Ep 12: Guest, Tony Marshall - Racing To Sales Success

This week's Guest: Tony Marshall

In this episode of Software Sales Simplified, hosts Kevin Donville and Matt Long engage with Tony Marshall, sales leader and innovator in the property insurance sector. Tony discusses his transition from enterprise software sales to insurance, the evolution of sales techniques, changing buyer expectations, and the importance of discovery in the sales process. Tony shares his journey into sales, the role of mentorship, and draws parallels between ultra running and sales success, emphasizing the significance of authenticity and relationship-building in today's market.

About Tony Marshall:

Tony Marshall is a seasoned sales professional who transitioned from enterprise software sales to become an innovator in the property insurance sector. Leveraging his expertise in customer engagement, consultative selling, and mentorship, he drives success by aligning measurable sales criteria with actionable customer insights.Tony is an accomplished ultra-distance runner who has an impressive racing history. Tony feels there's many touch points between running and successful enterprise selling and attributes the discipline he learned from running as part of his winning philosophy.

https://www.linkedin.com/in/tony-marshall-1234643/

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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. 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

01:03 Meet Tony Marshall: Innovator in Property Insurance

03:02 Transitioning from Enterprise Sales to Insurance

05:42 Skills for Success in Sales

07:28 The Evolution of Communication in Sales

09:38 Changing Dynamics in Enterprise Sales

12:56 Understanding the Modern Buyer

15:36 Tony's Journey into Sales

19:33 Mentorship and Growth in Sales Careers

21:36 Qualifying Deals and High Win Rates

24:49 The Importance of Demos in Sales

26:59 Discipline in Sales and Ultra Running

32:41 The Journey of Ultra Running

35:06 Building Authentic Relationships in Sales

40:02 Outro