Joyce Durst on Building a Culture of Empowerment in Tech Leadership
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In this episode of Enabling B2B Buying with Charles Bernard, we highlight empowerment in tech leadership through the story of Joyce Durst, founder and CEO of Growth Acceleration Partners (GAP).
While many CEOs focus solely on growth, Joyce shares how building a strong culture rooted in values, empathy, and customer-centricity leads to long-term business success.
Together, Joyce and Charles explore how a culture of empowerment strengthens teams and sharpens B2B sales in today’s rapidly evolving tech landscape.
In this conversation, Joyce and Charles explore:
- Technology’s Trajectory: Comparing technology’s evolution with the shifting landscape of how people buy.
- The Full Circle of Selling: Selling now favors a relationship-driven model, therefore focusing on the customer’s business problems.
- GAP’s Core Values in Action: Joyce’s “why” is rooted in three values: Striving for Greatness, Being Agile (embracing change), and Investing in People.
- The CEO’s Toughest Choice: Joyce advises entrepreneurs to be bold and stand by their values, especially in challenging times.
- “WAIT” and Sales Rigor: The acronym WAIT (“Why Am I Talking?”) trains sales reps to ask questions and listen first.
- Empathy for the Buyer: When making decisions, caring about a customer’s anxieties is essential.
- Engineers as Consultants: Finally, Growth Acceleration Partners involves its engineers early to eliminate risk and build trust.
Resources Mentioned:
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