In our 11th episode, host Andrea Grodnitzky invites back President and CEO, John Elsey. John discusses the turbulent waves of change that have swept the selling world in the past 12 months and the challenges that lie ahead for sellers. He dives into the emergence of sales technology, specifically generative AI, and how this affects the role of the seller, plus he offers insights gleaned from customer interactions, revealing their strategies in grappling with the complexities of modern technology stacks. John shares how to build a strategy to sell to buyers who are uncertain about their near to medium-term outlook due to high-interest rates dampening capital investments.