Tech Sales Insights

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In this episode of Tech Sales Insights, Jim Karrh, a Consultant & Professional Speaker at Karrh & Associates, shares his expertise on building consistently effective sales communications and conversations. He emphasizes the need for strategic thinking and offers insights into how sales organizations can structure their conversations to improve results. Other topics include the use of AI and technology in enhancing sales effectiveness, and the critical elements of successful sales playbooks.

KEY TAKEAWAYS

Sequence of Effective Sales Conversations: Understand the stages of change, urgency, and differentiation in sales dialogues.
Messaging vs. Commoditization: Differentiate your message to resonate beyond industry jargon and technical features.
The Impact of Confident Messaging: Confidence in delivering your message enhances engagement and trust.
Managing Sales Teams: Implementing structured training, coaching, and tools to ensure consistent messaging and performance.

QUOTES

"Confidence in the value of what you offer is crucial, but equally important is having confidence in how to talk about it."
"Avoid the pitfalls of commoditization by developing a unique, compelling message that resonates with your audience."
"Sales success often hinges on having the right conversations with the right people at the right time."
"Consistency in sales messaging is key—it's not about scripting but about having a common language and approach across the team."
"Preparation and practice are fundamental; they transform foundational techniques into effective, fluid conversations."

Find out more about Jim Karrh through the links below:
https://www.linkedin.com/in/jimkarrh/

This episode is sponsored by Humantic AI. Humantic AI is a Buyer Intelligence platform for revenue teams. Top revenue teams use Humantic’s Personality AI to identify early adopters, help their BDRs personalize outreach and enable their AEs with vital customer insights for every deal.

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In this episode of Tech Sales Insights, Randy Seidl is joined by Jim Delia, SVP of Global Revenue Operations at Workday, to discuss the critical components of successful Revenue Operations. The conversation covers core topics such as the three-legged stool of people, scale, and innovation. They delve into the importance of effective outbound sales strategies, leveraging AI, and optimizing tech stacks. Jim also shares insights from his career path, the importance of mentorship, and his passion for diversity, equity, and inclusion (DEI). An engaging conversation filled with practical advice for sales and RevOps professionals.

KEY TAKEAWAYS

People as the Core of RevOps: The importance of having the right people in place, fostering a culture of innovation, and ensuring continuous growth and development within the team.
Scaling Efficiently: Strategies for scaling operations, including global site strategies and balancing OPEX versus headcount.
Innovation in RevOps: The role of AI and machine learning in transforming sales processes, particularly in B2B markets.
Tech Stack Optimization: The need for simplifying and optimizing the tech stack to improve efficiency and productivity.
The Future of B2B Sales: Insights into the evolving nature of B2B sales, the impact of digital transformation, and the increasing importance of data-driven decision-making.

QUOTES

"When you wake up every morning, think about how you can make the sellers more productive."
"RevOps is about orchestrating an infrastructure around the seller to make them successful."
"AI is definitely a disruptor, especially in the down-market SMB and B2B segments."
"The future of B2B sales will heavily rely on AI, machine learning, and innovative strategies to stay ahead."

Find out more about Jim Delia through the links below: https://www.linkedin.com/in/jimdelia/

This episode is sponsored by Phone Ready Leads, the Audience Activation sponsor of the Sales Community. Sales teams using Phone Ready Leads® average a 21.3% dial to connect rate with key decision makers (A live conversation every ~5 dials), and average ~10 conversations with key decision makers for every 50 outbound dials they make.

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In this episode of Tech Sales Insights, Randy Seidl is joined by Scott Wood, VP and GM of Compute for North America at HPE. Scott shares unique go-to-market strategies inspired by his experiences as a football official. From structured pregame preparations to rigorous post-game reviews, Scott draws fascinating parallels between sports officiating and high-performance sales teams.

KEY TAKEAWAYS

Structured Preparation: Learn the importance of detailed pre-meeting preparations, akin to pregame routines in football officiating.
Post-Game Review: Understand the value of reviewing sales calls using technology to identify areas for improvement, similar to how officials review game footage.
Ongoing Certification and Practice: Emphasize the need for continuous learning and practice in sales, paralleling the rigorous certification processes in sports officiating.
Effective Communication: Explore strategies for maintaining clear and effective communication within sales teams and how it relates to the teamwork required among football officials.
Handling High-Pressure Situations: Gain insights into managing high-pressure scenarios with clients, drawing from Scott's experience handling intense moments with football coaches.

QUOTES

"If they do that at a high school level for football, why are we not doing the same disciplined preparations for multi-million dollar deals?"
"You need a culture of practice, not just one-off training sessions. Practice builds confidence, and confidence attracts customers."
"The technology we have now for reviewing sales calls is a game-changer. If you're not rigorously using them, you're missing opportunities to have a world-class sales team."

Find out more about Scott Wood through the links below:
https://www.linkedin.com/in/scott-wood-9828986/

This episode is sponsored by AuctusIQ, the Sales Performance Assessment sponsor of the Sales Community. AuctusIQ is a sales data and science software company, with the mission of providing the right data to solve your three biggest challenges: selecting and retaining exceptional talent, coaching to ensure readiness to meet or beat quota, and winning more deals.

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In this episode of Tech Sales Insights, Randy Seidl welcomes Rich Kucharski, the Global Field CTO and Transformation Leader at Dynatrace. They discuss a range of topics centered on sales, technology, and transformation. Rich shares insights from his impressive career spanning roles at Sharp Electronics, EMC, XIV, and J.P. Morgan. Key discussions include bridging business goals with technical solutions, the importance of executive briefing centers (EBCs), effective POC processes, and the role of sales engineers in building long-term customer relationships. Rich also highlights Dynatrace's growth, their innovative approach to application performance monitoring, and the company's commitment to outserving competitors. The conversation concludes with Rich providing advice for his younger self, acknowledging key mentors, and emphasizing the critical partnership between sales and engineering teams.

KEY TAKEAWAYS

Understanding Customer Challenges: Rich emphasizes the importance of thoroughly understanding customer pain points and business objectives to tailor technical solutions that drive significant business impact.
Building a Shared Vision: Establishing a clear, shared vision with customers can guide them through the transformation process, even when encountering obstacles.
The Role of Data: Access to and management of data is crucial for delivering seamless customer experiences and driving organizational transformation.
Innovative Customer Solutions: Real-world examples, such as the proactive door monitoring solution on a cruise line, illustrate the tangible benefits of Dynatrace's technology in enhancing customer satisfaction.
Cultural Values at Dynatrace: A supportive, accountable culture with a focus on acting accountable and continuous improvement is key to the company's success and employee satisfaction.

QUOTES

"It's all about the data. If you can provide a platform that provides seamless access to data, it really can help transform a company."
"The ultimate home run is you have a proposed sales proposal that the CFO gets really excited about because you're saying, here's how we're going to help you generate revenue, save money, get a competitive advantage, or stay out of jail."
"It's important to establish what perfect could look like and then set a journey to get there, which kind of pulls in all the teams at Dynatrace serving a customer."

Find out more about Rich Kucharski through the links below: https://www.linkedin.com/in/richkucharski/

This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.

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In this episode of Tech Sales Insights, Randy Seidl is joined with Lee Hacohen, Head of Sales at Red Eye, to discuss the pressing issue of pipeline problems in sales and how AI can provide a solution. Sponsored by Alexander Group, the episode dives deep into the evolving landscape of sales, the impact of AI, and practical strategies for leveraging technology to enhance sales productivity. Lee shares his journey from broadcasting to becoming a sales leader, insights on AI’s role in sales, and actionable advice for sales professionals facing pipeline challenges.

KEY TAKEAWAYS

AI in Sales: AI can handle repetitive tasks like identifying prospects, gathering contact information, and personalizing initial outreach, freeing up sales reps to focus on high-value activities.
Human vs. Machine: AI is not replacing salespeople but augmenting their capabilities by handling tasks that machines excel at, such as data processing and initial contact personalization.
Personalization at Scale: Tools like Reggie enable sales teams to send highly personalized emails and LinkedIn messages efficiently, improving engagement rates.
Importance of Training: Continuous training and adaptation are crucial as the sales landscape evolves with technological advancements.
Building and Growing: Identifying companies in their growth phase and leveraging AI can significantly impact sales success.

QUOTES

"There's certain things machines do really well and there's certain things people do really well. AI is here to augment, not replace, the salesperson."
"In order to actually connect with someone and get their attention in an inbox that has 60 emails, you have to show them that you know them."
"AI can personalize messages based on company performance and individual profiles within seconds, a task that would take a human significantly longer."

Find out more about Lee Hacohen through the links below:
https://www.linkedin.com/in/lhacohen/

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In this episode of Tech Sales Insights, Randy Seidl features a conversation with Rachel Cossar, CEO and co-founder of Virtual Sapiens. The discussion revolves around the potential of AI to transform sales coaching by analyzing and improving sales behaviors and human interactions. Rachel, a former professional ballet dancer and now a tech entrepreneur, shares how her company uses AI to help professionals master their virtual and in-person presence, making communication more effective. The episode touches on various topics, including the importance of nonverbal communication, the genesis of Virtual Sapiens, the unique challenges of sales coaching, and how Virtual Sapiens provides individualized feedback for improvement. The conversation also delves into AI's role in behavioral change, the scalability of Virtual Sapiens' technology, and the importance of privacy in AI tools. Rachel shares personal insights, including her transition from ballet to tech entrepreneurship, and the supportive role her mentors and co-founder have played in her journey.

KEY TAKEAWAYS

Virtual Sapiens utilizes AI to help professionals master their presence, whether in virtual or in-person interactions.
Coaching conversations empowered by AI can revolutionize sales behaviors and enhance confidence.
Through partnerships with global firms like BTS, Virtual Sapiens integrates AI seamlessly into learning management systems for personalized coaching experiences.
Behavioral nonverbal cues play a significant role in building trust and rapport, especially in virtual communication.
Effective use of body language and framing can significantly impact how professionals are perceived in virtual meetings.

QUOTES

"We're at the intersection of AI and human interaction, using AI as a coach in real-time to help humans become more aware of certain blind spots and integrate feedback for behavior change."
"The way you show up on video matters—it's the only digital channel where body language truly counts."
"First impressions on video are powerful—your setup, background, framing, and lighting all contribute to how you're perceived as a professional."
"Nonverbal cues, like hand gestures, can amplify your presence in virtual meetings, making you more engaging and trustworthy."
"Mastering presence in virtual interactions requires awareness of behavioral nuances and leveraging them effectively to build connections."

Find out more about Rachel Cossar through the links below:
https://www.linkedin.com/in/rachel-cossar/

This episode is sponsored by Spotlight.ai, our Value Intelligence sponsor. Spotlight.ai provides a Value Intelligence AI-driven platform to transform sales discovery, auto build differentiated business cases, and optimize value positioning for field and remote teams.

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In this episode of Tech Sales Insights, Randy Seidl and Michael Norton delve into the pivotal role of frontline sales managers in modern companies. From their diverse responsibilities to the challenges they face, they explore how these unsung heroes shape organizational success. With insights from industry veterans and personal experiences, they dissect the evolving dynamics of sales management and offer strategies for navigating the complex landscape of sales leadership.

KEY TAKEAWAYS

Frontline sales managers serve as the linchpins of cohesion within organizations, orchestrating sales strategies, managing cross-functional relationships, and driving revenue growth.
Understanding and adapting to the diverse communication styles and learning preferences of sales team members, spanning different generations, is essential for effective sales management.
The balance between administrative tasks, such as CRM management, and frontline engagement is crucial for sales managers to maximize their impact.
While training is vital for sales team development, empowering salespeople to take ownership of their growth and success is equally important.
Successful sales managers excel not only in training but also in facilitating the onboarding process to accelerate new hires' integration and performance.

QUOTES

"Sales managers are the unsung heroes of business today. They manage up, down, and sideways, orchestrating strategies and relationships to drive success."
"Understanding the diverse learning and communication styles of sales team members is key to effective sales management in today's multigenerational workforce."
"A successful sales manager strikes the balance between administrative duties and frontline engagement, maximizing their impact on revenue growth."

Find out more about Michael Norton through the links below:

LinkedIn: https://www.linkedin.com/in/msnorton/

https://phonereadyleads.com/

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In this replay episode of Tech Sales Insights, Randy Seidl is joined by Joey Gilkey, CEO of Apex Revenue, to discuss the evolution of outbound cold calling strategies in the modern sales landscape. From Joey's journey in sales to the challenges and solutions in improving cold calling pickup rates, this episode offers invaluable insights for sales professionals navigating today's competitive market.

KEY TAKEAWAYS

The landscape of outbound sales is evolving rapidly, with traditional strategies becoming less effective over time.
Companies must shift from a meeting-centric approach to a market analysis-centric approach, focusing on segmenting the market and curating targeted lists for more effective outreach.
Turning sales development reps into market development reps and empowering account executives to self-source from curated lists can significantly improve pipeline generation and conversion rates.
Sellers should prioritize selling to prospects the way they want to buy, adopting a consultative and tailored approach to address pain points and provide value.
Highly targeted lists are essential for successful outbound efforts, as data saturation increases and traditional list-building methods become less reliable.

QUOTES

"Sell to people the way they want to buy, not the way we want to sell."
"The list is the strategy. Highly targeted lists impact the top of the funnel, which then impacts the bottom of the funnel."
"Turning sales development reps into market development reps is key. Identify segments, curate lists, and empower account executives for more effective outreach."

Find out more about Joey Gilkey through the links below:

LinkedIn: https://www.linkedin.com/in/joeygilkey/

https://phonereadyleads.com/

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In this replay episode of Tech Sales Insights, Randy Seidl is joined by Peter Trizzino, President of North America Sales at Dell. Together, they delve into the pivotal role of culture in driving sales success, exploring how it transcends strategy and shapes behaviors within teams and partnerships. From personal anecdotes to actionable insights, Peter shares his journey from humble beginnings in sales to leading one of the largest sales regions at Dell. Discover how fostering trust, championing collaboration, and prioritizing outcomes can empower sales professionals to thrive in today's rapidly evolving marketplace.

KEY TAKEAWAYS

Culture Trumps Strategy: Explore how cultivating a culture of trust, collaboration, and customer-centricity drives long-term success in sales.
Earning and Giving Trust: Learn the importance of trust-building in both internal teams and external partnerships, and how reciprocity fuels growth.
Embracing Change: Understand the value of adaptability and continuous learning in navigating industry shifts and technological advancements.
Balancing Work and Life: Uncover strategies for achieving a harmonious work-life blend that fosters productivity, well-being, and a winning mindset.
Driving Sales Excellence: Gain actionable insights for aligning sales efforts with customer needs, leveraging partnerships, and maximizing performance.

QUOTES

"Culture is made up of collective mindsets and behaviors, emphasizing the 'how' over the 'what' in driving success."
"The easiest way to earn trust is to give it. Trust is the foundation for high-performing teams."
"In today's world, outcomes and value trump product-centric sales approaches. It's about solving customer problems."

Find out more about Peter Trizzino through the links below:

LinkedIn: https://www.linkedin.com/in/peter-trizzino-21791a1/

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In this replay episode of Tech Sales Insights, Randy Seidl interviews Jennifer Quinlan, the Global Managing Partner at IBM Consulting, discussing the transformative power of Gen AI on customer experience. From IBM's own journey as client zero to real-world success stories, they explore how AI-driven solutions are streamlining processes, improving employee and customer satisfaction, and accelerating business outcomes across sales, service, and marketing.

KEY TAKEAWAYS

Gen AI Impact: Gen AI revolutionizes customer experience by enhancing efficiency, improving response times, and driving better outcomes across various business functions.
IBM's Client Zero Journey: IBM's internal transformation journey serves as a blueprint for leveraging AI to optimize workflows, unify processes, and enhance customer engagement.
Real-world Success Stories: Examples from industries like agriculture and retail showcase the tangible benefits of AI-driven solutions, including significant reductions in response times, increased throughput, and improved customer satisfaction metrics.
Speed to Market: Gen AI accelerates campaign conception, content testing, and deployment, leading to faster time-to-market and remarkable performance gains, as demonstrated by a 26X increase in social performance in a recent campaign.

QUOTES

"We're able to create a better experience across our sales communities, enabling faster decision-making and deeper customer engagement."
"Gen AI transforms low-fidelity tasks into high-impact opportunities, revolutionizing lead generation and pipeline growth."

Find out more about Jennifer Quinlan through the links below:

LinkedIn: https://www.linkedin.com/in/jenniferquinlan/

This episode is sponsored by TechTarget, the global leader in purchase intent-driven marketing and sales services that deliver business impact for enterprise technology companies. By creating abundant, high-quality editorial content across more than 150 highly targeted technology-specific websites and 1,125 channels, TechTarget attracts and nurtures communities of technology buyers researching their companies’ information technology needs.Please visit their website at https://www.techtarget.com/

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In this replay episode of Tech Sales Insights, Randy Seidl is joined by Lisa Pope, President at Epicor, shares her journey through the world of ERP, from its traditional roots to its modern-day relevance. Randy delves into Lisa's extensive experience, exploring the evolving role of ERP in today's dynamic business environment. From navigating supply chain disruptions to harnessing the power of data as a service, Lisa offers valuable insights and strategies for driving business growth and innovation.

KEY TAKEAWAYS

The enduring relevance of ERP in driving digital transformation and business resilience.
Leveraging ecosystem partnerships and mindshare growth for enhanced market presence.
The pivotal role of data as a service in driving intelligent decision-making and operational efficiency.
Adapting sales strategies to meet the evolving needs of diverse customer segments, from SMBs to enterprise-level organizations.
Embracing diversity and inclusion practices to foster a thriving and inclusive workplace culture.

QUOTES

"ERP isn't dead; it's thriving and evolving to meet the demands of the modern business landscape."
"Growing mindshare is crucial; it's about building brand visibility and expanding your ecosystem to drive market engagement."
"Data is the new currency of business; leveraging insights from ERP systems empowers intelligent decision-making."
"Adaptability is key in sales; understanding diverse customer needs and market trends drives long-term success."
"Diversity isn't just a buzzword; it's a cornerstone of innovation and success in today's global marketplace."

Find out more about Lisa Pope through the links below:

LinkedIn: https://www.linkedin.com/in/lisapopeepicor/

This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

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In this episode of Tech Sales Insights, Randy Seidl and Peter Bell, General Partner and Chairman of Amity Ventures, dive into the realm of sales and startups. From Peter's extensive experience as both a sales leader and a venture capitalist, they explore best practices, pitfalls, and strategies for achieving success in sales-driven organizations.

KEY TAKEAWAYS

Founder-Led Sales: Understand the pivotal role founders play in early sales efforts and the importance of authenticity in customer interactions.
Product-Market Fit: Delve into the challenges of finding and validating product-market fit, crucial for sustainable growth and investor confidence.
Scaling Sales Teams: Navigate the delicate balance between founder-led sales and hiring experienced sales managers to drive team growth and efficiency.
Remote Work Dynamics: Explore the evolving landscape of remote work and its impact on sales team dynamics, collaboration, and productivity.
Customer-Centricity: Emphasize the significance of customer relationships and the role they play in product development, sales strategy, and business success.

QUOTES

"If the founder can't sell the product, it's extremely difficult for anyone else to sell it because the founder has the authenticity that really only the founder can have in an early-stage company."
"Finding product-market fit is extremely difficult. Sometimes you don't actually know when you've found it. Many companies feel they've found it before they've actually really found it."
"It's not just about making quota and delighting customers; it's about enjoying the journey together."

Find out more about Peter Bell through the links below:

LinkedIn: https://www.linkedin.com/in/peterwbell/

This episode is sponsored by Phone Ready Leads, the Audience Activation sponsor of the Sales Community. Sales teams using Phone Ready Leads average a 21.3% dial to connect rate with key decision makers (A live conversation every ~5 dials), and average ~10 conversations with key decision makers for every 50 outbound dials they make. Visit their website at: https://phonereadyleads.com/

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In this episode of Tech Sales Insights, Randy Seidl is joined by John Barrows, CEO of JB Sales, as they explore the timeless principles of sales. They delve into the transformation of sales fundamentals over the years and how staying authentic in the ever-evolving sales landscape is crucial. From sharing personal experiences to discussing the impact of AI on sales coaching, this episode is a treasure trove for both seasoned professionals and those starting in sales.

KEY TAKEAWAYS

The importance of authenticity in sales and staying true to oneself.
Navigating the shift in sales fundamentals and learning from both old and new practices.
Lessons from John's journey in sales, from DeWalt power tools to leading JB Sales.
The value of immediate and objective AI-driven feedback in coaching and improving sales performance.
Overcoming challenges in the corporate world and finding success by staying true to one's values.

QUOTES

"Lying is hard. It's easier to be authentic and genuine in sales."
"Coaching is the number one thing a manager should do, but it's often not what they do."
"If you're surprised that your manager is an asshole during a performance review, you haven't been paying attention."
"The endorphin component of immediate feedback is crucial for reps' growth."
"AI coaching tools can provide objective insights, eliminating subjectivity in feedback."

Find out more about John Barrows through the links below:

LinkedIn: https://www.linkedin.com/in/johnbarrows/

https://www.alexandergroup.com/

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In this episode of Tech Sales Insights, Randy Seidl interviews Richard Harris, the author of the upcoming book, "The Seller's Journey." In this episode, they delve into the intricacies of sales, from the importance of understanding the buyer's journey to the art of respecting contracts. Richard shares insights from his extensive experience in sales training and go-to-market strategies, providing valuable tips for both seasoned professionals and newcomers to the field.

KEY TAKEAWAYS

Navigating the Sales Landscape: Understand the nonlinear nature of the sales process and the importance of having a clear map and compass to guide your journey.
Personalization in Sales: Recognize that sales is inherently personal and learn how to effectively connect with prospects on a human level.
Respect Contracts: Embrace the concept of respect contracts to set expectations, maintain control of conversations, and foster mutual understanding with prospects and clients.

QUOTES

"There is no such thing as a buyer's journey. It's all about the buyer's experience through a seller's journey."
"Sales is always personal. Don't pretend rejection doesn't sting; acknowledge it and learn from it."
"Respect contracts are the foundation of effective communication in sales, setting the tone for productive conversations."

Find out more about Richard Harris through the links below:

LinkedIn: https://www.linkedin.com/in/rharris415/
The Seller’s Journey Book by Richard Harris: https://a.co/d/8B9TA9s

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Spotlight: https://www.Spotlight.ai/

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In this episode of Tech Sales Insights, Randy Seidl in an insightful conversation with Mohamad Ali, Chief Operating Officer of IBM Consulting, they delve into the transformative impact of generative AI on the IT consulting industry. From disrupting traditional sales processes to enhancing cybersecurity for global organizations like NATO, Ali shares real-world examples of how AI is reshaping the landscape. Discover the secrets behind IBM Consulting Advantage, an AI services platform, and explore the profound productivity improvements witnessed in groundbreaking projects. Learn how IBM Consulting is at the forefront of embracing AI to drive efficiency, security, and innovation.

KEY TAKEAWAYS

The IT consulting industry is on the brink of a significant transformation with the advent of generative AI.
Gen AI is disrupting traditional sales processes, leading to monumental shifts in client engagement and project timelines.
IBM Consulting Advantage provides a consistent approach to building AI solutions, ensuring security, governance, and protection against biases.
Real-world examples, such as the NATO cybersecurity project, showcase the immense potential of AI in solving complex challenges.
Productivity improvements of up to 52% have been observed in projects utilizing AI assistants, emphasizing the practical impact of Gen AI.

QUOTES

"We need to bring consistency to AI projects because it's not just about building great solutions; it's about securing, governing, and protecting personal information."
"The consulting market is not going to stay labor-based; Gen AI will disrupt the industry in the same way Uber disrupted the taxi business."
"Focus on doing a great job and loving what you do. Internal politics will fade away if you genuinely enjoy your work."

Find out more about Mohamad Ali through the links below:

LinkedIn: https://www.linkedin.com/in/alimohamad/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl is joined by Collin Mitchell, the Managing Partner at Leadium, as they delve into the dynamic world of outbound sales. They discuss how traditional outbound sales methods are evolving and share insights on what works in today's competitive landscape. From personalized email strategies to the power of cold calling, they explore practical tips and techniques to boost sales effectiveness. Discover the secrets to successful outbound sales in the digital age

KEY TAKEAWAYS

The importance of personalized outreach in email campaigns.
Strategies for effective cold calling, including data segmentation and technology tools.
Leveraging social media insights to enhance email personalization.
Building relationships through podcasting as a unique outreach strategy.
Tips for avoiding spam filters and maintaining deliverability in email campaigns.

QUOTES

"Each line of your email is to get them to read the next line."
"The power of the phone is the most effective channel for conversions."
"Building relationships through podcasting is a strategy I've used in the past and have driven lots of revenue doing that."
"Podcasts are a great way to be different and stand out in the sales landscape."

Find out more about Collin Mitchell through the links below:

LinkedIn: https://www.linkedin.com/in/collincmitchell/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl is joined by Matt Dixon, the founding partner at DCM Insights, to delve into the captivating world of Challenger sales and explore the profound insights from Matt's latest book, "The Jolt Effect: How High Performers Overcome Customer Indecision." They discuss the evolution of sales strategies, the impact of the pandemic on decision-making, and the crucial moments that define successful sales interactions.

KEY TAKEAWAYS

Challenger Sales Evolution: Understand the genesis of Challenger sales during the global financial crisis and its continued relevance in transforming sales approaches.
The Jolt Effect: Explore the story behind Matt's latest research, which unravels the challenges of customer indecision, particularly after initial interest, and how high performers navigate this critical phase.
Sales in the Virtual World: Examine the shift to virtual sales environments, accelerated by the COVID-19 pandemic, and the unique opportunities and challenges it presents.
The Two Acts of Sales: Recognize that sales is a two-act play — first, sparking customer interest and then addressing the indecision that arises after the initial commitment.
Overcoming Overloads: Dive into the three major sources of indecision - too many options, information overload, and expectations overload - and learn how top performers navigate these challenges.
Decision-Making in a Downturn: Explore how the current business landscape, including economic uncertainties and the aftermath of the SaaS reckoning, contributes to heightened indecision among customers.
Startup Challenges: Discuss the difficulties faced by startups in breaking into the market due to a lack of track record, customer references, and airtight ROI guarantees.

QUOTES

"Sales is really a two-act play. The first act is getting the customer interested, answering the 'why change' question. The second act is dealing with the cold feet moment in the sale, navigating indecision after initial interest."
"The best salespeople excel at putting their figurative arm around the customer's shoulders, instilling confidence, and saying, 'You're making a great decision. We've got your back.'"
"We're doing this to ourselves - offering more options, information overload, and ambitious promises. These amplify customer indecision, making even normally decisive people behave indecisively."

Find out more about Matt Dixon through the links below:

LinkedIn: https://www.linkedin.com/in/matthewxdixon/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl is joined with David Schneider, General Partner of Co-Two and seasoned executive with a remarkable track record. Dive deep into the lessons learned throughout Schneider's career, covering topics such as culture, growth, hiring, forecasting, and more. From his early days at UC Irvine's Championship sailing team to leading companies like Data Domain and ServiceNow, Schneider shares valuable insights and anecdotes that shaped his journey. Discover the secrets behind scaling businesses, overcoming rejection, and the evolution of customer success in today's competitive landscape.

KEY TAKEAWAYS

Embracing a "beginner's mindset" in tackling unsolved problems can open doors to unprecedented success.
Overcoming rejection involves understanding and addressing the specific needs of the situation, whether in hiring or sales campaigns.
In the early stages of a business, integrating customer success into the sales function can be more efficient, emphasizing a company-wide commitment to client satisfaction.
The importance of learning from failures, maintaining humility, and appreciating the journey, as success often follows struggle.
The role of leadership in inspiring and learning from team members, with a focus on continuous improvement and adaptability.

QUOTES

"If you don't know struggle, you can't appreciate success. Failure is good; it teaches you humility and humbleness."
"Great leaders understand how passionate their employees can be. You either bet on the come or you bet on experience and knowledge."
"Solving customer problems is the job of everybody in the company. Salespeople are the tip of the spear, bringing every resource to bear for the good of the company."
"Every company has its own set of challenges and culture. Helping management teams think about growth and bringing engineering into the product development cycle is crucial."
"Building community within a company is about aligning everyone's role with the ultimate goal of dominating a marketplace through exceptional customer service."

Find out more about David Schneider through the links below:

LinkedIn: https://www.linkedin.com/in/davidschneider2/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl engages in an insightful conversation with Sam Nelson, the founder of SDRLeader.com and Agoge Prospecting School. Discover the secrets of successful outbound prospecting, the importance of proper enablement, and the nuances of effective sequence strategies. Sam shares his journey from starting a mission-driven company to becoming a leader in SDR management and sheds light on the key elements that make outbound prospecting a game-changer for businesses.

KEY TAKEAWAYS

Prioritize Right Prospects: Effective outbound starts with aligning sequences to the right prospects, requiring clear prioritization and careful title targeting.
Sequencing Efficiency: Sequences are a series of touchpoints (phone, email, LinkedIn) designed for efficient and personalized outreach, maximizing the impact of personalization efforts.
Focus on Meetings Held: The primary goal is to schedule meetings between SDRs and account executives with the right decision-makers, ensuring valuable use of time and resources.
Empower Account Executives: Once a meeting is set, pass the prospect to the account executive to ensure a smooth transition and avoid complications in the sales process.
Feedback Loop: Establish a feedback loop between SDRs and AEs to address any issues in the handoff process and ensure effective collaboration for successful conversions.

QUOTES

“If you get fully attributable meetings with people, it's very valuable.”
“The sequence really sets you up to get through to them on the phone and get that initial meeting set.”
“Once you have got the meeting scheduled with the right person, that's a good time to pass it to the AE.”

Find out more about Sam Nelson through the links below:

LinkedIn: https://www.linkedin.com/in/realsamnelson/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy is joined by John Byrne, President at Dell, for an insightful conversation on the evolution of the customer journey. They explore the dynamic shifts in buyer behavior, the impact of Gen AI, and how technology is reshaping the sales landscape. John shares his experiences and perspectives on leadership, vision, and the critical role of human interaction in the age of digital transformation.

KEY TAKEAWAYS

The rapid evolution of customer buying behavior driven by Gen AI.
The importance of human interaction in a tech-dominated sales landscape.
How AI is transforming decision-making processes in customer interactions.
The role of leadership vision in guiding teams through technological advancements.
The need for sales leaders to adapt to both outcome and transactional selling.

QUOTES

"Gen AI is the heart of the change; it's the first time humans and machines come together to solve unprecedented challenges."
"In the future, growth will come not just through capacity but through commercial productivity."
"As a leader, you're not just leading sellers; you're leading the act of selling in the modern age."
"Curiosity is a superpower; being curious allows you to build a vision for the future."
"Lead with optimism; life is short, and we're navigating a future full of possibilities."

Find out more about John Byrne through the links below:

LinkedIn: https://www.linkedin.com/in/john-byrne-966b1720/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, join us for a fireside chat with Scott Strubel, Vice President of the America's Partner Organization at Darktrace, a leading cybersecurity AI company. Scott shares his firsthand experiences and insights from the first 90 days as a new leader in the cybersecurity landscape. From his childhood jobs shaping his approach to leadership to his impressive career journey spanning HP, Oracle, NetApp, Commvault, Hitachi Vantara, and Darktrace, Scott dives into the importance of building strong partnerships and outlines his strategies for success. Learn about Darktrace's evolution, Scott's go-to-market plans with partners, and his emphasis on fostering a collaborative and accountable culture.

KEY TAKEAWAYS

The First 90 Days as a New Leader: Scott delves into the critical initial period of leadership and emphasizes the significance of building relationships with partners, sales organizations, and key team members.
Navigating Partner Relationships: Exploring the complexities of the cybersecurity industry, Scott discusses the challenges and strategies for enhancing partner collaborations and sales enablement.
Strategies for Growth: Unveiling Darktrace's plans, Scott outlines the six breakthrough goals and the structured approach toward achieving them, focusing on measurable results and partnership expansion.
Cultural Accountability: Scott shares insights into the cultural elements he prioritizes, emphasizing the importance of shared values, accountability, and consistency in driving success.

