Tech Sales Insights (Randy Seidl)

His passion is helping companies close the gap between the old school feature and benefits approach to focus on earning the right to ask questions, which questions to ask and when to do it. Richard believes success comes when people stop talking about what they do and get them to start talking about the pains they solve. He ties all this together by focusing on a more relaxed conversational selling style that helps people go from strangers to acquaintances to trusted business allies. Richard has been named a Top 25 Inside Sales Professional by the American Association of Inside Sales for the last 4 years. As well as a Top 10 Sales Development Leader as voted by Inside Sales and Sales Hacker. Published in Huffington Post, Inc, and most recently NBCNews Richard lives in Northern California with a wife, Cathy, 2 boys, Riley (13) and Bodhi (11), and their dog Lola.

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

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This episode of Tech Sales Insights features MJ Leslie, Owner & Principal of Chapter 3 Ltd and Larry Irvin, Principal of Black Diamond Revenue Advisors. In the world of SaaS and many other industries, companies are becoming more and more focused on not only acquiring customers but also retaining customers. Hence, the introduction of the Chief Revenue Officer or CRO.

MJ and Larry talk about their sales journeys and some key lessons they've learned so far. They share their insights into what a Chief Revenue Officer actually offers and what level of a company actually needs the CRO role.

HIGHLIGHTS

• MJ and Larry talk about their careers and sales journeys
• What is a Chief Revenue Officer anyway?
• The ideal stage of a company relative to having a CRO

QUOTES

The CRO's job in a macro level - MJ: "Anything that falls within that big, wide umbrella can be part of that. Larry and I were chatting about what stage of that makes sense for a company because if you only have five people, that's a pretty small umbrella. But as you grow, just understanding and looking at what departments make sense in the revenue generation versus retainment section define the CRO role."

Is it ideal for start-ups to have CRO? - Larry: "You start getting into that, 'alright, we need to have a structure.' You need to have separate disciplines within marketing, sales, within customer success. That consistent look and feel is key. But to early stage, you're creating layers of structure that creates inefficiency when you can least afford inefficiency."

Find out more about our guests in the links below:

• About MJ
• About Larry 

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

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

DecisionLink | https://www.decisionlink.com/

Join Randy and Nour as we welcome Ed Carter, CRO at Zimperium onto tomorrows episode of Tech Sales Insights LIVE: 'Leading A Modern Day Sales-Force'

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This episode of Tech Sales Insights is the last part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He explains the need for balance between technical and go-to-market founders and how each plays a pivotal role in defining the product that will ultimately solve the customer's problem. And just as important, Nick also discusses the need for feedback to climb to the next stage of growth. 

HIGHLIGHT QUOTES

Have a feedback loop between the technical and strategic founders - Nick: "Every technology-first company needs a product and I think that's... the skillset of the founders. I think the ones that have a founder around the table who knows how to think about strategy, ops, go-to-market, they tend to be able to have every part of that conversation." 

"You represented the fastest. But I also think there's something to be said about the feedback loop with strictly technical founders that know how to kind of see each other's strengths and then just trust what maybe others are getting for observations."

Be mindful of the bigger picture and the people you work with along the way - Nick: "Thinking very deliberately about relationships and opportunities, you always think you're going to have your next opportunity or there's more relationships that you can get introduced to, so I've tried to now be much more relationship-focused, much more patient, and it's tough to balance that with the founder DNA."

Find out more about Nick in the link below:

• About Nick

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

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

OpenSymmetry | https://www.opensymmetry.com/

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

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

INSIGHTS OF THE DAY

JEFF: Sales processes can start with a value hypothesis

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

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

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

Find out more about Jeff Depa in the links below:

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

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

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

This episode is sponsored by Outreach, the first and only Engagement AND Intelligence platform, built by Revenue Innovators for Revenue Innovators. Outreach allows you to Commit to accurate sales forecasting, Replace manual processes with real-time guidance, and Unlock actionable customer intelligence that guides you and your team to win more often.

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This episode is sponsored by CaptivateIQ, the Commission Software Sponsor of the Sales Community. Created by a team with decades of commissions experience, CaptivateIQ is pioneering the new standard in commission management and enabling companies to reclaim the power of incentives with a platform built for revenue teams.

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Join Randy and Nour for the next Sales Community Tech Sales Insights Live AMA as they welcome on Ed Walsh, CEO of ChaosSearch: 'How To Pick a Company and Build a High Performing Sales Team.

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IF YOU FAILED TO PLAN, YOU PLANNED TO FAIL

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

INSIGHTS OF THE DAY

MANDY: CUSTOMER FIRST, EVERYTHING FOLLOWS

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

MANDY: DRIVE WITH DATA

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

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

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

Find out more about Mandy in the links below:

• Mandy Cole: https://www.linkedin.com/in/mandyhcole/
• Stage2 Capital: http://www.stage2.capital/
• mandy@stage2.capital: http://mandy@stage2.capital

Send in a voice message to us:

• Sales Community at Anchor.fm: https://anchor.fm/salescommunity/message

This episode of Tech Sales Insights is brought to you by 

• Sales Community: https://www.salescommunity.com/
• Salesbricks: https://linktr.ee/salesbricks

This episode of Tech Sales Insights is brought to you by 

• Sales Community | OpenSymmetry

This episode of Tech Sales Insights features Kevin Connolly, SVP of the North America Mid-Market at Dell Technologies. Shaping young leaders and medium businesses until they graduate to an enterprise is a fun challenge and a big responsibility at the same time.

Kevin talks about his transition from EMC to Dell and his roles under Dell's Medium Business umbrella. He shares about his experience in managing a young, in-career force, the differences between managing large and small teams, and the dynamics of moving to scale.

HIGHLIGHTS

• Kevin's responsibilities under the Dell umbrella
• The biggest challenge in managing large sales teams vs small teams
• How to create and keep an amazing culture intact

QUOTES

Managing large vs small sales teams - Kevin: "There are a million challenges but when you have scale, one of the golden rules is to try to keep it simple and not overthink it. Especially when you have a lot of solutions to provide and you get excited about that. So I'd say simplicity will rule the day."

On mental health in sales - Kevin: "It is hard but not as hard as I thought it would be. It's amazing if you just shut up and open your ears a bit, young leaders migrating through the sales community would be surprised."

Find out more about Kevin in the link below:

• LinkedIn: https://www.linkedin.com/in/kevinconnolly222/

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

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

Dell Technologies | https://www.dell.com/

This episode of Tech Sales Insights is the first part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. Today, Carl shares his remarkable career journey, from working at a PBX company in 1987 to the present day at Sequioa, and all the sales jobs in between. He discusses what they do and do not do as a company and how working in a VC keeps him young.

HIGHLIGHTS

• Carl's professional journey to becoming a legend in tech sales sales
• Taking care of a growing family and joining Sequioa

QUOTES

From sales to sales leadership and culminating in becoming partner at Sequioa - Carl: "I got a fortunate opportunity to join Sequoia and I've been here six and a half years and it's been a great experience. I've learned how to be an investor. I think I'm a better executive. I'm much more detailed on how to operate and run a company here." 

Find out more about Carl in the link below:

• About Carl

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

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

OpenSymmetry | https://www.opensymmetry.com/

Welcome everyone to a special episode of the Tech Sales Insights Podcast! This is the last part of the discussion on SKO by David Nour, CEO of The Nour Group. Today, he shares ten ideas to consider to make your SKOs more consistent, and ultimately, more successful. David also talks about using image and story to deliver your path forward and how that relates to the customer lifecycle journey.

HIGHLIGHTS

• Align image and story to cascade the vision throughout the organization
• The sales loop vs the sales funnel
• 10 ideas to make your SKO more impactful
• David's planned marquis events

“If it's all rosy, then it looks too manufactured. But every healthy relationship goes through some challenges, right? We had this challenge and your team took over, I am now drinking Kool-Aid. I am eating our own cooking of "Oh my God, how amazing are we" because now there's an independent. And that's the key.” - David on having an independent identity that can say how great the organization is

Find out more about David in the links below:

• LinkedIn: https://www.linkedin.com/in/davidnour/
• Twitter: https://twitter.com/davidnour
• Website: https://nourgroup.com/

In case you missed part 2, check it out [here - Part 2 Link]!

