Explorez tous les épisodes du podcast Tech Sales Insights
| Titre | Date | Durée | |
|---|---|---|---|
| E182 - Building a Winning Sales Culture with Steven Jow | 05 Oct 2024 | 00:50:31 | |
In this episode of Tech Sales Insights, Randy Seidl is joined by Steve Jow, EVP of Sales at TD SYNNEX, to discuss strategies for building a winning sales culture. Steven shares insights from his 34-year career at TD SYNNEX, emphasizing teamwork, customer focus, and leveraging partnerships. The role of culture in sales performance is highlighted, along with the integration of AI and technology for enhanced efficiency and solutions selling. Steve’s experiences and anecdotes provide a personal touch to his professional philosophy, underscoring the value of optimism and a service-oriented approach in the tech sales industry. KEY TAKEAWAYS
QUOTES
Find out more about Steven Jow through the link below. 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. | |||
| E181 - Outcome Based Selling featuring Scott Harvey | 30 Sep 2024 | 00:48:51 | |
In this episode of Tech Sales Insights, Randy Seidl is joined by Scott Harvey, Chief Customer Officer of Sprinkler. They delve into Scott's career journey, from broadcast journalism major to tech sales leader. They explore the importance of outcome-based selling and value creation in the sales process, emphasizing the critical role of customer relationships and consultative selling. Scott shares insights on transitioning strategies at major companies like VMware, ServiceNow, and Stripe, highlighting the significance of personalized engagement and value selling in post-sales and customer success. The conversation underscores the need for continuous sales training and the collaborative effort of teams in achieving success. Sponsored by Octus IQ, the episode offers a deep dive into modern sales strategies and leadership in a rapidly changing market. KEY TAKEAWAYS
QUOTES
Find out more about Scott Harvey through the link below. This episode is sponsored by AuctusIQ, the Sales Performance Assessment sponsor of the Sales Community. AuctusIQ is a sales data and science software company, with the mission of providing the right data to solve your three biggest challenges: selecting and retaining exceptional talent, coaching to ensure readiness to meet or beat quota, and winning more deals. | |||
| E172 - Software Sales Success featuring Vinay Nichani | 28 Jun 2024 | 00:52:10 | |
In this episode of Tech Sales Insights, Vinay Nachani, VP Worldwide Software Sales at Cisco, joins Randy to discuss software sales success, enterprise agreements, and sales transformation. Vinay shares his journey from an engineering background to a pivotal sales leadership role, highlighting the importance of customer trust, strategic partnerships, and the evolution of Cisco's software offerings. The conversation covers effective sales enablement, leveraging customer renewals for growth, and the significance of meditation and personal grounding in navigating a high-stakes career. Vinay also acknowledges the invaluable support of mentors and the diverse talent within his teams. KEY TAKEAWAYS
QUOTES
Find out more about Vinay Nichani through the links below: ttps://www.linkedin.com/in/vnichani/ 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. | |||
| E114 Part 3 - CONSISTENCY AND RESILIENCE: Persevering and Learning Anywhere, Anytime with Joe Koenig | 10 Mar 2023 | 00:13:47 | |
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!
Find out more about Joe Koenig in the links below:
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| E114 Part 2 - PERSEVERANCE PREVAILS: Joe Koenig on Overcoming Challenges at Work and Home | 08 Mar 2023 | 00:23:39 | |
Welcome to another episode of Tech Sales Insights, where Randy and Joe are up for round 2 of their conversation. In this episode, Joe talks about how leveraging the best and most disruptive technologies from partners help provide real outcomes for customers. The two discuss how data and feedback can be used to improve customer experience and how partnering with the right companies can create an ecosystem that drives innovation. Stay tuned for more in this latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY RANDY: HOW TECH SALES HAVE CHANGED “Back in the old days, it was, you’re selling in any of those platforms, and that was the sale. Now, you've got your intellectual property, your secret sauce, around the methodologies and service providers, and business outcomes. You're slotting in, obviously, all these different technologies that help with the outcome, but kind of this other layer in terms of the differentiation, so you're just not reselling.” JOE: HOW LEADERS PLAY A ROLE IN GETTING PEOPLE TOGETHER “I think we have to be more intentional about bringing people together at the right times for the right reason, understanding that people have cost challenges. But what can we do to help enhance and drive this culture in a different way, some people are a little bit more remote now, and it's up to our leaders and managers to help provide feedback and an additional perspective on the best ways you can accomplish that, knowing that we have to have some face-to-face with them.”
