The Pavilion Podcast
The Pavilion Podcast

Episode · 9 months ago

Ep 47: Genuine Empathy in Sales with Karen Pattani-Hason

ABOUT THIS EPISODE

On this edition of "Is this a good time?", Brandon talks shop with Karen Pattani-Hason, GSI Partnerships at Google.

Hello, everyone. And welcome back tothe revenue collective podcast. I am your host, Brandon Martin, and you'relistening to Is this a good time show where I asked revenue Collectivemembers some really basic questions, and they have incredible answers. In ashort, 15 minute conversation, we will be coming to you on Tuesdays andThursdays, each weeks of smash that subscribe button so you don't miss anopportunity to hear from revenue collective men members any which ofwhom could be your future boss. So our guest today is Karen Patani. Hasten.She is a GP I, partner development leader for GS CS at Google Cloud, andwe will discuss genuine empathy and selling. But before we get to thequestions, I wanted T. O to tell you a little bit about this month Sponsor,who is six cents six cents. The number one account engagement platform helpsyou identify accounts that air in market for your solution. Prioritizeyour efforts, engaged fires the right...

...way with highly relevant messaging andmeasure what actually matters. With six cents platform, you are able to getinto more deals, improved win rates, increase overall pipeline and optimizebudget. Spend to learn more. Visit six cents dot com slash revenue Collective.Alright, let's do this. Episode eight of Is this a good time? All right, herewe are with Karen Patani. Hasten, She is part of the G s I partnership teamat Google Cloud. Thank you so much for being here was so excited to have youand I want to jump right in as we usually do with the questions. So tellus about your role currently and how you got here. Okay, so I am a G s Ipartnerships development lead at Google Cloud. And so what that means is I workwith global systems integrators to ensure they are fully enabled andempowered to execute and implement transformational work with clients thatwe share. I have been doing this for...

...about six months. Prior to getting toGoogle, I had been working in partnerships pretty extensively in SASin marketing technology and even prior to working in technology. I was doingpartnerships and corporate marketing in the music business and entertainment. Iwant to know about this music business part that seems like when you startedyour career and I mean, how much of this was like, you know, dealing withthe 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 agreat time working in the music business. It really came down towanting to grow and learn something new and really challenge myself to becomepart of something a lot bigger. So I'm still a huge music fan. But I think itwas the disruption in the music industry that was happening some timeago. That really got me thinking about other potential career paths for me andwhere I thought my talents would be best served. And so I went into Mobileand was doing business development and...

...mobile, and that led to working inother related technology, fields and marketing technology. And, uh, and hereI am at Google. That's very cool. So we share something similar. I had workedin like actual restaurants prior to finding restaurant tech, and it seemslike you, you know, working in the music industry, then saw things andsaid, Maybe I should go this tech angle and made sense. I love that path, andso You know, I always think that success is made up of both hard workand luck. It would love to hear an example of each of those things fromyour career that got you to the position you're in. I mean, hard workis a given, right? I mean, we're all working hard and to be successful, youhave to work very hard. I feel like I've been working hard my whole life.Um, economics, major, undergraduate. It toughs. It really challenged me. And soI really worked hard. Thio complete that and, you know, and then at myfirst job out of college, I actually went to work on Wall Street and wasworking in commercial banking, and that...

...was a challenge. Went through atraining program. It was a lot of hard work, but it was a really great gig.Just not really a fit for my personality after that. You know, Iwent to business school to try toe, step back from finance and and and beseen as more than just a financial person. And I was very fortunate to getan internship. MTV while I was in business school that thio more work atin production. And then I was very fortunate to get paid for thatinternship, which never happens. I was able to impress my boss to the pointwhere she said, I need to keep you so I'm gonna pay you. So So that was great.And then, you know, working in the music industry there just lots and lotsof people that are trying to get in. So you really have to figure out how todifferentiate yourself and and that takes hard work. So I think hard work,Really. That's the given, its that its that intersection of hard work and luckthat really could happen. So you know who was? You know, Seneca said thatluck is what happens when preparation...

