Building client trust in sales conversations is changing in the age of AI. But according to Casey George, trust itself isn't going anywhere. If buyers have already made much of their decision before they speak to a seller, and AI can give everyone access to increasingly powerful tools, what actually makes someone worth buying from? In this conversation with Harry Kendlbacher, Casey George, Chief Revenue Officer at Monday.com, challenges the traditional B2B sales playbook. They explore why value is moving toward day one, why curiosity has become more important than the “gift of gab,” and why the future of B2B selling may involve fewer handoffs and more empowered sellers. What We Cover:
• Why trust is still critical when buyers are adopting AI
• Why the B2B buying process is happening earlier than the sales conversation
• Why curiosity has become Casey's #1 trait for top sellers
• How sales leaders can balance structure with seller freedom
• Why Casey sees a more frictionless sales model ahead ⏱️ Timestamps
00:00 Leading Sales Through the AI Revolution
03:59 AI in Sales: Augmenting People, Not Replacing Them
05:13 The B2B Buying Process Has Changed
09:32 Building Client Trust in Sales Conversations
14:08 Why Curiosity Is Now the #1 Seller Trait
19:03 The Future of Frictionless B2B Selling About Casey George
Casey George is the Chief Revenue Officer at Monday.com, where he leads revenue strategy as the company continues its evolution from a PLG business into an enterprise SaaS organization. Casey has spent three decades in sales and revenue leadership, including more than 20 years at IBM and multiple CRO leadership roles. Connect with Casey on LinkedIn: https://www.linkedin.com/in/casey-george/ 📃 Resources
🔗 Explore more at: https://globalperformancegroup.com/
🔗 Download the whitepaper “You’re Entering the Deal Too Late”: https://globalperformancegroup.com/resources/#papers
🔗 Try the Revenue Accelerator: https://revenueaccelerator.globalperformancegroup.com 🎧 Prefer audio?
👉 Apple Podcast:
https://podcasts.apple.com/at/podcast/b2b-sales-trends/id1540112247?l=en-GB
👉 Spotify:
https://open.spotify.com/show/5dNb1tA2UfHOR8oGNc5Kbp?si=60f87af8feb74a25 🎙️ Want to Be a Guest on B2B Sales Trends?
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