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| E114 Part 1 - POWERING THROUGH: Practicing Perseverance at Work and at Home with Joe Koenig | 06 Mar 2023 | 00:19:32 | |
It’s another episode series here at Tech Sales Insights, and today, Randy welcomes a long-time friend, Joe Koenig, President at World Wide Technology. Joe will be talking about perseverance at work and at home, and in this first installment, he focuses on his first job, the challenges he went through, and his key takeaways after. Stay tuned for more as Joe talks about the evolution of tech in sales in this latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY JOE: DRIVING TECHNOLOGY AND BUSINESS OUTCOMES “We're very careful about prescribing whether it's cloud and cyber and data, and infrastructure modernization is still a play that's out there that we spend a lot of time on, and really ultimately driving technology and business outcomes. And so that's what we have to do. You know, we have to understand our customers care about what's important, their measures of success, and then tailor what our business is all about to create those outcomes, and that's where we spend a lot of focus.” JOE: ALWAYS HAVE THE PASSION TO LEARN “I always really promote to our sales team, you have to have a passion for learning. If you don't have that passion to learn, then that's a problem because things are moving fast, and you need to move fast, and then stay ahead of that curve.”
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| E113 Part 3 - FORTIFYING BRIDGE: The Bridge to a Healthier Relationship with Travis Ashby | 03 Mar 2023 | 00:16:42 | |
TIME TO ACHIEVE THE WORKLYFE BALANCE YOU TRULY DESERVE Travis Ashby is back to talk further about work-life balance and how Worklyfe can help companies and salespeople alike achieve it. Together with Randy, Travis will be talking about Worklyfe becoming a bridge for eroding relationships, his advice for people trying to break into tech sales, the startup founders he admires and respects, and many more. Make sure to stay tuned until the end as Travis will be discussing how you can set up your own Worklyfe account.
INSIGHTS OF THE DAY TRAVIS: WHAT COMPANIES SHOULD REALLY DO “What companies need to be doing though is just find how to help them inspire work while they're there, and then the whole goal is, the whole key is to help them accomplish what they want in work and life, and so I tell companies all the time, stop talking about yourself like nobody cares about your company, or making you rich or your investors. Nobody cares about your mission, vision, or goals unless you care about theirs. You've got to start with them first.” TRAVIS: ADVICE FOR PEOPLE BREAKING INTO TECH SALES “Find those people that you admire or respect, and I would say find the people that sell the right way. Find the people that sell with empathy and ethics, and that lead out with relationships because people want to do business with people they like. So find out how to be likable, and figure out how to create a likable personality, because people will just want to do business with you.”
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| E113 Part 2 - HAPPINESS EQUATION: The Ins and Outs of Worklyfe with Travis Ashby | 01 Mar 2023 | 00:13:49 | |
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.
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.”
“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!
Find out more about Travis Ashby in the links below:
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| E113 Part 1 - WORKLYFE BALANCE: Travis Ashby’s Journey In Sales And Conceptualizing Worklyfe | 28 Feb 2023 | 00:17:39 | |
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.”
“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?”
“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:
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| E112 Part 3 - DISRUPTIVE: Innovation, Technical Skills, and Sales Leadership with Paul Hunter | 24 Feb 2023 | 00:16:49 | |
HOW DOES A SALES LEADER JUGGLE INNOVATION, SKILLS, AND MANAGEMENT? Paul Hunter is back to close his interview with round 3 with Randy. In this episode, Paul gives his insights on the need to evolve compensation to drive behavior for better performance, the primary goal of a Chief of Staff, the kind of skills needed to be a good salesperson, and advice for the younger generation and to his younger self. Let’s get a deep dive into these topics in this latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY PAUL: THE GOAL OF A CHIEF OF STAFF “One of the things you learn in the Chief of Staff job it’s not enough to make the principal successful, you've got to make the principal and their team successful.” PAUL: FORMULA OF A GOOD TECH SALESPERSON “Good listening skills, good questioning skills, I have always found in the best technical people, but built on a foundation of great knowledge.” Don’t miss out on our previous episodes and watch out for the next ones:
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| E112 Part 2 - GOING THROUGH CHANGES: Reconfiguring and Evolving Sales Teams with Paul Hunter | 22 Feb 2023 | 00:17:33 | |
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:
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| E112 Part 1 - IN FOR THE HUNT: Paul Hunter’s Sales Story And Insights On Social Sales Tools | 20 Feb 2023 | 00:17:56 | |
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.
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.”
