Dylan Mace, VP of Sales at Marcura, has spent a decade selling technology into maritime and energy — industries that were still running on file cabinets and Excel when he started. In this episode, we explore what happens when you bring AI products to buyers who are relationship-first and change-resistant. Dylan shares how LLMs dissolved a data standardization problem the industry thought was unsolvable, and why tailoring the AI pitch by persona matters more than ever. If you sell into traditional industries or need to articulate AI value without the hype, this one's for you.