The Pavilion Podcast
The Pavilion Podcast

Episode · 3 months ago

Ep 251: Genuine Empathy in Sales with Karen Pattani-Hason (Throwback)

ABOUT THIS EPISODE

Genuine Empathy in Sales with Karen Pattani-Hason (Throwback)

Part of the "Is This A Good Time?" series hosted by Brandon Barton.

Hello everyone, and welcome back to the revenue collective podcast. I am your host, Brandon Martin, and you're listening to is this a good time? The show where I ask revenue collective members some really basic questions and they have incredible answers in a short, fifteen minute conversation. We will be coming to you on Tuesdays and Thursdays each week, so smash that subscribe button so you don't miss an opportunity to hear from revenue collective members, any which of whom could be your future boss. So our guest today is Karen Patani hasten. She is a GP I partner Development Leader for G S I, s at Google Cloud, and we will discuss genuine empathy in selling. This episode is brought to you by tropic. Tropic makes buying and managing SAS ridiculously easy. Companies of all sizes, from startups to Fortune News, tropic to buy software menut contracts and guarantees savings. Customers save an average and their software buying annually.

To find out how much you're over paying for software, visit Tropic App Dot I. Oh, all right, let's do this episode eight of is this a good time? All Right, here we are with Karen Patani hasten. She is part of the G S I partnership team at Google Cloud. Thank you so much for being here. Was So excited to have you, Um, and I want to jump right in, as we usually do, with the questions. So tell us about your role currently and how you got here. Okay, so I am a G S I partnerships development lead at Google Cloud, Um. And so what that means is I work with global systems integrators to ensure they are fully enabled and empowered to execute and implement transformational work with clients that we share. Um. I have been doing this for about six months. Prior to getting to Google, I had been working in...

...partnerships pretty extensively in SAS, in marketing technology, and even prior to working in technology, I was doing partnerships and corporate marketing in the music business and in entertainment. I want to know about this music business part. It seems like where you started your career and Um, like I mean how much of this was, like, you know, dealing with the recording artists and how much of it was dealing with the sponsorships? You probably saw a lot of great shows. I saw a lot of great shows. I had a great time working in the music business. Um, it really came down to wanting to grow and learn something new and really challenge myself to become part of something a lot bigger. So I'm still a huge music fan, but, Um, I think it was the disruption in the music industry that was happening some time ago that really got me thinking about other potential career paths for me and and where I thought my talents would be best served. And so I went into mobile and was doing business development mobile and that led to working in other...

...related technology fields and marketing technology and UH, and here I am at Google. That's very cool. So we share something similar. I had worked in like actual restaurants prior to finding restaurants tech, and it seems like you, you know working in the music industry, then saw things and said maybe I should go this tech angle and uh, made sense. I love that path and so, Um, you know, I always think that success is made up of both hard work end luck. Um, I would love to hear an example of each of those things from your career that got you to the position you're in. I mean, hard work is a given right. I mean we're all working hard and to be successful you have to work very hard. I feel like I've been working hard in my whole life. Um, an economics major undergraduate. It toughs. It really challenged me and so I really worked hard to to complete that and and, Um, you know. And then I at my first job out of college. I actually went to work on Wall Street and was working, Um, in commercial banking and that was a challenge. Went through a training program it was a lot of hard...

...work, but it was a really great Gig, just not necessarily a fit for my personality. Um. After that, you know, I went to business school to try to step back from finance and and and be seen as more than just a, you know, a financial person, and was very fortunate to get h an internship at MTV while I was in business school. That led to Um, more work in production and UH, and and then I was very fortunate to Um, to get paid for that internship, which never happens. Um, I was able to impress my boss to the point where she said I need to keep you, so I'm gonna pay you so, um. So that was really great. Um. And then, you know, working in the music industry there are just lots and lots of people that are trying to get in. So you really have to figure out how to differentiate yourself, and and that takes hard work. So I think hard work really, Um, that's the given. It's that it's that intersection of hard work and luck that really make it happens. So you know who was...

