Software Sales Simplified: MOVE to Success
by Strategic Sales Optimization - SSO
Our show discusses challenges Enterprise and Technical Sales teams encounter every day and creative ways to overcome them. Kevin and Matt have over 50 years experience selling Enterprise Software solutions, running sales teams, leading implementations, and driving consulting practices with some of the biggest companies in the world. Kevin and Matt, authors of "Winning Faster: The MOVE Methodology", share their experiences with listeners and guests; exploring how technology is changing selling, consulting, and business.Visit us at https://www.strategicsalesoptimization.com
Episodes
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Ep. 43: AI and the Human Touch for Sales Success - with Guest, Sacha Kupaj
This Week's Episode:This episode features insights from sales expert Sacha Kupaj on mastering enterprise sales, leveraging AI, and building effective team strategies. Discover practical tips on discovery calls, stakeholder management, and adapting to the evolving sales landscape. About our Guest…
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Ep. 42: - Mastering AI Success in Sales for 2026 with Guest, JD Miller Ph.D.
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…
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Ep 41: Fractional Experts - Sales Success in 2026 with Guest, Andrew Devlin
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…
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Ep 40: Secrets to Scaling Sales Teams with Guest, Mark Krebs
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...
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Ep 39: The Secrets to Customer Success in 2026 with Guest, Craig Bloom
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...
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Ep 38: Curiosity and Sales Success in 2026 with Guest, Chris O'Dowd
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...
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Ep 37. Gen AI Bots: The Hidden Risks with Guest Michael Wasielewski
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...
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Ep 36. Empathy & Trust: Unlocking Sales Success. With Guest, John Cavanaugh
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...
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Ep. 35: Recruiting & AI: The Human Factor. Guest - Robyn Gilmartin
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...
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Ep. 34: Guest Ryan R. Sullivan. Getting it Right: Strategies for Podcast Success
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...
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Ep. 33: Guest - Meredith Golden. Enablement: Unlocking Sales Success
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…
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Ep. 32: Guest - Kimberly S. Arnold. Turn Stress Into Sales
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,...
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Ep. 31: Guest - Dave Anderson. Cut Out the Noise: Marketing, AI, and Strategic Focus in Sales
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...
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Ep. 30: Guest Corey Bruce - Must-Haves for Sales Leaders in 2025
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...
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Ep. 29: Guest Brian Wolff - Storytelling & Building Buyer Trust.
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...
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Ep. 28: Guest - James Fox. Sales Success: Content, Alignment & More
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...
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Ep. 27: Guest - Priyanta Dharmasena. Leadership Lessons; Diving & Demos
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...
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Ep. 26: Guest - Jessica White. Circles of Connection
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…
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Ep. 25: Guest - Tamer Osman. Partner Groups: Powering Sales Success
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...
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Ep. 24: Introducing our Industry Education Series - Free videos to help you sell better!
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…
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Ep. 23. Guest Janet Jaiswal - The Fragile Currency: Building Trust In Sales & Marketing
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…
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Ep. 22: Guest Dustin Chamberlain - Making it Work: Essential Skills for Presales and Sales
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...
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Ep. 21: Guest Lynn Powers - Unlocking Success in Software Sales
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....
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Ep. 20: Guest Derek Francis - Create a Winning Sales Culture
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...
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Ep. 19: Guest Peter Kuhn - Mastering Software Sales Leadership
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…
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Ep. 18: MOVE Framework "Opportunity" - They CAN'T BUY ... and they don't even know it.
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...
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Ep. 17: Guest Marty Funk - Sales Success Starts With A Question
This Week's Episode: In this episode of "Software Sales Simplified: MOVE to Success", hosts Matt Long and Kevin Donville talk with guest Marty Funk about the intricacies of enterprise software sales The three discuss Marty's extensive career journey with industry powerhouses such as Iron…
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Ep. 16: Guest Josh Gillespie - The AI Revolution: Opportunities and Pitfalls
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...
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Ep. 15: Guest JD Miller PhD - Navigating Sales Success: From Presales to CRO
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...
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Ep. 14: Guest Gary Williams - Make it Personal. Driving Sales Success.
This Week's Guest: Gary Williams In 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…
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Ep. 13: Guest Ryan Anderson - The Art of Consultative Selling
This Week's Guest: Ryan Anderson In 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…
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Ep 12: Guest, Tony Marshall - Racing To Sales Success
This week's Guest: Tony Marshall In 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…
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Ep. 11: Guest Sara Levinson - Navigating Sales Success
This Week's Guest - Sara Levinson In 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,...
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Ep. 10: Proving the Value in Enterprise Sales – The Key to Closing Deals
🎙️ 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...
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Ep. 9: Why Your Demos Fail (and How to Fix Them!)
🚀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...
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Episode 8: Guest Geoff Galat - How to Sell Successfully in 2025
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…
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Episode 7: Guest Anna Hockett - Selling Value and Growing Your Career
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…
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Episode 6: Guest Richard Harris - Angry Trees and Uncovering Pain
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…
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Episode 5: Marketing, Messaging, and Sales Kickoffs with Guest Brandon Lopez of Persimmon Marketing
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…
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Episode 4: MOTIVE and Building the Business Case
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…
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Episode 3: Reflections on 2024 & Expectations for 2025
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:...
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Episode 2: What is the MOVE Framework?
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...
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Episode 1: Introducing Software Sales Simplified - MOVE to Success
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...
About this show
Our show discusses challenges Enterprise and Technical Sales teams encounter every day and creative ways to overcome them. Kevin and Matt have over 50 years experience selling Enterprise Software solutions, running sales teams, leading implementations, and driving consulting practices with some of the biggest companies in the world. Kevin and Matt, authors of "Winning Faster: The MOVE Methodology", share their experiences with listeners and guests; exploring how technology is changing selling, consulting, and business.Visit us at https://www.strategicsalesoptimization.com
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Strategic Sales Optimization - SSO
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