Author Archives: Marty Levy

About Marty Levy

Marty is a veteran Silicon Valley sales executive. With more than 20 years of experience in sales and sales leadership roles in the semiconductor, PC, software, and enterprise cloud application arenas, Marty is recognized for his thought leadership in sales strategy development and sales performance management in the technology industry. His expertise is with hybrid sales teams and channel development. As a Vice President of Sales he has led teams through an IPO, implemented a successful divisional turn-around, and established global major account relationships. He has managed global sales teams in two public companies and created and managed go-to-market strategies leading to adoption of a variety of leading edge technologies. Marty has deep knowledge of the OEM and enterprise B2B sales process for vertical markets and applications. Marty's passion for the sales profession is demonstrated in his work as Chairman of the Sales Leadership Council within ExecWorld, where he also serves as a Board member.

The Partner Commitment Challenge

The “C” word (Commitment!) strikes fear in many.  Yes, you must make a commitment to succeed with partners. Companies that want to scale their business need to consider partner channels. It seems so appealing to engage with partners…leveraging their sales … Continue reading

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Say Hey!

If you’ve ever played or love baseball this post is for you! The connection you have with your baseball glove transcends most other relationships.  It is not just a piece of leather, but a sacred and vital tool for executing … Continue reading

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The Perfect Pairing

Just like the taste of a steak can be enhanced when paired with a good Cabernet Sauvignon, a great sales strategy coupled with a good sales plan of action is the perfect pairing.  The Cabernet may be good when you … Continue reading

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The Ultimate Buying Decision Criteria

When selling to a customer, what is the most important criteria they will use to make the decision to buy from you? Price, delivery, support, features…which one? The ultimate decision criteria is TRUST. The buyer will make a decision to … Continue reading

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Who Cares!?

Who Cares!? My first sales training included role playing with this phrase as a focus.  Effectiveness in getting customers to recognize that your solution is something they need to care about, is still a primary challenge for sales people and … Continue reading

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Spear Fishing and the Art of Selling

I read a great quote recently from a CIO who wants to work with VARs (salespeople) who are ”spear fishing” when contacting him. It struck me that this was the perfect metaphor for selling today… sales expertise is like being … Continue reading

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Perspective: On Being a LEAD

It was on Sept. 1, 2011 that I became a lead. I didn’t start out that way. Initially, I was one of 45,000 ”attendees” at Salesforce.com’s Dreamforce conference. By the time I left the San Francisco conference, the ecosystem of … Continue reading

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Buying Processes are Changing – Are you?

When was the last time you called a restaurant to find out what’s on the menu and to make a reservation? It’s likely you’ll have to search your memory to remember. As a consumer, I know I go to the … Continue reading

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Welcome to Sales Leadership – The Valley View

Welcome to my world.

This blog is about sales leadership from a vantage point inside the technology industry. It is about finding or inventing ways to overcome challenges to growing revenues in the tech world. It is derived from my experience and insights in leading sales teams. It incorporates the wisdom of my colleagues who have faced these same challenges. It is about B2B selling in Silicon Valley.

“Sales Leadership – The Valley View” will strive to provide you with a Silicon Valley perspective on effective sales leadership.

The ever changing, demanding technology industry requires sales leadership that knows more than how to build a sales team or motivate salespeople. It is about constantly adapting to sales issues created by technology innovation, exponential rates of change, and global competition. It is about designing processes, recruiting and motivating talent, and scaling sales practices while in a constant state of market change.

Those who succeed as sales leaders here know how to plan, create, implement and adapt while also able to “control” the elements for meeting/exceeding ambitious venture capital influenced revenue goals. While racing to meld the various elements of sales, customer, and company requirements at what appears sometimes to be steroid enhanced speeds, the best Silicon Valley sales leaders manage to deliver results. Is it any wonder we marvel at Lance Armstrong’s performance results?

How do we become effective sales leaders in “The Valley”?

The answers are not written in stone. No, that’s too permanent. The “Valley View” is of sales leaders who combine experience, expertise with the skills of sales, intuition, superb interpersonal skills, and continuous learning- coupled with a big measure of daring, to be declared great sales leaders.  The rewards of success may forever change one’s life.  Failure however, is not an option.

For most, effective sales leadership abilities are not something they are born with. They are an acquired form of people, process, personality, and performance synthesis.

Join me in these discussions so that together we can share and find the answers to sales leadership effectiveness.  I will be your guide in exploring “Sales Leadership – The Valley View” – but, it is through your participation in the dialogue that will allow all of us to learn and grow.

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