Why Knowing the Product Isn’t Selling the Product with Tim O’Neil, 6sense
Description
Are reps who lead with product knowledge killing their own deals?
In this episode of V5, we look at why curiosity, not memorization, is the skill top sellers rely on to win today.
Jarod Greene sits down with Tim O’Neil, Chief Sales Officer at 6sense, to talk about how sales has evolved and why old habits are no longer effective. Tim explains how low-interest markets rewarded feature-heavy pitches, but today’s buyers expect reps to ask sharper questions, address real business pain, and connect with the right decision-makers. He also shares how he hires for curiosity and how AI is helping reps research smarter, not harder.
If you’re stuck selling features, this is your wake-up call.
In this episode, you’ll learn:
- Why product knowledge isn’t enough – Knowing what your product does doesn’t mean knowing why it matters
- How curiosity shortens the cycle – The reps asking business-level questions are getting to the budget faster
- What to stop trusting – If someone only wants to talk about features, they’re probably not your buyer
Things to listen for:
(00:00 ) Introduction
(00:20 ) Why product expertise no longer drives revenue
(01:28 ) Curious reps are closing with senior buyers
(02:18 ) Using AI to scale smarter selling
(03:41 ) Hiring reps who ask better questions
United States
