We're not failing at sales because we lack talent. We're failing because we stop digging one question too early.

Today, Soni sits down with sales leader and fractional sales executive Tim Mata to unpack why most salespeople plateau — and why the ones who don't share one trait in common: relentless curiosity. Tim shares how a random opportunity at IBM in 1997 turned into a 25-year career that took him through BEA Systems, an 11-year run at Splunk (which grew from $18M to $2B in revenue as a company during his time there), Sonatype, DataLocker, and Sumo Logic — and how those same lessons now shape the fractional sales leadership work and AI community-building he does today.

Soni and Tim break down what actually separates reps who stay stuck from reps who break into six figures and beyond: knowing how to dig three or fou ...