Ep. 24: Introducing our Industry Education Series - Free videos to help you sell better! - Software Sales Simplified: MOVE to Success

Episode Transcript
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(00:09):
Hello everyone, welcome to Software Sales Simplified Move
to Success, your weekly podcast for software sales professionals
who want to sell better. Whether you're a season pro or
just starting out to make Software Sales Simplified your
go to home for insights, developments and news from the
world of enterprise software sales.
I'm your host Matt Long and I'm joined by my good friend and Co

(00:31):
host Kevin Donville. Hello folks, hope everyone's
doing great out there. Thanks.
And together we have over 50 years of software selling
experience and we're happy to share some of that with you
today. Before we get started though,
remember to subscribe, like, comment, anything else to stay
abreast of what we're posting aswell as tell us what you'd like

(00:53):
to hear in the future. So today we're doing something a
little bit different. We're not going to have a guest
on, but we're going to announce a new product that we're putting
out there. In terms of these YouTube
Shorts, actually they're not really shorts, I should say.
They're short form videos about various aspects of enterprise
sales. So we're really excited to
launch our first one and this isgoing to be a whole series of

(01:16):
videos that are going to talk about everything from different
aspects of the sales cycle, different roles, different types
of activities that you engage with.
And it kind of explained them from a, from a very basic level
to very advanced as well. So why don't you tell a little
bit more about that? Kevin yeah.
So the reason why we came up with this idea, we're calling it

(01:37):
the educational series. At least that's his working
title for the time being. A number of folks had reached
out to us and it shared that they were looking for things
that were a little bit more focused on specific topics
germane to the selling, the different selling roles that,
you know, folks have been tuninginto the channel.
They wanted to be more foundational in the information

(01:57):
around best practices, concepts,theories, roles that are
involved in the selling cycle and have us dive in a little bit
more deeply rather than it be more of a free form type of
thing like we do on our regular podcast.
And the reason was these are folks that want to be able to
learn. Some of them are new to the
industry, others are looking to refresh or enhance their

(02:18):
understanding of the industry, tactics and best practices.
And they really wanted to have something that was targeted
specifically to that. So that's why we came up with
this. Yeah, I should point out that
these videos were our intent is for them to be anywhere from 5
to 15 minutes Max. So they're easily digestible
chunks of hopefully valuable information for you.

(02:40):
There will be. Valuable information, Matt.
Let's be honest, they're going to be like a little 15 minutes
of gold. Right.
Absolutely. They'll definitely augment the
our discussions that we have on the podcast, but also in the
back end we are putting togetherand finalizing a whole
certification course around our move framework.
And the first one, which is Discovery, is going to be out

(03:03):
probably in a few weeks. So look for that as well.
So we're really trying to createall these different methods and
vehicles for you to kind of obtain an understanding,
knowledge and improve your skills in all these different
areas. So we're really excited that
this is going to be our first endeavour in terms of this
YouTube video format and we'd love to hear what you think.

(03:24):
We'll post the link to it in this podcast as we release it.
So maybe you can talk a little bit about what are some of the
things that we'll be covering orwhat's in the one coming up now
and what are some of the things that will be coming in the in
the near term? Well, we're starting out with
one that both you and I could doin our sleep and it's one that

(03:46):
we've actually had a couple of requests for from people, which
is what is a sales engineer, presales engineer solutions
consultant that goes by many different titles.
What is that role and what are the skill sets to go into it?
What are the roles and responsibilities?
What's its, its value in the selling cycle And that's what
our first one is going to be on.Obviously in our certification

(04:09):
program, we're going to be getting a little bit deeper into
topics that are specific and aligned with that.
But that's where we're going to be starting is with that one,
which obviously is a topic near and dear to your heart and mind.
But other ones would be looking at are going to be specific to
some of the areas that you just hit upon which discovery.
Like that's when we're probably going to have a whole series on

(04:31):
objection handling, presentationskills, how to do things online,
how to run better proofs. I mean, there's going to be a
whole series of topics that we're going to hit.
But as I said just a moment ago,more focused, specific and more
bite sized and germane to the topic.
Yeah. And then also there'll be
presentations that you can download, you can take with you.

(04:52):
I'm also really interested because we both over our ten
years and our careers have builttools that we use to help manage
our process, our work, our opportunities.
I was always a big spreadsheet person in terms of tracking
every opportunity I had. And I basically know down to the
penny practically what I would be making in 1/4, right?

