Too many teams still believe the myth: more data equals better decisions. But when your field teams ignore your tools and CRM adoption stays low, it’s time to ask a different question—are we helping people understand the data or just piling it on?

Host Robert Sur sits down with Paul Pacun, founder of Vablet, to explore how sentiment lives in behavior, not surveys—and how true sales enablement starts with listening. With 15 years of experience turning real feedback into business-ready tools, Paul shares how a tablet placed on a patient’s lap sparked insights that helped drive smarter content, better sales conversations, and CRM updates that actually happen.

They unpack how refining data—like turning sand into silicon—requires clarity, context, and constant feedback loops. If you’ve ever rolled out a tool no one used or been asked to build a report no one reads, this episode will hit home.

👤 Guest Bio

Paul Pacun is the founder of Vablet, a field sales platform designed to work in the real world—where reps can work offline, automate CRM updates, and close business without fighting their tools. For over 15 years, Paul has transformed live field feedback into sales enablement solutions that reduce friction and support business leaders.

🔗 Paul on LinkedIn

📌 What We Cover

• Why collecting more data won’t make your teams smarter
• A real-world story of 5,000+ media views and what they revealed about sales behavior
• Why true sentiment is found in content engagement, not optional survey buttons
• How “media view” metrics can offer more authentic insight than intent data
• The myth of full adoption and why finding early champions is key
• How Chipotle’s watch app inspired smarter UX through user intent
• A better way to name roadmap projects: lead with the problem, not the tech
• How pivoting from doctors to pharma saved a launch
• Why asking “what sand do I need to give you to build the next chip?” changes the admin’s mindset
• Why even a 99-page PDF can be improved by tracking what people actually look at

🔗 Resources Mentioned

• Vablet (field sales platform)
• ClearSlide (competitor reference)
• Salesforce
• Marketo
• Pardot
• Marketing Cloud
• Chipotle watch app
• Starbucks AI demo app
• Oura Ring
• Demofest
• Delegate — delegate.team/accidental