...meets opportunity. So I've beenpreparing all my life for lucky breaks. I guess you could say and just tryingtoget the skills I needed to be ready for those wonderful opportunities as theycame along. I I love that. And let me tell you, let's just let me state this,at least where I stand on it. Let's get rid of free internships like everyinternship should be paid. Let's give everybody opportunities to do that. Iwas the kid who needed to Onley evaluate paid internships as well. Youknow, get rid of that stuff, E. I agree in terms of what butts off. So I mean,yes, I agree. That's exactly exactly. And it's not like you're paying a lotof money in any case. So give us a Give me a marketing or sales tactic that youfeel like is incredibly valuable to what you do that people can kind ofemphasize in their, you know, day to day. My marketing and or sales tacticis empathy. I mean, I know it's not...

...original. I know that people say that,but for me, it's been the way I've operated for the bulk of my career. AndI really think it's effective from a marketing. And from a sales standpoint,if you can put yourself into your customer's shoes or for me working withpartners, if you can put yourself into your partner shoes and understand whatmotivates them, what are the triggers for their success? How can you makethem successful? How can you solve problems for them? If you can put onthat mindset, I think you're much more effective in developing solutions thatare very compelling. And that will actually solve problems for yourcustomers. You know, I think that that that you can't underestimate the impactof that. And and now we talk about solutions, selling and that sort ofthing. And I think that that is an offshoot of that. Exactly. You'retrying to solve problems for other people. So you have to understand theirproblem. You have to empathize to really be able to do that. Well, sothat Z do you do you ever I mean, you...

...know you're approaching, Let's say abigger 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'rethinking about. I mean, is it actually to that point like we all say, weshould disconnect? But then there are people who are like, I don't pick up myphone until after breakfast. And, like, I know those people are disconnect. Itfeels like empathy is this thing we all say you should have, But are you inpractice taking 45 minutes before your meeting and saying, What does thisperson want? Let me actually sketch it out. You know, I wouldn't say I take 45minutes before morning. I wish I had that kind of time. You know, I thinkwe're all just really jammed up. Now. We've just got back to back meetings,especially during Cove it. It's just there's just a lot going on. Butcertainly before the meetings, I tryto sit down and take some time to refreshwhat the problem is that we're trying to solve and really try to understandwhat each of the stakeholders needs To...

...get out of that meeting and make surethat I'm able to deliver that or at least have some discussion around whatis going to make that person successful, what's going to make that meetingsuccessful for the various stakeholders? I think that's important. Okay, lovethat. Love that. Yeah, maybe even like sketching out. There's five people inthis meeting. What would they walk away saying this was a good meeting? That'sa that's a great one to So we have, like the quick fire section here. Giveus a position you're hiring for you, you need you need anybody in ourcommunity here that to join in in work with you. Actually, we are hiring. Youknow, when I can share my email with you. After this, we're hiring on theGoogle cloud team and a few different capacities. So in the partnership worldwe're hiring, I won't get into specific details because everything is sort offluid right now. But that is an area that we're hiring. And and also, I mean,me personally, I would love to hire an...

...assistant, don't have budget e don'thave budget for it. But, you know, I think that we're all feeling, you know,pretty overwhelmed and unable. Thio balance personal and workresponsibility. So personally, I would love to have, like, a virtual assistantor someone to take care of all of the things that our parent and personalrelated that I have not been able to get to during the during business hours.Yeah. I mean, you know, way didn't exactly say this during the career partof the session here, but, you know, I have a wonderful family. My wife is aworking mom with two kids and shout out to you for all the success that you'vehad while raising, I think to you said to Yeah, and and And who, you saidrecently became an empty nester. Amazing. You got through at least thefirst part of the e about the rest of them, but that's that's incredible. Ithink that is just It's noteworthy every single time that I meet suchsuccessful mothers. So in any case,...

