In this engaging conversation, Dan Sixsmith interviews Patty Hager, the Vice President of Solutions for SMB at Salesforce. They discuss the evolving landscape of B2B sales, the importance of AI in enhancing sales processes, and the critical skills needed for success in sales. Patty shares her journey from wanting to be a flight attendant to becoming a leader in tech sales, emphasizing the significance of mentorship, structure in sales, and understanding client needs. The discussion also touches on leadership strategies, personal growth, and defining success in both professional and personal contexts.

Takeaways

Patty Hager leads the solutions organization for SMB at Salesforce.

Sales finesse involves understanding client needs and simplifying complex solutions.

B2B sales processes are no longer linear; clients prefer self-service options.

AI is becoming integral to the sales process, enhancing efficiency and client engagement.

Structure in sales is essential, but it should be adaptable to client preferences.

Patty encourages taking on challenging roles for personal and professional growth.

Mentorship plays a crucial role in career development, especially for women in tech.

Understanding the 'why' behind team members' motivations is key to effective leadership.

AI can help automate mundane tasks, allowing salespeople to focus on strategic conversations.

Success is about making a positive impact and enjoying each day.

Chapters

00:00 Introduction to Patty Hager and Salesforce

03:11 The Role of Solutions in SMB at Salesforce

06:17 Defining Sales Finesse in B2B

09:19 The Evolution of B2B Tech Sales

12:18 Leveraging AI in Sales Conversations

15:18 The Importance of Structure in Sales

18:29 Patty Hager's Journey and Early Career

21:17 Key Characteristics for Sales Success

24:09 Embracing Change and Growth

26:41 Engaging Leadership in 2025

29:26 The Impact of Mentorship

32:16 Creating a Collaborative Culture

36:00 AI and Customer Experience

38:42 Finding Inspiration and Balance

41:42 Defining Success

45:43 Introduction to the Conversation

45:44 Exploring Key Themes

46:00 Introduction to Sales Dynamics

46:00 Understanding Customer Needs

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Outro

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