In this episode of Tech Sales Insights, Randy Seidl is joined by Matt Horner, Executive Vice President of Global Enterprise Sales at Worldwide Technologies (WWT). They discuss the role and impact of generative AI in enterprise businesses, the importance of company culture at WWT, and the innovative ways WWT integrates new technology partners. The conversation also covers Matt's career journey, including his start in inside sales, his rise to leadership at WWT, and his approach to fostering enterprise relationships. Matt emphasizes the significance of preparation and adaptability in sales, and the ongoing need for training and development within teams. The episode highlights WWT's commitment to mentorship, community involvement, and the continuous pursuit of excellence in both innovation and customer engagement. KEY TAKEAWAYS Generative AI's Impact: Compared to the industrial revolution, it can revolutionize modernization, profitability, and efficiency in enterprises. Enterprise Adoption: Crucial for enterprises to leverage AI to avoid disruption and address cyber threats. Sales Team Strategy: Focuses on highly structured training and enablement, including AI driver's licenses and certifications. Company Culture: Emphasizes respect, innovation, and continuous improvement, protected as the company scales. Industry Relationships: Importance of new relationships within large enterprise accounts to gain advocates and deeper engagement. QUOTES "Generative AI is the modern-day industrial revolution in terms of technological advancement." — Matt Horner "Our net new logos in the enterprise space are net new relationships." — Matt Horner "Preparation for separation is key; you need to bring something that catches the client's eye to differentiate yourself." — Matt Horner "If you ignore the necessary adoption of AI in your enterprise, you risk being disrupted by industries leveraging it." — Matt Horner Find out more about Matt Horner through the link/s below: https://www.linkedin.com/in/matt-horner-a38b713/ This episode is sponsored by Iternal, empowering enterprises to become Idea Factories with its Turnkey AI solutions. By rapidly deploying patented AI technology and innovative methodologies, Iternal helps organizations transform the way their teams collaborate, engage with customers, and scale their best ideas seamlessly.