Discussion with Ashutosh Garg about sales strategy

Speaking about my product is not only the fun part but also the easier part; especially when a client or prospect is interested. But what if we are the ones inititiating the conversation?

The most effective sales leaders don't just train their teams – they transform how their people think.

Foundation-first approach matters even more as AI tools proliferate. Automation can execute basic tasks, but it can't replace the thinking that drives true expertise.

Sales leaders face an ongoing challenge: how to shift their teams from merely responding to actively anticipating customer needs. The transformation requires more than simple technique adjustments—it demands a complete reimagining of the sales approach.

Why do most sellers default to a reactive stance?

Simply put, it's comfortable. Responding to clear customer requests provides immediate direction and purpose. It creates the pleasant feeling of being helpful and customer-centric. Most importantly, it avoids the discomfort of challenging customers or steering conversations into uncharted territory.

Buyers engage with suppliers to find solutions that drive business improvement. However, salespeople often face genuine challenges that hinder their ability to truly understand customer needs and strategic goals.

Sales training. It's a staple in most organisations, a necessary investment, and often… a complete waste of time and money. Why? Because the shocking truth is that much of what passes for sales training simply doesn't work.

Before a conductor raises their baton, they must understand their orchestra and audience intimately. In sales, this translates to comprehensive research.

Most sales conversations follow a predictable pattern. The customer mentions a challenge, and the sales professional jumps straight to presenting their solution. But what if the customer's stated problem isn't their actual problem?

In the rapidly evolving world of B2B sales, a seismic shift is underway. As artificial intelligence (AI) increasingly automates routine tasks, you might wonder if human salespeople are becoming obsolete.