Tech Salescraft: Recent Episodes

North Starr

Welcome to Tech Salescraft, hosted by James Hounslow, CEO at North Starr. Driven to deliver and showcase excellence, the team at North Starr are ecstatic to be bringing you industry experts from across the technology sales world. Tech Salescraft hosts exclusive insights from leaders across the community. Whether it be exploring success journeys, culture and innovation, or challenges in an ever-changing landscape, this series will bring you the voices and opinions from some of the most exceptional minds in the industry.

"If I can make my customers successful, then I will be successful."

Coming soon on the next episode of Tech Salescraft James had the pleasure of speaking with (Jim) James Wilson, a seasoned sales leader with an impressive track record across large enterprises and high-growth startups.

Jim shared his journey, from his roots in Silicon Valley, to leading sales teams in cutting-edge AI companies. We dove into his leadership philosophy, the importance of empathy in sales, and how building trust with customers is key to long-term success.

Episode out this Tuesday! Make sure to subscribe to our YouTube channel, Spotify, or Apple Podcasts to stay updated.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

In this episode of Tech Salescraft, Roy Fridman, CEO & CRO of C2A Security, shares his unique journey from engineer to CEO.

Roy reflects on how his technical background in engineering has profoundly shaped his success in sales and leadership, offering valuable insights into the critical role of understanding both technology and customer needs.

He delves into the challenges and rewards of transitioning into sales, emphasising the importance of building trust, managing complex enterprise accounts, and delivering solutions that truly meet customer demands.

Join is as Roy discusses the pivotal role of teamwork in large-scale sales, his approach to balancing hands-on leadership with broader company responsibilities, and the importance of treating employees with the same respect and care as customers.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

What's the secret to making the cybersecurity leap?

In this episode, James sits down with Idan Cohen, Co-Founder and CEO of Reflectiz, to explore his impressive journey from cybersecurity roles in the Israeli military to leading his own startup in the cyber sector.

Idan shares insights into his transition from technical roles to executive leadership, and how his passion for problem-solving drives innovation in securing third-party code for businesses. He delves into the unique cultural challenges of building a global team and how his leadership philosophy has evolved over the years.

Tune in to hear how Idan balances leadership, product vision, and a fast-growing global company while navigating the unique challenges of scaling in both the US and European markets.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

In this episode, host James Hounslow welcomes Melanie Abt, VP of Sales EMEA at Aquant, to discuss her career transition from large organisations to the fast-paced environment of AI startups.

Melanie talks about her background in engineering, how it shaped her approach to sales, and why she ultimately found her place in the startup world. She highlights the differences between working in large organisations versus startups and shares her strategies for building and scaling sales teams across the EMEA region.

Tune in to learn from Melanie’s experiences, her insights on leadership, and how she’s applying her expertise to drive growth in a rapidly evolving tech landscape.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

Join us next Tuesday as James Hounslow sits down with Samuel Solberg, Co-Founder & CEO at hoggo and delves into his fascinating journey from corporate law to privacy consultancy, leading to the founding of hoggo.

Sam discusses the critical lessons learned from his consultancy work, which influenced his approach to building hoggo. He emphasises the importance of technological innovation in privacy management and shares insights into the challenges and rewards of being a founder and CEO.

Tune in next week to gain valuable insights from Sam's experience in integrating legal expertise with technological solutions, and his vision for establishing a new standard in B2B trust and privacy management.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

Joining James on today’s episode of Tech Salescraft is Daniel Shechter, Co-Founder & CEO of Miggo Security.

In this episode, Daniel explores his journey from elite military intelligence to founding Miggo Security. He shares his experiences transitioning from the Israeli Defense Forces to McKinsey, where he developed essential problem-solving and leadership skills crucial for his entrepreneurial path.

The conversation delves into Daniel’s innovative approach to cyber security, addressing the evolving challenges in the application layer. He emphasises the importance of trust, customer-centricity, and adaptability in building a successful startup.

Join us as Daniel provides valuable insights into the strategic planning and team-building efforts that drive Miggo Security forward, offering a candid look into the dynamic world of cybersecurity entrepreneurship.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

Joining James on today’s episode of Tech Salescraft is Peter Fishman, Co-Founder & CEO of Mozart Data.

In this episode, Peter shares his journey from a failed academic to a data-centric role in tech companies. He elaborates on the process of identifying a critical need in other businesses and how this insight led to the founding of Mozart Data.

Peter explains the importance of understanding customer problems and delivering value quickly. He also touches on the challenges and strategies of early-stage sales, including hiring their first Account Executive earlier than usual and the benefits of founder-led sales.

Join us as Peter provides a behind-the-scenes glimpse into his entrepreneurial journey, including the pivotal moments and strategic decisions that shaped Mozart Data's growth and success.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

Joining James on today’s episode of Tech Salescraft is Miriam Shtilman Lavsovski, Partner at Tal Ventures.

In this episode, Miriam recounts the highs and lows of scaling her company, emphasising the importance of customer understanding and resilience in entrepreneurship. She offers candid insights into her transition to venture capital, discussing the value of her extensive experience in advising early-stage startups.

The pair delve into Miriam's strategies for team building, the significance of cultural fit in recruitment, and how to maintain innovation and motivation within a company over decades.

Join us as Miriam provides valuable advice for new founders seeking funding in a competitive market, highlighting the need for strong presentation skills and the benefit of having experienced team members.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

Joining James on today’s episode of Tech Salescraft is Lior Arbel, CEO of Elemendar.

In this episode, Gary reveals his steadfast focus on profitability and margin-driven strategies, sharing how these principles have shaped his approach to sales leadership.

He provides valuable insights into the challenges and opportunities of selling technology in today's market, emphasising the importance of delivering consistent value to customers.

We learn about the significance of strategic partnerships in driving growth and the importance of maintaining a focus on repeatable, high-margin sales processes.

Tune in to discover Gary's philosophies on leadership, highlighting the difference between managing and leading a sales team, and offering practical advice for startups on hiring and coaching top sales talent.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

Joining James on today’s episode of Tech Salescraft is Lior Arbel, CEO of Elemendar.

In this episode, Lior shares his extensive journey in the cybersecurity industry, highlighting his transition from working with major tech companies like IBM and WebSense to leading a promising startup.

Lior discusses the cultural differences he navigated while building and scaling tech companies in different regions, emphasising the importance of empathy, direct communication, and maintaining a cohesive global culture within diverse teams.

Join us as Lior provides a behind-the-scenes look at his current venture, Elemendar, where he focuses on making cybersecurity solutions more accessible and effective for SMEs. He offers a glimpse into the innovative tools Elemendar is developing and its plans for future growth, including a focus on raising funds and expanding its market presence.

Joining James on today’s episode of Tech Salescraft is Yoav Susz, General Manager at Atera.

In this episode, Yoav shares his extensive experience in the fintech industry, discussing the evolution of financial technology and the future of digital payments.

Yoav delves into the challenges and opportunities, offering strategies for navigating regulatory hurdles and leveraging technology to enhance customer experiences. He also discusses the role of data analytics in driving business decisions and improving financial services.

Join us as Yoav provides a behind-the-scenes look into his professional journey, including insights into leadership, team dynamics, and the balancing act between technology development and regulatory compliance.

Joining James on today’s episode of Tech Salescraft is Maya Gershon, CRO of Vade.

In this episode, Maya dives into her entrepreneurial journey, from launching her business to navigating the tech industry. She shares insights on the critical role of innovation and customer-centric approaches for startups aiming to disrupt the market.

The discussion focuses on Maya's strategies for overcoming challenges, emphasising agility and continuous learning. She offers a transparent view into the highs and lows of scaling a startup, imparting lessons on effective leadership, building a cohesive team, and forging strategic alliances.

Join us as Maya reveals a behind-the-scenes look into her hustle, highlighting the balance between professional ambitions and personal well-being.

Joining James on today’s episode of Tech Salescraft is Dror Kashti, Co-Founder and CEO of Sweet Security.

In this episode, Dror delves into his transition from military service to entrepreneurship, highlighting the challenges and opportunities of launching a cybersecurity startup.

Dror discusses the importance of continuous learning, strategic leadership, and building a top-tier team. He offers insights into the complexities of cloud security and the innovative solutions Sweet Security provides to protect against cyber threats.

Join us as Dror provides a behind-the-scenes look at his daily routine, the pressures of protecting sensitive data, and the thrill of building a groundbreaking tech company.

Joining James on today’s episode of Tech Salescraft is Shane Moore, VP of Sales at Kovrr.

In this episode, Shane explores how his technical background has informed his sales strategies and leadership, enhancing product understanding and empathy for customer challenges.

Join us as Shane explores the intricacies of cybersecurity sales, emphasising the importance of understanding cyber risks and the evolving tech landscape. Discover how curiosity and customer-centric strategies drive sales excellence.

Tune in to gain valuable perspectives from a seasoned leader who bridges the gap between technical expertise and strategic sales leadership, all while navigating the dynamic world of cybersecurity startups.

Joining James on today’s episode of Tech Salescraft is Nate Meir, Partner at StageOne Ventures.

In this episode, we explore Nate’s transformational journey from a local project manager to a thought leader in the field of sustainable urban development. He shares insights into the critical role of innovation and community engagement for projects that aim to reshape urban landscapes.

The pair unveils Nate’s methods for overcoming urban projects’ unique challenges, highlighting the importance of visionary leadership and collaborative community approaches.

Nate gives an honest look into the successes and hurdles of implementing sustainable practices in urban planning, offering valuable lessons on driving change, fostering partnerships, and promoting sustainability.

Joining James on today’s episode of Tech Salescraft is Itai Karelic, CRO at vHive.

In this episode, we gain insight into Itai's strategic decisions in overcoming challenges faced by startups, such as choosing the right market and adapting business models to meet the demands of the enterprise sales cycle.

Itai provides insights into the importance of building strong relationships, understanding market needs, and his approach to leadership in sales which emphasises integrity and relationship-building over short-term gains.

Join us as Itai not only discusses his career trajectory with candid reflections on his successes and lessons learned but also gives valuable advice to emerging businesses on resilience, strategic planning, and the significance of cultural adaptability in global markets.

Joining James on today’s episode of Tech Salescraft is Aki Eldar, Co-Founder & CEO of Mirato.

In this episode, Aki delves into the origins and operations of his current venture, which aims to revolutionise the TPRM landscape through innovative AI technology that enhances efficiency and accuracy while reducing costs.

