The Pavilion Podcast
The Pavilion Podcast

Episode · 1 year 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 to the revenue collective podcast. I am your host, Brandon Martin, and you're listening to Is this a good time show where I asked revenue Collective members some really basic questions, and they have incredible answers. In a short, 15 minute conversation, we will be coming to you on Tuesdays and Thursdays, each weeks of smash that subscribe button so you don't miss an opportunity to hear from revenue collective men 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 GS CS at Google Cloud, and we will discuss genuine empathy and selling. But before we get to the questions, 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 helps you identify accounts that air in market for your solution. Prioritize your efforts, engaged fires the right...

...way with highly relevant messaging and measure what actually matters. With six cents platform, you are able to get into more deals, improved win rates, increase overall pipeline and optimize budget. 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, 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 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. 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. 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 entertainment. I want to know about this music business part that seems like when you started your career and 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. 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 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 where I thought my talents would be best served. And so I went into Mobile and was doing business development and...

...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 restaurant 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 made sense. I love that path, and so You know, I always think that success is made up of both hard work and luck. It 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 my whole life. Um, economics, major, undergraduate. It toughs. It really challenged me. And so I really worked hard. Thio complete that and, you know, and then at my first job out of college, I actually went to work on Wall Street and was working 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 really a fit for my personality after that. You know, I went to business school to try toe, step back from finance and and and be seen as more than just a financial person. And I was very fortunate to get an internship. MTV while I was in business school that thio more work at in production. And then I was very fortunate to get paid for that internship, which never happens. 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 So that was great. And then, you know, working in the music industry there 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. That's the given, its that its that intersection of hard work and luck that really could happen. So you know who was? 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 tryingto 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 state this, at least where I stand on it. Let's get rid of free internships like every internship should be paid. Let's give everybody opportunities to do that. I was the kid who needed to Onley evaluate paid internships as well. You know, 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 lot of money 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 sales tactic is 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. And I 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 with partners, if you can put yourself into your partner 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. 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 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, so that Z 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 actually to that point 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 disconnect. It feels like empathy is this thing we all say you should have, But are you in practice taking 45 minutes before your meeting and saying, What does this person want? Let me actually sketch it out. You know, I wouldn't say I take 45 minutes before morning. I wish I had that kind of time. You know, I think we'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. But certainly before the meetings, I tryto 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 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, 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 a that's a great one to So we have, like the quick fire section here. Give us a position you're hiring for you, you need you need anybody in our community here that to join in in work with you. Actually, we are hiring. You know, when I can share my email with you. After this, we're hiring on the Google cloud team and a few different capacities. So in the partnership world we're hiring, I won't get into specific details because everything is sort of fluid 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't have budget for it. But, you know, I think that we're all feeling, you know, pretty overwhelmed and unable. Thio 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 our parent and personal related 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 part of the session here, but, 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 to you said to Yeah, and and And who, you said recently became an empty nester. Amazing. You got through at least the first part of the e 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 such successful mothers. So in any case,...

...yeah, absolutely. I mean that genuinely so we will not be able to find you a free personal assistant, but maybe, But maybe we'll look towards Well, look towards getting you somebody you know, in the partnerships world. What? Just just curiosity. What type of experience must 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 want somebody with E? I think I think, you know, knowledge of our platform and familiarity with the partner ecosystem is very, very helpful. 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 major global systems integrators, if you've been working for a company that is a partner off Google Cloud Or if you are familiar with the partnerships and be the space, those air, all qualifications that will get some traction. Incredible. Awesome. All...

...right, So you know who you know, we always ask our guests, you know, Who are you following that you are inspired by, like, who do you wanna give a shout out to that that other people should can also kind of learn from. So there's been a lot of inspirational people out there. I've been most inspired by Kamala Harris recently, and frankly, any other Howard University alums? Um, you know, I'm not a Howard University alum. 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 African American students and other students of color Thio to really be excellent. And we're seeing that unfold in real time. So that's that's who I'm following. And also I I I love Bo Xoma. ST John. I don't know if you're familiar with her. She is the global CMO of Netflix. Yeah, that's only her most recent gig. She's got a very...

...impressive resume, and and the thing that 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 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, look, you know, last one is an easy one. Softball. I am a restaurant fanatic, have spent my entire career in the world of restaurants and restaurant tech. Give us 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 to shout out the New York City restaurants. I mean, there are great restaurants in Connecticut to 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, goes to these folks who have been able to survive this long. And so I'm, you know, biased towards my neighborhood in the city, in Manhattan, in SoHo. So my favorite places are Raoul's little Prince much Bokeria Cocoa Paso Benelli is cafe. I mean, these places are holding on, and I think everyone should go out 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 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 that eyes an institution that 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 I hope the world, you know, of the revenue collective nose a little bit more about you. I certainly do. And just have an incredible background and certainly, you know, career. And I'm sure future ahead, so I 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 year. So kudos to all that you're doing. They're probably part of it. All right, 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 subscribe button. A reminder This episode 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 set of data to achieve predictable revenue growth. Had a ton of fun today. I hope you did too. Now go crush your numbers.

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