The Pavilion Podcast
The Pavilion Podcast

Episode · 8 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 the Pavilion podcasts. I'm your host. Brandon martin you're listening to Is this a good time The show where I put Pavilion Motors on the hot seat for 15 minutes 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. He is the VPs sales of A three communications and we talk about taking the emotion out of negotiating. This episode was brought to you by insight squares, advanced revenue analytics and forecasting for today's B two B organizations. Your revenue team wakes up every day with questions inside square it gives you the data driven answers in real time. Get 350 out of the box reports and dashboards. Self service, no code. All right, let's do this episode 66. Is this a good time? Alright, I am here with 100 thornton he is the VP of sales of a three communications hunters. So great to have you in the pot man. I appreciate...

...brand. Thanks so much for having me looking forward to it. Awesome. Well look, I'll meet no filler. Let's jump right in. Started to start and bring us all the way from, you know, early in your career to to the current role that you're in and what do you do with a three? Yeah, absolutely. So kind of what I'm doing right now is currently the vice president sales and marketing for a three communications, which for, we're one of the fastest growing technology Integrators in America. So what that means is we really just help our clients overcome technology hurdles through designing and implementing solutions to bring diverse technologies together to really accomplish and solve their needs so they can be more efficient 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 those solutions for them and then standing them up so they can do what they need to do more efficiently prior to arriving at the role that I'm doing today and leading that team, worked in sales and sales leaderships in the financial industry, uh santa Barbara tax product group part of that CCH which is a dutch conglomerate in the...

...software space and along the way also started an ice cream company which is still up and running here based in Atlanta kind of in retail and throughout the United States and also started up a boutique fitness company that my wife still runs today here locally in the community. So I got a, we got a pause on the ice cream for a second, what's the ice cream Brain? Let's get a little shout out come on the 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 the angle is really more of, you know, by chefs for chefs, so have an angle in the food, food and restaurant industry, but also in the retail space. We did a project with whole foods, they helped fund some of our growth into the retail space. Um heard of whole foods before,...

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

...growing the business and looking to ultimately sell it. But for him to be able to really focus and do that, he needed some sales leadership because that's kind of what he was doing at the time. So it kind of uh, you know, kind of laid the groundwork for my background and what he was looking for. Um, so I guess the luck aspect was just the right time, right place. And uh, I guess the rest is history as far as kind of where I am today and you just, you met him through him going to the gym. 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 workouts and stuff together and I stepped away and just, you know, internal conversation with some folks at the gym and I talked to brian who is my boss now 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'm looking to get back into a job here in a few months. And he said, yeah, let's go chat. And he said you're exactly what I'm looking for and yeah, the rest is history. Cool man. That's, that's...

...pretty great. And so uh, throughout your career, I'm sure there's certain things you picked up what, what's your best sales or marketing tactic that you, you would pass along to members of the Pavilion 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 one tool that actually use on a weekly basis sometimes in my marriage. But even more so at work is you know, negotiations, conflict resolution from being a manager and stuff that tin style help a time and bring resolution as you always ask the question. You know, what is the person looking to get out of the conversation? Typically, you know, we in work, we get emotional and you know, really driven to find the right result and everything like that. And I think asking some questions and asking questions in general just brings the commerce taxation back to a rational level. Takes the emotion out and really can help solve a lot of problems whether that's inside the organization or with your customers...

...sometimes just reframing things with questions, make a world of difference. And are you saying, hey, ask this actual question in the midst of like, hey, what is it, what are the things that are most important to you in our conversation or is it that simple or is there more nuanced? No, I think, I mean sometimes it can be that way like, you know, a simplistic application, even like my life, it's, you know, she's frustrated. The kids are all over the place and stuff and just saying, you know, 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 you know, 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, you know, just say, hey, what are you trying to, what's the end result of this conversation and ideal world to you and let's back into it? Yeah, it kind of fast tracks those interesting conversations at times. Would you say it was worth the, you know, tens of...

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

...international locations but the basis of our businesses, us. God, I got a goal and give some shout outs, anybody who you really appreciate kind of, you know what they're putting out there into the world and get some good learning from it. Yeah. Yeah. No, I mean in our industry world in space, you know, and obviously has to be one of my teammates as well. But you know, getting kevin Rin, he's has a very diverse background of public safety and school safety and really, you know passionate about what he does. So he started to put out some really good content around, you know, how do we take technology to provide safer environments 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's great. 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 of marketing. Yeah, it's a good question. I think, you know, a couple people on my team, I'm a big believer in...

...promoting our teammates? I think Greg more on our team is doing a killer job in the sales world. He's doing a great job. 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 our customers and the huge customer advocate, So bright futures for really for both of those guys. Certainly a bunch of other folks too. But those two have been stepping up a lot. Hey, I asked you to pick somebody, you can't say everybody love him. All right, well look, those are the questions for everyone else. This is the question for me. Give me a little restaurant secret or 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 just really, really good. So that's kind of like our hole in the wall. We go, you know, 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 forward to following kind of your success as you continue through the path on pavilion and of course, you know, your own career man, I appreciate it. And I'm excited to be a part of the Pavilion community and uh keep contributing 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 review Apple podcast, Spotify have sent it to friends. Make sure this mass that subscribe button reminder. This episode is brought to you by inside squares squared, say goodbye to spreadsheet forecasting and hello to serum data. You can trust Inside Square delivers predictive, deal scoring, unmatched visibility and inspection. An advanced goal management for your entire team. Everything You need to take back control of the revenue process. I had a lot of fun that I hope you did too. Now...

...go pressure. Mhm.

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