Selling Into the Future -- Carrie Seifer, Revenue Leader

We're trying something new with this episode. Rather than focusing on the guest's career, we're instead going to talk about a specific subject the guest knows a lot about -- and for which we can all benefit from their knowledge. We'll mix this format in every few episodes to "Keep the Sauce fresh."Today's episode is about "selling into the future." Getting a buyer to buy something before the general market is ready for it takes more than good timing. It takes the discipline of telling the difference between being early and being wrong, the skill of reading trends instead of just watching sales numbers, and the thick skin to handle rejection. Lots of rejection.Carrie Seifer is an expert on the subject because she sold mobile advertising back when the Palm Pilot counted as cutting-edge, pitched early applications of AI in advertising way before the concept of AI went mainstream, and was a CRO in roles that required her to prove out categories with no track record to point to.Carrie and Jordan get into how you actually catch yourself before your conviction turns into delusion, why the hardest sale is often the one you might have to make to your own colleagues, how leaders know about what's coming before their staff do (and what they should do about it), and the notion of getting people to buy into an idea because they helped build it themselves.