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| E111 Part 3 - VALUE POSITION: The Power of Value-Based Selling and More with Costa Harbilas | 17 Feb 2023 | 00:19:47 | |
Costa Harbilas is back for one last round with Randy, and in this episode, he talks about the power of value-based selling. As a huge believer in it, Costa breaks down why it is helpful, the impact it brings, and how you can do it right. He will also be answering questions about advice for people breaking into the tech space, working at Intapp, and many more. Learn more about Costa and his work in this latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY COSTA: COLD-CALLING IS NOT DEAD “I'm a huge believer in value-based selling, and I don't believe you can sell anything unless you have a great match. Nobody wants to buy a thing, they want an outcome, and so we have to have a case for change. And you have to understand the current state of why it's not good enough. So you know why they're gonna buy anything, you build the case, and you differentiate why you're the solution of choice where you've done it successfully in the past. And then you got to figure out the compelling event and why they can't wait for the why that why the value is so impactful, they got to do it now.”
Don’t miss out on the previous episode and watch out for the next ones!
Find out more about Costa Harbilas in the links below:
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| E171 - Tips to be a Better X-Functional and Strategic Thinking CRO featuring Rick Scurfield | 24 Jun 2024 | 00:49:03 | |
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
QUOTES
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. | |||
| E111 Part 2 - OUTREACH DYNAMICS: Discussing Effective Customer Outreach with Costa Harbilas | 15 Feb 2023 | 00:19:14 | |
Costa and Randy are back to discuss the importance of effective customer outreach when it comes to getting new customers. They discussed the importance of doing research and being sincere and knowledgeable when cold-calling customers. The two also talk about taking advantage of every sales call, sales models, company results, and many more. Join Costa and Randy in this latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY COSTA: COLD-CALLING IS NOT DEAD “I don't think it is, and we have a team that does outreach, you gotta reach out with email and phone. I think it's about being effective in what you say.”
“Every single call, you take advantage, any call any presentation you're at, any sales call notes that you see, proposals, everything's a coaching opportunity.”
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| E111 Part 1 - ONE OF A KIND: The Uniqueness of Selling Into Partner-Led Models with Costa Harbilas | 13 Feb 2023 | 00:21:32 | |
Today, Randy welcomes Costa Harbilas to discuss the uniqueness of selling into partner-led business models in the professional and financial services industries. In this first part of their conversation, Costa talks about how he get started in the industry, his advice to the next generation of top talent, and the importance of providing real-time feedback. These, and many more, in this latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY COSTA: TRAITS OF A GREAT SALES LEADER “It's about hard work. It's about being smart. It's about being intellectually curious. It's about being situationally aware, right, having a high level of emotional intelligence, not just regular intelligence, and just a tremendous amount of grit, right, passion, and perseverance.” COSTA: IMPORTANCE OF GIVING FEEDBACK “That real-time feedback in corrective action is important. It's like a coach. You got to be able to provide people feedback…”
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| E110 Part 3 - SPIRITBOUND: Changes, Engagement, and Spiritual Leadership With Whynde Kuehn | 10 Feb 2023 | 00:13:56 | |
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!
Find out more about Whynde in the links below:
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| E110 Part 2 - MULTIDIRECTIONAL: Directional Approaches Within The Hybrid Environment | 08 Feb 2023 | 00:23:17 | |
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.
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.”
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| E110 Part 1 - STRATEGY TO REALITY: A Look Into Whynde Kuehn’s Insights On Business Architecture | 06 Feb 2023 | 00:20:21 | |
In this episode, Randy welcomes Whynde Kuehn, author of the book Strategy to Reality: Making the Impossible Possible for Business Architects, Change Makers and Strategy Execution Leaders. Whynde shares her humble beginnings and how she got into sales. Whynde’s conversation with Randy centers on the importance of Vision and Mission statements, their parallels with strategies, the importance of business architecture in designing strategies, and many more. Learn more about Whynde in this latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY WHYNDE: ALIGNMENT OF STRATEGY AND CAPABILITIES THROUGH BUSINESS ARCHITECTURE “The architecture sort of the golden thread, right, allows us to keep this continual balance and alignment between strategy, the capabilities we're investing in, and the initiatives and solutions, especially if we need to replan what we're doing very quickly.” WHYNDE: INSIGHT ON VISION, MISSION, AND STRATEGIES “Those are sort of the blocks that we anchor back to. And they're, they're also the things that nobody kind of thinks about on a day-to-day basis unless you bring it up, where things start to change, which is where I focus is the strategies, the goals, the objectives, the metrics, the courses of actions, the where we play, how we win, and that's where we spend most of our time because that's where the change is happening, and that's where we need to be really clear.”