...yeah, absolutely. I mean that genuinelyso we will not be able to find you a free personal assistant, but maybe, Butmaybe we'll look towards Well, look towards getting you somebody you know,in the partnerships world. What? Just just curiosity. What type of experiencemust have partnerships? 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? You wantsomebody with E? I think I think, you know, knowledge of our platform andfamiliarity with the partner ecosystem is very, very helpful. You know,basically, our role is to enable our partners to do really great work withour customers. So, um, you know, if someone has experience with any of ourmajor global systems integrators, if you've been working for a company thatis a partner off Google Cloud Or if you are familiar with the partnerships andbe the space, those air, all qualifications that will get sometraction. Incredible. Awesome. All...

...right, So you know who you know, wealways ask our guests, you know, Who are you following that you are inspiredby, like, who do you wanna give a shout out to that that other people shouldcan also kind of learn from. So there's been a lot of inspirational people outthere. I've been most inspired by Kamala Harris recently, and frankly,any other Howard University alums? Um, you know, I'm not a Howard Universityalum. Have a lot of friends that are. And I think that I just want to give ashout out to the historically black colleges and universities because theyare turning out incredible people every day. And they really create a space forAfrican American students and other students of color Thio to really beexcellent. And we're seeing that unfold in real time. So that's that's who I'mfollowing. And also I I I love Bo Xoma. ST John. I don't know if you'refamiliar with her. She is the global CMO of Netflix. Yeah, that's only hermost recent gig. She's got a very...

...impressive resume, and and the thingthat I love about her is that she is literally a badass. She is, you know,just puts herself out there in the situations and and really learns andteaches at the same time. So I've just been getting a kick out of watching hercareer trajectory, and I encourage anyone who is looking for career adviceto to follow her because she's definitely an inspiration. That's anawesome follow. I love that one. That's great. And, look, you know, last one isan easy one. Softball. I am a restaurant fanatic, have spent myentire career in the world of restaurants and restaurant tech. Giveus some places that you love, that we should go. Thio could be New York.Could be Connecticut could be anywhere. So I think that, well, I really want toshout out the New York City restaurants. I mean, there are great restaurants inConnecticut to but New York City right now, with the shutdown and having tohave outdoor seating, it's really, really very difficult for them. A lotof them have rallied and built these...

...outdoor structures. Not all of them areable to do that. So I really think that we should be supporting as many ofthose businesses as we can, because it is super difficult to have a restaurantin New York City. And so, you know, goes to these folks who have been ableto survive this long. And so I'm, you know, biased towards my neighborhood inthe city, in Manhattan, in SoHo. So my favorite places are Raoul's littlePrince much Bokeria Cocoa Paso Benelli is cafe. I mean, these places areholding on, and I think everyone should go out and get a meal at these placesbecause you know that the city would be really in a terrible place. If a lot ofthese iconic places had to close, I could not agree more. I think this thiswill air certainly later than when when we're talking today. But I know thatNew York reopened indoor dining today at some capacity, so get out and spendsome dollars in your favorite restaurants. They need it. They need tosurvive. These are cultural...

...institutions that eyes an institutionthat went away. New York would lose some of its coolness. That is for sure.100%. Well, that's awesome. Karen, thank you so much for joining May Ihope the world, you know, of the revenue collective nose a little bitmore about you. I certainly do. And just have an incredible background andcertainly, you know, career. And I'm sure future ahead, so I I can't wait towatch 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 andmy career over the year. So kudos to all that you're doing. They're probablypart of it. All right, That's our show. Thank you so much for listening. If youlove the show, please rate and review in the apple podcasts or Spotify app.Send it to some friends or just smash that subscribe button. A reminder Thisepisode was brought to you by six cents, Powered by AI and Predictive Analytics.It's six cents helps you to unite your...

...entire revenue team with a shared setof data to achieve predictable revenue growth. Had a ton of fun today. I hopeyou did too. Now go crush your numbers.

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