Why Enterprise SaaS Deals Only Close Through Trust (Not Demos or SEO)

Your $20K personality workshop gets forgotten in a month. AI coaching changes that math entirely. Featuring Juan Bentancourt, founder of Human Intelligence and creator of Ask Aura. Juan spent 25 years at Procter & Gamble, Reebok, Siebel Systems, and executive search firms Heidrick & Struggles and Korn Ferry before building an AI coaching platform that makes psychometric tools like DISC actually usable at scale. He and Jean-Michel break down why enterprise HR buyers struggle to trust small vendors, how to sell a product nobody knows they need, and the one weekly habit that keeps startup teams aligned without formal engagement surveys. 🧠 Why 95% of employees never benefit from personality assessments 🤝 The only sales motion closing deals for unknown SaaS vendors ⚡ How Ask Aura turns a 10-minute test into 240+ uses per year 📋 The "mood meter" one-on-one trick for startup founders 🏢 Lessons from signing a $5M Accenture deal — then losing your champions ⏱️ Timestamps: 00:00 Why Juan built an AI psychometrics platform 01:30 The workshop-in-a-folder problem with DISC and StrengthsFinder 03:45 Making AI coaching as simple as ChatGPT adoption 05:30 Quantifying ROI for soft-skill tools when CFOs push back 08:15 Why SEO and demos fail for category-creating products 09:30 The trust gap: selling enterprise software as a small vendor 11:45 AI noise and buyer paralysis in 2025 12:30 Product roadmap and the Accenture rollout 14:15 Advice for founders: mood meters and better one-on-ones 🔥 Want to build real pipeline with decision-makers who actually show up? 👉 https://www.rapidproductgrowth.com 🔗 Website: https://www.rapidproductgrowth.com 🔗 Jean-Michel on LinkedIn: https://www.linkedin.com/in/jeanmichelthink/ #SaaS #B2BSales #HRTech #PeopleAnalytics #RapidProductGrowth