QUOTES

"What partners want from their technology OEM vendor partners is predictability, consistency, and profitability."
"Really good partner sellers sell what's profitable and what's easiest to sell."
"We consider ourselves highly accountable to our sales organization and partners, measuring success every 13 weeks."
"I have this list of 50 things that we hold ourselves accountable to every 13-week quarter in shaping our culture."

Find out more about Scott Strubel through the links below:

LinkedIn: https://www.linkedin.com/in/scottstrubel

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl welcomes Amit Bendov, the CEO of Gong, to discuss the profound impact of AI in sales and revenue team transformation. Amit shares the origins of Gong's AI-driven platform, its evolution, and the pivotal role it plays in empowering sales teams. From increased productivity to predictive analytics and integrations with sales methodologies, Gong's technology streamlines processes, enabling teams to focus more on selling effectively.

KEY TAKEAWAYS

AI's Role in Sales Transformation: Amit describes how AI revolutionized sales processes by autonomously gathering insights from customer interactions, enhancing productivity, and providing data-driven decision-making.
Gong's Solutions and Innovations: He highlights Gong's suite of AI-powered products—Engage, Forecast, and Conversation Intelligence—and how they optimize sales productivity, forecasting accuracy, and training effectiveness.
AI's Impact on Productivity and Strategy: The conversation delves into AI's influence in improving efficiency, predicting outcomes, refining strategies, and enabling quicker, more informed decision-making.

QUOTES

"The idea was an autonomous system that would take all the conversations of customers... and create data and insights for leaders and people in the trenches using AI."
"AI removes a lot of the work, making teams more effective and efficient. It helps reps do the right thing, especially for rookies, while automating mundane tasks."
"Remember, AI can take wherever you are and make you better. But to be realistic, you have to have a good business. AI isn't a miracle; it enhances what's already there."

Find out more about Amit Bendov through the links below:

LinkedIn: https://www.linkedin.com/in/amitbendov/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl sits down with David Donatelli, CEO of Riverbed, for a candid conversation on "Lessons Learned." David shares insights garnered throughout his illustrious career spanning EMC, Hewlett Packard (HP), Oracle, and his current role at Riverbed. From telemarketing and sales strategies of the past to the evolving landscape of enterprise solutions, they explore the essence of value-based selling, marketing lead generation, and the importance of customer trust. David delves into the significance of product-market fit, team collaboration, and the transformative impact technology can have on businesses, sharing anecdotes that highlight how Riverbed's solutions have streamlined operations for major companies worldwide.

KEY TAKEAWAYS

Value-based Selling: Understanding and articulating the true business value of solutions are pivotal in driving successful enterprise sales.
Customer Trust: Building and maintaining customer trust by honoring commitments and exceeding expectations.
Team Collaboration: Emphasizing that sales success is a collective effort involving all functions within an organization.
Product-Market Fit: The criticality of product differentiation and market alignment for sustained success in the enterprise technology landscape.
Technology's Impact: Real-life examples showcasing how innovative technology solutions positively impact business operations and customer satisfaction.

QUOTES

"Customers are very smart. They do the research before they meet you. They want to understand how you rank versus others in the industry."
"Your reputation is built by honoring your commitments to your customers and exceeding what you promise them."
"It's more important than ever to understand the true business value and articulate that to customers."
"Sales success is a team sport. Every function within a company has a role to play in achieving success."

Find out more about David Donatelli through the links below:

LinkedIn: https://www.linkedin.com/in/david-donatelli-29854825b/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl in an insightful conversation with Jim Nyhan, Director of America's Enterprise Sales at Cyber Proof, discussing the shift from selling individual products to integrated platforms in managed cyber services for enterprise clients. Jim shares his journey, emphasizing the importance of an ecosystem approach, addressing challenges in the tech sector, and highlighting the crucial role of customer-centricity in building lasting partnerships.

KEY TAKEAWAYS

Transition to Platform Approach: In a tightening tech economy, platforms supersede individual products as enterprises seek consolidation and value from integrated solutions.
Ecosystem Advantage: Larger players leverage ecosystem partnerships, offering enterprise licensing agreements and consumption models, presenting an edge over niche point products.
Customer-Centric Culture: Upholding an egoless, customer-focused culture fosters trust, longevity, and mutually beneficial relationships.
CFO Collaboration: Engaging CFOs becomes pivotal in navigating tech stacks, as enterprises grapple with integrating numerous SaaS platforms.

QUOTES

"If you bring high integrity, value, and do what you said at the price you said, you've built a great customer relationship."
"In defense of founders, they often have their own capital at stake, but minimizing internal politics and maximizing customer focus defines successful company culture."
"Platform will trump product, especially during economic headwinds, as enterprises seek consolidation and value from integrated solutions."

Find out more about Jim Nyhan through the links below:

LinkedIn: https://www.linkedin.com/in/jim-nyhan-696668/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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Tom Hannigan is the President of the Americas at ServiceNow. He has over 30 years of experience in the tech industry, with a focus on sales and leadership. Tom has held various roles at EMC and ServiceNow, and he is known for his collaborative and empathetic leadership style.

In this episode of Tech Sales Insights, Tom discusses leadership development and selling into multiple markets. He emphasizes the importance of staying hungry and humble, and he shares his philosophy on people, winning as a team, and operational command. Tom also highlights the significance of value selling and the role of sales ops in driving success.

KEY TAKEAWAYS

Staying hungry and humble is crucial for success in sales and leadership.
Building a strong team and fostering collaboration is essential for winning as a team.
Operational command, including effective time management and accountability, is key to achieving sales goals.
Value selling is critical in today's market, where customers are focused on productivity and profit.
Sales ops plays a vital role in supporting sales teams and driving revenue growth.

QUOTES

"The team with the best people wins every single time."
"If you don't understand the business problems, you're not going to be able to solve any of their problems."
"Every interaction is a sales call."
"Being in front of the customer is the most important thing we need to do."
"The best channel folks understand salespeople and how they attack the territory."

Find out more about Tom Hannigan through the links below:

LinkedIn Profile: https://www.linkedin.com/in/tomghannigan/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Paul Fipps, President of Strategic Accounts at ServiceNow, shares his journey from an Army career to pivotal roles in leading technology companies. Paul reflects on his military background's profound impact on his leadership style, emphasizing the importance of placing the mission or company objectives first, the team second, and personal motives third. He discusses the critical role ServiceNow plays in digital transformation, offering insights into the company's purpose-driven approach and innovative AI-powered solutions. Throughout the conversation, Paul underlines the significance of a strong team-oriented culture and how it drives success in customer relationships and company growth.

KEY TAKEAWAYS

Leadership Principles from the Military: Paul Fipps shares his key leadership lesson from the military, emphasizing the priority of the mission or company objectives, team cohesiveness, and personal motives in that order.
ServiceNow's Purpose-Driven Approach: ServiceNow focuses on enhancing the world of work by offering a powerful, workflow-based platform for digital transformation across industries and functions.
Innovative AI-Powered Offerings: ServiceNow's rapid innovation, notably in generative AI, has led to groundbreaking, live product launches with powerful AI capabilities out of the box.
Strategic Account Management: Paul's role involves overseeing the largest and most strategic customers, aligning resources across geographies and industries to drive digital transformation and business outcomes.
Culture & Team Dynamics: The success of ServiceNow is attributed to its strong culture, with a focus on the team and core values in daily decision-making and problem-solving.

QUOTES

Paul Fipps: "Company or mission first, team second, and myself third."
Paul Fipps: "In the military, you can see what phenomenal leadership looks like, and you can see what less than phenomenal leadership looks like. If you're smart, you learn from both sides."
Paul Fipps: "ServiceNow's purpose is to make the world of work work better for everyone."

Find out more about Paul Fipps through the links below:

LinkedIn Profile: https://www.linkedin.com/in/paulfipps/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl has an insightful discussion with Carl Eschenbach, a successful partner at Sequoia, as they unravel the secret sauce behind effective leadership. This episode delves into how the landscape of sales, technology, and leadership has evolved, emphasizing the role of innovation, data-driven approaches, and the crucial qualities that differentiate successful companies. Learn about Carl's journey from his humble beginnings to becoming an influential figure in the business world and venture capital.

KEY TAKEAWAYS

Evolution of Sales Tech: Explore the changing dynamics of sales, leveraging technology tools like Gong, which have revolutionized sales strategies, making them more data-driven, efficient, and strategic.
Leadership and Boardroom Insights: Discover the art of effective leadership, the critical role of the founder or entrepreneur, and the visionary qualities needed to steer companies to success.
Company Differentiation: Understand the distinction between category creators and market disruptors and how both play crucial roles in shaping industries.
Operational Expertise: Insights into how an operator-turned-investor like Carl Eschenbach brings hands-on experience to support and guide companies, from leadership mentoring to sales strategies.

QUOTES

"Sales today is as much data-driven as it is science or art."
"You can hire for skills, but you can't hire for passion and drive."
"We help companies see around corners, anticipate what's coming, and navigate uncharted territories."
"Category creators and market disruptors both play pivotal roles in shaping industries."

Find out more about Carl Eschenbach through the links below:

LinkedIn Profile: https://www.linkedin.com/in/carl-eschenbach-980543/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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Chris McCarthy is a seasoned go-to-market executive with extensive experience in the technology industry, and the founder of 45 East, LLC. He has worked for companies like IBM, EMC, Cisco, HP, HPE, and Microsoft, where he has built strong relationships with sales teams, partners, and clients to deliver technology-based solutions that drive measurable business outcomes.

In this episode of Tech Sales Insights, Randy Seidl interviews Chris McCarthy, a go-to-market executive with a background in consulting services. They discuss the importance of leveraging services and consulting as a competitive advantage in the technology industry. Chris shares his insights on the evolution of services and consulting, the challenges of balancing product and services teams, and the growing trend of customer success. He emphasizes the value of understanding customer outcomes and delivering solutions that align with their goals. Chris also highlights the significance of storytelling and value selling in building strong customer relationships.

KEY TAKEAWAYS

Services and consulting play a crucial role in driving the adoption and consumption of technology solutions.
Balancing the motivations of product and services teams is essential for success in the tech industry.
Customer success is an emerging trend that focuses on co-innovation and co-investment with customers.
Value selling is critical in demonstrating the impact and benefits of technology solutions to customers.
Storytelling is a powerful tool for communicating the value and relevance of technology solutions to customers.

QUOTES

"Customers don't buy things. They buy outcomes."
"Value is derived from listening and empathy skills with the customer."
"Focus on the first 30% who get it and make them wildly successful."
"You don't need to be a know-it-all. Be a learn-it-all."
"Storytelling is critical in communicating the value of technology solutions to customers."

Find out more about Chris McCarthy through the links below:

LinkedIn Profile: https://www.linkedin.com/in/chris-m-mccarthy/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, host Randy Seidl is joined by Kevin Purcell, a seasoned expert in selling to and with Global System Integrators (GSIs), and the Head of Global Strategic Partnerships at Hitachi Vantara. They explore the significance of GSIs in the tech industry, share valuable insights on how to effectively collaborate with these complex organizations, and offer practical strategies for companies of all sizes to leverage GSIs in their go-to-market approach

KEY TAKEAWAYS

Understanding GSIs: GSIs, or Global System Integrators, play a critical role in the IT industry, driving approximately 10% of the total market revenue. They work closely with enterprises to shape their digital transformation journeys.
Investment in GSIs: To succeed with GSIs, companies must be prepared to make significant monetary and resource investments. The key is to pick the right GSI partner willing to collaborate and invest in a mutually beneficial partnership.
Go-to-Market Strategies: Companies can achieve success with GSIs by focusing on specific niche areas or industry verticals. It's essential to establish relationships with senior personnel within the GSIs, align goals with their interests, and create joint offerings that add value to both parties.
Executive Sponsorship: Building a strong relationship with an executive sponsor within the GSI can open doors to significant opportunities. These sponsors often have industry experience and connections that can benefit both companies.
Building a GSI Team: Companies should assemble a team of experienced professionals who understand the complexities of working with GSIs. These team members should have global experience, industry knowledge, and the ability to build meaningful relationships.

QUOTES

"If you're not including GSIs in your indirect channel strategy, you might be missing out on a significant portion of the market opportunity."
"Pick one GSI, make it successful, and then build from there."
"Executive sponsors within GSIs can help advance your career within that organization by bringing revenue and value."
"Investing in GSIs requires significant monetary and resource commitments, but the rewards can be substantial."
"Understanding the unique persona within GSIs is crucial to building successful relationships."

Find out more about Kevin Purcell through the links below:
Greg Casale: https://www.linkedin.com/in/kevinpurcelllinkedin/

This episode of Tech Sales Insights is brought to you by:
Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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Phil Castillo is the VP of Sales for CommScope, where he oversees the Americas region. With a background in networking and technology sales, Phil has held leadership roles at companies like Cisco, Avaya, and HP. He is known for his ability to develop top talent and drive results in challenging situations.

In this episode of Tech Sales Insights, Phil shares his insights on the importance of being effective as a sales leader. He emphasizes that being right is overrated and that it's more important to focus on being effective in order to achieve success. Phil discusses the role of intent and genuine understanding in building strong customer relationships, as well as the value of quick and concise follow-ups. He also highlights the importance of embracing authenticity and avoiding blame in order to foster trust and ownership within a team.

KEY TAKEAWAYS

Being effective is more important than being right as a sales leader.
Genuine intent and understanding are key to building strong customer relationships.
Quick and concise follow-ups are crucial for maintaining momentum and trust.
Embracing authenticity and avoiding blame fosters trust and ownership within a team.

QUOTES

"Being right is overrated. People will remember how you made them feel, not whether you were smart." - Phil Castillo
"Divorce yourself from the outcome and focus on understanding and learning in every interaction." - Phil Castillo

Find out more about Phil Castillo through the links below:

Greg Casale: https://www.linkedin.com/in/phcastillo/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl interviews Greg Casale and Ryan Reisert about the importance of live conversations in sales. They discuss the metrics of conversations versus dials, the effectiveness of cold calling, and the impact of local dialers. They also emphasize the need for personalized and targeted outreach and the importance of training and skill development for successful outbound calling. Ryan shares a study from Outreach, a billion-dollar valuation company, which suggests that after 250 deliveries, a 12% top-line response can be expected when using email and LinkedIn, compared to a 20-40% connect rate when solely using cold calling. Greg emphasizes the importance of setting realistic expectations and understanding the specific connect rates for your industry and target audience. They also discuss the qualities and training needed for successful outbound calling, including the ability to stick with the process and build muscle memory. Greg highlights that competitiveness is not the only factor for success, and introverts can excel in outbound calling due to their analytical and listening skills. They also touch on the effectiveness of phone-ready leads in increasing connect rates, with Ryan explaining that their process involves identifying signals that indicate a higher likelihood of reaching prospects.

KEY TAKEAWAYS

Live conversations are essential for sales success as they allow for meaningful interactions with prospects.
The connect rate for cold calling is typically between 2% and 12%, depending on the industry and target audience.
Local dialers can be effective in some cases, but the advantage has diminished over time as people have become more accustomed to receiving sales calls on their mobile phones.
It is important to set realistic expectations for outbound calling and understand the specific connect rates for your industry and target audience.
The qualities needed for successful outbound calling include the ability to stick with the process and build muscle memory.
Introverts can excel in outbound calling due to their analytical and listening skills.
Phone-ready leads can significantly increase connect rates by identifying signals that indicate a higher likelihood of reaching prospects.

QUOTES

"Nothing converts better than a live conversation." - Ryan Reisert
"You want to build enough of a statistical database to know what the connect rate is for your persona in a company of the size you're trying to reach." - Greg Casale

Find out more about Greg and Ryan through the links below:

Greg Casale: https://www.linkedin.com/in/gregcasale/
Ryan Reisert: https://www.linkedin.com/in/salesdevelopmentrepresentative/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl interviews Jill Harris, the VP of Sales at GoTo, to discuss how Jill leads her sales team with a growth mindset, which means embracing challenges, learning from failures, and constantly improving their skills. They also talk about how they use customer centric selling as their sales methodology, which focuses on understanding the customer’s role, problem, and solution. Jill reveals how they use GoTo as a tool to analyze their calls, get feedback, and improve their performance. She also mentions some of the latest features of gong that they love. In addition, they share some tips and insights on selling to different markets, such as American CTOs versus European CTOs, and how to find the ideal customer profile for their products. They also discuss how they generate leads through marketing campaigns, outbound calls, and partner referrals. Jill also shares some creative ways to get meetings at conferences without having a booth. This episode is full of valuable information and advice for anyone who wants to learn more about sales success in the remote work era.

KEY TAKEAWAYS

GoTo: Remote and secure work solutions.
Jill's career journey as a Sales rep to VP at GoTo.
Growth mindset: Vital for sales success; coach reps accordingly.
Customer-centric selling: Understand customer problems and solutions.
Gong tool: Analyze calls, receive feedback, improve performance.
Selling across borders: Build trust, rapport, solve business problems.
Account scoring: Prioritize valuable opportunities.
Lead generation: Marketing, outbound calls, partner referrals.
Creative conference meetings: Without a booth.

QUOTES

“This is our profession, and you need to get better each and every day. If you don’t keep working on your skills and constantly tweaking, you’re going to become stale.”
“A lot of assumptions are made in sales where you think you understand the problem, but you really need to validate that with the customer and make sure that you understood it correctly.”
“Time is money. It really is. And so you need to do it quickly. And especially for leadership, where you’re trying to quickly dive in and read the high level notes.”
“80 percent of your revenues come from like 20 percent of your accounts and you need to find out which ones those are.”
“At these events, people want to talk to people. And so it is only an elevator pitch, getting curious, just striking up conversation.”

Find out more about Jill Harris in the link below:

LinkedIn: https://www.linkedin.com/in/jill-harris-549b052/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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Evan Leong is the founder and CEO of Product Signals, a company that provides product feedback solutions for modern teams. He has a background in product management and has worked in various roles in the tech industry. Evan is passionate about solving the problem of effectively managing and utilizing product feedback in B2B SaaS companies.

In this episode of Tech Sales Insights, Evan Leong joins Randy Seidl to discuss best practices for sales to help with product feedback. Evan shares his journey from working at Nissan to starting his own tech company and the inspiration behind Product Signals. He highlights the importance of bridging the gap between product and sales teams and the challenges faced in achieving this. Evan also provides insights into his sales process and the ideal customer profile for Product Signals.

KEY TAKEAWAYS

Effective communication and collaboration between product and sales teams is crucial for making informed product decisions.
Closing the feedback loop and keeping sales teams updated on product developments helps build trust and alignment.
The ideal customer profile for Product Signals is growth-stage B2B SaaS companies with 100-200 employees.
The future of the sales tech stack will involve platforms that integrate and communicate across different departments, such as product and customer success.

QUOTES

"Getting the feedback is one thing, but having a holistic view of what the sales team is up against is a huge indicator of the market." - Evan Leong
"If you can stick around to give yourself the opportunity to get there, you'll set yourself up for opportunities." - Evan Leong

Find out more about Evan in the link below:

LinkedIn: https://www.linkedin.com/in/evanmayo89/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl welcomes Martin G. Moore, a keynote speaker, co-founder “Your CEO Mentor”, and the host of “No Bullsh!t Leadership”, to share his insights on leadership and the key principles of his "No Bullsh!t Leadership" framework. He emphasizes the importance of delivering value at the core of leadership and highlights the seven imperatives for effective leadership: handling conflict, building resilience, working at the right level, mastering ambiguity, making great decisions, connecting the dots, and being accountable. Marty also discusses the challenges of remote work and the need for deliberate and productive in-person interactions. He shares a real-life example of how focusing on change and continuous improvement can lead to significant improvements in productivity. Marty also explores the paradox of salespeople transitioning into leadership roles and the importance of empathy and connection in leadership.

KEY TAKEAWAYS

Effective leadership is about delivering value and connecting leadership with results.
Handling conflict is a crucial skill for leaders to master.
Building resilience involves developing grace under pressure and maintaining calmness in challenging situations.
Working at the right level means focusing on your own responsibilities and not overcompensating for your team members.
Mastering ambiguity requires the ability to provide clear direction in a complex and uncertain environment.
Making great decisions quickly is more important than waiting for perfection.
Connecting the dots involves implementing the principles of leadership in practical ways and focusing on the important aspects of leadership.
Remote work presents challenges, and deliberate and productive in-person interactions are essential for effective leadership.

QUOTES

"Motivation follows action, not the other way around." - Martin Moore
"It's easier to rein in a stallion than it is to flog a donkey." - Martin Moore
"Operational excellence is about having the right culture of excellence over perfection and continuous improvement." - Martin Moore
"The best leaders are usually always great salespeople." - Martin Moore

Find out more about Martin in the link below:

LinkedIn: https://www.linkedin.com/in/martin-moore-075b001/
Website: https://www.martingmoore.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl welcomes Brad Rinklin, EVP and CMO at Infoblox, to discuss the importance of understanding buyer personas and qualified opportunities in the sales process. He emphasizes the need to focus on the customer and their pain points, as well as the importance of aligning sales and marketing efforts. Brad also highlights the challenges of selling security solutions and the need for ongoing education and enablement for the sales team. He shares how Infoblox leverages data from tech target, Sixth Sense, HG Insights, and D&B to target prospects effectively. Brad also talks about the value of DecisionLink in creating data models and generating ROI proposals for customers.

KEY TAKEAWAYS

Understanding the customer and their pain points is crucial in the sales process.
Aligning sales and marketing efforts is essential for success.
Selling security solutions requires ongoing education and enablement for the sales team.
Leveraging data from tech target, Sixth Sense, HG Insights, and D&B helps target prospects effectively.
DecisionLink helps create data models and generate ROI proposals for customer

QUOTES

"You can't hit a target that you can't see." - Brad Rinklin
"Focus on the customer and their pain points to drive success." - Brad Rinklin
"Aligning sales and marketing efforts is crucial for effective go-to-market strategies." - Brad Rinklin

Find out more about Brad in the link below:

LinkedIn: https://www.linkedin.com/in/bradrinklin/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl interviews Stephen DiFranco, executive partner at Gartner, about the changing dynamics of enterprise sales. They discuss how buyers are becoming more independent and relying less on sellers, the importance of preparation and research in sales, and the evolving role of sales leaders in orchestrating complex sales organizations.

KEY TAKEAWAYS

Buyers now spend less time with sellers and more time gathering independent information.
Sellers need to focus on helping buyers make decisions rather than just selling products.
The role of sales leaders is shifting towards orchestration and coaching, with a focus on managing seller time effectively.
The use of AI and generative AI in sales organizations is increasing, but it requires careful planning and integration with existing tech stacks.

QUOTES

"Buyers are becoming more transactional and are focused on how they buy rather than what they buy."
"Sales organizations need to focus on dwell time between stages in the sales pipeline."
"The role of sales leaders is evolving from closing deals to orchestrating complex sales organizations."

Find out more about Stephen DiFranco in the link below:

LinkedIn: https://www.linkedin.com/in/sdfiot/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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ABOUT MICHAEL

Michael Wing is the President of Vast Data, a hot company in the AI space. He has a background in sales and has been instrumental in the success of Vast Data.

SHOW SUMMARY
In this episode of Tech Sales Insights, Randy Seidl and Michael Wing discuss the company's disruptive technology and its recent announcements in the AI space. Vast Data has experienced unprecedented success, achieving a $100 million ARR in just three years. The company's unique architecture and focus on unstructured data make it a leader in the industry. Wing also shares insights into Vast Data's sales process, emphasizing the importance of discovery and customer engagement in designing solutions.

KEY TAKEAWAYS

Vast Data's architecture is built on the emerging standard of NVMe over Fabrics, allowing for superior performance and scalability.
The company's focus on unstructured data and AI applications sets it apart from competitors.
Vast Data's recent announcements, including the Vast Database and Vast Data Space, further solidify its position as a leader in the industry.
Vast Data's sales process involves a heavy level of discovery with customers to understand their priorities and problems before proposing solutions.
Engaging with customers in designing the final solution before presenting a proposal helps to ensure a higher success rate.

QUOTES

"Vast Data's architecture is so much better than the original PowerPoints led customers to understand." - Michael Wing
"We don't fear a single technology from any of the big guys that can compete with us." - Michael Wing
"You got to earn the right to ask for the business and don't start throwing proposals at the door." - Michael Wing

Find out more about Michael Wing in the link below:

LinkedIn: https://www.linkedin.com/in/michael-wing-a61b9027/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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ABOUT VLADIMIR

Vladimir Rozanovich is the Senior Vice President and President of North America at Lenovo. He has over 24 years of experience in the technology industry and has held various leadership positions at AMD before joining Lenovo.

SHOW SUMMARY

In this episode of Tech Sales Insights, Randy Seidl is joined by Vladimir Rozanovich to discuss the importance of perseverance in a down market. He emphasizes the need to focus on customers, leverage partnerships, change the narrative, and invest in people. He also highlights the value of as-a-service models and the role of sales operations in driving success.

KEY TAKEAWAYS

Perseverance in a down market requires focusing on customers, leveraging partnerships, changing the narrative, and investing in people.
As-a-service models, such as Lenovo's TrueScale, can help reduce CapEx expenditures and provide flexibility for customers.
Certain industries, such as born-in-the-cloud companies, are more inclined to adopt as-a-service models.
Sales operations and analytics tools are crucial for driving informed decision-making and improving customer engagement.
Lead generation and passing within an organization can enhance collaboration and enable more effective customer interactions.

QUOTES

"Perseverance in a down market requires changing the narrative and focusing on solutions and outcomes." - Vladimir Rozanovich
"As-a-service models provide flexibility and help reduce CapEx expenditures for customers." - Vladimir Rozanovich

Find out more about Vladimir Rozanovich in the link below:

LinkedIn: https://www.linkedin.com/in/vladimir-rozanovich-4234711/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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ABOUT JOSH

Joshua “Josh” Dinneen is the President of Blue Mantis (formerly Green Pages), a technology service provider. He has a strong track record of driving growth and organizational transformation in the tech industry. Josh discusses the importance of driving top-of-funnel activity to acquire new customers and shares insights on Blue Mantis' rebranding and focus on services. He also highlights the company's commitment to organic growth and the role of their BDR team in driving new business.

SHOW SUMMARY

In this episode of Tech Sales Insights, Josh Dinneen emphasizes the significance of driving top-of-funnel activity to achieve substantial growth and acquire new customers. He shares insights on Blue Mantis' rebranding and their strategic focus on services, including cloud, cybersecurity, and networking. Josh also discusses the company's commitment to organic growth and profitability, as well as their pursuit of acquisitions that align with their strategy. He highlights the crucial role of Blue Mantis' BDR team in supporting lead generation and collaborating with the sales team to drive new business.

KEY TAKEAWAYS

Driving top-of-funnel activity is crucial for acquiring new customers and fueling growth.
Blue Mantis has shifted its focus to services and is investing in capabilities like cloud, cybersecurity, and networking.
The company is actively pursuing acquisitions that align with their strategy and can contribute to their revenue mix.
Blue Mantis has a strong BDR team that supports lead generation and works closely with the sales team to drive new business.

QUOTES

"Driving top-of-funnel activity is the only way to impact significant growth and bring in new logos." - Josh Dinneen
"We want to grow with a purpose and under control, focusing on organic growth and profitability." - Josh Dinneen

Find out more about Joshua in the link below:

LinkedIn: https://www.linkedin.com/in/joshua-dinneen-32a4a13/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl is joined by Anthony Anzevino, Global VP of Customer Success and Renewal Sales at Commvault, to share his insights on selling with customer success and increasing the lifetime value of a customer. He emphasizes the importance of understanding the customer and their needs, as well as building strong partnerships with both customers and partners. Anthony also discusses the challenges and opportunities in the data protection market and how Commvault is evolving to meet the changing needs of customers.

INSIGHTS OF THE DAY

Your number one asset your company - Anthony: “Employees and people are the number one asset in any company, and it should be the number one goal of any great leader”

Be humble, failing, greater good - Anthony:“Be humble enough to where you can ask questions, learn to fail, fail fast and fail forward. And especially if you do it for, you know, the greater good, the benefit of your customers and the benefit of your market and your peers”

Find out more about Anthony in the link below:

LinkedIn:https://www.linkedin.com/in/anthony-anzevino-1481561/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss the value of global partner summits and the need for bilateral communication with partners. They provide advice on sales strategies during a down market, emphasizing the importance of a compelling ROI and building relationships through face-to-face interactions. The topic of channel saturation is explored, with insights on prioritizing partners based on quantitative data and leveraging distribution and cloud marketplaces. They also highlight the significance of sales tech tools like Gong for understanding customer needs and AI tools like Clary for optimizing sales workflows. Additionally, they mention intent data tools for target selection and stress the importance of not forgetting the basics in sales.

INSIGHTS OF THE DAY

Importance of Partner Summits and Bilateral Engagement - Frank Rauch: “My point is, first of all, people like to see you show up right now, especially because of COVID. Second of all, make them as bilateral as you can. Because you can say, hey, I want to do a partner advisory council and you'll, you know, some people like, well, what do you think of our partner program? That doesn't work. You have to have that give and take. You have to be able to show the future, show the roadmap, not just the product roadmap, program roadmap, and then have the partners react.”

Find out more about Frank Rauch in the link below:

LinkedIn: https://www.linkedin.com/in/frankrauch/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss various topics related to recruitment, culture, and the channel. Frank mentions that their company is always recruiting and highlights the engineering, direct sales, channel, and SDR openings they have. He also emphasizes the unbeatable culture at Kato, where high-performing individuals are the norm. They talk about the flexibility of remote work and the importance of being present in a territory for sales roles. Frank also mentions the support they receive from investors like Lightspeed and Greylock.

Randy and Frank discuss the recruitment strategy at Frank's company, highlighting the various job openings available. They also emphasize the importance of company culture and the value of having high-performing individuals on the team. The conversation touches on the flexibility of remote work and the significance of being present in a territory for sales roles. They mention the support received from investors and the challenges faced by startups in securing funding. Frank shares some advice for individuals interested in a career in the channel and the qualities that he looks for when promoting people.

INSIGHTS OF THE DAY

The Importance of Channel Partnerships - Frank Rauch: “Because, you know, oftentimes it's just too late and basically, hey, here's pricing, here's product, here's the strategy, how do we fit it into the channel? It doesn't work that way. It doesn't work that way... You need to be able to give partners services opportunities... We want to give the partners the opportunity to be able to be trained on a product, but trained in a way, not just to operate the product, but to be able to make the customer environment better... You need to be able to give the partner the opportunity to be able to upsell along with that too. It's really the multiplier effect.”

Find out more about Frank Rauch in the link below:

LinkedIn: https://www.linkedin.com/in/frankrauch/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy welcomes Frank Rauch, Global Channel Chief at Cato Networks, to discuss the future of the channel. Frank shares insights on leadership, go-to-market strategies, and his extensive experience in the technology industry.

The episode is sponsored by trender.ai, a sales intelligence company that helps accelerate ABM initiatives through targeted social media monitoring. The Trusted Tester Program by trender.ai is introduced, offering a white-glove onboarding experience for a year. The episode also highlights salescommunity.com, a platform with valuable sales content for professionals.

Frank's personal interests, including golf and owning a rock and roll bar, are mentioned, along with his passion for Philadelphia sports and recent milestone of becoming a grandfather. Quotes from industry leaders commend Frank's integrity, leadership, and strong relationships within the channel community.

INSIGHTS OF THE DAY

The Importance of Personal Relationships and Support in Channel Success - Frank Rauch: “I think it's a lot more than building your LinkedIn. It really is. I mean, that's part of it, but, you know, I think when I look at Joe and when I look at Dave, I can literally cite the day, the year, the month, where those relationships were strengthened and oftentimes they're strengthened in bad times. Rather than in good times, oftentimes the sky's falling and basically if you're there and you're willing to stand with the partner, absolutely. That helps.”

