Buyers Don’t Want Volume They Want Value
In this episode of SalesTV, Salesforce’s David Pugsley shares how authenticity, consistency, and genuine curiosity turn outreach into opportunity. Sales leaders keep pushing for more - more calls, more emails, more automation. But buyers aren’t counting your touchpoints. They’re judging your relevance. Value-based selling doesn’t start with a pitch. It starts with being real.
We explore what it really means to sell on value in 2025, and why this shift matters more now than ever. It’s not about discounts or following a new script - it’s about changing the mindset behind every sales interaction. The focus moves from chasing transactions to creating trust. From reciting product information to delivering personal relevance. From counting outreach to earning outcomes.
Chapters
00:00 – Intro - Why “doing more” isn’t working
02:45 – The human side of sales outreach
06:00 – What authenticity looks like in professional selling
10:45 – Social presence that builds trust, not vanity metrics
13:40 – Multichannel vs meaningful connection
17:00 – Authenticity as the foundation of credibility
21:00 – How being yourself becomes your superpower
23:30 – The false promise of sales efficiency
27:00 – The new definition of value in sales
29:00 – The ONE THING - Authenticity is the foundation of value.
In this episode, we asked…
* How do you create value in a conversation - not just in your proposal?
* Why do buyers stop responding when sellers focus on volume?
* What does “value-based selling” actually look like in practice today?
* How can you demonstrate relevance without relying on discounts or deals?
* What makes buyers trust one salesperson over another?
* How do you shift from cold outreach to conversations that earn attention?
* What role does authenticity play in building credibility with modern buyers?
* How can you measure success by alignment, not activity?
* How do you humanize the sales process in a world full of automation?
* What’s the mindset difference between sellers who win and sellers who burn out?
Key Takeaways
* Build credibility by leading with insight, not product information
* Translate buyer priorities into value outcomes they can feel
* Shift from cold outreach to meaningful engagement that earns trust
* Balance professionalism with humanity and authenticity in your approach
* Protect margins by reducing the need to discount through perceived value
* Redefine success metrics around alignment, not activity
* Use social presence to open doors without being “salesy”
The ONE THING David Pugsley wants you to take away –
Authenticity is the foundation of value. You can’t sell value unless buyers believe you’re being real with them.
About SalesTV
SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode explores sales, sales training, networking, and social selling, bringing together sales leaders, enablement professionals, and practitioners from across the globe.
About the Institute of Sales Professionals
The Institute of Sales Professionals (ISP) is the world’s only body dedicated to raising standards in sales. Through its Sales Capability Framework, certifications, and global member community, the ISP works to elevate sales to the level of a recognized profession.
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