Aki shares his journey, his stories shed light on the essential mindset for founders, emphasising creativity, the courage to fail, and the critical importance of adaptability in business strategies.

Join us as Aki provides insightful, firsthand advice on navigating the complexities of startup environments, from achieving product-market fit to assembling a high-performance team. His reflections offer invaluable lessons on leadership, innovation, and the relentless pursuit of impact.

Joining James on today’s episode of Tech Salescraft is Amir Bousani, the Co-Founder and CEO of RGo Robotics.

In this episode, Amir shares his background in computer engineering and his pivotal role at Intel before embracing the challenge of entrepreneurship with RGo Robotics.

We dive deep into the intricacies of RGo Robotics' mission to revolutionise visual perception for machines, enabling them to operate autonomously in complex environments.

Amir discusses the strategic decision to target a global market from the outset, navigating the unique challenges of expanding across continents while maintaining a strong foundation in Israel's vibrant startup ecosystem.

We see from Amir's transition the importance of building a supportive team, the challenges of scaling a tech company, and the delicate balance of product development and market penetration.

In this episode of Tech Salescraft, host James welcomes Ran Ohayon, the CRO & Co-Founder of WIB.COM, to delve into the journey of scaling a startup.

Ran shares invaluable insights from his extensive experience in the cyber and fintech industries, highlighting the challenges and strategies of building a sales-driven organisation from the ground up.

This conversation covers the essence of identifying and seizing market opportunities, the importance of product-market fit, and the art of managing and converting potential leads into lasting partnerships.

Listeners will gain a firsthand account of overcoming obstacles through innovation, persistence, and the critical role of technology in bridging gaps in the market.

Additionally, Ran's story sheds light on the significance of assembling a balanced team with diverse expertise and the impact of strategic decision-making on a startup's growth trajectory.

For more episodes, or any hiring needs, visit www.thenorthstarr.com

We are thrilled to share the first instalment of our VC Special series, where our usual host, James Hounslow, becomes interviewee as Boaz Albaranes, Managing Partner at Mindset Ventures, poses all the important questions.

In this episode, Boaz and James tackle the nuanced challenges of sales recruitment in the tech sector, debunking myths and highlighting the importance of strategic timing, market intuition, and the right blend of skills for building effective go-to-market teams.

They dissect the critical elements that contribute to successful tech sales hires, emphasizing the significance of understanding market needs and the pitfalls of relying solely on technological prowess for company growth.

The pair offer practical advice on navigating the complexities of global expansion, cultural adaptation, and the essential balance between sales expertise and tech innovation.

**Welcome to the first episode of our VC Special series, where our usual host, James Hounslow, becomes interviewee as Daniel Frankenstein, Partner at Joule Ventures, poses all the important questions.

This episode focuses on the dynamics of venture investing in sales teams, particularly the timing and strategy behind hiring sales personnel for startups.

The pair delve into the challenges and methods of making critical hires, emphasising the importance of founder involvement in sales even after hiring salespeople, and the impact of sales teams on a company's success. 💡

Thank you to Daniel for embracing the role of host and asking the all-important questions!**

Joining James on today’s episode of Tech Salescraft is Shane Cough, SaaS Revenue Leader.

In this episode, Shane delves into his entrepreneurial journey from founding a startup to navigating the tech landscapes. He shares insights into the pivotal role of adaptability and market understanding for startups aiming to make a global impact.

The discussion highlights Shane's strategies for tackling the diverse challenges faced by startups, emphasizing the importance of resilience and the ability to pivot when entering new markets. Shane offers a candid look into the trials and triumphs of scaling a business internationally, providing valuable lessons on leadership, team building, and strategic partnerships.

Join us as Shane provides a behind-the-scenes glimpse into his daily grind, including the crucial balance of work and life responsibilities.

Today on Tech Salescraft, James Hounslow is joined by Roee Kriger, Co-Founder & CEO of Metis. 🎙

In this episode, James learns form Roee how you can transition from engineering to the lofty heights of the C-Suite level, where Roee now sits. Roee also shares how he left a larger organisation to help co-found his new vision in Metis.

Not only that, but Roee explores the kinds of customers who support his business and where Metis plans to go in the next 18 months. Lots of exciting things so far and much more in the pipeline for this business.

Today on Tech Salescraft, James Hounslow is joined by Dotan Bar Noy, SVP of Technology at Delinea.

In this episode, Dotan extols the idea of viewing founding start-ups as a privilege, which completely reframes how founders should go about hiring. Dotan is a seasoned founder and CEO of a number of businesses, so he really knows what he’s talking about when it comes to breaking into the North American market.

An enjoyable episode, which has so many valuable takeaways for tech founders, especially those planning to crack North America at long last.

Today on Tech Salescraft, James Hounslow is joined by Paul Self, Founder & CEO at MultiplyGTM.

In this episode, Paul speaks to some of the challenges tech companies face, and gives advice to founders, on how to weather the current climate. Paul also reveals to James how founders might be better-placed to help sales teams hit targets and minimise churn.

This episode offers a deep dive from a founder with an eye for helping tech companies hit their bullseye for revenue, and a thoroughly educational watch.

Today on Tech Salescraft, James Hounslow is joined by Oz Hassine, VC at Flashpoint Venture Capital.

In this episode, Oz gives viewers some essential advice, particularly for early-stage founders looking to acquire funding in a post-pandemic world. He also divulges what he looks for as a VC when examining founders and their products, and what would clinch an investment deal.

This episode is a thorough guide to what it means to be a VC and gives brilliant insights into the skillsets strategic consultants need to ensure wise investments.

Today on Tech Salescraft, James Hounslow is joined by Michael Underwood, SVP Banking & Financial Services at Fusion.

In this episode, Michael reveals how he’s made a success of working remotely for almost a quarter of a century, and how it is still possible to keep track of a sales team’s productivity, even if the workforce is remote.

Michael sheds a light on his ideal interviewing method, how to build camaraderie virtually and offers pointers for those wishing to hire remotely themselves.

Today on Tech Salescraft, James Hounslow is joined by Yuval Avni, Managing General Partner at Crescendo Venture Partners.

In this episode, Yuval drills into the very culture of VCs, the responsibilities they have and the importance to wield their power without doing harm (that primum non nocere principle) when they invest.

Yuval also reveals how he thinks one can perfect the craft of being an advisor in the VC field, and what’s next for Crescendo in 2024.

Today on Tech Salescraft, James Hounslow is joined by Jordan Rackie, CEO at Keyfactor.

In this episode, Jordan explains how he came to become CEO at Keyfactor, under a year before the world turned upside-down during the pandemic. He divulges the things which help ensure he excels as a hiring leader, and what his priorities are.

Jordan also reveals the greatest challenge of his career so far and what lies ahead for Keyfactor not just in 2024 but beyond as well. A great deep dive into the life of a CEO, well-worth a listen for those wishing to make a success of their own hiring strategies.

Stream the full episode across all platforms here:

https://www.thenorthstarr.com/tech-salescraft/

Today on Tech Salescraft, James Hounslow is joined by Elad Ben-Israel, Co-Founder & CEO at Wing.

In this episode, Elad goes right back to the start, recalling when he first got that itch to start a business. Through his travels abroad, Elad saw the value in cultural sensitivity, which has ultimately led to the success story that is Wing.

After experiences at Microsoft, Aamazon and AWS, Elad struck out and co-founded Wing, ultimately becoming CEO with a solution that had previously not existed before. It’s a compelling episode, striking right at the heart of what makes a good company.

Stream the full episode across all platforms here:

https://www.thenorthstarr.com/tech-salescraft/

Today on Tech Salescraft, James Hounslow is joined by Eran Zilberman, Co-Founder & CEO at Cyclops Security.

In this episode, Eran explains what a sales leader needs to succeed, and it starts with having that passion for sales in their very DNA. But that passion isn’t all that’s required, but a clear roadmap for success to guide a sales team forward.

Listen to how Eran has picked up the winning combination for this winning sales framework, having interviewed numerous candidates over the years.

Stream the full episode across all platforms here:

https://www.thenorthstarr.com/tech-salescraft/

Today on Tech Salescraft, James is joined by Seth DeHart, Advisor & Venture Partner at Point Nine.

In this episode, Seth explains why he became an advisor, working with a large number of founders of start-ups. This unique experience has given him phenomenal insights into what makes a successful tech company, and he considers sales to be the core component to help them grow.

Listen to Seth’s take on how to handle the interview process properly, and how the great successes of our time, including those seeking IPOs, are sales engines to their core.

Stream all other episodes of Tech Salescraft here:

https://www.thenorthstarr.com/tech-salescraft/

Today on Tech Salescraft, James is joined by Tzvika Shneider, Co-Founder & CEO at Pynt

In this episode, Tzvika looks back on his career in military intelligence and how this informed his career move into tech start-ups, ultimately leading to the creation of Pynt.

Here, Tzvika drills down into that winning mindset a founder needs to make it in a tech start-up, suggesting how to meet pain points of customers and grow not just in the domestic market, but as far afield as the US and India.

Stream all other episodes of Tech Salescraft here:

https://www.thenorthstarr.com/tech-salescraft/

Today on Tech Salescraft, James is joined by Eitan Worcel, Co-Founder & CEO at Mobb

In this episode, Eitan recounts how he co-founded Mobb, where he helped build Building the first-ever SAST-agnostic AI automatic vulnerability remediation for vulnerabilities in first-party code in the US, as a co-founder in a new country.

Not only that, but Eitan needed a team with staff hired from all over the world. To succeed, he needed to have the right language for hiring. It’s refreshing to listen to the story, so you have to tune in.

Stream all other episodes of Tech Salescraft here:

https://www.thenorthstarr.com/tech-salescraft/

Today on Tech Salescraft, James is joined by Joe Espinosa, CRO at Promowise

In this episode, Joe reveals the ins and outs, working at enterprise level, as well as in mid-market sales, before ultimately becoming a CRO in his own right, and the experiences he picked up from senior leadership and founders along the way.

Joe also shares what ultimately led to him assuming a leadership role, how a CRO best-manages their time, and offers advice to founders seeking to build sales on the way to becoming the next unicorns. So many takeaways that you simply can’t miss.

Stream all other episodes of Tech Salescraft here:

https://www.thenorthstarr.com/tech-salescraft/

Today on Tech Salescraft, James is joined by Chris Rack, CEO at MRP

In this episode, Chris talks unicorns, sales and CEOs, and how he navigated through a role at Demand Science, seeing the value of a good team, before ultimately becoming a CEO himself.

