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Introducing ’Hunters and Unicorns’ – the podcast that shows you what it takes to be #1 in software sales. Are you hungry for the inside scoop on what it takes to lead in the dynamic world of software sales? Join us each week as we dive deep into the journeys of the trailblazers shaping the tech landscape’s future. 🔍 Dive into pivotal past experiences. 🎙️ Unveil the Playbooks of Tech Titans! 🚀 Revealing strategies of tech leaders driving growth. 🎯 Insights from thought leaders, entrepreneurs, execs. 🔥 Ignite innovation, leadership, extraordinary achievements. 🌐 1M+ global downloads – a community of tech enthusiasts. 🦄🎉 Subscribe and discover what it takes to be #1 in software sales! 👋 We are your hosts, Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, a tech recruitment agency in the UK. Visit our website to find out more: https://huntersandunicorns.com
Episodes
Wednesday Feb 05, 2025
Wednesday Feb 05, 2025
In this episode of RAW STORIES LIVE, we sit down with Josh Bey, VP of West & APJ at Obsidian Security, as he shares the gripping story of how he turned a seemingly unwinnable deal into a game-changing success.
Facing financial pressure & personal life challenges, Josh breaks down the emotional investment, strategic pivots, and relentless determination that ultimately secured a massive win. This episode dives deep into the importance of resilience, the power of champion-building, and the art of navigating high-stakes negotiations.
🏹 Key Topics Covered:
00:00 - Intro
02:19 - A Scrappy Patch & an Unproven Market
05:11 - The Deal No One Believed In
07:08 - The Pivotal Meeting
08:59 - The Missing ‘Why Now’
10:32 - Finding the Real Champion
11:38 - Everyone Gave Up, But I Had No Choice
13:29 - The Biggest Lesson in Deal Making
💥 3 Biggest Lessons:
1️⃣ Emotional investment can blind you – A deal isn’t real until you align it with the customer’s true business drivers. Personal stakes don’t equal urgency for the buyer.
2️⃣ The "why now" follows the "why anything" – If your deal lacks a compelling reason for change, there is no urgency. Customers must see value beyond just your product.
3️⃣ The real champion is the one who benefits the most – Look beyond those who like your solution. The real decision-maker is the one who gains money, a promotion, or influence. 🙌
Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel!
🔗 Episode's Links:
🔹 Connect with Josh Bey – https://www.linkedin.com/in/joshuabey/
🔹 Learn more about Obsidian Security – https://www.obsidiansecurity.com/
🦄 Connect with Hunters & Unicorns:
Website: http://huntersandunicorns.com
Twitter: http://twitter.com/HuntersUn1corns
Instagram: http://instagram.com/huntersandunicorns
Blog: http://huntersandunicorns.com/blog
💬 Notable Quotes: 📢 "If you don’t have a strong enough ‘why anything,’ you’ll never get a ‘why now.’” – Josh Bay 📢 "Customers don’t care about your fiscal year or personal stakes. They care about their business needs." 📢 "Find the champion who has something to gain—more money, a promotion, or expanded control."
#rawstorieslive #softwaresales #huntersandunicorns