47: Cloudinary SVP of Sales Edan Gottlib - crises expose your strengths and weaknesses

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.