Chris expands on the two types of CEO, as well as suggesting what 2024 could be like, and whether we’re heading back to the heady days of the post-COVID era or something new and altogether different. With over 18 years of experience in selling, you simply can’t miss what Chris has to say.

Stream all other episodes of Tech Salescraft here.

Today on Tech Salescraft, James is joined by Yoad Fekete, Co-Founder and CEO at Myrror Security

In this episode, Yoad recalls how the Solar Winds cyberattack led to his career taking a brand new trajectory, marketing a tech product and ultimately becoming a founder and CEO in his own right.

Yoad also shares insights on Myrror’s own hiring process, the challenges he has faced as a Co-Founder and CEO, as well as some ideas for what 2024 may bring. A must-watch for budding founders and anyone with an idea for a new tech product.

Stream all other episodes of Tech Salescraft here.

‘I want to create something from zero to one. It's not about money. It's not about doing a post for LinkedIn or being a successful founder. It's not about that. It's about having an impact and creating something on my own.’

In this episode, Idan Wiener recalls his journey founding a tech firm, shedding light on the drivers which ultimately led to him deciding to make his mark on business.

He also shares what he did to find the right partner to accompany him on his journey, and how he ultimately managed to transition into the role of CEO. It’s an inspiring story to listen to, so don’t miss it!

Stream all other episodes of Tech Salescraft here.

‘Eventually, you want to create a successful, profitable global company. You don't want to raise money. And sometimes founders, mix the two, and if you want to create a successful, profitable, global company, there's a lot of work that needs to be done before you start.’

In this episode, Eyal Redler, Co-Founder and Managing Partner at The Garage, reflects on The Garage’s work as a VC and private equity firm based in Tel Aviv, and how it invests in up-and-coming start-ups in fintech, AI and cyber.

As part of a team of self-described disruptors with 60 years cumulative experience in R&D, tech and strategic global operations, his insights are not to be missed

Stream all other episodes of Tech Salescraft here.

‘I'm constantly learning…The world is moving at a rapid pace in what we do and we have to adapt, and that's the very different from being an AE to being a leader.’

In this episode, see how leaders are made and how to grow a CRO, starting from positions such as account executives.

Chris recalls how he reached his current position as a CRO right from the ground up, so don’t miss it.

Stream all other episodes of Tech Salescraft here.

‘One thing that is common to all of our entrepreneurs is that it always gets difficult. It's always more difficult than you initially expected.’

Today on Tech Salescraft, James is joined by Aviad Ben-laish, Principal at StageOne Ventures.

Aviad reveals invaluable insights from his experience working at an established Israeli venture capital firm, including what such firms look for when investing and what they look for in a partner.

James and Aviad then discuss the ins and outs of speaking to new founders, and how they can build the right pitch deck to impress potential investors. Aviad also outlines the key pieces of information that venture capital firms consider when evaluating companies, their founders and teams - before gazing into the crystal ball to speculate what 2024 might bring.

The conversation is wide-ranging and an essential listening experience for anyone in a sales or leadership position, offering a unique insight from a guest with a wealth of experience in venture capital investment.

Stream all other episodes of Tech Salescraft here.

Join James in this episode of Tech Salescraft as we delve into the world of cybersecurity with our guest, David Primor, Founder & CEO of Cynomi.

In this engaging conversation, David shares his extensive experience in cyber intelligence, including his time in the Military, and his journey in establishing Cynomi.

Discover the challenges of hiring talent in the cyber industry, the importance of finding the right fit for your organization, and the unique journey of selling cybersecurity solutions.

Whether you're a seasoned professional or new to the field, this episode offers valuable insights into the ever-evolving world of cybersecurity.

Don't miss this opportunity to learn from one of the industry's leading figures!

For more episodes, please visit: www.thenorthstarr.com

Joining James on today’s episode of Tech Salescraft is Eli Kugel, International Sales Representative at Eureka Security.

Eli shares his journey from Brooklyn to Tel Aviv and discusses the challenges and cultural differences of working in cybersecurity between North America and Israel.

The conversation delves into Eureka's strategy for entering the North American market, underlining the crucial role of establishing a robust infrastructure for success.

Eli then provides a glimpse into his daily routine and delves into the challenges of recruiting salespeople in North America. Offering valuable advice for founders grappling with the hiring process, he lays out key insights.

"When looking at global sales hiring, you must make sure that you've got the culture right in different locations."

Today on Tech Salescraft, James is joined by Ofir Zan, Global Head of Sales at AI21 Labs.

Ofir discusses his journey from engineering to leading global sales teams, highlighting challenges in hiring and managing diverse global teams.

The pair then delve into the intricacies of hiring and managing a global sales team, as Ofir emphasises the importance of cultural adaptability and accountability in the hiring process. Ofir shares insights into identifying genuine candidates through strategic questions, focusing on their approach to losses rather than solely on wins.

The conversation spans diverse topics, from managing teams across different countries to the significance of seniority and experience in leadership roles. As they shift gears, Ofir sheds light on AI21 Labs, a leading provider of large language models, and his role in scaling its revenue operations globally. With anecdotes and valuable advice, this podcast is a must-listen for anyone in sales or leadership roles.

Joining James on today’s episode of Tech Salescraft is Lior Yaari, CEO and Co-Founder at Grip Security.

Lior highlights Grip Security’s success in the SaaS identity risk management space, showcasing the company's excellence in addressing digital identity risks.

Lior’s journey, from early work in cybersecurity to founding Drip Security, involves a focus on building a robust sales organization and relocating to the U.S. to strengthen the company's presence.

Delving into hiring processes, Lior proposes that the impact of recruitment decisions extends beyond immediate staffing needs, contributing significantly to the overall trajectory and competitiveness of the organisation in the long run.

On the latest episode of Tech Salescraft, James is joined by Benny Lakunishok, Co-founder and CEO at Zero Networks.

James explores Benny's extraordinary career path, from his early days as a programmer in the Israeli army's intelligence unit to working at Microsoft and then venturing into the dynamic world of cybersecurity startups.

Benny shares his thoughts on hiring the right people, building the perfect team and achieving a balance between innovation and corporate growth.

Whether you're an aspiring founder or simply interested in the tech industry, you won't want to miss this episode!

For more episodes, please visit www.thenorthstarr.com

Joining James on today’s episode of Tech Salescraft is Chris Neenan, VP of Sales at Civitas Learning.

In this episode, we follow Chris on his career journey, which led him from the US to the UK. He talks about the challenges and successes he encountered while adapting to new places and jobs, highlighting how being adaptable and curious helped him succeed.

We also dive into topics like hiring and leadership in sales and consulting. Chris gives advice to first-time founders, stressing the importance of being clear about what they expect when hiring a VP of Sales. He also shares his experiences of growing teams and exceeding sales goals.

Additionally, we explore the importance of choosing the right VP of Sales and aligning leadership with a company's culture. These lessons apply across different professions and underscore the value of smart decision-making.

On today's episode of Tech Salescraft, James is joined by David Trotter, Senior Vice President at Wysdom.AI.

In this conversation, the pair dissect the art of hiring good salespeople, uncovering CV "red flags" and mastering remote hiring.

Wysdom.AI is a remote-first workplace. Explore David's insights into the evolving landscape of remote sales and how he identifies a good salesperson he's never met.

Gone are the days of the 9-to-5; David encourages us to embrace the digital nomad side of the world to "open up a whole different category of candidates" who are hungry to succeed in their own corner of the globe.

With candid anecdotes and expert advice, this must-listen episode offers insights for both sales professionals and remote workers seeking success in today's fast-paced, connected world.

Joining James on today’s episode of Tech Salescraft is Yoav Nathaniel, CEO and Co-Founder of Silk Security.

In this episode, we delve into Yoav's transformation from a technical background to assuming the role of CEO.

Yoav emphasises that preserving a company culture and hiring with passion and firsthand experience are essential foundations for building a strong and cohesive team that can drive long-term success and innovation.

Tune in to discover how to effectively allocate resources for the growth of a tech startup while unwaveringly prioritising the company's core objectives and goals.

"Persistence, value, and belief are the key ingredients in the recipe for hiring success."

In this episode of Tech Salescraft, host James Hounslow sits down with Yochai Corem, the CEO of Cyberint, to delve into the fascinating journey of a tech leader who transitioned from product management to cybersecurity.

Yochai shares insights on shaping the cybersecurity landscape, building winning sales teams, and the art of hiring for global success.

Tune in for valuable lessons on steering through challenges and leading with purpose in the ever-evolving world of tech sales.

For more episodes please visit: www.thenorthstarr.com

Joining James on today’s episode of Tech Salescraft is Eliza Foltz, CRO at Pretaa.

Eliza provides a profound glimpse into her life and past experiences that have shaped her journey to Pretaa, a tech start-up dedicated to leveraging technology for the betterment of human well-being, particularly in substance use disorder treatment.

The conversation delves into Pretaa's impactful work and their integration of technology into addiction treatment, as well as their mission, values, and unique challenges.

Eliza emphasizes the importance of hiring individuals with certain key characteristics, including emotional intelligence, adaptability, resilience, and mission orientation. She highlights the significance of diversity of thought, intelligence, and emotional intelligence in building relationships and understanding customers' needs.

"Everybody operates differently. It's about finding out what people's strengths are, what their areas of improvement are, and about coaching them and developing them in the right way..."

Today on Tech Salescraft, James is joined by Kyle Kearns, Vice President and General Manager, Northern EMEA, at Stratio.

Kyle's journey from Databricks to Starburst, and now Stratio, illustrates the power of aligning sales and technical discovery. As they explore the challenges and triumphs of being a sales leader, hear actionable strategies to cultivate a winning sales approach.

Drawing from his experience in both recruitment and sales, Kyle shares valuable insights on learning to sell complex technical solutions, building internal champions, and the power of mentorship.

The conversation also highlights the importance of coachability, curiosity, and adaptability when transitioning from individual contributor roles to leading successful sales teams.

Joining James on today’s episode of Tech Salescraft is Omri Yacubovich, CEO and Co-Founder of Lama AI.

Omri reflects on his journey, emphasising that starting businesses is what he knows best.

He believes in a founder's ownership and expertise, advocating that the founder should primarily handle sales and marketing at the early stages, learning and iterating on their product-market fit.

