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