Find out more about Whynde in the links below:
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| E109 Part 3 - TOP-NOTCH: Kevin Delane Shares Best Practices For Growing A Successful Sales Career | 03 Feb 2023 | 00:16:57 | |
It’s the final round with Kevin Delane, and in this episode, he shares his advice for people that have been impacted by recent layoffs in tech sales. Delane suggested keeping one's network active and looking for new opportunities. He also reminded people not to get too down, as the market will eventually turn back around. Kevin also discusses Cohesity’s best practices for marketing, sales, and RevOps with channel partners. Stay tuned for more great insights from Kevin in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY KEVIN: ADVICE FOR THE PEOPLE WHO WERE LAID OFF “The market will always go up and down, and technology will continue to grow. And there's, you know, there's plenty of jobs and right opportunities. So if people are impacted that I'll guarantee you, there are companies out there that are looking to either top grade, or bring great people in. So keep your network out there, keep your network going. And don't get down at some point in time because the market is going to turn back.” Don’t miss out on the previous episodes with Kevin and watch out for the next ones!
Find out more about Kevin in the links below:
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| E109 Part 2 - TOPGUN: Creating Top-Notch Go-To-Market Culture with Kevin Delane | 01 Feb 2023 | 00:21:25 | |
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!
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| E109 Part 1 - KEVIN IS IN: Meet Kevin Delane, CRO of Cohesity | 30 Jan 2023 | 00:21:39 | |
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.”
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| E108 Part 3 - POWER TEAM: The 3 Main Relationship Types To Engage With David Nour | 27 Jan 2023 | 00:23:31 | |
GET OUT AND GET RECONNECTED Randy is back with David Nour, and today, they talk about the 3 types of relationships. David breaks down each type from Personal, Functional, to Strategic relationships. He also explains why strategic relationships are the ones you should keep not only for your business but also for those you have the relationship with. David and Randy also discuss that it is high time to start going out and reengaging to the world. Learn more in this latest episode of Tech Sales Insights.
DAVID: BREAKING DOWN THE STRATEGIC RELATIONSHIP “Most people I meet have plenty of the first two, they're really missing out on the third one, which is your strategic relationships. These are relationships, beyond coaches, beyond mentors, beyond great bosses, they see the best version of you, and they push you to constantly raise the bar on who you are, how you show up, not just how you perform, but the human being that you become, and the manager and the leader that you become.”
Don’t miss out on the previous episodes with David and watch out for the next ones!
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| E108 Part 2 - YOU ARE MY ASSET: Relationships As Important Business Assets with David Nour | 25 Jan 2023 | 00:21:10 | |
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.
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.”
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| E170 - How to Build Consistently Effective Sales Conversations featuring Jim Karrh | 10 Jun 2024 | 00:51:04 | |
In this episode of Tech Sales Insights, Jim Karrh, a Consultant & Professional Speaker at Karrh & Associates, shares his expertise on building consistently effective sales communications and conversations. He emphasizes the need for strategic thinking and offers insights into how sales organizations can structure their conversations to improve results. Other topics include the use of AI and technology in enhancing sales effectiveness, and the critical elements of successful sales playbooks. KEY TAKEAWAYS
QUOTES
Find out more about Jim Karrh through the links below: This episode is sponsored by Humantic AI. Humantic AI is a Buyer Intelligence platform for revenue teams. Top revenue teams use Humantic’s Personality AI to identify early adopters, help their BDRs personalize outreach and enable their AEs with vital customer insights for every deal. | |||
| E108 Part 1 - IN A RELATIONSHIP: Your Network, Your Net Worth, And Your Business Relationships with David Nour | 23 Jan 2023 | 00:21:41 | |
RELATIONSHIP IS ARGUABLY THE FUNDAMENTAL ELEMENT OF A BUSINESS In this episode, Randy welcomes David Nour, CEO of the Nour Group, and the author of Relationship Economics. David will be discussing the importance of learning that building relationships is a teachable skill, one that is objective and quantifiable, and not some simple soft skill. David will also talk about the third edition of his book which was made due to the global changes in business after the pandemic. Find out more in this latest episode of Tech Sales Insights.
DAVID: CHANGE IS COMING SOON “We got to stop calling these things soft skills because we've quantifiably proven that relationships can accelerate, go-to-market relationships can accelerate you identifying and recruiting exceptional talent, relationships can dramatically shorten ramp-up time and time to cash. So it is quantifiable, it's essential. And still, it is not taught in many organizations, and we believe it can be a teachable skill.”