He approaches the idea of bringing in senior salespeople cautiously, proposing that founders should expand their sales teams in anticipation of growth and only when they have a clearly defined playbook.

We're identifying your secrets (and learning how to protect them) on this episode of Tech Salescraft.

James is joined by Itzik Alvas, Co-Founder and CEO at Entro Security — a renowned cybersecurity expert with an exciting global mission.

Originally a CISO, Itzik abandoned this relatively stable lifestyle to become a Founder. We learn why he made this move; exploring the motivators, industry pain points, and journey since.

We know all good businesses are centred around these pain points. But with Itzik and Entro Security, they bring a new edge with their solution. Keeping the developers they serve in mind, they've created a far more efficient, accessible and impactful tool to help businesses tackle their most pressing security issues.

And we delve into that global mission. With Itzik soon leaving Israel and relocating to Boston, we learn why this move is necessary, and what it means for the future of Entro Security.

Joining James on today’s episode of Tech Salescraft is Yakir Golan, Co-Founder and CEO of Kovrr.

In this episode, Yakir shares his inspiring entrepreneurial journey, where he sought valuable corporate and cyber experience post-military service, shaping his triumph.

Along the way, we are reminded of the invaluable guidance and support mentors and industry experts provide during the entrepreneurial journey.

This episode emphasises the significance of having a clear vision, building a strong team, and making data-driven decisions to ensure business success.

Join Yakir as he unveils the transformative power of perseverance and wisdom in overcoming challenges on the path to entrepreneurial success.

On today's episode of Tech Salescraft, James is joined by Tony Craythorne, Director of Stealth Startup.

Originally from Slough UK, and now thriving on the West Coast of the US, Tony shares his expertise in opening new locations and connecting with diverse audiences. The pair discuss Tony's unique journey as they reflect on his background, experiences and the core values that shape his character.

The pair explore the challenges of crossing cultural boundaries, from language differences to financial obstacles. Tony also shares personal anecdotes including the help from a brilliant mentor who guided him through the transition to the US, why he thinks caring for people is crucial in sales and how his passion for helping others succeed drives his leadership approach.

Thank you Tony for joining us!

www.thenorthstarr.com

Today on Tech Salescraft, James is joined by Pete Crosby, founder of Pete Crosby Revenue.

In this episode, Pete, a four-time Chief Revenue Officer, discusses the challenges of hiring a VP of sales for tech companies. He emphasises the importance of evaluating a candidate’s experience, values match and ability to build a “predictable sales machine.” 💡

The pair also discuss the distinction between a VP of Sales and a Chief Revenue Officer (CRO), noting that a CRO is a strategic player who shapes revenue strategy, while a VP of Sales is a tactical leader focused on building the sales team.

This is a highly insightful episode with lots to unpack and learn from in the world of Tech Sales. 🚀

Joining James on today’s episode of Tech Salescraft is Jonathan Tice, a Fractional Executive & CXO.

Join us in this episode as we dive deep into the world of startups with Jonathan, a seasoned expert in product market fit and hiring. Discover invaluable insights on the significance of market research and listening to the needs of customers to achieve product market fit.

Jonathan shares his unique approach to helping organisations redefine their sales strategies, emphasising the qualities of resilience, curiosity, and effective communication in potential hires.

Joining James on this episode of Tech Salescraft is Ian Amit, CEO and Co-Founder of Gomboc.ai.

A hacker at heart, Ian shares the career drivers that have propelled him through various professional ventures. As a person who works with start-ups in his free time, it's Amit has an aptitude and passion for business.

We dive into business specifics, looking at the role of the CISO. Ian shares why this role is all about influence. And their place in setting the tone for the future.

And how do we account for Ian's rise to the top? He is obsessed with that future. Whilst other founders are preoccupied with the present and past dilemmas, he is looking five, ten, even fifty years ahead. Would you know how to adopt this vision?

Join James and Ian on Tech Salescraft to learn more.

Joining James on today’s episode of Tech Salescraft is Joseph Mara, Director SLED Sales Business Unit, US Public Sector at NetApp.

In this episode, Joseph shares their personal journey, highlighting the importance of working smarter instead of harder. He emphasises the need for continuous learning, recognising that what brought us here may not take us there.

The pair discuss Joseph's practical tips on planning the right time to hire, identifying the ideal candidate persona, and conducting effective interviews. As well as the essential role of mentorship, onboarding, and team support, especially in remote work environments.

Tune in for an enlightening conversation on adapting, growing, and becoming a better leader every day.

Joining James on this episode of Tech Salescraft is Steve Midgley, Chairman of UpCloud.

We gain exclusive insights into Steve's impressive global work, building world-class teams at both large corporations and start-ups. Both present their unique challenges but both hold innate abilities to be disruptive and intensive learning environments.

Steve offers us a fascinating look at the Asia-Pacific market, with a particular focus on Japan. Showcasing exceptional technology growth at the moment, there is great potential for firms in the region, and for those looking to export their product.

How different is this to the current situation in America? Are markets shifting?

Joining James on today’s episode of Tech Salescraft is Barrett King, Senior Manager- GTM Leader of the Partner Ecosystem at HubSpot.

In this episode, Barrett shares insights on getting hiring right. He discovered a passion for working with people while in the restaurant industry, which led him to build brands and eventually join HubSpot.

Reflecting on his journey, he emphasises team culture and offers advice for inexperienced managers, stressing the "figure it out factor" and a love for learning.

Tune in for valuable insights on building effective teams and optimising the hiring process.

Joining James on today’s episode of Tech Salescraft is Muli Motola, Co-Founder and CEO at Acsense.

The pair delve into the world of identity management — where Muli leveraged his skills and technology acquired at EMC to establish a company focused on identity recovery and resilience. He reflects on his transition from EMC to starting his own consultancy business, highlighting the value of having a supportive partner.

We gain an exclusive look at his growth-orientated mission and how he is providing businesses with resilient cloud-based IT infrastructure.

Muli discusses his hiring strategies, emphasising the importance of commitment, passion, and coachability, as well as skills and experience.

Joining James on today’s episode of Tech Salescraft is Roy Weinstock, Co-Founder and CEO of barista AI.

In this episode, Roy shares his path from volunteering in Uganda, to working at Monitor Deloitte, to building a cutting-edge revenue data automation platform.

The pair explore the challenges and triumphs of growing a startup, the importance of strategic execution, and the invaluable role of a trusted co-founder. Discover how to unlock sales enablement success and harness revenue data for business growth.

Thank you Roy for your insights and we can't wait to see what's next for barista AI.

Joining James on this episode of Tech Salescraft is Andy Patton, CCO at Enfuce.

Andy recounts his distinctive journey into leadership, transitioning from a Marketer to a Chief Commercial Officer, applying a growth mindset throughout.

Andy's diverse range of experiences across various industries and sectors serves as a reminder that transitioning from a large corporate company to a start-up can present its own set of challenges. However, it can also provide a valuable opportunity to develop and apply the skills acquired.

This is especially true when it comes to Andy's hiring strategies for identifying ideal candidates, which emphasise the need to consider not just the job requirements, but also the cultural fit within the organization.

Thank you Andy for joining us Techs Salescraft!

Joining James on this episode of Tech Salescraft is Omer Brookstein, CEO and Co-Founder of Xyte.

There's no sugar coating it: the Founder Lifestyle is outside the comfort zone of many, associated with risk and instability. But for Omer, the challenge was an attractive one and led him to founding the incredibly successful Xyte.

Lying behind the success of the company is an awareness that challenges are infinite. When you launch a product, the challenge doesn't just disappear; challenges evolve and arise daily; your solution needs to evolve and innovate with this, ensuring you are constantly addressing marketplace demand.

Omer has curated an exceptional team to ensure they are addressing the latter day-in, day-out.

Omer's vision for hiring has orientated around building a strong core team, onboarding individuals that compliment the company mission. And crucially, Omer seeks diversity of thought. Innovation won't come from a team that all think and act as you do.

Thank you Omer for joining us on Tech Salescraft!

Joining James on the final episode of our VC Series is Daniel Frankenstein, Co-Founder and Partner at Joule Ventures.

In Co-Founding Joule Ventures 12 years ago, Daniel has gained a wealth of experience in supporting Israeli entrepreneurs with raising vital seed and pre-seed investments.

The pair pay particularly close attention to Daniel's portfolio from the past 18 months; looking at exciting US growth despite growing economic uncertainty across the globe.

And to all aspiring entrepreneurs out there: Daniel shares what it takes to fill a marketplace gap, highlighting the importance of knowing your customer and their challenges.

Thank you Daniel for joining us and sharing on this episode of Tech Salescraft!

In this episode of Tech Salescraft, host James Hounslow speaks with Boaz Albaranes, a VC with over a decade of experience in the tech industry. Boaz shares his insights on how to excel in tech sales, including the importance of building relationships with customers, understanding their needs and pain points, and effectively communicating the value of your product or service.

Throughout the conversation, James and Boaz discuss various strategies and tactics for driving sales success in the tech industry, such as leveraging social media and networking events to build your brand and network, developing a strong sales pitch that resonates with your target audience, and continuously learning and adapting to the rapidly evolving tech landscape.

Boaz also shares some of his personal experiences and challenges in the tech sales world, including the importance of persistence and resilience when facing rejection or difficult customers. Overall, this episode offers valuable insights and practical advice for anyone looking to improve their tech sales skills and achieve success in this fast-paced and competitive industry.

Tune in to Tech Salescraft to learn from the best and stay ahead of the curve in tech sales.

www.thenorthstarr.com

We're delighted to bring you the first VC Special Episode, available exclusively on Tech Salescraft!
Joining James is Mark Beeston, Founder and Managing Partner of Illuminate Financial Management.

With a trading background, Mark has developed a more risk-orientated approach to business. And with this comes a revealing understanding of the VC world.

The pair discuss what founders should look for when seeking VC. For Mark, they must have a strong industry network, be value-centric and a proven commitment to driving long-term success.

On the flip side, what should investors be asking of founders?

Join James and Mark on Tech Salescraft and explore evolving attitudes towards investment in 2023.

On today’s episode of Tech Salescraft, joining James all the way from Boston, is Roy Solomon, Co-Founder and CEO of Salesroom.

Born and raised in Israel, Roy discusses his reasonings for seeking US-based VCs so early on in the company’s journey, and how he navigated the cultural differences for success.

