Why Good Technology Takes Years to Sell | Joe Arko, Marcura

Enterprise sales in maritime software requires support from executives and the people doing the work. Joe Arko, VP of Sales at Marcura, joins Meir Heimowitz to explain how he approaches adoption in an industry with long-standing operating practices. Joe discusses why good technology can take years to gain adoption, how existing customers' experiences shape new sales conversations, and where human accountability still matters in AI-assisted services. He also shares how he uses LLMs to create useful follow-up materials after meetings. 00:00 Ask what buyers already believe 00:14 Meet Joe Arko and Marcura 01:08 What Marcura does in maritime operations 02:11 Finding the operational problem 05:10 Winning executive and frontline support 06:36 Reputation and slow technology adoption 09:20 AI-assisted services and human accountability 12:34 Understanding the buyer's previous experience 14:56 Growth within existing customer accounts 17:13 Delivering what the sales process promises 17:44 Using LLMs for better sales follow-up 18:39 Where to connect with Joe Explore The RevGenAI Podcast: https://getrevgenai.com/podcast Learn about Marcura: https://www.marcura.com #EnterpriseSales #Maritime #B2BSales