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| E107 Part 3 - NETWORK BRANDING: Building Your Personal Brand with Networking | 20 Jan 2023 | 00:17:28 | |
IT'S NOT WHO YOU KNOW, BUT WHO KNOWS YOU David is back to close the episode and today, he will be discussing with Randy the importance of networking and how it can be leveraged to build a personal brand. David explains how he when leaving IDC, had to start all over again by putting out content and slowly building up his personal and company brand. All these and more in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAY DAVID: CHANGE IS COMING SOON “Networking is super important, but I think it goes back to, who knows, I think you should write as much as possible. When you write things down, it forces you to think more clearly, and when you publish, even though you might have one person or two people, your family reading this stuff, or watching this stuff, you got to start somewhere.”
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| E107 Part 2 - SUPERCLOUD: The Rise Of Supercloud And Changes In Data Usage With David Vellante | 18 Jan 2023 | 00:16:12 | |
A MAJOR CHANGE IS ABOUT TO COME David Vellante is back for another round and in this episode, he and Randy will be discussing the concept of cloud computing and the use of data in the cloud. David also hypes up the rise of the “Supercloud” and how it works. They will also discuss how organizations are increasingly able to use data in new ways, such as through AI and machine learning. Find out more in this latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY DAVID: CHANGE IS COMING SOON “I think you're gonna see a major change in how data is used, it's going to be in the hands of the domain experts, the business people, it's going to be increasing, it's already decentralized physically. But increasingly, organizations are going to be able to use data in new ways.”
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| E107 Part 1 - IT’S GETTING CLOUDY: The Future of Business Through the Cloud with David Vellante, Part 1 | 17 Jan 2023 | 00:18:47 | |
In this episode, David Vellante, Co-founder & CEO of SiliconANGLE, & CO-host of theCUBE, together with Randy talks about the future of data in the cloud and how it can be leveraged to improve sales. Tune in to learn how David got into the Tech industry and how he eventually went into sales. Find out more about David in this latest episode of
INSIGHTS OF THE DAY DAVID: THE EVOLVING DEFINITION OF DATA “Definition of data is evolving. And I think it's changing where, you know, data is a fundamental component of an organization’s competitive advantage.” DAVID: HOW THE CHANGES IN THE CLOUD ACCELERATES EVERYTHING “The cloud is definitely changing that allows people to move faster, it puts data in the hands of business people like ourselves, salespeople, line of business people, product people, and this notion of self-service architecture, but the technology being such that it allows the data to be shared safely, securely in a governed manner, is something that is really coming to the fore in the 2020s.”
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| E106 Part 3 - EXECUTIVE ADVICE: Bethany Mayer’s Advice On Industrial Logic And Career Growth in Tech Sales | 13 Jan 2023 | 00:29:33 | |
In this episode, Randy and Bethany are back to discuss channel partners and building a career in tech sales. In order to sell more and make more money, companies should consider using channel partners. Channel partners have their own relationships and can provide advice and guidance to companies. Bethany also discussed her advice for people aspiring to get into executive leadership. Learn more in this latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY BETHANY: SOLIDIFY YOUR NETWORKING “So you really got to do your networking. And even if you just you know, have a cup of coffee with people and do a zoom session, just connect as much as possible and tell people what you're looking for. Again, they don't know if you don't tell them.” BETHANY: STAY IN TOUCH WITH HEADHUNTERS “Probably sometime at some point in your career, you've been contacted by a headhunter. My advice is you make friends with those people, you know who they are, right, and you go back to them in times that are tough because those are the folks who also can help you.”
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| E106 Part 2 - WOMEN’S RALLY: Exploring the Opportunity for Women in Sales with Bethany Mayer | 12 Jan 2023 | 00:09:26 | |
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”
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| E106 Part 1 - BOXED UP: Bethany Mayer's Board Insights On Box Stock Performance | 09 Jan 2023 | 00:22:27 | |
Bethany Mayer is a highly respected executive in the tech industry, with a background in engineering and marketing. She started her career at the Skunk Works division of Lockheed, working on the F-117 stealth fighter. She then went on to hold various executive positions at HP, where she was responsible for taking shares and growing the business. Bethany is known for her technical and go-to-market chops, as well as her no-nonsense approach to getting things done.
Find out more about Bethany and her work in this latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY BETHANY: ADVICE FOR WOMEN IN THE TECH SPACE “My advice for women is you can do anything you dream of, honestly, if I can do it, you can do it. It is there for you, and you, if you give yourself the credit that you deserve, and you have sponsors that I'm sure you will have around you, you can do anything.”
