43:I[58016,["/_next/static/chunks/b5ea50e123aa84a6.js","/_next/static/chunks/5e17b2e37c80a96c.js","/_next/static/chunks/de880ec5a0241b38.js","/_next/static/chunks/48003610e91209eb.js","/_next/static/chunks/15a1b1fbd3cf7d4a.js","/_next/static/chunks/81ce7bf5f20dbd5a.js","/_next/static/chunks/53f751967ccc7d59.js","/_next/static/chunks/903c358828afe0bc.js","/_next/static/chunks/f63fb02bc4156bfb.js","/_next/static/chunks/88bed98e5cd5e639.js"],"ProcessEpisodeButton"] 45:I[185,["/_next/static/chunks/b5ea50e123aa84a6.js","/_next/static/chunks/5e17b2e37c80a96c.js","/_next/static/chunks/de880ec5a0241b38.js","/_next/static/chunks/48003610e91209eb.js","/_next/static/chunks/15a1b1fbd3cf7d4a.js","/_next/static/chunks/81ce7bf5f20dbd5a.js","/_next/static/chunks/53f751967ccc7d59.js","/_next/static/chunks/903c358828afe0bc.js","/_next/static/chunks/f63fb02bc4156bfb.js","/_next/static/chunks/88bed98e5cd5e639.js"],"SendEmailButton"] 46:I[45269,["/_next/static/chunks/b5ea50e123aa84a6.js","/_next/static/chunks/5e17b2e37c80a96c.js","/_next/static/chunks/de880ec5a0241b38.js","/_next/static/chunks/48003610e91209eb.js","/_next/static/chunks/15a1b1fbd3cf7d4a.js","/_next/static/chunks/81ce7bf5f20dbd5a.js","/_next/static/chunks/53f751967ccc7d59.js","/_next/static/chunks/903c358828afe0bc.js","/_next/static/chunks/f63fb02bc4156bfb.js","/_next/static/chunks/88bed98e5cd5e639.js"],"SignupCTA"] 48:I[56939,["/_next/static/chunks/b5ea50e123aa84a6.js","/_next/static/chunks/5e17b2e37c80a96c.js","/_next/static/chunks/de880ec5a0241b38.js","/_next/static/chunks/48003610e91209eb.js","/_next/static/chunks/15a1b1fbd3cf7d4a.js","/_next/static/chunks/81ce7bf5f20dbd5a.js","/_next/static/chunks/53f751967ccc7d59.js","/_next/static/chunks/903c358828afe0bc.js","/_next/static/chunks/f63fb02bc4156bfb.js","/_next/static/chunks/88bed98e5cd5e639.js"],"EpisodeTranscript"] 3d:["$","div",null,{"className":"flex flex-col gap-2 text-sm text-muted-foreground","children":[["$","span",null,{"className":"inline-flex items-center gap-2 bg-secondary/50 px-3 py-1 rounded-full","children":[["$","svg",null,{"className":"w-4 h-4","fill":"none","stroke":"currentColor","viewBox":"0 0 24 24","children":["$","path",null,{"strokeLinecap":"round","strokeLinejoin":"round","strokeWidth":2,"d":"M8 7V3m8 4V3m-9 8h10M5 21h14a2 2 0 002-2V7a2 2 0 00-2-2H5a2 2 0 00-2 2v12a2 2 0 002 2z"}]}],["$","time",null,{"dateTime":"2024-02-06T08:00:02.000Z","children":"Tue Feb 06 2024"}]]}],["$","p",null,{"className":"text-base text-foreground/80 leading-relaxed","children":"If you’re selling a new technology, it may be difficult to align to a pain point. How do you align to pain the customer doesn’t even know they have? Many AI startups have this challenge. How do you get the customer to see a new way of doing old..."}]]}] 44:T416,If you’re selling a new technology, it may be difficult to align to a pain point. How do you align to pain the customer doesn’t even know they have? Many AI startups have this challenge. How do you get the customer to see a new way of doing old things?

In this episode, Brian Walsh breaks down ways you can think about your sales conversation so you’re able to drive urgency, even when you’re selling in a new category. He also runs through how to set up a test project, in order to build credibility with the customer.

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Selling in a New Category