Episode #329: Siddharth Singh, Chief Revenue Officer at Intangles, explains the skills modern salespeople need as buyers become more informed and meetings become harder to secure. He explores deeper discovery, primary research, creativity, and AI-enabled productivity. Siddharth shows why knowing a customer’s business beyond searchable information creates differentiation. He also explains why sales leaders must remain active player coaches as their responsibilities expand.

In this 3:34 video, Siddharth Singh explains how informed buyers have fundamentally changed the opening stages of enterprise sales conversations. Buyers can research vendors, products, pricing, and competitors before a meeting begins. Siddharth argues that sellers must prepare deeply and establish credibility quickly. By understanding industry economics and likely business problems beforehand, salespeople can reach implication and need-provoking questions much faster.