Elevating Performance (HD)

Paul H. Pearce discusses effective sales strategies, emphasizing the importance of engaging clients by presenting the most relevant information upfront. He details the concept of 'designing with the end in mind' and how this approach can transform sales demos into more engaging experiences.
The discussion also touches on overcoming objections in sales training and utilizing human psychology to enhance presentations, ultimately leading to better sales outcomes.
Key Topics
Bring the strongest thing up front to engage clients
Design with the end in mind to build trust
A great demo should hook the audience like a movie trailer
Clients prefer partners over tour guides in sales
Engagement increases when customers see relevant information first
Silence can be a powerful tool in sales conversations
Guest
Paul H. Pearce, is the President of the Americas for Great Demo! Paul serves as an advisor, coach, instructor, and keynote speaker addressing the Great Demo! discovery and demo methodologies.  Paul earned his MBA with a concentration in Finance from Eastern Illinois University, complementing his distinguished service in the Air National Guard.
Great Demo! LLC specializes in enhancing the success of software organizations by improving their sales, presales, marketing, and customer success outcomes through tailored discovery and demo strategies. The company offers workshops, seminars, webinars, keynotes, and coaching, focusing on equipping B2B software teams with high-performance skills in discovery, storytelling, and solution-focused demonstrations.
Timestamps
00:00 Engaging Clients with the End in Mind02:01 Transforming Demos into Conversations02:46 Overcoming Objections in Sales Training03:25 The Psychology Behind Effective Presentations
Host
Mark A. Dronen is a veteran entrepreneur and executive coach at Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses. He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.
#Entrepreneurship #Leadership #SalesEffectiveness #TechSales

Paul H. Pearce discusses the transformative impact of AI on sales and coaching. He explores how AI accelerates processes, enhances insights, and demands a more strategic approach from leaders.
The discussion emphasizes the importance of an AI-First mindset, leveraging AI for pre-call planning, and of interactive communication in sales and the role of AI in providing real-time coaching and guidance utilizing data-driven insights to improve sales methodologies.
Key Topics
AI is accelerating sales processes and insights
Leaders must adapt to AI's demands for strategy
An AI-first approach is essential for modern business
AI can enhance pre-call planning and storytelling
Data analysis from platforms like Gong.io provides valuable insights
Guest
Paul H. Pearce, is the President of the Americas for Great Demo! Paul serves as an advisor, coach, instructor, and keynote speaker addressing the Great Demo! discovery and demo methodologies.  Paul earned his MBA with a concentration in Finance from Eastern Illinois University, complementing his distinguished service in the Air National Guard.
Great Demo! LLC specializes in enhancing the success of software organizations by improving their sales, presales, marketing, and customer success outcomes through tailored discovery and demo strategies. The company offers workshops, seminars, webinars, keynotes, and coaching, focusing on equipping B2B software teams with high-performance skills in discovery, storytelling, and solution-focused demonstrations.
Timestamps
00:00 The Impact of AI on Sales and Coaching01:08 AI-First Approach in Business02:36 Leveraging AI for Effective Storytelling05:10 Selling Insights from AI Data Analysis
Host
Mark A. Dronen is a veteran entrepreneur and executive coach at Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses. He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.
#Entrepreneurship #Leadership #SalesEffectiveness #TechSales