Find out more about Frank Rauch in the link below:

LinkedIn: https://www.linkedin.com/in/frankrauch/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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On this episode of Tech Sales Insights, Steve Hershkowitz, the CRO of Virtana Corp., discuss various aspects of sales and operations. Steve reflects on his younger self and advises on the importance of patience and thorough research before closing deals. They also touch upon the value of one-call closes and the need to ask for the order. The conversation shifts to the evolution of sales ops and the growing significance of RevenueOps, using AI and predictive analytics for business insights. Steve mentions their recent investment in a RevOps platform and how it helps identify gaps in deals, enabling coaching and improving closing opportunities. The guest highlights the role of Gong, a tool relied upon by the sales operations team. They also talk about enabling sellers with the OpsCruise offering, which provides insights and alerts on complex data types. Steve explains their lead generation strategies, which include outbound cold calling, strategic partnerships, LinkedIn campaigns, business intelligence tools, and participation in industry events. They discuss the importance of expanding the company's footprint within existing accounts and their partnership with CloudGenera for analytics and workload placement recommendations. The conversation concludes with a focus on sales methodology, particularly MedPIC (Metrics, Economic Buyer, Decision Criteria, Paper Process, Implicate Pain, Competitors). Steve shares their adoption of MedPIC and its benefits in deal qualification, understanding customer decision-making, and creating a sense of urgency.

INSIGHTS OF THE DAY

Navigating Time Constraints Without Losing Business - Steve: "I've learned over the years that you got to sit back and while we all have to want to close business and operate under our company's time constraints, you can't do that at the expense of losing business that you might otherwise have won."

Leveraging MedPIC to Drive Customer Action and Success - Steve: “I think the most important part about MedPIC that I like, in addition to understanding the competitors, is being able to implicate the pain. On a customer, right? So being able to help the customer understand that if they, if it's business as usual and they don't take action, there is a compelling event or a compelling pain that they're going to experience that won't go away unless they take action with us or someone else.”

Find out more about Steve Hershkowitz in the link below:

LinkedIn: https://www.linkedin.com/in/steve-hersh/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Steve Hershkowitz, the CRO of Virtana Corp., explores the key elements of a thriving company culture, including the importance of helping one another and building a sustainable business. Randy and Steve also delve into the significance of effective sales and business presentations, emphasizing the need for thorough research and understanding of the customer's business. Steve shares valuable insights on best practices, the role of presentations in establishing business fit, and the power of internal and external communication in preparing for successful presentations.

INSIGHTS OF THE DAY

Understanding the Customer's Business, Vendor Trap - Steve: “Customers are swarmed by salespeople who don't put in the time, energy or effort to really understand the business of the customer's business. And then when you don't understand the business of the customer's business, you get relegated to gatekeepers and to evaluators and to folks that want to sort of put you into a box or a position.

One of the sales traders I worked with many years ago wrote a book called Beyond Selling Value, and he talks about the vendor trap. Okay. And the vendor trap is a place that's really hard to fight your way at. And so I think business presentations are important, not just for closing deals”

Find out more about Steve Hershkowitz in the link below:

LinkedIn: https://www.linkedin.com/in/steve-hersh/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, Randy Seidl interviews Steve Hershkowitz, the Chief Revenue Officer of Virtana Corp. Steve has over 30 years of experience in the tech industry, having worked for companies like HP, Pansando, and AMD. He is a customer-first, process-oriented, and results-driven sales executive who is passionate about sales and go-to-market strategy.

Steve shares his insights on best practices for sales and business presentations. He talks about the importance of storytelling, preparation, and engagement in delivering effective presentations. He also highlights the role of technology in enhancing the presentation experience and the need for sales teams to adapt to virtual selling in the post-pandemic world.

INSIGHTS OF THE DAY

Navigating the Competitive Landscape: Achieving Gold Standard Status in Infrastructure Performance Monitoring - Steve: "We tend to see different types of competitors, Randy, depending upon which one of those platforms or products we're engaged in a sales effort with. So, for cloud cost management, it's the cloud health of the world, the Turbanomics of that world. There are a lot of companies in that space for infrastructure performance monitoring. We run it to Dynatrace, Flexera, those kind of guys. But we are the gold standard in that space, make no mistake about it."

Find out more about Steve Hershkowitz in the link below:

LinkedIn: https://www.linkedin.com/in/steve-hersh/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In this episode of Tech Sales Insights, host Randy is back with Steve Layne, the Co-founder, Chairman, and CEO of RedVector, a security company. Steve discusses various aspects of sales and demand generation. They emphasize the importance of keeping demand generation in-house to maintain a deep understanding of the market. Event-based marketing is highlighted as a critical strategy, as it allows for meaningful interactions with potential customers. LinkedIn is praised as an effective platform for engagement. The expert discusses their rev ops tech stack, including Salesforce as their system of record. Measuring and managing sales activities is crucial, and tools like ZoomInfo and HubSpot aid in this process. The challenges and rewards of scaling a company to $10 million AR are also explored. They conclude with insights on building relationships with influential figures and advice for personal growth and success.

INSIGHT OF THE DAY

STEVE: Navigating Adversity and Embracing Forward Progress.

“We've had some adversarial situations pop up, but you deal with them, right? And you take it one day at a time. Probably took me a little bit longer than that. That I would've liked to, to learn. Just don't look back. You can't look back. It's all you just can't go back. The only direction you can go is forward, right? And figure out what you're gonna do. Tomorrow, next week, next month, don't worry about what you did last week."

Don’t miss out on our previous episode and watch out for the next ones!

E128 Part 2 - Innovative Approach to Addressing Insider Threats and Predictive Risk Analysis with Steve Layne

Find out more about Steve Layne in the links below:

LinkedIn: https://www.linkedin.com/in/smlayne/
Website: https://redvector.ai/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Alexander Group: https://www.alexandergroup.com/

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In this episode of Tech Sales Insights, host Randy welcomes Steve Layne, the Co-founder, Chairman, and CEO of RedVector, a security company. The interview explores a company that offers an innovative solution for insider threats and risk analysis. Their approach involves being proactive and predictive rather than reactive, allowing organizations to mitigate problems before they escalate. Steve emphasizes the importance of partnerships and discusses the significance of their collaboration with Microsoft in the context of zero-trust architecture.

INSIGHT OF THE DAY

STEVE: Leveraging Predictive Analytics for Early Detection.

“Just like the weather agencies build models, the North American model, the European model, what we do is bring in all of this data, allow analysts to build models like a sabotage model or a data exfiltration model, and then see the risk starting to increase over time. And as you see this, these indicators of risk are increasing.

You try to get what they call the left of boom, or in the financial world, left of theft, right? You try to mitigate the problem. And so that's the real benefit of our approach and our solution. That is the new error, the new wave of this is to try to be predictive as opposed to reactive. So the competition is really these more reactive types of solutions which work.

But look, by the time it goes off, it's too late. The house is already on fire, right?"

Don’t miss out on our previous episode and watch out for the next ones!

E128 Part 1 - Mastering Sales Strategies: Insider Tips from Tech Sales Expert Steve Layne

Find out more about Steve Layne in the links below:

LinkedIn: https://www.linkedin.com/in/smlayne/
Website: https://redvector.ai/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Alexander Group: https://www.alexandergroup.com/

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INSIGHT OF THE DAY

STEVE: THE JOURNEY FROM CAR SALESMAN TO MARKETING ANALYST, UNVEILING THE SECRETS OF SELLING AND THE PSYCHOLOGY OF CONSUMER BEHAVIOR

“I, in large measure, learned how to sell right and learned the ways it means what it took to To, to close a deal, if you will. And so after college I couldn't be a car salesman. I went to college.

I had a degree in marketing and so I had to go get a marketing job somewhere. So I went to work for Volkswagen, Porsche, Audi, in their mid-Atlantic region as a marketing analyst. And it was a fantastic experience because I worked with 70 dealerships in a five state region and I also got to work with the, their ad agency, Doyle Dan and Bernbach, famous New York Madison Avenue Ad Agency where I was very early on in my career, I was schooled in something called the psychographics of the automobile purchaser.

Which has served me extremely well in my sales career in terms of understanding the psychology of why people buy and why they buy certain things."

Don’t miss out on our previous episode and watch out for the next ones!

E127 Part 3 - AUTOMATION AND EFFICIENCY: Centralizing Data for Rep Productivity

Find out more about Steve Layne in the links below:

LinkedIn: https://www.linkedin.com/in/smlayne/
Website: https://redvector.ai/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Alexander Group: https://www.alexandergroup.com/

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INSIGHTS OF THE DAY

BILL: HOW MUCH TECHNOLOGY IS TOO MUCH?

“I think there was a huge risk on too much technology. This thing needs to be set up in a way that has as few user interfaces as possible. Everything should have a common look and feel that should be a common place that people are entering into. And then as much as possible, leveraging the tech in a way that automates the experiment without them having to do it."

Don’t miss out on our previous episode and watch out for the next ones!

E127 Part 1 - RELATIONS & BUSINESS MODEL: Driving Sales Productivity at a High Level
E127 Part 2 - DRIVING SALES PRODUCTIVITY: Value Selling From the Productivity View

Find out more about Bill Walsh in the links below:

LinkedIn: https://www.linkedin.com/in/bill-walsh-94664aa/
Website: https://www.dell.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/

Alexander Group:

https://www.alexandergroup.com/

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INSIGHTS OF THE DAY

BILL: BUSINESS PROCESS REENGINEERING FOR MAXIMUM PRODUCTIVITY

“And again, a lot of companies, you know, you people have built tools and processes in place to solve a particular problem. And then they never go back and say, do I still need that in place? So it's, we've done a lot of fundamental like streamlining, simplifying, you know, breaking down those processes to make sure that we're getting value."

Don’t miss out on our previous episode and watch out for the next ones!

E127 Part 1 - RELATIONS & BUSINESS MODEL: Driving Sales Productivity at a High Level

Find out more about Bill Walsh in the links below:

LinkedIn: https://www.linkedin.com/in/bill-walsh-94664aa/
Website: https://www.dell.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/

Alexander Group:

https://www.alexandergroup.com/

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INSIGHTS OF THE DAY

BILL: LOOK AT ATTRIBUTES ON HOW TO BRING A TERRITORY TOGETHER

“We came to the conclusion a number of years back that not only does a rep with a well-formed territory perform better but with a well-formed territory, you get much better revenue lift. So we've looked at a lot of different attributes around how do you bring a category together in a way that makes sense analytically?"

Find out more about Bill Walsh in the links below:

LinkedIn: https://www.linkedin.com/in/bill-walsh-94664aa/
Website: https://www.dell.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Alexander Group: https://www.alexandergroup.com/

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INSIGHTS OF THE DAY

TOM: PEOPLE KNOW THEIR TALKING TO THE REAL YOU

“All I would say about anybody is be authentic. Be who you are. Don't try to fit in, don't try to be what the other people might think of is what they want in a sales executive. When I travel the world doing my business, I was Tom Mendoza wherever I was. I was sensitive to culture but I still was me."

Don’t miss out on our previous episodes and watch out for the next ones!

E126 Part 1 - CULTURE & LEADERSHIP: Embrace Change and Constant Improvement
E126 Part 2 - THE RESULT OF BELIEF: How Culture Can Help Organizations Power Through

Find out more about Tom Mendoza in the link below:

LinkedIn: https://www.linkedin.com/in/tommendoza/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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INSIGHTS OF THE DAY

TOM ON WHO THE TOP OF YOUR CONSTITUENTS SHOULD BE

“It's our own people number one, it's the only thing you have complete control over. If your people are pumped up, excited, and committed, the other guy is going to know it and want to buy from you and be around you and the results will show."

Don’t miss out on our previous episode and watch out for the next ones!

E126 Part 1 - CULTURE & LEADERSHIP: Embrace Change and Constant Improvement

Find out more about Tom Mendoza in the link below:

LinkedIn: https://www.linkedin.com/in/tommendoza/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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More than just performance and the usual accountability, leadership, and understanding aspects of growth, culture can be a prime factor in long-term success. In this episode of Tech Sales Insights, Randy welcomes Tom Mendoza, Member of the Board of Directors in companies such as VAST Data, Varonis, and more.

Today, Tom talks about leadership and building a culture of transparency, unity, consistency, and more. He highlights the idea of leadership from a personal point of view and actually getting to know your people for who they are and not just focusing on their numbers.

INSIGHTS OF THE DAY

TOM ON THE IMPORTANCE OF LEADERSHIP PRESENCE

“Obviously management is important but leadership is a different skill. I always say about leadership, people don't care what you know unless they know that you care. Show them you care and when you ask back, they will show you they care."

Find out more about Tom Mendoza in the link below:

LinkedIn: https://www.linkedin.com/in/tommendoza/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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A CRO needs to invest ahead of time on when you're going to start getting predictable revenue. In this episode of Tech Sales Insights, we have the last part of our conversation with Mark Stephenson, Go-To-Market Advisor for multiple tech companies.

Mark talks about the best way to identify ICP in situations when ownership is sporadic. He also shares his insights on the PLG motion and how AI might affect the work of inside sellers in the near future.

INSIGHTS OF THE DAY

MARK: It's like playing chess once you see repeatability

“If it's a repeatable sales motion, okay good I'm interested as a channel partner, but what's the return on invested capital? Is it predictable margins? Is the street price consistent? Am I going to get twenty-plus gross margin on resale? That calculus has got to work otherwise you're going to get a head fake. The channel partner might say they'll sell it but they won't dedicate resources to it."

Don’t miss out on our previous episodes and watch out for the next ones!

E125 Part 1 - MAPPING THE CUSTOMER JOURNEY: Customer Success Through Go-to-Market: https://tech-sales-insights.simplecast.com/episodes/e125-part-1-mapping-the-customer-journey-customer-success-through-go-to-market
E125 Part 2 - LONG-TERM PROFITABILITY: Think About Where Cash is King: https://tech-sales-insights.simplecast.com/episodes/e125-part-2-long-term-profitability-think-about-where-cash-is-king

Find out more about Mark Stephenson in the link below:

LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Modigie: https://modigie.com/

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What we've known before as the legacy VP of sales has now morphed into roles that cover other aspects that may or may not involve marketing. In this episode of Tech Sales Insights, Randy continues the conversation with Mark Stephenson, Go-To-Market Advisor for multiple tech companies.

This time, Mark discusses the role of CRO and where he thinks marketing should actually report to. He also talks about the best ways to find talent during the hiring process and his advice for those that were affected by the recent tech layoffs.

INSIGHTS OF THE DAY

MARK: You become a better leader after experiencing the role yourself

“I do think a systematic leader can become a really good CRO and business partner to the CEO by having the full go-to-market function of marketing, sales, customer success, RevOps altogether so that you can tune it to the business."

Don’t miss out on our previous episode and watch out for the next ones!

E125 Part 1 - MAPPING THE CUSTOMER JOURNEY: Customer Success Through Go-to-Market: https://tech-sales-insights.simplecast.com/episodes/e125-part-1-mapping-the-customer-journey-customer-success-through-go-to-market

Find out more about Mark Stephenson in the link below:

LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Modigie: https://modigie.com/

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Focus your entire go-to-market around the adoption of high users that will expand with you and you can eventually build a great business around it. In this episode of Tech Sales Insights, Randy welcomes Mark Stephenson, Go-To-Market Advisor for multiple tech companies.

Today, Mark talks about go-to-market alignment and how to approach it for increased efficiency and leverage. He dives into the importance of a great GTM engine and how the concept of product-market fit comes into play.

INSIGHTS OF THE DAY

MARK: Make sure customer paths are well-defined

“If you define that process, you'll find bottlenecks, you'll find inefficiencies and that's the best place to add technology, by the way, is once you really understand the process. Otherwise, you're just going to use technology to speed up a bad process and do the wrong things quicker."

Find out more about Mark Stephenson in the link below:

LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Modigie: https://modigie.com/

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Once a certain level of adoption has been driven and customers see that "first value" moment, you can then find numerous opportunities for cross-selling, expansion, and more. Today's episode of Tech Sales Insights is the last part of Randy's conversation with Jeff Depa, Chief Revenue Officer at Gainsight.

Jeff discusses the framework they adopt when it comes to driving value and outcomes consistently with numerous different clients and customers. He also shares a few examples of sales leaders that he follows and respects and how he's applied his learnings.

INSIGHTS OF THE DAY

JEFF: Sales processes can start with a value hypothesis

“Value is really built on a number of different things. It's what do I think that outcome is? How do I measure it? What's a rational metric for that? What's an appropriate timeline? Putting all of that together, reps build that value hypothesis and that hypothesis turns into a success plan.”

Don’t miss out on our previous episode and watch out for the next ones!

E124 Part 1 - DRIVE OUTCOMES: Linking Technology to Business Impact
E124 Part 2 - BE HUMAN FIRST: Understand How Your Customers Use Your Product

Find out more about Jeff Depa in the links below:

LinkedIn: https://www.linkedin.com/in/jeffdepa/
Gainsight: https://www.gainsight.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Convertiv: https://www.convertiv.com/

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While your CS team has visibility into what's happening in your customer base, how do you leverage this across all departments? In today's episode of Tech Sales Insights, Randy continues his conversation with Jeff Depa, Chief Revenue Officer at Gainsight.

Jeff talks about focusing on alignment and how each team can support the other. He also shares about Gainsight's mission statement of "human first" and how this translates not only in running business processes but also in the product itself.

INSIGHTS OF THE DAY

JEFF: Bringing digital customer success to market

“Providing customer success at scale requires you to do it through your product. It requires you to be able to leverage the intelligence and visibility that a customer success platform like Gainsight can give you, especially through analytics. But it also requires you to do things like self-service, and leveraging community advocates.”

Don’t miss out on our previous episode and watch out for the next ones!

E124 Part 1 - DRIVE OUTCOMES: Linking Technology to Business Impact

Find out more about Jeff Depa in the links below:

LinkedIn: https://www.linkedin.com/in/jeffdepa/
Gainsight: https://www.gainsight.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Convertiv: https://www.convertiv.com/

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Years ago, customer success was only something you'd think about when you start to "lose" customers but now you definitely have to be more proactive. In today's episode of Tech Sales Insights, Randy welcomes Jeff Depa, Chief Revenue Officer at Gainsight.

Jeff shares his insights on helping businesses across different industries achieve durable growth through technology, partnerships, and value creation overall. He talks about Gainsight's current ICP and how they even manage to work with some companies outside of their ICP and drive growth there.

INSIGHTS OF THE DAY

JEFF: There are a lot of great ways to leverage AI

“Think about your customer house score. How do I actually optimize the house score and understand where I have the opportunity for either expansion or risk of potential churn? And so we have AI tools that allow you to go optimize that house score, backflow test it, and determine if I tweak the score this way, all the higher confidence in terms of what my outcomes are actually going to be as it relates to retention, expansion, and cross-sell.”

Find out more about Jeff Depa in the links below:

LinkedIn: https://www.linkedin.com/in/jeffdepa/
Gainsight: https://www.gainsight.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Convertiv: https://www.convertiv.com/

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Today's episode covers the last part of Randy's conversation with Kimberly Dieter, VP of Sales Solutions at LinkedIn where they talk about how she comes up with frameworks that lead to efficiency, productivity, and attainment.

Kimberly also shares the advice she typically gives to those facing layoffs in the tech sales field and the increasing need to think about goals and expectations more clearly. Learn about all this and more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

KIMBERLY: THE IMPORTANCE OF ATTITUDE, ACTIVITY, AND ACCOUNTABILITY

“If you come in and you're only focused on attainment and you're not doing the necessary activities, you're not accountable for what happens, and you're showing up with a bad attitude, chances are you're going to fail on your role. For me, if someone can demonstrate, even if they're new in a role and need a minute to ramp, maybe they're not crushing attainment out the gates but they're doing those first three things right, I know that they will be successful."

Don’t miss out on our previous episodes and watch out for the next ones!

E123 Part 1 - RELATIONSHIPS MATTER: A Focus on Relationship Density By Top Performers
E123 Part 2 - IMPROVING QUALITY AND OUTCOMES: What Deep Sales Can Lead To

Find out more about Kimberly Dieter in the links below:

LinkedIn: https://www.linkedin.com/in/kimberly-dieter-4050ba1b/
LinkedIn Learning: https://www.linkedin.com/learning/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
LinkedIn: https://www.linkedin.com

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Today's episode of Tech Sales Insights is the second part of Randy’s conversation with Kimberly Dieter, VP of Sales Solutions at LinkedIn. Relationships matter but how you use your tools and implement the right behaviors are what help you build that lasting relationship with customers.

Kimberly talks about the "tool fatigue" companies have experienced where they use too many tools without really understanding how to use them effectively. She also dives deep into the importance of being aware of how top performers stay productive so that their process can be applied as well.

INSIGHTS OF THE DAY

KIMBERLY: HAVE A MORE HOLISTIC APPROACH WITH CUSTOMERS

“Relationships really do matter and your best customer is someone else's best prospect. If you're not investing in that relationship, not just with that individual but with the entire company, you're going to miss the opportunity to maintain that customer in your book of business.

Don’t miss out on our previous episode and watch out for the next ones!

E123 Part 1 - RELATIONSHIPS MATTER: A Focus on Relationship Density By Top Performers

Find out more about Kimberly Dieter in the links below:

LinkedIn: https://www.linkedin.com/in/kimberly-dieter-4050ba1b/
LinkedIn Learning: https://www.linkedin.com/learning/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
LinkedIn: https://www.linkedin.com

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Curate your network by identifying what your objective is and design that community to help you drive the outcomes you need. In today's episode of Tech Sales Insights, Randy welcomes Kimberly Dieter, VP of Sales solutions at LinkedIn.

Kimberly talks about creating content on LinkedIn to build a strong network and have more meaningful relationships in the long run. She also discusses the use of LinkedIn Sales Navigator and how impactful this can be for top performers.

INSIGHTS OF THE DAY

KIMBERLY: DEFINING THE "GOLD STANDARD" OF CONTENT

“I don't know that I would ever have the goal of something going viral. I would want the content I'm creating to impact the ecosystem that I'm trying to engage with. I don't necessarily need a hundred thousand people to see something, I would like fifty-two customers that I currently have on my book of business to have some level of engagement with them so I can improve my relationships in that environment.”

Find out more about Kimberly Dieter in the links below:

LinkedIn: https://www.linkedin.com/in/kimberly-dieter-4050ba1b/
LinkedIn Learning: https://www.linkedin.com/learning/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
LinkedIn: https://www.linkedin.com

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Today's episode of Tech Sales Insights is the last part of Randy's conversation with Gabe on sales compensation from the CEO's perspective and hiring the right people to take your business to the next level.

Gabe touches on their philosophy when it comes to compensation and fostering high producers by also providing more incentives overall. He also shares why they have a strong inbound lead engine and the few ways in which they can keep it up consistently.

INSIGHTS OF THE DAY

GABE: CHOOSING A MORE AGGRESSIVE COMPENSATION MODEL

“What we decided to do is say we want only AEs who are bringing in a ton. We don't want a ton of AEs bringing a little, we'd rather have less bringing in a lot more because it works out economically better for the company and we're willing to pay them more than we would otherwise in a linear compensation model.”

Don’t miss out on our previous episodes and watch out for the next ones!

E122 Part 1 - EFFICIENCY IN IT: Guaranteed Value with the Right Software with Gabe Pinchev
E122 Part 2 - SALES COMP DONE RIGHT? Approaching Compensation and Hiring Logically with Gabe Pinchev

Find out more about Gabe Pinchev in the links below:

LinkedIn: https://www.linkedin.com/in/gabrielpinchev/
FieldPulse: https://www.fieldpulse.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Phone Ready Leads: https://phonereadyleads.com/

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For today's episode, Randy is back with Gabe to continue the conversation on sales compensation from the CEO's perspective in the field service software space.

Gabe expands on how they balance inbound calls with how much their reps still need for quota. He also talks about hiring for a sales team in a remote environment and why he likes referrals when it comes to hiring. There's all this and even more in the latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

GABE: MONITORING THE BALANCE OF INBOUND CALLS FOR QUOTA

“We don't want to all of a sudden flip the switch and say everyone has to cover 50% outbound. Because then we're going to set our team for failure and we don't want to do that. At the end of the day, we want people who blow it out, we want them to make a lot of money and it ultimately makes recruiting a lot easier.”

Don’t miss out on our previous episode and watch out for the next ones!

E122 Part 1 - EFFICIENCY IN IT: Guaranteed Value with the Right Software with Gabe Pinchev

Find out more about Gabe Pinchev in the links below:

LinkedIn: https://www.linkedin.com/in/gabrielpinchev/
FieldPulse: https://www.fieldpulse.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Phone Ready Leads: https://phonereadyleads.com/

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Welcome to another amazing episode of Tech Sales Insights. Today, Randy welcomes Gabe Pinchev, Founder and CEO of FieldPulse, an all-in-one software for running field service businesses.

Gabe dives deep into the field service software business, the pricing of software, and the overall potential within the space. He talks about the impact of having software for less IT-focused fields and the many opportunities this presents. There's definitely a lot to learn so check out this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

GABE: THE PRICE NARRATIVE NEEDS TO BE CRAFTED ACCORDINGLY

“Pricing is an interesting and sensitive topic ultimately because I think the value is tremendous but at the end of the day it comes down to willingness to pay. Sometimes you have cheaper alternatives that they compare you to. We have such a broad spectrum of price in the market because you might get one customer comparing us to that bigger guy and saying 'Wow, you guys are cheap.'”

Find out more about Gabe Pinchev in the links below:

LinkedIn: https://www.linkedin.com/in/gabrielpinchev/
FieldPulse: https://www.fieldpulse.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Phone Ready Leads: https://phonereadyleads.com/

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In today's episode of Tech Sales Insights, we have our last conversation with Pat on applying the 7 habits of success to get successful sales. This time, he discusses using resources properly and continuing to be a student at what you do.

Pat shares advice for people wanting to break into tech sales and similarly for those being affected by recent layoffs in the tech sales space. He talks about understanding how high stakes can be in tech sales because rewards are also much higher. This is why we should place importance on continuously improving.

INSIGHTS OF THE DAY

PAT: ADAPT THE PUSH-UPS ANALOGY

“No one can do your push-ups for you, you have to do them yourself. I had an old high school coach who said that to me one time, it seems like a lifetime ago but I still remember it. As much as you want to help someone, ultimately, you have to teach them how to fish and then they have to go fish themselves.”

Don’t miss out on our previous episodes and watch out for the next ones!

E121 Part 1 - SUCCESSFUL SALES: A Confused Mind Does Nothing
E121 Part 2 - BUILDING VISION: Know What You're Aiming for in Sales

Find out more about Pat O'Dell in the links below:

LinkedIn: https://www.linkedin.com/in/pat-o-dell-b9bb67/
CPP Associates: https://www.cppassociates.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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Today, Randy continues the conversation with Pat on applying the 7 habits of success to get successful sales. Sticking to certain healthy habits help one identify, aim towards, and succeed in their goals.

He talks about why he prefers beginning with the end in mind instead of the usual habit of being proactive. Pat also shares why it's essential to build long terms relationships. Discover these nights in the latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

PAT: BEGIN WITH THE END IN MIND

“It's really important to know what you're aiming for, what's your vision? You need to know on some level where you're going. If you put a ladder up against the wrong wall, you might climb it really fast but you get lost and you get tired. You have to make sure it's up against the right wall.”

Don’t miss out on our previous episode and watch out for the next ones!

E121 Part 1 - SUCCESSFUL SALES: A Confused Mind Does Nothing

Find out more about Pat O'Dell in the links below:

LinkedIn: https://www.linkedin.com/in/pat-o-dell-b9bb67/
CPP Associates: https://www.cppassociates.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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In today's episode, Barrett welcomes Justin Zimmerman, CEO and Founder of ParterPlaybooks.com and the owner of PartnerWebinar.com. At some point, whether it be within a week or a month, there's always an engagement with partner-infused events to identify common solutions.

Justin talks about finding environments where you can ask, learn, and show up consistently. This is because people show up for you when you show up for yourself to get solutions to certain problems. Sit back and listen to this episode of Outcomes.

INSIGHTS FOR BETTER OUTCOMES

JUSTIN: FIND YOUR PEOPLE AND REACH OUT TO THEM

“Community is kind of so easy to find now in a way that it wasn't two or three years ago where if you want to learn about marketing and learn about partnerships, there's partnership marketing channels.”

JUSTIN: FOCUS ON MICRO ECOSYSTEMS THROUGH ATTENTION AND TRUST

“Attention and trust are the two most important currencies in the sales process and what partnerships, community, and live events do is it brings them all together in one place.”

You can connect with Justin and his work through the links below:

LinkedIn: https://www.linkedin.com/in/justinzim/
Partner Playbooks: https://partnerplaybooks.com/

If you love listening to Outcomes, please subscribe, share, and send us your feedback.

LinkedIn (Barrett) - https://www.linkedin.com/in/barrettjking/
LinkedIn (HubSpot) - https://www.linkedin.com/company/hubspot/
Website - https://www.hubspot.com/

“The future belongs to operators who care about Outcomes.”

This show is about capturing the stories, experiences, and tactical advice of those across partnerships who have done the work and have something to say about it.

"Outcomes" - where Partnerships & SaaS meet!

Join Partnerships Leaders Here: https://refer.partnershipleaders.com/barrett5

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Welcome to another amazing episode of Tech Sales Insights. Today, Randy welcomes Pat O'Dell, CEO of CPP Associates, a full-service IT company focusing on cloud, IT solutions, IT strategy, and consultation.

Pat shares about an advantage they got from being able to realize that the world was going to move to the hybrid setup early on. With that, they were able to design and manage assessments that could determine where the customer's workload should reside. Take a listen and get to successful sales soon in the latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

PAT: ESTABLISH A HEALTHY MINDSET AND FRAMEWORK

“I wanted something that didn't just apply to sales because we're all much more than salespeople even if we're already a salesperson. We're business people, partners, significant others, and we're trying to take care of our health. So I wanted a framework that would apply to more than just sales in my life.”

Find out more about Pat O'Dell in the links below:

LinkedIn: https://www.linkedin.com/in/pat-o-dell-b9bb67/
CPP Associates: https://www.cppassociates.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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This is the third part of our conversation with Rohan Sampath where we continue to discuss AI and the future of tech sales. Breaking into tech sales with the help of AI certainly smoothens the whole but you still have to immerse yourself in the whole process.

Rohan also highlights that even in today's world of AI, the most important thing that matters is attitude. This is because you have the ability to let AI help you get better at your job even if you don't have enough experience in the field yet. Tune in to learn more in this episode of Tech Sales Insights.

INSIGHTS OF THE DAY

ROHAN: DON'T BUY TOO MANY THINGS YOU CAN'T INCORPORATE INTO YOUR SALES PROCESS

“I think every solution that survives and becomes part of the future of sales tech stack will have an AI component. It's important to talk about no one is buying AI because it's AI. People buy AI for the same reasons people buy anything. It solves a problem that is urgent and needs solving."

Don’t miss out on our previous episodes and watch out for the next ones!

E120 Part 1 - COPILOT: Rohan Sampath’s Sales Journey and Introduction to Copilot
E120 Part 2 - INSIGHTFUL AI: How Deal Insights Strengthen the Sales Process

Find out more about Rohan Sampath in the links below:

LinkedIn: https://www.linkedin.com/in/rohansampath/
Copilot: https://www.copilotup.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Decision Link: https://www.decisionlink.com/

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Rohan is back with Randy to further discuss the future of AI in sales, emphasizing that AI is not about destroying jobs but changing the nature of work. Sales will not go away entirely, but the PLG threshold may increase over time. Sales managers and leaders who adopt AI in their sales process will be more productive and better positioned to compete.

They further discuss how the purchase decision process is moving further ahead in the cycle, leading to higher ticket purchases that still require a salesperson. The use of AI in sales will change the way sales managers and leaders operate, providing objective visibility and automated insights to augment human evaluation. Find out more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

ROHAN: THE IMPORTANCE OF DEAL INSIGHTS

“You're asking your questions based on what you know, as part of your sales process and methodology, but what if instead, you had insights and summaries on ‘Hey, here's the pain that was discovered? It seems to be relatively shallow.’ And so you can go and press the rep on, ‘Hey, have we really uncovered a deep enough pain here?”

Don’t miss out on our previous episode and watch out for the next ones!

