Software Sales Simplified: MOVE to Success

This Week's Episode: In this episode hosts Matt Long and Kevin Donville delve into the MOVE framework , focusing on the ' Opportunity ' aspect. They discuss the importance of understanding budget , time , and power dynamics in the sales cycle, and how external factors like economic uncertainty can impact sales opportunities. The conversation emphasizes the need for sales professionals...

This Week's Episode: In this episode of "Software Sales Simplified: MOVE to Success", hosts Matt Long and Kevin Donville talk with guest Marty Funk about the intricacies of enterprise software sales The three discuss Marty's extensive career journey with industry powerhouses such as Iron Mountain, Domo and Oracle , as well as the evolution of big data, and the importance of curiosity and negotiati...

This Week's Episode: Kevin and Matt engage with Josh Gillespie , Head of Growth at Aomni , discussing his journey from philosophy major to sales leader in the AI space. They explore the importance of research in sales, the challenges of discovery calls, and the growth strategies for startups. Josh shares insights on leveraging technology for sales success and the evolving landscape of AI in th...

This Week's Guest: JD Miller, PhD Hosts Matt Long and Kevin Donville engage with JD Miller PhD, Operations Advisor to Five Arrows Capital Partners, with a rich background in software sales. They explore JD's journey from Sales Engineer to Sales Leader, discussing the importance of mentorship, the evolution of sales technology, and the role of private equity in shaping sales strategies. Add...

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 P...

This Week's Guest: Ryan Anderson In this episode of Software Sales Simplified, hosts Matt and Kevin talk with sales guru, Ryan Anderson, to explore the concept of value in sales. They discuss the importance of understanding buyer alignment, the role of effective communication, and the necessity of consultative selling. Ryan shares insights from his extensive experience, emphasizing the need fo...

This week's Guest: Tony Marshall In this episode of Software Sales Simplified , hosts Kevin Donville and Matt Long engage with Tony Marshall, sales leader and innovator in the property insurance sector. Tony discusses his transition from enterprise software sales to insurance, the evolution of sales techniques, changing buyer expectations, and the importance of discovery in the sales process....

This Week's Guest - Sara Levinson In this episode of Software Sales Simplified: MOVE to Success, hosts Matt Long and Kevin Donville sit down with their guest, Sara Levinson, who shares her journey from sales reluctance to sales mastery; highlighting how her structured, authentic, value-based, approach drives winning outcomes. They explore Sara's unexpected journey into sales, her early cha...

🎙️ 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 o...

🚀 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: ✅ Th...

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...

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...

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...

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 succes...

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 ste...

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...

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.strategicsalesoptimizat...

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 ho...