Curiosity, Connection, and Success
with Shane Moore, Senior Account Manager at Juniper Networks
Shane Moore has spent decades navigating the complexities of IT and sales, making the leap from an engineer to Senior Account Manager at Juniper Networks. His journey, detailed in a recent episode of Tech Salescraft, showcases the unique skills that make top sales professionals thrive in the face of daunting challenges, from breaking into new markets to leading teams in turbulent times.
The Challenge of Unicorn Hunting
As Shane points out, entering the cybersecurity market today is no easy feat. With many companies vying for the same customer base, the challenge for startups is stark: “You’ve got to convince a CISO who’s hearing from 500 vendors like you why your solution should stand out.” Unlike during the unicorn boom, where startups were flush with funding and optimism, today’s companies face a reality where budgets are tight and investors cautious.
This isn’t just about launching an innovative product; it’s about navigating relationships, especially with CISOs whose budgets have plateaued. Shane stresses that, in a crowded field like cybersecurity, a personal connection can make or break a deal.
Unicorns Don’t Just Sell Themselves: Salespeople and CEOs Must Show Curiosity
The secret to success? Curiosity. Shane emphasises that top salespeople excel at asking the right questions—often a reflection of their genuine curiosity about the product and their clients’ pain points.
“Curiosity drives you to ask ‘why’—why does this company need our solution? Why should a client invest in this now?”
This insight into sales comes from Shane’s own engineering background, where the habit of solving complex technical problems equipped him with a strong ability to “speak the language” of both engineers and executives. This technical fluency has given him an edge in sales, allowing him to connect with clients on a deeper level. As Shane highlights, “If you’re not curious about what you’re selling, you can’t make the customer believe in it.”
Building Relationships: More Than Just Numbers
For Shane, the technical skills are just one part of the equation. Relationships are key to long-term success in any startup where building trust with clients and partners can make all the difference. Shane’s approach to building his sales team revolves around this balance of technical knowledge and human connection.
When hiring for sales, Shane doesn’t just look for technical prowess. He places value on whether he’d want to “grab coffee” with a candidate because trust and chemistry are crucial in a sales-driven environment. If the chemistry is off, it’s unlikely they’ll succeed in selling to a CISO who needs to believe not only in the product but also in the person selling it.
Leading Through Turbulence
The post-pandemic world has seen its fair share of financial and market instability. As Shane mentions, “Founders are crazy in the best way,” tackling immense challenges, especially in the tech and cybersecurity sectors, where new tools and solutions are constantly emerging. The pressure is high for both CEOs and sales leaders, who must navigate not only competition but also the uncertainty of evolving market demands.
In Shane’s view, the role of sales leadership isn’t just about hitting targets. It’s about ensuring that each member of the team feels empowered and confident, even in tough market conditions.