Interview Transcript: Shesh Kumar and Mahesh M. Thakur

Mahesh: Michael, it’s great to have you here today.
Michael: Thanks, Mahesh. It’s great to be here!

Mahesh: Tell us about yourself, Michael.
Michael: Sure! I’m Michael Wilkerson, and I’ve lived in the Bay Area all my life. I started my career as a sales development rep at Qualls and gradually worked my way up to a senior sales specialist role at VMware. After Velocloud was acquired by VMware, I transitioned into business operations, acting as the voice of the Americas sales team to streamline processes across various departments.

Mahesh: That’s an exciting position because you have a lot of influence in that role. When you’re close to the customer and involved in the quote-to-cash area, you gain visibility into the sales pipeline. What attributes do you think a good sales leader should have?
Michael: Great question! A good sales leader needs to understand the market and analyze data to drive success. On a personal level, they must be highly engaged with their team, motivating and instilling confidence. If the sales team trusts their leader, it leads to greater success.

Mahesh: Absolutely. So, what does it take to close high-ticket deals at a company like VMware?
Michael: Closing big deals requires a deep understanding of the customer’s needs—it’s not just about price. You need to adapt your approach to each decision-maker, whether they’re at the executive level or beyond. Patience is crucial; building trust fosters long-term partnerships and retention.

Mahesh: That makes sense. How does customer experience tie into customer retention?
Michael: It’s all about relationship-building. I treat customers as people, not just transactions. Being transparent fosters loyalty, which can lead to upsells. Regular follow-ups are essential to keep the relationship strong. I’ve even gone golfing or out to dinner with customers to deepen those connections.

Mahesh: That’s powerful. Now, let’s talk about AI companies. What advice do you have for those struggling with their sales cycle?
Michael: Research is vital. AI can streamline sales processes by handling data analytics, lead qualification, and contract negotiations. This allows sales reps to focus on building relationships and closing deals more efficiently.

Mahesh: Love that! What would you say are your superpowers in sales?
Michael: My superpowers are adaptability, transparency, and patience. I’ve learned to connect with various customer personalities and maintain honest communication. Treating customers as humans, whether on or off the golf course, is crucial.

Mahesh: Tell us about the breakthroughs you’ve experienced with the Academy of High Achievers program.
Michael: The program has had a significant impact on my life. After ten years with one company, I needed to relearn networking and build connections. It motivated me to embrace new opportunities and unlearn old habits.

Mahesh: Thank you for sharing your insights, Michael.
Michael: Thanks, Mahesh!