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.