The pair also discuss what to look for when hiring sales talent. Roy is a believer that character ultimately outweighs experience, especially in a start-up where you might not fully know your target market yet. He says that a good salesperson is someone with “immense drive, strong work ethic and is willing to be open to talk to any potential buyer, no matter the challenge.”

Thank you Roy for joining us and sharing your valuable insights!

Joining James on this episode of Tech Salescraft is the founding team of Reeco: Henrik Shimony, CEO, and Omri Shalev, CTO.

Henrik and Omri share with us the founding journey of Reeco. Matching their experience in the hospitality industry with their love of coding, they came together to fill a distinct marketplace gap; addressing challenges with powerful technology.

They discuss their decision to launch in America and exciting plans to expand in this region. And we gain an exclusive look at how they're utilising their technology to impact further industries.

Thank you for joining us Henrik and Omri on Tech Salescraft!

Joining James from San Fransisco for this episode of Tech Salescraft is Michael Blumenthal, CRO at Hyro.

Building a sales team, a sales function, that is devised of complimentary facets, is central to creating an efficient, successful pipeline.

Is your leadership style able to further enhance this?

Michael offers us a step-by-step approach to a product-orientated leadership approach, exploring how this influences hiring and performance.

When it comes to hiring, Michael builds a clear picture of what it takes to identify the best people for your business:

Partnerships
Assignments in the hiring process
Testing improvisation
Customisation of questions

And we understand how your product-led leadership style can truly influence positive performance- particularly in the start-up phase.

Thank you Michael for joining us on Tech Salescraft!

Keen to learn more about Tech Salescraft and get involved? Reach out to James for further details:

james.hounslow@thenorthstarr.com

Joining James on this episode of Tech Salescraft is Eran Baron, Co-Founder & CEO of Deeto.ai.

Eran shares with us his journey through GM and CFO roles, and embarking on the entrepreneurial path which ultimately led to him co-founding, Deeto.ai.

The pair explore how his time as CFO and passion for operations- along with fascinating experience within start-ups- informed how he approached his role as founder. Understanding business nuances and an ability to unite professional silos gave Eran and the team a truly elevated starting point.

Eran's biggest challenge was understanding how to effectively translate satisfied customers into sales team expansion. We explore the steps Eran took to ensure every customer was engaged, was acknowledged, and became a trusted part of the sales pipeline- even during start-up turbulence.

Thank you for joining us Eran on Tech Salescraft!

Joining James on this episode of Tech Salescraft is Ifty Kerzner, Co-Founder of Kissterra.

Ifty shares his unique insights into the growth of Kissterra. Sitting behind this growth is enthusiasm, hard work and an innovative mindset- and a non-traditional sales function.

Trust and ‘non-standard’ are synonymous with the work of Kissterra. Ifty has embraced the conventional selling routes (going to conferences and meeting people face-to-face), but has also propelled his business to success through selling wine and fragrances, alongside technology.

And the pair explore international expansion. Having made their first hire in North America last year, Ifty shares their exciting 2023 plans to broaden their US footprint, as well as global expansion.

Thank you for joining us Ifty on Tech Salescraft!

James is delighted to be joined by Moty Jacob, Co-Founder of SURF SECURITY, on this episode of Tech Salescraft.

A renowned CISO, Moty offers us a fascinating exploration of the security world, sharing his impact on an ever-evolving marketplace. Critically, he shares how he ensured there was no trade-off between security and agility; firms should be afforded the chance to implement both into their operations.

It is that ability to create something unique, innovative and frictionless that has propelled Moty to incredible professional heights. We're given an exclusive look at the thought processes and team building that sits behind this; with a particularly eye-opening look at the centrality of diversity in teams.

We also explore company growth and international expansion. From Europe to North America, Moty shares his excitement for the opportunities that each unique marketplace presents- particularly for start-up companies.

To everyone in the security realm: this is a must-watch! Thank you Moty for joining us on Tech Salescraft!

On today’s episode of Tech Salescraft, James is joined by Mark Mayerfeld, CRO at GK8.

This episode is a fantastic exploration of hiring across all stages of growth- and how to translate this into global expansion. Mark shares his approach to hiring at the start-up stage, stressing the key factors that inform company creation in this new working era.

The Pandemic undoubtedly changed the way we work, and Mark stresses the benefits this welcomed in. Firms have now greater flexibility when it comes to hiring; they're no longer limited to a single geography.

But of course global growth is never easy, irrespective of company size. Mark shares the challenges he faced when hiring for remote sales roles across North America; the need to adapt leadership style and create a universal culture were some immediate considerations. Yet the importance of recognising that the most talented individuals aren't always on your doorstep trumps any worries- worries that are often addressable.

Thank you Mark for joining us on Tech Salescraft!

On this episode of Tech Salescraft, James is joined by Chris Duddridge, VP of Sales EMEA at Soroco.

Chris' progression through the industry highlights the value in every stage of a sales career; from a call centre to a leadership role, Chris reveals the power of curiosity in allowing you to seize the opportunities each step of the journey inherently presents you with.

Delving into some of his learns further, Chris hones in on how firms can establish processes that allow them to get hiring right. Skills may be transferable, but cultural fit at one firm with similar values does not mean they will easily transfer to another. Understand what you do differently, and acknowledge how you can invite individuality into these wider goals and that workplace environment.

And when giving advice to sales leaders, it's all about making success infectious. Identify the people that thrive amidst challenge, and return results synonymous with excellence; no matter what stage of growth you're at, successful, adoptable processes should underpin your operations.

Chris simplifies success in this episode of Tech Salescraft- making sales brilliance accessible to us all.

On today’s episode of Tech Salescraft, James is joined by Alex Zeltcer, Founder and CEO of nSure.ai

Alex shares his journey and insights on scaling operations, hiring the right people, and navigating the challenges of the startup world. With an engineering background and a career in the high-tech industry, Alex has always had the itch to embark on a startup journey.

In this podcast, Alex shares the origins of his previous company and how his time living in Chicago helped him navigate the North American culture and make better hiring decisions in global expansion.

He shares lessons learned from past failed hires and how he approaches hiring differently; putting culture above experience.

According to Alex, in startups, there are only two types of people: engines or weights, and it's important to identify the engines to boost the business.

Joining James on this episode of Tech Salescraft is Jeff Glickman, EVP Global Sales at Referral-AI.

We gain exposure to the thoughts and processes of one of sales most prominent leaders and experts. Jeff offers a fantastic exploration of his hiring strategies, personal development process, and revenue-generating mindsets.

The pair dispute the notion that all the best A-Players possess a generic skillset. Jeff reminds us of the importance of seeking diverse skills, and bringing to the fore your commitment to create an environment in which all abilities can thrive.

Jeff also guides us through his approach to the interview process, imparting his advice to those currently seeking their next role. You're reminded to be open and honest, not letting politeness distract you from addressing any potential worries you have.

And what do all successful salespeople do? They take ownership of their domain. They become mentors, become obsessed with excellence, and guide a team to inevitable success.

Thank you Jeff for joining us on Tech Salescraft for this honest conversation on sales brilliance.

On today's episode of Tech Salescraft, James is delighted to welcome Alex Lyhovez, Co-Founder & VP at SPS-APP.

Alex joins us to unpack his start-up expertise, derived from an exciting journey across major health organisations, renowned advisory boards, and an impressive array of entrepreneurial ventures. With a keen focus on sales for over ten years, Alex translates this experience into tangible advice, imparting what it takes to grow, succeed, advise, and be a positively disruptive leader.

The pair also explore the challenges of talent acquisition in sales. As a founder, deciding when to bring your first salesperson into the business can be difficult- not to mention how to find them and deciding what the interview process looks like. Alex shares his tangible advice to address this, revealing what more you can be doing to be distinctively ahead of competitors.

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www.thenorthstarr.com

On today's episode of Tech Salescraft, James is joined by Tim Baird, VP of Sales at Emperia.

Tim joins us to talk about his impressive experience as a sales leader and building sales teams internationally while navigating cultural differences. Currently, he is based in Essex, but has previously had the privilege of working in North America, South Africa and more recently Dubai.

A desire to experience culture and to travel is partly why he’s found himself in such an adventurous role. Tim shares how his exposure to different cultures has shaped him to be the open-minded leader that he is today.

To be a good sales leader, you must be a good sales coach. Tim elaborates on his strategy for hiring A-players and how to identify someone's true potential.

Tim also offers his advice for any first-time founders and leaders who are looking to make their first international hire.

Thank you, Tim, for joining us!

Joining James on this episode of Tech Salescraft is Idan Cataife, Sales and Business Development Expert.

Idan doesn't come to the show with the biography of a typical salesperson. His background takes him through the military, a commission-only role in New York City, and a degree in Philosophy. So how did Idan come to climb the sales ladder, and reach a point of indisputable success?

His learns from his time in America are particularly fascinating. Idan adopted a renewed appreciation and respect for sales here, understanding its professional weight, and the nuance to crafting a truly exceptional sales strategy.

Increasing interconnectivity means no customer-base is out of reach. But to effectively sell to an external region, you need to understand its, and the people's, personal context. Idan walks us through the approach we should take to establishing strong global relationships, and build an international sales network.

Thank you Idan for joining us on Tech Salescraft- this is a masterclass in sales excellence!

On the latest episode of Tech Salescraft, James welcomes Shani Shoham, Growth CRO, Advisor and Investor, to the show.

With a wealth of experience behind him, Shani shares his journey through the start-up world, exploring his fascinating transition from engineering to business leadership, and the international move that came with that.

Such a journey has afforded Shani a unique perspective on the hiring process, and an attuned understanding of what the right person looks like when you're scaling your business. Shani shares how to frame the interview process so that you are prepared to ask the right questions, and avoid working to simply tick a box.

And James asks Shani what he'd do differently if he went back to day one of his professional journey. From the role of marketing, to addressing the sales bottleneck, Shani imparts revealing advice that equips start-up founders with the tools to succeed in the first 12 months.

Thank you Shani for joining us!

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www.thenorthstarr.com

In today's episode of Tech Salecraft, James is joined by successful serial entrepreneur, Amir Konisberg, all the way from Israel.

Having grown up in the UK, studied in the US, lived in Germany– and now living in Israel for the last 30 years– Amir has been exposed to a unique, enriching career.

Amir's tech career started at Google in 2005 as he set up their Israeli operations. Since then, he has worked with other large multi-national companies and founded 5 of his own.

