Sean Burke. Chief Operating Officer & Chief Client Officer at Prometric
The GOATS of Growth--Customer Conversations
In this podcast episode, I interview Sean Burke, the COO of Prometric, a global provider of secure test development and delivery solutions. Seansses the initiatives he is working on to impact the business positively, the challenges of attracting new clients, and how technology is enabling the sales team to do so. We talk about his buying process, his insights on sales methodology and motion at Prometric, his approach to purchasing new technology, and how to increase the likelihood of booking a meeting with him. You can access the Time Stamps Initiatives Impacting Business...
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Pattie Grimm, (ex J&J and VMWare L&D and Enablement Leader) Making the Customer the Hero of the Story
The GOATS of Growth--Customer Conversations
In this episode of "Customer Conversations, you'll hear Pattie Grimm, former Senior Director of Sales Enablement Center of Excellence at VMware. You'll hear how Pattie solved a business challenge at VMware through technology, her process for evaluating and selecting sales enablement tools, and the importance of co-creating solutions with customers. Pattie emphasizes the need for salespeople to understand the customer's needs and make them the hero of the story. The conversation highlights the importance of understanding the customer's needs and co-creating solutions with them, as well as the...
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Jeff Jaworski-Global Director of Enablement at Google
The GOATS of Growth--Customer Conversations
In this episode, you'll hear Jeff talk about his buying process at Google and what matters to him most when someone targets him as a prospect and wants to earn his business. , followed by the time stamps of key moments from our conversation. Role of Enablement Director [00:02:44] Jeff Jaworski explains his role as an enablement director at Google, including his team's focus on equipping large customer sales teams and internal go-to-market strategy with the knowledge and capabilities they need to be successful. Teams Enabled by Enablement Director [00:05:19] Jaworski discusses the...
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Jeff Oh--VP of Sales DMI
The GOATS of Growth--Customer Conversations
In this episode you'll hear my conversation with Jeff Oh, VP of Sales at DMI. DMI focuses on digital transformation, which is the combination of digital and project excellence. With a team of around 2,500-3,000 consultants and delivery personnel globally, they partner with leading technology firms to implement strategic roadmaps, aligning technology and adjacent strategies with company growth. Time stamp below: DMI's Value Proposition [00:00:18] Jeff explains DMI's two-sided value proposition of digital and project excellence, and the company's global team of consultants. DMI's Tech...
info_outlineIn this episode you'll hear my conversation with Jeff Oh, VP of Sales at DMI.
DMI focuses on digital transformation, which is the combination of digital and project excellence. With a team of around 2,500-3,000 consultants and delivery personnel globally, they partner with leading technology firms to implement strategic roadmaps, aligning technology and adjacent strategies with company growth.
Click here for the full transcript.
Time stamp below:
DMI's Value Proposition [00:00:18]
Jeff explains DMI's two-sided value proposition of digital and project excellence, and the company's global team of consultants.
DMI's Tech Stack [00:02:01]
Jeff discusses DMI's tech stack, including Salesforce, SalesLoft, HubSpot, Bombora, and Guru, and the recent rip and replace of their old Microsoft Dynamics system.
Choosing Vendors [00:07:40]
Jeff talks about DMI's decision criteria for choosing vendors, including relationships, vendor reviews, and pricing, and the importance of not letting architecture decide strategy.
Long-term strategy [00:10:18]
Jeff O discusses the importance of building a long-term strategy for a company's growth and aligning solutions with that path.
Sales approach for startups [00:16:58]
Jeff O shares two successful methods for startups to approach sales: having a razor-sharp spin and challenger approach, or finding gaps in existing products and building into them.
Product leaching [00:17:59]
Jeff O explains how startups can find success by offering a module or solution that can sit next to a big solution and demonstrate its effectiveness.
Product Leaching [00:19:05]
Jeff O explains the concept of product leaching, a strategy to gain credibility within a product set by building a product that performs well against existing KPIs.
Buying Process [00:21:14]
Jeff O discusses the buying process for sales tools, including the use of email blasting and name aggregation, and how he reached out to his network to work things out.
Effective Email Strategies [00:23:49]
Jeff O shares his insights on how to stand out in the inbox, including the importance of subject lines, personalization, and humor in emails.
First Call [00:27:38]
Jeff O talks about the importance of making a call to engage with potential clients and how it helps him assess their subject matter expertise.
Making the Case [00:30:01]
Jeff O explains the process of making a case to the committee of economic buyers and how they align it with their strategic vision.
Decision Criteria [00:34:47]
Jeff O advises account executives to wait until they are one of the finalists before asking about the decision criteria and not to be too assumptive.
Navigating the Decision Process [00:35:47]
Jeff O discusses the importance of understanding the decision process and criteria, and how to navigate it effectively.
Subject Line Optimization [00:38:22]
Jeff O recommends using subject line optimization tools to improve open rates and avoid spam filters.
Learning about New Technology [00:42:00]
Jeff O shares that he learns about new technology through podcasts and YouTube, and finds them to be valuable resources.
Email response rates and intent [00:43:33]
The speakers discuss how email response rates drop with spam and how intent matters when reaching out to potential buyers.
Personalization and measuring intent [00:44:26]
The speakers talk about how they use personalization and long-term education campaigns to measure intent and engagement.
Wolverine and reaching out to Jeff O [00:46:16]
Jeff O talks about how the wolverine is the perfect animal to represent new business buyers and gives out his phone number for people to reach out to him.