Episodios

  • Ep. 26: Guest - Jessica White. Circles of Connection

    Ep. 26: Guest - Jessica White. Circles of Connection
    Jun 18 2025
    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 ⁠- ⁠⁠Sales@stratsalesllc.com⁠⁠⁠"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.
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    49 m
  • Ep. 25: Guest - Tamer Osman. Partner Groups: Powering Sales Success

    Ep. 25: Guest - Tamer Osman. Partner Groups: Powering Sales Success
    Jun 4 2025
    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 ⁠- ⁠⁠Sales@stratsalesllc.com⁠⁠⁠"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.
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    47 m
  • Ep. 24: Introducing our Industry Education Series - Free videos to help you sell better!

    Ep. 24: Introducing our Industry Education Series - Free videos to help you sell better!
    May 28 2025

    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 Simplified

    01:07 Launching the Educational Series

    02:51 Overview of Upcoming Content

    03:59 Tools and Techniques for Sales Success

    06:27 Feedback and Community Engagement

    06:36 Plans for the Holiday

    07:29 Closing Remarks - Remember to Like, Subscribe, and Follow

    08:03 See You Next Week!

    About Software Sales Simplified:

    Visit us at:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠https://www.strategicsalesoptimization.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

    Follow us on Linkedin:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠https://tinyurl.com/2tcx7mjx⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

    Send us your questions at ⁠- ⁠⁠Sales@stratsalesllc.com⁠⁠⁠


    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-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.


    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.
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    10 m
  • Ep. 23. Guest Janet Jaiswal - The Fragile Currency: Building Trust In Sales & Marketing

    Ep. 23. Guest Janet Jaiswal - The Fragile Currency: Building Trust In Sales & Marketing
    May 21 2025
    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 ⁠- ⁠⁠Sales@stratsalesllc.com⁠⁠⁠Get 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.
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    39 m
  • Ep. 22: Guest Dustin Chamberlain - Making it Work: Essential Skills for Presales and Sales

    Ep. 22: Guest Dustin Chamberlain - Making it Work: Essential Skills for Presales and Sales
    May 14 2025
    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 ⁠- ⁠⁠Sales@stratsalesllc.com⁠⁠⁠Get 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.
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    41 m
  • Ep. 21: Guest Lynn Powers - Unlocking Success in Software Sales

    Ep. 21: Guest Lynn Powers - Unlocking Success in Software Sales
    May 7 2025
    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 ⁠- ⁠⁠Sales@stratsalesllc.com⁠⁠⁠Get 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.
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    41 m
  • Ep. 20: Guest Derek Francis - Create a Winning Sales Culture

    Ep. 20: Guest Derek Francis - Create a Winning Sales Culture
    Apr 30 2025
    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 ⁠- ⁠⁠Sales@stratsalesllc.com⁠⁠⁠Get 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.
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    44 m
  • Ep. 19: Guest Peter Kuhn - Mastering Software Sales Leadership

    Ep. 19: Guest Peter Kuhn - Mastering Software Sales Leadership
    Apr 23 2025

    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/thepeterkuhn


    Chapters:

    00:00 Introduction to Software Sales Simplified

    01:19 Meet Peter Kuhn: Background and Insights

    02:58 Building Sales Systems for Startups

    03:56 The Role of AI in Sales

    06:08 Understanding Customer Needs

    07:07 Getting Up to Speed as a New Leader

    10:35 Common Challenges in Sales Messaging

    13:30 The Power of Storytelling in Sales

    15:20 Customer Centricity in Sales

    17:41 Challenges in Scaling Sales Teams

    21:54 The Impact of Capital on Business Behavior

    24:49 The Role of Founders in Company Success

    27:48 Cautionary Tales in Hiring Practices

    31:00 The Shift Towards Fractional Resources

    35:44 The Importance of Tactical Agility

    39:30 Building a Consultancy for the AI Era

    45:08 Please Subscribe, Follow, Like, & Comment!!


    About Software Sales Simplified:

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