51: Juniper Networks CSO Marcus Jewell - the unpredictability of human nature makes sales complex

Marcus Jewell (CSO of Juniper Networks) joined Scott Britton and Andrei Newman on the Built By Humans podcast.  Here are some key takeaways from the conversation: The buying community is getting a lot younger and they are a bit less interested in the relationship part of a sale. We doubled down on AI and micro-motivation tools to gamify the sales job and make work a bit more fun for our people. Sales are very hard to fully understand from a psychological perspective because it is a human-to-human interaction (and humans are unpredictable).  A good salesperson describes the process they will use to get to a good outcome rather than talk about the outcome or how much they are going to sell.   Salespeople today need to be incredibly dexterous with data so they can pick the important data points and use them to tell a compelling story. You never really lose a customer, you just lose that customer at that time. You will always have an opportunity to get it back and win the deal so it’s important to make a good impression and be professional.