Welcome To Theinquisitor Podcast

#JulianaVida is Chief Technical Advisor to #Splunk's #PublicSector sales team. 27 years in the US Navy, combat pilot, deputy CIO to the US Navy, 3 years at Gartner advising governments, and special advisor to Washington Cyber Roundtable, Juliana is the voice of the customer for sales. She's not technical by background and spends much of her time reminding salespeople that their buyers are human beings! She reminds them that to have an executive level conversation you have to invest time on the human level of discovery if you want to avoid being sent to Siberia, stuck in the IT department. We have a very robust conversation about why buyers really buy and what salespeople do to prevent them from buying. Juliana is an advocate of thinking AS THE CUSTOMER instead of about the customer - if you think about the customer you are making assumptions and those assumptions are probably wrong. We discuss what managers need to do to recruit diverse teams who have breadth and perspective that transcends sales and engineer