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

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

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

KEY TAKEAWAYS

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

QUOTES

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

Find out more about Michael Norton through the links below:

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

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

https://phonereadyleads.com/

This week's episode of Tech Sales Insights LIVE features guest Andy O’Brien, SVP General Manager North America, OpenLegacy

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

Send in a voice message: https://anchor.fm/salescommunity/message

INSIGHTS OF THE DAY

TOM ON WHO THE TOP OF YOUR CONSTITUENTS SHOULD BE

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

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

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

Find out more about Tom Mendoza in the link below:

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

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

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

In this episode of Tech Sales Insights, Rick Scurfield, CRO of Vast Data, shares valuable insights on becoming a better cross-functional and strategic thinking CRO. Rick, with a rich background in the tech industry, including his tenure at NetApp, discusses the importance of leveraging ecosystems, building robust partnerships, and the evolving role of RevOps in aligning with company strategies. He emphasizes the necessity of face-to-face interactions in sales, the importance of staying focused amidst noise, and the value of sales fundamentals in today’s competitive landscape. Rick also highlights the need for continuous learning and adaptability in the fast-paced technology sales environment.

KEY TAKEAWAYS

• Cross-Functional Collaboration: Emphasizing the importance of working closely with product teams, engineers, finance, and alliance partners to drive large-scale deals and achieve business outcomes.
• Ecosystem Leverage: Utilizing an extensive partner and alliance network to augment the sales process and expand market reach.
• Strategic Thinking: Understanding the full data pipeline and positioning products as solutions to complex business problems, rather than just selling features.
• Learning and Unlearning: The necessity of unlearning traditional sales tactics and embracing innovative approaches tailored to modern market demands.
• Adaptability in Sales: The need for sales teams to be agile, adopt new strategies quickly, and focus on continuous improvement.

QUOTES

• "In the fast-paced and competitive world of technology sales, Rick's leadership serves as a shining example, inspiring others to emulate his approach and values."
• "Our mission right now is to sell more, faster. Everyone wants to sell more and sell faster, but it really creates an energy around the company that's fantastic."
• "Don't tell me why you're going to win. Tell me why you're going to lose. Focusing on potential gaps can reveal missing information and overlooked influencers."
• "It's not just about storing data; it's about managing the entire data pipeline and delivering business outcomes."
• "We're in the unlearning mode. It’s about understanding how Vast Data does things differently to sell to our customers effectively."

Find out more about Rick Scurfield through the links below: https://www.linkedin.com/in/rick-scurfield/

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

Join Randy Seidl and David Nour for this episode of the Sales Community's Tech Sales Insights podcast, as they host Steve Fitz, Chief Revenue Officer at Sumo Logic. Steve is responsible for Sumo Logic’s worldwide customer and field operations efforts, including aspects of customer-facing activities including sales, channels, customer success, and support, as well as professional services.

Prior to joining Sumo Logic, Steve was Sr. Vice President of Worldwide Field Operations for MapR. He was also President & GM of Avaya U.S. Operations leading the go-to-market transformation in Avaya’s private equity turnaround. Previous to that Steve held executive positions in general management and sales at Isilon Systems and EMC Corporation, leading and scaling the go-to-market organizations globally for both later stage startup and growth companies.

Steve will be our guest on LinkedIn LIVE today at Noon ET, so hope you'll join us for a live Q&A. We also turn the show notes from this podcast into more in-depth articles, so check them out on SalesCommunity.com. We have some great guests coming up, so hope you'll subscribe to Tech Sales Insights wherever you consume podcasts or at SalesCommunity.Com/Events.

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

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

INSIGHTS OF THE DAY

MARK: TAKEAWAY FOR THE NEW SELLERS

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

JOE: ADVICE FOR LAID-OFF PEOPLE

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

Find out more about Mark Stephenson in the links below:

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

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

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

It’s Part 3! Stu and Randy discuss the ins and outs of sales leadership, the importance of initiative, flexibility, and action, success in sales being dependent on the whole team, and many more. Don’t miss out on this final installment of the Stu Gold series, only here in the latest episode of Tech Sales Insights.

HIGHLIGHT QUOTES

STU: Flexibility + Initiative = SDR’s Success

“Flexibility is very, very important, and you need to be able to kind of go with the flow a little bit and shift to different priorities as they come up. To do that, you also need to be very proactive on our teams, and you have to have to take initiative, and I'd rather see people take initiative and make some mistakes along the way, than kind of sit back and just wait for things to happen.”

Don’t miss the previous part/s of this amazing series with Stu Gold:

• E102 Part 1 - OLD BUT GOLD: Stu Gold On The Innovative Legacy Of Blattner Technologies - https://youtu.be/Qq074xezVg8
• E102 Part 2 - GAME-CHANGING: Beneficial Importance of AI, ML, and Data with Stu Gold - https://youtu.be/oeKu3ogrb9M

Find out more about Stu in the link below:

• About Stu
• Blattner Technologies
• BlattnerTechnologies.com

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

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

This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through our self-service ValueCloud® platform. ValueCloud® turns customer value into enterprise-class strategic assets, that are easy to access and use by your team. Messaging, positioning and proving the economic value of your solutions, has never been faster, easier or more scalable than it is today.

Send in a voice message: https://anchor.fm/salescommunity/message

Join Randy and Nour as they welcome John Jahnke, CEO of Tackle.io onto Tech Sales Insights LIVE: 'Enterprise Selling With Cloud Marketplaces'

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WE ARE NOW LIVING IN THE ERA OF DIGITAL TRANSFORMATION

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

INSIGHTS OF THE DAY

BENNETT: DEFINITION OF A  BLOCKCHAIN

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

BENNETT: THE BLOCKCHAIN AND CRYPTOCURRENCY RELATIONSHIP

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

Find out more about Bennett in the links below:

• Bennett Collen | Endstate | Endstate.io

Send in a voice message to us:

• Sales Community at Anchor.fm

This episode of Tech Sales Insights is brought to you by 

• Sales Community | OpenSymmetry

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

KEY TAKEAWAYS

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

QUOTES

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

Find out more about Scott Strubel through the links below:

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

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

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

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

INSIGHTS OF THE DAY

KEVIN: BELIEVE IN WHAT YOU SELL

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

Find out more about Kevin in the links below:

• Kevin Delane | Cohesity | Cohesity.com

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

• Sales Community | OpenSymmetry

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

INSIGHTS OF THE DAY

MARK: A SALES LEADER’S ROLE IN HIRING

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

MARK: HIGHEST NEED, BEST CUSTOMER

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

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

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

Find out more about Mark Stephenson in the links below:

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

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

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

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

KEY TAKEAWAYS

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

QUOTES

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

Find out more about David Schneider through the links below:

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

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

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

In this episode of Tech Sales Insights, Randy Seidl is joined by Matt Horner, Executive Vice President of Global Enterprise Sales at Worldwide Technologies (WWT). They discuss the role and impact of generative AI in enterprise businesses, the importance of company culture at WWT, and the innovative ways WWT integrates new technology partners. The conversation also covers Matt's career journey, including his start in inside sales, his rise to leadership at WWT, and his approach to fostering enterprise relationships. Matt emphasizes the significance of preparation and adaptability in sales, and the ongoing need for training and development within teams. The episode highlights WWT's commitment to mentorship, community involvement, and the continuous pursuit of excellence in both innovation and customer engagement.

KEY TAKEAWAYS

• Generative AI's Impact: Compared to the industrial revolution, it can revolutionize modernization, profitability, and efficiency in enterprises.
• Enterprise Adoption: It is crucial for enterprises to leverage AI to avoid disruption and address cyber threats.
• Sales Team Strategy: Focuses on highly structured training and enablement, including AI driver's licenses and certifications.
• Company Culture: Emphasizes respect, innovation, and continuous improvement, protected as the company scales.
• Industry Relationships: New relationships within large enterprise accounts are important to gain advocates and deeper engagement.

