190: Microsoft's Black Belt | Miles Sovell

Sales Is King

Summary

In this conversation, Dan Sixsmith speaks with Miles Sovell, Director of Business Value Management at Microsoft, about the current state of B2B sales, the challenges faced by sales professionals, and the importance of delivering value to customers. They discuss the evolving landscape of sales, particularly in the context of generative AI, and how Microsoft is positioning itself as a leader in this space. Miles shares his journey at Microsoft, the significance of mentorship, and his personal definition of success.

Takeaways

Customers are focused on cost reduction and optimization.

Sales professionals need to provide real value to engage customers.

The sales cycle is becoming longer and more complex.

Sales should focus on long-term partnerships rather than short-term gains.

Generative AI is transforming the technology landscape.

Understanding customer needs is crucial for sales success.

Tailoring messaging to different stakeholders is essential.

Mentorship plays a vital role in personal and professional growth.

Success is defined by the value delivered to others.

A culture of grit and resilience is important in sales.

Chapters

00:00 Current Trends in B2B Sales

03:13 Challenges Faced by Sales Professionals

06:11 The Importance of Value in Sales

08:52 Miles Savelle's Journey at Microsoft

12:05 The Role of Business Value Management

14:51 Navigating the Generative AI Landscape

17:51 Understanding Customer Needs

20:59 The Global Black Belt Team

24:00 Reflections on a Decade at Microsoft

26:58 The Future of AI and Technology

29:57 Engaging with Stakeholders

32:54 Personal Background and Early Aspirations

35:58 Lessons from Early Jobs

38:58 The Role of Mentorship

42:06 Defining Success