E120 Part 1 - COPILOT: Rohan Sampath’s Sales Journey and Introduction to Copilot

Find out more about Rohan Sampath in the links below:

LinkedIn: https://www.linkedin.com/in/rohansampath/
Copilot: https://www.copilotup.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Decision Link: https://www.decisionlink.com/

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SHOW SUMMARY

Welcome to another amazing episode of Tech Sales Insights. Today, Randy welcomes Rohan Sampath, Co-founder of Copilot, an AI-Powered tool that uses large language models to generate insights from your deals.

Rohan shares his experience and how he wound up in Sales. He also shares what Copilot is and what it does for the user. Stay tuned as Rohan discusses his take on how the things we do in sales today will take part in shaping the future of tech sales, only here in the latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

ROHAN: WHAT COPILOT IS AND WHAT IT DOES

“Copilot uses large language models, that's the technology behind GPT, ChatGPT, etc, to draw out insights from your sales deals, and these insights can be tailored to your methodology. So it's not just generic summaries of what happened, but specific elements like if you use MEDDIC, or Sandler, or SPICED, Winning by Design, whatever it is, we can pull out from multiple conversations. Hey, here are the pains that were discovered in the call here are the objections you have or the questions asked your next steps here is pricing information. Here's the champion, here's the economic buyer”

Find out more about Rohan Sampath in the links below:

LinkedIn: https://www.linkedin.com/in/rohansampath/
Copilot: https://www.copilotup.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Decision Link: https://www.decisionlink.com/

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This edition of Tech Sales Insights brings back Roi Carmel and Nadav Efraty, leaders at Spotlight.ai, as they discuss further with Randy the importance of value selling, the role of value engineers, the significance of SalesOps and RevOps, and predictions for the sales tech stack space.

The conversation highlights the process of value selling, the growing trend of leveraging conversational AI and general AI, and provides advice for those interested in tech sales and navigating layoffs. Learn more in detail in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

NADAV: RISE OF THE VALUE SELLING ENGINEER ROLE

“We see many organizations recruiting value engineering leaders nowadays, and fields like many of the sales engineers in the future, like I think that they're unofficially the value sales right now in many organizations, but they think that it's becoming an established practice. Partially because this is the next natural evolution of this market. And there are a few companies in the segment that have kind of took programmatic approaches about value sales.”

ROI: ADVICE FOR THE SALES PEOPLE IMPACTED BY LAY OFFS

“At the end of the day, this is part of going through the journey. The economy is gonna go through cycles, you're gonna get some take some hits. I think the important thing is to keep developing yourself. So as you're looking for the next job, find where you need to develop, develop yourself, find the right coaches, the right books, the right content, and come to the next job more prepared and better skilled.”

Don’t miss out on our previous episodes and watch out for the next ones!

E119 Part 1 - COMFORTING THE PAIN: Customer Pains and Value Selling with Roi Carmel and Nadav Efraty
E119 Part 2 - SPOTLIGHT: A Value Selling Automation Platform with Roi Carmel and Nadav Efraty

Connect with Roi Carmel and Nadav Efraty:

Roi’s LinkedIn: https://www.linkedin.com/in/roicarmel/
Nadav’s LinkedIn: https://www.linkedin.com/in/nadav-efraty-0649754/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Spotlight.ai: https://spotlight.ai/

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We are back with Randy and the Spotlight duo, Roi Carmel and Nadav Efraty, to discuss further the importance of value selling in a tough economy, with a focus on speaking the language of CFOs and aligning with strategic goals.

The two introduce Spotlight.ai, a platform that automates the value selling process and uses machine learning to understand winning patterns and the strongest differentiators.

The team also emphasizes the importance of metrics in qualification and the challenge of validating if the team did enough with commercial high-level responses.

Learn more about Spotlight, Roi, and Nadav in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

ROI: SPOTLIGHT’S DISCOVERY GUIDING CAPABILITY

“Spotlight is a platform that allows our customers to map their playbooks to our platform, and then the platform uses AI to guide reps in their sales discovery by guiding them on what are the actual discovery questions they need to be asking at any given time.”

NADAV: EMPOWERING THE SELLER-CHAMPION INTERACTION

“The idea is that with a few answers, really a handful of answers, typically they can already go and download a very beautiful polished business case that they can present to their champion, and then they can dive deeper and start to fine-tune their value proposition with the champion.”

Don’t miss out on our previous episode and watch out for the next ones!

E119 Part 1 - COMFORTING THE PAIN: Customer Pains and Value Selling with Roi Carmel and Nadav Efraty

Connect with Roi Carmel and Nadav Efraty:

Roi’s LinkedIn: https://www.linkedin.com/in/roicarmel/
Nadav’s LinkedIn: https://www.linkedin.com/in/nadav-efraty-0649754/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Spotlight.ai: https://spotlight.ai/

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This edition of Tech Sales Insights brings double trouble as Randy welcomes Spotlight.ai’s tag team leaders Roi Carmel and Nadav Efraty. The three discuss value selling, a process that focuses on the pain of the customer, matches differentiated value to that pain, and creates an asset that can arm the champion to go sell the value.

They also touch on the challenges in value selling including disjointed processes, overwhelming reps, lack of coaching and help from the value team, and the need for AI to enable, coach, and guide reps. Learn more about value selling in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

ROI: FOCUSING AND BUILDING A CASE AROUND THE PAIN

“We want to make sure that the selling motion is focused around the pain of the customer, taking time to do the discovery, discovering the pain, sizing the business impact of the pain for the customer, and then matching the right differentiated value to that pain that can bring the customer from a current state to desired state, and building the business case and the case around it.”

NADAV: IT’S ABOUT LETTING THE CHAMPION FALL IN LOVE

“It's not at all about, like numbers and quantification. It's about falling in love. It's about emotionally, being able to show a champion that there is something that doesn't work all that well in their status quo, and the champion needs to fall in love with your solution.”

Connect with Roi Carmel and Nadav Efraty:

Roi’s LinkedIn: https://www.linkedin.com/in/roicarmel/
Nadav’s LinkedIn: https://www.linkedin.com/in/nadav-efraty-0649754/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Spotlight.ai: https://spotlight.ai/

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We are down to the last round with Dan Zugelder. In this part of his conversation with Randy, they focus on various aspects of sales leadership. Randy and Dan discuss the fundamentals and the importance of sales calls as an age-old fix.

Finally, they touch on all-hands events, the importance of giving back, and the significance of SalesOps and RevOps. Tune in to learn more from this epic close of Episode 118 of Tech Sales Insights.

INSIGHTS OF THE DAY

DAN: GIVING BACK ANG HELPING EACH OTHER OUT

“Sales has been very good to many people, and the chance to make some money, but it's a chance to give back then, and I think one of the beautiful things is that so many people that are helping each other out”

DAN: LEARNING FROM LOWER PEERS

“I will tell you, I've learned more from the people that work for me and I've worked alongside by far, and those people, every nugget, you get some and just because somebody is a few levels below you doesn't mean you can't learn a tremendous amount from them.”

Don’t miss out on our previous episode and watch out for the next ones!

E118 Part 1 - TOP PRIORITY: Putting Customer Value on Top with Dan Zugelder
E118 Part 2 - SEE THROUGH, GO THROUGH: Transparency and Optimism of a Sales Leader with Dan Zugelder

Connect with Dan Zugelder:

LinkedIn: https://www.linkedin.com/in/danzugelder/
VMware: https://www.vmware.com/sg.html

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Convertiv: https://www.convertiv.com/

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The conversation between Randy Seidl and Dan Zugelder continues as they talk about the importance of transparency in leadership to gain trust among team members, partners, and customers. They also discuss the significance of retaining team members due to their unique culture and technology, the benefits of in-person meetings, and the importance of diversity in the sales profession. Finally, Randy and Dan talk about staying focused on customer priorities amidst distractions such as the Broadcom acquisition and economic uncertainty. Learn more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

DAN: GAINING TRUST THROUGH TRANSPARENCY

“I'm a massive believer in trust, I think everybody is, but it's so foundational in my life, and so being transparent is one of the ways you gain trust, and I am incredibly transparent with people about my personal feelings about good and bad, and that transparency is one of the ways I gain trust.”

DAN: BE TRANSPARENT AND OPTIMISTIC

“When you're a leader, you're really in a position where I cannot tell somebody something that I don't believe myself, I won't do it, haven't done it, and I if I don't believe in it, I'll tell people, but I've been asking people to be at least open and optimistic and not focus on negatives, or assume the worst and then that I think we've had a pretty good run.”

Don’t miss out on our previous episode and watch out for the next ones!

E118 Part 1 - TOP PRIORITY: Putting Customer Value on Top with Dan Zugelder

Connect with Dan Zugelder:

LinkedIn: https://www.linkedin.com/in/danzugelder/
VMware: https://www.vmware.com/sg.html

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Convertiv: https://www.convertiv.com/

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It’s another series of podcasts as Randy welcomes Dan Zugelder, SVP and General Manager at VMware. Dan's main priority at VMware is to prioritize customer value and combine it with VMware's innovative culture. One of his main challenges is addressing Broadcom's acquisition of VMware and gaining customer trust.

Dan has spent a lot of time with customers, explaining the acquisition and its positive impact on them, and incorporating their feedback into VMware's future plans. He believes that spending time with customers is crucial to building trust and fostering strong relationships. Learn more about Dan by tuning in to this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

DAN: CUSTOMER VALUE CULTURE

“The foundation is always about customer value, and I don't have a conversation with anyone on my team, which doesn't start with what's in it for the customer, and why are we doing this? So I think of driving that culture throughout.”

Connect with Dan Zugelder:

LinkedIn: https://www.linkedin.com/in/danzugelder/
VMware: https://www.vmware.com/sg.html

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Convertiv: https://www.convertiv.com/

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This episode of Tech Sales Insights brings back Randy and John McMahon and it emphasizes the importance of understanding customer needs before providing a quote, taking the time to understand the process, and prioritizing the customer's needs.

The two also discuss the choice between working for a bigger company or a startup, the need for concierge-level service, and the rise of product-led growth models. John stresses the importance of coaching on skills development and warns against being too reliant on sales tools and metrics.

Stay tuned as John also answers questions such as advice for people impacted by layoffs and the leaders he looks up to in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

JOHN: KNOWING THE CUSTOMER’S EVERY MOVE

“The really good companies are building telemetry or instrumentation into their software. So they know every single move that the customer is making with the software. So they model like what the ideal ramp time might be for a customer using the product and specific use cases.”

JOHN: REVENUE BASIS VS. CONSUMPTION BASIS

“More and more salespeople are going to be kind of comped a little bit on bookings, but mainly on revenue. So okay, you sold a deal, but now how much is the customer consuming? Because the CEO is only going to be reporting on revenues. So they're gonna push the organization more and more on ‘You can't sell this deal and leave, you got to sell this deal and get the customer to consume.’”

Don’t miss out on our previous episodes and watch out for the new ones!

E117 Part 1 - GODFATHER: A Deep Dive into John McMahon and the MEDDIC Sales Process
E117 Part 2 - SLOPPY PET PEEVES: What’s Wrong with the Sales Process Today with John McMahon

Connect with John McMahon:

LinkedIn: https://www.linkedin.com/in/johnmcmahon1/
The Qualified Sales Leader (Book): https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Convertiv: https://www.convertiv.com/

The Qualified Sales Leader: Proven Lessons from a Five Time CRO

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Randy and sales legend John McMahon are back as they shared their pet peeves and the sloppiness of the sales process nowadays. They stressed the importance of understanding the signature and approval process of clients to avoid jeopardizing the deal, as well as proper communication with executives.

They also emphasized the need to focus on accomplishing tasks that advance the deal, to train reps on missing knowledge and skills, and to use true qualification processes rather than checkbox methodologies. Sales managers should ensure proper training and focus on deal advancement, and you will learn more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

JOHN: ACTIVITY MUST GENERATE ACCOMPLISHMENT

“There's nothing wrong with activity, but activity has to generate accomplishment, and the accomplishment has to be that you've done the right things, to allow you to go ahead and get a champion.”

JOHN: FIND OUT THE KNOWLEDGE AND SKILLS YOUR REP NEEDS

“We have to start to figure out why is the person or the sales rep not accomplishing what they need to accomplish, and I think a lot of managers don't really dissect what knowledge their rep is missing or what skill they're missing.”

JOHN: STOP KIDDING YOURSELF

“If you just do an activity for activity's sake, but you're not truly measuring deal advancement, then I think you are kind of kidding yourself.”

Don’t miss out on our previous episode and watch out for the new ones!

E117 Part 1 - GODFATHER: A Deep Dive into John McMahon and the MEDDIC Sales Process

Connect with John McMahon:

LinkedIn: https://www.linkedin.com/in/johnmcmahon1/
The Qualified Sales Leader (Book): https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Convertiv: https://www.convertiv.com/

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Randy welcomes us to another episode and today, he is joined by John McMahon, who will be sharing his background and his contributions to the development of the MEDDIC Sales Process. McMahon developed the sales process "Demo Close" during his time as VP of Sales at PTC. The MEDDIC Sales Process narrows the scope, identifies an ideal customer profile and decision criteria, and justifies the purchase through cost justification.

McMahon's impact on the sales industry is significant, and he has been recognized for his leadership and strategic vision. He has spoken at industry conferences and authored articles on sales strategy. McMahon's innovative approach to sales has had a profound impact on the industry, and his legacy will endure for years to come. Learn more about John in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

JOHN: REASON FOR LEAVING HIS MANAGER JOB

“When I was in a meeting one time with all the second-line managers, third-line managers, and even the top VPs, they never talked about what's going on with the sales reps, like how do we make them more productive? What are the issues they're facing? Who's the competition? How do we get better?”

“All they were doing was talking about these bureaucratic, inside-the-company wall-type things and I thought, I don't want to grow up to be like these guys. I don't admire any of the things that they're talking about. That's not what I want to do. And if I stay here longer, I'm gonna grow up and be just like them, so I gotta get out of here.”

Connect with John McMahon:

LinkedIn: https://www.linkedin.com/in/johnmcmahon1/
The Qualified Sales Leader (Book): https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Convertiv: https://www.convertiv.com/

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People grow, teams evolve, and processes develop. In this episode, we have Epicor Leader Lisa Pope to share about her growth over the years, how the teams she handles evolved, and how sales took a more strategic turn.

But that’s not all, stay tuned as Lisa also shares her advice for people breaking into tech sales, who is her favorite mentor, and her advice to her younger self. Find out all of these in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

LISA: HOW SALES HAS BECOME STRATEGIC

“For me, sales operations has turned into something a lot more strategic. So for us, as I mentioned our project for quote to cash, our sales operations team is really leading that charge and really looking at how we build best practices, and then the second piece of it for me is really providing me more insights into what's happening.”

LISA: ADVICE TO YOUNGER SELF

“Early in my career, I think I was really busy trying to prove myself and I just, I kind of separated my two lives to the point that it's just not healthy to do that. So I think for me, that would have been like, just loosen up, enjoy your job, and make sure that you're bringing your personality and what's important to you into your job as well, and I'm much happier now working that way.”

Don’t miss out on our previous episodes, and watch out for the next one!

E116 Part 1 - THE POPE IS IN: GTM by Segmenting and Developing the Sales Team with Lisa Pope
E116 Part 2 - EPIC TO THE CORE: Thriving in the Pandemic and Macroenvironment with Lisa Pope

Find out more about Lisa Pope in the links below:

LinkedIn: https://www.linkedin.com/in/lisapopeepicor/
Epicor: https://www.epicor.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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The Epic Leader of Epicor, Lisa Pope, is back for Round 2 with Randy. In today’s episode, Lisa focuses on how her company performed in sales, what they have learned from the pandemic, how the macroenvironment impacted their sales productivity, and her advice for people who are breaking into tech sales. Take a deep dive into Lisa’s insights by tuning in to this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

LISA: LEARNING TO LEVERAGE IN TOOLS AT THE TIME OF COVID

“I think for us in terms of just our sales teams, they are busy, but I do think we did learn quite a bit during the pandemic, in terms of leveraging tools, like using video more often, and just all the qualification capabilities that we're doing, and then leveraging the ecosystem, I mentioned the selection consultants in private equity, but that's been a tremendous amount of lead generation for us that traditionally we would have to go and do ourselves, and so extending your ecosystem and really understanding how that can help drive your leads, and ultimately, your pipeline, I think is key.

LISA: DIVE DOWN AND LEARN

“My advice is to be really specific about your background and your skills, and if you don't feel that you know enough about a specific industry or a specific area, then take the time to really dive down and learn.”

Don’t miss out on our previous episode, and watch out for the next one!

E116 Part 1 - THE POPE IS IN: GTM by Segmenting and Developing the Sales Team with Lisa Pope

Find out more about Lisa Pope in the links below:

LinkedIn: https://www.linkedin.com/in/lisapopeepicor/
Epicor: https://www.epicor.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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Welcome to another episode series of Tech Sales Insights. In today’s episode, Randy welcomes Lisa Pope, President of Epicor. We will be starting this series with an overview of Lisa’s sales career, which according to her “has gone full circle." She also talks about her company’s priorities when it comes to the transition to the cloud, its GTM strategy, how the company segments its sales team, and how they develop them to the next level. Stay tuned to get more of Lisa’s insights in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

LISA: TRANSITIONING TO THE CLOUD

“I think the cloud is still key, if you think about our industries, again, especially global manufacturing they were slower to move to the cloud, they still were heavy on premise, still had a lot of specialized plants, and being on one big global instance, in a lot of cases was not the approach they wanted. So I think we still have an opportunity to continue to move a lot of our customers that still are on premise, into a cloud environment, and that will still continue to be a priority”

Find out more about Lisa Pope in the links below:

LinkedIn: https://www.linkedin.com/in/lisapopeepicor/
Epicor: https://www.epicor.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

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Mark Stephenson is back for one last round with Randy in this latest episode of Tech Sales Insights. In today’s discussion, Mark talks about different ICPs in different industries, tips for sales leaders looking to hire new talent, the flag method of candidates, and finding the best customers by looking at who needs your product the most. Stay tuned until the end to learn the best from Mark.

INSIGHTS OF THE DAY

MARK: A SALES LEADER’S ROLE IN HIRING

“The key is not HR, but the sales leader should define what the spec is for an AE or a BDR. Anybody who's a sales leader anywhere in their role, not HR, you need to define the spec that you're going for. If you don't do it in granular detail, then you're gonna get hornswoggled by somebody that's a fast talker that you like that is outside of your spec, classic blunder in hiring.”

MARK: HIGHEST NEED, BEST CUSTOMER

“You want to focus on customers that have the highest need for what you have, that they're going to be able to adopt and expand with you, and you could build a great business around it.”

Don’t miss out on our previous episodes and watch out for the next ones!

E115 Part 1 - THE BASICS OF ICP: Getting to Know Your Buyer with Mark Stephenson
E115 Part 2 - THE “C” IN ICP: How to Approach C-Level Buyers Differently with Mark Stephenson

Find out more about Mark Stephenson in the links below:

LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/
Evisort: https://www.evisort.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Trender.ai: https://www.trender.ai/

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It’s another round for Randy and Evisort leader Mark Stephenson, and in this episode, the two discuss further the ins and outs of selling to the ICP. Mark first explains the best way to communicate with CEOs or CFOs, especially with elevator pitches, and later talks about how you can differentiate yourself from others by focusing on the impact of your product instead of its usage. Find out more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

MARK: HOW TO DIFFERENTIATE YOURSELF FROM EVERYBODY ELSE

“You need to peer up the use case, to think behind what's the business case for why they would invest, and even if you're selling infrastructure, if you have a business focus around metrics of improvement, and why they will buy the solution your way differentiated from everybody else.”

Don’t miss out on our previous episode and watch out for the next ones!

E115 Part 1 - THE BASICS OF ICP: Getting to Know Your Buyer with Mark Stephenson

Find out more about Mark Stephenson in the links below:

LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/
Evisort: https://www.evisort.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Trender.ai: https://www.trender.ai/

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One of the most fundamental factors in being successful with your sales process is knowing your customer, buyer, or prospect, whatever you call them. In this new episode of Tech Sales Insights, Randy welcomes Evisort leader Mark Stephenson, and they will be diving into the world of ICP.

Mark starts off by giving his takeaway for the younger generation right off the bat. He then proceeds with defining what an ICP is and what factors you should consider when identifying and analyzing them. Find out more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

MARK: TAKEAWAY FOR THE NEW SELLERS

“The harder you work, the luckier you get. The cold calling is foundational.”

JOE: ADVICE FOR LAID-OFF PEOPLE

“Company size is usually the only thing people are focused on around ICP, you got to look at these other factors, and the reason you focus on ICP is to be more efficient and effective in your marketing campaigns and get higher conversion rates. How spot on is that?”

Find out more about Mark Stephenson in the links below:

LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/
Evisort: https://www.evisort.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Trender.ai: https://www.trender.ai/

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Joe Koenig is back to discuss more about persevering at work and home. In his last round with Randy, Joe shares his advice for new ISRs (Inside Sales Representatives), best practices and diversity initiatives, wisdom for people breaking into tech sales, and many more. Get a load of Joe's amazing insights in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

JOE: ADVICE FOR PEOPLE BREAKING INTO TECH SALES

“You have to have the passion to learn, because you may all know here on the hall, technology is ever-changing, ever-evolving, and someone needs to understand, and take the time, and had that passion, not during work. You can do that all day but on your own too.”

JOE: ADVICE FOR LAID-OFF PEOPLE

“Be resilient, because I do think that good people will find good homes. This is a circle, there will always be layoffs, the hiring boom, and so forth. But continue to work hard, network with your people, and I guarantee you'll find a good spot that makes sense for you.”

Don’t miss out on our previous episodes and watch out for the next ones!

E114 Part 1 - POWERING THROUGH: Practicing Perseverance at Work and at Home with Joe Koenig
E114 Part 2 - PERSEVERANCE PREVAILS: Joe Koenig on Overcoming Challenges at Work and Home

Find out more about Joe Koenig in the links below:

LinkedIn: https://www.linkedin.com/in/joekoenig-wwt/
WWT Website: https://www.wwt.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Gong: https://www.gong.io/

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Welcome to another episode of Tech Sales Insights, where Randy and Joe are up for round 2 of their conversation. In this episode, Joe talks about how leveraging the best and most disruptive technologies from partners help provide real outcomes for customers. The two discuss how data and feedback can be used to improve customer experience and how partnering with the right companies can create an ecosystem that drives innovation. Stay tuned for more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

RANDY: HOW TECH SALES HAVE CHANGED

“Back in the old days, it was, you’re selling in any of those platforms, and that was the sale. Now, you've got your intellectual property, your secret sauce, around the methodologies and service providers, and business outcomes. You're slotting in, obviously, all these different technologies that help with the outcome, but kind of this other layer in terms of the differentiation, so you're just not reselling.”

JOE: HOW LEADERS PLAY A ROLE IN GETTING PEOPLE TOGETHER

“I think we have to be more intentional about bringing people together at the right times for the right reason, understanding that people have cost challenges. But what can we do to help enhance and drive this culture in a different way, some people are a little bit more remote now, and it's up to our leaders and managers to help provide feedback and an additional perspective on the best ways you can accomplish that, knowing that we have to have some face-to-face with them.”

Don’t miss out on our previous episode and watch out for the next ones!

E114 Part 1 - POWERING THROUGH: Practicing Perseverance at Work and at Home with Joe Koenig

Find out more about Joe Koenig in the links below:

LinkedIn: https://www.linkedin.com/in/joekoenig-wwt/
WWT Website: https://www.wwt.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Gong: https://www.gong.io/

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It’s another episode series here at Tech Sales Insights, and today, Randy welcomes a long-time friend, Joe Koenig, President at World Wide Technology. Joe will be talking about perseverance at work and at home, and in this first installment, he focuses on his first job, the challenges he went through, and his key takeaways after. Stay tuned for more as Joe talks about the evolution of tech in sales in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

JOE: DRIVING TECHNOLOGY AND BUSINESS OUTCOMES

“We're very careful about prescribing whether it's cloud and cyber and data, and infrastructure modernization is still a play that's out there that we spend a lot of time on, and really ultimately driving technology and business outcomes. And so that's what we have to do. You know, we have to understand our customers care about what's important, their measures of success, and then tailor what our business is all about to create those outcomes, and that's where we spend a lot of focus.”

JOE: ALWAYS HAVE THE PASSION TO LEARN

“I always really promote to our sales team, you have to have a passion for learning. If you don't have that passion to learn, then that's a problem because things are moving fast, and you need to move fast, and then stay ahead of that curve.”

Find out more about Joe Koenig in the links below:

LinkedIn: https://www.linkedin.com/in/joekoenig-wwt/
WWT Website: https://www.wwt.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Gong: https://www.gong.io/

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TIME TO ACHIEVE THE WORKLYFE BALANCE YOU TRULY DESERVE

Travis Ashby is back to talk further about work-life balance and how Worklyfe can help companies and salespeople alike achieve it. Together with Randy, Travis will be talking about Worklyfe becoming a bridge for eroding relationships, his advice for people trying to break into tech sales, the startup founders he admires and respects, and many more. Make sure to stay tuned until the end as Travis will be discussing how you can set up your own Worklyfe account.

INSIGHTS OF THE DAY

TRAVIS: WHAT COMPANIES SHOULD REALLY DO

“What companies need to be doing though is just find how to help them inspire work while they're there, and then the whole goal is, the whole key is to help them accomplish what they want in work and life, and so I tell companies all the time, stop talking about yourself like nobody cares about your company, or making you rich or your investors. Nobody cares about your mission, vision, or goals unless you care about theirs. You've got to start with them first.”

TRAVIS: ADVICE FOR PEOPLE BREAKING INTO TECH SALES

“Find those people that you admire or respect, and I would say find the people that sell the right way. Find the people that sell with empathy and ethics, and that lead out with relationships because people want to do business with people they like. So find out how to be likable, and figure out how to create a likable personality, because people will just want to do business with you.”

Don’t miss out on our previous episodes; watch out for the next ones!

E113 Part 1 - WORKLYFE BALANCE: Travis Ashby’s Journey In Sales And Conceptualizing Worklyfe
E113 Part 2 - HAPPINESS EQUATION: The Ins and Outs of Worklyfe with Travis Ashby

Find out more about Travis Ashby in the links below:

LinkedIn: https://www.linkedin.com/in/travisashby/
Worklyfe: https://worklyfe.io/beta/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Decision Link: https://www.decisionlink.com/
Gong: https://www.gong.io/

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WHAT’S THE FORMULA FOR A WORKER’S HAPPINESS?

Travis Ashby, founder of Worklyfe is back with Randy for Round 2. In this episode, Travis discusses what Worklyfe is all about, as he defines it as his personal happiness movement. He also breaks down how Worklyfe can help people in surfacing what really matters to them and how it helps in finding a worker’s happiness equation. There’s a whole lot more to find out so tune in to this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

TRAVIS: THE PAIN POINT THAT WORKLYFE IS TRYING TO SOLVE

“It's a happiness movement for me. I just felt like the number one problem in the world was unhappiness, like we've never had higher levels of depression and addiction and divisiveness.”

TRAVIS: SURFACING WHAT REALLY MATTERS

“How Worklyfe helps them is we surface what matters to them. So we actually go to people and say, Hey, let's figure out your personal happiness equation, we're going to help you, our software is going to help you surface your purpose and your why and then create goals that are going to help you actually be happier.”

Don’t miss out on our previous episode, and watch out for the next ones!

E113 Part 1 - WORKLYFE BALANCE: Travis Ashby’s Journey In Sales And Conceptualizing Worklyfe

Find out more about Travis Ashby in the links below:

LinkedIn: https://www.linkedin.com/in/travisashby/
Worklyfe: https://worklyfe.io/beta/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Decision Link: https://www.decisionlink.com/

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HOW DO YOU STRIKE THE REAL BALANCE BETWEEN WORK AND LIFE?

Randy welcomes Travis Ashby, Founder of Worklyfe, a platform for individualized incentives and benefits platform for the modern workforce, which helps companies improve performance and retention by motivating employees with things they actually care about. Travis talks about his first sales job and how his experience made him notice the issue with the usual incentives being given to employees. He also talks about sacred money, how to spend it, and how he got the idea of Worklyfe. Stay tuned until the end of this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

TRAVIS: COMPANIES’ LACK OF SUPPORT

“There's any number of reasons why people are struggling at their job, and companies don't do a good job at all about being able to be there to support and help people maybe understand and overcome those things.”

TRAVIS: OUTDATED INCENTIVES AND MOTIVATION TACTICS

“Gift cards, cash and swag and stuff. Is that really like, does that really matter to people? Is that really still the thing we're doing to motivate sales?”

TRAVIS: TIME TO DECONSTRUCT INCENTIVE PROGRAMS

“I just started kind of thinking about like, Well, how do we like, deconstruct these crappy incentives, like President's Club, for example, it's like three months into an annual incentive, you already know who's gonna win, and so demotivates 80% of the team.”

Find out more about Travis Ashby in the links below:

LinkedIn: https://www.linkedin.com/in/travisashby/
Worklyfe: https://worklyfe.io/beta/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Decision Link: https://www.decisionlink.com/

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HOW DOES A SALES LEADER JUGGLE INNOVATION, SKILLS, AND MANAGEMENT?

Paul Hunter is back to close his interview with round 3 with Randy. In this episode, Paul gives his insights on the need to evolve compensation to drive behavior for better performance, the primary goal of a Chief of Staff, the kind of skills needed to be a good salesperson, and advice for the younger generation and to his younger self. Let’s get a deep dive into these topics in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

PAUL: THE GOAL OF A CHIEF OF STAFF

“One of the things you learn in the Chief of Staff job it’s not enough to make the principal successful, you've got to make the principal and their team successful.”

PAUL: FORMULA OF A GOOD TECH SALESPERSON

“Good listening skills, good questioning skills, I have always found in the best technical people, but built on a foundation of great knowledge.”

Don’t miss out on our previous episodes and watch out for the next ones:

E112 Part 1 - IN FOR THE HUNT: Paul Hunter’s Sales Story And Insights On Social Sales Tools
E112 Part 2 - GOING THROUGH CHANGES: Reconfiguring and Evolving Sales Teams with Paul Hunter

Find out more about Paul Hunter in the links below:

LinkedIn: https://www.linkedin.com/in/paul-hunter-3743a8/
Hewlett Packard Enterprise: https://www.hpe.com/us/en/home.html

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Gong.io: https://www.gong.io/

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Paul Hunter is back for round 2 with Randy and, in this episode, they talk about reconfiguring and evolving sales teams toward a brighter future in tech sales. Paul discusses what it is that he actually does, the changes happening in tech sales today, the bright future of tech sales, the portfolio shift that HP is doing now, and job openings in the company. Find out more about this exciting news in the latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

PAUL: THE FUTURE IN TECH SALES IS BRIGHT

“A lot of the news is coming with some of the tech layoffs. But I think part of the story that's also missing is, the tech hiring in the past two years far outweighed the layoffs. So I mean, there's a shortage of talent, not an excess of it. So it's very much a buyer's market in terms of world seller's market in terms of if you're talented, there's a lot of demand for your skill. So I think that will just continue. I don't see any slowdown in that.”

PAUL: THE PORTFOLIO SHIFT FROM HARDWARE TO CLOUD

“So we are essentially moving from a company that was infrastructure and hardware led with services attached to that hardware. And now we are a cloud company that sells services that pull through hardware, in some instances, not all now. And that's a pretty significant change in and obviously, the balance of those two businesses changes over time.”

Don’t miss out on our previous episode and watch out for the next ones:

E112 Part 1 - IN FOR THE HUNT: Paul Hunter’s Sales Story And Insights On Social Sales Tools

Find out more about Paul Hunter in the links below:

LinkedIn: https://www.linkedin.com/in/paul-hunter-3743a8/
Hewlett Packard Enterprise: https://www.hpe.com/us/en/home.html

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
OpenSymmetry: https://www.opensymmetry.com/

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In today’s episode, Randy welcomes Paul Hunter, North America Sales Leader at Hewlett Packard Enterprise, leading the charge for their pivot to a Service Cloud company. He is also responsible for leading the sales charge and understands the channel from a value and scalability perspective. Paul shares his experience in his first sales job and the power of using LinkedIn and other sales tools in selling and networking. Learn more about Paul in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

PAUL: LINKEDIN AS A RELIABLE SALES TOOL

“We use LinkedIn Sales Navigator. That's one of the suites of sales tools we provide our sales teams. We also use other tools as well. So we found LinkedIn Sales Navigator to be reasonably valuable, and quite useful. I use LinkedIn because sometimes you get more traction with your own teams on LinkedIn than you do use some of the internal tools. So it's just a good way to connect with the broader community and, and hit keep in touch with people.”

