Software Sales Simplified: MOVE to Success

This Week's Episode:In this episode, JD Miller, author of 'The AI Handbook for Sales Professionals,' joins Kevin Donville and Matt Long to explore how AI is transforming sales. They discuss practical applications, ethical considerations, and strategies for leveraging AI to enhance human skills in enterprise sales.About our Guest - JD Miller, Ph.D.:JD Miller Ph.D., is a seasoned executive leader specializing in sales transformations for PE-backed and pre-IPO firms. With six exits and decades of experience in multinational tech companies, he excels in building high-performing teams and implementing rapid growth strategies. As an Operating Advisor for Five Arrows Capital Partners, JD leverages his expertise at the intersection of business, technology, and humanity to strengthen the companies he works with. A frequently-requested conference speaker, JD also shares his roadmap to success in the bestselling book “The CRO’s Guide to Winning in Private Equity.”Learn more about JD Miller PhD at: ⁠⁠https://www.jdmillerphd.com/⁠⁠JD's Latest Book: The AI Handbook for Sales Professionals: ⁠https://www.example.com/ai-handbook-sales⁠Additional Resource: AI-Sales-Fail.com: ⁠https://ai-sales-fail.com⁠Chapters00:00 Introduction to Ep 42: Talking About AI01:57 The AI Handbook for Sales Professionals04:55 Understanding AI in Sales08:27 Transforming Sales with AI11:21 The Future of Sales Jobs13:34 The Risks of Over-Reliance on AI16:37 Adapting to AI in Sales Careers20:33 Organizational AI Integration22:44 Establishing Governance for AI Tools24:23 Navigating Expertise and Trust in AI25:52 AI's Role in Enhancing Sales Engineering27:58 Leveraging AI for Effective Communication30:15 AI as a Writing Companion32:40 Synthesizing Data and Ethical Considerations36:35 Embracing AI: Strategies for Organizations39:15 The Human Element in AI Integration47:22 See You Next Episode!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]⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠"What is a Sales Engineer?" - SSO’s Education Series on YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Get Your Copy of "Winning Faster"!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 and 2026. 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.

This Week's Episode:This episode explores the rise of fractional leadership, its benefits, challenges, and how organizations can leverage this model for growth. Featuring insights from Andrew Devlin, a seasoned fractional leader, the discussion covers strategic implementation, infrastructure, and the future of fractional roles.About our Guest - Andrew Dev:Andrew Devlin spent 25 years building some of the highest-performing sales organizations in North American technology — leading teams at Cisco, Splunk, Cloudflare, and TELUS that generated over $2 billion in revenue and developed more than 100 sales professionals to President's Club. Recognized as Cisco's Sales Leader of the Year and ranked in the top 1% of global sales leaders, Andrew has a track record of building the kind of sales infrastructure that doesn't just hit quota — it outlasts the people who built it.Today, as President of ScaleTech CRO and a Sales Xceleration Certified Advisor (President's Circle), Andrew works as a Fractional VP of Sales for B2B companies between $10M and $100M — helping founders and CEOs transition from instinct-driven selling to scalable, repeatable revenue. His current clients span Canada, the US, and Australia, with one achieving 192% of quota following a sales infrastructure overhaul. He also teaches B2B Sales at Okanagan College in Kelowna, BC.Andrew's core belief: companies don't fail to scale because they lack salespeople — they fail because they never built the foundation those salespeople need to succeed.Where to Learn More About Andrew:You can find Andrew's profile on LinkedIn: ⁠⁠Andrew Devlin on LinkedIn⁠⁠Andrew's Website: andrewdevlin.coChapters00:00 Introduction to Software Sales Simplified02:08 Understanding Fractional Leadership03:53 Andrew Devlin's Journey and Insights07:50 The Rise of Fractional Leadership11:38 The Value of Fractional Executives15:16 Implementing Fractional Leadership Effectively18:59 Recognizing the Need for Fractional Leadership22:50 Common Traps for Founders in Scaling23:51 Building Infrastructure for Success27:38 Understanding Customer Profiles and Market Dynamics29:52 The Role of Fractional Leadership34:35 Navigating Change and Trust in Organizations43:22 Clarity and Scaling in Business49:32 See You Next EpisodeAbout Software Sales Simplified:Visit us at:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.strategicsalesoptimization.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on Linkedin:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://tinyurl.com/2tcx7mjx⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Send us your questions at ⁠- ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠[email protected]⁠⁠⁠⁠⁠⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Get Your Copy of "Winning Faster"!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 and 2026. 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.

This Week's Episode:In this episode of Software Sales Simplified: Move to Success, Kevin and Matt catch up with Mark Krebs, a seasoned software sales leader with a diverse background in startups, accounting, and software. They explore the challenges of scaling sales organizations, the importance of process and methodology, authenticity in sales, and the psychological aspects of leadership and startup success.About our Guest - Mark Krebs:Mark Krebs is a seasoned sales and revenue leader with more than 20 years of experience in scaling high-growth software ventures and startup businesses. He currently serves as Vice President of Global Sales at Celebrus, and earlier in his career was part of the founding sales leadership team at OpinionLab, a SaaS company that was acquired by Verint Systems; prior to his SaaS work he trained and practiced as a CPA and senior auditor in Arthur Andersen’s entrepreneurial division.Where to Learn More About Mark / Celebrus:You can find Mark's profile on LinkedIn: ⁠Mark Krebs on LinkedIn⁠Check out Celebrus here: Celebrus HomepageChapters00:00 Introduction to Software Sales Simplified01:05 Understanding Sales Organizations' Challenges05:57 Mark Krebs: Insights from Experience09:33 The Psychology of Sales Leadership14:40 Navigating Market Maturity and Customer Understanding18:59 The Importance of Curiosity in Sales23:59 Identifying Sales Theater29:24 Metrics and Methodologies in Sales35:07 Leadership and Accountability in Sales41:05 Final Thoughts and Advice for Sales Leaders47:42 Like, Follow, Subscribe - See You Next EpisodeAbout Software Sales Simplified:Visit us at:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.strategicsalesoptimization.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on Linkedin:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://tinyurl.com/2tcx7mjx⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Send us your questions at ⁠- ⁠⁠⁠⁠⁠⁠⁠⁠⁠[email protected]⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Get Your Copy of "Winning Faster"!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 and 2026. 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.

This Week's Episode:In this episode of Software Sales Simplified: Move to Success, Kevin and Matt sit down with Craig Bloom, an expert in SaaS onboarding and customer success. They explore the importance of customer engagement and alignment between sales and service delivery teams. Craig shares his journey from film and advertising to customer success, highlighting how storytelling strengthens customer interactions. He explains how effective onboarding, proactive engagement, and early alignment on customer objectives improve satisfaction and retention. The conversation also emphasizes how curiosity about a customer’s business leads to better outcomes, with practical advice on fostering a culture of curiosity to drive long-term success.About our Guest - Craig Bloom:Craig Bloom is a post-sale leader operating at the intersection of software sales, onboarding, and customer value. He leads Americas Onboarding at Contentsquare, overseeing enterprise implementations and building the operating rhythms, handoffs, and cross-functional accountability that drive adoption, retention, and expansion. Throughout his career, Craig has led Enterprise Customer Success teams, improved net retention, and partnered closely with Sales and Solutions to align expectations and de-risk delivery. He also brings a background in behavioral analytics from Clicktale and consulting, helping teams identify journey friction and turn insights into measurable improvements.Where to Learn More About Craig:You can find Craig’s profile on LinkedIn: Craig Bloom on LinkedInChapters00:00 Introduction01:13 The Importance of Engagement03:27 Meet Craig: A Journey from Storytelling to SaaS06:04 The Role of Onboarding08:19 Using Storytelling to Enhance Customer Communication10:31 Engagement vs. Enablement12:30 Building Trust Through Curiosity17:43 The Risk of Poor Engagement20:50 Creating Effective Engagement24:26 Bringing in Experts for Effective Execution25:31 Understanding Customer Objectives27:43 Building a Maturity Assessment29:29 The Importance of Communication30:46 Identifying Implementation Challenges32:28 Creative Solutions for Resource Constraints33:51 The Risk of Poor Engagement Plans36:55 The Role of Communication in Customer Success39:23 Positioning Professional Services Effectively42:40 Fostering a Culture of Curiosity49:51 See you next episode! 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]⁠⁠⁠⁠⁠⁠⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Get Your Copy of "Winning Faster"!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 and 2026. 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.

