Versori Voices: Mike Cauley 🗣️

Welcome to Versori Voices – our weekly series spotlighting fresh perspectives and real-world innovation. Each edition delivers practical insights, strategic thinking, and a behind-the-scenes look at how impact is made, straight from the people driving change.

In this week’s edition, we speak with Mike Cauley, Strategic Account Executive at BigTime Software. With over a decade of sales experience and a strong working relationship with the Versori team over the past year, Mike shares his perspective on building partnerships that last and driving success in dynamic markets.

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Q: What’s one challenge in SaaS sales no one is talking enough about?

A: Rep Tenure. The lifespan of an AE in the tech space seems to be 2-3 years. With onboarding programs that can vary in effectiveness, this means comprehension of ICP, common challenges and actual benefits might not be fully understood until the AE is nearly a year in. This can lead to good AEs being churned out prematurely, lowered income potential or (and this is arguably most important) the prospective client having an underwhelming experience. 

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Q: What’s one outdated practice in B2B sales that needs to go?

A: The notion that cold calling is dead. Candidly, effective cold calls can lead to shortened sales cycles, increased contract amounts, better rapport and more efficient understandings of the prospective client’s business.

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Q: What’s one AI tool or platform that transformed the way you approach customers?

A: Gong AI. I’ve recently experimented with NotebookLM and think I’ve found a suitable use case, and I’ve also found some really insightful ways of using GPT, but Gong is the daily-use tool.

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Q: What’s the best advice you’ve received while on your career journey?

A: Stop comparing yourself. Context is key here: I didn’t receive the advice firsthand (Gary Vaynerchuk is the source). And while I agree generically, I do find it healthy to compare myself as a tactic of how to improve. I think it's a key difference between fixating on those comparisons (to a detriment) vs using them as tools for continuous improvement.

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