Paul H. Pearce, shares insights from his 20-year experience in leading global SaaS sales teams. He emphasizes the importance of shifting from feature-focused presentations to buyer-centric conversations, highlighting that clarity and understanding the buyer's needs are crucial for successful demos.
Paul gives valuable insights on improving sales performance and sales effectiveness. By implementing effective sales techniques and participating in sales training, executives can benefit from sales coaching and business tips. 🚀
Key Topics
Great Demo! teaches better discovery for more effective demos
Winning teams focus on solving problems, not just performing
Clarity in presentations is more important than complexity
Start demos with the outcome, not the origin story
Move corporate presentations to the end of the demo
Guest
Paul H. Pearce, is the President of the Americas for Great Demo! Paul serves as an advisor, coach, instructor, and keynote speaker addressing the Great Demo! discovery and demo methodologies.  Paul earned his MBA with a concentration in Finance from Eastern Illinois University, complementing his distinguished service in the Air National Guard.
Great Demo! LLC specializes in enhancing the success of software organizations by improving their sales, presales, marketing, and customer success outcomes through tailored discovery and demo strategies. The company offers workshops, seminars, webinars, keynotes, and coaching, focusing on equipping B2B software teams with high-performance skills in discovery, storytelling, and solution-focused demonstrations.
Timestamps
00:00 Introduction of Great Demo! and Doing Discovery00:55 Transforming Sales Demos: From Features to Outcomes02:26 The Psychology of Effective Demos04:18 Understanding Buyer Behavior and Sales Strategy
Host
Mark A. Dronen is a veteran entrepreneur and executive coach at Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses. He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.
#Entrepreneurship #Leadership #SalesEffectiveness #TechSales

Join us as we dive into the world of SaaS sales with Paul H. Pearce, President of the Americas for Great Demo and a member of the College of Coaches.  Paul is a recognized leader in SaaS discovery and demo methodologies.
With an MBA from Eastern Illinois University and distinguished service in the Illinois Air National Guard, Paul has led global sales teams in SaaS organizations. He now coaches’ sales organizations worldwide, emphasizing effective discovery techniques. An avid outdoorsman, Paul resides in South Dakota.
Key Topics
Discovery and demo methodologies for SaaS Sales leadership and strategic alliances
Effective discovery techniques in sales
Guest
Paul H. Pearce, is the President of the Americas for Great Demo! Paul serves as an advisor, coach, instructor, and keynote speaker addressing the Great Demo! discovery and demo methodologies.  Paul earned his MBA with a concentration in Finance from Eastern Illinois University, complementing his distinguished service in the Air National Guard.
Great Demo! LLC specializes in enhancing the success of software organizations by improving their sales, presales, marketing, and customer success outcomes through tailored discovery and demo strategies. The company offers workshops, seminars, webinars, keynotes, and coaching, focusing on equipping B2B software teams with high-performance skills in discovery, storytelling, and solution-focused demonstrations.
Host
Mark A. Dronen is a veteran entrepreneur and executive coach at Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses. He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.
#Entrepreneurship #Leadership #SalesEffectiveness #TechSales

Laura Longcore, former VP of Worldwide Learning at Microsoft discusses the transformative role of AI in leadership and workforce development, drawing parallels between her experiences in sports and her corporate career at Microsoft.
She emphasizes the importance of curiosity, critical thinking, and continuous learning in adapting to the evolving business landscape. Laura shares insights on how peer-to-peer learning and leadership fundamentals contribute to team dynamics and overall success.
Key Topics
AI is reshaping leadership and workforce development
Curiosity and critical thinking are essential skills for future leaders
Peer-to-peer sharing enhances learning and application of AI
Leadership fundamentals remain crucial despite technological advancements
Training programs should focus on business relevance and outcomes
Embracing risks can lead to greater learning opportunities
Sports experiences provide valuable lessons in teamwork and leadership
Continuous learning is vital for adapting to change
A mindset of curiosity fosters innovation and adaptability
Guest
Laura Longcore, is a retired Microsoft executive with nearly 25 years of experience at the company, where she held various leadership roles including Vice President of Worldwide Learning, Vice President of Data & AI, and positions in marketing, operations, product planning, and sales.  A graduate of Illinois State University and a former Division I athlete, she has a strong passion for learning and skill development.  Post-retirement, she continues to share insights on leadership, AI adoption, and company culture through podcasts and posts.
Timestamps
00:00 Introduction to Laura Longcore's Journey00:37 Leadership Development Through Athletics01:02 Preparing 60,000 Microsoft Team for the AI Era02:36 Peer-to-Peer Learning at Microsoft04:31 The Impact of AI on Workforce Skills07:32 Leadership Development in the Age of AI09:43 The Intersection of Sports and Leadership12:00 Sports Discipline and Life Long Learnings14:48 Lifelong Learning and Personal Growth
Host
Mark A. Dronen is a veteran entrepreneur and executive coach at Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses. He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.
#Entrepreneurship #Leadership #SalesEffectiveness #TechSales

