Software Sales Simplified: MOVE to Success

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 ...

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 buy...

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 rol...

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...

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 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 focu...

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 s...

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 ...

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...

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, a...

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 cust...

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 challe...

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...

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, Jos...

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 intrica...

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 discuss the importance of process, the challenges of validation fatigue, and the role AI plays in enhancing Personalization and Testing offerings...

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 of consultative selling. Ryan shares insights from his extensive experience, emphasizing the need for sales professionals to adapt their...

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 sales techniques, changing buyer expectations, and the importance of discovery in the sales process. Tony shares his journey into sales, t...

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, approach drives winning outcomes. They explore Sara's unexpected journey into sales, her early challenges, and the evolution of her co...