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| E105 Part 3 - HOT SEAT: Mandy Cole On Questions About PLG, Challenges, and Product Market Fit | 30 Dec 2022 | 00:15:28 | |
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.”
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| E105 Part 2 - DATA-DRIVEN ADVICE: Planning Ahead With A Data-Driven Approach with Mandy Cole | 28 Dec 2022 | 00:17:22 | |
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.”
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| E105 Part 1 - TAKING THE LEAP: Growth Benchmarks And Planning For 2023 with Mandy Cole | 26 Dec 2022 | 00:18:52 | |
Ever thought of growing to your Stage 2 and beyond?
THE TIME IS NOW. Mandy Cole, a partner at Stage 2 Capital, joins Randy to discuss growth benchmarks for 2023. Mandy shares her own experience in handling growth and presents her personal benchmark for growth with the companies she is working with. Stay tuned to the end as Mandy also talks about the book she is currently working on that you might be interested in. Find out more in this latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY MANDY: HER PERSONAL BENCHMARK FOR GROWTH “We want to see that people are being smart about their growth that their focus first on how do I make my current customers successful, and make sure I'm growing them versus just throwing more into the portfolio or into their customer base.”
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| E169 - People, Scale and Innovation: the Three-Legged Stool of Successful Revenue Operations | 03 Jun 2024 | 00:46:16 | |
In this episode of Tech Sales Insights, Randy Seidl is joined by Jim Delia, SVP of Global Revenue Operations at Workday, to discuss the critical components of successful Revenue Operations. The conversation covers core topics such as the three-legged stool of people, scale, and innovation. They delve into the importance of effective outbound sales strategies, leveraging AI, and optimizing tech stacks. Jim also shares insights from his career path, the importance of mentorship, and his passion for diversity, equity, and inclusion (DEI). An engaging conversation filled with practical advice for sales and RevOps professionals. KEY TAKEAWAYS
QUOTES
Find out more about Jim Delia through the links below: https://www.linkedin.com/in/jimdelia/ This episode is sponsored by Phone Ready Leads, the Audience Activation sponsor of the Sales Community. Sales teams using Phone Ready Leads® average a 21.3% dial to connect rate with key decision makers (A live conversation every ~5 dials), and average ~10 conversations with key decision makers for every 50 outbound dials they make. | |||
| E104 Part 3 - WHAT LIES AHEAD: More About Blockchain, Crypto, And NFTs, Now And Beyond | 23 Dec 2022 | 00:14:45 | |
INTO THE RABBIT HOLE Our interview with Bennett Collen is coming to a close, but Randy still has a lot more to ask, so in this episode, Bennett will be discussing more about Blockchain and Crypto in-depth. Tune in to learn more and find out what awaits for Blockchain and Crypto in the coming years, only here, in the latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY BENNETT: PREDICTIONS FOR CRYPTO AND BLOCKCHAIN “I think the crypto and blockchain will have made it when people stop talking about it when it kind of like fades into the background as a technology that enables these better experiences.”
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| E104 Part 2 - NFTs FOR SALE! Utilizing, Marketing, And Selling NFTs With Bennett Collen | 21 Dec 2022 | 00:16:14 | |
WHAT DOES AN NFT DO? HOW DO YOU EARN FROM IT? NFTs, though have been in the market for quite some time, are still a pretty new concept in the eyes of a lot of people. In this episode, Bennett explains from his experience what NFTs do, how they are being marketed, and how they are sold. If you are interested in NFTs as a revenue stream, tune in to the latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY BENNETT: HOW NFTs ARE USED OR DISPLAYED “In terms of like the digital artwork itself, there are digital galleries where you can display all the entities that you own, I think the use cases for that eventually will get more interesting right now is more of a novelty, but from an Endstate perspective, we think of it as the utility that it gets you in the real world, as opposed to what you do with the digital artwork itself.” BENNETT: REVENUE-GENERATING INVOLVEMENT OF COLLABORATORS “We take a different approach to the traditional companies where we are involving the collaborator directly in the economics of the sale, instead of just saying, hey, we'll pay you an endorsement fee upfront, and then we make all the money on the back end, and we sort of sign them up as partners because we want them to have real skin in the game and interest in the collection doing well.”
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| E104 Part 1 - META-PURSE: Blockchain, Cryptos, and NFTs with Bennett Collen | 19 Dec 2022 | 00:15:52 | |
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.”