In this conversation, Mark Dronen and Laura Longcore discuss the critical role of executive coaching in leadership development, particularly in the context of AI transformation. They explore how coaching can help leaders communicate effectively, manage change, and foster a culture of continuous learning. The discussion emphasizes the importance of creating a safe space for leaders to express their fears and uncertainties about AI, and the need for critical thinking in the application of technology within organizations.
Key Topics
Executive coaching plays a vital role in leadership development
Coaching helps leaders communicate the vision of AI
Cultural change is essential for successful AI implementation
External coaches provide valuable outside perspectives
Guest
Laura Longcore, is a retired Microsoft executive with nearly 25 years of experience at the company, where she held various leadership roles including Vice President of Worldwide Learning, Vice President of Data & AI, and positions in marketing, operations, product planning, and sales.  A graduate of Illinois State University and a former Division I athlete, she has a strong passion for learning and skill development.  Post-retirement, she continues to share insights on leadership, AI adoption, and company culture through podcasts and posts.
Timestamps
00:00 The Role of Executive Coaching in Leadership Development05:11 Navigating AI Adoption and Leadership Challenges
Host
Mark A. Dronen is a veteran entrepreneur and executive coach at Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses. He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.
#Entrepreneurship #Leadership #SalesEffectiveness #TechSales

Laura Longcore, former VP of Worldwide Learning at Microsoft shares her insights on the evolving role of AI in the workforce and the essential skills needed for future leaders. Discover how critical thinking, curiosity, and ongoing learning are shaping the future of work, and why business outcomes should be the North Star for training and development.
Key Topics
The impact of AI on workforce skills
Importance of critical and iterative thinking
Leadership fundamentals and sports metaphors
The role of ongoing learning in organizations
Aligning training with business outcomes
Guest
Laura Longcore, is a retired Microsoft executive with nearly 25 years of experience at the company, where she held various leadership roles including Vice President of Worldwide Learning, Vice President of Data & AI, and positions in marketing, operations, product planning, and sales.  A graduate of Illinois State University and a former Division I athlete, she has a strong passion for learning and skill development.  Post-retirement, she continues to share insights on leadership, AI adoption, and company culture through podcasts and posts.
Timestamps
00:00 The Impact of AI on Workforce Skills03:00 Leadership Development in the Age of AI
Host
Mark A. Dronen is a veteran entrepreneur and executive coach at Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses. He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Laura Longcore, former VP of Worldwide Learning at Microsoft discusses the transformative power of AI Adoption in business, the effectiveness of peer-to-peer learning, and how her athletic background shaped her leadership approach. Learn how AI use cases were shared across teams, boosting productivity and innovation.
Key Topics
Laura's career journey at Microsoft
The role of AI in enhancing business operations
The impact of peer-to-peer learning
Leadership insights from athletics
Creating a learning chain from leaders to customers
Guest
Laura Longcore, is a retired Microsoft executive with nearly 25 years of experience at the company, where she held various leadership roles including Vice President of Worldwide Learning, Vice President of Data & AI, and positions in marketing, operations, product planning, and sales.  A graduate of Illinois State University and a former Division I athlete, she has a strong passion for learning and skill development.  Post-retirement, she continues to share insights on leadership, AI adoption, and company culture through podcasts and posts.
Timestamps
00:00 Preparing 60,000 Microsoft Employees for the AI Era01:32 Peer-to-Peer Learning at Microsoft
Host
Mark A. Dronen is a veteran entrepreneur and executive coach at Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses. He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.
#Entrepreneurship #Leadership #SalesEffectiveness #TechSales