QUOTES

• "Generative AI is the modern-day industrial revolution in terms of technological advancement." — Matt Horner
• "Our net new logos in the enterprise space are net new relationships." — Matt Horner
• "Preparation for separation is key; you need to bring something that catches the client's eye to differentiate yourself." — Matt Horner
• "If you ignore the necessary adoption of AI in your enterprise, you risk being disrupted by industries leveraging it." — Matt Horner

Find out more about Matt Horner through the link/s below:
https://www.linkedin.com/in/matt-horner-a38b713/

This episode is sponsored by Iternal, empowering enterprises to become Idea Factories with its Turnkey AI solutions. By rapidly deploying patented AI technology and innovative methodologies, Iternal helps organizations transform the way their teams collaborate, engage with customers, and scale their best ideas seamlessly.

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

KEY TAKEAWAYS

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

QUOTES

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

Find out more about Brad  in the link below:

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

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

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

This episode of Tech Sales Insights features Roger Sands, CEO of Wyebot. He talks about Wyebot's early preference for direct as they were creating a new market segment and building a large customer base. Moving forward, Wyebot is shifting toward channels. Roger also emphasizes the need to be selective with technology partners, ensuring they understand the value they provide, and communicating that on sales calls.

HIGHLIGHTS

• Leaning on direct when creating Wyebot's new market segment and shifting to channel
• Wyebot's value message: ROI of mean time to resolution
• Be selective with technology partners

QUOTES

Selling direct and channel is comp-neutral - Roger: "If we've been in the channel long time and if you want the channel to be effective, you cannot compete with them, you can't take deals away from obviously, so we comp the sales team the same way."

Wyebot's value message to prospects - Roger: You're talking to a CIO, they have business-critical networks and they need to have those uptime has to be 99.9% in most environments. We're not talking to stock exchange inflations where it's even higher, but we're talking high availability. Our value at Wyebot is we ensure they have high availability, and high availability is the ROI."

Find out more about Roger and explore their open sales positions in the links below:

• LinkedIn: https://www.linkedin.com/in/roger-sands-4142673/
• Website: https://wyebot.com/

Send in a voice message to us: https://anchor.fm/salescommunity/message

This episode of Tech Sales Insights features Eric Brock, Chairman & CEO of ONDAS Networks and Diana Shapiro, CEO of Dynam.AI. When we think of AI in the business space, it's only natural to first think about using it to automate manual processes.

Today, Eric and Diana each talk about their careers so far and how they arrived in the tech sales world. Diana first introduces Dynam.AI, how we're approaching an upcoming space called decision intelligence, and the AI technology they are currently working on.

HIGHLIGHTS

• How Eric and Diana each ended up in tech sales
• Diana talks about the decision intelligence space and introduces Dynam.AI

QUOTES

The top things CEOs are looking to use AI for - Diana: "Interestingly, the top business priorities for AI at companies start with automating business processes, improving existing products or services, improving competitive differentiation and it just goes down the line."

Find out more about our guests in the links below:

• About Eric
• About Diana

Send in a voice message to us: https://anchor.fm/salescommunity/message

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

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

OpenSymmetry | https://www.opensymmetry.com/

This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through our self-service ValueCloud platform.

Send in a voice message: https://anchor.fm/salescommunity/message

In this episode of Tech Sales Insights, Randy Seidl is joined by Tom Boccard, EVP of Sales at SmartSource, to discuss strategies for achieving maximum ROI from events and tips for selling to new accounts and markets. Tom shares his career journey, provides an overview of SmartSource's services, and delves into best practices for event planning, including cost control, leveraging technology, and proactive engagement with potential customers. He highlights the importance of relationship-building, utilizing sales tech stack tools like ZoomInfo and Outreach, and the advantages of collaborating closely with marketing teams. The conversation also touches on hiring new sales talent, training, and fostering a collaborative company culture focused on continuous improvement.

KEY TAKEAWAYS

• Maximizing Event ROI: Learn practical steps to improve your return on investment from events, focusing on aligning marketing and sales efforts, understanding your audience, and leveraging technology to create immersive experiences.
• Sales and Marketing Alignment: Discover the importance of a unified revenue team and how to break down silos between sales and marketing for more effective go-to-market strategies.
• Leveraging Relationships: Understand how to build and maintain strong client relationships that lead to long-term success, and how to train your sales team to do the same.
• Evolving Sales Strategies: Explore the significance of staying curious and continually developing sales skills, from early career lessons to advanced sales tactics.

QUOTES

• "Stagnation is the equivalent of death. You’ve got to keep evolving, learning, and fine-tuning your skills."
• "Maximizing event ROI isn’t just about having a great event; it’s about what you do before, during, and after the event to ensure you’re driving value."
• "The key to a successful sales and marketing alignment is viewing both as one team with a common goal, not as separate entities with competing interests."

Find out more about Tom Boccard through the link below:
https://www.linkedin.com/in/tboccard

This episode is sponsored by SmartSource, the Event Success sponsor of the Sales Community. With over 35 years of experience, SmartSource provides comprehensive IT, AV, and interactive technology solutions to a wide range of industries, from legal and finance to entertainment and events. Their national presence, extensive inventory, and deep expertise in logistics and technical support ensure that businesses can successfully communicate and operate, no matter the challenge.

She is the Vice President and GM of HPE’s North America Infrastructure and Services Business.

Over her 25-year career at HPE, she has held roles of increasing responsibility and gained a unique depth of management and leadership experience. She has strong Sales, financial, and business acumen and has spent her entire career in the technology industry. She has a reputation for personal integrity, independent thinking, and collaboration with others in order to drive business results.

Prior to her current role, she has held numerous prior executive-level roles at HPE in Sales, Finance, and Operations. She obtained her undergraduate degree in Economics from UC Irvine and an MBA from Pepperdine University.

Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Jas Sood.

Don't forget, two quick points:

1. Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates, and
2. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.

Send in a voice message: https://anchor.fm/salescommunity/message

In this episode of Tech Sales Insights, Chris Scanlon, CRO at human, discusses the nuances of sales leadership across small and large companies. Sponsored by Alexander Group, Scanlon shares insights on building sales culture, the importance of enablement, and aligning executive teams. He also delves into his career journey, including roles at Accuvant, Optiv, and Checkpoint, and the significant impact of his mentors. Additionally, Scanlon talks about the challenges of defining ideal customer profiles and leveraging a comprehensive sales tech stack, including tools like Clary, Sixth Sense, and ZoomInfo. The episode emphasizes the evolution needed for sales leaders to become effective operators in both startup and large organizational environments.

KEY TAKEAWAYS

• Different Dynamics in Sales Leadership: Understand the contrasting challenges and opportunities in sales leadership within small startups versus large corporations.
• Building a Winning Culture: Learn the importance of creating a positive, engaging culture to attract and retain top talent.
• Staying Customer-Centric: Discover the value of staying close to customers, regardless of company size, to drive sales and innovation.
• The Evolution of Cybersecurity: Gain insights into the growth and specialization within the cybersecurity industry and its impact on sales strategies.
• Leadership Lessons: Chris shares his experiences and lessons learned from merging companies, managing large teams, and maintaining a hands-on approach to sales leadership.

QUOTES

• "At the end of the day, it's about creating a culture where people want to work and thrive."
• "You go from knowing everything about your customers to just checking people's homework. Staying close to the front line is crucial."
• "In cybersecurity, it's not just about antivirus and firewalls anymore. The landscape has evolved dramatically."
• "Leading by example is vital. If you want your team to do more sales calls, you have to show them it's possible by doing it yourself."
• "Building a winning culture starts with hiring the right people and giving them the environment to innovate and succeed."