Find out more about Paul Hunter in the links below:

LinkedIn: https://www.linkedin.com/in/paul-hunter-3743a8/
Hewlett Packard Enterprise: https://www.hpe.com/us/en/home.html

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
OpenSymmetry: https://www.opensymmetry.com/

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Costa Harbilas is back for one last round with Randy, and in this episode, he talks about the power of value-based selling. As a huge believer in it, Costa breaks down why it is helpful, the impact it brings, and how you can do it right. He will also be answering questions about advice for people breaking into the tech space, working at Intapp, and many more. Learn more about Costa and his work in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

COSTA: COLD-CALLING IS NOT DEAD

“I'm a huge believer in value-based selling, and I don't believe you can sell anything unless you have a great match. Nobody wants to buy a thing, they want an outcome, and so we have to have a case for change. And you have to understand the current state of why it's not good enough. So you know why they're gonna buy anything, you build the case, and you differentiate why you're the solution of choice where you've done it successfully in the past. And then you got to figure out the compelling event and why they can't wait for the why that why the value is so impactful, they got to do it now.”

Don’t miss out on the previous episode and watch out for the next ones!

E111 Part 1 - ONE OF A KIND: The Uniqueness of Selling Into Partner-Led Models with Costa Harbilas
E111 Part 2 - OUTREACH DYNAMICS: Discussing Effective Customer Outreach with Costa Harbilas

Find out more about Costa Harbilas in the links below:

LinkedIn: https://www.linkedin.com/in/costaharbilas/
Intapp Website: https://www.intapp.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
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Costa and Randy are back to discuss the importance of effective customer outreach when it comes to getting new customers. They discussed the importance of doing research and being sincere and knowledgeable when cold-calling customers. The two also talk about taking advantage of every sales call, sales models, company results, and many more. Join Costa and Randy in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

COSTA: COLD-CALLING IS NOT DEAD

“I don't think it is, and we have a team that does outreach, you gotta reach out with email and phone. I think it's about being effective in what you say.”

RANDY: TAKE ADVANTAGE OF EVERY SALES CALL

“Every single call, you take advantage, any call any presentation you're at, any sales call notes that you see, proposals, everything's a coaching opportunity.”

Don’t miss out on the previous episode and watch out for the next ones!

E111 Part 1 - ONE OF A KIND: The Uniqueness of Selling Into Partner-Led Models with Costa Harbilas

Find out more about Costa Harbilas in the links below:

LinkedIn: https://www.linkedin.com/in/costaharbilas/
Intapp Website: https://www.intapp.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
OpenSymmetry: https://www.opensymmetry.com/

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Today, Randy welcomes Costa Harbilas to discuss the uniqueness of selling into partner-led business models in the professional and financial services industries. In this first part of their conversation, Costa talks about how he get started in the industry, his advice to the next generation of top talent, and the importance of providing real-time feedback. These, and many more, in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

COSTA: TRAITS OF A GREAT SALES LEADER

“It's about hard work. It's about being smart. It's about being intellectually curious. It's about being situationally aware, right, having a high level of emotional intelligence, not just regular intelligence, and just a tremendous amount of grit, right, passion, and perseverance.”

COSTA: IMPORTANCE OF GIVING FEEDBACK

“That real-time feedback in corrective action is important. It's like a coach. You got to be able to provide people feedback…”

Find out more about Costa Harbilas in the links below:

LinkedIn: https://www.linkedin.com/in/costaharbilas/
Intapp Website: https://www.intapp.com/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
OpenSymmetry: https://www.opensymmetry.com/

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It’s Whynde Kuehn’s final round with Randy in this episode of Tech Sales Insights. In this episode, Whynde runs through some questions and shares her insights about engagement models, working together for the customer, spiritual foundations in leadership, taking action on ideas, and many more so make sure to stay tuned only here in Tech Sales Insights.

INSIGHTS OF THE DAY

WHYNDE: IT’S ALL ABOUT WORKING TOGETHER TO HELP THE CUSTOMER

“At the end of the day, it's not about what you're modeling or what you're doing or you're delivering or who you have access to, and what room you're in the conversations with, it's about all of us working together, to help the organization get ideas into action, and to be able to help the customers”

WHYNDE: INSIGHT ON SPIRITUAL FOUNDATION AS A LEADER

“My personal belief is, maybe this is a little bit long lines, what you're saying, Randy, I don't know that one has to be outright about it. But if one does have a deep spiritual grounding, that person will show up in every interaction and everything you write in everything you do in the decisions you make and how you treat people.”

Don’t miss out on the previous episodes with Whynde and watch out for the next ones!

E110 Part 1 - STRATEGY TO REALITY: A Look Into Whynde Kuehn’s Insights On Business Architecture
E110 Part 2 - MULTIDIRECTIONAL: Directional Approaches Within The Hybrid Environment

Find out more about Whynde in the links below:

Whynde Kuehn | S2e Transformation | Book

This episode of Tech Sales Insights is brought to you by:

Sales Community | OpenSymmetry

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Randy continues his conversation with Whynde Kuehn in this latest episode of Tech Sales Insights. The two discuss the effectiveness and the risks involved in the growing trend of hybrid working environments and how it correlates with business architecture. Whynde further discusses the metrics involved in the hybrid environment and other good stuff like change management, strategy execution, top-down vs bottom-up approach, and many more so stay tuned.

INSIGHTS OF THE DAY

WHYNDE:

“Bring it to the doers. So there's two sides of this one, there's the doers, the people who will create the business architecture, and play a unique and often missing role to inform and translate strategy. There's an actual new role around that. It's business architect, it's been in place for a while, but is more emerging, but then there's also how do you actually change the rest of the organization to be able to do cohesive end-to-end strategy execution where you have accountability? And you as we were saying earlier, right, you actually look at it as a muscle, and you actually know how the teams work together and fit together.”

Don’t miss out on the previous episodes with Kevin and watch out for the next ones!

E110 Part 1 - STRATEGY TO REALITY: A Look Into Whynde Kuehn’s Insights On Business Architecture

Find out more about Whynde in the links below:

Whynde Kuehn | S2e Transformation | Book

This episode of Tech Sales Insights is brought to you by:

Sales Community | OpenSymmetry

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In this episode, Randy welcomes Whynde Kuehn, author of the book Strategy to Reality: Making the Impossible Possible for Business Architects, Change Makers and Strategy Execution Leaders. Whynde shares her humble beginnings and how she got into sales. Whynde’s conversation with Randy centers on the importance of Vision and Mission statements, their parallels with strategies, the importance of business architecture in designing strategies, and many more. Learn more about Whynde in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

WHYNDE: ALIGNMENT OF STRATEGY AND CAPABILITIES THROUGH BUSINESS ARCHITECTURE

“The architecture sort of the golden thread, right, allows us to keep this continual balance and alignment between strategy, the capabilities we're investing in, and the initiatives and solutions, especially if we need to replan what we're doing very quickly.”

WHYNDE: INSIGHT ON VISION, MISSION, AND STRATEGIES

“Those are sort of the blocks that we anchor back to. And they're, they're also the things that nobody kind of thinks about on a day-to-day basis unless you bring it up, where things start to change, which is where I focus is the strategies, the goals, the objectives, the metrics, the courses of actions, the where we play, how we win, and that's where we spend most of our time because that's where the change is happening, and that's where we need to be really clear.”

Find out more about Whynde in the links below:

Whynde Kuehn | S2e Transformation | Book

This episode of Tech Sales Insights is brought to you by:

Sales Community | OpenSymmetry

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It’s the final round with Kevin Delane, and in this episode, he shares his advice for people that have been impacted by recent layoffs in tech sales. Delane suggested keeping one's network active and looking for new opportunities. He also reminded people not to get too down, as the market will eventually turn back around. Kevin also discusses Cohesity’s best practices for marketing, sales, and RevOps with channel partners. Stay tuned for more great insights from Kevin in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

KEVIN: ADVICE FOR THE PEOPLE WHO WERE LAID OFF

“The market will always go up and down, and technology will continue to grow. And there's, you know, there's plenty of jobs and right opportunities. So if people are impacted that I'll guarantee you, there are companies out there that are looking to either top grade, or bring great people in. So keep your network out there, keep your network going. And don't get down at some point in time because the market is going to turn back.”

Don’t miss out on the previous episodes with Kevin and watch out for the next ones!

E109 Part 1 - KEVIN IS IN: Meet Kevin Delane, CRO of Cohesity
E109 Part 2 - TOPGUN: Creating Top-Notch Go-To-Market Culture with Kevin Delane

Find out more about Kevin in the links below:

Kevin Delane | Cohesity | Cohesity.com

This episode of Tech Sales Insights is brought to you by:

Sales Community | OpenSymmetry

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Kevin Delane is back and in this second round, he and Randy go deeper into the main topic, which is building a top-notch go-to-market culture within the organization. The two focuses on four aspects of culture which are attitude, trust, accountability, and diversity. Get to know more about these cultural aspects with Kevin and Randy in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

KEVIN: FIRE THEM UP INSTEAD OF DRAGGING THEM DOWN

“I think having a positive attitude, I mentioned before, bringing people up as opposed to bringing them down, and then also, it's your focus during the day of getting things done and bringing solutions. And so from my side, I believe that when people are fired up and focused, they'll achieve more and that's what we try to drive throughout the organization.”

KEVIN: ENSURE TO INSTILL ACCOUNTABILITY TO ALL

“you need people that don't have to live in fear, but they have to feel that accountability through your organization and know that we expect them to deliver. And, you know, if you set the clear expectations and clear priorities for him, like, you know, once he kind of flows down, they're accountable for driving that.”

Don’t miss out on the previous episodes with Kevin and watch out for the next ones!

E109 Part 1 - KEVIN IS IN: Meet Kevin Delane, CRO of Cohesity

Find out more about Kevin in the links below:

Kevin Delane | Cohesity | Cohesity.com

This episode of Tech Sales Insights is brought to you by:

Sales Community | OpenSymmetry

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Today in Tech Sales Insights, Randy welcomes Kevin Delane. Kevin is currently the CRO of Cohesity, focusing on their mission to radically simplify how organizations secure and manage their data while unlocking limitless value. Kevin starts off by sharing his sales career from his humble beginnings to what he is today. Find out more about Kevin in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

KEVIN: BELIEVE IN WHAT YOU SELL

“You have to believe in what you sell. And to me, you know, where I've worked throughout my career, I always felt that I had the best technology. So that's part of your brand, and what you're bringing to your customers out there.”

Find out more about Kevin in the links below:

Kevin Delane | Cohesity | Cohesity.com

This episode of Tech Sales Insights is brought to you by:

Sales Community | OpenSymmetry

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GET OUT AND GET RECONNECTED

Randy is back with David Nour, and today, they talk about the 3 types of relationships. David breaks down each type from Personal, Functional, to Strategic relationships. He also explains why strategic relationships are the ones you should keep not only for your business but also for those you have the relationship with. David and Randy also discuss that it is high time to start going out and reengaging to the world. Learn more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

DAVID: BREAKING DOWN THE STRATEGIC RELATIONSHIP

“Most people I meet have plenty of the first two, they're really missing out on the third one, which is your strategic relationships. These are relationships, beyond coaches, beyond mentors, beyond great bosses, they see the best version of you, and they push you to constantly raise the bar on who you are, how you show up, not just how you perform, but the human being that you become, and the manager and the leader that you become.”

Don’t miss out on the previous episodes with David and watch out for the next ones!

E108 Part 1 - IN A RELATIONSHIP: Your Network, Your Net Worth, And Your Business Relationships with David Nour
E108 Part 2 - YOU ARE MY ASSET: Relationships As Important Business Assets With David Nour

Find out more about David in the links below:

David Nour | The Nour Group | NourGroup.com

This episode of Tech Sales Insights is brought to you by:

Sales Community | OpenSymmetry

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HUMAN INTERACTIONS ARE IRREPLACEABLE

In the midst of the rise of AI (Artificial Intelligence) and ML (Machine Learning), we may wonder if we humans are going to be replaced, and David Nour has an answer to that. In this episode, David continues to talk about relationships and how they are crucial for the business. David shares his insights about AI and ML, relationships as assets, and how the recent changes in the world affect the dynamics of relationships. Find out more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

DAVID: AI AND ML ARE GREAT, BUT THEY’RE NOT HUMAN

“I love AI and ML, in reducing some of the labor intensity, I love AI and ML in discerning who are the right profiles for us to kind of interact with I love AI and ML recommending kind of next steps and the right content in there, you know, for that buyer's consumption in their buying journey. It does not replace human interaction. And that interaction needs to be value-based. And it needs to be authentic.”

DAVID: RELATIONSHIPS ARE ABOUT INDIVIDUALS

“I keep reiterating to people, relationships are not between logos or buildings. They're always between individuals.”

DAVID: IT’S ABOUT THEM GETTING BETTER

“Convey your credibility to the questions you ask, not necessarily the solutions you provide. This isn't about you, it's about how they would be better off because of you.”

Don’t miss out on the previous episode with David and watch out for the next ones!

E108 Part 1 - IN A RELATIONSHIP: Your Network, Your Net Worth, And Your Business Relationships with David Nour

Find out more about David in the links below:

David Nour | The Nour Group | NourGroup.com

This episode of Tech Sales Insights is brought to you by:

Sales Community | OpenSymmetry

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RELATIONSHIP IS ARGUABLY THE FUNDAMENTAL ELEMENT OF A BUSINESS

In this episode, Randy welcomes David Nour, CEO of the Nour Group, and the author of Relationship Economics. David will be discussing the importance of learning that building relationships is a teachable skill, one that is objective and quantifiable, and not some simple soft skill. David will also talk about the third edition of his book which was made due to the global changes in business after the pandemic. Find out more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

DAVID: CHANGE IS COMING SOON

“We got to stop calling these things soft skills because we've quantifiably proven that relationships can accelerate, go-to-market relationships can accelerate you identifying and recruiting exceptional talent, relationships can dramatically shorten ramp-up time and time to cash. So it is quantifiable, it's essential. And still, it is not taught in many organizations, and we believe it can be a teachable skill.”

Find out more about David in the links below:

David Nour | The Nour Group | NourGroup.com

This episode of Tech Sales Insights is brought to you by:

Sales Community | OpenSymmetry

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IT'S NOT WHO YOU KNOW, BUT WHO KNOWS YOU

David is back to close the episode and today, he will be discussing with Randy the importance of networking and how it can be leveraged to build a personal brand. David explains how he when leaving IDC, had to start all over again by putting out content and slowly building up his personal and company brand. All these and more in the latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

DAVID: CHANGE IS COMING SOON

“Networking is super important, but I think it goes back to, who knows, I think you should write as much as possible. When you write things down, it forces you to think more clearly, and when you publish, even though you might have one person or two people, your family reading this stuff, or watching this stuff, you got to start somewhere.”

Don’t miss out on the previous episode/s and watch out for the next ones!

E107 Part 1 - IT’S GETTING CLOUDY: The Future of Business Through the Cloud with David Vellante, Part 1
E107 Part 2 - SUPERCLOUD: The Rise Of Supercloud And Changes In Data Usage With David Vellante

Find out more about David in the links below:

David Vellante | SiliconANGLE | TheCUBE

This episode of Tech Sales Insights is brought to you by:

Sales Community | OpenSymmetry

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A MAJOR CHANGE IS ABOUT TO COME

David Vellante is back for another round and in this episode, he and Randy will be discussing the concept of cloud computing and the use of data in the cloud. David also hypes up the rise of the “Supercloud” and how it works. They will also discuss how organizations are increasingly able to use data in new ways, such as through AI and machine learning. Find out more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

DAVID: CHANGE IS COMING SOON

“I think you're gonna see a major change in how data is used, it's going to be in the hands of the domain experts, the business people, it's going to be increasing, it's already decentralized physically. But increasingly, organizations are going to be able to use data in new ways.”

Don’t miss out on the previous episode/s and watch out for the next ones!

E107 Part 1 - IT’S GETTING CLOUDY: The Future of Business Through the Cloud with David Vellante, Part 1

Find out more about David in the links below:

David Vellante | SiliconANGLE | TheCUBE

Send in a voice message to us:

Sales Community at Anchor.fm

This episode of Tech Sales Insights is brought to you by:

Sales Community | OpenSymmetry

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In this episode, David Vellante, Co-founder & CEO of SiliconANGLE, & CO-host of theCUBE, together with Randy talks about the future of data in the cloud and how it can be leveraged to improve sales. Tune in to learn how David got into the Tech industry and how he eventually went into sales. Find out more about David in this latest episode of

INSIGHTS OF THE DAY

DAVID: THE EVOLVING DEFINITION OF DATA

“Definition of data is evolving. And I think it's changing where, you know, data is a fundamental component of an organization’s competitive advantage.”

DAVID: HOW THE CHANGES IN THE CLOUD ACCELERATES EVERYTHING

“The cloud is definitely changing that allows people to move faster, it puts data in the hands of business people like ourselves, salespeople, line of business people, product people, and this notion of self-service architecture, but the technology being such that it allows the data to be shared safely, securely in a governed manner, is something that is really coming to the fore in the 2020s.”

Find out more about David in the links below:

David Vellante | SiliconANGLE | TheCUBE

Send in a voice message to us:

Sales Community at Anchor.fm

This episode of Tech Sales Insights is brought to you by:

Sales Community | OpenSymmetry

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In this episode, Randy and Bethany are back to discuss channel partners and building a career in tech sales. In order to sell more and make more money, companies should consider using channel partners. Channel partners have their own relationships and can provide advice and guidance to companies. Bethany also discussed her advice for people aspiring to get into executive leadership. Learn more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

BETHANY: SOLIDIFY YOUR NETWORKING

“So you really got to do your networking. And even if you just you know, have a cup of coffee with people and do a zoom session, just connect as much as possible and tell people what you're looking for. Again, they don't know if you don't tell them.”

BETHANY: STAY IN TOUCH WITH HEADHUNTERS

“Probably sometime at some point in your career, you've been contacted by a headhunter. My advice is you make friends with those people, you know who they are, right, and you go back to them in times that are tough because those are the folks who also can help you.”

Don’t miss out on the previous episode/s and watch out for the new ones!

E106 Part 1 - BOXED UP: Bethany Mayer's Board Insights On Box Stock Performance
E106 Part 2 - WOMEN’S RALLY: Exploring the Opportunity for Women in Sales with Bethany Mayer

Find out more about Bethany in the links below:

Bethany Mayer | Box | Box.com

Send in a voice message to us:

Sales Community at Anchor.fm

This episode of Tech Sales Insights is brought to you by:

Sales Community | OpenSymmetry

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SALES: WE NEED MORE WOMEN!

In this episode, Randy and Bethany discuss the need for more women in sales, and how the industry can better support and encourage them. They agree that education and awareness are key to getting more women interested in sales as a career. They also discuss the role of women in sales, and how companies should reach out to colleges to begin internship programs for young women and men who are interested in sales. Get to know how Bethany decided to serve a board and many more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

BETHANY: WHY SALES IS A GOOD CAREER FOR WOMEN

“It requires you to connect, it requires learning, but it also requires relationship building, which I think women are great at. So I think it's a phenomenal opportunity.”

BETHANY: ADVICE FOR WOMEN IN THE TECH SPACE

“I really wanted to learn about a different industry. I want to learn how they operate, what they know, how their processes were, what they strategized around, and I have to say it was a really good choice”

Don’t miss out on the previous episode/s and watch out for the new ones!

E106 Part 1 - BOXED UP: Bethany Mayer's Board Insights On Box Stock Performance

Find out more about Bethany in the links below:

Bethany Mayer | Box | Box.com

Send in a voice message to us:

Sales Community at Anchor.fm

This episode of Tech Sales Insights is brought to you by:

Sales Community | OpenSymmetry

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Bethany Mayer is a highly respected executive in the tech industry, with a background in engineering and marketing. She started her career at the Skunk Works division of Lockheed, working on the F-117 stealth fighter. She then went on to hold various executive positions at HP, where she was responsible for taking shares and growing the business. Bethany is known for her technical and go-to-market chops, as well as her no-nonsense approach to getting things done.

Find out more about Bethany and her work in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

BETHANY: ADVICE FOR WOMEN IN THE TECH SPACE

“My advice for women is you can do anything you dream of, honestly, if I can do it, you can do it. It is there for you, and you, if you give yourself the credit that you deserve, and you have sponsors that I'm sure you will have around you, you can do anything.”

Find out more about Bethany in the links below:

Bethany Mayer | Box | Box.com

Send in a voice message to us:

Sales Community at Anchor.fm

This episode of Tech Sales Insights is brought to you by:

Sales Community | OpenSymmetry

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In this episode, Mandy answers questions about the importance of a use case for PLG, her journey from in-house operator to founder to investor, the benefits and challenges of being an entrepreneur, and KPIs and product market fit. Don’t miss out on this final part of Mandy’s appearance in the latest episode of Tech Sales Insight.

INSIGHTS OF THE DAY

MANDY: FROM IN-HOUSE OPERATOR TO FOUNDER TO INVESTOR

“What I really like to do is understand the customer, you can coach people, and drive revenue, like, that's actually what I like to do, and I don't want to be a founder and CEO and have to go raise money and do a bunch of that stuff. That doesn't sound fun to me.”

Don’t miss out on the previous episodes with Mandy and watch out for the next ones!

E105 Part 1 - TAKING THE LEAP: Growth Benchmarks And Planning For 2023 with Mandy Cole
E105 Part 2 - DATA-DRIVEN ADVICE: Planning Ahead With A Data-Driven Approach With Mandy Cole

Find out more about Bennett in the links below:

Mandy Cole | www.Stage2.Capital | mandy@stage2.capital

Send in a voice message to us:

Sales Community at Anchor.fm

This episode of Tech Sales Insights is brought to you by

Sales Community | OpenSymmetry

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IF YOU FAILED TO PLAN, YOU PLANNED TO FAIL

Mandy and Randy discuss the importance of profitability and cash flow for startups. Mandy advises that companies should have a plan for how they would become profitable if they needed to, as the future is uncertain. Randy adds that many companies have had to lay off employees due to overhiring in the past. They both advise startups to be thoughtful about their use of money and hiring in order to be successful.

INSIGHTS OF THE DAY

MANDY: CUSTOMER FIRST, EVERYTHING FOLLOWS

“Think about not just what's best for the salesperson, but actually what's best for the customer first, because whatever is best for the customer should be best for the company and for us.”

MANDY: DRIVE WITH DATA

“Whatever you do, make sure that you're using a data-driven approach to it. It's really easy for us to make emotional decisions. But the reality is that data all day long is going it's sitting right in front of you, and it's gonna tell you what you should be doing.”

Don’t miss out on the previous episodes with Mandy and watch out for the next ones!

E105 Part 1 - TAKING THE LEAP: Growth Benchmarks And Planning For 2023 with Mandy Cole

Find out more about Bennett in the links below:

Mandy Cole | www.Stage2.Capital | mandy@stage2.capital

Send in a voice message to us:

Sales Community at Anchor.fm

This episode of Tech Sales Insights is brought to you by

Sales Community | OpenSymmetry

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Ever thought of growing to your Stage 2 and beyond?

THE TIME IS NOW.

Mandy Cole, a partner at Stage 2 Capital, joins Randy to discuss growth benchmarks for 2023. Mandy shares her own experience in handling growth and presents her personal benchmark for growth with the companies she is working with. Stay tuned to the end as Mandy also talks about the book she is currently working on that you might be interested in. Find out more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

MANDY: HER PERSONAL BENCHMARK FOR GROWTH

“We want to see that people are being smart about their growth that their focus first on how do I make my current customers successful, and make sure I'm growing them versus just throwing more into the portfolio or into their customer base.”

BENNETT: THE BLOCKCHAIN AND CRYPTOCURRENCY RELATIONSHIP

“”

Find out more about Bennett in the links below:

Mandy Cole | www.Stage2.Capital | mandy@stage2.capital

Send in a voice message to us:

Sales Community at Anchor.fm

This episode of Tech Sales Insights is brought to you by

Sales Community | OpenSymmetry

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INTO THE RABBIT HOLE

Our interview with Bennett Collen is coming to a close, but Randy still has a lot more to ask, so in this episode, Bennett will be discussing more about Blockchain and Crypto in-depth. Tune in to learn more and find out what awaits for Blockchain and Crypto in the coming years, only here, in the latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

BENNETT: PREDICTIONS FOR CRYPTO AND BLOCKCHAIN

“I think the crypto and blockchain will have made it when people stop talking about it when it kind of like fades into the background as a technology that enables these better experiences.”

Don’t miss out on the previous episode/s and watch out for then ext ones!

E104 Part 1 - META-PURSE: Blockchain, Cryptos, and NFTs with Bennett Collen
E104 Part 2 - NFTs FOR SALE! Utilizing, Marketing, And Selling NFTs With Bennett Collen

Find out more about Bennett in the links below:

Bennett Collen | Endstate | Endstate.io

Send in a voice message to us:

Sales Community at Anchor.fm

This episode of Tech Sales Insights is brought to you by

Sales Community | OpenSymmetry

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WHAT DOES AN NFT DO? HOW DO YOU EARN FROM IT?

NFTs, though have been in the market for quite some time, are still a pretty new concept in the eyes of a lot of people. In this episode, Bennett explains from his experience what NFTs do, how they are being marketed, and how they are sold. If you are interested in NFTs as a revenue stream, tune in to the latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

BENNETT: HOW NFTs ARE USED OR DISPLAYED

“In terms of like the digital artwork itself, there are digital galleries where you can display all the entities that you own, I think the use cases for that eventually will get more interesting right now is more of a novelty, but from an Endstate perspective, we think of it as the utility that it gets you in the real world, as opposed to what you do with the digital artwork itself.”

BENNETT: REVENUE-GENERATING INVOLVEMENT OF COLLABORATORS

“We take a different approach to the traditional companies where we are involving the collaborator directly in the economics of the sale, instead of just saying, hey, we'll pay you an endorsement fee upfront, and then we make all the money on the back end, and we sort of sign them up as partners because we want them to have real skin in the game and interest in the collection doing well.”

Don’t miss out on the previous episode/s and watch out for then ext ones!

E104 Part 1 - META-PURSE: Blockchain, Cryptos, and NFTs with Bennett Collen

Find out more about Bennett in the links below:

Bennett Collen | Endstate | Endstate.io

Send in a voice message to us:

Sales Community at Anchor.fm

This episode of Tech Sales Insights is brought to you by

Sales Community | OpenSymmetry

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WE ARE NOW LIVING IN THE ERA OF DIGITAL TRANSFORMATION

Welcome to another episode, and today we have Bennett Collen, CEO of Endstate who has been an active principal in the blockchain space for several years. Bennett will be joining Randy to discuss what a lot of people think is the future, which they all get crazy about… Blockchain, Cryptocurrencies, and NFTs. Learn how each is defined and how they are interrelated in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

BENNETT: DEFINITION OF A BLOCKCHAIN

“A blockchain is just a form of a database that is typically a distributed ledger that has multiple participants who are all contributing to the consensus, or really how new entries get added to the ledger.”

BENNETT: THE BLOCKCHAIN AND CRYPTOCURRENCY RELATIONSHIP

“Crypto when people use it as a shorthand for Cryptocurrency is a subset of blockchain, so blockchain is the enabling technology that allows cryptocurrencies to function in this permissionless and distributed way.”

Find out more about Bennett in the links below:

Bennett Collen | Endstate | Endstate.io

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IT’S NOT HOW LONG THE RELATIONSHIP IS THAT MATTERS, IT’S THE VALUE THAT COMES FROM IT

It’s part 3 with John Barrows, CEO of Sell Better by JB Sales, and the author of I Want To Be In Sales When I Grow Up.

In this episode, John will be talking about the future of sales, particularly on the benefits of getting fired, the power of values in sales, sales rep job hunting tips, the importance of personal branding in today's job market, the value of relationships in sales, importance of a good customer relationship. So tune in and learn more!

HIGHLIGHT QUOTES

JOHN: FIND YOUR CORE VALUES FOR FINDING COMPANIES TO WORK FOR

“What I encourage people to do right now is go through the value exercise, start, if you just got laid off, go through the value exercise, you can Google it, say I want a core value exercise. And usually what it is, is like 50 core values, you choose 20 of them, then you get down to five, and then you prioritize those five. And if you really think through those values of yours, and your center and you're like these are my values, this becomes now your decision stack.”

JOHN: BUSINESS RELATIONSHIPS ARE NOW ALL ABOUT VALUE

“I'll boil it down into relationships, the value of relationships has gone from golfing and you know, steak dinners to VALUE period.”

Don’t miss the previous part/s of this amazing series with John Barrows:

E103 Part 1 - WHAT LIES AHEAD: The Future Of The Sales Profession With John Barrows
E103 Part 2 - TECH DILEMMA: The Impact Of Technology To The Sales Profession With John Barrows

Find out more about John in the links below:

John Barrows
Sell Better by JB Sales
SellBetter.xyz

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IS TECHNOLOGY FOR BETTER OR FOR WORSE?

It’s part 2 with John Barrows, CEO of Sell Better by JB Sales, and the author of I Want To Be In Sales When I Grow Up.

In this episode, John will be talking about the future of sales, particularly on the benefits of in-person networking for sales reps, the importance of work-life integration, the impact of platforms on sales, the generational divide in the workplace, and the impact of recent layoffs in tech sales. So tune in and learn more!

HIGHLIGHT QUOTES

JOHN: NETWORKING IS CRITICAL IN SALES

“I think that a sales rep has to be in the office for the first two years of their sales career. Because you've learned so much just by being around other people, and listening in and osmosis and all that other stuff. So I just think it's a critical part that I'm worried right now is being ripped away from their development,”

JOHN: THE SECRET TO SUCCESS IS WORKING YOUR ASS OFF

“what's the secret to success? And it's easy, it's working your ass off. That's the secret to success, people say to work smart, but I’m like Shut up. You got to work. Yeah, fine, work smart. But you got to work your ass off to be successful in this game and in any game.”

Don’t miss the previous part/s of this amazing series with John Barrows:

E103 Part 1 - WHAT LIES AHEAD: The Future Of The Sales Profession With John Barrows

Find out more about John in the links below:

John Barrows
Sell Better by JB Sales
SellBetter.xyz

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WHAT AWAITS US IN THE FUTURE OF SALES?

Welcome to another series in Tech Sales Insights, and in this series, we have John Barrows, CEO of Sell Better by JB Sales, and the author of I Want To Be In Sales When I Grow Up.

To kick off this series, John will be talking about the future in sales, particularly on design thinking, how technology is taking over and the impact of technology on sales. So tune in and learn more!

HIGHLIGHT QUOTES

JOHN: DON’T SELL IT IF YOU’RE NOT EVEN USING IT

“I can't stand trainers that don't use their own stuff when they're selling I mean it's weird to even experience that. So yeah, we use our own techniques. We do everything I mean, obviously, and other people's stuff too. I mean there's no one right answer and sales anymore.”

JOHN: THE BOTTOM-UP APPROACH

“There's the bottom-up approach, which I think a lot of people look at, from like a PLG standpoint, like a product-led growth approach, where you get it in the users, and then you cross it, and then you go up. But the bottom-up approach also from gathering insights at the bottom layer, and almost looking at it as design thinking for sales.”

Find out more about John in the links below:

John Barrows
Sell Better by JB Sales
SellBetter.xyz

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This episode of Tech Sales Insights is brought to you by:

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It’s Part 3! Stu and Randy discuss the ins and outs of sales leadership, the importance of initiative, flexibility, and action, success in sales being dependent on the whole team, and many more. Don’t miss out on this final installment of the Stu Gold series, only here in the latest episode of Tech Sales Insights.

HIGHLIGHT QUOTES

STU: Flexibility + Initiative = SDR’s Success

“Flexibility is very, very important, and you need to be able to kind of go with the flow a little bit and shift to different priorities as they come up. To do that, you also need to be very proactive on our teams, and you have to have to take initiative, and I'd rather see people take initiative and make some mistakes along the way, than kind of sit back and just wait for things to happen.”

