The traditional model of enterprise software sales relied on a sales rep's negotiation skills, leveraging three power cards: product demonstrations and information, customer references, and pricing. However, with the shift to web-based delivery and the rise of personal devices like iPhones, this approach has become outdated. The modern sales paradigm requires sales reps to provide deep knowledge of the product, understand how it helps customers succeed, help buyers justify the cost, project manage the sale, and adopt a more consultative approach. This new strategy prioritizes human-to-human communication, best practices, and business cases over traditional cold-calling tactics, ultimately leading to a more collaborative and effective sales process.