Uploaded November 2025 | Updated September 2026, 6 days ago
Enterprise sales is changing fast - but the edge is still deeply human.
In this sharp, honest TechTO Sales fireside, Mark Walker (CEO of NUE) shares what it really takes to sell, hire, and scale in a world where buyers Google you, ask ChatGPT about you, and show up to calls already “educated” on your product.
From selling as a founder to closing 6- and 7-figure deals against giants like Salesforce, Mark breaks down how to:
• Turn your size and inexperience into an advantage
• Use radical transparency and truth as a sales weapon
• Hire the first AEs who can “climb Everest with no oxygen”
• Keep humanity at the centre of every sales conversation
You will also hear the story behind NUE (modern quote-to-cash built for high-velocity SaaS and AI companies) and how they intentionally went after a micro-niche of leading AI companies like OpenAI, Anthropic, Jasper, and more.
💡 What you will learn
•The real difference between startup sales and enterprise sales (and why that gap is shrinking)
•How to sell when customers already asked ChatGPT about you and your competitors
•Why your job in 2025 is to help buyers figure out “why they should not buy” – and win trust anyway
•How to use your weaknesses (size, stage, chaos) as advantages against big incumbents
•What “humanity-led selling” looks like in practice: emotional range, honesty, and real conversations about risk
•How to hire your first AEs (foundational reps) and what to tell them before they join
•Why your mission, vision, and proximity to you are the biggest incentives for early sales talent
•How NUE thinks about product-market fit, micro-niches, and culture in a category dominated by legacy players
🎥 Filmed live at a TechTO Sales event in 2025.
🔗 Follow TechTO — Canada’s Most Connected Tech Community
🌐 Website: techto.org
🔗 LinkedIn: TechTO
📸 Instagram: @techtoorg
🔍 Keywords
Mark Walker NUE, NUE quote to cash, NUE CPQ, TechTO Sales, TechTO talk, modern sales, startup sales vs enterprise sales, founder led sales, building a sales team, hiring first AE, B2B SaaS sales, AI companies sales, selling to OpenAI, humanity in sales, transparent selling, emotional selling, product market fit, micro niche strategy, Salesforce CPQ alternative, quote to cash platform, SaaS go to market, sales in the age of AI, ChatGPT informed buyers, Canadian tech community, Toronto tech events Watch more talks: youtube.com/c/TechTorontoOrg
Upcoming events: techto.org/events
Events calendar: luma.com/TechTO-Events
Newsletter — The read on Canadian tech: blog.techto.org
Membership: techto.org/memberships
Enterprise sales is changing fast - but the edge is still deeply human.
In this sharp, honest TechTO Sales fireside, Mark Walker (CEO of NUE) shares what it really takes to sell, hire, and scale in a world where buyers Google you, ask ChatGPT about you, and show up to calls already “educated” on your product.
From selling as a founder to closing 6- and 7-figure deals against giants like Salesforce, Mark breaks down how to:
• Turn your size and inexperience into an advantage
• Use radical transparency and truth as a sales weapon
• Hire the first AEs who can “climb Everest with no oxygen”
• Keep humanity at the centre of every sales conversation
You will also hear the story behind NUE (modern quote-to-cash built for high-velocity SaaS and AI companies) and how they intentionally went after a micro-niche of leading AI companies like OpenAI, Anthropic, Jasper, and more.
💡 What you will learn
•The real difference between startup sales and enterprise sales (and why that gap is shrinking)
•How to sell when customers already asked ChatGPT about you and your competitors
•Why your job in 2025 is to help buyers figure out “why they should not buy” – and win trust anyway
•How to use your weaknesses (size, stage, chaos) as advantages against big incumbents
•What “humanity-led selling” looks like in practice: emotional range, honesty, and real conversations about risk
•How to hire your first AEs (foundational reps) and what to tell them before they join
•Why your mission, vision, and proximity to you are the biggest incentives for early sales talent
•How NUE thinks about product-market fit, micro-niches, and culture in a category dominated by legacy players
🎥 Filmed live at a TechTO Sales event in 2025.
🔗 Follow TechTO — Canada’s Most Connected Tech Community
🌐 Website: techto.org
🔗 LinkedIn: TechTO
📸 Instagram: @techtoorg
🔍 Keywords
Mark Walker NUE, NUE quote to cash, NUE CPQ, TechTO Sales, TechTO talk, modern sales, startup sales vs enterprise sales, founder led sales, building a sales team, hiring first AE, B2B SaaS sales, AI companies sales, selling to OpenAI, humanity in sales, transparent selling, emotional selling, product market fit, micro niche strategy, Salesforce CPQ alternative, quote to cash platform, SaaS go to market, sales in the age of AI, ChatGPT informed buyers, Canadian tech community, Toronto tech events Watch more talks: youtube.com/c/TechTorontoOrg
Upcoming events: techto.org/events
Events calendar: luma.com/TechTO-Events
Newsletter — The read on Canadian tech: blog.techto.org
Membership: techto.org/memberships
