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You Buyin' This?: Daily Summaries Delivered
by Eric Shaver & Jake Eisbart
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- Jun 5, 202537 min
Dr. Strangebot: How I learned to stop worrying and love Agentic AI
Does agentic AI pose an existential threat to B2B Sales, or is it an Iron Man™ suit that gives us super revenue generation powers? This week we dig into Yasar Yilmaz’s compelling thesis on Agentic AI & the future of Sofware Sales. Will AI agents take over core selling functions like opportunity qualification and deal progression, and is this a good thing, or is it the beginning of the end of what we know of our roles and value? Or is it only the end of the beginning? Bonus material:...
- May 22, 202539 min
Selling your way out of Sales Purgatory
This week we take on the painful and common problem of how to sell and market to those who love our products, but still do not buy. This is the tech win/business loss conundrum that takes up far too big of a piece of any given fiscal year’s pipeline. Join us for some ideas on how to uplevel your execution to either avoid or win more often in these situations. Bonus: Jake creates a tie.
- May 7, 202547 min
Two Decades Worth of Sales Advice | Our Interview w/Yosh Eisbart
Everybody BEHAVE! We have a GUEST! In celebration of our 30th episode, we welcome 3-time co-founder & Saas scaler, 2-time published author, and 1 time brother of Jake: Yosh Eisbart, VP of Sales for VASS Solutions. In this power packed 45 mins, Yosh shares his insights on the importance of thought leadership, leveraging referrals as a core demand gen driver, and what to look for when building your sales team. Bonus Track: Who would you rather Vice Versa with: Michael Jor...
- Apr 23, 202531 min
It's time to have "the conversation" with your prospects.
The US Dollar and consumer confidence are down. A recession is most likely coming. Higher inflation looms and the new Superman movie looks like...well not great. These aren't nice things to say or hear...but maybe that's EXACTLY why they need to be said and heard. Join us on this week's episode of YBT where we take a page from the Dutch playbook...Be direct, be honest and address the elephant in the room head on. Bonus material: Who builds more pipeline, a Jedi or a scoundrel?&nb...
- Apr 16, 202538 min
How to sell when you are being squeezed from both sides
The buy-side wants price relief, the sell-side wants higher margins…and we want to hit our numbers. Are we now selling into the perfect storm, with budgets on shifting sands and SaaS company margins under unexpected pressure…maybe…no wait? Through all of this uncertainty, we have to get more creative than usual. On this week’s episode Jake and I dive into the importance of face time and partnerships when the skies start to darken, and walking the tightrope of selling both near term returns to...
- Apr 9, 202536 min
Selling during trade wartime
So, you didn’t factor tariffs and a trade war into your 2025 territory plan? You are not alone. Just when we thought we had the answers, they changed the questions. Economic uncertainty is the enemy of predictable revenue, and when April sneezes, December gets a cold in enterprise selling. Even if things resolve and reset, almost all of your deals have lost momentum as prospects and customers are forced to adjust to the current, and possibly future, reality. Now is the time for S...
- Apr 2, 202535 min
Is listening now an overrated skill in Sales?
Two ears, one mouth. It used to make sense, right? However - with a crippling array of choices (over 42,000 SaaS companies and counting) and AI-supported decision processes - prospects and customers need your expertise more than someone who simply drinks in their words. They need informed guidance to navigate the landscape before them and make the most profitable business decisions. In this week's episode of YBT, we take the sacrosanct and put it under the microscope. Bonus track: Redford or ...
- Mar 26, 202532 min
Selling IS harder right now, so why are we chasing dopamine and easy answers?
Gallows sales humor on LinkedIn is at an all-time high. Influencers are coming out of the woodwork selling “the way” to that 7-figure income and sure-fire techniques, tips and tricks to get that meeting or close that deal. When sarcasm reigns and everyone has the “answers”, we know we have a problem. Right now, the path of least resistance is in short supply. Harder problems require harder work. Making complex things simple, is hard. In this episode, we confront the hard and...
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