Martin Mackay for Boardwave Masterclass Series

December 05, 2023

Video Transcript

Speaker: Martin Mackay

Please would you tell us your name and current role

Martin Mackay: Hi, everyone. My name is Martin Mackay and I am the Chief Revenue Officer for VERSA Networks. We are a venture capital backed PRE-IPO company based out of Santa Clara, California and I have global responsibility for all activities in the field.

Tell us about your career, and your credentials in sales leadership

Martin Mackay: In terms of credentials to be part of this Broadwave Masterclass series. I've been in the technology industry for longer than I care to remember. And I played every role in technology companies. With the exception of CFO because I'm not a qualified accountant. So I've been Chief Executive, Head of Sales, Head of Marketing, Head of Product, etcetera. And I guess my sales career goes back more than 20 years. And as I say, I've led sales efforts for venture capital back companies. I've led sales efforts for very large US Corporates and effectively have led the sales motion for enterprise and mid market go-to-market as well. So have got a lot of experience in terms of what it takes to bring a product to market and to sell it successfully.

What do you hope attendees will be able to learn from this Master Class series in Scaling Sales

Martin Mackay: In terms of what I hope people will get out of this Master Class Series, I guess a couple of things. A long time ago, one of my industry mentors said to me "Martin sales is a process". And whilst I think it's a mistake to rely solely on technique, what I think the participants are gonna learn is how to use technique, sales process, sales methodology if you will, to their advantage. Now, one of my favorite sayings is that "Customers buy for their reasons, not for ours". Which means that whilst we may think we have the best product, we may think we have the best value, that is not ultimately what is going to decide whether you win or not. It's not just a question of IQ. but it's a question of EQ, that is to say, understanding the emotional drivers behind the purchase decision. And I think what people are gonna be able to get from this series is both that combination of understanding best practices in terms of process, but also understanding how you can deploy EQ, that is to say, emotional intelligence to help you win the sale

Please could you summarise

Martin Mackay: Ultimately, a leader only has two problems.... not enough orders and every other problem... and this series is gonna help you really address that first challenge, which is how to make sure that your results are good. So, thank you for your interest. Delighted to be part of this Broadwave Masterclass series. I would absolutely encourage everyone whether your role is leading an early stage organization or whether you're part of a more mature company to sign up and participate because I think the value of this series is gonna be inestimable. So thank you and looking forward to sharing my experience with you.

Produced with Vocal Video