AI didn’t kill SaaS, it killed lazy sales motion.

For years, software companies operated in a market where buyers tolerated short cycles, per-seat pricing, subscription-first thinking, and order-taking sales teams.
That world is gone.

In this episode of The Sales Strategist, I sit down with Tal Paperin to unpack why this shift is structural and what it really means for founders, CROs, and sales teams. We talk about:

• what has actually changed on the buyer side
• why adding more tools and AI often makes things worse
• why “value” has become an empty word in sales
• what a real competitive moat looks like when products can be cloned
• and whether traditional sales playbooks are reaching their limit

If you’re building or leading a SaaS company, this conversation will force you to rethink how you sell, not just what you sell.