E129 Part 3 - The Sales Ops Revolution: Patience, Predictive Analytics, and Closing Success with Steve Hershkowitz

On this episode of Tech Sales Insights, Steve Hershkowitz, the CRO of Virtana Corp., discuss various aspects of sales and operations. Steve reflects on his younger self and advises on the importance of patience and thorough research before closing deals. They also touch upon the value of one-call closes and the need to ask for the order. The conversation shifts to the evolution of sales ops and the growing significance of RevenueOps, using AI and predictive analytics for business insights. Steve mentions their recent investment in a RevOps platform and how it helps identify gaps in deals, enabling coaching and improving closing opportunities. The guest highlights the role of Gong, a tool relied upon by the sales operations team. They also talk about enabling sellers with the OpsCruise offering, which provides insights and alerts on complex data types. Steve explains their lead generation strategies, which include outbound cold calling, strategic partnerships, LinkedIn campaigns, business intelligence tools, and participation in industry events. They discuss the importance of expanding the company's footprint within existing accounts and their partnership with CloudGenera for analytics and workload placement recommendations. The conversation concludes with a focus on sales methodology, particularly MedPIC (Metrics, Economic Buyer, Decision Criteria, Paper Process, Implicate Pain, Competitors). Steve shares their adoption of MedPIC and its benefits in deal qualification, understanding customer decision-making, and creating a sense of urgency.

INSIGHTS OF THE DAY

Navigating Time Constraints Without Losing Business - Steve: "I've learned over the years that you got to sit back and while we all have to want to close business and operate under our company's time constraints, you can't do that at the expense of losing business that you might otherwise have won."

Leveraging MedPIC to Drive Customer Action and Success - Steve: “I think the most important part about MedPIC that I like, in addition to understanding the competitors, is being able to implicate the pain. On a customer, right? So being able to help the customer understand that if they, if it's business as usual and they don't take action, there is a compelling event or a compelling pain that they're going to experience that won't go away unless they take action with us or someone else.”

Find out more about Steve Hershkowitz in the link below:

• LinkedIn: https://www.linkedin.com/in/steve-hersh/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler:  https://www.sandler.com/