All That Salesy Stuff

Send us a text Its the summer its getting hot so the guys give some hot takes talking about recent tips and tricks posts along with insight into dealing with some of those frustrations that get buyers blood boiling. Hopefully you have a chance to kick back and listen by the pool, or on the beach or however you cool off and enjoy while beating the heat. About the show: Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs, and founders in technolog...

Send us a text Listen as we talk about the state of affairs in the industry and sales. Tune in for topics around how equity comes into play for sales roles and the importance of understanding the market and equity when choosing a job. Note this is not financial advice just a couple of guys giving a perspective. About the show: Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs, and founders in technology companies. Combining 50+ y...

Send us a text In this episode, we dive into the concept of "Events" with Simon from Infosec.live. Simon has masterfully crafted a unique community focused on rethinking how events are structured. By centering discussions on relevant topics and encouraging genuine connections, he's created spaces where sales pitches are sidelined, allowing for meaningful interactions among peers. About the show: Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs, and founde...

Send us a text New year new expectations in the buyer seller world. We bounce around topics of expectations and per usual sprinkle in some stories. Hope you enjoy and please reach out with your thoughts on managing expectations. Maybe the show helps you feel less salesy or you just tune in to be entertained either way thanks for listening. About the show: Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs, and founders in technology ...

Send us a text Give it a listen for our thoughts on this podcast journey in 2023 including guests and learnings from creating the show. We share some some wishes for change in 2024 including less unicorn, hunter, and rocket ship talk.. About the show: Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs, and founders in technology companies. Combining 50+ years of experience they cover topics that help you improve and entertain through conversa...

Send us a text Welcome to a unique episode of our podcast! Today, we're excited to have Alisher Yuldashev, a seasoned security expert, join us. Alisher brings a wealth of experience in collaborating with various vendors, and he's here to share invaluable insights. In our conversation, we delve into the importance of understanding both the individual and the business in depth. About the show: Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs, and foun...

Send us a text Ah Meetings...what to do with meetings? We look at defining a meeting, changes to meetings and how to count meetings. It's noticeable to us that meetings are getting more difficult, ghosting is going up and KPI's for meetings is getting harder to define. Let us know your thoughts? About the show: Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs, and founders in technology companies. Combining 50+ years of ex...

Send us a text In this episode we start by asking if it is possible to have a Podcast to help you feel less Salesy? Turns out we don't know, but the negativity that is all around isn't helping those in our profession. We end with talking about just chilling out and being yourself. About the show: Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs, and founders in technology companies. Combining 50+ years of experience they cover to...

Send us a text Welcome to Season 2 Episode 1. We cover qualification, discovery, learning about the other human, listening....pain identification...something along the lines of the "I" in MEDDIC (for sales context) We have a real conversation about the value of understanding the customer's pain without feeling Saley and making it feel like you're bringing the pain into the conversation. About the show: Walt and Jason two technology sales veterans bring a fresh take for sales re...

Send us a text Join us on "All That Salesy Stuff" as we dive deep into the buyer-seller dynamic with our special guest, Brent, a CISO with a unique perspective. Discover why being human in sales works, including building genuine connections, the power of empathy, and simple rules for engagement. Tune in and enjoy the insightful conversation! About the show: Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs, and founders in technology companies. &nb...

Send us a text In this episode we start off with a quick review of the tradeshow RSA...best/worst food you know the important stuff. We also get into process and methodology. Diving into empathy for buyers, KPI's and why/how relationships matter. Hope you enjoy. About the show: Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs, and founders in technology companies. Combining 50+ years of experience they cover topics that help you ...

Send us a text We delve into the exciting world of tradeshows, where buyers and sellers come together to engage in business transactions (maybe). With the worlds largest Cybersecurity tradeshow, RSA, on the horizon, we'll be discussing various aspects of engagement at such events, making predictions, and exploring topics related to the sales and Cybersecurity industry. About the show: Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs, and found...

Send us a text Excited to provide the buyer's perspective from Chris who brings 25 years of experience as a CISO and buyer to this episode, and helps us build a bridge over the chasm between buyers and sellers. About the show: Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs, and founders in technology companies. Combining 50+ years of experience they cover topics that help you improve and entertain through conversations and relevant topics to th...

Send us a text Episode 8 Engagement In this episode, we talk about engagement between technology buyers and sellers. There is a huge chasm between the sales strategies and how buyers want to be engaged. Buyers don't seek out engagement and very little of the decision process is spent with sales teams, yet much of the funding companies receive is focused on sales strategies and getting any engagement. We also cover the recent Silicon Valley Bank demise and the influence on ...

Send us a text Episode 7 Validation In this episode we cover product validation through a Proof of Concept, Pilot and testing. The importance agreement to criteria and how that benefits everyone in the decision making process. About the show: Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs and founders in technology companies. Combining 50+ years of experience they cover topics that help you improve and entertain through conversatio...

Send us a text Episode 6 Marketing w/Jeff Kushner Get ready for some insights! Our first guest brings marketing expertise to the table. It's time to ditch the blame game and focus on effective communication. Jeff Kushner adds the missing marketing perspective to our show. Hope you enjoy! About the show: Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs and founders in technology companies. Combining 50+ years of experience...

Send us a textEpisode 5 ValueValue is tough to define and often "perceived". We talk about value and finally cover triangles. Hope you enjoy. Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs and founders in technology companies. Combining 50+ years of experience they cover topics that help you improve and entertain through conversations and relevant topics to the technology sales industry. www.allthatsalesystuff.com

Send us a text Episode 4 Leads Every person is a lead, but no person wants to feel like a lead. In this episode we dive into how people feel about being leads, how processes are changing leads by dehumanizing conversations and how we can all use empathy. Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs and founders in technology companies. Combining 50+ years of experience they cover topics that help you improve and entertain through conve...

Send us a text Episode 3: The three-legged stool. Product, Marketing Sales Honesty across the groups is key. You need a product to sell, you need marketing to describe the product. Let's all share in the responsibility. Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs and founders in technology companies. Combining 50+ years of experience they cover topics that help you improve and entertain through conversations an...

Send us a text Episode 2: Quota. New Year..New Quota...How's that quota treating you. Quota is risk management. Think about risk, decide the path and execute. Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs and founders in technology companies. Combining 50+ years of experience they cover topics that help you improve and entertain through conversations and relevant topics to the technology sales industry. www.al...

Send us a text Episode 1: Forecasting. Walt and Jason two technology sales veterans bring a fresh take for sales reps, execs and founders in technology companies. Combining 50+ years of experience they cover topics that help you improve and entertain through conversations and relevant topics to the technology sales industry. Forecasting really comes down to trust, but how do you build forecasting trust for the next...most important quarter of your life? www.allthatsalesystuf...