Why Most Sales Reps Miss Target and What Top Performers Do Different with Ian Moyse

In this episode of the True Conversations Podcast, Tom Happé sits down with sales leader and social selling pioneer Ian Moyse to unpack what modern B2B sales really looks like in today’s AI-driven world.With decades of experience scaling startups, leading sales teams, and driving growth across the tech industry, Ian shares practical insights on everything from pipeline generation and qualification to social selling, coaching SDRs, and standing out in an increasingly noisy market.The conversation dives into:Why social selling is often misunderstoodThe biggest mistakes sales reps make on LinkedInHow AI is changing prospecting and buyer behaviourThe importance of qualification and asking better questionsWhy most sales teams struggle to hit targetHow to build authentic relationships that actually convertThe difference between selling for startups vs enterprise brandsActionable advice for SDRs and BDRs looking to succeed in modern salesPacked with real-world stories, tactical advice, and honest insights from years in the trenches, this episode is a must-listen for anyone in B2B sales, leadership, SaaS, or revenue growth.