Announcing "Tech as a Sales Force Multiplier: A Podcast season for IT Leaders Driving Sales"

"Most careers turn into sales jobs when you get senior enough." — Sam Altman, former president of Y Combinator.

Sales is the lifeblood of any company. When money flows in, problems get solved. Resources expand. Ambitions turn into reality. Yet, in many IT services firms, the sharpest technical minds are kept at arm’s length from sales. That’s a costly mistake.

# The Tech-Sales Divide: A Missed Opportunity

Most IT services firms operate in silos:

💰 Sales — The smooth talkers, the relationship builders, the deal closers.
🛠 Tech — The architects, the problem-solvers, the fixers.

This divide leads to missed opportunities:

• Tech leaders believe, “Sales isn’t my job.” They assume their role begins after the contract is signed.
• Sales teams struggle to explain complexity. When a deal hinges on technical depth, a traditional salesperson alone isn’t enough.

# The Future: Tech as a Sales Force Multiplier

I’m relaunching my podcast, Gravitas WINS, with a bold new season: “Tech Leverage: Winning Sales in IT Services.” This season is for senior tech leaders—directors, architects, delivery heads—who don’t just build solutions but can also drive deals forward. The goal? To show how technical expertise can be the decisive edge in winning high-stakes deals.

I’ve seen this in action: tech leaders stepping up, owning the sales moment, and tipping the scales on multi-million-dollar wins. Now, I want to share how—and I want your stories to lead the way.

# What’s Coming: The Playbook for Tech-Driven Sales

Each episode will dive into real-world strategies tech leaders have used to influence sales, close deals, and elevate their careers. Expect insights, battle-tested tactics, and firsthand experiences from those who’ve made it happen.

Here’s a preview:

• Solution Selling: How identifying the right technical challenge can turn into a multi-million-dollar deal.
• Consultative Selling: The power of deep discovery calls and how they reshape engagements.
• Value-Based Selling: Demonstrating ROI in ways that resonate with decision-makers.
• Relationship-Driven Sales: The role of long-term client partnerships in sustained revenue growth.
• RFP Mastery: Crafting technical responses that win high-stakes contracts.

These aren’t just theoretical lessons—they’re actionable insights from those who’ve made an impact. If you have a story that fits, I want to hear from you. Let’s uncover the tactics that help tech leaders drive business success.

# Why Tech Leaders Matter in Sales

You are the secret weapon in IT services sales. Sales reps can pitch, but you bring something they can’t—credibility. You translate complex problems into solutions. You speak the language of skeptical buyers. You solve challenges on the fly in ways that close deals, not just conversations.

Here’s the best part: you don’t need to become a salesperson. You just need to amplify what you already do. Tech Leverage is your roadmap to making that happen—one episode at a time.

# The Host

I’ve been in the trenches, seeing firsthand how tech leaders help win large enterprise deals—or how the lack of technical expertise can break them. As a CTO in sales, I’ve spent years exploring how technical expertise drives business growth. Now, with Tech as a Sales Force Multiplier, I’m bringing those insights—and yours—to the forefront.

# Let’s Build This Together

This season isn’t just about insights—it’s about you.

• Have you turned a client demo into a signed deal?
• Navigated a tough RFP to victory?
• Built a long-term partnership that’s paid off?

I want to hear your story. And if you know someone who fits the bill, send them my way.

Here’s how to get involved: email me at podcast@jjude.com. Let’s make this season a game-changer—together.

# The Details

📅 Launch Date: June 2025
🎙️ Episodes: Weekly
🔔 Subscribe now to catch these episode—this is a conversation you won’t want to miss.