Find out more about Chris Scanlon through the links below:
https://www.linkedin.com/in/cscanlan/

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

This week's episode is sponsored by our prospect intent partner TechTarget, the global leader in purchase intent-driven marketing and sales services that deliver business impact for enterprise technology companies.

Send in a voice message: https://anchor.fm/salescommunity/message

He joined WhiteHat Security as CEO in early 2015, bringing more than 20 years of executive leadership in the technology sector. In this role, he is driving customer-centric focus throughout the company, broadening WhiteHat's global brand and visibility beyond the application security space and security buyers, to the world of the development organization and DevSecOps approach to application development.

Prior to joining WhiteHat, he served as VP and GM of the LogLogic business unit for TIBCO Software, where he was responsible for global field sales and operations, client technical services, engineering, R&D, product design, and product management. Before TIBCO, he served as the GM of HPE's Networking Business in the Americas. Earlier in his career, he held positions at Cisco Systems and Bank of America.

He earned a bachelor's degree in Information Technology from the Swinburne University of Technology in Australia.

Join David Nour and Randy Seidl on this episode of the Tech Sales Insights podcast with Craig Hinkley.

BTW, three quick points:

1. Craig will be our guest on LinkedIn Live, today at Noon ET - hope you'll join us.
2. We turn the show notes from these podcast interviews into more in-depth articles, so check them out on Sales Community.
3. We have some fabulous guests joining us in the coming weeks including Greg Scorziello, Keegan Riley, Mary Beth Vassallo, and Cheryl Cook, so hope you'll subscribe to the #TechSalesInsights wherever you consume podcasts.

Send in a voice message: https://anchor.fm/salescommunity/message

This episode is sponsored by Gong, enabling revenue teams to realize their fullest potential by unveiling their customer reality. The patented Gong Revenue Intelligence Platform™ captures and understands every customer interaction, then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions.

Send in a voice message: https://anchor.fm/salescommunity/message

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

KEY TAKEAWAYS

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

QUOTES

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

Find out more about Richard Harris through the links below:

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

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

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

Join Randy and Nour as we welcome Justin Michael, Co-Founder of HYPCCCYCL onto Tech Sales Insights LIVE

Send in a voice message: https://anchor.fm/salescommunity/message

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

INSIGHTS OF THE DAY

KEVIN: FIRE THEM UP INSTEAD OF DRAGGING THEM DOWN

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

KEVIN: ENSURE TO INSTILL ACCOUNTABILITY TO ALL

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

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

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

Find out more about Kevin in the links below:

• Kevin Delane | Cohesity | Cohesity.com

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

• Sales Community | OpenSymmetry

His responsibilities include strategy, execution, and results for Check Point Channel Partners around the globe.

His last position was Vice President of VMware’s Americas Partner Organization. In this role, he was responsible for indirect routes to market for the Americas, which include national and regional solution providers, public sector partners, original equipment manufacturers, system integrators and outsourcers, ISVs, and distributors. Prior to VMware, he was Hewlett-Packard’s Americas Vice President and General Manager of Enterprise Channels. He also held VP roles in strategy and direct sales with HP. He started his career with IBM in sales and executive staff roles.

He and his teams have been recognized with over 65 channel awards and he has been personally recognized with 13 CRN Channel Chiefs awards and has been ranked consistently in the CRN Top 25 Channel Sales Leaders.

He is a graduate of Drexel University with degrees in Marketing and Computer Systems Management. He lives in the Philadelphia area and is active on several advisory, non-profit, and partner advisory boards. In his spare time, he also enjoys mentoring students and startups.

Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Frank Rauch, Head of Check Point’s Worldwide Channels.

We turn the show notes from our podcasts into unique #TechSalesInsights position papers, so come join us in the Sales Community to learn more.

Send in a voice message: https://anchor.fm/salescommunity/message

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

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

INSIGHTS OF THE DAY

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

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

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

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

Find out more about Mark Stephenson in the link below:

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

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

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

She joined Enonso in May 2020 from Hewlett Packard Enterprise (HPE) where she served as the Vice President and General Manager for the North America Compute, Software Defined, High-Performance Computing (HPC) and Artificial Intelligence (AI) team. Prior to her North America roles at Ensono and HPE, she lived with her family in Asia-Pacific for 8.5 years where she held various technology leadership roles at Dell Technologies and HPE. She has held multiple roles at HPE in Asia-Pacific from strategy and operations to leading the APJeC Datacenter and Hybrid Cloud business based in Singapore.

Prior to joining HPE, she was a Director at Dell Technologies (Dell) in APJ where she led the Enterprise Infrastructure and Options businesses for the region based in Seoul, South Korea, and Singapore. She started her technology career at Dell based in Austin, Texas, and North Carolina where she held roles ranging from product management to global business and product development.

She graduated with a Bachelor of Arts in English Literature from the University of Pennsylvania in Philadelphia, and currently lives in the Chicago area with her family. Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Founding Advisory Board Member of the Sales Community, SVP and Managing Director of North America at Ensono, Paola Doebel.

Don't forget, we turn the show notes from our podcasts into unique #TechSalesInsights position papers, so come join us in the Sales Community to learn more.

Send in a voice message: https://anchor.fm/salescommunity/message

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

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

INSIGHTS OF THE DAY

MARK: Make sure customer paths are well-defined

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

Find out more about Mark Stephenson in the link below:

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

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

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

In this episode of Tech Sales Insights, Randy Seidl is joined by his longtime friend and esteemed guest, Frank Hauck, a retired executive with an impressive career spanning DEC, EMC, and NCR. The conversation touches on commemorating 9/11, the importance of sales training, and Frank's journey from a finance manager at Digital Equipment Corporation to becoming a key figure at EMC. Frank discusses his methodologies for maintaining high standards in sales, the significance of leadership working for the sales team, and the relentless commitment required to deliver exceptional customer experiences. Personal anecdotes about learning from mentors like Mike Ruettgers, Jack Egan, and Joe Tucci highlight the importance of humility, accountability, and continuous learning. The episode also explores the evolving role of technology in sales, with a specific focus on the impact of AI and prospecting in a post-COVID world. With contributions from industry peers such as Eric Mann and insights into the cultural ethos at EMC, this episode provides a comprehensive look at what it takes to succeed in sales and customer service.

KEY TAKEAWAYS

• Honoring 9/11 Sacrifices: Acknowledgement of 9/11 and the sacrifices made by many.
• Sales Training Importance: Emphasis on the critical role of sales training in organizational success.
• Career Highlights: Frank’s extensive career, spanning roles at DEC, EMC, NCR and more.
• Customer Focus: Stories illustrating the importance of maintaining strong customer relationships, especially through challenges.
• Sales Best Practices: Insights on what makes top sales performers, including preparation, continual learning, and teamwork.
• Leadership and Mentorship: The influence of mentors like Mike Rutgers, Jack Egan, and Joe Tucci on Frank’s career.
• Adapting to Post-COVID Work: Strategies for maintaining client relationships in a remote/hybrid work environment.
• Embracing Technology: The role of AI and technology in enhancing sales and customer interactions.
• Cultural Lessons: Anecdotes highlighting the value of showing up, humility, and constant improvement.

QUOTES

• "It's part and parcel to a successful organization. You got to keep them fed and you got to give them the insight and the knowledge of what it takes to be successful."
• "When things went bad, we sold the product that when it didn't work, planes didn't fly. Banks didn't process checks. GM didn't make cars."
• "It's about being accountable. Being able to do the things other people aren't willing to do to be successful. And really it's the extra effort."
• "He goes, but you didn't come here to be good. You came here to be great."

Find out more about Frank Hauck through the link below.
LinkedIn: https://www.linkedin.com/in/frankhauck/

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

In this episode of Tech Sales Insights, Randy Seidl is joined by Steve Hershkowitz, the CRO of Rimini Street, to discuss the importance of building a committed culture in sales teams. Sponsored by Sandler, this conversation delves into the crucial role of sales training, the value of face-to-face meetings, and the challenges of leading a sales-driven transformation in a service-oriented company. Steve shares insights into his extensive industry experience, the significance of genuine relationships, and his goals for net new logo acquisitions. The episode also highlights tools like Clary and Zoom Info, alongside strategies such as Challenger Selling and the importance of continuous learning and training. Peppered with personal anecdotes and professional wisdom, this episode offers valuable lessons for sales leaders aiming to drive growth and accountability in their teams.

