Edan Gottlib (VP of Sales at Cloudinary) joined Scott Britton and Andrei Newman on the Business Is Human podcast. 

Here are some key takeaways from the conversation:

• You have to properly incentivize salespeople to sell a new product, otherwise, they will choose the path of least resistance (selling your old products).
• Great salespeople are people first.
• A large part of the deal is helping your champion acquire your solution (guiding them through a software purchase).
• Salespeople avoid asking certain questions because they are afraid of the response.
• Crises expose your strengths and weaknesses in a way that makes acting on them simpler.