In this episode of Sunny Side Up, host Devan Cohen interviews Paul Curto. Paul's career journey from a technical background to sales leadership is characterized by a strong technical foundation. He initially worked on network upgrades and designs, later transitioning into consulting with Deutsche Telekom to explore network technologies and innovation. His foray into technical marketing provided a unique blend of technology and marketing expertise. About a decade ago, he transitioned into sales with Aruba Networks, where he highlighted the importance of aligning solutions with desired outcomes and building enduring relationships. RetailNext, the company Paul discussed, specializes in retail analytics, offering e-commerce-style insights to brick-and-mortar stores. Their solutions encompass sensor-based systems for customer traffic tracking, loss prevention modules, and in-store analytics, helping retailers make data-driven decisions. Paul also shared insights into the MEDDIC and Miller Heiman sales methodologies, emphasizing understanding customer pain points, decision processes, and the role of economic buyers and champions. For those implementing MEDDIC, he recommended coaching, tracking keywords with conversation intelligence tools like Gong, and consistent use of Salesforce for reinforcement