KEY TAKEAWAYS

• Commit Culture: Emphasis on a commitment-driven sales culture where performance and accountability are prioritized.
• Sales Strategy: The importance of research, relationship-building, and face-to-face interactions in large-scale sales.
• Training & Development: Role of tailored sales training and development programs in equipping the sales team with essential skills.
• Tools & Technology: Utilization of advanced sales tools like Clary and ZoomInfo for data-driven insights and effective lead generation.
• Executive Support: Strong leadership support and cohesive executive team collaboration are crucial for achieving growth targets.
• Hiring Philosophy: Focus on hiring experienced individuals with a strong network and a proven track record in sales.

QUOTES

• "Hope is not a strategy."
• "My goal is to make the AI tool inaccurate to the good."
• "If you don't enable your people, you can't hold them accountable to be successful."
• "We have to suit up, show up, and present our solution."
• "It's about profitable revenue growth, not just growth."

Find out more about Steve Hershkowitz through the link/s below:
https://www.linkedin.com/in/steve-hersh/

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

SHOW SUMMARY

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

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

INSIGHTS OF THE DAY

ROHAN: WHAT COPILOT IS AND WHAT IT DOES

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

Find out more about Rohan Sampath in the links below:

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

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

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

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

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

INSIGHTS OF THE DAY

GABE: THE PRICE NARRATIVE NEEDS TO BE CRAFTED ACCORDINGLY

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

Find out more about Gabe Pinchev in the links below:

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

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

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

He is a senior leadership/board advisor, educator, executive coach, and bestselling author. Internationally recognized as the leading expert on applications of strategic relationships in profitable growth, sustained innovation, and lasting change, he is the author of eleven books, including bestsellers Relationship Economics® (Wiley) and Co-Create (St. Martin’s Press), as well as the forthcoming Curve Benders (Wiley, 2021). He serves as a trusted advisor to global clients and coaches corporate leaders and is an adjunct professor at the Goizueta Business School at Emory University. He was recently named to the Global Gurus Top 30 Leadership Professionals and the Thinkers 50 Radar Class of 2021 lists.

A Forbes Leadership contributor on the Future of Work, and an Inc. contributor on Relationship Economics, his unique insights have been featured in various prominent publications, including The Wall Street Journal, The New York Times, Fast Company, Huffington Post Business, Entrepreneur, and Knowledge@Wharton. He’s also the host of the popular Curve Benders podcast.

Born in Iran, he immigrated to the U.S. as a teenager with $100, limited family ties, and no fluency in English. He graduated from Georgia State University with a bachelor’s degree in business management and went on to earn an Executive MBA from the Goizueta Business School at Emory University.

Join Randy Seidl on this episode of the Tech Sales Insights Podcast with co-host, David Nour.

BTW,

1. Nour will be Randy's guest on Tech Sales Insights LIVE today at Noon ET, so join us on LinkedIn, Facebook, YouTube, and Twitter.
2. We turn the show notes from these podcasts into more in-depth articles, so check them out in the Sales Community.
3. We have several fabulous guests coming up in the next several weeks, so hope you'll subscribe to Tech Sales Insights wherever you consume podcasts.

Send in a voice message: https://anchor.fm/salescommunity/message

Prior to AtScale, Chris co-founded and was a General Partner at Accomplice, a venture capital firm investing in early-stage tech companies. Chris has held leadership roles at tech startups like Vertica, Acopia Networks, and Arrowpoint Communications.

Send in a voice message: https://anchor.fm/salescommunity/message

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

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

KEY TAKEAWAYS

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

QUOTES

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

Find out more about Chris McCarthy through the links below:

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

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

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

In this episode of Tech Sales Insights, Randy Seidl is joined by Denise Millard, Chief Partner Officer at Dell Technologies. They delve into the best practices for channel selling, the evolution of partnerships, and the importance of building strong, accountable relationships within the tech industry. Denise shares her incredible 27-year journey from EMC to Dell and her strategic role in fostering partner ecosystems. Learn how Dell embraces AI, marketplace dynamics, and the critical role of mentorship in career development. For anyone in tech sales, this episode is packed with valuable insights and real-life success stories.

KEY TAKEAWAYS

• Denise Millard's Career: Denise has had an impressive career spanning 27 years between Dell and EMC, focused on partners and ecosystem roles.
• Channel Selling Best Practices: Simplicity and accountability are key—choose 2-3 focal points, align sponsorship, and hold teams accountable.
• Partner Relationships: Successful partnerships stem from mutual trust and alignment, with ongoing communication and support.
• Challenges in Channel Sales: Challenges often arise from a lack of early engagement and understanding of local partner ecosystems by sales reps.
• Importance of Marketplace: Marketplaces provide access to a vast customer base, enhancing opportunities for partners and customers.
• AI Integration: AI is increasingly used to drive demand generation, proposal automation, and content management within the channel.
• Mentorship: Mentorship, both formal and informal, plays a crucial role in professional development. Denise values the advice and support from mentors like Bill Scannell and Linda Connly.

QUOTES

• "When we do [hold each other accountable], we typically see great results."
• "Winning drives that [channel engagement]. So, you know, when you have success, people get excited around seeing the opportunity."
• "Having informal mentors who see you in action and provide real-time feedback is incredibly important."
• "AI has an important role in enabling partners with insights and capabilities."
• "Exercise is a big part of my life—it has physical and mental benefits."

Find out more about Denise Millard through the link/s below:
https://www.linkedin.com/in/denise-millard-0407b632/

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

Join Randy and Nour as we welcome Tim Puccio, Senior Vice President Global Sales at Login VSI onto Tech Sales Insights LIVE.

Send in a voice message: https://anchor.fm/salescommunity/message

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

INSIGHTS OF THE DAY

MARK: HOW TO DIFFERENTIATE YOURSELF FROM EVERYBODY ELSE

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

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

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

Find out more about Mark Stephenson in the links below:

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

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

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

In this episode of Tech Sales Insights, Randy Seidl is joined by Motti Finkelstein, Corporate Vice President and Chief Information Officer at Intel. Motti shares his career journey, starting from his early days in the Israeli Air Force computer unit to his current role at Intel. The discussion covers a range of topics, including the importance of understanding customer challenges in sales, leveraging AI at Intel, and the value of long-term business relationships. Motti also emphasizes the need for IT to align closely with business objectives and shares insights on effective sales strategies, including value selling and relationship building.

KEY TAKEAWAYS

• Industry Relationships: Long-term professional relationships are invaluable for navigating corporate roles and leveraging collective insights.
• AI Integration at Intel: The primary focus areas for AI at Intel include manufacturing, pre-silicon design, silicon testing, and software development.
• Importance of Client Understanding: Effective sales strategies hinge on understanding clients' specific business challenges and tailoring approaches accordingly.
• Leadership Lessons: Emphasizing focus, execution, and discipline can drive success in demanding environments.
• Value of Mentorship: Learning from industry leaders can shape one's career significantly by providing insights and fostering growth.
• Customer Priorities: Understanding the diverse needs and constraints of business units is crucial for delivering tailored value and solutions.

QUOTES

• "The best experiences I've had are with salespeople who understand the challenges of their customers.”
• "Understand the business if you don't study it; learn it."
• "At the end of the day, Pat is the CEO. He has to decide the right approach, the right time for the right thing."
• "Intel's business model involves designing, manufacturing, and selling, offering a competitive advantage by controlling more of the supply chain."

