E189 - Enterprise Selling to CIO's & CTO's featuring Motti Finkelstein, Intel

In this episode of Tech Sales Insights, Randy Seidl is joined by Motti Finkelstein, Corporate Vice President and Chief Information Officer at Intel. Motti shares his career journey, starting from his early days in the Israeli Air Force computer unit to his current role at Intel. The discussion covers a range of topics, including the importance of understanding customer challenges in sales, leveraging AI at Intel, and the value of long-term business relationships. Motti also emphasizes the need for IT to align closely with business objectives and shares insights on effective sales strategies, including value selling and relationship building.

KEY TAKEAWAYS

Industry Relationships: Long-term professional relationships are invaluable for navigating corporate roles and leveraging collective insights.
AI Integration at Intel: The primary focus areas for AI at Intel include manufacturing, pre-silicon design, silicon testing, and software development.
Importance of Client Understanding: Effective sales strategies hinge on understanding clients' specific business challenges and tailoring approaches accordingly.
Leadership Lessons: Emphasizing focus, execution, and discipline can drive success in demanding environments.
Value of Mentorship: Learning from industry leaders can shape one's career significantly by providing insights and fostering growth.
Customer Priorities: Understanding the diverse needs and constraints of business units is crucial for delivering tailored value and solutions.

QUOTES

"The best experiences I've had are with salespeople who understand the challenges of their customers.”
"Understand the business if you don't study it; learn it."
"At the end of the day, Pat is the CEO. He has to decide the right approach, the right time for the right thing."
"Intel's business model involves designing, manufacturing, and selling, offering a competitive advantage by controlling more of the supply chain."

Find out more about Motti Finkelstein through the link/s below:
https://www.linkedin.com/in/mottifinkelstein/

This episode is sponsored by ZoomInfo, the GTM Platform sponsor of the Sales Community. ZoomInfo is the go-to-market platform that helps businesses find, acquire and grow their customers. Businesses use ZoomInfo data and platform to increase efficiency, align sales and marketing teams, and consolidate technology stacks.