Mastering Sales & Becoming Investible (Barrie Heptonstall)

Peter Esho Podcast

In this episode, I had the privilege of engaging in a thoughtful discussion with Barrie Heptonstall, a true veteran in the world of enterprise sales with a remarkable career at IBM spanning over three decades. What truly stands out is Barrie's remarkable journey from a corporate sales background to becoming an investor and advisor for early-stage businesses, a transition that adds a unique depth to his insights.

Throughout our conversation, Barrie shares the pivotal moments that led him to venture into the world of startup investments. His experiences and wisdom shed light on the qualities that make a startup investable, going beyond technical know-how to encompass the unwavering commitment, passion, and adaptability of the entrepreneurial team.

One of the key takeaways from this episode is the emphasis on the significance of backing the right team when investing in early-stage businesses. Barrie underscores the importance of passion, attention to detail, and a genuine commitment to success. We explore how these qualities can serve as crucial indicators of a startup's potential.

Additionally, we delve into the customer-centric approach that Barrie learned during his tenure at IBM. This approach focuses on understanding the customer's customer and helping businesses succeed by delivering value beyond cost reduction. Barrie illustrates this concept with a fascinating case study from his time at Visa, where technology solutions transformed the payment industry, challenging even traditional forms of payment like cash.

Join us in this enriching conversation as we uncover valuable insights into the world of startup investments, the traits of successful entrepreneurs, and the strategies that make businesses truly investable.