Find out more about Motti Finkelstein through the link/s below:
https://www.linkedin.com/in/mottifinkelstein/

This episode is sponsored by ZoomInfo, the GTM Platform sponsor of the Sales Community. ZoomInfo is the go-to-market platform that helps businesses find, acquire and grow their customers. Businesses use ZoomInfo data and platform to increase efficiency, align sales and marketing teams, and consolidate technology stacks.

In this episode of Tech Sales Insights, Randy Seidl is joined by Kevin Guthrie, EVP of Sales at Alight Solutions. They discuss the importance of values-based leadership, sharing experiences from Kevin's illustrious career spanning companies like Oracle, Hyperion Solutions, and Tableau. Kevin highlights his leadership philosophy, the significance of fostering competitive camaraderie within teams, and the value of maintaining strong relationships. The episode also touches on the impact of mentors and peers in shaping Kevin's approach to leadership and sales success.

KEY TAKEAWAYS

• Values-Based Leadership: Emphasizes the importance of clear values in leadership, fostering environments where employees align with company values.
• Customer Success: Prioritizing customer success creates loyal advocates and drives long-term business success.
• Mentorship and Development: Effective leadership involves mentoring, providing clear feedback, and fostering professional and personal growth.
• Relationship Building: Strong relationships and networking are critical in professional growth and business development.
• Adaptation and Resilience: Embracing challenges and learning from both peaks and valleys in one's career are crucial for growth and success.

QUOTES

• "Be the leader that you want to have."
• "Happiness fuels your success."
• "Individual success must never come at the expense of the team success."
• "Nervous can't exist in service."
• "We exist to help people be healthy and financially secure."
• "Treat people how you want to be treated; practice the golden rule."
• "By virtue of my success at work, when I build a new relationship, when I work in the right, I live in the right house or have the right job or drive the right car, I'm going to be happy, but instead, happiness fuels your success."

Find out more about Kevin C. Guthrie through the link/s below:
https://www.linkedin.com/in/kevincguthrie/

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

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

KEY TAKEAWAYS

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

QUOTES

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

Find out more about Sam Nelson through the links below:

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

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

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

This episode of Tech Sales Insights is the last part of our conversation with Matt Handler, President and COO of Coralogix. He discusses value selling and how the different departments must be aligned on what your value is to extract it in every part of your messaging. 

Matt also discusses retention and compensation. Coralogix boasts the best in class retention at 150% as they compensate salespeople for the right things, consider upsells and cross-sells as new business, and follow it up with attractive accelerators.

HIGHLIGHTS

• Product, marketing, sales, finance, and HR must know the product’s value intimately well
• Value selling: Constantly check your messaging
• Retention: Compensation drives behavior, so incentivize correctly

QUOTES

Align your messaging so value selling becomes organic - Matt: "Every conversation that we have, the frontline managers, second line managers, CRO, me, we are speaking the same language of ‘Do you understand what the current situation is? The pain? How do they measure that?’ 

‘What's the future stake? What is it that they're looking for and how does that apply to their business? How do we do it? How do we do it better? Who have we done it before?’ And we run those conversations all the time. And around that, did we need the economic buyer. ‘Do we have a champion? Do we understand the decision process?’ All of those things are built-in."

Compensate according to where you want to go as a company - Matt: "Incentivizing the right things, we make it fun. We pay well. I don't pay considerably over market for the initial OTE, I hate that. It's a personal thing for me. I want someone who's hungry to work here. We make sure that the quotas are great, that the territories are great. And then, as soon as you get over your quota, we absolutely crush it with accelerators."

Find out more about Matt and check out Coralogix’s open positions in the links below:

• LinkedIn: https://www.linkedin.com/in/matthandler/
• Website: https://coralogix.com/

Send in a voice message to us: https://anchor.fm/salescommunity/message

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

INSIGHTS OF THE DAY

PAUL: LINKEDIN AS A RELIABLE SALES TOOL

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

Find out more about Paul Hunter in the links below:

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

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

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

In this Tech Sales Insights episode, Randy Seidl is joined by Chuck Smith, VP of Business Development at IBM Infrastructure Group and Sales Community Advisory Board member. Chuck shares insights on IBM's infrastructure services, their pivot to 'as a service' models, and the importance of product-market fit and positioning. The discussion also covers Chuck's career trajectory, the role of sales engineers, and the evolving sales culture at IBM. Chuck emphasizes the value of networking, and maintaining personal relationships, and offers practical GTM tips for sales professionals. Sponsored by Sandler, this episode provides a deep dive into the strategies shaping IBM's market approach.

KEY TAKEAWAYS

• IBM’s GTM Strategies: Discussions about IBM’s focus on modernizing through AI and Hybrid Cloud technologies with an emphasis on go-to-market (GTM) strategies.
• As-a-Service Model: Chuck details IBM’s transition towards offering flexible “as-a-service” models to meet modern business needs.
• Importance of Partners: Emphasis on the critical role of channel partners in driving sales and customer relationships.
• Sales Enablement: The significance of sales enablement and training for successful GTM execution.
• Cultural Shifts: Tackling cultural shifts within IBM to support an annuity-based sales model as opposed to traditional transactional models.
• Career and Mentorship: Chuck shares insights on career growth, emphasizing the importance of mentors and maintaining professional networks.

QUOTES

• On Sales and Customer Relationships: "Salespeople are your customers. Always ensure you’re supporting them to the fullest."
• Regarding IBM’s Strategy: "IBM is much more modern than many perceive, given our investments in AI and Hybrid Cloud."
• On As-a-Service Models: "Adopting an 'as-a-service' model helps IBM offer cloud-like experiences for on-premise infrastructure."
• Sales Insights: "Know the company you’re selling to, understand their business needs, and remember you're selling yourself."
• Market Positioning: "The value proposition is critical. Understand what you're replacing or improving for the client."
• Tech-Sales Synergy: "Pre-sales resources, like sales engineers, are often the unsung heroes. They are vital to closing deals."
• Career Advice: "Keep your professional network in tune, and never take it for granted."

Find out more about Chuck Smith through the link/s below:
https://www.linkedin.com/in/chucksmith3/

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

This episode of Tech Sales Insights features Roger Sands, CEO of Wyebot. A high-powered team is behind the past and future successes of Wyebot. Roger shares how they create and retain these top performers and their focus on nurturing team members who share common values. He also provides his own sales prediction where sellers must return to some form of face-to-face interaction while also balancing the advantages of video selling to create successful partnerships.

HIGHLIGHTS

• Creating and retaining a high-powered team
• Build relationships with your team and customers to create conversations
• Sales leaders to emulate
• Predicting a return to face-to-face sales optimized by video conferencing

QUOTES

Create a high-powered team by listening to internal referrals - Roger: "Listen because they're going to have great ideas on how to solve the next challenge in scaling. Who to hire? They'll have contacts in the industry and the best hires are references, in most cases. Over half, I think, of the folks that we've hired in sales in the last 18 months came from internal referrals. So it's building this culture of wanting to do something special."

Balance the return to face-to-face with video sales - Roger: "I think the key thing here for not only Wyebot but for CEOs and sales leaders around the globe is the balance. How do we balance the leveraging, the technology because, of course, if you're always traveling continuously, there's a lot of time spent on that. The travel time, the expense associated with it. So there's a balance here where I don't think it makes sense to be travelling everywhere all the time, but also relying on video conferencing all the time is not the right solution either."

Find out more about Roger and explore their open sales positions in the links below:

• LinkedIn: https://www.linkedin.com/in/roger-sands-4142673/
• Website: https://wyebot.com/

Send in a voice message to us: https://anchor.fm/salescommunity/message

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

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

INSIGHTS OF THE DAY

TRAVIS: COMPANIES’ LACK OF SUPPORT

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

TRAVIS: OUTDATED INCENTIVES AND MOTIVATION TACTICS

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

TRAVIS: TIME TO DECONSTRUCT INCENTIVE PROGRAMS

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

Find out more about Travis Ashby in the links below:

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

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

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

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

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

INSIGHTS OF THE DAY

GABE: CHOOSING A MORE AGGRESSIVE COMPENSATION MODEL

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

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

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

Find out more about Gabe Pinchev in the links below:

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

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

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

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

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

INSIGHTS OF THE DAY

LISA: HOW SALES HAS BECOME STRATEGIC

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

LISA: ADVICE TO YOUNGER SELF

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

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

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

Find out more about Lisa Pope in the links below:

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

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

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

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

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

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

INSIGHTS OF THE DAY

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

Find out more about Frank Rauch in the link below:

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

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

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

This week's episode of Tech Sales Insights LIVE features guest Henri Richard, VP & Executive Partner, Global Sales Practice at Gartner

This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through their self-service ValueCloud Platform.

