In this episode of the Next Gen Case Study series, we speak with Aaron Waters, Head of Sales at Osa Commerce, about his expertise in business development, sales strategy, and the evolving landscape of supply chain management. Aaron shares his journey from finance to technology and his focus on leveraging data analytics to refine sales processes and drive business growth. With over a decade of experience, he provides actionable insights on how to navigate digital transformation and change management effectively.
Aaron begins by discussing his career progression, emphasizing the importance of learning from diverse industries to create a well-rounded sales approach. He highlights the value of focusing on the human element in sales—listening, understanding, and positioning solutions as partnerships rather than mere transactions. He explains how gap selling, a methodology he finds effective, helps bridge the disconnect between a company’s current state and desired future outcomes. Aaron elaborates on the importance of consulting rather than selling to help companies identify and address underlying challenges.
The conversation delves into the integration of marketing and sales efforts, with Aaron emphasizing the significance of open communication. He shares how collaboration between departments ensures consistent messaging and efficiency throughout the sales funnel. Aaron also talks about the role of technology, especially CRMs and AI tools, in streamlining processes, improving pipeline velocity, and analyzing key performance metrics. He shares how these tools are used to tailor solutions for clients and adapt strategies based on data-driven insights.
Aaron explores the importance of in-person interactions, such as trade shows and industry events, as critical channels for building relationships and generating business. He also touches on the growing role of AI in optimizing sales processes and improving decision-making, aligning external offerings with internal practices to remain competitive.
Finally, Aaron shares his vision for the future, focusing on innovation and staying ahead in a highly competitive SaaS market. He outlines the challenges of saturation in the industry and stresses the importance of staying adaptable and customer-focused. Aaron concludes by inviting listeners to connect with him on LinkedIn or via email to discuss collaboration opportunities or learn more about his work.
For more information or to connect with Aaron:
Website: www.osacommerce.com
LinkedIn: www.linkedin.com/in/aawaters/
To learn more about the host and AI marketing solutions: Website: www.nextgengrowth.com