This Week's Episode:In this episode of 'Software Sales Simplified', Matt and Kevin engage with Chris O'Dowd, who shares his unique journey from the Marine Corps and FBI to enterprise software sales. The conversation explores the importance of genuine curiosity in sales, the impact of AI on sales processes, and the evolving expectations of buyers. Chris emphasizes the significance of building trust and relationships in sales, continuous learning, and the value of mentorship for new sales professionals.About our Guest - Chris O’Dowd:Chris O’Dowd is a seasoned sales leader and strategic account executive at Quantum Metric, where he partners with some of the world’s largest organizations to turn data-driven insights into better digital products and customer experiences.  With more than a decade of experience in enterprise sales and strategy, Chris brings a unique and diverse background spanning technology, financial services, federal law enforcement, and the military. Before entering the tech industry, he served as a Special Agent with the FBI, focusing on counterterrorism and human-source recruitment, an experience that shaped his analytical mindset, relentless pursuit of the truth, and ability to lead under pressure. He also spent time in compliance, risk management, and fraud as an audit investigator at UBS Financial Services. He began his career as an Infantry Officer and Operations Officer in the United States Marine Corps.Now based in Nashville, Tennessee, and the father of three girls, Chris is an active member of the local tech community and enjoys engaging with partners and industry groups centered on business intelligence and analytics.Where to Learn More About Chris:You can find Chris’ profile on LinkedIn: ⁠https://www.linkedin.com/in/chrisodowd/Chapters:00:00 Introduction to Software Sales Simplified01:49 Chris O'Dowd's Unique Background05:30 Transitioning from Military to Sales09:10 Sales Methodology and Team Dynamics13:01 The Importance of Curiosity in Sales15:41 Utilizing Technology in Sales Conversations19:43 The Value of In-Person Interactions20:47 The Art of Asking Questions in Sales23:13 Navigating the Shift to Virtual Sales26:21 Understanding Buyer Behavior and Expectations29:07 Leveraging AI in Sales Conversations31:56 Building Trust in Large Organizations36:21 Continuous Learning and Adaptation in Sales39:24 Advice for New Sales Professionals42:23 Like, Follow, Comment, and Subscribe! See You Soon!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]⁠⁠⁠⁠⁠⁠⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Get Your Copy of "Winning Faster" 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 2026. 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.

This Week's Episode:In this episode of Software Sales Simplified, Kevin and Matt discuss the complexities and risks associated with AI chatbots, featuring expert Michael Wasielewski. The conversation covers the importance of security, governance, and the potential business risks that come with deploying AI chatbots. Michael shares insights on how organizations can implement effective strategies to mitigate risks while leveraging the benefits of generative AI. The discussion emphasizes the need for a balanced approach that considers both technology and human interaction.About our Guest - Michael Wasielewski:Michael Wasielewski is a seasoned cybersecurity and cloud security leader with over 20 years of experience spanning enterprise IT security, global cloud platforms, and AI risk management. He has held senior roles at organizations including AWS, and Capgemini, where he led global security strategy and helped enterprises adopt cloud and generative AI technologies securely while driving real business outcomes. Today, Michael is the founder of Generative Security, where he focuses on protecting AI-powered applications—especially customer-facing chatbots—by addressing both technical threats and the often-overlooked business risks of generative AI deployment.Where to Learn More About Michael:You can find John’s profile on LinkedIn: ⁠https://www.linkedin.com/in/mwasielewskijr/Where to Learn More About Generative Security:https://generativesecurity.ai/Chapters00:00 Introduction to Software Sales Simplified02:12 Exploring AI Chatbots in Sales03:43 Michael Wasielewski's Background in AI Security07:31 Understanding Risks of AI Chatbots10:06 Approaches to Implementing AI Chatbots13:38 The Limitations of AI Understanding14:34 Defining Guardrails in AI Chatbots18:14 Agentic vs. Generative AI Workflows20:17 Malicious Uses of AI Chatbots23:52 Exploiting AI Chatbots' Intent25:59 Understanding Competitive Risks in AI28:59 Governance and Risk Management in AI Deployment35:00 Business vs. Technology Risks in AI40:18 The Role of Business Teams in AI Security49:12 Key Takeaways for AI Implementation54:59 Like, Follow, Subscribe! See you next episode.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]⁠⁠⁠⁠⁠⁠⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Get Your Copy of "Winning Faster"!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 and 2026. 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.

This Week's Episode:In this episode of Software Sales Simplified, hosts Kevin and Matt sit down with John Cavanagh, a seasoned sales professional, to explore the intricacies of software sales, the importance of mentorship, and the evolving landscape influenced by AI. John shares his career journey, highlighting the significance of internships (co-op programs), the value of understanding customer needs, and the qualities of effective sales leaders. The conversation delves into the necessity of empathy in sales, the role of training and role-playing, and the challenges posed by AI in the sales process. John emphasizes the importance of building trust and nurturing relationships in achieving long-term success in sales; success which John stresses requires a seller to remain curious to be effective.About our Guest - John Cavanaugh:John Cavanaugh 20 year software sales veteran, primarily in the online learning and HR Tech space. He works with customers to understand business challenges and form a collaborative approach to solve them. A multiple time President’s Club member, he started his career in pre-sales and sales operations before moving to enterprise sales 20 years ago. He currently serves as a Sr. Enterprise Account Executive at Attensi. Attensi is a bleeding edge provider of bespoke situational gaming simulations designed to be immersive, fun, and engaging. The outcomes are enabling behavior change at scale, increasing employee confidence, and measurable business impact.Where to Learn More About John:You can find John’s profile on LinkedIn: https://www.linkedin.com/in/johncavanaugh/⁠⁠⁠⁠⁠Chapters00:00 Introduction to Software Sales Simplified01:13 Inspirational Sales Leaders02:39 John Kavanagh's Career Journey Begins03:09 The Value of Co-op Programs04:31 Understanding Their Benefits05:04 First Co-op: Learning the Sales Landscape07:08 Navigating Challenges in Early Roles10:53 Transitioning to Sales11:53 Culture Shock at Centra Software14:19 Experiencing Virtual Learning17:12 Learning from Different Personalities19:15 Finding Your Unique Style19:38 The Essence of Effective Selling21:17 The Role of Leadership24:05 Building Trust in Sales Relationships27:33 Navigating the AI Landscape32:18 The Importance of Customer Advocacy33:10 Innovative Sales Training Techniques38:40 Learning from Failures39:45 Advice for Aspiring Sales Professionals45:01 Bye for Now!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]⁠⁠⁠⁠⁠⁠⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Get Your Copy of "Winning Faster"!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.

This Week's Episode:In this episode of Software Sales Simplified, hosts Kevin and Matt discuss the current landscape of hiring and recruitment in the software sales industry with expert Robyn Gilmartin. They explore the impact of AI on recruitment processes, the challenges candidates face in a competitive job market, and the importance of networking and building relationships. Robyn shares insights on how candidates can stand out, the role of experience in hiring, and strategies for companies to streamline their recruitment processes. The conversation also touches on shifting priorities in recruitment and the need for companies to retain top performers.About our Guest - Robyn Gilmartin:Robyn Gilmartin is a seasoned recruiter with nearly 30 years of experience building high-performing teams in the software / SaaS industry. She works directly with executives in growth mode to attract and retain elite GTM talent who consistently outperform. Robyn’s placements don’t just fill roles, they consistently accelerate business outcomes. Her candidates regularly stack rank at the top of their teams, earn Rookie of the Year and President’s Club honors, and advance quickly into leadership.Where to Learn More About Robyn:You can find Robyn’s profile on LinkedIn:  ⁠⁠ https://www.linkedin.com/in/robyngilmartin/ You can find ForefrontSearch here: https://www.linkedin.com/company/forefront-executive-search-llc/Chapters00:00 Introduction to Software Sales Insights03:59 Current Trends in Hiring and Recruiting08:07 The Shift from Candidate-Driven to Client-Driven Markets12:06 The Role of AI in Recruitment20:47 Standing Out in a Competitive Job Market24:38 Networking and Building Relationships for Success30:38 The Importance of Storytelling in Interviews32:39 Navigating the Recruitment Landscape35:21 The Reality of Internal Hiring Practices38:10 Age and Experience in the Job Market40:08 Bad Practices in Hiring and Retention43:02 The Evolution of Sales Compensation46:33 Streamlining the Recruitment Process52:35 Like Follow and SubscribeAbout Software Sales Simplified:Visit us at:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.strategicsalesoptimization.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on Linkedin:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://tinyurl.com/2tcx7mjx⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Send us your questions at ⁠- ⁠⁠⁠⁠⁠⁠⁠⁠[email protected]⁠⁠⁠⁠⁠⁠⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Get Your Copy of "Winning Faster"!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.

This Week's Episode:In this episode of 'Software Sales Simplified', Kevin and Matt engage with podcasting expert Ryan R. Sullivan to explore the significance of podcasting in business, particularly in the realm of software sales. They discuss the benefits of starting a podcast, the importance of identifying a niche, and foundational strategies for success. Ryan shares insights on the complications of corporate podcasting, the value of client interviews, and the role of storytelling in sales. The conversation emphasizes the need for consistency in podcasting and how to leverage content across various platforms. Ryan also introduces a program for businesses to test podcasting before fully committing, highlighting the potential impact of podcasts on personal and professional growth.About our Guest - Ryan R. Sullivan:Ryan makes music, podcasts, and creative strategies. He’s the owner of Podcast Principles, a boutique content strategy and production company for B2B businesses. After his own podcast and music career took off in 2019, he began helping other business owners launch their own. Since then, he’s helped hundreds of founders, entrepreneurs, and multi-platinum artists around the world launch and grow their podcasts and media brands. His mission is to help thousands of business owners expand their reach and revenue through the power of creative podcasting and media.Where to Learn More About Ryan:You can find Ryan’s profile on LinkedIn: ⁠https://www.linkedin.com/in/sullybop/You can check out his podcast here:https://www.linkedin.com/company/podcast-principles/Chapters00:00 Introduction to Software Sales Simplified01:21 The Importance of Podcasting in Business02:24 Ryan Sullivan: Podcasting Expert04:03 Benefits of Starting a Podcast05:58 Identifying Your Niche for Podcasting08:21 Foundational Strategies for Podcast Success10:12 Getting Started with Podcasting12:34 The Evolution of Podcasting Skills13:56 The Market's Role in Podcast Success17:43 Podcasting for Sales Professionals20:28 Navigating Complications in Corporate Podcasting23:30 The Power of Authentic Storytelling26:38 Podcasting vs. Podcast-Style Content29:50 Shifting Focus from Software to Stories32:58 Leveraging Podcast Content Across Platforms38:08 Testing the Waters with Podcasting39:54 Finding Your Voice in Podcasting45:34 See You Next Week!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]⁠⁠⁠⁠⁠⁠⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Get Your Copy of "Winning Faster"!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.

