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uh welcome to sas stock hey just serious in which we aim to answer questions passed uh and posed by our community uh im will bragging vp of sales at sastoc uh which helps uh sas companies get traction uh grow and scale through our community conferences and content and today im joined by jacob van der kut whos the founder and ceo of the worlds leading uh sales advisory firm winning by design uh jaco pleasure to have you here with us today the question asked by our community is how to change your sales model well thank you for having me its an absolute pleasure and a treat uh you know what a great question how do you change your sales model i think that you know like what we got to think first is that two fundamental changes that we are looking at the number one today thing that we need to look at is that people dont like to be sold and therefore it is not a sales process if you simply look at how many people love being sold its very few its like a rare person that enjoys that ex