Join us as we dive into the inspiring career of Laura Longcore, who retired from Microsoft in 2024 after 25 years of impactful service. From her beginnings as a Division 1 diver to leading global teams in Data and AI, Laura shares insights on leadership development and employee skilling. Discover how her athletic background shaped her professional journey and her vision for training 60,000 employees.
Key Topics
Laura's journey from Division 1 diver to Microsoft VP Leadership roles in marketing, operations, and sales
Re-envisioning employee skilling strategies
Leading global teams in Data and AI Insights on leadership development
Guest
Laura Longcore, is a retired Microsoft executive with nearly 25 years of experience at the company, where she held various leadership roles including Vice President of Worldwide Learning, Vice President of Data & AI, and positions in marketing, operations, product planning, and sales.  A graduate of Illinois State University and a former Division I athlete, she has a strong passion for learning and skill development.  Post-retirement, she continues to share insights on leadership, AI adoption, and company culture through podcasts and posts.
Timestamps
00:00 Introduction to Laura Longcore's Journey00:37 Leadership Development Through Athletics
Host
Mark A. Dronen is a veteran entrepreneur and executive coach at Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses. He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.
#Entrepreneurship #Leadership #SalesEffectiveness #TechSales

Join Mark Dronen as he takes you on a thrilling journey from Rockefeller Plaza to the Indy 500, sharing insights from collaborating with racing legends and launching innovative products like the Grill N Chill.
Mark discusses What He Learned in Auto Racing, including the art of balancing innovation with business strategy, and behind-the-scenes stories from the world of auto racing and entrepreneurship. Buckle up for a fun and insightful ride!
Key Topics
Collaboration with Indy 500 champions opened new marketing avenues
The creation and media success of the Grill and Chill as the ultimate tailgating experience
Collaborations with racing legends and national brands
Insights into managing supply chains and the importance of creative marketing
Innovative marketing strategies can disrupt traditional industries
Listening to outside counsel can provide valuable insights when driving innovation
Guest
Mark Dronen is a veteran entrepreneur and executive coach serving as the Managing Director of Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses.  He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative managing over 2,000 Azure resources, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
Chapters
00:00 From Technology to Tailgating: A Journey Begins01:09 Innovating the Grill and Chill Experience02:46 Racing Legends and Market Strategies04:23 The Power of Promotion: Velocity Girls06:52 Race Day: A Memorable Experience09:08 Lessons Learned: Supply Chain and Strategy
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.
#Entrepreneurship #Leadership #SalesEffectiveness #TechSales

Join Mark Dronen as he recounts the exhilarating experience of race day at MIS, where the unexpected success of the Grill and Chill brand was amplified by the enthusiastic chants of the crowd. Learn about the challenges of managing supply chains and the importance of innovative marketing strategies.
Key Topics
The impact of the Creative Marketing in generating brand excitement.
Lessons learned from supply chain management and inventory challenges.
The value of seeking outside counsel and being open to new perspectives.
Guest
Mark A. Dronen is a veteran entrepreneur and executive coach serving as the Managing Director of Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses.  He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative managing over 2,000 Azure resources, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
Timestamps
00:00 Race Day Experience02:28 Lessons from Inventory Management
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.
#Entrepreneurship #Leadership #SalesEffectiveness #TechSales

Join Mark Dronen as he shares the story of how a $500 investment in the Velocity Girls cheerleading outfit became a key part of a unique marketing strategy at Michigan International Speedway. Discover the lessons learned from engaging with race fans and the importance of creativity in disrupting industries.
Key Topics
The role of the Velocity Girls in product activation and fan engagement.
Creative marketing strategies involving music, dance, and product demos.
Insights on balancing budget constraints with innovative outreach.
Guest
Mark A. Dronen is a veteran entrepreneur and executive coach serving as the Managing Director of Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses.  He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative managing over 2,000 Azure resources, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
Chapters
00:00 The Velocity Girls: A Unique Marketing Strategy02:16 Lessons Learned from Race Weekend Promotions
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.
#Entrepreneurship #Leadership #SalesEffectiveness #TechSales