IAM Podcast for Startups · Stories of innovators, startup founders and entrepreneurs around the world

Increase your success rates and close more sales deals with Novacy | Or Biderman, CEO

·37 min·2 clips

Orr Bitterman says salespeople should run after disqualification, not qualification.

People buy because they feel understood. That idea runs through Mariah's conversation with NovaSea's CEO, a loose, direct talk about what prospects leave unsaid on buying calls. His starting point is simple: sellers often rush to prove value before they know whether the buyer is a fit. That can make a customer feel managed instead of helped. His answer is a steadier way to ask, listen, and qualify the opportunity. He cares even more about disqualification. Find the reasons someone should not become your customer before those mismatches turn into distrust later. CRM buying gives him the clean example. A buyer may choose one, two, or three CRMs across an entire career, while a seller has seen thousands of similar opportunities. That gives the seller a job: guide the buyer through sharper questions instead of hurrying into the pitch. Mariah catches the point neatly. Buyers do not move because they understand the seller. They move when the seller shows they understand the buyer. The rest gets practical. He connects stronger sales calls to kindness, rapport, real relationship, and a repeatable process that brings the problem into view. No magic trick here. The best calls expose fit, problems, and mismatch before anyone pretends the deal is ready. The close stays friendly, with an invitation to message him on LinkedIn, learn how NovaSea works, and see whether there is a fit.

As heard by us

Sales is framed as understanding the buyer, then using a disciplined process to qualify or disqualify the fit.

Mariah opens with a plain sales thesis: people rarely buy because they understand a product, they buy because the seller understands them. From there, the guest links NovaSea's behavioral intelligence platform to better questions, cleaner qualification, and a more disciplined…

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Why you'd press play

Press play if you want to qualify by disqualifying and hear why that changes the way you read fit.

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