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| E103 Part 3 - RELATIONSHIPS, IN & OUT: Customer And Company Relationships With John Barrows | 16 Dec 2022 | 00:17:51 | |
IT’S NOT HOW LONG THE RELATIONSHIP IS THAT MATTERS, IT’S THE VALUE THAT COMES FROM IT It’s part 3 with John Barrows, CEO of Sell Better by JB Sales, and the author of I Want To Be In Sales When I Grow Up. In this episode, John will be talking about the future of sales, particularly on the benefits of getting fired, the power of values in sales, sales rep job hunting tips, the importance of personal branding in today's job market, the value of relationships in sales, importance of a good customer relationship. So tune in and learn more!
HIGHLIGHT QUOTES JOHN: FIND YOUR CORE VALUES FOR FINDING COMPANIES TO WORK FOR “What I encourage people to do right now is go through the value exercise, start, if you just got laid off, go through the value exercise, you can Google it, say I want a core value exercise. And usually what it is, is like 50 core values, you choose 20 of them, then you get down to five, and then you prioritize those five. And if you really think through those values of yours, and your center and you're like these are my values, this becomes now your decision stack.” JOHN: BUSINESS RELATIONSHIPS ARE NOW ALL ABOUT VALUE “I'll boil it down into relationships, the value of relationships has gone from golfing and you know, steak dinners to VALUE period.”
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| E103 Part 2 - TECH DILEMMA: The Impact Of Technology To The Sales Profession With John Barrows | 14 Dec 2022 | 00:20:21 | |
IS TECHNOLOGY FOR BETTER OR FOR WORSE? It’s part 2 with John Barrows, CEO of Sell Better by JB Sales, and the author of I Want To Be In Sales When I Grow Up. In this episode, John will be talking about the future of sales, particularly on the benefits of in-person networking for sales reps, the importance of work-life integration, the impact of platforms on sales, the generational divide in the workplace, and the impact of recent layoffs in tech sales. So tune in and learn more!
HIGHLIGHT QUOTES JOHN: NETWORKING IS CRITICAL IN SALES “I think that a sales rep has to be in the office for the first two years of their sales career. Because you've learned so much just by being around other people, and listening in and osmosis and all that other stuff. So I just think it's a critical part that I'm worried right now is being ripped away from their development,” JOHN: THE SECRET TO SUCCESS IS WORKING YOUR ASS OFF “what's the secret to success? And it's easy, it's working your ass off. That's the secret to success, people say to work smart, but I’m like Shut up. You got to work. Yeah, fine, work smart. But you got to work your ass off to be successful in this game and in any game.”
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| E103 Part 1 - WHAT LIES AHEAD: The Future Of The Sales Profession With John Barrows | 12 Dec 2022 | 00:58:05 | |
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.”
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| E102 Part 3 - GOLDEN SUCCESS: Stu Gold On Success In Sales Leadership | 09 Dec 2022 | 00:15:24 | |
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.”
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| E102 Part 2 - GAME-CHANGING: Beneficial Importance of AI, ML, and Data with Stu Gold | 07 Dec 2022 | 00:18:43 | |
Welcome to Part 2 of this series with Stu Gold, CRO of Blattner Technologies. In this second installment, Stu and Randy will talk about the benefits of and importance of AI (Artificial Intelligence), ML (Machine Learning), and Data to businesses, particularly in Sales and Marketing. Tune in and learn more about these benefits in this latest episode of Tech Sales Insights.
HIGHLIGHT QUOTES STU: DATA IS THE NEW OIL “We recognize and have a project in place to focus on the data, data is the new oil man, if I can leverage all the data of the companies that are not part of Blattner out Our ability to accelerate growth and be even more knowledgeable about what's working in sales. And marketing is, is really critical for us. And we recognize that's a huge opportunity.”
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| E102 Part 1 - OLD BUT GOLD: Stu Gold On The Innovative Legacy Of Blattner Technologies | 05 Dec 2022 | 00:17:14 | |
For over a century of pioneering innovation, Blattner Technologies is geared to be the leading provider of predictive transformation services and tools in the Data Analytics, Artificial Intelligence, and Machine Learning industry, and with that, we have Stu Gold today to talk about Blattner’s mission and it’s go-to-market strategy, only here, in Tech Sales Insights.
HIGHLIGHT QUOTES STU: Focusing on making the most of your data “Blattner Technologies is focused on being a leading provider of what would be considered predictive transformation services, and solutions, which is utilizing artificial intelligence and machine learning to really get the most out of your data.”
