Ep. 17: Guest Marty Funk - Sales Success Starts With A Question

This Week's Episode: In this episode of "Software Sales Simplified: MOVE to Success", hosts Matt Long and Kevin Donville talk with guest Marty Funk about the intricacies of enterprise software sales The three discuss Marty's extensive career journey with industry powerhouses such as Iron Mountain, Domo and Oracle, as well as the evolution of big data, and the importance of curiosity and negotiation skills in sales. They explore how to build effective sales teams, navigate AI in sales conversations, and the significance of understanding customer needs. The conversation emphasizes the need for sales professionals to develop their skills and adapt to the changing landscape of sales.About Our Guest: Marty Funk got his start as a receptionist at Oracle in 1990—just a foot in the door that launched a 30-year career in sales and sales leadership. From CRO at a small company to frontline leader at a global enterprise, Marty has navigated success and setbacks through every market cycle.What’s stayed consistent is his belief that staying close to the team and the customer drives the most growth. That mindset led him to launch The Marty Funk Group, where he now helps sales teams level up through skills-based training in curiosity, negotiation, urgency, and sales mindset.Marty’s passion for developing talent and helping others succeed is front and center—and we’re thrilled to have him on the podcast.How to Find out More About Marty:You can find Marty's profile on LinkedIn: https://www.linkedin.com/in/mfunk/ Chapters:00:00 Introduction to Software Sales Simplified02:55 Marty Funk's Sales Journey05:40 Transitioning to Sales Leadership08:29 Building Effective Sales Teams11:01 Understanding Team Dynamics13:50 The Evolution of Big Data16:23 Navigating the AI Landscape17:59 Sales Strategies in the Age of AI22:41 Understanding Customer Needs25:25 The Role of Data in Sales Conversations28:35 Curiosity as a Sales Skill32:33 Negotiation Strategies in Sales39:25 The Importance of Knowing When to Walk Away43:16 See You Next Week! Like, Follow, and Subscribe!About Software Sales Simplified:Visit us at:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠https://www.strategicsalesoptimization.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on Linkedin:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠https://tinyurl.com/2tcx7mjx⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Send us your questions at ⁠- ⁠⁠[email protected]⁠⁠⁠Get Your Copy of "Winning Faster"!Order your own copy of, "Winning Faster: The MOVE Framework for Enterprise Software Sales" on our website or on Amazon.Available Here:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.strategicsalesoptimization.com/move-book⁠⁠⁠⁠⁠⁠⁠⁠⁠Why Listen to Software Sales Simplified?Make Software Sales Simplified: MOVE to Success, your go-to podcast for mastering enterprise software sales through authentic customer engagement and actionable consulting insights. Join us for each episode as we break down proven strategies and real-world experiences to help you build trust, close deals, and drive long-term success along your Enterprise Software Sales or Consulting journey.Copyrighted Broadcast:Thank you for tuning in to Software Sales Simplified: MOVE to Success. This podcast is produced by and is the sole property of Strategic Sales Optimization LLC, copyright 2025. Reproduction or use of this broadcast in whole or in part without express written permission from Strategic Sales Optimization LLC is strictly prohibited. All rights reserved.