ACQ2 by Acquired The Art of Selling Enterprise Software (with ServiceNow CEO Bill McDermott)
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Mar 10, 2025 
Bill McDermott, CEO of ServiceNow and former SAP leader, shares insights from his remarkable career starting at Xerox. He reveals the essentials of enterprise sales, emphasizing empathy and personal relationships as keys to success. McDermott discusses the importance of teamwork and adaptability in today's corporate landscape, as well as the transformative impact of AI on customer service. He also highlights the need for a unified vision and brand identity in enterprise software, making a compelling case for prioritizing people and joy in the workplace.
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Xerox's Hiring
- Bill McDermott landed a sales job at Xerox despite a non-traditional background.
- His persistence and genuine enthusiasm impressed the hiring manager.
Early Xerox Days
- During his early days at Xerox, Bill meticulously learned about his sales territory and built relationships with everyone.
- He emphasized the importance of hard work and understanding customer needs.
SPIN Selling
- Focus on understanding the customer's needs and tailor your approach accordingly, using the SPIN selling method.
- Prioritize building genuine relationships with clients.
