#26 - The Evolving Role of Sales Engineers in Tech
SummaryIn this episode, Peter Woods interviews Roee Hartuv, an experienced sales leader and go-to-market expert. Roee shares his journey from being a sales engineer to focusing on pricing strategies for SaaS companies. The conversation delves into the evolving role of sales engineers, the challenges of pricing in the SaaS industry, and the shift towards outcome-based pricing models. Roee emphasizes the importance of measuring customer value and adapting sales methodologies to meet modern buyer expectations. He also discusses his upcoming book on go-to-market strategy and the significance of systems thinking in business.TakeawaysRoee Hartuv transitioned from sales engineering to pricing strategy.Sales engineers play a crucial role in complex sales processes.Pricing strategies in SaaS are constantly evolving and challenging.Outcome-based pricing is becoming more prevalent in the industry.Companies need to measure customer value and cost structure effectively.Self-service and product-led growth are reshaping sales dynamics.Sales methodologies must adapt to the complexity of modern buyers.Effective pricing and packaging are essential for value selling.Systems thinking can enhance go-to-market strategies.Roee is writing a book on integrating systems thinking into business strategies.
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#25 - Authenticity: The New Intellectual Property with Natasha Voss
OverviewIn a world dominated by AI and free access to information, the only true intellectual property we possess is our authentic personal stories. This conversation explores the significance of authenticity amidst the vast availability of information.InsightsThe only real intellectual property that any of us have anymore is our authentic personal story.In an AI-driven world, information is readily available at our fingertips.Authenticity is becoming increasingly valuable in a world of free information.Personal stories can differentiate us in a crowded marketplace.AI may provide information, but it cannot replicate personal experiences.The uniqueness of individual narratives is a powerful asset.As information becomes ubiquitous, personal authenticity stands out.Our stories are what make us unique in a digital age.Intellectual property is shifting towards personal narratives.Embracing our authentic selves is crucial in today's world.Connect with Natasha Voss on LinkedIn
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#24 - Building High-Performing Sales Teams: Insights from Derek Murphy
SummaryIn this episode of Digital Diaries, Peter Woods interviews Derek Murphy, a seasoned sales leader with experience at LinkedIn, Okta, and soon Vanta. They discuss the nuances of building high-performing sales teams, the differences between selling in tech environments, and the importance of understanding customer needs. Derek shares insights on the challenges of selling security solutions, the significance of forecasting in sales, and the value of fostering strong customer relationships. He also reflects on his transition to Vanta and his personal goals, including pursuing a pilot's license.TakeawaysBuilding high-performing teams is about facilitation, not just construction.Salespeople are driven by the desire to succeed and earn more.Understanding the differences in sales environments is crucial for success.Security is often seen as a grudge purchase, making it challenging to sell.Customer relationships are key to successful sales processes.Forecasting accuracy is essential for sales success.Sales is a team sport; collaboration is vital.Understanding customer needs is critical for closing deals.Salespeople must navigate the complexities of customer engagement.Personal growth and continuous learning are important in sales careers.
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#23 | Timing is everything in sales and comedy - LASS with Kevin Hubschmann
KeywordsSaaS, sales, humor, active listening, storytelling, empathy, leadership, comedy, personal development, corporate trainingTakeawaysKevin transitioned from SaaS sales to comedy to enhance his professional skills.Improv and stand-up comedy improved Kevin's storytelling and communication abilities.Active listening is crucial for building relationships in sales.Humor can be a powerful tool in sales to connect with clients.Sales and comedy share similarities in understanding and addressing problems.Kevin's company focuses on 'laughing and development' workshops.Creating a supportive environment encourages risk-taking in sales.Empathy is a vital skill for successful salespeople.Timing and context are essential in both sales pitches and comedy.Leadership should foster an environment where taking risks is encouraged.SummaryIn this episode, Kevin Hubschmann shares his unique journey from SaaS sales to the world of comedy, highlighting how humor can enhance communication and connection in professional settings. He discusses the importance of active listening, empathy, and storytelling in sales, and introduces his concept of 'laughing and development' workshops that combine humor with professional growth. Kevin emphasizes the need for a supportive environment that encourages risk-taking and the value of building genuine relationships with clients. The conversation concludes with insights on leadership and the role of humor in fostering a positive workplace culture.TitlesFrom SaaS to Stand-Up: Kevin's JourneyThe Power of Humor in SalesSound bites"Humor can connect you with your clients.""Empathy is a huge comedy skill set.""Timing is everything in sales and comedy."
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#22 | The Trust Factor in Sales Leadership with Paul Terry
SummaryIn this episode of Digital Diaries, Peter Woods interviews Paul Terry, an experienced sales leader and investor. They discuss Paul's career journey, the importance of trust in leadership, and the dynamics of building versus inheriting sales teams. Paul shares insights on hiring practices, the role of emotional intelligence in sales, and how AI can be leveraged without losing the human touch. The conversation also touches on the hybrid nature of successful salespeople, combining both relational and analytical skills, and concludes with personal reflections on life outside of work.TakeawaysTrust is foundational in leadership and team dynamics.Building a sales team requires understanding the existing culture.Hiring should focus on vulnerability and self-awareness.AI should enhance human interaction, not replace it.Sales success relies on both emotional intelligence and process orientation.The best salespeople are hybrids of relational and analytical skills.Transparent conversations can help regain lost trust.Personalization in sales outreach is crucial for success.Continuous learning and self-awareness are key in professional growth.Building relationships is essential in complex sales environments.Connect with Paul Terry on LinkedIn
Welcome to The Digital Diaries, where SaaS, tech sales, AI, and leadership converge. Hosted by Peter Woods, this podcast brings you insights and stories from industry pioneers shaping the digital world.
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New epsidoes every Wednesday.
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