This Week's Episode:In this episode of Software Sales Simplified, Matt & Kevin engage with Meredith Golden, a seasoned sales enablement leader. They discuss the nuances of sales enablement, the importance of having a sales background for effective training, and the challenges faced in implementing enablement programs. Meredith shares her journey from sales to enablement, emphasizing the need for alignment with business priorities and the role of AI in enhancing, rather than replacing, the human element in sales training. The conversation highlights the critical skills needed for aspiring enablement professionals and the importance of understanding the sales process to create impactful training programs.About our Guest - Meredith Golden:Meredith Golden is the Senior Manager of GTM Enablement & Acceleration at Aircall. Drawing on a career built in enterprise, mid-market, and transactional sales, she brings a front-line understanding of what it takes to win in the market. She has a proven track record of sales excellence and applies her expertise to leading Go-to-Market strategy and execution, orchestrating key programs that drive sustainable business growth.Where to Learn More About Meredith:You can find Meredith's profile on LinkedIn: https://www.linkedin.com/in/goldenmeredith/Chapters00:00 Introduction to Software Sales Simplified01:41 Meet Meredith Golden: Sales Enablement Expert04:03 The Transition from Sales to Enablement07:33 The Importance of Sales Experience in Enablement11:11 Understanding Different Sales Roles15:11 Building Effective Enablement Programs18:02 Aligning Leadership and Field Expectations21:20 Understanding Team Dynamics in Enablement24:24 The Role of Product Enablement25:25 Aligning Sales and Product Marketing28:10 The Importance of Early Involvement in Training Development29:15 Leveraging AI in Sales Enablement32:17 Balancing AI and Human Expertise38:57 Transitioning into Sales Enablement42:15 Key Takeaways for Aspiring Enablement Professionals45:33 See You Next Week!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]⁠⁠⁠⁠⁠⁠⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠⁠⁠⁠⁠⁠⁠Get Your Copy of "Winning Faster"!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.

This Week's Episode:In this episode of 'Software Sales Simplified', Matt and Kevin sit down with Kimberly S. Arnold, founder of Somatic Leadership, to explore the intersection of stress management and sales performance. Kimberly shares her journey from corporate consulting to healthcare, emphasizing the importance of resilience and emotional well-being in high-pressure environments. The conversation delves into practical techniques for managing stress, understanding physiological responses, and fostering a supportive culture in sales teams. Listeners gain insights into how to turn stress into strength and the significance of mindfulness in achieving success in sales.About our Guest - Kimberly S. Arnold:Kimberly S. Arnold is a seasoned leader in organizational strategy, change management, and customer success, with a career spanning Fortune 500s, fast-growth tech firms, and global consultancies. She built her expertise through senior roles at Price Waterhouse, PwC, Vignette, Blue Shield of California, and nearly a decade at Salesforce—where she guided enterprise transformation and payer strategy on a global scale.Today, Kimberly channels that experience into Somatic Leadership LLC, the firm she founded to help executives and teams build resilience, clarity, and authentic presence in the face of complexity. As CEO and “Chief Resilience Alchemist,” she blends decades of corporate know-how with a focus on human-centered leadership, guiding organizations to thrive through change.How to Find out More About Kimberly:You can find Kimberly’s profile on LinkedIn: https://www.linkedin.com/in/kimberlysarnold/How to Find out More About Somatic Leadership LLC:You can find Somatic Leadership’s page on LinkedIn: https://www.linkedin.com/company/somatic-leadership-llc/Chapters00:08 Introduction to Software Sales Simplified02:36 The Importance of Stress Management in Sales04:19 Kimberly's Journey: From PwC to Introspect10:38 Transitioning to Blue Shield and Healthcare17:03 Navigating Stress at Salesforce22:35 The Birth of Somatic Leadership26:38 Understanding Stress Responses and Their Impact29:32 Navigating Stress and Personal Challenges31:05 Real-Life Stress Scenarios in Professional Settings44:01 Practical Techniques for Managing Stress46:01 Implementing Stress Management in Teams50:25 OutroAbout Software Sales Simplified:Visit us at:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.strategicsalesoptimization.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on Linkedin:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://tinyurl.com/2tcx7mjx⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Send us your questions at ⁠- ⁠⁠⁠⁠⁠⁠⁠⁠[email protected]⁠⁠⁠⁠⁠⁠⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:⁠⁠⁠⁠⁠⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠⁠⁠⁠⁠⁠Get Your Copy of "Winning Faster"!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.

This Week's Episode:In this episode of 'Software Sales Simplified', Kevin and Matt talk with industry expert Dave Anderson to explore the evolving landscape of software sales. They discuss the importance of authenticity in selling, the alignment of product marketing and sales, and the challenges of navigating product-led growth versus enterprise growth. The conversation delves into the role of AI in enhancing customer engagement and the complexities of marketing in a crowded marketplace. Dave shares insights from his extensive experience in the software industry, emphasizing the need for marketers to understand their customers deeply and to be actively involved in the sales process. The episode concludes with practical advice for new marketers and product teams on how to effectively go to market in today's competitive environment.About our Guest - Dave Anderson:Originally hailing from Melbourne, Australia, Dave Anderson is a marketing executive, keynote speaker, and podcaster who explores the intersection of technology, human culture, and storytelling. He’s the voice behind popular shows such as Tech Seeking Human and Robbo Live, where he dives into insights on DX, cloud, AI, and the human side of tech. Dave's career has focused on building stories that scale: from rebranding and repositioning Dynatrace ahead of its IPO (where Dave led the S-1 narrative, investor deck, and roadshow story), to defining AI and agent strategy at Contentsquare today. Dave has helped companies move from multi-product to platform, from features to outcomes, and from SaaS to AI-first.How to Find out More About Dave:You can find Dave's profile on LinkedIn:https://www.linkedin.com/in/daveando/Chapters00:00 Introduction to Software Sales Simplified01:03 The Importance of Authenticity in Selling02:21 Dave Anderson's Background and Experience04:18 Aligning Product Marketing and Sales06:37 Navigating Product-Led Growth vs. Enterprise Growth10:16 Understanding Customer Engagement and Retention14:10 The Role of AI in Enhancing Customer Experience15:40 AI Buzzword Reality vs. Perception21:36 Strategies for Reaching Customers in a Noisy Market23:40 The Impact of AI on Marketing and Positioning30:17 Understanding Customer Needs and Sales Collaboration41:17 Advice for New Marketers and Go-to-Market Strategies47:36 Like, Follow, Subscribe & CommentAbout Software Sales Simplified:Visit us at:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.strategicsalesoptimization.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on Linkedin:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://tinyurl.com/2tcx7mjx⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Send us your questions at ⁠- ⁠⁠⁠⁠⁠⁠⁠[email protected]⁠⁠⁠⁠⁠⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:⁠⁠⁠⁠⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠⁠⁠⁠⁠Get Your Copy of "Winning Faster"!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.

This Week's Episode:In this episode of 'Software Sales Simplified: MOVE to Success', hosts Kevin and Matt speak with Corey Bruce, a seasoned software sales leader. They explore sales leadership, building team trust, and hiring challenges. Corey shares his career journey, stressing empathy in leadership and the importance of understanding metrics without losing sight of people. They also address the pitfalls of unrealistic expectations and the value of a supportive company culture.About our Guest - Corey Bruce:Corey Bruce, MBA, is a transformational executive and private equity growth partner with over two decades of leadership in scaling revenue operations for high-growth, private equity–backed companies in the EHS, SaaS, and Compliance as a Service (CaaS) sectors. He led the U.S. market entry for Donesafe, an Australian safety tech startup, driving its growth through acquisition by HSI/Waud Capital Partners, and has held senior roles at StarTex Software (EHS Insight) and HSI/Donesafe. As Founder of Sozo Advisors, LLC, Corey advises private equity investors and portfolio companies on due diligence, acquisition strategy, board advisory, and revenue acceleration across compliance and regulatory tech.Presently the Chief Executive Office (CEO) for SafetyIQ, Corey is renowned for aligning sales execution with investment strategy, Corey has built global sales organizations delivering 30%+ year-over-year growth and securing enterprise partnerships with Lowe’s, Apple, Tesla, Walmart, and Uber. He has partnered with leading private equity firms including Broadview Group Holdings, Blackstone, Providence Equity Partners, and Susquehanna Growth Equity, consistently driving scalability, operational rigor, and long-term enterprise value creation.How to Find out More About Corey:You can find Corey's profile on LinkedIn:https://www.linkedin.com/in/coreybruce/Chapters00:00 Introduction02:54 Corey Bruce's Journey05:08 The Importance of Trust and Risk in Leadership08:18 Navigating Leadership Challenges11:15 Building a Culture of Accountability14:06 Hiring Challenges in Software Sales17:06 The Complexity of the Interview Process19:48 The Role of Fractional Consulting in Hiring24:42 The Challenges of Hiring Fractional Leadership28:06 The Risks of Rapid Hiring Decisions30:47 Hiring for Attitude Over Skills34:58 Navigating Pressure from Leadership39:08 The Importance of Metrics in Business42:19 Humanizing Business Interactions46:11 Advice for New C-Level Executives51:43 See you next week!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]⁠⁠⁠⁠⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:⁠⁠⁠⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠⁠⁠⁠Get Your Copy of "Winning Faster"!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.

