From Demo to Close, Forging a New Path in Sales Processes

In this episode of the Win Rate Podcast, Andy welcomes expert panelists, Eric Shaver, Managing Partner at Kensei Partners. Richard Brasser, Managing Director of Carlton Richards and Chairman of CR Intelligent Labs, and Mor Assouline, founder of FDTC, SaaS Sales Consulting and Training. Andy and the roundtable dive into the evolving landscape of B2B sales, and debates the limitations of traditional sales processes, the significance of business acumen, and the transformative potential of AI in sales. They also explore the concept of selling opportunities versus addressing pain points and stress the need for a shift towards market opportunity-driven conversations rather than demand-centric models. They also discuss the importance of understanding the financial impact of products on business operations and the need for sales professionals to become adept at navigating business and financial landscapes.

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.