(05:16):
And what I needed to bring in, where I was with my
accelerators, all those types ofthings.
So even things like that, like little spreadsheets that I use,
which I, I think are great, they're probably overkill for a
lot of people, but I, I like detail when I'm designing these
things. But other things as well.
I mean, one of the things that we were I think very good at
that was really critical to our success was, you know, running

(05:37):
QBRS, you know, quarterly business reviews with our
customers. You know, even though we've
already sold the deal, the fact that upsells and renewals are
such a critical part of the SAS business, running these QBRS is
really an important part of maintaining a healthy customer
relationship, reducing churn as well as proving upsell

(05:58):
opportunities. So those are just some examples
of the many things that we're going to bring to bear.
Some of them might be very short, just a couple of minutes,
and some might be a little bit longer, but hopefully you'll
enjoy them. Yeah.
I think all of them will be interesting from the perspective
that you're going to get our notjust our perspective, but also
the perspectives of other peoplehave already come under.
The show will be consolidating those together as well, bringing

(06:20):
some of that newer, fresher information into the perspective
of the different episodes we're going to be bringing in as well.
And along the way, if we're as we're getting commentary and
feedback from the audience as todifferent areas they want us to
go and delve into, we're going to add that into the list of
material that we're going to build so that it is relevant and
meaningful to you guys that are coming in and watching our.

(06:42):
Show so again, the first one we're going to release after
Memorial Day, so just in a few days and we'll link to it in
this podcast, which will come out on Wednesday as well as
you'll probably find it links onLinkedIn as well, etcetera.
But come check it out. We're really excited about this
new endeavor and hopefully you will be too.
So anything, any last words here, Kevin, before we kind of

(07:04):
wrap it up? Only that.
Please listen to these episodes,give us your feedback, be candid
with us, let us know. You can either leave comments
directly in the platform that you're listening to them on, or
go to our website and fill out the form and give us feedback
that way. Either way, we want these to be
meaningful to you. We want them to speak directly
to your needs and what you need to in order to be a better

(07:27):
seller. So let us know, are we hitting
the mark? What else do we need to do?
What things are we doing too much of so that we can make sure
that we're delivering what you need and in the format that's
most meaningful? To you so before we go any big
plans for Memorial Day or what do you what do you have on I am.
Going to barbecue, I am. Why are you doing a BBQ?

(07:47):
Yes, we finally have got weatherthat is conducive to actually
putting things on the grill, so I am looking forward to doing
that and spending perhaps even alittle bit of time down by the
beach. So yeah, it's going to be a fun
Memorial Day weekend for us. What about you guys?
Well, Ditto for me for barbecuing and beach.
And you know, it's, it's graduation season.

(08:09):
My, my son just graduated from lower elementary school, which
wasn't a thing when I was growing up, but is now.
And we're very proud of him. So there's parties and
celebrations and things as we'rewrapping up the school year and
headed into summer. So it's all Memorial Day is
always a nice time to kind of reflect and kind of, you know,

(08:29):
and change, you know, it's a changing of the season and kind
of moving into summer. So I'm looking forward to all
those things. That'll be wonderful.
Your boy is incredibly smart andincredibly kind, a very nice
young man, and you should be extraordinarily proud of him for
his achievement and just for being an overall great human
being. Well, I'd certainly appreciate
that. All right, well, let's wrap it

(08:50):
up, keep you short and sweet. I just want to thank you again
for tuning in. As always, our weekly podcast is
available across all your streaming networks.
We encourage you to like, subscribe, follow, comment any
other way to let us know that you're appreciating the content
and suggest things that you'd like to hear as well.
But for that, if you have any future ideas, you can always

(09:13):
leave them in the comment or contact us on LinkedIn as well.
It's also a good place to do that.
Absolutely, Absolutely. So with that, we're going to
wrap it up. I'd like to say thanks so much.
Have a great Memorial Day weekend and we'll talk to you
soon. Take care everybody.
Bye bye.

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

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.css-14f5ked{margin:0;word-break:break-word;display:-webkit-box;-webkit-box-orient:vertical;box-orient:vertical;-webkit-line-clamp:2;overflow:hidden;}Ep. 24: Introducing our Industry Education Series - Free videos to help you sell better!