People buy from people they like, people they feel an emotional connection with.   But when our sales strategy is to launch directly into the pitch in the first conversation, we get feedback that our company is “too salesy.”    The flip side of that is a sales experience focused on human connection.   In this episode, I interview Tori Belkin, Senior Director of Sales and Sales Enablement at Ceros, about a human-first sales approach:   What we talked about:   What experiential content is & its role in sales   Taking a feelings-based approach to the customer experience   Why she hires reps based on the airport test   The importance of conversation & connection before the sales pitch   Check out these resources we mentioned during the podcast:   Tori gave Simon Berg a shout-out as an inspiring leader   Guru’s customer success team is unparalleled   Tori’s LinkedIn   Subscribe, listen, and rate/review the Customer Experience Podcast on Apple Podcasts, Spotify, Google Play, or Google Podcasts, and find more episodes on our blog.