188: The New Sales Landscape | Datadog's Frank Perkins

In this conversation, Dan Sixsmith and(Chief Of Staff to) Datadog CRO Frank Perkins discuss the evolving landscape of sales, particularly in the tech industry. They explore the impact of COVID-19 on buyer behavior, the importance of emotional connections in sales, and the role of AI in enhancing sales processes. Frank shares insights from his career, including his experiences at Apple and Salesforce, and emphasizes the significance of personal branding for sellers. The discussion also touches on the challenges of measuring sales success and the importance of integrity and trust in sales relationships. Takeaways Sales today is influenced heavily by buyer behavior changes post-COVID. Emotional connection is crucial in the sales process. AI is set to revolutionize sales through opportunity scoring and prospecting. Sales leaders must adapt their methodologies to meet new buyer expectations. Personal branding is important for sellers to establish trust and credibility. The role of Chief of Staff in sales organizations is becoming increasingly vital. Understanding account intelligence can significantly improve sales strategies. Sales success is defined by the ability to create compelling events for buyers. Sales processes should be flexible and adaptable to changing market conditions. Integrity and trust are foundational to successful sales relationships. Chapters 00:00 Introduction and Current State of Sales 02:14 The Impact of COVID-19 on Sales and Buyer Behavior 03:40 The Changing Landscape of Sales and Buyer Behavior 08:31 The Role of Sales Leaders and Process 11:51 Building a Strong Sales Process and Methodology 18:55 The Importance of Account Intelligence 24:00 The Potential of AI in Sales 26:21 AI in Opportunity Scoring, Outbound Prospecting, and Account Intelligence 31:48 Creating a Compelling Event: Driving Action in Sales 35:08 Addressing Customer Pain Points 36:39 The Importance of Urgency and Commitment 37:33 Finding Legitimate Pain and Solutions 39:11 Prioritizing Pain over the Deal 40:49 The Role of Emotional Connection and Passion 50:34 The Power of Thoughtfulness in Sales 59:25 Building Trust and Integrity 01:05:15 Defining Success: Strong Connections and Trusted Guidance 01:07:08 lifestyle-outro-low.wav