E25: Software Sales: The Good, The Bad and The Ugly

Episode Description

Join Tomás O’Leary and Brendan Walsh as they discuss the EMPOWER 2021 event, $314 billion in profits between a three-person Microsoft sales team, and a rejuvenated Micro Focus on the back of better sales execution. Then, Paul Lanigan joins to explain why large software companies can sometimes get away with poor service, what Audit, Bargain, Close has to do with Drive-By Selling, and what the skill sets of successful sales people are.

Episode Guest: Paul Lanigan

Paul Lanigan is the Managing Director of the Sandler Sales Institute. Paul has two decades of experience in the sales industry, and is known for his entertaining and educational training style. Paul also hosts the Sales Leadership Podcast.

Paul Lanigan