190: Microsoft's Black Belt | Miles Sovell

Summary In this conversation, Dan Sixsmith speaks with Miles Sovell, Director of Business Value Management at Microsoft, about the current state of B2B sales, the challenges faced by sales professionals, and the importance of delivering value to customers. They discuss the evolving landscape of sales, particularly in the context of generative AI, and how Microsoft is positioning itself as a leader in this space. Miles shares his journey at Microsoft, the significance of mentorship, and his personal definition of success. Takeaways Customers are focused on cost reduction and optimization. Sales professionals need to provide real value to engage customers. The sales cycle is becoming longer and more complex. Sales should focus on long-term partnerships rather than short-term gains. Generative AI is transforming the technology landscape. Understanding customer needs is crucial for sales success. Tailoring messaging to different stakeholders is essential. Mentorship plays a vital role in personal and professional growth. Success is defined by the value delivered to others. A culture of grit and resilience is important in sales. Chapters 00:00 Current Trends in B2B Sales 03:13 Challenges Faced by Sales Professionals 06:11 The Importance of Value in Sales 08:52 Miles Savelle's Journey at Microsoft 12:05 The Role of Business Value Management 14:51 Navigating the Generative AI Landscape 17:51 Understanding Customer Needs 20:59 The Global Black Belt Team 24:00 Reflections on a Decade at Microsoft 26:58 The Future of AI and Technology 29:57 Engaging with Stakeholders 32:54 Personal Background and Early Aspirations 35:58 Lessons from Early Jobs 38:58 The Role of Mentorship 42:06 Defining Success