This Week's Episode:In this episode of Software Sales Simplified, hosts Kevin and Matt engage with enterprise software sales expert and author, Brian Wolff, to discuss the importance of emotional value, discovery, and authentic engagement in closing deals. They explore how understanding buyer psychology and creating a compelling narrative can significantly impact sales success. Brian shares insights from his books, emphasizing the need for sales professionals to build trust and relationships with their clients, and to focus on the personal wins for buyers. The conversation also touches on the significance of tools like virtual sales rooms and the potential for effective discovery techniques in the sales process.About our Guest - Brian Wolff:Brian Wolff is the Founder of The Wolff Den, a revenue consultancy and community dedicated to sharing best practices among fellow professionals in closing roles. A 15-year sales veteran and multiple President's Club award winner, he is focused on understanding the foundations of how/why buyers think and act, delving deep into concepts ever newcomers can understand.He currently serves as an Enterprise Account Executive at Glassbox, working with Fortune 100 companies to reduce customer struggle and fraud events in their digital experiences.How to Find out More About Brian:You can find Brian's profile on LinkedIn:https://www.linkedin.com/in/wolff-brianChapters:00:00 Introduction to Software Sales Simplified01:16 Understanding Emotional Value in Sales04:13 The Misconception of Value in Enterprise Sales06:11 Contextual and Experienced Value Perceptions08:52 Identifying Personal Wins in Sales Conversations11:30 Tactics for Effective Discovery14:02 The Virtual Sales Room Concept16:08 Building Trust and Urgency in Sales18:50 Emotional vs. Material Value in Sales21:56 The Importance of Discovery in Sales30:23 Effective Storytelling in Sales34:53 Understanding Buyer Frustrations42:19 Building Trust and Relationships in Sales48:37 Like, Follow, Subscribe, and Comment!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]⁠⁠⁠⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:⁠⁠⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠⁠⁠Get Your Copy of "Winning Faster"!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.

This Week's Episode: In this episode of 'Software Sales Simplified', Kevin and Matt engage with guest James Fox, Head of Business Development at Pina Vida and Co-Founder for the AI-driven productivity tool ScrumBuddy to discuss the critical alignment between sales and marketing in the software industry. They explore common misalignments, the importance of understanding customer insights, and the evolving behavior of buyers in the digital age. The conversation also delves into the role of video content, the impact of AI on sales processes, and the necessity of human connection in a remote work environment. James shares valuable insights on effective content strategies and the significance of partnerships in driving business success, concluding with advice for newcomers in the industry.About our Guest - James Fox:James is a results-driven sales leader with 12+ years of experience growing software businesses. He’s currently Head of Business Development at Pina Vida and Co-Founder of the AI productivity tool ScrumBuddy.Known for uncovering clients’ unspoken needs, James has built strong relationships and delivered high-impact solutions. At Pina Vida, he built the sales engine from the ground up, converting cold leads into lasting enterprise clients.Now focused on AI, James is bringing ScrumBuddy to market while exploring how technology can help teams better understand and deliver on what clients and projects truly need.How to Find out More About James:https://scrumbuddy.com/https://cocoloco.agency/ https://pinavida.co.uk/https://www.linkedin.com/in/jamesfox42/[email protected]://www.youtube.com/@ScrumBuddy "Fox and Founders" Webinar: https://www.youtube.com/watch?v=g3GydmGRgWU&list=PL3UbzQuZlXASh-aiHQox4JYQGLzbRGex-https://www.instagram.com/coco_loco_agency/Chapters0:00 Introduction to Software Sales Simplified00:46 Aligning Sales and Marketing for Success02:51 Common Misalignments Between Sales and Marketing04:19 The Importance of Collaboration07:56 Understanding Buyer Behavior in the Digital Age10:56 The Role of Video Content in Marketing13:36 AI's Impact on Sales and Marketing17:54 Overcoming Buyer Resistance in Sales20:41 The Shift to Remote Work and Human Connection24:04 The Importance of Personal Interaction in Sales27:14 Valuable Content Types in Modern Marketing30:28 Simplifying Messaging for Better Communication33:21 The Role of Partnerships in Business Success36:11 Advice for Newcomers in Sales and Marketing41:41 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]⁠⁠⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:⁠⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠⁠Get Your Copy of "Winning Faster"!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.

This Week's Episode: In this episode of 'Software Sales Simplified', hosts Kevin and Matt talk with with guest Priyanta Dharmasena, to explore the intersection of leadership, technical depth, and personal growth in the software sales industry. They discuss the importance of foundational skills in both diving and sales, the challenges of balancing technical expertise with management responsibilities, and the critical role of cybersecurity in today's technology landscape. The conversation emphasizes the need for continuous learning and adaptability in a rapidly evolving field, offering valuable insights for aspiring professionals.About our Guest - Priyanta Dharmasena:Priyanta Dharmasena has spent nearly two decades translating cutting‑edge cloud technology into measurable business value for customers at companies like Oracle, Seibel, Salesforce and beyond. Credited with spearheading complex wins as a lead Solution Engineer, Pri helped lay the groundwork for several record‑setting deals that still shape customer successes and trajectories today. Priyanta pairs deep technical fluency with commercial savvy, sharing practical perspectives on emerging topics such as AI security—most recently highlighting Skyflow’s new agentic privacy layer for the presales community. Guided by his personal motto “go beyond the impossible,” he is known for customer‑first storytelling, cross‑functional mentorship, and a relentless focus on delivering outcomes that matter. Priyanta is also an exemplary professional diver who teaches at the Master Instructor level. His diligence and discipline in his diving endeavors is well known and carries over to his selling activities. How to Find out More About Priyanta:You can find Priyanta's profile on LinkedIn:https://www.linkedin.com/in/priyanta-dharmasena/Chapter List:00:00 Introduction to Software Sales Simplified02:05 Exploring Leadership and Growth in Sales04:53 Priyanta's Journey: From Oracle to Cybersecurity07:55 Diving into the Basics: Lessons from Scuba Diving11:39 Balancing Technical Skills and Management16:55 The Mindset of Continuous Learning19:55 Career Paths: Management vs. Individual Contributor22:03 Personal Growth and Career Decisions24:08 The Evolving Landscape of Cybersecurity27:54 Data Protection and Security Strategies30:35 Understanding Business Pain in Technology Sales34:20 AI's Role in Cybersecurity37:48 Advice for Aspiring Professionals in Cybersecurity40:24 Like, Follow, Subscribe and See You Next WeekAbout Software Sales Simplified:Visit us at:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠https://www.strategicsalesoptimization.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on Linkedin:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠ ⁠⁠⁠https://tinyurl.com/2tcx7mjx⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Send us your questions at ⁠- ⁠⁠⁠[email protected]⁠⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:⁠https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠⁠Get Your Copy of "Winning Faster"!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.

This Week's Episode: In this episode Kevin Donville and Matt Long welcome technology growth leader ⁠Jessica White⁠. The conversation explores Jessica's unique methodology, the 'Circles of Connection', which emphasizes the importance of building genuine relationships in the digital age. They discuss the epidemic of loneliness, the need for intentionality in fostering connections, and the role of AI in enhancing human interactions. Jessica shares insights on creating a culture of growth and trust within organizations, strategies for gaining executive buy-in, and the significance of finding purpose beyond employment. The episode concludes with advice for navigating career transitions and the importance of community engagement. About Our Guest - Jessica White:Jessica White is a Growth Executive passionate about helping companies grow through international expansion, new channels, and new capabilities. With over 25 years of experience at IBM, Accenture, and now Honeywell, she has a proven track record of developing people-first software and services practices on the world’s leading technology platforms such as IBM, Google and Microsoft.  Jessica’s expertise spans corporate strategy, M&A, consulting, software sales, and building industry-leading strategic alliances with companies such as SFDC and NASCAR.  Jessica is also the author of a methodology for connection in the digital age called ⁠#circlesofconnection⁠. How to Find out More About Jessica:You can find Jessica's profile on LinkedIn:⁠https://www.linkedin.com/in/jessicaswhite4701/⁠How to Find out More About Circles of Connection: Check out the LinkedIn Group for more info: ⁠https://www.linkedin.com/groups/9558277/⁠Chapter List:00:00 Introduction to Software Sales Simplified01:44 Meet Jessica White: A Technology Growth Leader03:28 The Role of a Growth Leader06:13 Circles of Connection: A Methodology for Empathy13:15 Addressing the Loneliness Epidemic17:41 Fostering Physical Connections in Remote Teams21:27 Building Community in the Workplace25:03 Strategies for Client Connection25:31 Building Trust Through Peer Connections28:35 The Impact of Connection on Sales Success29:31 Navigating AI in Human Connections33:31 Optimizing Human Talent with AI36:12 Overcoming Challenges in Team Dynamics38:08 Creating Executive Buy-In38:28 Finding Purpose Beyond Employment42:10 Resources for Circles of Connection and Jessica48:53 See You Next Week!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]⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube:https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0⁠⁠Get Your Copy of "Winning Faster"!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.

