🎙️ EP 10: Proving the Value in Enterprise Sales – The Key to Closing Deals 💡 🔹 Why do so many software deals stall before the finish line? Because sellers don't engage with prospects effectively and do not prove value in a way that resonates with decision-makers. In this episode of Software Sales Simplified: MOVE to Success , hosts Matt Long & Kevin Donville break down the final pillar of the MOVE Framework—Engagement —and discuss what goes into proving value, securing stakeholder buy-in,...
Feb 19, 2025•49 min•Season 1Ep. 10
🚀 Are your software demos losing deals instead of closing them? Too many sales teams fall into the same traps—feature overload, lack of customization, and failing to connect with what truly matters to the buyer. In this episode of Software Sales Simplified , hosts Matt Long and Kevin Donville break down why so many demos fail and, more importantly, how to fix them. 🔹 What You'll Learn: ✅ The real purpose of a software demo (hint: it's NOT to show every feature) ✅ The biggest mistakes sales tea...
Feb 12, 2025•57 min•Season 1Ep. 9
This Week's Guest - Geoff Galat In this episode of Software Sales Simplified , hosts Kevin Donville and Matt Long speak with CMO Geoff Galat about the evolving landscape of software sales and marketing. They explore shifts in the customer buying processes, the impact of AI on selling, the effect of easily downloaded solutions, the role of trust, and the need for continuous engagement in SaaS. They also cover challenges of remote communication on selling, changing buyer behavior, and potential AI...
Feb 05, 2025•58 min•Season 1Ep. 8
This Week's Guest - Anna Hockett In this episode of Software Sales Simplified, Anna Hockett discusses her journey in software sales, the importance of communication skills, and the challenges women face in tech sales. Matt & Kevin sit down with Anna to explore the technical aspects of selling print software, the significance of building trust with clients, and the value of mentorship. Anna also shares insights on her podcast and the importance of genuine connections in sales. About Anna Hock...
Jan 29, 2025•40 min•Season 1Ep. 7
Today we're joined by Richard Harris, seasoned sales consultant of Harris Consulting Group, author of the popular book, "The Seller's Journey - Your Guidebook to Close More Deals with N.E.A.T. Selling", co-host of the popular "Surf and Sales" podcast, and it's associated ground-breaking conference for sellers. In this episode, hosts Kevin Donville and Matt Long engage with Richard Harris, as they explore challenging themes in the sales industry, including the importance of active listening, the ...
Jan 22, 2025•46 min•Season 1Ep. 6
Today on Software Sales Simplified: MOVE to Success, join us as Matt and Kevin and special guest Brandon Lopez, co-founder of Persimmon Marketing, a full-service marketing agency based in California, discuss challenges with Sales and Marketing alignment, the growing importance of AI in present-day marketing strategies, the importance of messaging alignment, and best practices for creating a successful Sales Kickoff. About Our Guest:Brandon Lopez is an entrepreneur, & Silicon Valley tech mark...
Jan 15, 2025•36 min•Season 1Ep. 5
Today on Software Sales Simplified: MOVE to Success join us as Matt and Kevin explore the MOTIVE step in their methodology and discuss practical tips sellers can use right now to better prepare for and plan a discovery meeting. Using the Business Case as a blueprint, your hosts share their tactics for good information gathering, why the information is critical, and how it’s relevant for every step of the sales campaign going forward. Visit us at : https://www.strategicsalesoptimization.com/ Fo...
Jan 08, 2025•33 min•Season 1Ep. 4
Today on Software Sales Simplified: MOVE to Success as Kevin and Matt reflect on key moments from 2024 as well as reveal big plans for 2025. Along the way they share a few sales stories that you can relate to and apply to your sales and consulting practice. Visit us at : https://www.strategicsalesoptimization.com/ Follow us on Linkedin : https://tinyurl.com/2tcx7mjx Send us your questions at Sales@stratsalesllc.com FYI - Our Kindle Pre-Order special is still available. Get the hot new release, "...
Dec 30, 2024•14 min•Season 1Ep. 3
Join us this week on Software Sales Simplified: MOVE to Success as Kevin and Matt discuss the importance of Discovery and Engagement on sales cycles and the long-term relationship with the customer. Kevin and Matt also discuss their respective backgrounds and how these led them to becoming Sales Engineers and ultimately, to write the MOVE Framework. Visit us at: https://www.strategicsalesoptimization.com/ Follow us on Linkedin: https://tinyurl.com/2tcx7mjx Send us your questions at Sales@stratsa...
Dec 23, 2024•32 min•Season 1Ep. 2
Welcome to our new podcast, Software Sales Simplified - MOVE to Success , the podcast for software sales professionals who want to sell better. Join Kevin Donville and Matt Long, co-authors of the book " Winning Faster: The MOVE Framework for Enterprise Software Success ", industry experts with over 25 years of experience each, as they break down enterprise software sales challenges, delve into how to deliver better insights to your clients, and ways to build successful customer relationships by...
Dec 18, 2024•25 min•Season 1Ep. 1
