Mike Katz

Mike Katz, a senior director of research at Gartner with over 15 years of experience, shares insights on evolving skills in B2B sales. He highlights the necessity for sellers to adapt to technology and changing buyer expectations. Key competencies like curiosity, innovation, and agility emerge as crucial for high performance. Katz discusses the role of AI in improving seller effectiveness and recommends targeted skill development. Listeners also get book suggestions like 'Giraffes Can't Dance' for fostering confidence and expressiveness.