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A Day in the Life of a Tech Sales Exec: Martin Stubbs-Race, Principal Consultant, Digi Prompt
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Strategic Business Initiatives The Next Conversation

A Day in the Life of a Tech Sales Exec: Martin Stubbs-Race, Principal Consultant, Digi Prompt

Jul 2, 2024 | 3 mins

“You always remember the first deal, no matter how big or small it is.”

This is Martin Stubbs-Race recalling his first sale back in the 1980s when he was a managing consultant at what was then known as IBM Global Services.

This led him on a path to thinking about how to succeed in tech sales and even though this first deal was a small piece of work, what did the customer see in his organisation?

Stubbs-Race, who has held sales and leadership roles at Gartner, IBM, Salesforce and Unisys over the years, tells ADAPT that financial metrics are important to the customer, but there are always other values that sales teams need to tap into when engaging with potential clients.

Crafting a value narrative to support any sale is vital, but often execs are left in a position where a potential customer doesn’t have the right data, leaving them…

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