His fascination with technology– combined with the inspiring methodologies of strong leaders– has propelled Amir into an exciting tech world as a successful founder and entrepreneur.

He is here today to share his lessons in building start-ups, hiring "A-Players" and the idea of 'Founder-Market Fit'.

We look at embedding value into the heart of our business operations on this episode of Tech Salescraft, as James is joined by Snir Ben Shimol, CSO at Cider Security.

We begin by exploring what exactly a Chief Strategy Officer does, and the influence they hold over creating an effective sales process and strong pipeline. For Snir, being CSO means ensuring the company vision, mission and goals align, and that this is reflective of the customer needs. Snir's role is far from siloed, and what follows is a fascinating exploration of the multi-faceted demands of sales.

Most critically, James and Snir discuss how salespeople can ensure they are selling value, not just a product. Making this distinction, and then acting upon it, can make a marked difference in return and revenue.

And how do you find the salespeople that can execute the latter effectively, irrespective of your global location? Snir guides us through his approach to interviews and what it takes to identify those who will be coachable, dynamic and value-centric.

Thank you Snir for joining us on Tech Salescraft!

On this episode of Tech Salescraft, James is pleased to welcome Ariel Hitron, Co-Founder and CEO of Second Nature, to the show.

Ariel is here today to share what drew him to a life in software. We gain an exclusive understanding of his impressive journey to date, his responsibility of leading a number of salespeople, the biggest challenge when taking on those responsibilities and advice for those starting out.

We also explore how Second Nature was created and what drove Ariel to build a solution that solves a problem for many like him. This episode is packed with start-up and founder advice, as Ariel provides us with insights into a hub driving huge growth.

Thank you Ariel for joining us on Tech Salescraft!

Welcome back to another episode of Tech Salescraft. Today, James is joined by Lori Brigg, CRO of Zesty, all the way from sunny California.

Lori has a proven pedigree in sales teams in scale-up organisations– which is no easy task– and is here today to share her learns along the way. She has been in various customer success roles for the vast majority of her career, where "the value-based selling was always there in one aspect or another".

Over the last 2 years, Lori has been establishing the business development side of Zesty and recently made the move from Israel to California to "open-up shop" and improve communication with their US customers; who are responsible for generating 70% of their revenue.

In their discussion, Lori shares the incredible growth of Zesty, from her first day as the 7th employee to now being a company of 113 and having an array of "very strong VCs" behind them.

Lori also details her strategy for hiring top talent both in Israel and North America, and describes top tips for navigating the two cultures.

Joining James from Israel on this episode of Tech Salescraft is Avi Wiesenberg, Founder of Scaling Revenues Consulting.

This episode is a fascinating exploration of the often elusive start-up culture. Having worked with multiple start-up firms throughout his fascinating professional past, Avi is well versed on what it takes to achieve stable success in an often volatile environment.

Avi shares how we can identify the factors and mindsets that will minimise the risk of failure. From heightening your awareness of cultural and geographical sensitivities, to deploying the benefit of experience when making your next crucial hire, Avi arms us with the ability to make success inevitable.

We take a closer look at the growing prominence of Israel in the start-up world; it is a fascinating discussion in which Avi provides us with exclusive insights into a hub driving global growth.

Thank you Avi for joining us on Tech Salescraft!

Discover more from North Starr:

https://www.thenorthstarr.com/

Welcome to another episode of Tech Salescraft! This week, James is joined by Richard Blundell, Founder of Vencha.

Richard is an incredibly driven sales expert whose inspiring career– from being a salesman in the 90s to CEO of leading Saas firms in the 2010s– has led him to help many others in their start-up journeys and beyond.

In this episode, Richard shares critical insights into what makes a truly ‘good’ founder and how he identifies them. Richard is a true salesperson at heart and his passion for selling good products and services, along with brilliant teams, is evident throughout their entire conversation.

He shares, “salespeople are legends the way they put their heart and soul on the line every day to get told “no” over and over again; their resilience is incredible.”

This episode is full of inspiring food for thought for any founders, wherever they are in their start-up journey.

Joining James on this episode of Tech Salescraft is Michelle Pietsch, Founding Partner of Minot Light Consulting.

Michelle's career journey is extensive, taking her through some exciting start-up firms, and exposing her to a plethora of learns that have informed her approach to sales excellence.

We start at the beginning of a career, exploring hiring and qualification. Michelle and James reignite the conversation around references, discussing their value and role in creating an effective hiring strategy. We also look at the use of role plays and presentations, and how to deploy these revealing tools well.

And data emerges a topical point of conversation. Buying into the power of data is still undervalued, and when it is invested in, it's often not used to its full potential. Michelle reminds us of the role data plays in elevating our potential, particularly when in a start-up environment that lacks the processes and foundations of a more established company.

Thank you Michelle for joining us on the show!

On the latest episode of Tech Salescraft James welcomes Asaf Cohen, VP Sales at Bria to the show.

What are you looking for in a new hire?

In this episode, we talk to Asaf about international growth, and the demands of expanding your physical presence beyond your headquarters. Culture, quality and developments all need to be considered- so how do you ensure this is done successfully?

Asaf shares what surprised him most from a professional standpoint; how valuable his experience in the UK was for helping hire people there; how hiring processes are different between locations; and what's missing in Israel when it comes to salespeople.

We also hear some of Asaf's favourite stories from his time as a pilot in the Israeli military and get an inside look at his journey from there to where he is now.

Welcome back to another episode of Tech Salescraft. Today, James is joined by the incredible Pete Blackhurst, Vice President Revenue, International at Trackforce Valiant.

Pete has an extensive career in sales– mainly in the Saas space– and from this, he has put together a methodology around how he brings valuable culture into an organisation.

The pair discuss the key points of a typical onboarding process and how many employers miss crucial opportunities to get the best out of the candidate.

Pete states, "there’s a certain trait that I look at; of course, drive is one and coachability and passion."

From sharing the '5 common goals' methodology, to building a culture of continuous learning, Pete provides a wide range of anecdotes and ideas that all sales leaders can– and should– learn from.

On this episode of North Starr's Tech Salescraft, James is joined by Wendy Harris, Head of EMEA at Gong.

Having started her career at one of the world's most recognisable brands, Wendy helps us trace her career journey to date, honing in the points of pressure that made her both love and question her job.

Spearheading the growth of Gong in EMEA, Wendy offers us an exclusive look at a firm that is making some substantial waves across the industry. Gong gives you visibility of what is truly going on in your business- and it is this comprehensive awareness that is truly important to Wendy.

Wendy offers us her personal take on professional success. Besides a strong work ethic and doing everything to the best of your ability, it's about staying ahead of the game. Just how do A-Players in Sales go about this?

Wendy shares her take on this in this brilliant episode of Tech Salescraft!

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Get in touch: info@thenorthstarr.com

Welcome back to another episode of Tech Salescraft! Today James is delighted to welcome Roly Walter, Founder of Appraisd to the show.

Roly brings a plethora of insights to the show that have guided his successful career to date. From his computer science degree to starting his own business, we learn where his love for performance and HR all started, feeding into his company objectives.

Sharing his understanding of team operations, development and success, Roly gives us great advice as a Founder on mentoring, coaching culture, investment and performance management.

Thank you Roly for joining us on the show, it was an incredible conversation that offers transformative advice to any sales professional.

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Welcome back to another episode of Tech Salescraft. Today, James is delighted to be joined by Dan Thompson, Co-Founder and CEO of Kluster.

Kluster is a B2B SaaS platform that helps revenue teams and leaders plan, engineer and execute their revenue strategies. Before founding Kluster with Rory Brown, Dan was a data analyst at an insurance tech company, so he knows a thing or two about the power behind data!

Dan shares, "now is more important than ever for people to know their numbers and revenue metrics" as he details the importance of context, especially during moments of uncertainty within the market.

This is a really exciting time for Kluster and they're certainly a no-brainer solution for SaaS and technology businesses worldwide.

Joining James on this episode of Tech Salescraft is Liam Corcoran, GM & Head of EMEA at BytePlus.

Having previously founded his own business, Liam brings some truly diverse observations to the show, tracing his learns from his career beginnings to his current role at BytePlus.

We explore the centrality of your value proposition. Liam stresses how crucial it is to build your business around doing one thing extremely well, and establishing a clear direction you want to go in. It's about being known for the value you add, not simply becoming a disposable want in the industry.

James also gets Liams thoughts on talent acquisition, and the often tricky to navigate interview process. At BytePlus, they have created a comprehensive feedback loop that runs throughout the process, allowing them to tailor each stage to the candidate and know wha questions need to be asked next.

Thank you Liam for joining us on Tech Salescraft- it's a truly brilliant conversation!

Welcome back to a new episode of Tech Salescraft! And this time James is delighted to be joined by Gal Aga, CEO & Co-Founder at Aligned.

Gal shares his impressive background- from the military, to successfully becoming a sales leader- and it's clear that his drive, determination and mindset propelled his career.

Looking closely at his current position, Gal reflects on the transferrable skills he has adopted through his varied career; and how these have seen him through the biggest challenges he has faced. And Gal applies an optimistic spin to these adversities, sharing the opportunities he received because of these experiences.

We also gain an insight into how to get hiring, the interview processes and sales playbooks right- along with a special recruitment question for James: How do you find top performers?

This is a great discussion not to be missed- Gal, it was a pleasure having you on this episode of Tech Salescraft!

Welcome to today's episode of Tech Salescraft. Today, James is delighted to be joined by Ross Halliday, CRO at Human Made.

Since 2008, Ross has been in a leadership position and found it was a rather fitting role for him due to his natural quality of decision making and supporting others.

Ross shares his advice for first-time founders and how to support your teams through challenging times. He shares, "the most critical thing is consistency" and believes that, while it can be counter-intuitive, many businesses will opt to change their strategy and behavior quickly, rather than consolidating their strengths.

Finally, we get an insight into the hiring process at Human Made and Ross' thoughts on what to look for in new talent. He believes that seeing the human side of someone, i.e. their personal interests and character, is much more important and telling than how much money that person has made, as it's all relative. Ross also dives into how to build a successful company culture in a global, remote-first team.

Thank you to Ross for joining us, we can't wait to see what the future holds for yourself and Human Made!

Welcome back to a new episode of Tech Salescraft! And this time James is delighted to be joined by Marie Brunet, Global VP of Sales at Uniphore.