Send in a voice message: https://anchor.fm/salescommunity/message

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

INSIGHTS OF THE DAY

MANDY: FROM IN-HOUSE OPERATOR TO FOUNDER TO INVESTOR

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

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

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

Find out more about Mandy in the links below:

• Mandy Cole: https://www.linkedin.com/in/mandyhcole/
• Stage2 Capital: http://www.stage2.capital/
• mandy@stage2.capital: http://mandy@stage2.capital

Send in a voice message to us:

• Sales Community at Anchor.fm: https://anchor.fm/salescommunity/message

This episode of Tech Sales Insights is brought to you by 

• Sales Community: https://www.salescommunity.com/
• Salesbricks: https://linktr.ee/salesbricks

SALES: WE NEED MORE WOMEN!

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

INSIGHTS OF THE DAY

BETHANY: WHY SALES IS A GOOD CAREER FOR WOMEN

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

BETHANY: ADVICE FOR WOMEN IN THE TECH SPACE

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

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

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

Find out more about Bethany in the links below:

• Bethany Mayer | Box | Box.com

Send in a voice message to us:

• Sales Community at Anchor.fm

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

• Sales Community | OpenSymmetry

In this role, Meaghan is tasked with accelerating awareness and consideration in the Small Medium Enterprise (SME) segment for SAP as well as global partner revenue through channel marketing and commercial sales practices. Meaghan focuses on demand generation activities to provide SAP partners with innovative programs, campaigns, and resources that enable them to more efficiently market their SAP solutions and services. Prior to SAP, Meaghan was VP of channel and SMB strategy at HP. Before joining HP, she held various business and market development positions at Motorola, Pillar Data Systems, and BakBone Software. She also performed Strategic Alliances at Veritas and worked in Product Marketing and strategic sales account executive at Quantum Corporation. Meaghan studied international business, economics, and Japanese at Konan University in Japan and the University of Puget Sound in the U.S.

Send in a voice message: https://anchor.fm/salescommunity/message

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

INSIGHTS OF THE DAY

WHYNDE: 

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

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

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

Find out more about Whynde in the links below:

• Whynde Kuehn | S2e Transformation | Book

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

• Sales Community | OpenSymmetry

This week's episode is sponsored by Sendoso. Sendoso, the leading Sending Platform, helps companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. By integrating digital and physical sending strategies, companies can increase the effectiveness of their existing go-to-market programs and improve their relationships with customers.Trusted by over 800 companies, Sendoso is an essential part of successful demand generation, account-based, and customer experience programs.

Send in a voice message: https://anchor.fm/salescommunity/message

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

KEY TAKEAWAYS

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

QUOTES

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

Find out more about Paul Fipps through the links below:

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

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

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

This episode of Tech Sales Insights is the last part of our conversation with Eric Brock, Chairman & CEO of ONDAS Networks and Diana Shapiro, CEO of Dynam.AI. They talk about who their buyers are and what it takes to weather recessions and come out of them successfully. They also share some of the insights they've gained from mentors and their own personal experiences.

HIGHLIGHTS

• It takes different skill sets and experiences to be successful
• Automation helps cut costs in a recessionary time
• Selling to non-tech-savvy buyers in target markets
• Diana and Eric share about the mentors they've learned from and the things they also want to teach

QUOTES

Weathering the trying times in a struggling financial market - Eric: "You have to deal with outside forces. And today those forces are difficult, they're tightening up. I think in this environment, like everyone, you have to spend time prioritizing what you need to do. You could have a hundred things to do but you can actually do them all in the next 6 months and you have to make these difficult decisions."

Value selling when going through recessions - Diana: "The easiest way to increase the bottom line is by cutting costs. While that's not what salespeople want to hear, they can position themselves with companies that are looking to help companies reduce costs, increase ROI, and the very best way to accomplish that is through automation."

Find out more about our guests in the links below:

• About Eric
• About Diana

Send in a voice message to us: https://anchor.fm/salescommunity/message

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

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

OpenSymmetry | https://www.opensymmetry.com/

He is the Vice President and Channel Chief of the Americas Partner Organization at VMWare, where he is responsible for indirect routes to market for the Americas: United States, Latin America, and Canada, which includes Solution Providers, Corporate Resellers, Public Sector Partners, OEMs, Systems Integrators and Outsourcers, ISVs, and Distributors.

Prior to VMware, he was Group Vice President for the Alliances and Channels Sales organization in Oracle's North America Technology Division where he was recognized by technology news source CRN as one of the "Top 50 Most Influential Channel Chiefs." A fierce competitor, he is highly regarded by partners, peers, and team members for his deep understanding of channel and business fundamentals, combined with a data-driven, no-nonsense approach to delivering results.

Prior to Oracle, he was Senior Vice President of Worldwide Sales for the Cloud Systems and Solutions Group at Seagate Technology. His experience includes leading the Industry Standard Server and Storage business units at Hewlett Packard, where he held full P&L responsibility throughout the Americas region. He has also held leadership positions and senior sales roles at EMC, IBM, and McData Corporation.

He holds a B.S. in Business from DePaul University and has participated in the Harvard Executive Education Program.

Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Bill Swales.

Don't forget, three quick points:

1. Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates.
2. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
3. Our next guest will be KC Choi, EVP and Global Leader, B2B Mobile at Samsung - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.

Send in a voice message: https://anchor.fm/salescommunity/message

This episode of Tech Sales Insights is the second part of our conversation with Kevin Connolly, SVP of the North America Mid-Market at Dell Technologies. He shares about taking advantage of technology to inspect and provide feedback for those working remotely. Kevin also shares how ramping, productivity, and the sales cycle in the remote work environment have changed since Covid.

HIGHLIGHTS 

• How do you inspect in real-time those who are working remotely?
• What it means to marry sales, operations, marketing, and AI  
• The relationship with the inside seller
• Changes in ramping and the sales cycle since Covid hit

QUOTES

Getting sales, operations, marketing, and technology right - Kevin: "We try to really get them productive actions each week, each month, and each quarter. That's kind of the internal engine and, of course, the marketing. We're trying to ignite someone to come at us whether it's using that technology, or bots, or what have you." 

Customers still enjoy that relationship with the inside seller - Kevin: "I would say that in its simplest form, the complexity will drive the interaction. But it should return back to the owner inside to dictate and help the customer with their journey."

Find out more about Kevin in the link below:

• LinkedIn: https://www.linkedin.com/in/kevinconnolly222/

Send in a voice message to us: https://anchor.fm/salescommunity/message

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

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

Dell Technologies | https://www.dell.com/

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

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

KEY TAKEAWAYS

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

QUOTES

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

Find out more about Tom Hannigan through the links below:

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

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

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

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

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

INSIGHTS OF THE DAY

KIMBERLY: HAVE A MORE HOLISTIC APPROACH WITH CUSTOMERS

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

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

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

Find out more about Kimberly Dieter in the links below:

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

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

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

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

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

INSIGHTS OF THE DAY

TOM ON THE IMPORTANCE OF LEADERSHIP PRESENCE

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

Find out more about Tom Mendoza in the link below:

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

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

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

Join David Nour and Randy Seidl on this episode of the Sales Community's Tech Sales Insights Podcast with Greg Scorziello from London, UK.

Greg is a highly effective leader with over 30 years of experience creating and building international operations for early-stage and mid-size companies such as EMC when it was a sub 100 person entity.

