Summary: In this episode, Dan Sixsmith interviews Bryon Coro, the SVP of Global Sales at Pendo, about his journey in sales and the changes he has seen in the industry. They discuss the importance of value selling, the convergence of PE and VC business approaches, and the need to tie products to key initiatives within an organization. They also talk about building pipeline, the role of marketing, and the importance of personal branding for sellers. Finally, they touch on the current state of the sales talent market. The conversation covers topics such as talent acquisition and management, the role of AI in sales, and personal success.
Coro emphasizes the importance of protecting and developing existing talent while also seeking out highly skilled players from the job market. He discusses the use of AI in sales and highlights the need for data availability and personalization. He also shares his personal experiences and mentors who have influenced his career. Success is defined as passionately pursuing and achieving one's own defined goals.
Takeaways
Sound Bites:
Chapters
00:00 Introduction and Background
02:59 The Resurgence of Value Selling
06:13 Tying Products to Key Initiatives
11:05 Building Pipeline: Inbound and Outbound Strategies
16:23 The Importance of Personal Branding
26:58 Talent Acquisition and Management
32:41 The Role of AI in Sales and the Challenges
35:01 Defining Personal Success
36:31 The Influence of Mentors and Personal Experiences
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