In this episode, Pebble Presents, host Emelia Rallapalli talks with seasoned sales executive, David Humphreys. David details his journey into sales (by way of engineering), the importance of research in effective sales strategies, and the intricacies of value-based sales.

Together, Emelia and David discuss the intersection of sales and marketing research, the necessity of a structured sales process, and the critical role of market research in product development and risk management. If you are ready to learn tips from one of the best in the biz, this episode is a must!

Emelia Rallapalli is the founder of Pebble Strategy - a brand strategy and marketing research consultancy. Pebble provides custom-made research programs, marketing strategy consulting, and account planning services.

David Humphreys is a sales executive with a track record of building revenue growth and high-performing teams. He has led strategic initiatives across domestic and international markets, specializing in hardware, software, and services. As GM of Global Sales at Niterra Ventures, David develops and executes strategies across healthcare, energy, and mobility while supporting venture investment initiatives in IoT, AI, and advanced technologies.

Welcome to Pebble Presents.

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Resources and References

• David Humphreys on LinkedIn: https://www.linkedin.com/in/david-humphreys-4a31024/
• Niterra Ventures: https://www.niterraventures.com/
• Pragmatic Institute: https://www.pragmaticinstitute.com/

Show Notes

0:23 - Emelia introduces her guest, and what they will be talking about today

1:42 - David dives into what brought him to his current career

6:27 - Emelia and David discuss the excitement and terror of AI in research, and why David doesn’t think researchers can be replaced

13:54 - David shares what it was about the professional services space that lured him away from engineering

20:09 - Emelia inquires as to why there is an aversion to process in many big companies, and David shares why process is important…to a degree

27:33 - David explains why cost-based pricing cannot work in a competitive environment - and why the solution is value-based sales and marketing (defining the terms for the listeners)

31:37 - David shares what happens when you tell a big business owner that their product is not going to work in a market - and what type of process he advocates for

42:06 - Emelia and David recognize and discuss the multifaceted approach to sales that makes David effective today

43:40 - David talks about the role of sales at a company like Niterra Ventures vs other Silicon Valley technology company settings

47:49 - David reveals his core principles for selling effectively

53:34 - Emelia brings the episode to a close

Episode Credits

Executive Produced & Hosted by Emelia Rallapalli

Produced by Stephanie Watanabe

Editing and Post Produced by Erin Zimmerman

Artwork and Design by Liisa Turan-Walters