
The GTM Podcast
GTM 128: The Death of Demos and Selling What Customers Actually Need with Fred Viet
Jan 7, 2025
Fred Viet, Chief Sales Officer at Aircall, has a rich background in scaling sales at AWS, Microsoft, and Lenovo. He discusses the dynamic differences in selling between APAC and North America, emphasizing market fit and structured approaches. Fred highlights the shift from demo-driven selling to value-based conversations, the role of AI in enhancing sales processes, and effective annual revenue planning strategies. He also advocates for deep skill development over job-hopping and shares insights on aligning sales and marketing teams for success.
49:37
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Quick takeaways
- Shifting from demo-centric selling to value-based conversations allows sales representatives to better engage customers by addressing their specific pain points.
- Understanding the customer's technology ecosystem enhances partnerships, driving revenue growth through strategic alignment with the right technology partners.
Deep dives
The Value of New Sales Reps
New sales representatives often excel in their roles because of their fresh perspectives and lack of preconceived notions about products. They focus on asking essential questions rather than merely demonstrating the product features, allowing them to uncover customer pain points more effectively. This basic yet crucial approach results in greater engagement and impact on customers compared to seasoned reps who may rely too heavily on product demos. The emphasis on understanding customer needs over showcasing technical capabilities can lead to a more personalized sales experience.
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