Welcome to Hunters and Unicorns, 20/20/20 Mastery Mission. 

20 topics, 20 guests for 20 minutes. 

We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery. 

Today we are joined by Rob Watson, VP Sales at Sutter Hill’s next rocket ship, Observe Inc. 

In episode 3, Rob talks about how to set up a framework for win-win buyer and seller relationships and how to navigate the sales process and beyond with this at the forefront of your mind. 

“Technology companies sell by leading with the solutions, but truly transformational deals can only be secured when you find a win for your client and a win for your company.” 

Rob discusses the importance of the discovery process and the need for salespeople to adopt a win-win philosophy so that they can leapfrog beyond a traditional, resistant, or guarded interaction, break down trust barriers and truly connect as business partners. 

In order to move away from transactional selling and create a value-based relationship with customers that continues to evolve and grow, it is vital to find the intersection between the win for your company and the win for your client. It is not enough to simply sell your solution, you need to connect the dots and solve problems by offering measurable, tangible value that your customers can continue to invest in. If you want to make transformational deals happen, you need to listen and use empathy as your fuel for success. 

Sharing key insights and experiences from his own career, Rob explains the science behind the success of his win-win approach and how to use it to yield deeper client relationships, lead successful negotiations and achieve great results in sales. 

Listen to our story session to discover more on how to apply Rob’s strategies to real business scenarios and learn tactics, tips, and best practices for creating win-win situations in your business.