In this episode of The G&T Sessions, Andrew Turner and Brian Mort discuss the evolution of technology and sales, the challenges of scaling startups, and the importance of training and expertise in the industry. They explore the widespread adoption of AI and automation, the complexities of go-to-market strategies, and the impact of capital on sales dynamics. The conversation highlights the art of selling, the role of founders, and the skills needed for the future workforce, emphasising the need for continuous learning and adaptation in a rapidly changing environment. Takeaways - The importance of understanding customer needs in sales. - Training and expertise are crucial for success in technology sales. - Scaling startups presents unique challenges that require strategic planning. - AI adoption is widespread, but many companies struggle with ROI. - Automation is evolving, and companies must adapt to new technologies. - Hyper-growth requires careful talent acquisition and management. - Sales skills are still relevant but need to adapt to modern challenges. - Founders play a critical role in shaping sales strategies. - Navigating complexity in go-to-market strategies is essential for success. - The future workforce will require continuous learning and adaptation. Chapters 00:00 Introduction and Early Memories 02:56 The Evolution of SAP and Its Culture 06:10 Sales Training and Talent Development 08:52 The Shift to AI and Automation 11:55 Challenges in AI Adoption and ROI 14:53 Navigating the Future of Business Processes 18:01 Hyper Growth and Organizational Challenges 21:02 The Role of Data and Decision Making 24:01 The Importance of Understanding Customer Needs 35:19 Navigating Supply Chain Challenges 39:00 Understanding Customer Needs 40:26 The Journey of Founders and Sales 43:45 Building a Resilient Workforce 46:50 The Future of Technology and Startups 50:36 Evolving Sales Skills in a Digital Age 01:02:06 The Art of Selling in Modern Times 01:07:02 Navigating Growth Pressures in Business Brian Mort, is a global AI & Automation executive, with over 25 years in technology leadership, and service sectors. His career spans startups through to IPOs (EXTN), & P/E exits (most notably JDAS, Smartfocus, PRSM). Raising over $500m growth capital, (Deutsche, Kleiner, Hummer, Accel, G&H), acquiring global vendors in buy/build (i2- $400m, TTY- £89m), in both risk and p/equity capital, and executing over $4bn in exit valuations. (highlighting JDAS, $1.9bn, PRSM $1.6bn) Consistently driving hyper-growth, building high performance teams. Brian's strategic prowess in go-to-market (GTM) strategies, and global performance execution, has been honed through executive roles at industry giants such as Oracle, SAP, Deloitte JDA (now Blue Yonder), and Blue Prism Plc. His expertise encompasses a wide range of industries, including financial services, healthcare, telco, retail, Hi-Tech F&B, in data, analytics, CX, and RPA automation, making him adept at navigating complex product & market landscapes. Working alongside the World’s leading alliance and GSI partners at C-Level, executing large ticket solutions to Fortune500 corporations. Brian has always been a culture builder, with customer & people leadership at the core, his innovative, dynamic approach make him an invaluable asset in propelling organisations to new heights for investors, shareholders, clients & employees Today, Brian is Co-founder of Mission Intelligence, to enable pre-post deal in event strategy GTM and growth services to PE and tech vendors. In addition, he is GTM Board advisor, Redsand.ai, an AI Compute platform for LLM and inference bandwidth scaling up globally through distribution partners Links www.missionintelligence.ai https://www.linkedin.com/in/brian-mort-4b3b105/