This Week's Episode: In this episode of Software Sales Simplified, hosts Kevin Donville and Matt Long welcome Tamer Osman, a seasoned expert in software partnerships. They discuss the critical role of partnerships in driving sales success, the evolution of Tamer's career, and the innovations shaping the software industry. Tamer shares insights on hyperscalers, the impact of AI and automation, and the importance of education in partnership strategies. The conversation emphasizes the need for commitment and collaboration within organizations to build effective partner programs.About Our Guest - Tamer Osman:Tamer Osman is a respected leader in the tech partnerships space with over 25 years of experience driving growth and innovation across enterprise software, cloud services, system integrators, and startups. He has built and scaled partner programs at major organizations including AWS, IBM, Salesforce, KPMG, and Infosys, contributing to five successful company exits. Known for his results-driven approach and ability to build trust with stakeholders, Tamer has managed strategic alliances generating over $1B in partner-influenced business and founded RGlobe, a collaborative selling SaaS platform adopted by Oracle. His career began during the dot-com boom, where he helped launch KPMG’s e-business division and held impactful roles with Cisco, Microsoft, and others.Beyond tech, Tamer is passionate about social impact. He co-founded the Diablo Valley Tech Initiative (DVTI), partnering with local colleges and civic leaders to create tech career opportunities for underserved communities while promoting sustainability and economic inclusion in the San Francisco East Bay. A keynote speaker and global traveler, Tamer holds a B.S. and M.A. in Industrial Technology from Cal Poly and completed postgraduate studies in Innovation and Entrepreneurship at Stanford. He believes in staying curious and giving back—because the more you give, the more you get.How to Find out More About Tamer:You can find Tamer's profile on LinkedIn:https://www.linkedin.com/in/tamerosman/Chapters:00:00 Introduction 01:49 Tamer's Background04:55 The Importance of Partnerships in Software Sales06:45 Innovations and Disruptions09:59 Building Successful Partner Programs13:22 Fostering Collaboration Between Sales and Partners16:04 Different Types of Partnerships18:44 Driving Success 21:18 The Importance of Partnerships23:22 Disruptions24:21 AI and Automation28:24 The Rise of Marketplaces35:00 Building Successful Partner Programs39:03 Common Pitfalls40:57 Advice for Partner Managers45:13 Goodbye46:21 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]⁠⁠⁠"What is a Sales Engineer?" - Education Series on YouTube: https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0Get Your Copy of "Winning Faster"!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.

In this special episode of Software Sales Simplified: MOVE to Success, Matt and Kevin unveil a brand-new initiative: the Industry Education Series—a collection of free, short-form YouTube videos designed to demystify and deepen understanding of key concepts in enterprise software sales.These 5–15 minute episodes break down topics like sales engineering, discovery, objection handling, presentations, QBRs, and more, delivered in focused, digestible lessons. Whether you're new to the industry or a seasoned pro looking to refresh your approach, this series is crafted to help you level up your selling skills.This initiative complements our Software Sales Simplified podcast, best-selling book Winning Faster: The MOVE Framework for Enterprise Sales Success, and the upcoming MOVE certification program, starting with a Discovery module.🎥 First episode: What Do Sales Engineers ACTUALLY Do? https://youtu.be/PxJ521eB6RQ🎯 Let us know what you want to see next! Drop us a comment or connect with us on LinkedIn.Chapters:00:00 Introduction to Software Sales Simplified01:07 Launching the Educational Series02:51 Overview of Upcoming Content03:59 Tools and Techniques for Sales Success06:27 Feedback and Community Engagement06:36 Plans for the Holiday07:29 Closing Remarks - Remember to Like, Subscribe, and Follow08:03 See You Next Week!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.

This Week's Episode: In this week's episode, Kevin and Matt sit down with industry leader, Janet Jaiswal, CMO and Global VP of Marketing at Blueshift, to explore the evolving landscape of software sales and marketing. They discuss the importance of storytelling, empathy, and understanding customer pain points to differentiate in a crowded market. Janet emphasizes the need for collaboration between marketing and sales, the significance of win-loss analysis, and the value of building trust with customers. The conversation also touches on the challenges faced by newcomers in the industry and the importance of mentorship and continuous learning.About Our Guest - Janet Jaiswal:Janet Jaiswal Janet Jaiswal has spent 20+ years in senior marketing roles at private and public companies such as eBay, Paypal, and IBM Tealeaf. She is currently the CMO / Global VP of Marketing at Blueshift, a San Francisco-based company that helps brands automate and personalize engagement across every marketing channel. Janet is an advisor with Peakspan Capital and has been recognized as a Top 101 B2B Marketing Influencer by CMO Huddles, a FINITE Top 30 SaaS marketer, and one of the Top 14 Marketers to Watch by Drift. Janet earned a bachelor's degree from UC Berkeley and an MBA at the Tepper School of Business at Carnegie Mellon University. How to Find out More About Janet Jaiswal:You can find Janet's profile on LinkedIn: https://www.linkedin.com/in/janetjaiswal/Chapters00:00 Introduction to Software Sales Simplified01:16 Meet Janet Jaiswal: Insights from a Marketing Leader02:50 Standing Out in a Crowded Market05:21 The Evolution of Marketing Messaging07:39 The Role of Marketing in Sales Enablement08:47 Testing and Adapting Sales Strategies11:29 The Art of Storytelling in Sales13:39 Building Trust and Empathy with Customers16:27 Rethinking Demo Strategies18:45 Addressing Customer Skepticism20:33 Balancing Aspirations with Reality22:10 Navigating Early-Stage Development Challenges23:53 The Importance of Post-Mortem Analysis25:26 Learning from Losses28:16 Validating Value Propositions31:15 Advice for Aspiring Marketers38:08 Farewell - Like, Follow, Subscribe and Comment!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.

This Week's Episode: In this episode of Software Sales Simplified, hosts Kevin Donville and Matt Long engage with Dustin Chamberlain, who shares his unique journey from being a practitioner in software solutions to a pre-sales leader. The conversation explores the essential skills required for success in pre-sales, the importance of collaboration between account executives and sales engineers, and the common pitfalls in recruiting for pre-sales roles. Dustin emphasizes the significance of emotional intelligence, adaptability, and the ability to build relationships in the sales process as critical to success. In this conversation, Dustin Chamberlain discusses the evolving landscape of enterprise software sales, emphasizing the importance of diverse interview panels, the critical role of pre-sales professionals, and the impact of AI on sales execution. He shares insights on building trust in sales relationships, the necessity of adaptability in sales roles, and offers advice for those considering a career in pre-sales. The discussion highlights the irreplaceable value of human interaction in the sales process, despite the growing influence of technology.About Our Guest - Dustin Chamberlain:Dustin Chamberlain is the Director of Solutions Consulting at Contentsquare, where he leads teams that help enterprise clients unlock value through digital experience analytics. With over a decade of experience in solution consulting, sales engineering, and technical enablement, Dustin has built a career around bridging product capabilities with customer outcomes. He's passionate about mentoring future pre-sales leaders, building scalable processes, and aligning cross-functional teams to win and retain enterprise customers.How to Find out More About Dustin Chamberlain:You can find Dustin profile on LinkedIn: https://www.linkedin.com/in/dustinmchamberlain/Chapters:00:00 Introduction to Software Sales Simplified01:59 Dustin Chamberlain's Journey from Practitioner to Pre-Sales08:26 Skills for Success in Pre-Sales12:09 Insights from the Practitioner Side15:12 The Role of Pre-Sales in the Sales Cycle17:38 Effective Collaboration Between AEs and SEs20:07 Recruitment Mistakes in Pre-Sales20:52 The Importance of Diverse Interview Panels21:41 Navigating Changes in Enterprise Software Sales24:20 Building Trust in Sales Relationships26:45 The Evolving Role of Pre-Sales Professionals29:38 Guiding Principles in Sales Management31:52 Advice for Aspiring Pre-Sales Professionals32:34 The Role of AI in Sales Execution35:15 The Irreplaceable Value of Pre-Sales Professionals40:44 Like, Follow, Subscribe and Comment!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.

This Week's Episode: In this episode of Software Sales Simplified, hosts Kevin Donville and Matt Long welcome Lynn Powers, a successful sales professional at Clari. Lynn shares her journey in software sales, her experiences at Clari, and her insights on building successful customer relationships. The conversation covers the importance of understanding customer needs, investigating their sales cadence, leveraging technology, and developing the role of a trusted advisor in the sales process. Lynn emphasizes the significance of collaboration, optimizing sales processes, and the value of mentorship in achieving success in sales.About Our Guest - Lynn Powers:Lynn Powers is an award-winning enterprise sales leader and #1 performer at Clari since 2019, most recently closing Q1 at 280% of quota. With a career spanning Oracle, MapR, and Xactly, she’s built a reputation for turning insight into impact—partnering with the world’s most ambitious companies to run revenue with confidence.Lynn is a keynote speaker, 2x LinkedIn Sales Star, Sales Success Summit alum, and featured guest on the 30 Minutes to President’s Club podcast. She currently serves as Co-President of Clari’s Women’s ERG and was a previous board member at Women in Revenue. Her commitment to elevating others extends beyond tech—she recently partnered with the American Heart Association to prepare the next generation of female scientists, doctors, inventors, and changemakers through STEM-focused volunteer efforts.Passionate about bringing human ingenuity and AI together to overachieve, Lynn is a fierce advocate for innovation, inclusion, and impact. Her leadership is defined by mentorship, strategic thinking, and an infectious energy known fondly as “Lynnergy.”A graduate of the University of San Francisco, she holds a degree in Sociology with minors in Legal Studies and Philippine Studies. Lynn is a proud AAPI advocate and lifelong learner—fueling her growth through a steady diet of tech and personal development podcasts.How to Find out More About Lynn:You can find Lynn's profile on LinkedIn: https://www.linkedin.com/in/powerslynn/Chapters:00:00 Introduction to Software Sales Simplified01:56 Lynn Powers: Journey in Software Sales04:25 Understanding Clari: The Revenue Platform07:11 Keys to Success in Sales10:49 Identifying the Right Buyers13:50 Leveraging Technology in Sales17:33 The Importance of Collaboration20:22 Building Trust with Customers23:05 The Role of a Trusted Advisor25:49 Optimizing Sales Processes28:37 Advice for Aspiring Sales Professionals40:47 Like, Follow, Subscribe, and Comment!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.

