I’m Wafi Asgar, a tech sales professional based in Toronto. Over the past eight years, I’ve worked across technology, SaaS, cloud and commerce, selling to organizations ranging from growing businesses to large enterprise accounts.
My experience has taught me that successful selling is not simply about persuasion. It is a discipline built on research, communication, judgment, process and a genuine understanding of how people make decisions.
I created WafiAsgar.com to document what I have learned about selling, AI in sales and cloud sales.
It is an evolving collection of field notes, frameworks, research and lessons drawn from real selling situations. The goal is not simply to document what works, but to examine why it works, when it applies and where good judgment still matters.
In my deep-dives, I bring together academic studies, buyer research and analysis of sales conversations to examine what the evidence supports and what it means for a seller.
My aim is to make the reasoning visible: what was studied, what the findings establish and where applying them requires judgment.
My field experience provides context for those findings, while research helps me test whether an approach that worked in one situation is likely to hold in another.
I write across three areas.
Sales 101 explores how selling works, including buyer psychology, prospecting, discovery, qualification, deal strategy, negotiation, account growth and sales leadership.
AI in Sales examines how AI is changing the work of sellers, from research and prospecting to workflows, agents and decision support. I look at what the technology can do today, where it falls short and how it can help sellers and buyers without adding unnecessary complexity.
Cloud Sales focuses on selling technology and cloud solutions, including complex buying groups, technical products, enterprise sales motions and bringing new technologies to market.
New here? Start with “What Is Selling?” or explore Sales 101, AI in Sales and Cloud Sales.
I welcome questions about the research, suggestions for future articles and conversations about collaboration or professional opportunities.