In this episode, I sit down with Jaron Murphy, Head of Scores Partnerships at FICO, to talk about the lessons he has learned across cold calling, enterprise sales, strategic accounts, sales leadership, and partnerships. Jaron explains how early rejection built the resilience he has carried throughout his career, why trust must be earned when selling to senior executives, and how joining FICO forced him to develop into a more strategic seller.
We also talk about why selling into banks requires a different mindset, how strategic account management differs from simply being a strong closer, and what individual contributors must unlearn when they move into leadership. Jaron shares what makes a partnership generate real revenue, why curiosity is one of the most important qualities he looks for when hiring, and why ambitious sellers should stop comparing their career progress to everyone around them.
TOPICS WE COVER
How cold calling builds the resilience needed to succeed throughout a sales career
Why trust is the foundation of selling technology to banks and financial institutions
What separates a strategic account leader from someone who is simply a strong closer
Why new sales leaders must shift their focus from personal success to their team’s success
How authenticity and relentless curiosity help teams build something from the ground up
What separates revenue-producing partnerships from partnerships that only create meetings and press releases
ABOUT THE GUEST
Jaron Murphy is the Head of Scores Partnerships at FICO, where he leads the go-to-market function for strategic partners within the FICO Score business. During nearly seven years at FICO, he has sold the company’s software platform to major financial institutions, led its U.S. platform sales business, and built a new partnership team within the scores division. Before joining FICO, Jaron was an Enterprise AE at SAS.
Podden och tillhörande omslagsbild på den här sidan tillhör
Carter Armendarez. Innehållet i podden är skapat av Carter Armendarez och inte av,
eller tillsammans med, Poddtoppen.