Having worked at globally recognised firms (including Facebook!), Marie exposes us to her varied career, and what such a diverse professional journey has taught her.

Marie empowers us to make mistakes. We are reminded just how important the working environment is in boosting our development; and if that space doesn't allow you to fail, you're not going to learn. This intrinsically links to Marie's thoughts on self-reflection and development where if you can't recognise your downfalls, you're never going to possess a genuine want for improvement.

We explore how the latter links to Marie's approach to interviewing prospective employees. Marie not only looks for their strengths, but also their weaknesses. And a persons response to this is vital to revealing whether they'll be a good cultural fit...

Thank you Marie for joining us on the show- it was a pleasure to feature your attuned thoughts.

On the latest episode of Tech Salescraft, James is delighted to welcome Tom Lavery, CEO & Founder at Jiminny to the show.

As an expert in the space, Tom shares his thoughts on what it takes to be a renowned Sales Leader in such a competitive space.

Tom guides us through his professional chapters before founding Jiminny and shares how that has informed his current approach to mentorship, coaching and networking.

This episode is an essential playbook to sales excellence, containing some exclusive insights into unlocking your sales potential.

On this episode of Tech Salescraft, James is joined by Chen Porat, General Manager at Qognify.

Chen has had a fascinating career to date, one which has informed his industry-leading approach to successful sales. A particularly notable learn is his approach to focus, particularly useful to those in the start-up and initial fundraising phase.

We also explore Chen's thoughts around vision promotion and talent acquisition. Understanding talent beyond their hard skillset and recognising those best aligned to your vision can be a difficult perception to acquire. However Chen offers his adoptable approach to talent that will better equip you with the tools needed to identify the best talent for your firm.

Thank you Chen for joining us on the show (and we hope you enjoyed your ice cream break!).

On today's episode of Tech Salescraft, James is joined by Anthony Parker, CM & VP Sales, EMEA at Mindtickle.

Anthony is responsible for the hiring, development and performance of the fastest-growing region at Mindtickle. In this episode, Anthony details how tech is implemented to optimise a coaching centric approach to the development and performance of the business, marketing, sales and consultants.

The discussion leads to the interesting topic of "conversation intelligence" where Anthony shares how he uses tech to analyse sales calls and provide data-driven feedback without the need to listen to the entire chat. In turn, this helps provide detailed training, feedback and knowledge of the market's ever-changing needs.

Anthony encourages our listeners to connect with him on LinkedIn for "the best memes in the SaaS game". Thanks for joining us, Anthony, we'll be sure to keep an eye out for some witty tech sales content!

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On this episode of Tech Salescraft, James is delighted to welcome Nabeel Ebrahim, Chief Revenue Officer at Behavox to the show.

This is an episode brimming with invaluable insights, particularly given he entered the industry following a slightly unconventional path. Nabeel shares the opportunities he received as someone who understood sales from an alternative angle, propelling his career.

Nabeel also reflects on what it means to be a leader, including key points on how to ensure customer success and cultural fit, as well as running and hiring a great team in a remote world. His leadership journey has not been linear, but he shares how deployed his legal learns to help him better weather these learning curves.

This is a fantastic episode not to be missed- Nabeel, it was a pleasure having you on this episode of Tech Salescraft!

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On this episode of Tech Salescraft, James is joined by Jamie Nascimento, Co-Founder and CCO of LemonEdge.

In their conversation, Jamie describes his personal journey from his Artificial Intelligence Computer Science degree – where he met his Co-Founder, Gareth Hewitt – to his impressive history of sales and marketing across multiple well-known, iconic brands.

Jamie details the impressive story of LemonEdge from its founding in February 2020 (right before the unprecedented global disaster of Covid 19) and how they naturally adapted to the fully-remote environments that businesses found themselves in.

LemonEdge's story has been nothing short of incredible. Jamie talks about how the company supports their staff all across the globe and how remote working has allowed them to attract outstanding talent that they would not have met in a conventional office environment.

On this episode of Tech Salescraft, James is delighted to welcome Marcus Chan, renowned sales coach, to the show.

This is an episode brimming with invaluable insights for people at every stage of their sales journey.

Marcus shares his "first-day" experiences, cataloguing the drive, determination and mindset that propelled his career.

Fast-forwarding to his current position, Marcus reflects on what it means to be a leader. Compassion, understanding and development, the multi-faceted leadership demands should not be negated. Marcus explores how he got to a position of leadership, and the countless learning curves within this.

This is a fantastic episode not to be missed- Marcus, it was a pleasure having you on this episode of Tech Salescraft!

On the latest episode of Tech Salescraft, James was joined by Luc Lammers, VP of Sales at Sendcloud.

Sendcloud is offering a solution to the disparity present across the shipping space. They connect the dots, streamlining processes and offering enterprising opportunities. As stressed across recent episodes, there is no playbook to success in the space, but Luc imparts the recent strategies adopted by Sendcloud that make them industry leaders.

We delve into the fascinating work of Sales Op Specialists, and how to identify those that will transform your business.

Hiring remains a pain-point for many firms so Luc highlights that whilst you need to identify those that can elevate your firm, the company needs to think how you can also elevate careers.

James is delighted to welcome Rick Nelson, CEO at ClearDox LLC to the latest episode of Tech Salescraft!

From sales player to coach, Rick reveals what his impressive sales leadership journey looks like, engaging with the different opportunities and challenges he faced along the way. We also gain an insight into the importance of hiring great talent, enabling and giving them the right tools to be top performers. Rick also shares what he learnt from leading an organisation, refining that wisdom to better his impact as a CEO today.

Thank you Rick for joining us on the show, it was an incredible conversation that offers transformative advice to any sales professional.

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On this episode of Tech Salescraft, James is joined by Chris Sass, EVP Sales and Marketing at Fidectus.

Chris' wealth of experience makes for a truly fascinating and eye-opening discussion. From how to identify A-Players, to what it takes to build high performance teams, Chris exposes us to the intricacies of success.

There is no sales playbook but Chris brings to this episode tangible insights we can all adopt to better our business and propel us to heights the top 1% of our industry achieve.

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Welcome back to another episode of Tech Salescraft, today James is delighted to be joined by Nicholas Shaw, CRO at Brightpearl.

Sharing his key leadership skills, Nick discusses with James his fundamental learns that enabled him to achieve great success within the space. We gain an exclusive look into the importance of growing revenue, employees and processes. Nick also explores opportunities and the different pressures that he experienced throughout his impressive journey.

This is a really insightful episode full of valuable tips and advice.

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For the first episode of Tech Salescraft in 2022, James is delighted to be joined by Robert Den Drijver, VP EMEA at Vipre Security Group.

As a respected persona in the sales field, Robert brings a plethora of insights to the show that have guided his successful career. Robert's thoughts on the role of structure and process in the sales field is particularly striking, and feeds into his wider ideas around high performance.

It is fascinating to delve into Robert's understanding of team operations, development and success. The perception of a team as an intrinsically connected unit and the collective power it holds to enact real change is a standout message.

Thank you Robert for joining us on the show, it was an incredible conversation that offers transformative advice to any sales professional.

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On this episode, James is joined by Steven Morell, CRO at AX Semantics, all the way from Stuttgart.

From his first sales job in the 80s to now, Steven discusses how the dynamic and customer journey has changed and what factors have taken part in that.

"Figuring out where to buy what was very difficult back in the day… Now, when you get in touch with a customer and pitch them a solution to their problem, while they’re talking to you they’re googling this problem. They’re already compiling market research, so effectively you’re talking to people who have already soft-purchased your solution. You're coming into the decision process way later than you used to and that changes the physics of what you do and what you have to pay attention to dramatically."

Steven also talks in depth about the importance of structuring your business' go-to-market strategy early on and how to hone in on the customer's decision-making journey for a quick, transparent sales cycle.

This is a really insightful episode full of valuable tips and advice.

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On this episode of Tech Salescraft, James H is delighted to be joined by James Boreham, VP of Sales at Juro.

Sharing his key skills and abilities from working in the banking world, James B explores fundamental learns that enabled him to achieve great success. We also gain an exclusive look into his different sales roles within financial markets, along with the risks, opportunities and challenges he experienced throughout his impressive journey. This is an episode brimming with insights!

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On this episode of Tech Salescraft, James is delighted to be joined by Stephanie Jenkins, Chief Revenue Officer at Flowhub.

Stephanie shares her personal career journey of moving from the banking world into the world of SaaS and selling. Jenkins' academic background has opened up a world of opportunity for her within her professional career from fast-pace trading in California to transforming sales businesses simply by having a good eye for noticing inefficiencies, and how to solve the problems they cause.

Stephanie's key driver is "I need to put good into the world", and her passion to do so has led her to fantastic positions within the tech sales world. Now, as a figurehead within a new and emerging market, Stephanie has embraced the rewarding aspect of coaching others and seeing them improve under her guidance.

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On this episode of Tech Salescraft, James is delighted to be joined by Alex Triplett, Global Head of Corporate Development at ION Investment Group.

With a keen eye for innovation in the investment sphere, this episode showcases the fantastic work ION have been committed to recently. Exploring Alex’s advice to first, second or even third time founders, he offers us a fascinating look at what they should be doing to put themselves in the best position. Alex also offers us his personal take on share capital- and how to educate your customers in order to drive better decisions, automate their businesses efficiently and make their lives easier.

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On this episode of Tech Salescraft, James is delighted to be joined by Nicola Atchison, Vice President of Sales at Accruent.

Nicola's impressive history of a leadership and sales background provides us with an exclusive insight into her experience, both culturally and professionally. Nicola brought her expertise and dynamism to this episode as we critically engage with the importance of agility, highlight the value of a successful sales playbook, and the difference it can make to a strong, collaborative team.

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On this episode of Tech Salescraft, James is delighted to be joined by Eran Noam, Chief Business Officer at Shield.

Eran shares his knowledge and expertise in the Sales field, along with the opportunities and challenges he experienced throughout his journey. We gain an exclusive look at the importance of hiring the correct talent in the work place, whilst also exploring the attributes needed to work in a start-up environment. This is an episode brimming with insights!

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On this episode of Tech Salescraft, James is delighted to be joined by Lee Campbell, CEO at CubeLogic.

From company acquisitions to the demands of leadership, Lee brings his wealth of experience to this insightful episode of Tech Salescraft. With an evident passion for technology, Lee shares what it takes to establish a fantastic product, and also delving into the demands of sales. Lee is a true industry pioneer and it is fantastic to explore the inner workings of the highly successful team at CubeLogic.

