: How years of following a founder on LinkedIn became the entire buying process The pilot criteria he used and why qualitative signals mattered more than metrics How he freed up budget by auditing existing tools before adding a new one Why the vendor that lost found out they were losing only when Keith told them If you sell AI tools, sales enablement, or anything where adoption is the real risk, this one's for you. Guest: Keith Weightman, RVP at Bullhorn Hosts: Jen Allen-Knuth & Drew Giovannoli More research at buyertruths.com We Surveyed 172 Buyers. Now Let Us Help You Win Yours. Research to understand them. Training to close them. Drew Giovannoli | Buried Wins 1:1 buyer interviews that learn from recent wins, lost prospects, and your competitors' customers who never considered you. → buriedwins.com Jen Allen-Knuth | DemandJen Train your sales team to sell the way buyers buy. Workshops and coaching grounded in data. → demandjen.com
/episode/index/show/d22c14ff-6e8f-4c74-ab57-00a189187471/id/40520900
