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Ep. 14: Guest Gary Williams - Make it Personal. Driving Sales Success.
This Week's Guest: Gary Williams
In this episode of Software Sales Simplified, hosts Matt and Kevin sit down with Gary Williams, VP of Sales at Monetate, to explore his journey in sales leadership and the evolving landscape of the Personalization and Testing markets in software sales. They discuss the importance of process, the challenges of validation fatigue, and the role AI plays in enhancing Personalization and Testing offerings. The conversation also touches on privacy concerns in the new AI-driven landscape, customer retention strategies, and effective discovery techniques in sales. Gary emphasizes the need for collaboration within sales teams and the significance of understanding customer needs to drive success.
About Gary Williams: Gary has been building and leading software sales teams for over 20 years. His passion is seeing his teams mature and grow to become the best they can be. Gary's family tree has a number of CEOs and CROs that began their sales careers with him. Additionally, witnessing his customers ascend and receiving material promotions by leveraging his solutions is also really special.
When Gary's not "Making It Personal" with Monetate, he's rooting on his Indiana Hoosier Sports teams and playing significantly over par golf.
https://www.linkedin.com/in/garywilliams4/
About Software Sales Simplified:
Visit us at: https://www.strategicsalesoptimization.com/
Follow us on Linkedin: https://tinyurl.com/2tcx7mjx
Send us your questions at - [email protected]
Get Your Copy of "Winning Faster"!
Order your own copy of, "Winning Faster: The MOVE Framework for Enterprise Software Sales" on our website or on Amazon.
Available Here:
https://www.strategicsalesoptimization.com/move-book
Why Listen to Software Sales Simplified?
Make Software Sales Simplified: MOVE to Success, your go-to podcast for mastering enterprise software sales through authentic customer engagement and actionable consulting insights. Join us for each episode as we break down proven strategies and real-world experiences to help you build trust, close deals, and drive long-term success along your Enterprise Software Sales or Consulting journey.
Copyrighted Broadcast:
Thank you for tuning in to Software Sales Simplified: MOVE to Success. This podcast is produced by and is the sole property of Strategic Sales Optimization LLC, copyright 2025. Reproduction or use of this broadcast in whole or in part without express written permission from Strategic Sales Optimization LLC is strictly prohibited. All rights reserved.
Chapters:
00:00 Introduction to Software Sales Simplified
01:29 Gary Williams: A Journey in Sales Leadership
04:59 The Importance of Process in Sales
10:05 Navigating Validation Fatigue in Sales
14:49 Personalization vs. Segmentation in Sales
21:06 The Role of AI in Personalization
23:56 Privacy Concerns in AI and Personalization
27:25 Customer Retention Strategies
29:48 The Future of Personalization in Sales
33:01 Effective Discovery Techniques in Sales
39:08 Team Collaboration in Sales Success
42:48 Outro
View all episodes
By Strategic Sales Optimization (SSO)This Week's Guest: Gary Williams
In this episode of Software Sales Simplified, hosts Matt and Kevin sit down with Gary Williams, VP of Sales at Monetate, to explore his journey in sales leadership and the evolving landscape of the Personalization and Testing markets in software sales. They discuss the importance of process, the challenges of validation fatigue, and the role AI plays in enhancing Personalization and Testing offerings. The conversation also touches on privacy concerns in the new AI-driven landscape, customer retention strategies, and effective discovery techniques in sales. Gary emphasizes the need for collaboration within sales teams and the significance of understanding customer needs to drive success.
About Gary Williams: Gary has been building and leading software sales teams for over 20 years. His passion is seeing his teams mature and grow to become the best they can be. Gary's family tree has a number of CEOs and CROs that began their sales careers with him. Additionally, witnessing his customers ascend and receiving material promotions by leveraging his solutions is also really special.
When Gary's not "Making It Personal" with Monetate, he's rooting on his Indiana Hoosier Sports teams and playing significantly over par golf.
https://www.linkedin.com/in/garywilliams4/
About Software Sales Simplified:
Visit us at: https://www.strategicsalesoptimization.com/
Follow us on Linkedin: https://tinyurl.com/2tcx7mjx
Send us your questions at - [email protected]
Get Your Copy of "Winning Faster"!
Order your own copy of, "Winning Faster: The MOVE Framework for Enterprise Software Sales" on our website or on Amazon.
Available Here:
https://www.strategicsalesoptimization.com/move-book
Why Listen to Software Sales Simplified?
Make Software Sales Simplified: MOVE to Success, your go-to podcast for mastering enterprise software sales through authentic customer engagement and actionable consulting insights. Join us for each episode as we break down proven strategies and real-world experiences to help you build trust, close deals, and drive long-term success along your Enterprise Software Sales or Consulting journey.
Copyrighted Broadcast:
Thank you for tuning in to Software Sales Simplified: MOVE to Success. This podcast is produced by and is the sole property of Strategic Sales Optimization LLC, copyright 2025. Reproduction or use of this broadcast in whole or in part without express written permission from Strategic Sales Optimization LLC is strictly prohibited. All rights reserved.
Chapters:
00:00 Introduction to Software Sales Simplified
01:29 Gary Williams: A Journey in Sales Leadership
04:59 The Importance of Process in Sales
10:05 Navigating Validation Fatigue in Sales
14:49 Personalization vs. Segmentation in Sales
21:06 The Role of AI in Personalization
23:56 Privacy Concerns in AI and Personalization
27:25 Customer Retention Strategies
29:48 The Future of Personalization in Sales
33:01 Effective Discovery Techniques in Sales
39:08 Team Collaboration in Sales Success
42:48 Outro