The Pavilion Podcast
The Pavilion Podcast

Episode · 2 months ago

Ep 142: Taking Emotion Out of Negotiating w/ Hunter Thornton

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Ep 142: Taking Emotion Out of Negotiating w/ Hunter Thornton

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

Hello everyone and welcome back to thePavilion podcasts. I'm your host. Brandon martin you're listening to Isthis a good time The show where I put Pavilion Motors on the hot seat for 15minutes we hear their stories. It's a lot of fun shows come out Tuesday,Thursdays hit subscribe do it for me. Our guest today is Hunter thornton. Heis the VPs sales of A three communications and we talk about takingthe emotion out of negotiating. This episode was brought to you by insightsquares, advanced revenue analytics and forecasting for today's B two Borganizations. Your revenue team wakes up every day with questions insidesquare it gives you the data driven answers in real time. Get 350 out ofthe box reports and dashboards. Self service, no code. All right, let's dothis episode 66. Is this a good time? Alright, I am here with 100 thornton heis the VP of sales of a three communications hunters. So great tohave you in the pot man. I appreciate...

...brand. Thanks so much for having melooking forward to it. Awesome. Well look, I'll meet no filler. Let's jumpright in. Started to start and bring us all the way from, you know, early inyour career to to the current role that you're in and what do you do with athree? Yeah, absolutely. So kind of what I'm doing right now is currentlythe vice president sales and marketing for a three communications, which for,we're one of the fastest growing technology Integrators in America. Sowhat that means is we really just help our clients overcome technology hurdlesthrough designing and implementing solutions to bring diverse technologiestogether to really accomplish and solve their needs so they can be moreefficient at what they do. So what that means is security systems, cameras,access control all the way to things in their I. T. Closets, employing thosesolutions for them and then standing them up so they can do what they needto do more efficiently prior to arriving at the role that I'm doingtoday and leading that team, worked in sales and sales leaderships in thefinancial industry, uh santa Barbara tax product group part of that CCHwhich is a dutch conglomerate in the...

...software space and along the way alsostarted an ice cream company which is still up and running here based inAtlanta kind of in retail and throughout the United States and alsostarted up a boutique fitness company that my wife still runs today herelocally in the community. So I got a, we got a pause on the ice cream for asecond, what's the ice cream Brain? Let's get a little shout out come onthe high road craft ice cream. So my buddy and I started it out of out of R.N. B. A. Class. So he's, he kind of took it up and running back in 2010.And uh yeah so we um organization acquired chow Bella Sorbet were theangle is really more of, you know, by chefs for chefs, so have an angle inthe food, food and restaurant industry, but also in the retail space. We did aproject with whole foods, they helped fund some of our growth into the retailspace. Um heard of whole foods before,...

...that's pretty cool man, it's a littlebit rate, I love that as you know, my, my business and folks are listening toknow that I'm all related to that stuff. That's great. So, um, so you know, Ialways think about a career being built on hard work and luck and so do youhave an instance of either or even both that you want to kind of share? Youknow, they got you to where you are. Yeah, absolutely. I truly believe thathard work kinda prepares us for when luck arrives, so to speak, kind of, youknow, very much so to, you know, my current role today, just you know,having a diverse background of sales and sales leadership in differentchannels and everything kind of kind of allowed me to kind of jump into therole women today, I intentionally took some time off a couple months off froma prior job. I resigned from just to kind of family help my wife on the gymstuff and ran into my, my current boss is today at our local gym that my wiferuns and he had a need, he was kind of...

...growing the business and looking toultimately sell it. But for him to be able to really focus and do that, heneeded some sales leadership because that's kind of what he was doing at thetime. So it kind of uh, you know, kind of laid the groundwork for mybackground and what he was looking for. Um, so I guess the luck aspect was justthe right time, right place. And uh, I guess the rest is history as far askind of where I am today and you just, you met him through him going to thegym. Yeah, so his wife was a member at the gym, obviously was a member too,but you know, just developed a friendship through doing some workoutsand stuff together and I stepped away and just, you know, internalconversation with some folks at the gym and I talked to brian who is my bossnow just said, hey, you know, let me know if, you know, put some feelers out,if you know, some folks that are looking for self leadership, I'mlooking to get back into a job here in a few months. And he said, yeah, let'sgo chat. And he said you're exactly what I'm looking for and yeah, the restis history. Cool man. That's, that's...

