In this Tech Sales Insights episode, Randy Seidl is joined by Chuck Smith, VP of Business Development at IBM Infrastructure Group and Sales Community Advisory Board member. Chuck shares insights on IBM's infrastructure services, their pivot to 'as a service' models, and the importance of product-market fit and positioning. The discussion also covers Chuck's career trajectory, the role of sales engineers, and the evolving sales culture at IBM. Chuck emphasizes the value of networking, and maintaining personal relationships, and offers practical GTM tips for sales professionals. Sponsored by Sandler, this episode provides a deep dive into the strategies shaping IBM's market approach.

KEY TAKEAWAYS

• IBM’s GTM Strategies: Discussions about IBM’s focus on modernizing through AI and Hybrid Cloud technologies with an emphasis on go-to-market (GTM) strategies.
• As-a-Service Model: Chuck details IBM’s transition towards offering flexible “as-a-service” models to meet modern business needs.
• Importance of Partners: Emphasis on the critical role of channel partners in driving sales and customer relationships.
• Sales Enablement: The significance of sales enablement and training for successful GTM execution.
• Cultural Shifts: Tackling cultural shifts within IBM to support an annuity-based sales model as opposed to traditional transactional models.
• Career and Mentorship: Chuck shares insights on career growth, emphasizing the importance of mentors and maintaining professional networks.

QUOTES

• On Sales and Customer Relationships: "Salespeople are your customers. Always ensure you’re supporting them to the fullest."
• Regarding IBM’s Strategy: "IBM is much more modern than many perceive, given our investments in AI and Hybrid Cloud."
• On As-a-Service Models: "Adopting an 'as-a-service' model helps IBM offer cloud-like experiences for on-premise infrastructure."
• Sales Insights: "Know the company you’re selling to, understand their business needs, and remember you're selling yourself."
• Market Positioning: "The value proposition is critical. Understand what you're replacing or improving for the client."
• Tech-Sales Synergy: "Pre-sales resources, like sales engineers, are often the unsung heroes. They are vital to closing deals."
• Career Advice: "Keep your professional network in tune, and never take it for granted."

Find out more about Chuck Smith through the link/s below:
https://www.linkedin.com/in/chucksmith3/

This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.