In this GTM Insider Podcast snippet, Lesley Ronaldson, VP at Gong, reflects on how the world of B2B selling has moved from old-school hard sells to highly personalised, insight-driven engagement.
Reps today must guide, educate and add value – because the modern buyer expects much more.
"The hard sell... that word’s gone," says Lesley. "Reps need to educate their customers, add insights and guide buyers."
This shift has been accelerated by AI and revenue intelligence tools, giving sales leaders real-time insights into rep performance and buyer behaviour. Instead of relying on gut instinct, leaders can now coach precisely where needed – helping B players become A players before it’s too late.
Gone are the days of relying on charisma alone. Success now belongs to the sales teams who use data to listen, learn, and lead with empathy.
Listen, read and explore
🎙 Listen and read the full episode of the GTM Insider Podcast with Lesley Ronaldson here.
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