...it? You know, Seneca said that luck is what happens when preparation meets opportunity. So I've been preparing all my life for lucky breaks, I guess you could say, and just trying to get the skills I needed to be ready for those wonderful opportunities as they came along. I I love that. And let me tell you, let's just let me say this, at least where I stand on it. Um, let's get rid of free internships. Um, like every internship should be paid. Let's give everybody opportunities to do that. I was the kid who needed to only evaluate paid internships as well. Um, you know, get rid of that stuff, and I agree. I agree. In turns butts off. So I mean, yes, I agree, that's exactly exactly. Um, it's not like you're paying a lot of money, Um, in any case. So give us a give me a marketing or sales tactic that you feel like is incredibly valuable to what you do, that people can kind of emphasize in their you know, day to day, my marketing and or sale else tactic is empathy. I mean,...

I know it's not original, I know that people say that, um but for me it's been the way I've operated for the bulk of my career and I really think it's effective from a marketing and from a sales standpoint if you can put yourself into your customers shoes or, for me, working with partners, if you can put yourself into your partner's shoes and understand what motivates them, what are the triggers for their success, how can you make them successful, how can you solve problems for them? If you can put on that mindset, I think you're much more effective in developing solutions that are very compelling and that will actually solve problems for your customers. Um You know. I think that that that you can't underestimate the impact of that. And and now we talk about solutions selling and that sort of thing, and I think that that is um you know, and an offshoot of that, exactly you're trying to solve problems for other people. So you have to understand their problem.

You have to empathize to really be able to do that. Well, I like that. Do you? Do you ever, I mean you know you're approaching, let's say, a bigger meeting or something like that, do you ever take a step back and like say, okay, let me just let me take a moment and think about what they're thinking about? I mean is it? Is it actually to that point? Like Um, like we all say we should disconnect, but then there are people who are like I don't pick up my phone until after breakfast and like I know those people are just connect. It feels like empathy is this thing we all say you should have, but are you in practice taking forty five minutes before your meeting and saying, what does this person want? Let me actually sketch it out. You know, I wouldn't say I'd take forty five minutes before the evening. I wish I had that kind of time. Sure. You know, I think we're all just really jammed up now. We've just got back to back meetings, especially during covid it's just just there's just a lot going on. But certainly before the meetings, I try to sit down and take some time to refresh what the problem is that we're trying to solve and really try to...

...understand what each of the stakeholders needs to get out of that meeting and make sure that I'm able to deliver that or at least have some discussion around. Um, what is going to make that person successful, what's going to make that meeting successful for the various stakeholders? I think that's important. Okay, I love that. Love that. Yeah, maybe even like sketching out. There's five people in this meeting, what would they walk away saying? This was a good meeting. That's that. That that's a great one too. Alright. Um. So, so we have like the quick fire section here. Um, you know, give us a position you're hiring for. You hired you. Do you need? You need anybody in our community here that to join in, uh, in work with you? Um, actually, we are hiring, Um, you know, and I can share my email with you after this. Um, we are hiring on the Google cloud team. Um, in a in a few different capacities. So, UM, in the partnership world, we are hiring. Um, I won't get into...

...specific details because everything is sort of fluid right now, but but that that is an area that we're hiring and and also, Um, I mean me personally, I would love to hire an assistant. I don't have budget, I don't have budget for it, but Um, you know, I think that we're all feeling, you know, pretty overwhelmed and unable to Um, balance personal and work responsibility. So, personally, I would love to have like a virtual assistant or someone to take care of all of the things that are parent and personal related that I have not been able to get to during the during business hours. Yeah, I mean I you know, we we, we didn't exactly say this during the career part of the session here, but Um, you know, I have a wonderful family. My wife is a working mom with two kids, and shout out to you for all the success that you've had while raising I think too, you said to your kids, yeah, and and who you said recently, you became an empty nest. Amazing you got through at least the first part part of the journey.