...pretty great. And so uh, throughoutyour career, I'm sure there's certain things you picked up what, what's yourbest sales or marketing tactic that you, you would pass along to members of thePavilion sales crew here. Yeah. So it's a good question that I jokingly say it,you know, spent several tens of $1000 on my M. B. A. And probably the onetool that actually use on a weekly basis sometimes in my marriage. Buteven more so at work is you know, negotiations, conflict resolution frombeing a manager and stuff that tin style help a time and bring resolutionas you always ask the question. You know, what is the person looking to getout of the conversation? Typically, you know, we in work, we get emotional andyou know, really driven to find the right result and everything like that.And I think asking some questions and asking questions in general just bringsthe commerce taxation back to a rational level. Takes the emotion outand really can help solve a lot of problems whether that's inside theorganization or with your customers...

...sometimes just reframing things withquestions, make a world of difference. And are you saying, hey, ask thisactual question in the midst of like, hey, what is it, what are the thingsthat are most important to you in our conversation or is it that simple or isthere more nuanced? No, I think, I mean sometimes it can be that way like, youknow, a simplistic application, even like my life, it's, you know, she'sfrustrated. The kids are all over the place and stuff and just saying, youknow, hey, what's the angle of this conversation you're looking for? Uh,you know, a sudden she's like, I hate you, you did that again to me and youknow, it gets back to like, let's fix the problem together versus you know,I'm frustrated, works in work with managing humans and even with clients,you know, they're negotiating, they have their angles are looking at, youknow, just say, hey, what are you trying to, what's the end result ofthis conversation and ideal world to you and let's back into it? Yeah, itkind of fast tracks those interesting conversations at times. Would you sayit was worth the, you know, tens of...

...thousands for the NBA just for thattidbit. Oh yeah, save my marriage now. Yeah, I there's definitely some otherthings I've gathered along the way that's just, you know, one of thosepractical things that you can use in any type of scenario that just soundslike it's kind of a magic trick in the pocket. Cool. Love it. And any keypositions are hiring for. Yeah, so developing some regional salesleadership coming up right here in the next month or two. So excited to thatand probably rolling into next year. My goal is to kind of build out some BDR Sas well just because we're growing geographically speaking. So those willbe a key role in the future as well. Nice, nice. Where the regional managersbe probably want to hear in the southeast, Probably one in the midatlantic and probably one of the Northeast as well, wow. Are you kind of just is a three justoperating in the U. S. Or? Yeah, I mean we we were we service some Fortune 500companies that do have some...

...international locations but the basisof our businesses, us. God, I got a goal and give some shout outs, anybodywho you really appreciate kind of, you know what they're putting out thereinto the world and get some good learning from it. Yeah. Yeah. No, Imean in our industry world in space, you know, and obviously has to be oneof my teammates as well. But you know, getting kevin Rin, he's has a verydiverse background of public safety and school safety and really, you knowpassionate about what he does. So he started to put out some really goodcontent around, you know, how do we take technology to provide saferenvironments for kids and schools and things like that? So, and you know,he's doing a lot of really interesting things, awesome, awesome. That's that'sgreat. And anybody who's like a, like a true up and comer who's crushing it,going to be the uh you know, the next VP of sales out there, our VP ofmarketing. Yeah, it's a good question. I think, you know, a couple people onmy team, I'm a big believer in...

...promoting our teammates? I think Gregmore on our team is doing a killer job in the sales world. He's doing a greatjob. Uh an up and comer on our team who's knew a girl named Katie Hatcher.She's do is a really good stuff as well. Just really helping a lot of ourcustomers and the huge customer advocate, So bright futures for reallyfor both of those guys. Certainly a bunch of other folks too. But those twohave been stepping up a lot. Hey, I asked you to pick somebody, you can'tsay everybody love him. All right, well look, those are the questions foreveryone else. This is the question for me. Give me a little restaurant secretor recommendation to go to. Yeah, if you're ever in the north Atlanta area,there's kind of a little hole in the wall thai cuisine place called Nom,she's it's a female, that's her name. She's from Thailand, but you know,really good quality white tablecloth cuisine. Not overly priced, but justreally, really good. So that's kind of like our hole in the wall. We go, youknow, once every month or two for just...

...high quality, good uh good cuisine.Love it. Love it. I do love some thai food. Good man. Well, awesome to meet.Pleasure to just connect and hear about your story and really looking forwardto following kind of your success as you continue through the path onpavilion and of course, you know, your own career man, I appreciate it. AndI'm excited to be a part of the Pavilion community and uh keepcontributing to all of us around us. Awesome! All right, that's our show.Thank you so much for listening. If you like the show or love it. Great reviewApple podcast, Spotify have sent it to friends. Make sure this mass thatsubscribe button reminder. This episode is brought to you by inside squaressquared, say goodbye to spreadsheet forecasting and hello to serum data.You can trust Inside Square delivers predictive, deal scoring, unmatchedvisibility and inspection. An advanced goal management for your entire team.Everything You need to take back control of the revenue process. I had alot of fun that I hope you did too. Now...

...go pressure. Mhm.

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