Episode #7

In this episode, I chat with Steve Connor, a veteran senior vice president of sales and marketing. Steve has built and led technology sales teams for startups and companies like Sun Microsystems, Oracle, and BMC Software. We discuss what it takes to be successful in sales in a rapidly changing world and marketplace.

Here's a list of the topics we covered:

• 0:00 — Introduction

• 5:15 — Choosing a Sales Career

• 9:00 — Money = Motivation?

• 12:30 — Becoming a Leader

• 15:17 — Crafting a Culture

• 22:41 — Selecting Talent

• 25:40 — 21st Century Selling

• 32:12 — Keeping Up with Change

• 35:20 — The Buying Unit

• 44:20 — Expanding Your Reach

• 50:27 — Plans Change

• 57:17 — Your Network

• 1:00:49 — Storytelling