This Week's Episode: In this episode of Software Sales Simplified, Matt Long and Kevin Donville engage with Derek Francis, a seasoned sales executive with over 25 years of experience. They discuss Derek's journey from engineering to sales, the importance of culture in building effective sales teams, and the challenges of scaling in the creator economy. Derek shares insights on hiring for potential, navigating over-hiring, and applying enterprise sales principles to new industries. The conversation emphasizes the need for adaptability, continuous growth, and leveraging networks in sales.About Our Guest: Derek Francis, Global Head of Revenue Growth for Merchfarm, is a seasoned go-to-market executive with over 24 years of experience in enterprise software, including 16 years leading high-performing teams ranging in size from 4 to over 100. He played a pivotal role in scaling a $4M startup into a $300M global business—now valued at over $5B—through strategic expansion and disciplined execution. Derek has consistently outperformed sales targets at top-tier companies such as IBM, MicroStrategy, Infor, and Contentsquare, and began his career selling ERP solutions under the mentorship of a former CFO. His expertise spans GTM strategy, operational excellence, and authentic leadership, with a proven ability to build strong cultures and diverse teams. He has led successful engagements with retail giants like Walmart, Amazon, Verizon, and Sephora, and is recognized for pioneering virtual engagement models and developing future leaders. How to Find out More About Derek:You can find Derek's profile on LinkedIn: https://www.linkedin.com/in/derek-francis-176937/How to Find MerchFarm:https://merchfarm.com/Chapters:00:00 Introduction to Software Sales Simplified01:12 Derek Francis: A Journey Through Sales04:05 Transitioning from Engineering to Sales09:02 The Impact of Y2K on Careers13:52 Building a Sales Team at Clicktale19:07 The Importance of Culture in Sales Teams21:34 Navigating the Challenges of Scaling Sales Teams27:21 Transitioning to the Creator Economy32:24 Applying Enterprise Sales Principles to New Industries35:50 Building Brands in the Creator Space43:46 Embracing Change and Continuous Learning47:44 Like, Follow, Subscribe, and Comment!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.

This Week's Episode: In this episode of 'Software Sales Simplified', hosts Kevin Donville and Matt Long engage with Peter Kuhn, co-founder and CEO of Baku, to discuss the intricacies of software sales, the importance of understanding customer needs, and the challenges faced by companies in scaling their sales efforts. Peter shares insights from his extensive experience in the industry, emphasizing the need for deep customer understanding, effective messaging, and the tactical application of AI to enhance sales processes. The conversation also touches on the trend of utilizing fractional resources to optimize operations and the critical role of leadership in navigating growth challenges.About Our Guest:Peter Kuhn is a seasoned professional with a strong background in sales and business development, currently serving as the Co-Founder of Baku, a B2B SaaS Go-to-Market growth agency based in Brooklyn, New York. He specializes in helping companies develop scalable and repeatable sales strategies, focusing on founder-led teams and scaling go-to-market teams with significant ARR. Peter has a rich career history, including leadership roles at Moat, which was acquired by Oracle, and advisory roles at Primary Venture Partners. He holds a degree in Philosophy from Temple University, showcasing his diverse interests and leadership skills. Peter is passionate about enabling businesses to overcome obstacles and achieve growth, and he is highly regarded by his clients for his actionable guidance and strategic insights.How to Find out More About Peter:You can find Peter's profile on LinkedIn: https://linkedin.com/in/thepeterkuhnChapters:00:00 Introduction to Software Sales Simplified01:19 Meet Peter Kuhn: Background and Insights02:58 Building Sales Systems for Startups03:56 The Role of AI in Sales06:08 Understanding Customer Needs07:07 Getting Up to Speed as a New Leader10:35 Common Challenges in Sales Messaging13:30 The Power of Storytelling in Sales15:20 Customer Centricity in Sales17:41 Challenges in Scaling Sales Teams21:54 The Impact of Capital on Business Behavior24:49 The Role of Founders in Company Success27:48 Cautionary Tales in Hiring Practices31:00 The Shift Towards Fractional Resources35:44 The Importance of Tactical Agility39:30 Building a Consultancy for the AI Era45:08 Please Subscribe, Follow, Like, & Comment!!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.

This Week's Episode:In this episode hosts Matt Long and Kevin Donville delve into the MOVE framework, focusing on the 'Opportunity' aspect. They discuss the importance of understanding budget, time, and power dynamics in the sales cycle, and how external factors like economic uncertainty can impact sales opportunities. The conversation emphasizes the need for sales professionals to identify red flags and mitigate challenges to ensure successful deal closures. Matt & Kevin explore how, in many circumstances, the buyer isn't even aware of the barriers to their purchase and need good solution advocates to help them navigate those threats.Chapters:00:00 Introduction to Software Sales Simplified01:03 Exploring the MOVE Framework03:08 Understanding Opportunity in Sales06:56 The Importance of Budget in Sales09:47 Navigating Economic Uncertainty and Budgeting12:21 Long-term Budget Considerations for SaaS Sales14:02 The Importance of Time in Opportunity19:38 Understanding Power Dynamics in Sales25:12 Identifying Red Flags in Sales Opportunities30:25 Strategies for Mitigating Challenges in Sales37:27 Comment, 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.

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.

This Week's Episode: Kevin and Matt engage with Josh Gillespie, Head of Growth at Aomni, discussing his journey from philosophy major to sales leader in the AI space. They explore the importance of research in sales, the challenges of discovery calls, and the growth strategies for startups. Josh shares insights on leveraging technology for sales success and the evolving landscape of AI in the industry. In this conversation, Josh Gillespie shares insights on the realities of startup life, the evolving landscape of AI companies, and the challenges faced by sales professionals in this new era. Their discussion also covers innovation and practicality in sales strategies, especially in the context of AI's rapid growth.This Week's Guest:Josh Gillespie is a seasoned sales professional dedicated to helping underserved communities enter the tech industry. Based in the San Francisco Bay Area, he provides pro bono training at AlwaysHired Sales Bootcamp for first-time tech and sales applicants. As a founding Account Executive at PandaDoc, he helped grow the company from zero to $90 million in annual recurring revenue, and went on to hold key roles at Glassbox and Yelp. A former philosophy student turned SaaS sales expert, Josh also founded “Losing by Design” and is an avid basketball fan, husband, father, and dog owner. He continues to mentor others in tech, leveraging his extensive experience and network.How to Find out More About Josh:You can find Josh's profile on LinkedIn, or on the Aomni website: https://www.aomni.com/share/people/434b54e2-78ca-4379-9fc8-02187e507b22Chapters:00:00 Introduction to Software Sales Simplified00:28 Meet Josh Gillespie: A Unique Sales Journey03:58 Transitioning to AI Sales: Embracing Change06:51 Understanding Omni: The Research Solution for Sellers10:12 The Importance of Research in Sales13:57 Discovery Calls: Building Trust and Understanding Needs16:38 Growth Challenges in a Startup Environment19:43 Startup Life: The Reality of Sales in Startups22:07 The AI Boom: Opportunities and Challenges25:42 Navigating the AI Landscape: Key Considerations29:06 The Role of AI in Sales: Myths vs. Reality35:02 The Future of Sales Leadership in an AI World43:37 Comment, Like, Subscribe, Follow!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.

This Week's Guest: JD Miller, PhDHosts Matt Long and Kevin Donville engage with JD Miller PhD, Operations Advisor to Five Arrows Capital Partners, with a rich background in software sales. They explore JD's journey from Sales Engineer to Sales Leader, discussing the importance of mentorship, the evolution of sales technology, and the role of private equity in shaping sales strategies. Additionally, they discuss the intricacies of sales forecasting, the importance of transparency in board communications, and the critical role of Sales Engineers in driving successful sales strategies.  JD also shares his thoughts on the strategic benefits of Fractional Presales Leadership, to accelerate sales transformation. About JD Miller PhD:JD Miller, PhD, is a seasoned executive leader specializing in sales transformations for PE-backed and pre-IPO firms. With six exits and decades of experience in multinational tech companies, he excels in building high-performing teams and implementing rapid growth strategies.As an Operating Advisor for Five Arrows Capital Partners, JD leverages his expertise at the intersection of business, technology, and humanity to strengthen the companies he works with. A frequently-requested conference speaker, JD also shares his roadmap to success in the bestselling book “The CRO’s Guide to Winning in Private Equity.”Learn more about JD Miller PhD at: https://www.jdmillerphd.com/Read JD Miller PhD's book, "The CRO's Guide to Winning in Private Equity":https://www.jdmillerphd.com/bookAbout 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.Chapters:00:00 Introduction to Software Sales Simplified02:50 JD Miller's Journey in Sales05:32 Learning Cold Calling and Negotiation08:17 The Role of Technology in Sales11:03 Transitioning to Sales Leadership13:56 Working with Private Equity Firms16:38 Individual Development and Repeatable Processes19:11 Assessing Sales Performance and Pipeline Management22:08 Navigating Board Expectations and Realistic Forecasting25:05 Analyzing Sales Performance and Win-Loss Insights27:03 Identifying Key Metrics for Sales Success30:41 Investing in Growth: Articulating Product Value32:12 The Role of Sales Engineers in Complex Sales37:11 Building Effective Pre-Sales Teams41:41 The Value of Fractional Expertise in Sales Transformation44:27 Introducing 'The CRO's Guide to Winning in Private Equity45:54 See You Next Week! Like, Subscribe, and Follow!