I don't know about the rest of them, but that's that's incredible. I think that is just it's noteworthy every single time that I meet, uh, such successful mothers so, uh, in any case, yeah, absolutely, I mean that genuinely. Um, so, we we will not be able to find you a free personal assistant, but maybe, but maybe, we'll look towards, uh, we'll look towards getting you somebody you know in the partnership's world. What just just curiosity? What type of experience must a partnership person at Google kind of come with, just, you know, b d kind of open minds, you know, is that what you're looking for? Do you want somebody with I mean, yeah, I think, I think. You know, knowledge of our platform and familiarity with the partner ecosystem is very, very helpful. Um, you know, basically our role is to enable our partners to do really great work with our customers. So, Um, you know, if someone has experience with any of our our major global...

...systems integrators, Um, if you've been working for a company that is a partner of Google Cloud, Um, or if you are familiar with the partnerships in bd space, those are all qualifications that will get some traction. Incredible, awesome. All right. So, Um, you know who you know? We always ask our guests you know, who are you following, that you are inspired by, like, wh who do you want to give a shout out to that that other people can also kind of learn from? So, Um, there's been a lot of inspirational people out there. Um. I've been most inspired, Um, by Kamala Harris recently and, frankly, any other Howard University alums. Um. You know, I'm not a Howard University alum, I have a lot of friends that are, and I think that I just want to give a shout out to the historically black colleges and universities because they are turning out incredible people every day and they really create a space for, Um, for for African American students and other students of color...

...to to really be excellent, and we're seeing that unfold in real time. So, Um. So that's that's who I'm following. Um. And also I love Bozoa St John. I don't know if you're familiar with her. She's the global CMO of Netflix. Yeah, yeah, I mean that's only her most recent GIG. She's got a very impressive resume and Um, and the thing that I love about her is that she is literally a Badass. She is, you know, she just puts herself out there into situations and and Um, and and really learns and teaches at the same time. So I've just been getting a kick out of watching her career trajectory and I encourage anyone who is looking for career advice to to follow her, because she's definitely an inspiration. That's an awesome follow. I love that one. That's great. and Um, and look, you know last one is an easy one. Softball. Um, I am a restaurant fanatic. I've spent my entire career in the world of restaurants and restaurant Chech give us some places you love...

...that we should go to. It could be New York, could be Connecticut, could be anywhere. So I think that well, I really want to shout out the New York City restaurants. I mean there are great restaurants in Connecticut too, but New York City right now, with the shutdown and having to have outdoor seating, it's really, really, very difficult for them. A lot of them have rallied and built these outdoor structures. Not all of them are able to do that. So I really think that we should be supporting as many of those businesses as we can, because it is super difficult to have a restaurant in New York City and so, you know, those to these folks who have been able to survive this long Um. And so I'm, you know, biased towards my neighborhood in the city, in Manhattan, in Soho. So my favorite places are, UM, rules, little prints much, Um Bokadilla, Um Coco Paso, uh Vanelli's cafe. I mean these places are holding on and I think everyone should go out and and...

...and get a meal at these places, because you know that the city would be really in a terrible place if a lot of these iconic places had to close. I could not agree more. I think this will this will air certainly later than when when we're talking today, but I know that New York reopened indoor dining today at some capacity. So get out and spend some dollars in your favorite restaurants. They need it, they need to survive. These are cultural institutions. Is An institution that, if it went away, New York would lose some of its coolness, that is for sure. Well, that's awesome, Karen. Thank you so much for joining me. I hope the world, uh, you know of the revenue collective, knows a little bit more about you. Um, I certainly do and and just have an incredible background and certainly Um you know, career and I'm sure, future aheads and I can't wait to watch it unfold. So thank you so much. Thank you so much for the opportunity. I'm a huge fan of the revenue collective. Have done so much for me and my career over the years,...

...so Kudos to all that you're doing there. This episode was brought to you by traffic friends. Don't let friends over pay for software. TROFIC helps companies reduce burn, extend runway and ensure compliance. VISIT TROPIC APP DOT IO to learn more and get a free savings assessment. Alright, that's our show. Thank you so much for listening. If you love the show, please rate and review in the apple podcasts or spotify APP, send it to some friends or just smash that's subscribe button. Had A ton of fun today. I hope you did too. Now go crush your numbers.

In-Stream Audio Search

NEW

Search across all episodes within this podcast

Episodes (272)