Don’t miss the previous part/s of this amazing series with Stu Gold:

E102 Part 1 - OLD BUT GOLD: Stu Gold On The Innovative Legacy Of Blattner Technologies - https://youtu.be/Qq074xezVg8
E102 Part 2 - GAME-CHANGING: Beneficial Importance of AI, ML, and Data with Stu Gold - https://youtu.be/oeKu3ogrb9M

Find out more about Stu in the link below:

About Stu
Blattner Technologies
BlattnerTechnologies.com

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Welcome to Part 2 of this series with Stu Gold, CRO of Blattner Technologies. In this second installment, Stu and Randy will talk about the benefits of and importance of AI (Artificial Intelligence), ML (Machine Learning), and Data to businesses, particularly in Sales and Marketing. Tune in and learn more about these benefits in this latest episode of Tech Sales Insights.

HIGHLIGHT QUOTES

STU: DATA IS THE NEW OIL

“We recognize and have a project in place to focus on the data, data is the new oil man, if I can leverage all the data of the companies that are not part of Blattner out Our ability to accelerate growth and be even more knowledgeable about what's working in sales. And marketing is, is really critical for us. And we recognize that's a huge opportunity.”

Don’t miss the previous part/s of this amazing series with Stu Gold:

E102 Part 1 - OLD BUT GOLD: Stu Gold On The Innovative Legacy Of Blattner Technologies - https://youtu.be/Qq074xezVg8

Find out more about Stu in the link below:

About Stu
Blattner Technologies
BlattnerTechnologies.com

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For over a century of pioneering innovation, Blattner Technologies is geared to be the leading provider of predictive transformation services and tools in the Data Analytics, Artificial Intelligence, and Machine Learning industry, and with that, we have Stu Gold today to talk about Blattner’s mission and it’s go-to-market strategy, only here, in Tech Sales Insights.

HIGHLIGHT QUOTES

STU: Focusing on making the most of your data

“Blattner Technologies is focused on being a leading provider of what would be considered predictive transformation services, and solutions, which is utilizing artificial intelligence and machine learning to really get the most out of your data.”

Find out more about Stu in the link below:

About Stu
Blattner Technologies
BlattnerTechnologies.com

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This episode of Tech Sales Insights is the last part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He explains the need for balance between technical and go-to-market founders and how each plays a pivotal role in defining the product that will ultimately solve the customer's problem. And just as important, Nick also discusses the need for feedback to climb to the next stage of growth.

HIGHLIGHT QUOTES

Have a feedback loop between the technical and strategic founders - Nick: "Every technology-first company needs a product and I think that's... the skillset of the founders. I think the ones that have a founder around the table who knows how to think about strategy, ops, go-to-market, they tend to be able to have every part of that conversation."

"You represented the fastest. But I also think there's something to be said about the feedback loop with strictly technical founders that know how to kind of see each other's strengths and then just trust what maybe others are getting for observations."

Be mindful of the bigger picture and the people you work with along the way - Nick: "Thinking very deliberately about relationships and opportunities, you always think you're going to have your next opportunity or there's more relationships that you can get introduced to, so I've tried to now be much more relationship-focused, much more patient, and it's tough to balance that with the founder DNA."

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This episode of Tech Sales Insights is the second part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He discusses how companies need a great product and customers to even begin a PLG motion. Nick also talks about determining product-market fit using product signals, as well as choosing the right customers that help you define the market together.

HIGHLIGHT QUOTES

You need a great product and actually have customers to be successful at PLG - Nick: "The reality is, to build a great company, you're going to need the best product, good marketing, and probably exceptional go-to-market, which means everything that goes into how you think about predictably finding, acquiring, and then making a customer successful."

Finding product-market fit early and picking the best customers - Nick: "You really want to optimize for how do you get in the door for those customers, and picking great customers means they're going to help you define the market together which is how do you grow the addressable opportunity."

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About Nick

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This episode of Tech Sales Insights is the first part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He shares his professional journey in investing and operations and how he ensures the health of their portfolio today together with their fund managers. He also explains how they do not lead rounds and instead facilitate the introductions that lead to the next rounds of financing.

HIGHLIGHT QUOTES

Working with large family offices with an emerging manager problem - Nick: "It's been helpful right now to be more active with existing companies, especially the ones that are doing better than maybe the broader market knows because they're not out fundraising."

Making introductions to facilitate the next rounds of financing - Nick: "We're not leading rounds. We do facilitate a lot of introductions. If our managers are inception stage, we describe ourselves as inflection. So right when the business is starting to really work and doing better than people realize."

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About Nick

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This episode of Tech Sales Insights is the last part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. He shares his wisdom on the secret sauce to effective leadership and how to become a leader who motivates, inspires, and lives the true meaning of servant leadership as well.

HIGHLIGHTS

The CRO's scope of responsibilities and leadership across roles
Aim to become the motivational and inspirational leader
Understanding the servant leader

QUOTES

The true meaning of servant leadership inspires success - Carl: "If you go and study what true servant leadership is, think about the very first word of servant leadership, and that is to serve. And I fundamentally believe the greatest leaders, regardless of role or capacity, are the ones that serve their people. They're not leading them. And through that servant-type approach, your leadership gets displayed and everyone becomes more successful."

First level is motivational leader, second is inspirational, third is both - Carl: "The third level of leadership is the one who knows how to do both, because there are times, Randy, when you needed to be pushed probably and get that little extra out of Randy, but then there's other times when people inspired you and pulled you in."

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About Carl

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This episode of Tech Sales Insights is the second part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. He provides deep insights into how they choose companies to invest in, as well as the primary importance of change management to survive economic headwinds. Carl also gives actionable tips on how companies must sell and the shift in messaging that this requires.

HIGHLIGHTS

"Look inside and outside the building" to decide when to invest in a company
Get things done by focusing on change management
How to sell effectively in a down market

QUOTES

Adapt as fast as the changes come to survive - Carl: "In the climate we're in today and potentially even broader headwinds going forward, if your company is not changing as fast as what's happening outside the walls of your company, death is near. You just got to be open to change. You have to communicate change."

Show a strong ROI to attract buyers during a downturn - Carl: "In down markets, nothing sells like a strong ROI, so I encourage people to revisit their value proposition, number one, around ROI. The second reason people buy is if you're going to help them drive revenue growth. And if you can have a value proposition that shows tangible evidence of it and you can back it up with quantifiable numbers, people will buy your technology."

The growing complexity of operations has eroded operational rigor - Carl: "Simplicity scales, complexity doesn't."

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About Carl

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This episode of Tech Sales Insights is the first part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. Today, Carl shares his remarkable career journey, from working at a PBX company in 1987 to the present day at Sequioa, and all the sales jobs in between. He discusses what they do and do not do as a company and how working in a VC keeps him young.

HIGHLIGHTS

Carl's professional journey to becoming a legend in tech sales sales
Taking care of a growing family and joining Sequioa

QUOTES

From sales to sales leadership and culminating in becoming partner at Sequioa - Carl: "I got a fortunate opportunity to join Sequoia and I've been here six and a half years and it's been a great experience. I've learned how to be an investor. I think I'm a better executive. I'm much more detailed on how to operate and run a company here."

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About Carl

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Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we check out the best moments from our conversation with Craig Hinkley, CEO of WhiteHat. He discusses the key attributes of successful sales reps and leaders alike and how to lead your team from within.

HIGHLIGHTS

The key attributes for success for sales reps and leaders
Every great team needs a coach, and so do sales leaders
Be a leader that pushes an organization with a vision

"Stop wearing the clothes of the CEO. Stop pretending that you have to do this and just be yourself. So lead from within because confidence that comes from knowing who you are and what you stand for and what you believe is far more authentic." - Be yourself and let your vision and passion emanate from you

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About Craig

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Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we revisit the best moments from our conversation with Andrew Ettinger, CRO at Astronaut. He digs into some early mistakes that founders make and how grit, passion, and intellectual curiosity remain the top characteristics that indicate future success.

HIGHLIGHTS

Early founder mistakes and traits to watch for in sales reps
Spotting grit, passion, and curiosity and building these skills
Listen to implicit and explicit signals from all channels

"It was really trying to take the time to not rush into the sale, the sales engagement, or rush through things without really trying to build that proper connection with people. I know it sounds very silly, but when you double click on that, it's sort of the old adage that, as a sales professional, you've got two ears and one mouth for a reason and so it's to listen right really well." - Create a connection and be intentional about listening

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About Andrew

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Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we throwback to some of the most memorable moments from our conversation with Jennifer Haas, CRO and Executive Vice President of Sales and Marketing, on the 3 "ships" for growing young leaders into their full potential and much more.

HIGHLIGHTS

"Clarity is kindness" and creating a team culture based on integrity
Hiring virtually and revops for forecasting
Develop rising talent with Leadership, Mentorship, and Sponsorship

"By sponsorship, I mean finding a project or leading a program, something that you can pull somebody up and say, this person would be perfect to lead this program, lead this project. Something that's highly visible that they can really showcase their skillset." - Sponsorship means providing younger reps a visible platform for their skills

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About Jennifer

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Welcome everyone to a special episode of the Tech Sales Insights Podcast! This is the last part of the discussion on SKO by David Nour, CEO of The Nour Group. Today, he shares ten ideas to consider to make your SKOs more consistent, and ultimately, more successful. David also talks about using image and story to deliver your path forward and how that relates to the customer lifecycle journey.

HIGHLIGHTS

Align image and story to cascade the vision throughout the organization
The sales loop vs the sales funnel
10 ideas to make your SKO more impactful
David's planned marquis events

“If it's all rosy, then it looks too manufactured. But every healthy relationship goes through some challenges, right? We had this challenge and your team took over, I am now drinking Kool-Aid. I am eating our own cooking of "Oh my God, how amazing are we" because now there's an independent. And that's the key.” - David on having an independent identity that can say how great the organization is

Find out more about David in the links below:

LinkedIn: https://www.linkedin.com/in/davidnour/
Twitter: https://twitter.com/davidnour
Website: https://nourgroup.com/

In case you missed part 2, check it out [here - Part 2 Link]!

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Welcome everyone to a special episode of the Tech Sales Insights Podcast! This is the second part of the discussion on sales kickoffs (SKO) by David Nour, CEO of The Nour Group. Today, he dives deep into the biggest mistakes those in leadership roles make when doing SKO and, of course, how to effectively address them.

HIGHLIGHTS

10 costly mistakes leaders could make
Using new technologies and tools to present ideas
A sales kickoff is an opportunity to create new excitement

“If you inspire them to really think about what and how they should behave differently, what skills and what knowledge they need back in their territories and back with their relationships, you'll create [a] much longer-term impact.” - David on not confusing motivation with inspiration

Find out more about David in the links below:

LinkedIn: https://www.linkedin.com/in/davidnour/
Twitter: https://twitter.com/davidnour
Website: https://nourgroup.com/

Check out the first part of the discussion in: https://tech-sales-insights.simplecast.com/episodes/think-diversely-about-your-sales-kickoff-tech-sales-insights-special-ft-david-nour-part-1

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Welcome everyone to a special episode of the Tech Sales Insights Podcast! Today we have David Nour, CEO of The Nour Group, taking the helm to talk about approaching your sales kickoff (SKO) in more effective and cost-efficient ways. Tune in as he shares a few misconceptions about growth, challenges leaders face when it comes to SKO, and many more valuable insights!

HIGHLIGHTS

Leading and thinking differently about your sales kickoff
A good analogy for approaching SKO
Misconceptions around COVID growth and forever growth
On infusing a sense of urgency

“We've got to get beyond these things before we get those sellers together. It's a "we" challenge and "we" opportunity. Anytime I go into a company and hear us and them, what I'm not hearing is that we're all rowing with the same velocity and voracity in the same direction.” - David on working around some of the dysfunctions and challenges in organizations

Find out more about David in the links below:

LinkedIn: https://www.linkedin.com/in/davidnour/
Twitter: https://twitter.com/davidnour
Website: https://nourgroup.com/

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Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we bring back some of the best moments from our conversation with Ed Sim, Founder and Managing Partner of boldstart ventures. Tune in as we talk about finding and working with start-ups and helping them reach new heights.

HIGHLIGHTS

Working with founders and identifying their common mistakes
Sales reps that a company should attract
The right timing of bringing a high-caliber individual to work with technical founders
The best way to learn about start-ups

“When I think about SaaS, I think about the thing that I said a couple of years ago which is that you want to win the hearts and minds of the developer or the end-user before you win the hearts and minds of the enterprise. The whole idea of how you sell and reach these large orgs is changing.” - Ed on how business models have begun to shift towards SaaS

Find out more about Ed in the links below:

LinkedIn: https://www.linkedin.com/in/edsim/
Twitter: https://twitter.com/edsim
Website: https://boldstart.vc/

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Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we bring back some of the best moments from our conversation with Peter Quirk, previously General Manager of the Global Enterprise East at Hewlett Packard Enterprise (HPE) and now Chief Revenue Officer at ThreatWarrior.

HIGHLIGHTS

What global enterprise and global accounting mean for HPE
Become a life-long learner because there are always opportunities, especially in tech
What it takes to become a great sales manager
Knowing the true value you can provide the company

“The only thing that I can say the shift has taken place are the partners that are making the shift along with us. Because you still have to do the same things you had to do before, you just end up having to do it remotely. I think you see the partners that are managing their business the best are the ones that are making this transition the best.” - Peter on how global enterprise teams shifted their strategy

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About Peter

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Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we bring back some of the best moments from our conversation with Ken Dougherty, Vice President of North America Storage Platforms and Solutions Sales at Dell EMC.

HIGHLIGHTS

Trends in tech sales that could have an impact post-COVID
The hallmarks of a successful salesperson
Use social media and tools to stay connected with people
Be more patient as a salesperson and you're likely to get better outcomes

“Don't forget what made you successful as a salesperson when you become a sales leader. Don't change your approach in how you engage with clients and stay customer focused. But also lead from example and go back to that term I referenced earlier, be action-oriented” - Ken on the mindset of becoming an exceptional sales manager

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About Ken

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This episode of Tech Sales Insights is the last part of our conversation with Annelies Husmann, Head of Enterprise Sales and Growth at Gong. She shares some of the best advice she had learned over the years, including riding out overwhelm by focusing for 24 hours.

She also discusses the importance of building multi-threaded relationships at the executive level. In sales, she comments on the magic of in-person meetings and the need to balance it with the mandate of doing things online.

HIGHLIGHTS

Sales and rev ops are strategic counterparts of sales
Advice: Focus and ride out your ship in 24 hours
Building longer-term relationships with executives

QUOTES

Sales and rev ops allow teams to see around corners and execute more effectively - Annalies: "The importance of rev ops and sales ops and having a great strategic counterpart to help balance you out is just so mission-critical nowadays. And it's been great to see even how our team has evolved over the last couple of years."

The best advice a former manager taught her - Annalies: "No matter what the problem is, if you really do take away distractions and focus on something, you'll probably be able to ride or at least have a path forward within 24 hours."

Find out more about Annelies in the link below:

About Annelies

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This episode of Tech Sales Insights is the second part of our conversation with Annelies Husmann, Head of Enterprise Sales and Growth at Gong. Annalies dives into mentorship and how other women in sales should explore their networks to find a good mentor.

In her experience, just having these conversations allows other women to see themselves in quota-carrying roles too. Annelies also discusses value selling as a requirement in today's macroeconomic situation and how sales conversations must always be tied back to value.

HIGHLIGHTS

Women in sales and the value of mentorship
Value selling should be tied to the company's key strategic initiatives
Hire based on competencies and behavioral traits vs past experiences

QUOTES

Value selling is more important now with economic headwinds - Annalies: "I think now where we are, you really need to be very thoughtful with how you're building your business cases and how you're engaging with your executives, and you just have to stay 100% tied to value."

Avoid getting stuck hiring certain profiles by focusing on behaviors - Annalies: "Focus more on competencies and behavioral traits versus past experiences, and here's why. I think if you focus just on past experiences, you could really go down this path of going down a profile that you typically for very, very quickly."

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About Annelies

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This episode of Tech Sales Insights is the first part of our conversation with Annelies Husmann, Head of Enterprise Sales and Growth at Gong. Achieving true diversity in organizations is admittedly difficult.

Annelies discusses how leaders need to be thoughtful during this process and to stay committed to this cause. She emphasizes how leaders must go out in the field as well to find the best talent.

HIGHLIGHTS

Gong: Aggregating data streams and improving day-to-day lives
Diversity best practices: Sales leaders need the commitment to recruit actively

QUOTES

Gong aggregates data in a tangible and life-changing way - Annalies: "I have a command over my business I never had before. I'm making more money. And it's all those really small, personal levers of how gong is just changing their day-to-day operations. And those are the best customer stories."

Leaders must do the legwork to find the best talent - Annalies: "When I start sending notes out to people, personally, through LinkedIn and email, I get great responses. And so, if I'm a leader saying this is something that's important to me, I'm also going to put my time where my mouth is and go out and start recruiting and selling people as well."

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This episode of Tech Sales Insights is the last part of our conversation with Eric Brock, Chairman & CEO of ONDAS Networks and Diana Shapiro, CEO of Dynam.AI. They talk about who their buyers are and what it takes to weather recessions and come out of them successfully. They also share some of the insights they've gained from mentors and their own personal experiences.

HIGHLIGHTS

It takes different skill sets and experiences to be successful
Automation helps cut costs in a recessionary time
Selling to non-tech-savvy buyers in target markets
Diana and Eric share about the mentors they've learned from and the things they also want to teach

QUOTES

Weathering the trying times in a struggling financial market - Eric: "You have to deal with outside forces. And today those forces are difficult, they're tightening up. I think in this environment, like everyone, you have to spend time prioritizing what you need to do. You could have a hundred things to do but you can actually do them all in the next 6 months and you have to make these difficult decisions."

Value selling when going through recessions - Diana: "The easiest way to increase the bottom line is by cutting costs. While that's not what salespeople want to hear, they can position themselves with companies that are looking to help companies reduce costs, increase ROI, and the very best way to accomplish that is through automation."

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About Eric
About Diana

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This episode of Tech Sales Insights is the second part of our conversation with Eric Brock, Chairman & CEO of ONDAS Networks and Diana Shapiro, CEO of Dynam.AI. Eric first introduces ONDAS and what they do for businesses that need connectivity over wide areas. They then talk about defining automation at the highest levels and what their partnership means in creating relevant technologies and solutions.

HIGHLIGHTS

Eric talks about ONDAS and their focus on drones
Automating decision-making and manual processes at a high level
Bringing together different technologies to create great solutions

QUOTES

On having something that defines the industry and defines solutions - Eric: "It is about understanding what the customer needs and we come in solving that critical bottleneck. We're removing the pilot and the FAA is giving us permission to do that which is really difficult to do from a fully-autonomous platform that works every day as a workhorse without human intervention."

The partnership of ONDAS and Dynam.AI - Diana: "They're not just solving a problem for one customer, they're solving an industry-related problem. When you do that, you're just levels above your competition because you're thinking way bigger than just one customer. You're thinking, what can I do for the industry to help get it to the next level?"

Find out more about our guests in the links below:

About Eric
About Diana

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This episode of Tech Sales Insights is brought to you by:

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This episode of Tech Sales Insights features Eric Brock, Chairman & CEO of ONDAS Networks and Diana Shapiro, CEO of Dynam.AI. When we think of AI in the business space, it's only natural to first think about using it to automate manual processes.

Today, Eric and Diana each talk about their careers so far and how they arrived in the tech sales world. Diana first introduces Dynam.AI, how we're approaching an upcoming space called decision intelligence, and the AI technology they are currently working on.

HIGHLIGHTS

How Eric and Diana each ended up in tech sales
Diana talks about the decision intelligence space and introduces Dynam.AI

QUOTES

The top things CEOs are looking to use AI for - Diana: "Interestingly, the top business priorities for AI at companies start with automating business processes, improving existing products or services, improving competitive differentiation and it just goes down the line."

Find out more about our guests in the links below:

About Eric
About Diana

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This episode of Tech Sales Insights is the last part of our conversation with MJ Leslie, Owner & Principal of Chapter 3 Ltd and Larry Irvin, Principal of Black Diamond Revenue Advisors. MJ and Larry share their points of view on how sales will look 5 years from now. They also talk about trying out new markets demographically as a start-up, value selling, and the leaders in the space that they follow and respect.

HIGHLIGHTS

How sales will change 5 years from now
When should a start-up explore new markets?
Supplement the talent pool with alternative choices for value selling
Larry and MJ talk about the sales leaders they respect and learned from

QUOTES

On using effective tools and strategies - MJ: "Through the pandemic and going into whatever the next stage of society is, knowing who you're going after and what is the value to sell to them becomes really important. So the more intel that you can gather on the individual you're trying to connect with is why I like ZoomInfo."

US SaaS start-ups looking to explore different markets - Larry: "The whole idea of the game is revenue acquisition. Sometimes, especially early-stage founders, get wrapped around the idea of wanting to be a global company and selling in all these different countries. And they lose sight of the fact that the whole goal is to capture revenue. Especially if you're a US-based company launching here, there's a ton of opportunity just within this country."

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About MJ
About Larry

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This episode of Tech Sales Insights is the second part of our conversation with MJ Leslie, Owner & Principal of Chapter 3 Ltd and Larry Irvin, Principal of Black Diamond Revenue Advisors. MJ and Larry share their opinions on the increase of titles and if they actually matter for a company. They also discuss the sales, marketing, and customer success functions being part of the CRO role and the importance of SaaS experience for reps even outside of sales.

HIGHLIGHTS

Should the CMO report to the CRO?
Go-to-market functions being added to the CRO role is laborious but can make sense.
The customer success side is becoming an increasingly important function
How important is SaaS experience when hiring sales reps?

QUOTES

Customer success develops advocates within an organization - MJ: "I have seen a ton of peripheral success not just by a certain customer renewing and expanding their deal but them going out and becoming very much like public advocates or referrals coming through those solid accounts because you've invested in them and they have a relationship with the company."

Importance of CROs in revenue retention - Larry: "The easiest people to sell to are those that have already bought. The ability to expand is super important. I love the function, I think it's an easier way than traditionally putting this on sales. As a sales rep, if you close the big deal and you know that you probably block yourself out of an account revenue-wise, you're not going to spend time there."

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About MJ
About Larry

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This episode of Tech Sales Insights is brought to you by:

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This episode of Tech Sales Insights features MJ Leslie, Owner & Principal of Chapter 3 Ltd and Larry Irvin, Principal of Black Diamond Revenue Advisors. In the world of SaaS and many other industries, companies are becoming more and more focused on not only acquiring customers but also retaining customers. Hence, the introduction of the Chief Revenue Officer or CRO.

MJ and Larry talk about their sales journeys and some key lessons they've learned so far. They share their insights into what a Chief Revenue Officer actually offers and what level of a company actually needs the CRO role.

HIGHLIGHTS

MJ and Larry talk about their careers and sales journeys
What is a Chief Revenue Officer anyway?
The ideal stage of a company relative to having a CRO

QUOTES

The CRO's job in a macro level - MJ: "Anything that falls within that big, wide umbrella can be part of that. Larry and I were chatting about what stage of that makes sense for a company because if you only have five people, that's a pretty small umbrella. But as you grow, just understanding and looking at what departments make sense in the revenue generation versus retainment section define the CRO role."

Is it ideal for start-ups to have CRO? - Larry: "You start getting into that, 'alright, we need to have a structure.' You need to have separate disciplines within marketing, sales, within customer success. That consistent look and feel is key. But to early stage, you're creating layers of structure that creates inefficiency when you can least afford inefficiency."

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About MJ
About Larry

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This episode of Tech Sales Insights is brought to you by:

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This episode of Tech Sales Insights is the last part of our conversation with Kevin Connolly, SVP of the North America Mid-Market at Dell Technologies. He shares his insights into the importance of partnerships when it comes to medium businesses. Kevin also talks about how building trust and confidence has changed over time across different generations.

HIGHLIGHTS

Partnerships as a key piece to the sales puzzle
How do all generations build trust and rapport with clients without face-to-face meetings?
Kevin and Randy discuss their mentors

QUOTES

The difference between generations in getting trusted relationships fast - Kevin: "This generation of buyers want it a different way. Their version of trust and confidence might come through social media, it might come through text, or through email. What I perceive as building trust and confidence comes through servicing them really well in the way that they want to be serviced."

Leveraging the partner community's reach - Kevin: "Sales partnerships are critically important. But if you even think about this as not too much of an intellectual concept, our job at this type of business at scale is to bring new customers. We have a lot of opportunities to do that even if you just look at market share alone."

Find out more about Kevin in the link below:

LinkedIn: https://www.linkedin.com/in/kevinconnolly222/

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This episode of Tech Sales Insights is the second part of our conversation with Kevin Connolly, SVP of the North America Mid-Market at Dell Technologies. He shares about taking advantage of technology to inspect and provide feedback for those working remotely. Kevin also shares how ramping, productivity, and the sales cycle in the remote work environment have changed since Covid.

HIGHLIGHTS

How do you inspect in real-time those who are working remotely?
What it means to marry sales, operations, marketing, and AI
The relationship with the inside seller
Changes in ramping and the sales cycle since Covid hit

QUOTES

Getting sales, operations, marketing, and technology right - Kevin: "We try to really get them productive actions each week, each month, and each quarter. That's kind of the internal engine and, of course, the marketing. We're trying to ignite someone to come at us whether it's using that technology, or bots, or what have you."

Customers still enjoy that relationship with the inside seller - Kevin: "I would say that in its simplest form, the complexity will drive the interaction. But it should return back to the owner inside to dictate and help the customer with their journey."

Find out more about Kevin in the link below:

LinkedIn: https://www.linkedin.com/in/kevinconnolly222/

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This episode of Tech Sales Insights is brought to you by:

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This episode of Tech Sales Insights features Kevin Connolly, SVP of the North America Mid-Market at Dell Technologies. Shaping young leaders and medium businesses until they graduate to an enterprise is a fun challenge and a big responsibility at the same time.

Kevin talks about his transition from EMC to Dell and his roles under Dell's Medium Business umbrella. He shares about his experience in managing a young, in-career force, the differences between managing large and small teams, and the dynamics of moving to scale.

HIGHLIGHTS

Kevin's responsibilities under the Dell umbrella
The biggest challenge in managing large sales teams vs small teams
How to create and keep an amazing culture intact

QUOTES

Managing large vs small sales teams - Kevin: "There are a million challenges but when you have scale, one of the golden rules is to try to keep it simple and not overthink it. Especially when you have a lot of solutions to provide and you get excited about that. So I'd say simplicity will rule the day."

On mental health in sales - Kevin: "It is hard but not as hard as I thought it would be. It's amazing if you just shut up and open your ears a bit, young leaders migrating through the sales community would be surprised."

Find out more about Kevin in the link below:

LinkedIn: https://www.linkedin.com/in/kevinconnolly222/

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This episode of Tech Sales Insights is brought to you by:

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This episode of Tech Sales Insights is the last part of our conversation with Jon Festejo, Co-Founder and CEO of Salesbricks. He talks about the many possibilities of CPQ and overall software five or ten years from now. Jon also shares a few of his favorite sales tools to use with Salesbricks to add more efficiency and produce more results.

HIGHLIGHTS

Possible changes to CPQ five years down
Why it's CPQ and not CQP
Other sales tools Jon uses

QUOTES

How software will be trained for the future - Jon: "In software, we'll be doing a better job in figuring out what that right moment is to go upsell your customer. Because in sales, timing is everything. Time also kills all deals and so the software will learn how to go compete and figure out when it is the right time for you to actually visit the customer."

Software will eventually do a better job on its own- Jon: "Today in software sales technology, it's human first and then tools that help them augment and make their jobs a little bit easier. But there's now a tipping point and crossing the chasm where it's going to be technology first and then you apply a human organization to augment that and add additional value."

Find out more about Jon in the links below:

LinkedIn: https://www.linkedin.com/in/jonathan-festejo-59233b23/
Website: https://www.salesbricks.com/

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This episode of Tech Sales Insights is sponsored by:

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This episode of Tech Sales Insights is the second part of our conversation with Jon Festejo, Co-Founder and CEO of Salesbricks. He talks about the three main aspects to think about in order to secure enterprise transactions, namely transparency, flexibility, and building trust. Jon also shares different insights and analogies when it comes to software sales and being a salesperson in general.

HIGHLIGHTS

3 things to consider when leading enterprise sales deals
Being the Shopify of B2B SaaS companies
The "If you give a mouse a cookie" analogy

QUOTES

The importance of flexibility - Jon: "What a lot of people don't really understand is, not every deal is going to look exactly the same. Your one million dollar deal, your nine million dollar deal, your fifty thousand dollar deal, there's a lot of permutations and a lot of things that are very different."

Building trust is also about telling the truth - Jon: "There's going to be times in your career and sales cycle where you need to stop pushing customers and say 'you gotta trust me.' That's important, right? To be able to have that painful conversation."

What selling software could look like in 10 years - Jon: "A lot of these industries that invest in technology, focus on customer experience and accessibility, and democratizing the product, those industries, and companies, in particular, are going to win the race. If you see what Netflix did to steaming media and what Expedia did for travel agencies, we want to do the same exact thing for software sales."

Find out more about Jon in the links below:

LinkedIn: https://www.linkedin.com/in/jonathan-festejo-59233b23/
Website: https://www.salesbricks.com/

Send in a voice message to us: https://anchor.fm/salescommunity/message

This episode of Tech Sales Insights is sponsored by:

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This episode of Tech Sales Insights features Jon Festejo, Co-Founder and CEO of Salesbricks. Creating a user experience where even new sales reps can take the software and effectively build out a strategic workflow is essential. However, not many realize how painful it can be to work with legacy CPQ.

Jon talks about the amount of work that salespeople do especially with CPQ software even if it's supposed to make things easier. He shares about how dealing with CPQ implementation for the fourth time pushed them to start Salesbricks and create a better experience for customers on their software implementation.

HIGHLIGHTS

Implementing CPQ and the start of Salesbricks
How Salesbricks creates the ideal experience for sales reps
CPQ insights from the decision-maker's perspective

QUOTES

The way that CPQs are architected makes them difficult to implement - Jon: "In fact, the CPQ market basically invites a billion-dollar business in consulting. You go hire somebody offshore and spend 6 figures, sometimes even 3x what you spend on the actual software to have somebody implement and maintain it."

Salesbrick's focus on the modern-day buyer - Jon: "When you were going to sell software back in the '90s or 80s, that technology had a long sales cycle, right? Nowadays, if you don't get the attention of a millennial buyer in their 30s or 20s, they're going to move on to go research some other solution. And so we have to go focus on that kind."

Find out more about Jon in the links below:

LinkedIn: https://www.linkedin.com/in/jonathan-festejo-59233b23/
Website: https://www.salesbricks.com/

Send in a voice message to us: https://anchor.fm/salescommunity/message

This episode of Tech Sales Insights is sponsored by:

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This episode of Tech Sales Insights is the last part of our conversation with Matt Handler, President and COO of Coralogix. He discusses value selling and how the different departments must be aligned on what your value is to extract it in every part of your messaging.

Matt also discusses retention and compensation. Coralogix boasts the best in class retention at 150% as they compensate salespeople for the right things, consider upsells and cross-sells as new business, and follow it up with attractive accelerators.

HIGHLIGHTS

Product, marketing, sales, finance, and HR must know the product’s value intimately well
Value selling: Constantly check your messaging
Retention: Compensation drives behavior, so incentivize correctly

QUOTES

Align your messaging so value selling becomes organic - Matt: "Every conversation that we have, the frontline managers, second line managers, CRO, me, we are speaking the same language of ‘Do you understand what the current situation is? The pain? How do they measure that?’

‘What's the future stake? What is it that they're looking for and how does that apply to their business? How do we do it? How do we do it better? Who have we done it before?’ And we run those conversations all the time. And around that, did we need the economic buyer. ‘Do we have a champion? Do we understand the decision process?’ All of those things are built-in."