This Week's Guest: Gary WilliamsIn this episode of Software Sales Simplified, hosts Matt and Kevin sit down with Gary Williams, VP of Sales at Monetate, to explore his journey in sales leadership and the evolving landscape of the Personalization and Testing markets in software sales. They discuss the importance of process, the challenges of validation fatigue, and the role AI plays in enhancing Personalization and Testing offerings. The conversation also touches on privacy concerns in the new AI-driven landscape, customer retention strategies, and effective discovery techniques in sales. Gary emphasizes the need for collaboration within sales teams and the significance of understanding customer needs to drive success.About Gary Williams: Gary has been building and leading software sales teams for over 20 years. His passion is seeing his teams mature and grow to become the best they can be. Gary's family tree has a number of CEOs and CROs that began their sales careers with him. Additionally, witnessing his customers ascend and receiving material promotions by leveraging his solutions is also really special. When Gary's not "Making It Personal" with Monetate, he's rooting on his Indiana Hoosier Sports teams and playing significantly over par golf.https://www.linkedin.com/in/garywilliams4/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.Chapters:00:00 Introduction to Software Sales Simplified01:29 Gary Williams: A Journey in Sales Leadership04:59 The Importance of Process in Sales10:05 Navigating Validation Fatigue in Sales14:49 Personalization vs. Segmentation in Sales21:06 The Role of AI in Personalization23:56 Privacy Concerns in AI and Personalization27:25 Customer Retention Strategies29:48 The Future of Personalization in Sales33:01 Effective Discovery Techniques in Sales39:08 Team Collaboration in Sales Success42:48 Outro

This Week's Guest: Ryan AndersonIn this episode of Software Sales Simplified, hosts Matt and Kevin talk with sales guru, Ryan Anderson, to explore the concept of value in sales. They discuss the importance of understanding buyer alignment, the role of effective communication, and the necessity of consultative selling. Ryan shares insights from his extensive experience, emphasizing the need for sales professionals to adapt their value propositions to meet the unique perspectives of their buyers. Their conversation highlights the evolving landscape of buyer behavior, the importance of aligning executive messaging with customer value, and building business cases collaboratively to connect value to executive priorities.About Ryan Anderson:For over two decades, Ryan has been at the forefront of driving innovation at McAfee, Google, Accenture Song, and Wipro Digital. With deep expertise spanning Marketing, Enterprise Sales, and Customer Experience, he brings a cross-functional perspective on what truly drives deal success—or failure. In this conversation, Ryan unpacks how a buyer’s definition of value ultimately dictates the outcome of every deal and why sellers often miss the mark. Tune in for insights that could transform the way you approach sales, reframing opportunities, and customer relationships.https://www.linkedin.com/in/ryananderson515/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.Book 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.Chapters:00:00 Introduction to Software Sales Simplified02:07 Understanding Value in Sales05:36 The Importance of Buyer Alignment09:02 The Role of Communication in Sales13:03 Shifting Buyer Perspectives on Value16:26 Consultative Selling and Value Discovery19:06 Transforming Value Propositions for Executives19:56 Aligning Executive Messaging with Customer Value22:23 Challenging Buyer Assumptions25:07 Mapping Value to Customer Needs27:50 Quantifying Value and Building Business Cases32:39 Using Customer Data for Value Creation36:14 Connecting Value to Executive Focus40:14 Actionable Steps for Value-Based Selling44:20 Outro

This week's Guest: Tony MarshallIn this episode of Software Sales Simplified, hosts Kevin Donville and Matt Long engage with Tony Marshall, sales leader and innovator in the property insurance sector. Tony discusses his transition from enterprise software sales to insurance, the evolution of sales techniques, changing buyer expectations, and the importance of discovery in the sales process. Tony shares his journey into sales, the role of mentorship, and draws parallels between ultra running and sales success, emphasizing the significance of authenticity and relationship-building in today's market.About Tony Marshall:Tony Marshall is a seasoned sales professional who transitioned from enterprise software sales to become an innovator in the property insurance sector. Leveraging his expertise in customer engagement, consultative selling, and mentorship, he drives success by aligning measurable sales criteria with actionable customer insights. Tony is an accomplished ultra-distance runner who has an impressive racing history. Tony feels there's many touch points between running and successful enterprise selling and attributes the discipline he learned from running as part of his winning philosophy.https://www.linkedin.com/in/tony-marshall-1234643/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.Book 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.Chapters00:00 Introduction to Software Sales Simplified01:03 Meet Tony Marshall: Innovator in Property Insurance03:02 Transitioning from Enterprise Sales to Insurance05:42 Skills for Success in Sales07:28 The Evolution of Communication in Sales09:38 Changing Dynamics in Enterprise Sales12:56 Understanding the Modern Buyer15:36 Tony's Journey into Sales19:33 Mentorship and Growth in Sales Careers21:36 Qualifying Deals and High Win Rates24:49 The Importance of Demos in Sales26:59 Discipline in Sales and Ultra Running32:41 The Journey of Ultra Running35:06 Building Authentic Relationships in Sales40:02 Outro

This Week's Guest - Sara LevinsonIn this episode of Software Sales Simplified: MOVE to Success, hosts Matt Long and Kevin Donville sit down with their guest, Sara Levinson, who shares her journey from sales reluctance to sales mastery; highlighting how her structured, authentic, value-based, approach drives winning outcomes. They explore Sara's unexpected journey into sales, her early challenges, and the evolution of her confidence as a seller. Over the course of the episode, Sara emphasizes the importance of authenticity, emotional connections, and continuous learning in sales.About Sara Levinson:Sara has sold and launched transformational technology initiatives with the world’s largest & most influential brands, including Gap Inc, Disney, Farmers Insurance, Petco, Symantec, Tiffany and Co., Ashley Furniture, O’Reilly Auto Parts and many more. Sara has been named a Linkedin Top 100 Sales Star, a top female sales practitioner by Sales Hacker, and is a frequent presenter, moderator, and podcast guest in the tech sales community. On the OMG Sales Assessment taken by over 2 million sellers globally, she scored in the top 6%. As Head of Strategic Accounts at Claravine, The Data Standards Company, she helps Fortune 500 brands make sense of their marketing data, leading to faster insights and smarter business decisions. Sara held previous roles at Prometric, LivePerson, Clicktale (acquired by ContentSquare) and IBM.Sara holds an M.A. in Professional Writing from Carnegie Mellon University and a B.A. in English from Gettysburg College, where she serves on the Alumni Board of Directors. Her writing has appeared in Thrive Global, the Pittsburgh Post-Gazette, The Gettysburg Times, and the American Scholar.https://www.linkedin.com/in/levinsonsara/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 25% off with Coupon Code “SELLFASTER2025”!Order a digital/PDF copy of the #1 Best Selling book on Amazon, "Winning Faster: The MOVE Framework for Enterprise Software Sales" on our website and get 25% off until February 28th.Book 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.

🎙️ EP 10: Proving the Value in Enterprise Sales – The Key to Closing Deals 💡🔹 Why do so many software deals stall before the finish line? Because sellers don't engage with prospects effectively and do not prove value in a way that resonates with decision-makers.In this episode of Software Sales Simplified: MOVE to Success, hosts Matt Long & Kevin Donville break down the final pillar of the MOVE Framework—Engagement—and discuss what goes into proving value, securing stakeholder buy-in, building trust, and driving long-term success. 🚀🎯 Lessons Learned:✅ The importance of proving value and the benefits that delivers✅ Techniques for proving and communicating value throughout the sales cycle✅ How to align demos, POCs, and Case Studies with real business value that impress✅ Common mistakes made when developing ROI analysis and business cases✅ Why delivering value effectively is your best competitive advantage✅ How proper discovery builds the blueprint for proper engagement and long-term success💡 Who Should Listen?👉 Enterprise software sellers looking to accelerate deal cycles👉 Pre-sales & solution consultants wanting to deliver impactful demos👉 Sales leaders who need to improve proof-of-value execution🔗 Listen now and start proving value the right way!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 25% off with Code "SELLFASTER2025" at CheckoutOrder the digital/PDF version of our #1 Best Selling book, "Winning Faster: The MOVE Framework for Enterprise Software Sales" on our website and get 25% off at checkout with code "SELLFASTER2025" until Feb 28th. 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.

🚀Are your software demos losing deals instead of closing them? Too many sales teams fall into the same traps—feature overload, lack of customization, and failing to connect with what truly matters to the buyer. In this episode ofSoftware Sales Simplified, hostsMatt Long and Kevin Donville break down why so many demos fail and, more importantly, how to fix them.🔹What You'll Learn:✅ The real purpose of a software demo (hint: it's NOT to show every feature)✅ The biggest mistakes sales teams make in their demos—and how to avoid them✅ Why "less is more" when presenting your product✅ How to craft demos that resonate with your buyers and accelerate the sales cycle✅ The role ofcustomer success and services teams in improving demo effectiveness💡 Whether you're an AE, SE, or sales leader, this episode is packed with actionable insights to transform your demos intopowerful deal-closing machines.🎧Listen now and start winning more deals with better demos!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 25% off with Code "SELLFASTER2025" at CheckoutOrder the digital/PDF version of our #1 Best Selling book, "Winning Faster: The MOVE Framework for Enterprise Software Sales" on our website and get 25% off at checkout with code "SELLFASTER2025" until Feb 28th. 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 toSoftware Sales Simplified: MOVE to Success. This podcast is produced by and is the sole property ofStrategic Sales Optimization LLC, copyright 2025. Reproduction or use of this broadcast in whole or in part without express written permission fromStrategic Sales Optimization LLC is strictly prohibited. All rights reserved.