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On this episode of Tech Salescraft, James is delighted to be joined by Marius-Cristian Frunza, Founder of Schwarzthal Tech.

Marius shares the strategies and key traits that ensured him and his team incredible success. Exploring the opportunities and challenges faced, Marius imparts his fascinating insight to his journey, as well as highlighting the importance of a never ending product development story. Marius' wealth of experience and passion for successful business is evident throughout, and makes for a fascinating conversation!

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On this episode of Tech Salescraft, James is delighted to be joined by Business Leader Anup Khera.

Anup's insightful conversation with James takes us back to the fundamentals of successful businesses; and Anup reveals the the three critical 'P's' that accelerate any firm and allow them to execute the basics brilliantly. We also critically engage with the challenges of funding, addressing the need for honesty when acquiring funding to better understand future hurdles, allowing you to address them early on.

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On this episode of Tech Salescraft, James is delighted to be joined by Christian Ritosek, Co-Founder and Co-CEO of CANDIS.

CANDIS has experienced incredible growth since its exception, powering through successful funding rounds to take the business to new heights! Christian reveals the strategic sales techniques and authentic people policies that allowed the firm to unlock success. This is a brilliant conversation that gives us an exclusive look at a German firm on the verge of exciting international expansion!

On this episode of Tech Salescraft, James is delighted to be joined by Tom Doyle, Sales Expert.

Tom shares his knowledge and expertise in the Sales field, along with the opportunities and challenges he experienced throughout his journey. From exploring modernisation to identifying a good sales candidate, Tom imparts his fascinating insight to the attributes needed to ensure future success and progression. This is an episode brimming with insights!

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On this episode of Tech Salescraft, James is delighted to be joined by the Founder & CEO of Summize, Tom Dunlop.

We learn about the catalytic effect the Covid-19 Pandemic has had on the developing nature of sales, the most effective way to sell a product and service, and the different stages of sales hiring. James also quizzes Tom on successful sales strategies, investigating approaches and team mindsets that will accelerate your firm. This podcast is bursting with insights and is an episode not to be missed!

On this episode of Tech Salescraft, James is delighted to be joined by Anthony Rose, Founder & CEO at SeedLegals.

With an unwavering focus on innovative, this episode showcases the fantastic work SeedLegals have been committed to recently. Exploring SeedLegals' platform and how it is transforming industry expectations, Anthony offers us a fascinating look at his exciting work. And Anthony also offers us his personal take on the future of business, and how to adapt to new circumstances rapidly.

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On this episode of Tech Salescraft, James is delighted to be joined by Ofer Yourvexel, CEO & Co Founder at Pepperi.

Ofer shares the strategies that drove Pepperi to Series B Funding, and incredible success! Exploring the opportunities within a sales environment in particular, to the challenges overcome, Ofer imparts his fascinating insight on a rapidly changing journey. As we investigate the role of leadership and scaling, to topics such as attracting, hiring and retaining new talent, this is an episode you do not want to miss!

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On this episode of Tech Salescraft, James is delighted to be joined by Ruben Sanchez Souza, Entrepreneur and Investor.

Exploring the exceptional stages of Ruben's career, we highlight the key traits that that drove him to incredible success. James also quizzes Ruben on successful sales strategies, his go to market approach and fintech insights that will accelerate your firm. This episode is packed with actionable advice, it is not to be missed!

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On this episode of Tech Salescraft, James is delighted to be joined by Bransilav Trajkovski, CEO at Payink.

Bransilav brings his wealth of experience to the show to impart invaluable advice on the dynamic worlds of start-ups and investment. From a holistic approach to recruitment, to creating a company culture is empowering and profitable, Branislav shares the key approaches that will allow a firm to grow sustainably. This episode is packed with actionable advice, it is not to be missed!

On this episode of Tech Salescraft, James is delighted to be joined by James Ker-Reid, CEO at Sales for Startups.

James shares the strategies that he uses as a leader to guide tech start ups to Series B Funding and incredible success. Exploring the opportunities within a sales environment in particular, to the challenges overcome, James imparts his fascinating insight to many start-up journeys, particularly in the Pre-Seed and Series A stages.

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On this episode of Tech Salescraft, James is delighted to be joined by Matthew Parker, Chief Executive at Babble.

Matthew shares his knowledge and expertise in the Sales field, along with the opportunities and challenges he experienced throughout his journey. We gain an exclusive look at the importance of hiring the correct talent in the work place, whilst also exploring the attributes needed to ensure future success and progression. This is an episode brimming with insights!

On this episode of Tech Salescraft, James is delighted to be joined by Al Gerrie, Founder and CEO of ZigZag Global.

Exploring the exceptional beginnings of ZigZag, Al highlights the key traits that ensured his firm established successful foundations. James also quizzes Al on successful sales strategies, investigating approaches and team mindsets that will accelerate your firm.

On this episode of Tech Salescraft, James is delighted to be joined by Justin Hughes- a true expert in High-Performance Teams and former Red Arrows Executive Officer.

We explore Justin's fascinating background, and how each experience has undoubtedly informed his innovative approach to coaching high-performance teams. Investigating the role of leadership, communication, reflection and the crucial attributes that allow a team to excel, Justin offers an eye-opening conversation on success and performance.

On this episode of Tech Salescraft, James is delighted to be joined by Juergen Weichert, Chief Revenue Officer at Usercentrics.

Juergen shares the strategies and developments that propelled Usercentrics into the forefront of marketplace success. Exploring the opportunities within a sales environment in particular, to the challenges overcome, Juergen imparts his fascinating insight on a rapidly changing journey.

On this episode of Tech Salescraft, James is delighted to be joined by Danny Gal, Chief Revenue Officer at ClauseMatch.

Danny offers us a fascinating look into what makes a high performing sales leader, discussing the structure and framework of data, and how this can impact company performance. We also gain an exclusive look at the different attributes that move businesses forward, and how having the right people on your team can really make the difference when it comes to sales. This is an episode brimming with insights!

On this episode of Tech Salescraft, James is delighted to be joined by Mark Colgan, Co- Founder & CRO at Speak on Podcasts.

Discussing high performance in the Sales field, Mark sheds light on what B2B SaaS companies should be doing to get from Seed to Series A funding. We gain an exclusive look at the importance of networking, whilst also exploring the services needed to optimize marketing and customer success. This is an episode brimming with insights!

On this episode of Tech Sales Influencers, James is delighted to be joined by the CEO of Refine Labs, Chris Walker.

We learn about the catalytic effect the Covid-19 Pandemic has had on the developing nature of sales, the most effective way to sell a product and service, and how to draw people in to your conversations and social media offerings. This podcast is bursting with insights and is an episode of Tech Sales Influencers not to be missed!

On this episode of Tech Sales Influencers, James is delighted to be joined by Steve Prestidge, Chief Revenue and Innovation Officer at Anonos.

We learn all about Steve's transition between roles at the beginning of the pandemic, and how he adapted to new, unprecedented circumstances to really hit the ground running with a new team. Steve shares his views on the changing nature of how we conduct business, and gives his predictions for how future normal will look.

The latest episode of James’ Tech Sales Influencers series welcomes Alain Buffing, CCO at Unless.com, to the show.

Looking towards the ‘New Era of Selling’, Alain offers his expert advice on how to enhance and adapt your skill set to thrive in a changing and increasingly crowded sales sphere. Alain’s insights into the changing nature of teams and his optimism about a more entrepreneurial attitude being adopted make for a fascinating conversation about what we can expect in the months ahead.

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On this episode of Tech Sales Influencers, James is joined by James Davies, an expert of the Fintech sphere and Chairperson at London Derivatives Exchange.

Reflecting on his rich past in the industry, James shares the way he has transformed operations in the sales sphere throughout his various roles, focusing on his handling of commission, re-evaluating its position in sales.

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On this latest episode of Tech Sales Influencers, James is joined by Tim Renew, Chief Revenue Officer at Banked.

From his experience of selling in the USA, to the lessons he has learnt during the pandemic, Tim shares his fascinating experience in the Trans-Atlantic sales industry. Is there a new way of selling on the horizon? Are face-to-face meetings a redundant concept? Tim shares his insightful predictions for the future of sales and more in this episode of Tech Sales Influencers.

On the latest episode of Tech Sales Influencers, James is delighted to be joined by James Cuthbertson, CRO at Relative Insight.

Drawing on his wealth of fascinating experience in helping the growth of two successful sales businesses, James shares his thoughts on what contributed to this success and the criteria he sets to aid the development of a business. Discussing priorities, chronology, and the impact of Covid-19, this episode is brimming with expertise and is not to be missed!

On this episode of Tech Sales Influencers, James is joined by Richard Simpson, CRO at BlackCurve.

This episode features a fascinating discussion about the role of the CRO in a tech start-up. Hiring the right person for the role can massively enhance your firm, and Richard shares why investing in this position can be an important part of the scale-up process.

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On this episode of Tech Sales Influencers, James is joined by the insightful Alan Giles, CCO at VoxSmart.

Taking on his current role at the beginning of the Pandemic, Alan shares how he adapted to new circumstances and pointers for a successful onboarding process. Alan also shares the qualities it takes to be a great leader, from communication, to acting on your words.

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James talks about his next initiative: How the brightest minds in Sales are approaching the top of their sales funnels.

On this special episode of Tech Sales Influencers, James is delighted to be joined by Andrew MacAskill, Founder of Executive Career Jump.

This insightful episode sees Andrew share his wealth of knowledge that would help you secure your next big career move. From succeeding in video interviews, to how to ensure you are performing at your best, Andrew gives his top tips for those wanting to stand out in a competitive job market.

This is the first of a new weekly special featured exclusively on Tech Sales Influencers!

James discusses the most pressing issues facing his network, including the state of the job market, how to be at peak performance for every interview, and the key steps it takes to getting your dream job.

Subscribe to Tech Sales Influencers to be the first to get cutting-edge and innovative advice!

On this episode of Tech Sales Influencers, James is delighted to be joined by Gary Cole, Founder and CEO at Lumilinks.

Gary joins James to demystify the realm of AI, bringing his expert insights to create a fascinating discussion around an equally fascinating topic. We also learn about the 'Why' behind data science, with Gary sharing the ways it can propel the success of your business.

You can also watch this series on YouTube via the link below:
https://youtu.be/Stv2QFS3H7Q