Software Sales Simplified: MOVE to Success
Software Sales Simplified: MOVE to Success
Podcast Description
Our show discusses challenges Enterprise and Technical Sales teams encounter every day and creative ways to overcome them. Kevin and Matt have over 50 years experience selling Enterprise Software solutions, running sales teams, leading implementations, and driving consulting practices with some of the biggest companies in the world.
Kevin and Matt, authors of "Winning Faster: The MOVE Methodology", share their experiences with listeners and guests; exploring how technology is changing selling, consulting, and business.
Visit us at https://www.strategicsalesoptimization.com/
Podcast Insights
Content Themes
The show focuses on practical strategies for overcoming challenges in enterprise and technical sales, highlighting topics such as buyer behavior shifts, the role of technology in selling, and building trust with clients. Recent episodes include discussions on selling value in software and best practices for sales and marketing alignment.
Our show discusses challenges Enterprise and Technical Sales teams encounter every day and creative ways to overcome them. Kevin and Matt have over 50 years experience selling Enterprise Software solutions, running sales teams, leading implementations, and driving consulting practices with some of the biggest companies in the world.
Kevin and Matt, authors of “Winning Faster: The MOVE Methodology”, share their experiences with listeners and guests; exploring how technology is changing selling, consulting, and business.
Visit us at https://www.strategicsalesoptimization.com
This Week's Episode:This episode features insights from sales expert Sacha Kupaj on mastering enterprise sales, leveraging AI, and building effective team strategies. Discover practical tips on discovery calls, stakeholder management, and adapting to the evolving sales landscape.
About our Guest – Sacha Kupaj
Sacha Kupaj is a France-born enterprise sales leader based in Austin, who moved to the U.S. in 2018, began his career as an SDR, and has grown into a senior enterprise sales role at Conversica, where he focuses on conversational AI and complex customer engagement.
His career reflects a progression from frontline prospecting to enterprise-level selling and hospitality solution leadership, combining hands-on sales discipline, mentorship, competitive research, and a strong belief that AI can improve seller preparation, but trust, curiosity, and human execution still win complex deals.
Learn more about Sacha:LinkedIn –LinkedIn Profile
Conversica – LinkedIn Page
00:00 Introduction to Software Sales Simplified
01:02 The Role of SDRs in Sales
03:01 Transitioning from SDR to Enterprise Sales
08:59 The Importance of Mentorship in Sales
11:52 AI's Role in Enterprise Selling
16:01 Human Element in Sales
19:46 Collaboration and Team Dynamics in Sales
24:53 Leveraging Team Synergy for Sales Success
27:28 Building Trust and Emotional Connections in Sales
29:18 Effective Communication and Collaboration Strategies
32:19 The Importance of Preparation and Dry Runs
35:01 The Role of Humility and Continuous Learning in Sales
35:35 Navigating Transitions in Sales Roles and Industries
38:41 Understanding the Competitive Landscape in AI Sales
40:36 Leveraging AI for Sales Efficiency and Research
45:43 Advice for Aspiring and Established Sales Professionals
49:04 Like, Follow, and Subscribe!
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]
”What is a Sales Engineer?” – SSO’s Education Series on YouTube: https://www.youtube.com/playlist?list=PLxuHbkRfIWtVj_Hg1GYBIg-o5M-icJLn0
Get Your Copy of ”Winning Faster”!
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.
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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 and 2026. 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.
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