Compensate according to where you want to go as a company - Matt: "Incentivizing the right things, we make it fun. We pay well. I don't pay considerably over market for the initial OTE, I hate that. It's a personal thing for me. I want someone who's hungry to work here. We make sure that the quotas are great, that the territories are great. And then, as soon as you get over your quota, we absolutely crush it with accelerators."

Find out more about Matt and check out Coralogix’s open positions in the links below:

LinkedIn: https://www.linkedin.com/in/matthandler/
Website: https://coralogix.com/

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This episode of Tech Sales Insights is the second part of our conversation with Matt Handler, President and COO of Coralogix. He shares their creative ways for lead generation which gets emails opened and creates relationships with prospects immediately over a cold call. Matt also talks about the tools they use that aid their lead generation and the value of authenticity in forging strong relationships.

HIGHLIGHTS

Creative lead gen gets emails opened and relationship-building over cold calls
Referrals and getting customers from champions who have left the company
Give discounts but you must absolutely get a customer referral in return

QUOTES

Get your emails opened with creativity and research - Matt: "Knowing the business, connecting to something in the business value on their 10k or their press releases that resonates with your audience. Know your audience, know the company, do the research. It actually works and you get the opens."

Build a relationship from a cold call through authenticity - Matt: "Be authentic. So if you get someone on a cold call, and Randy you know we're out and you're barbecuing or you're with your family. My team, honestly, says ‘Listen. I know I caught you on a cold call. This is my job. I have something that I think is absolutely germane to you guys. Give me 30 seconds.’ And if you don't like it, one of two things. You can tell me to screw off and we would actually take you off our list. Or, you can say ‘Hey, this is interesting.’"

Find out more about Matt and check out Coralogix’s open positions in the links below:

LinkedIn: https://www.linkedin.com/in/matthandler/
Website: https://coralogix.com/

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This episode of Tech Sales Insights is the first part of our conversation with Matt Handler, President and COO of Coralogix. He introduces how Coralogix operates in the observability space and their unique way of organizing "digital exhaust."

He talks about how they help clients migrate from legacy as log data is constantly growing at a rate faster than revenue. Matt discusses how their technology lowers this cost to allow companies to scale.

HIGHLIGHTS

Coralogix: Analyzing and optimizing "digital exhaust" for observability
Selling to fast-growing mid-sized companies and PLG for smaller companies
Market expansion and new products

QUOTES

Go-to-market requires people who execute and operate well - Matt: "You have to screw up enough to get successful and then, honestly, if you can really prove that you can scale and execute, there are a lot of financial-minded folks and that's very much needed in our industry. But people that can execute and operate a business, which Randy was great at, is really important."

Lowering the cost of digital exhaust and allowing companies to scale - Matt: "The key to observability is being able to look across distributed architectures, especially in today's world, and understand where you've got performance issues, or if you have an issue, how do you identify and fix it?"

Starting with two markets and being smart about expansion - Matt: "We're really trying to thread the needle of smart growth with our company but not overgrowing and just trying to throw a bunch of salespeople to drive ARR that aren't really productive. We're all about productivity and optimization."

Find out more about Matt and check out Coralogix’s open positions in the links below:

LinkedIn:https://www.linkedin.com/in/matthandler/
Website:https://coralogix.com/

Send in a voice message to us: https://anchor.fm/salescommunity/message

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This episode of Tech Sales Insights is the last part of our conversation with Kelly Breslin Wright, President and COO of Gong, and Founder and Thought leader at Culture Driven Sales. Culture-driven sales recognizes that people are behind every single interaction in business.

Kelly shares what it means to prioritize people in terms of valuing your team and truly understanding the customer journey. She discusses how teams must be aligned in putting the customer first to reduce confusion and build up customers to be successful.

HIGHLIGHTS

People build great companies, so companies must prioritize people
Be authentic with mistakes and own them
Managing sales and customer success management
When the going gets tough, companies need to have very tight focus

QUOTES

People are the priority no matter your stage of growth - Kelly: "What are the top 3 priorities? Priority number 1 is people. Priority number 2 is people. And what is priority number 3? It's people, you got it, Randy. Because, you know, it's people who actually build your product and services. It's people who engage with your customers and sell to your customers and support your customers."

Sales and customer success are not mutually exclusive and loop together - Kelly: "Most companies, because they have 1 team that's selling and then another team with customer success, I think that it's really important for us as companies to understand the entire customer journey. So it's not just there's sales that's 1 function and then they go to post-sales because everything is a continual loop."

Find out more about Kelly in the links below:

LinkedIn: https://www.linkedin.com/in/kellybreslinwright/
Website: https://gong.io/

Send in a voice message to us: https://anchor.fm/salescommunity/message

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This episode of Tech Sales Insights is the second part of our conversation with Kelly Breslin Wright, President and COO of Gong, and Founder and Thought leader at Culture Driven Sales. At the heart of culture-driven sales is people. This challenges the idea of a sales-driven culture where operating principles are the priority.

A strong people-first approach gets you the best talent and creates a positive work environment, which ultimately drives toward more and better sales. This means that companies must be very firm with hiring based on behaviors that align with the culture that they are trying to create within their organization.

HIGHLIGHTS

Culture-driven sales has a common mission and challenges conventions
On hiring: Determine the right behavior traits that align with your culture
Feedback and managing your culture with care and intention

QUOTES

Attract top talent with a strong mission - Kelly: "It's culture-driven sales. If you have a strong mission, strong culture, strong operating principles, strong people-first approach, then you're going to be able to get the best people and help to provide an environment where it's a positive place to work where you can get the most out of those people because they're empowered and then that in turn will drive more sales."

Be intentional in determining behavioral fit during the interview process - Kelly: "Mission is really important to make sure the whole company understands the purpose and their why. This is a really important way to determine who wants to work for you, who [does] not. Are they passionate about that why? Do they care? So that's the first.”

"The second is making sure that we're asking the right questions in the interview process that are teasing out not only experience and resume, but also how they align with the right behavioral traits that are core to your culture and your operating principle."

Find out more about Kelly in the links below:

LinkedIn: https://www.linkedin.com/in/kellybreslinwright/
Website: https://gong.io/

Send in a voice message to us:

https://anchor.fm/salescommunity/message

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This episode of Tech Sales Insights features Kelly Breslin Wright, President and COO of Gong, as well as Founder and Thought leader at Culture Driven Sales. Seeing a comprehensive view of a salesperson’s reality and taking insights from that is a powerful way to unlock their full potential.

Kelly shares how Gong takes a holistic approach to data and uses AI to glean insights into customer conversations. This has sweeping advantages for salespeople and many other departments which have a stake in understanding what is going on with customer conversations and getting prescriptive guidance on what to do next.

HIGHLIGHTS

Selling books door to door: Kelly's journey in sales and entrepreneurship
Gong offers a holistic approach to data and insights to create effective sellers
Providing salespeople with actionable insights on what to do next

QUOTES

Grit and resilience are necessary to be successful - Kelly: "So much of being successful in sales and successful in business, it's about grit and learning how to put hard work in, learning how to get knocked down and how you stand back up and you keep on going. Learning how to persevere. And there is no job in the world that is harder than selling something door-to-door because you're sized up in 15 to 30 seconds."

A holistic approach that makes people work more effectively - Kelly: "We capture all of this data and then we're able to provide a lot of diagnosing and understanding of what's happening with that reality so that we can help improve coaching, onboarding of your teams, help to understand what's going on with your competitors, understand what people are saying about your products so all different groups—marketing, sales, CS, product—who are interested in knowing what's going on in our customers conversations, can get that learning from Gong."

Gong takes data from different work streams to produce holistic insights - Kelly: "If you only get a slice of the data, it's only going to tell you a slice of the story. So, first, you have to have a comprehensive view of what's going on with the data, and that's really been Gong's approach. We're going to be much more comprehensive of creating this foundational platform."

Find out more about Kelly in the links below:

LinkedIn: https://www.linkedin.com/in/kellybreslinwright/
Website: https://gong.io/

Send in a voice message to us: https://anchor.fm/salescommunity/message

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This episode of Tech Sales Insights features Chris Bowen, Senior Vice President for Sales at Hammerspace. Sales and marketing are essential pillars in any business and Chris discusses how these 2 departments align to ensure that their messaging is synced. He also discusses the central role of enablement to ensure that the sales team is always focusing on the problems they solve rather than the technology and features which do not contribute to value-selling.

HIGHLIGHTS

Aligning sales and marketing to the problems they solve
Value-selling: It's not about the tech, it's about the use cases they solve
Sales leaders to look up to and advice from mentors

QUOTES

Customer success today and moving forward - Chris: "Most of it's more on implementation to make sure that we're getting customers that have gone through the POC stage, getting them implemented into production, and then make sure they're happy. So that's something that we'll also start to grow as we move into early 2023."

Build your network and keep learning - Chris: "It's really about building relationships. I mean, at the end of the day, whether it's relationships internally or externally with customers, those last a lifetime. Whether it's this company or 10 years from now."

Tips for new sellers to be a great salesperon - Chris: "You should have, at any point, when you're 6 to 8 months into your new sales job, you should have 16 to 20 opportunities and 4 to 6 of those should be at various points of the POC stage. And you should be touching 5 partners a week and even 5 customers a week."

Find out more about Chris in the links below:

LinkedIn: https://www.linkedin.com/in/bowenca/
Website: https://hammerspace.com/

Send in a voice message to us: https://anchor.fm/salescommunity/message

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This episode of Tech Sales Insights features Chris Bowen, Senior Vice President for Sales at Hammerspace. Nailing down product-market fit is one of the biggest challenges for any startup and Chris shares how they figured out theirs. He also speaks on how they hired their sales team based on a builder mentality and their ability to sell a vision. He discusses their 4 pillars namely sales, partnering, technology, and marketing.

HIGHLIGHTS

Product-market fit and hiring a sales team with a builder mentality
Partners and alliances accelerate growth
Focusing on big deals and customer acquisition compensation

QUOTES

Figure out product-market fit with these questions - Chris: "Do you have multiple sites? Are you where are you at in your journey to cloud? Do you have multiple types of storage or tiers of storage? Do you have a workflow that you're trying to share across multiple sites? If they answered 2 of those questions, that's a potentially very good fit for Hammerspace."

Spending time on the biggest deals and sales enablement - Chris: "I'm always looking at where the deals for the quarter are. We have a top 10 deal list that I tend to focus on. Most of them are the bigger deals for the quarter. I keep an eye on obviously for next quarter and where we are for the year. And then a lot of it's with the sales folks, enablement, and then really how do I drive partners and technology."

Find out more about Chris in the links below:

LinkedIn: https://www.linkedin.com/in/bowenca/
Website: https://hammerspace.com/

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This episode of Tech Sales Insights features Chris Bowen, Senior Vice President for Sales at Hammerspace. Today he shares his professional growth, from working in sales straight out of college to ultimately joining Hammerspace. He gives an overview of what it means to build a startup sales organization from the ground up, solve the most pressing issues of storage and product-market fit, and focus sales on the media, entertainment, and gaming verticals.

HIGHLIGHTS

Building a startup sales org: ICP, culture, and solving product-market fit
A go-to-market plan that focuses on media entertainment and gaming
Hiring sellers with strong networks in media and entertainment

QUOTES

Solving the storage issue so sellers can focus on selling - Chris: "I would say to a recruit is one, we solved the holy grail of storage. How many times have you gone into a customer and they said, “Yeah, what if, it'd be great if you could do this?’ So we've been hiring folks that have been selling to customers and listening to customers ask this question, this global file system that connects data around the world."

Hammerspace focused on hiring sellers with established networks - Chris: "We went and hired folks that had experience and a very strong network in media and entertainment so they can go to their customer base. We had to build content. We had customers that were willing to talk about us publicly. So that's been very successful."

Find out more about Chris in the links below:

LinkedIn: https://www.linkedin.com/in/bowenca/
Website: https://hammerspace.com/

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This episode of Tech Sales Insights features Roger Sands, CEO of Wyebot. A high-powered team is behind the past and future successes of Wyebot. Roger shares how they create and retain these top performers and their focus on nurturing team members who share common values. He also provides his own sales prediction where sellers must return to some form of face-to-face interaction while also balancing the advantages of video selling to create successful partnerships.

HIGHLIGHTS

Creating and retaining a high-powered team
Build relationships with your team and customers to create conversations
Sales leaders to emulate
Predicting a return to face-to-face sales optimized by video conferencing

QUOTES

Create a high-powered team by listening to internal referrals - Roger: "Listen because they're going to have great ideas on how to solve the next challenge in scaling. Who to hire? They'll have contacts in the industry and the best hires are references, in most cases. Over half, I think, of the folks that we've hired in sales in the last 18 months came from internal referrals. So it's building this culture of wanting to do something special."

Balance the return to face-to-face with video sales - Roger: "I think the key thing here for not only Wyebot but for CEOs and sales leaders around the globe is the balance. How do we balance the leveraging, the technology because, of course, if you're always traveling continuously, there's a lot of time spent on that. The travel time, the expense associated with it. So there's a balance here where I don't think it makes sense to be travelling everywhere all the time, but also relying on video conferencing all the time is not the right solution either."

Find out more about Roger and explore their open sales positions in the links below:

LinkedIn: https://www.linkedin.com/in/roger-sands-4142673/
Website: https://wyebot.com/

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This episode of Tech Sales Insights features Roger Sands, CEO of Wyebot. He talks about Wyebot's early preference for direct as they were creating a new market segment and building a large customer base. Moving forward, Wyebot is shifting toward channels. Roger also emphasizes the need to be selective with technology partners, ensuring they understand the value they provide, and communicating that on sales calls.

HIGHLIGHTS

Leaning on direct when creating Wyebot's new market segment and shifting to channel
Wyebot's value message: ROI of mean time to resolution
Be selective with technology partners

QUOTES

Selling direct and channel is comp-neutral - Roger: "If we've been in the channel long time and if you want the channel to be effective, you cannot compete with them, you can't take deals away from obviously, so we comp the sales team the same way."

Wyebot's value message to prospects - Roger: You're talking to a CIO, they have business-critical networks and they need to have those uptime has to be 99.9% in most environments. We're not talking to stock exchange inflations where it's even higher, but we're talking high availability. Our value at Wyebot is we ensure they have high availability, and high availability is the ROI."

Find out more about Roger and explore their open sales positions in the links below:

LinkedIn: https://www.linkedin.com/in/roger-sands-4142673/
Website: https://wyebot.com/

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This episode of Tech Sales Insights features Roger Sands, CEO of Wyebot. He discusses how their company optimizes business-critical wireless networks using AI. Wyebot has taken what used to be a manual process and automatically identifies performance issues and provides actionable items to solve them. They are in a fast-growing segment offering a gamechanger product that helps scale businesses to hundreds of millions of dollars in revenue.

HIGHLIGHTS

Roger's career and starting Wyebot with a focus on automation
Education, healthcare, and manufacturing are Wyebot's 3 core verticals
Doubling the sales team and offering unique opportunities in the market-creating segment
3-year plan: Scale to hundreds of millions of dollars and accelerate with channel partners

QUOTES

Wyebot automates business-critical networks using AI - Roger: "We started Wyebot with a whole focus on automation, so we're changing the game here, Randy, in IT automation where we're taking what has been a traditional, manual, reactive type solving performance issues on these business-critical networks, and we've automating it with AI technology."

How technology partners help you scale to hundreds of millions of dollars - Roger: "When you're a smaller company and scaling and you want to get to hundreds of millions of dollars and beyond, then the technology partner can be a huge asset. Huge asset. And there's different types, as you asked, different types of technology partnerships. You can do all the way to an OEM where you're literally licensing and rebranding your solution into the market. And then on a real light side, you can do reference selling."

Find out more about Roger and explore their open sales positions in the links below:

LinkedIn: https://www.linkedin.com/in/roger-sands-4142673/
Website: https://wyebot.com/

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This episode is sponsored by OpenSymmetry, our Plan-Deploy-Manage Sales Compensation Technology sponsor. OpenSymmetry provides best practice advice and considerations when assessing, deploying, and managing Sales Performance Management technologies.

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This episode is sponsored by our two Up & Coming Sponsors salesbricks and Spotlight.ai.

Salesbricks , our CPQ sponsor, is a better way to manage quote-to-cash for your enterprise, inside-sales, and self-service go-to-market motions.

Spotlight.ai, our Value Intelligence sponsor, provides a Value Intelligence AI driven platform to transform sales discovery, auto build differentiated business cases and optimize value positioning for field and remote teams.

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This week's episode of Tech Sales Insights LIVE features guest Frank Palumbo, Corporate VP at AMD Pensando

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This week's episode of Tech Sales Insights LIVE features guest Tom Ammirati, CRO at PlainID

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This week's episode of Tech Sales Insights LIVE features guest Henri Richard, VP & Executive Partner, Global Sales Practice at Gartner

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This week's episode of Tech Sales Insights LIVE features guest Henri Richard, VP & Executive Partner, Global Sales Practice at Gartner

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This week's episode of Tech Sales Insights LIVE features guest Sean Foster, Chief Revenue Officer, Anomali

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This week's episode of Tech Sales Insights LIVE features guest Andy O’Brien, SVP General Manager North America, OpenLegacy

The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations and results.

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This week's episode of Tech Sales Insights LIVE features guest Nik Oberhuber, VP of Sales at Fortanix.

This episode is sponsored byOutreach, the first and only Engagement AND Intelligence platform, built by Revenue Innovators for Revenue Innovators. Outreach allows you to Commit to accurate sales forecasting, Replace manual processes with real-time guidance, and Unlock actionable customer intelligence that guides you and your team to win more often.

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This week's episode of Tech Sales Insights LIVE features guest Arthur Filip, Chief Growth Officer at Publicis Sapient

This episode is sponsored by Gong, enabling revenue teams to realize their fullest potential by unveiling their customer reality.

The patented Gong Revenue Intelligence Platform captures and understands every customer interaction, then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions.

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This week's episode of Tech Sales Insights LIVE features guest Brian Kelly, CEO of CloudGenera

This episode is sponsored by The Alexander Group, our GTM & Sales Compensation partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations and results.

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This week's episode of Tech Sales Insights LIVE features guest Max Altschuler, VP of Sales Engagement at Outreach

This episode is sponsored by Outreach, the first and only Engagement AND Intelligence platform, built for Revenue Innovators by Revenue Innovators. Outreach allows you to commit to accurate sales forecasting, replace manual processes with real-time guidance, and unlock actionable customer intelligence that guides you and your team to win more often.

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This week's episode of Tech Sales Insights LIVE features guest Piyush Mehta, CEO of Data Dynamics

This episode is sponsored by Sales Impact Academy, the world’s leading go-to-market learning platform providing a continuous live learning solution for high-growth tech companies

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This week's episode of Tech Sales Insights LIVE features guest Bill Swales, VP and Channel Chief at VMware.

This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partners. The Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to The Alexander Group for data-driven insights, actionable recommendations and results.

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Sendoso, the leading Sending Platform, helps companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. By integrating digital and physical sending strategies, companies can increase the effectiveness of their existing go-to-market programs and improve their relationships with customers. Trusted by over 800 companies, Sendoso is an essential part of successful demand generation, account-based, and customer experience programs.

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This episode is sponsored by Outreach, the first and only Engagement AND Intelligence platform, built by Revenue Innovators for Revenue Innovators. Outreach allows you to Commit to accurate sales forecasting, Replace manual processes with real-time guidance, and Unlock actionable customer intelligence that guides you and your team to win more often.

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ValueCloud turns customer value into enterprise-class strategic assets, that are easy to access and use by your team. Messaging, positioning and proving the economic value of your solutions, has never been faster, easier or more scalable than it is today.

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This episode is sponsored by CaptivateIQ, the Commission Software sponsor of the Sales Community. Created by a team with decades of commissions experience, CaptivateIQ is pioneering the new standard in commission management and enabling companies to reclaim the power of incentives with a platform build for revenue teams

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This episode is sponsored by Sales Impact Academy. Sales Impact Academy is the world's leading go-to-market learning platform providing a continuous live learning solution for high-growth technology companies.

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This episode is sponsored by Taos, an IBM Company, empowering enterprises to operate efficiently, rapidly innovate, and scale their business. As a comprehensive Technology Solutions Partner, Taos simplifies today’s complex digital landscape by providing both strategic and technical guidance while implementing transformative solutions. The company specializes in cloud strategic consulting, migration, and 24x7x365 operations and managed services powered by its DevOps practice.

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This episode is sponsored by Outreach, the first and only Engagement AND Intelligence platform, built by Revenue INnovators for Revenue Innovators. Outreach allows you to Commit to accurate sales forecasting, Replace manual processes with real-time guidance, and Unlock actionable customer intelligence that guides you and your team to win more often.

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This episode is sponsored by CaptivateIQ, the Commission Software Sponsor of the Sales Community. Created by a team with decades of commissions experience, CaptivateIQ is pioneering the new standard in commission management and enabling companies to reclaim the power of incentives with a platform built for revenue teams.

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Sales Impact Academy is solving this industry crisis by bringing together the world’s best talent to teach structured, live online courses with high learning design principles.

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This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey.

DecisionLink uniquely delivers customer value management at scale through our self-service ValueCloud® platform. ValueCloud® turns customer value into enterprise-class strategic assets, that are easy to access and use by your team. Messaging, positioning and proving the economic value of your solutions, has never been faster, easier or more scalable than it is today.

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This episode is sponsored by Outreach, the first and only Engagement AND Intelligence platform, built by Revenue Innovators for Revenue Innovators. Outreach allows you to Commit to accurate sales forecasting, Replace manual processes with real-time guidance, and Unlock actionable customer intelligence that guides you and your team to win more often.

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This episode is sponsored by Emissary.io. Uncover opportunities, drive pipeline, and close deals. Backed by Google Ventures, Canaan Partners, and G20 Ventures, Emissary's sales intelligence platform connects enterprise sales and marketing teams with executive advisors from their target accounts for account intelligence that converts.

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This episode is sponsored by Gong, enabling revenue teams to realize their fullest potential by unveiling their customer reality. The patented Gong Revenue Intelligence Platform™ captures and understands every customer interaction, then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions.

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This weeks episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations and results.

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This week's episode is sponsored by Sendoso. Sendoso, the leading Sending Platform, helps companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. By integrating digital and physical sending strategies, companies can increase the effectiveness of their existing go-to-market programs and improve their relationships with customers.Trusted by over 800 companies, Sendoso is an essential part of successful demand generation, account-based, and customer experience programs.

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This weeks episode is sponsored by Sendoso. Sendoso, the leading Sending Platform, helps companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. By integrating digital and physical sending strategies, companies can increase the effectiveness of their existing go-to-market programs and improve their relationships with customers. Trusted by over 800 companies, Sendoso is an essential part of successful demand generation, account-based, and customer experience programs.

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This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through our self-service ValueCloud® platform. ValueCloud® turns customer value into enterprise-class strategic assets, that are easy to access and use by your team. Messaging, positioning and proving the economic value of your solutions, has never been faster, easier or more scalable than it is today.

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Join Randy and Nour to welcome Andy Brown, CEO & Founder of Sand Hill East onto this weeks episode of Tech Sales Insights LIVE: 'The Other Side of the Desk: A View on Acquiring New Technology'

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Join Randy and Nour to welcome Marty Sanders, Senior Vice President Americas at Vectra AI onto this weeks episode of Tech Sales Insights LIVE: 'Driving Exponential Growth'

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Join Randy and Nour to welcome Rick Diana, Talent Agent at Trinitas Talent Management onto this weeks episode of Tech Sales Insights LIVE: 'Talent Agent for Business Leaders'

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Join Randy and Nour as we welcome Tim Puccio, Senior Vice President Global Sales at Login VSI onto Tech Sales Insights LIVE.

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Join Randy and Nour as we welcome Ed Carter, CRO at Zimperium onto tomorrows episode of Tech Sales Insights LIVE: 'Leading A Modern Day Sales-Force'

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Join Randy and Nour as we welcome Armughan Ahmad, Managing Partner & President, Digital at KPMG and Rola Dagher, Global Channel Chief at Dell Technologies onto Tech Sales Insights LIVE

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Join Randy and Nour as we welcome Tanya Helin, Managing Director - Teams and Enterprise Sales- East & EMEA at Stack Overflow onto Tech Sales Insights LIVE!

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This week's episode is sponsored by our prospect intent partner TechTarget, the global leader in purchase intent-driven marketing and sales services that deliver business impact for enterprise technology companies.

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This week's episode is sponsored by our gifting partner Sendoso, the leading Sending Platform, helping companies stand out by giving them new ways to engage with customers throughout the buyer’s journey.

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Join Randy and Nour as we welcome Justin Michael, Co-Founder of HYPCCCYCL onto Tech Sales Insights LIVE

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Join Randy and Nour as they welcome John Jahnke, CEO of Tackle.io onto Tech Sales Insights LIVE: 'Enterprise Selling With Cloud Marketplaces'

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Join Randy and Nour to welcome this weeks Tech Sales Insights LIVE guest Mark Thurmond, COO at Tenable: 'How To Scale An Enterprise SaaS Company Through Alignment & Focus'

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Join Randy and Nour as they welcome on Sue Barsamian as this weeks featured guest on Tech Sales Insights LIVE. Sue currently sits on the board of a number of companies including Five9, Box, NortonLifeLock, Gainsight, and Xactly Corp.

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Join Randy and Nour as they welcome Mark Parrinello, Senior VP of Worldwide Sales at SentinelOne onto Tech Sales Insights LIVE

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Join Randy and Nour as they welcome Shawn Green, Chief Revenue Officer at Saltmine onto this weeks episode of Tech Sales Insights LIVE

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Join Randy and Nour for the next Sales Community Tech Sales Insights Live AMA as they welcome on Ed Walsh, CEO of ChaosSearch: 'How To Pick a Company and Build a High Performing Sales Team.

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His passion is helping companies close the gap between the old school feature and benefits approach to focus on earning the right to ask questions, which questions to ask and when to do it. Richard believes success comes when people stop talking about what they do and get them to start talking about the pains they solve. He ties all this together by focusing on a more relaxed conversational selling style that helps people go from strangers to acquaintances to trusted business allies. Richard has been named a Top 25 Inside Sales Professional by the American Association of Inside Sales for the last 4 years. As well as a Top 10 Sales Development Leader as voted by Inside Sales and Sales Hacker. Published in Huffington Post, Inc, and most recently NBCNews Richard lives in Northern California with a wife, Cathy, 2 boys, Riley (13) and Bodhi (11), and their dog Lola.

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Brian is an experienced information technology and business executive, responsible for evolving and shaping a new enterprise information management technology strategy and organization whose mission is to enable a clearer picture of the business, maximize return on IT investments, generate operational efficiencies, and strengthen the delivery of IT services. Prior to joining Sinclair in June ‘18, he was HPE's North American Chief Business and Digital Innovation Strategist, in the Office of the CTO. There, he collaborated closely with enterprise customers to translate HPE’s portfolio of assets and services into actionable and quantitative plans that drive business performance and achieves desired outcomes. Previously, he worked at Smiths Group from 2000-2015, plc., a London-based FTSE 100 engineering/manufacturing business. His diverse industry background includes wireless telecommunications components, security and defense equipment, medical devices, and energy services. Prior to joining Smiths, he enjoyed a professional baseball career highlighted by a period playing in Major League Baseball’s Boston Red Sox in 1995. He holds a bachelor’s degree from North Carolina State University and a master’s degree in Information Systems from UMBC.

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Kris has more than a decade of sales experience and has spent time in sales at Talkdesk, Yapstone, and Piqora. During that time, he discovered that creating meaningful engagements through direct mail and gifting was an effective way to drive demand and increase sales—which helped inspire the idea for Sendoso. Kris is a California native and CSU-Chico alum currently residing in the Bay Area.

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As the leader in Augmented Intelligence, DataRobot is committed to democratizing AI by enabling organizations across the globe to use AI to solve their most pressing challenges. Prior to joining DataRobot, Dan served as Chief Operating Officer at AppDynamics, the leader in application performance management (APM). During his tenure, he was instrumental in helping AppDynamics increase annual recurring revenue 100x and establish the company as the largest and fastest-growing APM vendor. AppDynamics was acquired by Cisco in 2017 for $3.7 billion.

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The great content in this book includes 400+ best practices/ideas/suggestions:

A sales IQ assessment
134 best practices submitted by 97 Sales Community Advisory Board members, some of the best in the industry
2 handbooks from Walter Brown (long time EMC sales consultant) with 190 rules/best practices, timeless words of wisdom, one focused on sales reps and another on sales managers
72 best practices from Tony and Randy
A summary of current tech sales methodologies
A VIP one-sentence summary of each of the best practices from Tony and me Don't miss what promises to be an exceptional discussion of B2B Tech Sales best practices, found anywhere!

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Prior to AtScale, Chris co-founded and was a General Partner at Accomplice, a venture capital firm investing in early-stage tech companies. Chris has held leadership roles at tech startups like Vertica, Acopia Networks, and Arrowpoint Communications.

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Terry oversees AMD's North American growth with channel partners. He is responsible for the sale of commercial client and server offerings and server components to all partner types including resellers, distributors, national solutions providers, and MSPs. He is driving a go-to-marketing strategy that is aligned with the industry’s leading OEMs and ISVs. Prior to joining AMD, Terry spent 11 years at HPE in a number of partner-facing and customer-facing leadership roles. He led high-performing teams and successfully sold products and solutions to some of the company’s largest customers and business partners. Prior to joining Hewlett Packard, Terry held executive management positions at EMC Corporation, Data General, and SEPATON, Inc. He began his career in sales at Burroughs Corporation (now Unisys). Terry graduated from Boston College’s Carroll School of Management with a BS degree in Computer Science and Marketing and lives in Hopkinton, MA.

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Latané is passionate about empowering marketing leaders to confidently lead their teams, company, and industry into the future. She is laser-focused on leveraging technology and data to build marketing programs that result in deals, not just leads. Latané is known across the tech industry for her creativity, competitiveness, and boundless energy.

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Kristen is an experienced executive sales leader with a demonstrated success in building teams, large-scale transformation, strategy, program execution, operational excellence, solution selling, acquiring new markets, and accelerating growth. FireMon is the leading network security policy management company that delivers continuous security for hybrid enterprises through a powerful fusion of vulnerability management, compliance, and orchestration. In her role, Kristen leads a team of business development reps and territory sales managers. Prior to joining FireMon, Kristen was the VP of the North America Inside Sales organization for HPE, where she was responsible for building a best-in-class, high-performing sales culture. Kristen serves as the President of the Dallas Chapter for the American Association of Inside Sales Professionals (AA-ISP) and is a proud member of the Executive Advisory Board for the Sales Program at University Texas Dallas. Kristen is a Magna Cum Laude graduate of Bentley University, where she earned a B.S. in Marketing and Spanish.

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In this role, Meaghan is tasked with accelerating awareness and consideration in the Small Medium Enterprise (SME) segment for SAP as well as global partner revenue through channel marketing and commercial sales practices. Meaghan focuses on demand generation activities to provide SAP partners with innovative programs, campaigns, and resources that enable them to more efficiently market their SAP solutions and services. Prior to SAP, Meaghan was VP of channel and SMB strategy at HP. Before joining HP, she held various business and market development positions at Motorola, Pillar Data Systems, and BakBone Software. She also performed Strategic Alliances at Veritas and worked in Product Marketing and strategic sales account executive at Quantum Corporation. Meaghan studied international business, economics, and Japanese at Konan University in Japan and the University of Puget Sound in the U.S.

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Steve joined Turbonomic in February 2012, and during his tenure has served in a variety of sales leadership roles, including Sales Director, RVP of Sales for the Commercial and Enterprise businesses, and most recently GM & VP of Sales for Commercial. He also played an integral role in the design and implementation of Turbonomic's Enterprise and Commercial Sales organizations, in addition to launching Turbonomic’s Channel Sales team. Steve is currently responsible for revenue across North America from the Commercial and Enterprise teams, as well as driving alignment between sales, customers, and partners. Steve has over a decade of experience in technology sales leadership. Prior to Turbonomic, he served in a variety of sales roles at EMC (now Dell Technologies), including running EMC’s Direct Market Reseller team as a Solution Specialist. Steve is a graduate of Bryant University and holds a Bachelor’s degree in Management and Marketing.