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| E101 Part 3 - Balancing Feedback from Technical and Go-to-Market Founders - with Nick Candito | 25 Nov 2022 | 00:18:12 | |
This episode of Tech Sales Insights is the last part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He explains the need for balance between technical and go-to-market founders and how each plays a pivotal role in defining the product that will ultimately solve the customer's problem. And just as important, Nick also discusses the need for feedback to climb to the next stage of growth.
HIGHLIGHT QUOTES Have a feedback loop between the technical and strategic founders - Nick: "Every technology-first company needs a product and I think that's... the skillset of the founders. I think the ones that have a founder around the table who knows how to think about strategy, ops, go-to-market, they tend to be able to have every part of that conversation." "You represented the fastest. But I also think there's something to be said about the feedback loop with strictly technical founders that know how to kind of see each other's strengths and then just trust what maybe others are getting for observations." Be mindful of the bigger picture and the people you work with along the way - Nick: "Thinking very deliberately about relationships and opportunities, you always think you're going to have your next opportunity or there's more relationships that you can get introduced to, so I've tried to now be much more relationship-focused, much more patient, and it's tough to balance that with the founder DNA."
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| E168 - GTM Learnings From a Football Official? Yes! Featuring Scott Wood | 27 May 2024 | 00:42:38 | |
In this episode of Tech Sales Insights, Randy Seidl is joined by Scott Wood, VP and GM of Compute for North America at HPE. Scott shares unique go-to-market strategies inspired by his experiences as a football official. From structured pregame preparations to rigorous post-game reviews, Scott draws fascinating parallels between sports officiating and high-performance sales teams. KEY TAKEAWAYS
QUOTES
Find out more about Scott Wood through the links below: This episode is sponsored by AuctusIQ, the Sales Performance Assessment sponsor of the Sales Community. AuctusIQ is a sales data and science software company, with the mission of providing the right data to solve your three biggest challenges: selecting and retaining exceptional talent, coaching to ensure readiness to meet or beat quota, and winning more deals. | |||
| E101 Part 2 - The White Space Between PLG and Enterprise Selling and the Chasm That Can Kill Your Company - with Nick Candito | 23 Nov 2022 | 00:16:19 | |
This episode of Tech Sales Insights is the second part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He discusses how companies need a great product and customers to even begin a PLG motion. Nick also talks about determining product-market fit using product signals, as well as choosing the right customers that help you define the market together.
HIGHLIGHT QUOTES You need a great product and actually have customers to be successful at PLG - Nick: "The reality is, to build a great company, you're going to need the best product, good marketing, and probably exceptional go-to-market, which means everything that goes into how you think about predictably finding, acquiring, and then making a customer successful." Finding product-market fit early and picking the best customers - Nick: "You really want to optimize for how do you get in the door for those customers, and picking great customers means they're going to help you define the market together which is how do you grow the addressable opportunity."
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| E101 Part 1 - Investing Through Collaboration, Not Competition - with Nick Candito | 21 Nov 2022 | 00:16:12 | |
This episode of Tech Sales Insights is the first part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He shares his professional journey in investing and operations and how he ensures the health of their portfolio today together with their fund managers. He also explains how they do not lead rounds and instead facilitate the introductions that lead to the next rounds of financing.
HIGHLIGHT QUOTES
Working with large family offices with an emerging manager problem - Nick: "It's been helpful right now to be more active with existing companies, especially the ones that are doing better than maybe the broader market knows because they're not out fundraising." Making introductions to facilitate the next rounds of financing - Nick: "We're not leading rounds. We do facilitate a lot of introductions. If our managers are inception stage, we describe ourselves as inflection. So right when the business is starting to really work and doing better than people realize." Find out more about Nick in the link below:
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| E100 Part 3 - The Secret Sauce to Leadership - with Carl Eschenbach | 18 Nov 2022 | 00:15:37 | |
This episode of Tech Sales Insights is the last part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. He shares his wisdom on the secret sauce to effective leadership and how to become a leader who motivates, inspires, and lives the true meaning of servant leadership as well.
HIGHLIGHTS
QUOTES The true meaning of servant leadership inspires success - Carl: "If you go and study what true servant leadership is, think about the very first word of servant leadership, and that is to serve. And I fundamentally believe the greatest leaders, regardless of role or capacity, are the ones that serve their people. They're not leading them. And through that servant-type approach, your leadership gets displayed and everyone becomes more successful." First level is motivational leader, second is inspirational, third is both - Carl: "The third level of leadership is the one who knows how to do both, because there are times, Randy, when you needed to be pushed probably and get that little extra out of Randy, but then there's other times when people inspired you and pulled you in."
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