Balancing Technical Expertise and Sales Strategy with Keith Textor

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan discuss the critical intersection of sales and technical resources with seasoned IT and engineering professional Keith Textor. They explore the nuances of role delineation between sales and technical teams, the importance of a well-defined sales process, and strategies for shaping customer objectives and managing expectations. The conversation dives into the art of leveraging technical expertise to drive business outcomes, the challenges of Product Led Growth (PLG), and effective ways to recognize and reward technical contributions. With valuable insights and real-life examples from their experiences, they provide a comprehensive guide to enhancing collaboration between sales and technical teams for improved customer success. ADDITIONAL RESOURCES Connect and learn more about Keith Textor: https://www.linkedin.com/in/keithtextor/ Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:02:05] Role Delineation: Sales vs Technical Resources [00:02:49] Understanding Customer Requirements [00:06:33] Effective Demonstrations and Building Champions [00:14:59] Navigating Remote Sales Dynamics [00:27:22] The Importance of Sales Process and Qualification [00:39:09] Navigating Company Dynamics [00:39:49] Understanding the Right Audience [00:40:19] Challenges in Selling CAD Software [00:42:13] Driving Organizational Change [00:46:47] The Role of Sales Engineers [00:48:36] Aligning Sales Process with Customer Needs [00:56:32] Recognizing Technical Contributions [01:10:27] Leveraging Telemetry for Customer Success HIGHLIGHT QUOTES [00:26:13] "Your first job is to go sit down with your sellers, go introduce yourself, and get into as many meetings, as many demos, as many things you can." [00:49:32] "If your process allows for things like that to happen, you're never going to scale." [01:03:52] "There's a risk/reward difference in personalities."

Om Podcasten

Welcome to the Revenue Builders podcast, a weekly show featuring B2B sales leaders and executives. Hosted by Five-time CRO John McMahon and Force Management’s Co-Founder John Kaplan, the show goes in the barrel, behind the scenes with the people who have been there, done that and seen the results. Revenue Builders covers the best practices for scaling and growing your business, while sharing the pitfalls to avoid. Great conversation. Solid interviews. Tangible takeaways to help you succeed. If you enjoy our content, please subscribe, rate and review the show to help us reach more people. This show is brought to you by: Force Management where we help companies improve sales performance, executing their growth strategy at the point of sale. Check out forcemanagement.com more information