Rex Galbraith has worn almost every sales hat over his 20+ year SaaS career, and for the last decade, he’s helped build Consensus into the category leader for interactive demo automation. In this episode, John and Rex dive deep into why traditional product demos are failing today’s buyers—and what to do instead. You’ll hear how Rex and his team use unideal customer profiles (UCPs) to actively disqualify bad-fit prospects, how automating parts of the demo process frees reps to sell smarter , not harder, and why focusing on retention over acquisition is the mindset shift modern sales orgs need. Rex also opens up about leading through tough moments—rebrands, layoffs, even running the company out of a grocery store—and the values that kept him grounded through it all. If you care about sales efficiency, buyer enablement, or becoming the kind of AE who thrives in the AI era, this one’s for you. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Rex on LinkedIn: https://www.linkedin.com/in/rexgalbraith Check out the Consensus Website: https://goconsensus.com/
