Bonjour app for Zoom
By Ben Bronsther

Q&A with Walnut Vice President of Sales, Adir Ben-Yehuda

Adir Ben-Yehuda leads sales for Walnut, a fast-growing SaaS company that enables people to demo their products in a more prospect-centric way.

Recently, I had the chance to appear on Walnut's web show, Nuts About Sales. In the course of doing that, I learned a lot about Walnut's product - which helps both buyers and sellers - and asked their VP of Sales, Adir Ben-Yehuda, if he'd participate in a recorded Zoom conversation. Thankfully, Adir was happy to hop on a call and, in answer to my questions, he shared his thoughts on:

  1. How the life of the average seller has changed over the last five years
  2. The sales skills which he believes are more important now than in the past
  3. General advice for up-and-coming salespeople

How has the life of the average seller changed over the last five years?

“The ability to get more knowledge. Fives years ago, if you think about it, your ability to prep for a call was limited… one of the main things that changed is the ability for you to come more prepared for a call and get more information about the prospect, about the deal... [and to] use also the knowledge that marketing gives you - where the prospect came from, were they inbound or outbound, what did they do on the website… People have less time to spend, they don't want to talk a lot to the salesperson, and a good seller, a good account executive needs to use all this data.”

🔊🔊 Click here to listen/watch Adir's full response to the above question 🔊🔊

What sales skills do you believe are more important now than in the past?

“Five years ago I would interview someone for a seller position, I would look at how passionate he is, how quick he is, and sharp he is with his words, maybe with some aggressiveness or assertiveness in various places. I feel like what I’m looking for today, the skills I'm looking at today - and that’s directly aligned to what you learn from the data you get - is the ability to be more of a consultant rather than anything else… don’t be pushy, don’t push for the close, push for the value… be more prospect-centric… we’re talking about what the prospect needs and the prospect is willing to open the wallet more and to invest more because they understand the value more.”

🔊🔊 Click here to listen/watch Adir's full response to the above question 🔊🔊

What advice do you have for up-and-coming account executives?

“Don’t put the focus on you, put the focus on the prospect… really understand the pains. The world has changed to a place where people, they know how to buy software...really understand their pain and try to help them resolve this."

🔊🔊 Click here to listen/watch Adir's full response to the above question 🔊🔊

---------------------------------------------------------------------------

You can listen/watch the entire interview here, including Adir's thoughts on the most challenging and most rewarding aspects of sales leadership.

You can connect with/follow Adir on LinkedIn here.

You can explore Walnut here.

Turn sales calls into learnings and learnings into action.

Bonjour is videoconferencing designed for sales professionals with built-in sales intelligence to set up the foundations for your team's growth.

Start a free trial
Main InterfaceQ&A with Walnut Vice President of Sales, Adir Ben-Yehuda