We created the Pavilion podcast for one reason — give top revenue leaders a chance to share inspiration, know-how, and insights with the broader community.
Which Pavilion podcast episodes have you caught lately? We know how busy life and work can get, especially these days, so it’s ok if you’re behind on the latest episodes. No worries — we’ve recapped the top four episodes from the last month for you. Skim, enjoy, and listen back to our favorite September episodes.
Maddy Alcala’s experience has ranged from small startups like Gooten to large companies such as BlackRock. One thing she’s learned along the way is that you have to seek a give and take. When you’re first starting, it’s common to make concessions you wouldn’t typically make to get the deal done.
But for Alcala, it’s about thinking beyond the concessions. “It’s ok to give, but ask for something in return,” she says. For example, if you’re going to go with lower pricing, ask the customer if they’re willing to participate in a case study in the future. The give-and-take doesn’t have to be transactional — it can be an exchange that ultimately helps your business draw more business. Often, prospects will respect you more, and it helps ensure they understand the value of the services you provide. Listen to the full episode to learn more about Alcala’s journey and her tips for deal success.
Ujjwala Kashkari’s journey has been touched by kismet, from immigrating to America to working for the Washington Post and growing her network there extensively. Today she is head of sales at OhmniLabs, working at the forefront of products that move communities forward through 3D-printed robotics and hardware. The company has created robots for virtual tours, concierge greeters, and even a graduation robot that went viral.
But selling hardware is not the same as selling software, and you’ll likely have to take a different approach. In this episode, we talk with Kashkari about those different approaches and how to adapt your strategy for hardware.
Below are a few of her insights:
Add value right away: Today’s buyers are savvy and well-informed. Make sure you bring something to the table by sharing information about the industry that they couldn’t get from a Google search.
Have a strong digital presence: As a seller, you want to be seen as an expert in your field. Show your expertise by staying up to date with industry trends and sharing insights on LinkedIn.
Prepare and personalize: Show that you value each prospect by understanding their needs and interests. Invest in tools to help you personalize your outreach and stay connected genuinely.
When Jacob Warwick entered the job market in 2008, the economy was falling apart, and he only had a high school degree. Most would see that as a precarious starting point, but Warwick used the situation to his advantage.
In his first role, the company did not have enough experienced employees to do all of the advanced work required to keep the business moving. Warwick stepped up to fill the gap. His hard work paid off — at age 18, he built a custom CRM, and by age 24, he had a successful business of his own.
Warwick learned along the way that you have to put in the effort without being too attached to the outcome. If you reach out to someone in your network, for example, leave a message without expecting anything in return. If they don’t respond, it’s ok. At some point, one of the people you reach out to will affirm your efforts.
Here are a few guiding principles that Warwick uses to steer his career and life:
Avoid the hustle culture: Don’t hustle for hustle’s sake. Find what you genuinely enjoy and double down on that.
Surrender the outcome: Do the work you have to do, and don’t worry about the circumstances you can’t control. Eventually, you will get a “yes.”
Provide more value than you expect in return: Always seek to provide more when you have the opportunity to; it helps you make a good impression and creates a positive outcome for the next person.
From financial services to food and retail to growing a business, Hunter Thornton has done it all. Along the way, he’s learned to make the most of opportunities. More than just luck, he says it’s about knowing how to work with people to get the deal done.
Thornton says the one tool that he regularly uses to make this happen is negotiation. “I spent tens of thousands on my MBA, and this is the one tool I use on a weekly basis — it was worth it.” Most people think negotiation is about compromise or winning, but it can quickly turn into an emotional tug of war if you lose sight of the goal.
To keep negotiations on track, Thornton recommends being inquisitive, including asking one important question: What is the person looking to get out of the conversation? The answer helps bring the conversation back to a rational level, and it’s a great starting point for resolving together.
Listen to the full episode to learn more about how Thornton uses this tool to stay even-keeled during negotiations.