Open Source Sales

Soni Sindhal
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Open Source Sales is a podcast built for people who actually work in sales — or who are trying to figure out how to get there. Every episode features a real conversation with someone who's been in the trenches: closing enterprise deals, building sales teams from scratch, or growing a business from zero. No scripted interviews, no recycled advice — just honest stories about what actually happened, what went wrong, and what they learned the hard way. This show is for three types of listeners: Entrepreneurs who are figuring out how to sell, build a go-to-market strategy, and grow revenue without a playbook.People starting their sales career who want to know what it actually takes to break in, what hiring managers really look for, and how to avoid the mistakes that stall a career before it starts.People switching lanes in sales — SDRs moving into AE roles, AEs moving into account management, reps jumping from SMB to enterprise, or from hardware to software. If you're making a move and don't know what changes, this is for you.Every guest also comes from a different industry — SaaS, aggrotech, manufacturing, and more — so each episode doubles as a crash course in that world: the terminology, the buyers, the tools, and the things nobody tells you until you're already in the room. No fluff. No recycled LinkedIn advice. Just real people, real deals, and real lessons — so you can learn from experience that isn't your own.

Episodes

  1. 3d ago

    Pipeline Problem, Not a Lead Problem: A 25-Year Sales Vet Explains | Tim Mata

    We're not failing at sales because we lack talent. We're failing because we stop digging one question too early. Today, Soni sits down with sales leader and fractional sales executive Tim Mata to unpack why most salespeople plateau — and why the ones who don't share one trait in common: relentless curiosity. Tim shares how a random opportunity at IBM in 1997 turned into a 25-year career that took him through BEA Systems, an 11-year run at Splunk (which grew from $18M to $2B in revenue as a company during his time there), Sonatype, DataLocker, and Sumo Logic — and how those same lessons now shape the fractional sales leadership work and AI community-building he does today. Soni and Tim break down what actually separates reps who stay stuck from reps who break into six figures and beyond: knowing how to dig three or four layers into a prospect's pain instead of stopping at the surface, treating a stalled pipeline as a strategy problem instead of a lead-volume problem, and segmenting accounts (A's, B's, and C's) so effort goes where it actually pays off. Tim is candid about what hiring managers are really scanning for when they read a resume, why "sheer will" beats natural talent every time, and how someone with zero network can still break into tech sales today. They also get into the deeper mindset shifts — leadership vs. staying an individual contributor, enterprise vs. mid-market vs. SMB, and why diligence and persistence, not motivation, are what actually carry a career through the 60-70% of deals that don't close. In this interview, you'll learn: How to Break Into Tech Sales With Zero Network or ConnectionsWhat Hiring Managers Are Secretly Looking For on a ResumeThe Real Difference Between a Lead Problem and a Pipeline ProblemHow to Segment Your Accounts (A/B/C) So Your Effort Actually Pays OffHow to Ask "Why" Three or Four Layers Deep to Uncover Real PainHow to Know If You're Built for Leadership or Individual ContributionWhether AI Will Actually Replace Salespeople — and What SurvivesThe One-Word Answer for Long-Term Success in SalesClosing deals was never about the metrics. It's a skill — and like any skill, it's built one uncomfortable conversation at a time. 🎧 Press play now, and if this episode moves you, share it with someone starting their first year in sales. They'll need it. Guest ResourcesTim Mata | LinkedIn Cavalry Sales Partners | cavalrysalespartners.com Mind and Machine DFW | mindandmachine.ai

  • 1 Episode

About

Open Source Sales is a podcast built for people who actually work in sales — or who are trying to figure out how to get there. Every episode features a real conversation with someone who's been in the trenches: closing enterprise deals, building sales teams from scratch, or growing a business from zero. No scripted interviews, no recycled advice — just honest stories about what actually happened, what went wrong, and what they learned the hard way. This show is for three types of listeners: Entrepreneurs who are figuring out how to sell, build a go-to-market strategy, and grow revenue without a playbook.People starting their sales career who want to know what it actually takes to break in, what hiring managers really look for, and how to avoid the mistakes that stall a career before it starts.People switching lanes in sales — SDRs moving into AE roles, AEs moving into account management, reps jumping from SMB to enterprise, or from hardware to software. If you're making a move and don't know what changes, this is for you.Every guest also comes from a different industry — SaaS, aggrotech, manufacturing, and more — so each episode doubles as a crash course in that world: the terminology, the buyers, the tools, and the things nobody tells you until you're already in the room. No fluff. No recycled LinkedIn advice. Just real people, real deals, and real lessons — so you can learn from experience that isn't your own.

Information

  • Creator
    Soni Sindhal
  • Years Active
    2026
  • Episodes
    1
  • Rating
    Explicit
  • Copyright
    © 2026 Soni Sindhal
  • Show Website
    Open Source Sales