Listen to learn how Greg helps leaders quantify the strategic value and commercial impact that their solutions/services deliver to their clients. His proven methodology has enabled businesses to increase average order size and gross profit by up to 10x which in turn has a material impact on accelerating business growth.

Greg is also our Tech Sales Insights Live on LinkedIn today at Noon ET - Join us!

Show notes from this podcast will be featured in the Sales Community.

Send in a voice message: https://anchor.fm/salescommunity/message

Join Randy and Nour to welcome Rick Diana, Talent Agent at Trinitas Talent Management onto this weeks episode of Tech Sales Insights LIVE: 'Talent Agent for Business Leaders'

Send in a voice message: https://anchor.fm/salescommunity/message

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

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

INSIGHTS OF THE DAY

TRAVIS: THE PAIN POINT THAT WORKLYFE IS TRYING TO SOLVE

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

TRAVIS: SURFACING WHAT REALLY MATTERS

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

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

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

Find out more about Travis Ashby in the links below:

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

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

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

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

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

INSIGHTS OF THE DAY

DAN: GIVING BACK ANG HELPING EACH OTHER OUT

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

DAN: LEARNING FROM LOWER PEERS

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

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

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

Connect with Dan Zugelder:

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

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

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

Join Randy and Nour to welcome Andy Brown, CEO & Founder of Sand Hill East onto this weeks episode of Tech Sales Insights LIVE: 'The Other Side of the Desk: A View on Acquiring New Technology'

Send in a voice message: https://anchor.fm/salescommunity/message

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

INSIGHTS OF THE DAY

PAUL: THE FUTURE IN TECH SALES IS BRIGHT

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

PAUL: THE PORTFOLIO SHIFT FROM HARDWARE TO CLOUD

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

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

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

Find out more about Paul Hunter in the links below:

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

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

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

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

INSIGHTS OF THE DAY

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

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

WHYNDE: INSIGHT ON SPIRITUAL FOUNDATION AS A LEADER

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

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

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

Find out more about Whynde in the links below:

• Whynde Kuehn | S2e Transformation | Book

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

• Sales Community | OpenSymmetry

Join Randy and Nour as they welcome on Sue Barsamian as this weeks featured guest on Tech Sales Insights LIVE. Sue currently sits on the board of a number of companies including Five9, Box, NortonLifeLock, Gainsight, and Xactly Corp.

Send in a voice message: https://anchor.fm/salescommunity/message

HUMAN INTERACTIONS ARE IRREPLACEABLE

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

INSIGHTS OF THE DAY

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

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

DAVID: RELATIONSHIPS ARE ABOUT INDIVIDUALS

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

DAVID: IT’S ABOUT THEM GETTING BETTER

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

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

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

Find out more about David in the links below:

• David Nour | The Nour Group | NourGroup.com

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

• Sales Community | OpenSymmetry

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

INSIGHTS OF THE DAY

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

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

LISA: DIVE DOWN AND LEARN

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

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

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

Find out more about Lisa Pope in the links below:

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

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

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

Join Randy and Nour as they welcome Mark Parrinello, Senior VP of Worldwide Sales at SentinelOne onto Tech Sales Insights LIVE

Send in a voice message: https://anchor.fm/salescommunity/message

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

KEY TAKEAWAYS

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

QUOTES

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

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

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

WHAT AWAITS US IN THE FUTURE OF SALES?

Welcome to another series in Tech Sales Insights, and in this series, we have John Barrows, CEO of Sell Better by JB Sales, and the author of I Want To Be In Sales When I Grow Up.

To kick off this series, John will be talking about the future in sales, particularly on design thinking, how technology is taking over and the impact of technology on sales. So tune in and learn more!

HIGHLIGHT QUOTES

JOHN: DON’T SELL IT IF YOU’RE NOT EVEN USING IT

“I can't stand trainers that don't use their own stuff when they're selling I mean it's weird to even experience that. So yeah, we use our own techniques. We do everything I mean, obviously, and other people's stuff too. I mean there's no one right answer and sales anymore.”

JOHN: THE BOTTOM-UP APPROACH

“There's the bottom-up approach, which I think a lot of people look at, from like a PLG standpoint, like a product-led growth approach, where you get it in the users, and then you cross it, and then you go up. But the bottom-up approach also from gathering insights at the bottom layer, and almost looking at it as design thinking for sales.”

Find out more about John in the links below:

• John Barrows
• Sell Better by JB Sales
• SellBetter.xyz

Send in a voice message to us: 

• https://anchor.fm/salescommunity/message

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

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

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

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

INSIGHTS OF THE DAY

ROI: FOCUSING AND BUILDING A CASE AROUND THE PAIN

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

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

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

Connect with Roi Carmel and Nadav Efraty:

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

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

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

The great content in this book includes 400+ best practices/ideas/suggestions:
- A sales IQ assessment
- 134 best practices submitted by 97 Sales Community Advisory Board members, some of the best in the industry
- 2 handbooks from Walter Brown (long time EMC sales consultant) with 190 rules/best practices, timeless words of wisdom, one focused on sales reps and another on sales managers
- 72 best practices from Tony and Randy
- A summary of current tech sales methodologies
- A VIP one-sentence summary of each of the best practices from Tony and me Don't miss what promises to be an exceptional discussion of B2B Tech Sales best practices, found anywhere!

Send in a voice message: https://anchor.fm/salescommunity/message

INSIGHTS OF THE DAY

BILL: BUSINESS PROCESS REENGINEERING FOR MAXIMUM PRODUCTIVITY

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

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

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

Find out more about Bill Walsh in the links below:

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

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

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

Alexander Group:

 https://www.alexandergroup.com/

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

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

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

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

INSIGHTS OF THE DAY

ROI: SPOTLIGHT’S DISCOVERY GUIDING CAPABILITY

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

NADAV: EMPOWERING THE SELLER-CHAMPION INTERACTION

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

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

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

Connect with Roi Carmel and Nadav Efraty:

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

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

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

This episode is sponsored by our two Up & Coming Sponsors salesbricks and Spotlight.ai.

Salesbricks , our CPQ sponsor, is a better way to manage quote-to-cash for your enterprise, inside-sales, and self-service go-to-market motions.

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

Send in a voice message: https://anchor.fm/salescommunity/message

This episode of Tech Sales Insights is the last part of our conversation with Annelies Husmann, Head of Enterprise Sales and Growth at Gong. She shares some of the best advice she had learned over the years, including riding out overwhelm by focusing for 24 hours.

She also discusses the importance of building multi-threaded relationships at the executive level. In sales, she comments on the magic of in-person meetings and the need to balance it with the mandate of doing things online.

HIGHLIGHTS

• Sales and rev ops are strategic counterparts of sales
• Advice: Focus and ride out your ship in 24 hours
• Building longer-term relationships with executives 

QUOTES

Sales and rev ops allow teams to see around corners and execute more effectively - Annalies: "The importance of rev ops and sales ops and having a great strategic counterpart to help balance you out is just so mission-critical nowadays. And it's been great to see even how our team has evolved over the last couple of years."

The best advice a former manager taught her - Annalies: "No matter what the problem is, if you really do take away distractions and focus on something, you'll probably be able to ride or at least have a path forward within 24 hours."

Find out more about Annelies in the link below:

• About Annelies

Send in a voice message to us: https://anchor.fm/salescommunity/message

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

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

OpenSymmetry | https://www.opensymmetry.com/

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

INSIGHTS OF THE DAY

JOE: ADVICE FOR PEOPLE BREAKING INTO TECH SALES

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

JOE: ADVICE FOR LAID-OFF PEOPLE

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

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

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

Find out more about Joe Koenig in the links below:

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

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

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

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

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

INSIGHTS OF THE DAY

KIMBERLY: THE IMPORTANCE OF ATTITUDE, ACTIVITY, AND ACCOUNTABILITY

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

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

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

Find out more about Kimberly Dieter in the links below:

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

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

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