The Modern Selling Mindset with Yafit Davis

Insights from Yafit Davis’s masterclass

In today’s sales world, things aren’t what they used to be. Buyers are savvier, markets are faster-paced, and technology has changed the game entirely. During her masterclass, Yafit Davis took us on a journey to understand how the modern sales mindset is about much more than closing deals—it's about aligning with how people buy today.

Here are the standout takeaways from her session:

1. Modern sales: Adapting to a buyer-led world

What is the biggest shift in sales? Buyers now control the process. With the internet empowering them to research, compare, and decide long before talking to a salesperson, businesses can no longer rely on outdated techniques. Yafit emphasised that aligning your sales process with the buyer's journey is essential. If you’re still relying on “one-size-fits-all” approaches, you’re likely leaving deals on the table.

Pro Tip: Focus on understanding where your buyer is in their process. Are they just exploring options or ready to make a decision? Tailor your actions to meet them where they are.

2. The power of preparation

“Selling through a glove” is how Yafit described the frustration many salespeople feel today, especially in competitive industries. Buyers often narrow down choices before engaging, meaning you need to differentiate yourself early.

Action Step: Build a network of champions—internal allies within the buyer's organisation who advocate for your solution. Ensure they’re equipped with everything they need to sell your idea internally.

3. Rethink relationships

Building rapport used to be the hallmark of sales success, but today it’s about value and trust. Buyers care less about charm and more about how your solution aligns with their problems and priorities.

Yafit’s insight: "It’s not about pushing your product but aligning with the buyer’s goals and solving their problems.”

4. Patience pays off

Sales cycles are no longer linear. Buyers might express interest, go silent, then reappear months—or even years—later. The key is nurturing those relationships without being pushy. Yafit shared a story about closing deals years after the initial connection because the timing finally aligned.

Quick Tip: Stay top-of-mind with valuable content and thoughtful follow-ups. Consistency matters more than persistence.

5. Stop ignoring stakeholders

Is there one decision-maker? Not anymore. Larger buying decisions involve multiple stakeholders—each with their own priorities and concerns. Missing the chance to engage key players could mean losing the deal entirely.

Practical advice: Identify all decision influencers early. Speak their language, address their specific worries, and ensure everyone feels heard.

6. Think beyond the sale

The sale doesn’t end with a “yes.” Buyers need support to implement your solution successfully and justify their decision within their organisation. Yafit stressed the importance of post-sale relationships:

• Help your buyer champion your solution internally.

• Ensure seamless onboarding to reduce buyer’s remorse.

7. Intent data: A modern tool for smarter prospecting

Yafit introduced the concept of intent data—tools like Lead Onion and Bombora that help identify prospects based on their online behaviors and content engagement.

Why It Matters: It allows you to spot potential buyers earlier in their journey, so you can engage before they’re overwhelmed with options.

8. Tailor your forecasting

Sales forecasting is more than guessing when a deal will close. Yafit recommended asking three questions regularly:

• Where is the buyer in their process?

• How well are we aligning with their needs?

• What’s the next step to keep momentum?

This approach ensures your efforts are focused and relevant.

Final thoughts

Selling today requires adaptability, empathy, and strategy. As Yafit put it, “The sales process isn’t about you—it’s about them.” By aligning with buyers’ needs, nurturing relationships over time, and embracing tools that provide better insights, you’ll stay ahead of the curve and close more deals.

Ready to rethink your approach? Start by considering where your buyers are and how you can meet them there.