This Week's Guest - Geoff Galat In this episode of Software Sales Simplified, hosts Kevin Donville and Matt Long speak with CMO Geoff Galat about the evolving landscape of software sales and marketing. They explore shifts in the customer buying processes, the impact of AI on selling, the effect of easily downloaded solutions, the role of trust, and the need for continuous engagement in SaaS. They also cover challenges of remote communication on selling, changing buyer behavior, and potential AI market consolidation. About Geoff Galat: Geoff Galat has over 30 years of marketing leadership experience, having played key roles in shaping emerging markets such as digital customer experience, IoT analytics, and marketing technology. With leadership positions at Mercury Interactive, Tealeaf, Silverpop, AGT International, and Clicktale, he has extensive experience driving strategic growth, category creation, and enterprise software marketing innovation. https://www.linkedin.com/in/geoff-galat-a8569/ About Software Sales Simplified: Visit us at:⁠⁠⁠ ⁠https://www.strategicsalesoptimization.com/⁠⁠⁠⁠ Follow us on Linkedin:⁠⁠⁠ ⁠https://tinyurl.com/2tcx7mjx⁠⁠⁠⁠ Get 25% off with Coupon Code “SELLFASTER2025”! Order a digital/PDF copy of the #1 Best Selling book on Amazon, "Winning Faster: The MOVE Framework for Enterprise Software Sales" on our website and get 25% off until February 28th. Available Here:  ⁠ ⁠https://www.strategicsalesoptimization.com/move-book⁠⁠⁠ Why 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.

This Week's Guest - Anna Hockett In this episode of Software Sales Simplified, Anna Hockett discusses her journey in software sales, the importance of communication skills, and the challenges women face in tech sales. Matt & Kevin sit down with Anna to explore the technical aspects of selling print software, the significance of building trust with clients, and the value of mentorship. Anna also shares insights on her podcast and the importance of genuine connections in sales. About Anna Hockett: https://www.linkedin.com/in/annahockett1/ About Software Sales Simplified: Visit us at:⁠⁠ ⁠https://www.strategicsalesoptimization.com/⁠⁠⁠ Follow us on Linkedin:⁠⁠ ⁠https://tinyurl.com/2tcx7mjx⁠⁠⁠ Send us your questions at ⁠- ⁠[email protected]⁠⁠ Get our Bestselling Sales Skills Book on Amazon! Order your own copy of the #1 Best Selling book on Amazon, "Winning Faster: The MOVE Framework for Enterprise Software Sales".  Available in paperback, PDF/eReader, and Kindle formats.  Available Here:  ⁠https://www.strategicsalesoptimization.com/move-book⁠⁠ Why 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.

Today we're joined by Richard Harris, seasoned sales consultant of Harris Consulting Group, author of the popular book, "The Seller's Journey - Your Guidebook to Close More Deals with N.E.A.T. Selling", co-host of the popular "Surf and Sales" podcast, and it's associated ground-breaking conference for sellers. In this episode, hosts Kevin Donville and Matt Long engage with Richard Harris, as they explore challenging themes in the sales industry, including the importance of active listening, the challenges of unrealistic expectations, and the evolving nature of sales strategies. Richard shares insights from his experiences, emphasizing the need for sales professionals to understand customer pain points and the significance of data in making informed decisions. The conversation also touches on the role of technology in enhancing sales processes and the value of internal communication within sales teams. How to Contact Richard Harris: You can connect with Richard Harris on Linkedin at https://www.linkedin.com/in/rharris415/ or at his website https://theharrisconsultinggroup.com/ The Surf & Sales Podcast: https://surfandsales.libsyn.com/ About Software Sales Simplified: Visit us at:⁠ ⁠https://www.strategicsalesoptimization.com/⁠⁠ Follow us on Linkedin:⁠ ⁠https://tinyurl.com/2tcx7mjx⁠⁠ Send us your questions at ⁠- [email protected]⁠ Get our Bestselling Sales Skills Book on Amazon! Order your own copy of the #1 Best Selling book on Amazon, "Winning Faster: The MOVE Framework for Enterprise Software Sales".  Available in paperback, PDF/eReader, and Kindle formats.  Available Here:  ⁠https://www.strategicsalesoptimization.com/move-book⁠ Why 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.

Today on Software Sales Simplified: MOVE to Success, join us as Matt and Kevin and special guest Brandon Lopez, co-founder of Persimmon Marketing, a full-service marketing agency based in California, discuss challenges with Sales and Marketing alignment, the growing importance of AI in present-day marketing strategies, the importance of messaging alignment, and best practices for creating a successful Sales Kickoff. About Our Guest:Brandon Lopez is an entrepreneur, & Silicon Valley tech marketing executive with deep GTM expertise across startups, SMBs, and enterprises. Brandon has been a marketing leader at LinkedIn & Salesforce, where his team launched LinkedIn Sales Navigator and scaled it up from $0 to $100M in less than 3 years. He’s also the CMO & Co-Founder of MySideCar AI, a marketing strategy & execution platform. Connect with Brandon on LinkedIn or visit www.persimmonmarketing.com to learn more.About Software Sales Simplified: MOVE to Success Visit us at: ⁠https://www.strategicsalesoptimization.com/⁠ Follow us on Linkedin: ⁠https://tinyurl.com/2tcx7mjx⁠ Send us your questions at ⁠[email protected]⁠ Get our Bestselling Sales Skills Book on Amazon!Order your own copy of the #1 Best Selling book on Amazon, "Winning Faster: The MOVE Framework for Enterprise Software Sales".  Available in paperback, PDF/eReader, and Kindle formats.  Get Yours Here:  https://www.strategicsalesoptimization.com/move-book 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.

Today on Software Sales Simplified: MOVE to Success join us as Matt and Kevin explore the MOTIVE step in their methodology and discuss practical tips sellers can use right now to better prepare for and plan a discovery meeting.  Using the Business Case as a blueprint, your hosts share their tactics for good information gathering, why the information is critical, and how it’s relevant for every step of the sales campaign going forward. Visit us at: ⁠https://www.strategicsalesoptimization.com/⁠ Follow us on Linkedin: ⁠https://tinyurl.com/2tcx7mjx⁠ Send us your questions at ⁠[email protected]⁠ FYI - Order your own copy of the #1 Best Selling book on Amazon, "Winning Faster: The MOVE Framework for Enterprise Software Sales".  Available in paperback, PDF/eReader, and Kindle formats.  Note: The Kindle release does not require a Kindle device - just the free-to-download Kindle Reader app!Order on Amazon or from us:  https://www.strategicsalesoptimization.com/move-book 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 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. Key Takeaways from Today's Episode: What is the best first step to understanding their initiative? What are the right questions to ask during discovery calls? How building a business case helps organize customer thoughts, project expectations, and your sales strategies. Ways to build trust and clarity in the sales cycle. How storytelling enhances the quality of the information you collect.

Today on Software Sales Simplified: MOVE to Success as Kevin and Matt reflect on key moments from 2024 as well as reveal big plans for 2025. Along the way they share a few sales stories that you can relate to and apply to your sales and consulting practice. Visit us at: https://www.strategicsalesoptimization.com/ Follow us on Linkedin: https://tinyurl.com/2tcx7mjx Send us your questions at [email protected] FYI - Our Kindle Pre-Order special is still available. Get the hot new release, "Winning Faster: The MOVE Framework for Enterprise Software Sales" for the free-to-download Kindle Reader for just $3.99 if order before January 6th. US Orders can be placed on Amazon US. International Orders may require you to search for the title on your country's local Amazon site. 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 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.

Join us this week on Software Sales Simplified: MOVE to Success as Kevin and Matt discuss the importance of Discovery and Engagement on sales cycles and the long-term relationship with the customer. Kevin and Matt also discuss their respective backgrounds and how these led them to becoming Sales Engineers and ultimately, to write the MOVE Framework. Visit us at: https://www.strategicsalesoptimization.com/ Follow us on Linkedin: https://tinyurl.com/2tcx7mjx Send us your questions at [email protected] FYI - Our Kindle Pre-Order special is still available. Get the hot new release, "Winning Faster: The MOVE Framework for Enterprise Software Sales" for the free-to-download Kindle Reader for just $3.99 if order before January 6th.

Welcome to our new podcast, Software Sales Simplified - MOVE to Success, the podcast for software sales professionals who want to sell better. Join Kevin Donville and Matt Long, co-authors of the book "Winning Faster: The MOVE Framework for Enterprise Software Success", industry experts with over 25 years of experience each, as they break down enterprise software sales challenges, delve into how to deliver better insights to your clients, and ways to build successful customer relationships by delivering on your customer’s needs. Whether you're a seasoned pro or just starting out, make Software Sales Simplified your go-to resource for actionable insights and real-world strategies. Join us, right here where you get your favorite podcasts, and we’ll MOVE to success—together! Visit us at: https://www.strategicsalesoptimization.com/Email us at: [email protected]