End of an Era: Why Old-School Sales No Longer Work in Multifamily

Join Kerry W. Kirby and Jimmy Lancaster, the masterminds behind the Multifamily Tech Gurus Podcast Series, as they discuss why the traditional sales playbook no longer works and what vendors must do to succeed in the modern multifamily landscape, as the days when aggressive sales pitches, cold calls, and generic product demos are long gone.

In this episode, Kerry and Jimmy unpack how multifamily operators now demand proof of concept, seamless integrations, and consultative selling approaches as their evaluation and adoption of technology have dramatically changed. The duo dives into how property managers are more data-driven, skeptical of inflated promises, and expect vendors to act as strategic partners rather than just sellers.

Kerry and Jimmy's Words of Wisdom: "The days of pushing products with cold calls and canned pitches are over. Multifamily operators aren't just buying software, they're investing in solutions that solve real problems and drive measurable impact. They expect vendors to understand their challenges, speak their language, and provide data-backed proof that a solution will enhance efficiency. If you're not positioning yourself as a strategic partner, you lose deals before the conversation starts."

Resources: Reinvent Operational Performance to Reduce Costs

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