Mastering sales & becoming investible - Barrie Heptonstall

Peter Esho engages in a thoughtful discussion with Barrie Heptonstall, a seasoned professional with an extensive background in enterprise sales and a notable career at IBM spanning three decades.

Barrie's journey from corporate sales to becoming an investor and advisor for early-stage businesses is a central theme of this conversation. He shares how he transitioned into the world of startup investments and the pivotal moments that led to this significant career shift.

A key takeaway from this conversation is the emphasis on backing the right team when investing in early-stage businesses. Barrie underscores the importance of passion, attention to detail, and an unwavering commitment to success when assessing entrepreneurial teams.

He offers valuable insights into the qualities he looks for in entrepreneurs, which go beyond technical expertise to include adaptability and a genuine passion for their endeavours.

The episode also delves into the concept of being “investible” and how understanding the customer's customer is crucial for businesses. Drawing from his experience at IBM, Barrie discusses the customer-centric approach, where businesses focus on helping their clients succeed rather than solely on cost reduction.

He shares a real-world case study from his time at Visa, highlighting how technology solutions can transform industries and even challenge traditional forms of payment like cash.