Sellers when they first approach new customers will generally sell a utopian vision of what a product can do. There will be no mention of bumps in the road, but the road to transforming an organisation through software is seldom smooth. Our guest on the show Moe Goodman, Senior Director of Sales Enablement at Centurylink, expects vendors who knock on his door, to give the honest truth of what the end to end journey will look like. He also outlines why that is a competitive differentiator and how his sellers are using radical candour in their selling motion. In the second half of the show, he redefines the carrot and stick approach to sales enablement. A show you cannot afford to miss.