Ep. 14: Making it Personal: Success in Software Sales #softwaresales #salesexcellence

Podcast Episodes:
https://www.youtube.com/playlist?list=PLxuHbkRfIWtW9TbdWlG8-9PgB00yh0Peo

In Ep. 14 of "Software Sales Simplified: MOVE to Success", we sit down with software sales veteran, Gary Williams - VP of Sales at Monetate, whose journey includes everything from selling financial services in the “boiler room” to leading cutting-edge AI personalization teams today. Gary talks about challenges in the Testing and Personalization market, and how changing regulations around Security and Privacy make flawless sales execution paramount to success.

Lessons Learned:
- Mastering Discovery - Push past friendly. Get to what matters.
- Selling Excellence - SMEs, Presales, and Leadership must align.
- AI Advancement - How AI is changing and challenging the market.
- Process-Driven Success - Discipline drives what works.

Podcast Episodes:
https://youtu.be/u3eYn5TX6Js?si=rk1TAj-bqIfmxS5r

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. The conversation also touches on privacy concerns in the new AI-driven landscape, customer retention strategies, and effective discovery techniques in sales. Gary emphasizes the need for collaboration within sales teams and the significance of understanding customer needs to drive success.

About Gary Williams: Gary has been building and leading software sales teams for over 20 years. His passion is seeing his teams mature and grow to become the best they can be. Gary's family tree has a number of CEOs and CROs that began their sales careers with him. Additionally, witnessing his customers ascend and receiving material promotions by leveraging his solutions is also really special.

When Gary's not "Making It Personal" with Monetate, he's rooting on his Indiana Hoosier Sports teams and playing significantly over par golf.
LinkedIn: ⁠https://www.linkedin.com/in/garywilliams4/

Come visit us:
https://www.strategicsalesoptimization.com/

About Software Sales Simplified:
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Why Listen to Software Sales Simplified?
Make Software Sales Simplified: MOVE to Success, your go-to podcast for mastering enterprise software sales through authentic customer engagement and actionable consulting insights. Join us for each episode as we break down proven strategies and real-world experiences to help you build trust, close deals, and drive long-term success along your Enterprise Software Sales or Consulting journey.

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Thank you for tuning in to Software Sales Simplified: MOVE to Success. This podcast is produced by and is the sole property of Strategic Sales Optimization LLC, copyright 2025. Reproduction or use of this broadcast in whole or in part without express written permission from Strategic Sales Optimization LLC is strictly prohibited. All rights reserved.

Chapter List:
00:00 Introduction to Software Sales Simplified
01:29 Gary Williams: A Journey in Sales Leadership
04:59 The Importance of Process in Sales
10:05 Navigating Validation Fatigue in Sales
14:49 Personalization vs. Segmentation in Sales
21:06 The Role of AI in Personalization
23:56 Privacy Concerns in AI and Personalization
27:25 Customer Retention Strategies
29:48 The Future of Personalization in Sales
33:01 Effective Discovery Techniques in Sales
39:08 Team Collaboration in Sales Success
42:48 Outro

#ai #softwaresales #salestechniques #salesexcellence #salesenablement #salesengineer #salesleadership #salestraining #salesoptimization #salesboost #valueselling #salesconsulting

Видео Ep. 14: Making it Personal: Success in Software Sales #softwaresales #salesexcellence канала Strategic Sales Optimization