Scott Lerner, SVP of Global Services at Akamai Technologies, explains why the role of today's salesperson has fundamentally changed. Instead of repeating information buyers can find online or through AI, the best salespeople ask better questions, uncover deeper challenges, and introduce ideas customers haven't considered.
In this video, you'll discover:
- Why traditional discovery questions no longer work
- How AI has changed the modern buying journey
- The questions that actually create value with informed buyers
- Why the best sales conversations start where Google ends
- One overlooked sales technique that still builds instant credibility
Whether you're in enterprise sales, B2B sales, SaaS sales, customer success, or sales leadership, these insights will help you have more valuable conversations with modern buyers.
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Modern B2B buyers form opinions, build trust, and make critical buying decisions long before the first sales meeting. Learn how leading sales organizations create credibility, influence buying decisions earlier, and build buyer confidence before opportunities even exist.
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