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Join Randy Seidl and David Nour for this episode of the Sales Community's Tech Sales Insights podcast, as they host Steve Fitz, Chief Revenue Officer at Sumo Logic. Steve is responsible for Sumo Logic’s worldwide customer and field operations efforts, including aspects of customer-facing activities including sales, channels, customer success, and support, as well as professional services.

Prior to joining Sumo Logic, Steve was Sr. Vice President of Worldwide Field Operations for MapR. He was also President & GM of Avaya U.S. Operations leading the go-to-market transformation in Avaya’s private equity turnaround. Previous to that Steve held executive positions in general management and sales at Isilon Systems and EMC Corporation, leading and scaling the go-to-market organizations globally for both later stage startup and growth companies.

Steve will be our guest on LinkedIn LIVE today at Noon ET, so hope you'll join us for a live Q&A. We also turn the show notes from this podcast into more in-depth articles, so check them out on SalesCommunity.com. We have some great guests coming up, so hope you'll subscribe to Tech Sales Insights wherever you consume podcasts or at SalesCommunity.Com/Events.

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Join Randy Seidl and David Nour for this episode of the Tech Sales Insights Podcast as they host Mary Beth Vassallo, VP & GM - North America at Nexthink.

Mary Beth brings 25 years of sales leadership and go-to-market experience, specializing in building and transforming teams into high-performing organizations. She joined Nexthink in April 2017 with an ARR of roughly $4M, 20 customers, and a small office in downtown Boston. Over the last four years, her emphasis as the VP of North America has been on building the team and driving the business by attacking the large enterprise market. Using a value selling motion the North America team has generated $40M in ARR, grew the customer base to over 100 companies, while tripling the average revenue per customer.

Prior to Nexthink, Mary Beth was the VP of Sales for the Application Delivery Software business and VP of Global Accounts for the Networking business at HPE. Prior to HPE, Vassallo was the VP of Global OEM Sales at Blue Coat Systems. She also held various executive sales leadership positions at Voltaire (Mellanox, now NVidia), Brocade, and EMC. Vassallo holds a Bachelor of Arts degree in Mathematics from Syracuse University.

Don't forget, Mary Beth will be our guest on LinkedIn LIVE today at Noon ET. We turn the show notes from these podcasts into more in-depth articles, so check them out on SalesCommunity.Com. We have several outstanding guests joining us in the next several weeks, so subscribe to Tech Sales Insights wherever you consume podcasts.

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Join David Nour and Randy Seidl on this episode of the Sales Community's Tech Sales Insights Podcast with Keegan Riley, the Chief Revenue Officer for Sysdig. Sysdig is a San Francisco-based cybersecurity startup with over $200M in VC funding from Accel Partners, Bain Capital Ventures, Insight Venture Partners, Glynn Capital, and Goldman Sachs.

Before joining Sysdig in 2018, Keegan was VP and General Manager of North America Data Storage at Hewlett Packard Enterprise, running a $1.5B/year P&L. He joined HPE via the acquisition of Nimble Storage, where as VP of Americas Sales he helped build the company from VC backed startup, through a successful IPO, and the eventual acquisition to HPE. Prior to Nimble, he held engineering, sales, and leadership roles at HP Lefthand Networks, EMC Corporation, and multiple startups.

Outside of work, Keegan dedicates most of his philanthropic efforts to St. Jude Children’s Research Hospital. He is part of the St. Jude Chicago Advisory Council and serves as the Committee Chair for the St. Jude Chicago Golf Classic, an event that has raised over $25M for the St. Jude Mission. He’s also participated in the St. Jude Memphis Marathon several times as a sponsor, fundraiser, and (very slow 5k) runner.

Keegan holds a B.S. in Electrical Engineering from the USC Viterbi School of Engineering, and an MBA in Management and Organization from the USC Marshall School of Business. He lives in the Chicago area with his wife and two daughters.

Keegan is also our Tech Sales Insights Live on LinkedIn today at Noon ET - Join us!

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He is a senior leadership/board advisor, educator, executive coach, and bestselling author. Internationally recognized as the leading expert on applications of strategic relationships in profitable growth, sustained innovation, and lasting change, he is the author of eleven books, including bestsellers Relationship Economics®(Wiley) and Co-Create (St. Martin’s Press), as well as the forthcoming Curve Benders(Wiley, 2021). He serves as a trusted advisor to global clients and coaches corporate leaders and is an adjunct professor at the Goizueta Business School at Emory University. He was recently named to the Global Gurus Top 30 Leadership Professionals and the Thinkers 50 Radar Class of 2021 lists.

A Forbes Leadership contributor on the Future of Work, and an Inc. contributor on Relationship Economics, his unique insights have been featured in various prominent publications, including The Wall Street Journal, The New York Times, Fast Company, Huffington Post Business, Entrepreneur, and Knowledge@Wharton. He’s also the host of the popular Curve Benders podcast.

Born in Iran, he immigrated to the U.S. as a teenager with $100, limited family ties, and no fluency in English. He graduated from Georgia State University with a bachelor’s degree in business management and went on to earn an Executive MBA from the Goizueta Business School at Emory University.

Join Randy Seidl on this episode of the Tech Sales Insights Podcast with co-host, David Nour.

BTW,

Nour will be Randy's guest on Tech Sales Insights LIVE today at Noon ET, so join us on LinkedIn, Facebook, YouTube, and Twitter.
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Join David Nour and Randy Seidl on this episode of the Sales Community's Tech Sales Insights Podcast with Greg Scorziello from London, UK.

Greg is a highly effective leader with over 30 years of experience creating and building international operations for early-stage and mid-size companies such as EMC when it was a sub 100 person entity.

Listen to learn how Greg helps leaders quantify the strategic value and commercial impact that their solutions/services deliver to their clients. His proven methodology has enabled businesses to increase average order size and gross profit by up to 10x which in turn has a material impact on accelerating business growth.

Greg is also our Tech Sales Insights Live on LinkedIn today at Noon ET - Join us!

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Join David Nour and Randy Seidl for this episode of the Sales Community Tech Sales Insights podcast with Cheryl Cook, SVP of Global Partner Marketing at Dell Technologies.

Beyond her main global responsibilities for branding, partner program marketing, channel events, partner communications, and MDF/BDF program investments and execution, Cheryl drives long-term partner marketing strategy, together with Global Alliances, OEM, and global and regional business teams. A vocal advocate for the partner community, Cheryl is a 20+ year partner veteran, known as an innovative, collaborative leader who creates compelling business solutions that accelerate partners’ success.

Prior to her current role, Cheryl served as Vice President, Global Channels and Alliances, leading channel strategy for the company worldwide. Her responsibilities included setting Dell’s partner strategy company-wide, as well as developing and executing channel programs, training, certification, and global marketing programs that enabled partners to grow their business with Dell. Cheryl and her team contributed to the growth of Dell’s global channel business from 33% to over 40% of Dell’s total revenue. Prior to running Dell’s channel business, Cheryl served as Vice President of Enterprise Solutions, where she was responsible for the go-to-market strategy and execution for Dell storage, server, networking, and related software businesses.

Cheryl has more than 25 years of IT and high-tech experience. A contributor to Fortune Magazine’s 50 Most Powerful Women’s community, Cheryl is an active proponent of women in business and technology. Cheryl is the founder and executive sponsor of the Dell Technologies Women’s Partner Network, an initiative that supports and empowers our community of women partners. Cheryl also contributes to Dell’s Women in Action and Dell Women's Entrepreneur Network. Honored by CRN numerous times as one of the Power 100 Women of the Channel, 50 Most Influential Channel Chiefs and Top 100 Channel Sales Leaders, as well as Channel Partners Top Gun 51, Cheryl serves on the board of directors for ARC Document Solutions, is a member of Channel Focus Club 50 and holds a Bachelor of Science in Computer Science from the University of Florida.

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He leads the Vertica business for Micro Focus, helping the world's most data-driven organizations leverage and monetize their business data through advanced analytics and machine learning. Founded in 2005, Vertica offers one of the industry's most advanced analytics platforms for ingesting, processing, and storing large volumes of continuously flowing information.

In 2011, he joined HP as part of the highly successful acquisition of Vertica and took over as VP and GM of HP Vertica, where he guided the business to remarkable annual growth and recognized industry leadership. Prior to Vertica, he was VP at Bessemer Venture Partners, primarily focused on enterprise software, telecom, and digital media investments. Prior to Bessemer, he worked at Lazard Tech Partners and was a Senior Analyst at the Yankee Group.

He earned an MBA from Harvard Business School and a Bachelor's degree in Economics with a minor in Computer Science from Georgetown University.

Join David Nour and Randy Seidl on this episode of the Tech Sales Insights podcast with Colin Mahony.

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He joined WhiteHat Security as CEO in early 2015, bringing more than 20 years of executive leadership in the technology sector. In this role, he is driving customer-centric focus throughout the company, broadening WhiteHat's global brand and visibility beyond the application security space and security buyers, to the world of the development organization and DevSecOps approach to application development.

Prior to joining WhiteHat, he served as VP and GM of the LogLogic business unit for TIBCO Software, where he was responsible for global field sales and operations, client technical services, engineering, R&D, product design, and product management. Before TIBCO, he served as the GM of HPE's Networking Business in the Americas. Earlier in his career, he held positions at Cisco Systems and Bank of America.

He earned a bachelor's degree in Information Technology from the Swinburne University of Technology in Australia.

Join David Nour and Randy Seidl on this episode of the Tech Sales Insights podcast with Craig Hinkley.

BTW, three quick points:

Craig will be our guest on LinkedIn Live, today at Noon ET - hope you'll join us.
We turn the show notes from these podcast interviews into more in-depth articles, so check them out on Sales Community.
We have some fabulous guests joining us in the coming weeks including Greg Scorziello, Keegan Riley, Mary Beth Vassallo, and Cheryl Cook, so hope you'll subscribe to the #TechSalesInsights wherever you consume podcasts.

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He is currently the Chief Revenue Officer of Astronomer which is the commercial developer behind the popular open-source project Apache Airflow. With a deep passion for helping emerging and disruptive technology companies build sustainable teams that thrive and deliver significant value to the marketplace, he has a long track record of sales success. He most recently spent 10 years at Pivotal Software leading them from $0-500M in ARR in 4 years to an IPO. He is very active in the start-up community both investing and advising companies on the best Go-To-Market strategies and plans to effectively build, operate, and scale organizations.

Join Randy Seidl and David Nour on this episode of the Sales Community's #TechSalesInsights podcast with Andrew Ettinger.

BTW, three quick points:

Andrew will be our guest on LinkedIn Live today at Noon ET. Join us for a live "Ask Me Anything" session.
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Chief Revenue Officer / Executive Vice President of Sales and Marketing, Jennifer Haas, is known for building, scaling and leading high-performance teams focused on profitable revenue growth, customer success, and operational excellence. For two decades, she has had the honor of holding progressive global leadership positions in Fortune 100 companies and start-ups in the technology and healthcare sectors. She brings with her a deep understanding of the sales process, a willingness to roll up her sleeves, and a calculated approach to leadership. She has a unique mix of big company pedigree and entrepreneurial fortitude with well-rounded business acumen.

Most recently, Haas went from leading a national Business Development team in a $1.6B segment of the $40B tech company Oracle to having P+L responsibility as the CRO / EVP of Sales and Marketing for a SaaS company focusing on digital medicine in the healthcare market.

Haas serves on the board of Mama Hill’s Help and was the Chairman of the Oracle Rep Advisory Board. She is a regular panel participant and speaker in the tech space and the partner community. Haas has a B.S. from the University of Washington and has completed executive education at UW Foster Business School for Corporate Governance and MIT for Financial Leadership.

Haas makes her home in Orange County with her husband and stepson. Passions include international travel, boating, hiking, and giving back. She is a healthy lifestyle and vibrant real food advocate and a masters swimmer. Certified in Scuba and a capable yacht captain.

Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Jennifer Haas.

Don't forget, three quick points:

Seidl and Nour host each week's guest on a live Q&A live stream on LinkedIn, YouTube, and Facebook, so check out the SalesCommunity.com/Events or #TechSalesInsights for updates.
We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
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He is the founder of boldstart ventures, a day one partner, and a true believer in developer first and SaaS founders. boldstart is often the first investor working closely with technical founders at company formation. He is currently a board member/observer of Snyk, Kustomer, BigID, Env0, and Cycle. Notable first check investments include Superhuman, Security Scorecard, and Front. He previously co-founded Dawntreader Ventures where he led first-round investments in LivePerson (NASDAQ: LPSN), GoToMeeting (acq. By Citrix), and Greenplum (Pivotal Software). He has a BA in Economics from Harvard.

Join David Nour and Randy Seidl on this episode of the #TechSalesInsights podcast with Ed Sim.

Three quick points:

Ed will be our guest on a livestream Q&A on Linkedin, Facebook, and YouTube - Wed, 3/3 at 2 PM ET - Join Us
We turn the show notes from these podcasts into articles, so check them out on SalesCommunity.Com
We have some fabulous guests coming up, such as Jennifer Haas, Andrew Ettinger, CRO at Astronomer, Craig Hinkley, CEO at White Hat Security, Mary Beth Vassallo, VP & GM of North America at NextThink, and Keegan Riley, CRO at SysDig. Stay up to date at SalesCommunity.com/Events

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He is a VP/GM of Top Accounts, responsible for HPE’s Hybrid IT, Intelligent Edge, Software, and Services. His organization spans 84 countries and owns all aspects of the HPE customer relationship. The accounts are led by the Enterprise Account Executives (EAE), Enterprise Account Manager (EAM), PointNext, Storage, and Server Specialists. The EAEs & EAMs are responsible for the executive relationship and coordinating the HPE specialists who in turn, work with our clients to transform, manage, and evolve businesses to take advantage of their traditional IT assets and the Cloud. By harnessing Hybrid IT, the Intelligent Edge, and flexible consumption models securely, customers create significant business value. His team is accountable for more than 1.3+ billion in revenue, interfacing across HPE's global business units, ensuring strong synergies between product and service teams, to bring the full power of the HPE portfolio to customers globally.

Prior to joining HP, he spent four years at CommVault Systems (CV), where he held the District Sales Manager role for the Northeast; Before CV he spent six years at EMC / Legato Systems where he was the AVP Sales Northeast. As part of the EMC software group, he was responsible for managing sales of the company's Information Management Software and Infrastructure Software product offerings. Prior to EMC as President of The Edward S. Quirk Co., he managed all aspects of the commercial & retail tire business for nine years. He started his career in technology at Computer Associates International, Inc. as a field account manager, and soon became a Sr. account manager.

He is a graduate of Boston College where he received a B.S. degree from the Carroll School of Management.

Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Peter Quirk.

Don't forget, three quick points:

Seidl and Nour are hosting Peter for a live videostream interview, so check out the SalesCommunity.com/Events or #TechSalesInsights for updates.
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He is the Vice President, Americas Enterprise Preferred Sales at Dell EMC. In this role, he oversees the go-to-market strategy and field sales organization for a $1.5 billion business across the Dell Technologies portfolio.

He brings over 20 years of experience leading sales at storage and enterprise software companies. He excels at building high-performance sales teams and driving significant revenue growth. Prior to joining Dell EMC, he served as Vice President of North America Sales at Kaminario leading direct and indirect sales. Prior to Kaminario, he led the HP Big Data sales organization for the Eastern U.S. and Canadian markets where his team delivered double-digit growth and consistently overachieved sales goals throughout his six-year tenure. In 2011, he was recognized as Global Sales Leader of the Year at HP. He also led the Eastern and Canadian Region at Compellent, establishing new markets and delivering triple-digit revenue growth. Ken began his sales career at StorageTek and spent 10 years in various sales and sales management positions.

Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Ken Dougherty.

Don't forget, three quick points:

Seidl and Nour are hosting Ken for a live video stream interview, so check out the SalesCommunity.com/Events for #TechSalesInsights for updates.
We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
Our next guest will be Ricardo Di Blasio, the Chief Revenue Officer at CommVault - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.

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He serves as the Chief Revenue Officer for ServiceNow, a $4.5 billion SaaS provider. He is responsible for overseeing the global sales organization, including sales enablement, industry solutions, and global sales operations. Prior to his CRO role, he served as Executive Vice President, Worldwide Sales (and other senior positions) from 2011–2020. Before ServiceNow, he served in leadership roles at EMC, Data Domain, Thomson Financial, and Brocade. He has been on the Board of Directors for Drift since 2018.

Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Kevin Haverty.

Don't forget, three quick points:

Seidl and Nour are mixing things up and will host this week's guest at a live YouTube video stream interview, so check out the Nour Group or Sales Community YouTube Channels for #TechSalesInsights for updates.
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Our next guest will be Ken Dougherty, Vice President of Sales - Enterprise Preferred at Dell EMC - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.

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As the Corporate EVP and GM of the Global B2B/B2G Team at Samsung Electronics, he is responsible for the sales and go-to-market leadership for Samsung mobility products, services, and solutions including 5G, Knox Security Galaxy, Note, Galaxy Tab, wearables and IoT to Samsung's global enterprise customers and partners. Previously, he was the SVP of Global Systems Engineering of Dell EMC's world-class technical presales engineering organization that helped its customers and partners transform their information technology capabilities to realize the best outcomes in today's digital economy.

Earlier in his career, he joined Compaq/HP as Director of Americas Solutions Architecture, before being promoted to VP of Americas Solutions Architecture, Cloud and Total Customer Experience.

Originally from Seoul, South Korea, he graduated from UC Irvine with a BA/BS in Economics and Electrical Engineering.

Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with KC Choi.

Don't forget, three quick points:

Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates.
We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
Our next guest will be Kevin Haverty, Chief Revenue Officer at ServiceNow - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.

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He is the Vice President and Channel Chief of the Americas Partner Organization at VMWare, where he is responsible for indirect routes to market for the Americas: United States, Latin America, and Canada, which includes Solution Providers, Corporate Resellers, Public Sector Partners, OEMs, Systems Integrators and Outsourcers, ISVs, and Distributors.

Prior to VMware, he was Group Vice President for the Alliances and Channels Sales organization in Oracle's North America Technology Division where he was recognized by technology news source CRN as one of the "Top 50 Most Influential Channel Chiefs." A fierce competitor, he is highly regarded by partners, peers, and team members for his deep understanding of channel and business fundamentals, combined with a data-driven, no-nonsense approach to delivering results.

Prior to Oracle, he was Senior Vice President of Worldwide Sales for the Cloud Systems and Solutions Group at Seagate Technology. His experience includes leading the Industry Standard Server and Storage business units at Hewlett Packard, where he held full P&L responsibility throughout the Americas region. He has also held leadership positions and senior sales roles at EMC, IBM, and McData Corporation.

He holds a B.S. in Business from DePaul University and has participated in the Harvard Executive Education Program.

Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Bill Swales.

Don't forget, three quick points:

Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates.
We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
Our next guest will be KC Choi, EVP and Global Leader, B2B Mobile at Samsung - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.

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He’s a Silicon Valley tech sales veteran, and the Chief Customer Officer for Evisort, an artificial intelligence (AI) technology company, having recently closed a $15 million Series A funding round led by Vertex Ventures and M12, Microsoft’s venture fund, with participation by Amity Ventures and Serra Ventures.

Overseeing marketing, sales, and customer success, he has complete accountability to build strategy and execution around the full customer lifecycle. He helps clients optimize the use of Evisort’s “google for contracts” software-as-a-service (SaaS) contract analytics solution which has embedded AI capability to read and understand the meaning in legal documents like contracts. He helps clients create greater agility and effectiveness around how contracts and legal documents are generated, approved, processed, and renewed.

With over 25 years of sales leadership expertise in technology solution sales at high-growth, venture-backed firms as well as at scale enterprises such as Cisco and HP, he previously led Avi Networks where he rapidly scaled the business until the company’s successful acquisition by VMware in 2019.

Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Mark Stephenson.

Don't forget, three quick points:

Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates.
We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
Our next guest will be Bill Swales, VP and Channel Chief at VMWare Americas - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.

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He is Chief Executive Officer of Snyk (pronounced Sneek), leading a worldwide organization that is disrupting the security industry. Prior to Synk, he was the Co-CEO, President, and Board Member at Baar, Switzerland-based Veeam Software with over 3,500 employees, 240K customers, and $1 Billion in bookings. His previous leadership roles include SVP and GM of the Americas at VMWare, GM of Watchfire at IBM, EVP of Sales at PTC, and SVP at Computer Associates. He is a graduate of Northeastern University with a BS BA in Accounting and Finance, loves cycling, and spending time with his family.

Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Peter McKay.

Don't forget, three quick points:

Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates.
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Our next guest will be Mark Stephenson, CRO at Evisort - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.

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He is Chief Executive Officer at SportsEngine, responsible for setting the overall direction and product strategy for the company, as well as new growth initiatives. Prior to SportsEngine, he held several executive positions at technology companies including President/COO at Code42, Executive Director, Americas Sales at Dell, and Vice President of Worldwide Sales at Compellent Technologies. He holds a Bachelor's degree in Human Factors from the United States Air Force Academy and a Master's degree in Human Factors from the University of Illinois.

Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Brian Bell.

Don't forget, three quick points:

Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates
We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
Our next guest will be Peter Mckay, CEO of Snyk - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.

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She is the Vice President and GM of HPE’s North America Infrastructure and Services Business.

Over her 25-year career at HPE, she has held roles of increasing responsibility and gained a unique depth of management and leadership experience. She has strong Sales, financial, and business acumen and has spent her entire career in the technology industry. She has a reputation for personal integrity, independent thinking, and collaboration with others in order to drive business results.

Prior to her current role, she has held numerous prior executive-level roles at HPE in Sales, Finance, and Operations. She obtained her undergraduate degree in Economics from UC Irvine and an MBA from Pepperdine University.

Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Jas Sood.

Don't forget, two quick points:

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He has a consistent track record of leading and scaling high growth organizations from sub $20M to billions through complex and often ambiguous go-to-market challenges. Success has required creating and executing bold strategies to enter new markets and build predictable revenue growth. The most important foundational element has been a proven track record of servant leadership. Creating an environment where people are growing and developing as they take risks and make the mistakes necessary for ongoing success.

He most recently served as President DT Select Group at Dell Technologies, now a $10 billion business, responsible for strategic planning, business operations, go-to-market, and management of key functions for Dell's most strategic global relationships, including sales, channels, services, and field marketing.

Previously he spent five years at VMware and led business operations for the company’s Americas region, bringing more than 20 years of experience in U.S. and international markets, storage and information software, and global sales and service. Prior to VMware, he spent 19 years at EMC, where he led global channels, OEMs, and go-to-market strategy. While at EMC he also held executive and operational leadership positions for sales and services across Latin America and for the company’s Europe, Middle East, and Africa (EMEA) regions.

Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with servant leader and board advisor, Jeff Casale.

Don't forget, two quick points:

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He is the Senior Vice President of North American Sales for CyberArk. In this capacity, he leads an organization focused on CyberArk’s identity security portfolio. CyberArk protects against advanced cyber threats, supports compliance initiatives, and empowers digital transformation. Anchored in privilege access management, CyberArk adaptively manages access for a broad range of human and machine identities, from any location or device, across cloud and hybrid environments, and throughout the DevOps pipeline.

He has over 25 years of industry experience, and he’s held a variety of senior leadership and client-facing positions with Palo Alto Networks, IBM, Cisco Systems, and Hewlett-Packard Company. He has a passion for building a culture of learning, empowerment, and engagement, reinforcing the right traits, values, and behaviors that lead to client success.

A native New Englander, and avid baseball fan, he has served on the Board of Directors for the Greater Boston Chamber of Commerce, and the Customer Advisory Board at Inwood House. He is a graduate of Northeastern University in Boston, and he received his MBA from Fordham University in New York City. He lives in a suburb west of Boston with his wife and two children.

Join Randy Seidl and David Nour on this episode of the Sales Community #TechSalesInsights with Rich Wenning.

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He is the General Partner at Amity Ventures where he focuses his energy and expertise on partnering with entrepreneurs to build companies of consequence. He has spent three decades starting, building, and investing in technology businesses. His thematic areas of focus include Machine Learning, Big Data, Cybersecurity, Internet of Things, Autonomous Logistics, Data Analytics, Cloud Computing, Personal/Mobile Commerce, FinTech, and Enterprise Software. He has served on the boards of numerous technology companies over the past two decades including, most recently, Gigamon, LevelUp (acquired by Grubhub), Ocarina (acquired by DELL), Turbonomic, WePay, Qumulo, and ENJOY. He is currently on the board at Vowel, an emerging leader in enterprise collaboration, Column, a platform for public notice, and Playco, a leader in mobile gaming.

He began his career at Price Waterhouse in Boston. In late 1986, he began to sense the opportunities arising in the information age of enterprise computing and joined an exciting young company in Natick, Massachusetts, EMC Corporation. He relocated to San Francisco in 1987 to help lead EMC initiatives in Silicon Valley. EMC was acquired by Dell in September 2016 for $67 billion. In 1998, he embarked on his own entrepreneurial journey and co-founded StorageNetworks, a pioneer in cloud computing. He led the company as its CEO and completed an IPO in 2000. After stepping down as CEO in 2003, he formed his own investment firm, Stowe Capital, focusing on early-stage investments in enterprise software, data center infrastructure, and consumer internet companies. He was a member of the faculty at MIT Sloan School of Management from 2003 to 2006, where he taught entrepreneurship. He was also a Distinguished Executive in Residence and member of the faculty at Boston College from 2003 to 2010, where he taught at the Carroll School of Management. In 2006, he joined Highland Capital Partners, a leading global venture capital firm, where he led investments in early and growth-stage technology companies, eventually becoming the Managing General Partner of the firm.

He lives in the San Francisco Bay Area with his family, serving as a Trustee at Sacred Heart Schools Atherton from 2012 through June 2018. He joined the Board of Trustees of Boston College in 2000 and currently serves as a Trustee Associate. He is also an advisor to the Shea Center for Entrepreneurship at Boston College. He holds a BS in Management from Boston College, an MBA from the Harvard Business School, and an Honorary Doctorate from Babson College.

Join Randy Seidl and David Nour on this episode of the #TechSalesInsights podcast with Peter Bell.

Don't forget, two quick points:

Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates, and
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He is a recognized industry leader in the IT and Security Field. As the Chief Revenue Officer of SecurityScorecard, the leader in security ratings, his team serves global clients such as GE, McDonald's, Charter Communications, All State, AIG, and Bank of NY Mellon to name a few. He is a seasoned executive with a proven track record leading high performing teams solving enterprise-class problems.

He previously ran Global Financials and Strategic Accounts at Fortinet. Before Fortinet, he served as President and Chief Revenue Officer at Webhouse, Inc. He spent a decade at NetApp as VP of Global Accounts, Financial and America’s Enterprise. At HP, he served as its GM of Storage Virtualization Systems Group, after its acquisition of StorageApps where he served as VP of Sales. Earlier in his career, he spent a decade at EMC in various sales and sales leadership roles.

He serves on various charitable boards, including Diocese of Brooklyn Futures in Education, Alive and Hope Foundation, Tuck RUSH for Literacy, St Baldrick’s Foundation, and St Agnes CYO.

Join Randy Seidl and David Nour on this episode of the #TechSalesInsights podcast with Bill Hogan.

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He is a technology veteran, bringing more than three decades of SaaS and storage leadership to his role as President and Chief Revenue Officer (CRO) for WekaIO. Prior to joining the company, he was CRO of Samsung’s Stellus Technologies, a leading data systems company that addresses the way companies capture, store, access, and process unstructured data.

Prior to Stellus, he served as President of SignNow, SVP, and GM of Barracuda Networks, and CRO of Virident, a Western Digital Company. He also had an impressive 25-year career at Dell EMC, finishing as VP and GM with a focus on the global flash business.

In addition to being an international best-selling author, he holds a degree from Stanford University Graduate School of Business and a BS, cum laude, in Management from Boston College.

Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Ken Grohe.

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She joined Enonso in May 2020 from Hewlett Packard Enterprise (HPE) where she served as the Vice President and General Manager for the North America Compute, Software Defined, High-Performance Computing (HPC) and Artificial Intelligence (AI) team. Prior to her North America roles at Ensono and HPE, she lived with her family in Asia-Pacific for 8.5 years where she held various technology leadership roles at Dell Technologies and HPE. She has held multiple roles at HPE in Asia-Pacific from strategy and operations to leading the APJeC Datacenter and Hybrid Cloud business based in Singapore.

Prior to joining HPE, she was a Director at Dell Technologies (Dell) in APJ where she led the Enterprise Infrastructure and Options businesses for the region based in Seoul, South Korea, and Singapore. She started her technology career at Dell based in Austin, Texas, and North Carolina where she held roles ranging from product management to global business and product development.

She graduated with a Bachelor of Arts in English Literature from the University of Pennsylvania in Philadelphia, and currently lives in the Chicago area with her family. Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Founding Advisory Board Member of the Sales Community, SVP and Managing Director of North America at Ensono, Paola Doebel.

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His responsibilities include strategy, execution, and results for Check Point Channel Partners around the globe.

His last position was Vice President of VMware’s Americas Partner Organization. In this role, he was responsible for indirect routes to market for the Americas, which include national and regional solution providers, public sector partners, original equipment manufacturers, system integrators and outsourcers, ISVs, and distributors. Prior to VMware, he was Hewlett-Packard’s Americas Vice President and General Manager of Enterprise Channels. He also held VP roles in strategy and direct sales with HP. He started his career with IBM in sales and executive staff roles.

He and his teams have been recognized with over 65 channel awards and he has been personally recognized with 13 CRN Channel Chiefs awards and has been ranked consistently in the CRN Top 25 Channel Sales Leaders.

He is a graduate of Drexel University with degrees in Marketing and Computer Systems Management. He lives in the Philadelphia area and is active on several advisory, non-profit, and partner advisory boards. In his spare time, he also enjoys mentoring students and startups.

Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Frank Rauch, Head of Check Point’s Worldwide Channels.

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With more than 30 years of enterprise technology industry experience, he has a track record of scaling both emerging and established companies for rapid global growth.

As President of Actifio from February 2011 until May 2019, he helped drive this copy data management software pioneer to a unicorn valuation of $1.3 billion, more than 3,500 global customers, and a 50% CAGR. He co-developed the company’s strategy and led sales, presales, channels, and OEM distribution, from pre-revenue to achieving high growth, positive cash flow, and global operations.

Prior to Actifio, he served as the President of enterprise storage technology provider XIV, responsible for the company’s business direction and go-to-market model, including sales, marketing, and global services operations. After XIV was acquired by IBM in 2008, he spent three years as Vice President of IBM Storage, generating more than $1 billion in total sales.

He spent six years as CEO of CentrePath Network, and prior to that spent 12 years helping to grow EMC Corporation from $80 million to more than $10 billion in annual global sales, serving in several senior management positions culminating in Senior Vice President of Sales. He served on the boards of AppIQ until its acquisition by HP in 2005, and Diligent, a deduplication software pioneer acquired by IBM. He currently serves as chairman of the board of Weka.io, maker of a software-defined file system, and is a board member of Titus Software, a Blackstone portfolio company. He is active as a member of YPO (Young Presidents’ Organization), and with his Alma Mater, Boston College.

Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Jim Sullivan, President, and CEO of NWN Corporation.

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He is a global technology board director, CEO, CRO, executive recruiter, sales community leader, consultant, advisor, and investor with extensive sales and executive leadership experience. Put simply, he helps companies and individuals grow.

He is known for his unique ability to scale emerging growth and Fortune 500 technology companies as well as individual’s careers. Uniquely, he has worked in startups/smaller companies and industry-leading organizations such as Hewlett Packard, Sun Microsystems, StorageTek, and EMC Corporation. He has a record of consistently increasing company value through his strategic leadership, go-to-market expertise, people skills, and his extensive executive relationship network.

His COVID moment, that you'll hear about in this episode, led to his planned launch of the SALES COMMUNITY this month as a sales social network with a mission to be the best resource to add value to technology sales professionals by providing a community where members can: promote equity, diversity, and inclusion, learn more and grow, give and get feedback, network, access a library of best in class resources, and have fun.

Join us on this inaugural episode of the Tech Sales Insights with the Sales Community founder and CEO, my friend, Randy Seidl.

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