In this episode of Sales is King, Dan Sixsmith interviews Mike Trkay, the Chief Information Officer at FICO. They discuss the evolving role of a CIO, the importance of customer engagement, and how technology decisions are made in a collaborative environment. Mike shares insights on differentiating in a competitive market, the significance of building trust with customers, and the lessons learned throughout his career. The conversation also touches on the changing expectations of buyers in the B2B space, particularly in relation to technology and AI.
Takeaways
Mike Trkay emphasizes the importance of a customer-focused role for a CIO.
Technology decisions at FICO are made collaboratively across various teams.
AI has been a part of FICO's operations for decades, focusing on predictive analytics.
FICO differentiates itself by providing analytics rather than just raw data.
Building trust with customers is crucial for long-term relationships.
Managing expectations is key to successful customer engagement.
Mike's career path highlights the value of mentorship and learning from experiences.
Listening and asking questions are vital skills in business interactions.
Business outcomes should take precedence over technology for technology's sake.
The expectations of buyers are evolving, particularly with younger generations.
Chapters
00:00 Introduction to FICO and Mike Trkay's Role
03:10 Navigating Technology Decisions in a Customer-Centric World
06:24 FICO's Unique Position in the Market
09:10 The Role of the CIO in Sales and Customer Relationships
12:24 Managing Expectations and Building Trust
15:12 Expanding Opportunities and Customer Experience
18:12 Handling Issues and Turning Problems into Opportunities
22:49 Building Strong Relationships with Clients
25:23 Mike Trkay's Journey to CIO at FICO
30:51 Mentorship and Early Career Lessons
36:11 Navigating Stress and Decision-Making
40:13 Understanding Modern Buyer Expectations
45:02 Introduction to Sales Dynamics
45:02 Understanding Customer Needs