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AJ argues that most HR-tech AEs lose deals before they start because they confuse activity for insight, and he introduces Pulse HR — a three-pronged, research-driven remedy for how vendors should sell into HR.
AJ (Anthony Vaughan) opens with a shoutout to his creative lead and then lays out why he built Pulse HR: vendors and their AEs are out of touch with how HR really buys technology. He says outbound/inbound, sponsorships, and event betting are no longer the reliable routes to purchase; instead the answer is research-led "strategic empathy" grounded in dozens of conversations with real HR leaders.
Key takeaways
- 01Pulse HR is structured as three verticals: vendor sales/process restructuring, HR leader business-acumen and tech-stack guidance, and direct AE coaching.
- 02Most outbound is failing because reps lead with product specs instead of the buyer's actual procurement reality.
Pulse HR: Why Most HR Tech AEs Lose Deals Before They Even Start
The Business of Alignment
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The
Business of
Alignment
A podcast by the E1B2 Collective
Podcast
The Business of Alignment — Powered by The E1B2 Collective
The E1B2 Collective
1,011 episodes · 1 already transcribed · 1,010 new
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The
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Alignment
The Business of Alignment — Powered…
Pulse HR: Why Most HR Tech AEs Los…
4d ago auto-transcribe off
Alignment
Pulse HR: Why Most HR Tech AEs Lose Deals Before They Even Start
The Business of Alignment · Powered by The E1B2 Collective · May 4, 2026
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