Tech Sales Insights
274 episodes - English - Latest episode: 13 days ago - ★★★★★ - 121 ratingsTechnology Sales, Sales Management, and Sales Leadership insights and best practices, by a community of global best practitioners. Learn more at SalesCommunity.com
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Episodes
E163 - Improving Outbound Cold Calling Pickup Rates featuring Joey Gilkey
April 15, 2024 08:00 - 50 minutes - 45.9 MBIn this replay episode of Tech Sales Insights, Randy Seidl is joined by Joey Gilkey, CEO of Apex Revenue, to discuss the evolution of outbound cold calling strategies in the modern sales landscape. From Joey's journey in sales to the challenges and solutions in improving cold calling pickup rates, this episode offers invaluable insights for sales professionals navigating today's competitive market. KEY TAKEAWAYS The landscape of outbound sales is evolving rapidly, with traditional strategi...
E162 - Culture Eats Strategy for Lunch featuring Peter Trizzino
April 08, 2024 08:00 - 50 minutes - 46 MBIn this replay episode of Tech Sales Insights, Randy Seidl is joined by Peter Trizzino, President of North America Sales at Dell. Together, they delve into the pivotal role of culture in driving sales success, exploring how it transcends strategy and shapes behaviors within teams and partnerships. From personal anecdotes to actionable insights, Peter shares his journey from humble beginnings in sales to leading one of the largest sales regions at Dell. Discover how fostering trust, championi...
E161 - Generative AI and its Impact on the Customer Experience featuring Jennifer Quinlan
April 01, 2024 08:00 - 44 minutes - 40.8 MBIn this replay episode of Tech Sales Insights, Randy Seidl interviews Jennifer Quinlan, the Global Managing Partner at IBM Consulting, discussing the transformative power of Gen AI on customer experience. From IBM's own journey as client zero to real-world success stories, they explore how AI-driven solutions are streamlining processes, improving employee and customer satisfaction, and accelerating business outcomes across sales, service, and marketing. KEY TAKEAWAYS Gen AI Impact: Gen AI ...
E160 - Is ERP Dead? Featuring Lisa Pope
March 25, 2024 08:00 - 52 minutes - 48.1 MBIn this replay episode of Tech Sales Insights, Randy Seidl is joined by Lisa Pope, President at Epicor, shares her journey through the world of ERP, from its traditional roots to its modern-day relevance. Randy delves into Lisa's extensive experience, exploring the evolving role of ERP in today's dynamic business environment. From navigating supply chain disruptions to harnessing the power of data as a service, Lisa offers valuable insights and strategies for driving business growth and inno...
E159 - Best Practices for Sales in Startups featuring Peter Bell
March 18, 2024 08:00 - 55 minutes - 50.9 MBIn this episode of Tech Sales Insights, Randy Seidl and Peter Bell, General Partner and Chairman of Amity Ventures, dive into the realm of sales and startups. From Peter's extensive experience as both a sales leader and a venture capitalist, they explore best practices, pitfalls, and strategies for achieving success in sales-driven organizations. KEY TAKEAWAYS Founder-Led Sales: Understand the pivotal role founders play in early sales efforts and the importance of authenticity in customer ...
E158 - What’s Old Is New Again: Sales Fundamentals Are Weak featuring John Barrows
March 11, 2024 08:00 - 58 minutes - 53.8 MBIn this episode of Tech Sales Insights, Randy Seidl is joined by John Barrows, CEO of JB Sales, as they explore the timeless principles of sales. They delve into the transformation of sales fundamentals over the years and how staying authentic in the ever-evolving sales landscape is crucial. From sharing personal experiences to discussing the impact of AI on sales coaching, this episode is a treasure trove for both seasoned professionals and those starting in sales. KEY TAKEAWAYS The impor...
E157 - The Seller’s Journey featuring Richard Harris
February 26, 2024 08:00 - 54 minutes - 49.7 MBIn 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 Navigat...
E156 - How Generative AI Is Disrupting the IT Consulting Industry As We Know It featuring Mohamad Ali of IBM Consulting
February 19, 2024 08:00 - 36 minutes - 33.1 MBIn this episode of Tech Sales Insights, Randy Seidl in an insightful conversation with Mohamad Ali, Chief Operating Officer of IBM Consulting, they delve into the transformative impact of generative AI on the IT consulting industry. From disrupting traditional sales processes to enhancing cybersecurity for global organizations like NATO, Ali shares real-world examples of how AI is reshaping the landscape. Discover the secrets behind IBM Consulting Advantage, an AI services platform, and expl...
E155 - How Outbound Sales is Broken and What Works Today featuring Collin Mitchell
February 12, 2024 08:00 - 43 minutes - 39.8 MBIn this episode of Tech Sales Insights, Randy Seidl is joined by Collin Mitchell, the Managing Partner at Leadium, as they delve into the dynamic world of outbound sales. They discuss how traditional outbound sales methods are evolving and share insights on what works in today's competitive landscape. From personalized email strategies to the power of cold calling, they explore practical tips and techniques to boost sales effectiveness. Discover the secrets to successful outbound sales in th...
E154 - The JOLT Effect: How High Performers Overcome Customer Indecision featuring Matt Dixon
February 05, 2024 08:00 - 54 minutes - 49.8 MBIn this episode of Tech Sales Insights, Randy Seidl is joined by Matt Dixon, the founding partner at DCM Insights, to delve into the captivating world of Challenger sales and explore the profound insights from Matt's latest book, "The Jolt Effect: How High Performers Overcome Customer Indecision." They discuss the evolution of sales strategies, the impact of the pandemic on decision-making, and the crucial moments that define successful sales interactions. KEY TAKEAWAYS Challenger Sales Ev...
E153 - Lessons Learned: Culture, Growth, Hiring, Forecasting, Career featuring David Schneider
January 29, 2024 08:00 - 52 minutes - 48.3 MBIn 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. Disc...
E152 Winning Outbound Sequence Strategy with Sam Nelson
January 22, 2024 08:00 - 53 minutes - 49.1 MBIn 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...
E151 - Evolution of the Customer Journey with John Byrne
January 15, 2024 08:00 - 51 minutes - 47.4 MBIn this episode of Tech Sales Insights, Randy is joined by John Byrne, President at Dell, for an insightful conversation on the evolution of the customer journey. They explore the dynamic shifts in buyer behavior, the impact of Gen AI, and how technology is reshaping the sales landscape. John shares his experiences and perspectives on leadership, vision, and the critical role of human interaction in the age of digital transformation. KEY TAKEAWAYS The rapid evolution of customer buying beh...
E150 - The First 90 Days as a New Leader with Scott Strubel
January 08, 2024 08:00 - 46 minutes - 42.7 MBIn 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 t...
E149 - The Future is Now: AI-Powered Revenue Team Transformation with Amit Bendov
December 25, 2023 08:00 - 39 minutes - 36.4 MBIn this episode of Tech Sales Insights, Randy Seidl welcomes Amit Bendov, the CEO of Gong, to discuss the profound impact of AI in sales and revenue team transformation. Amit shares the origins of Gong's AI-driven platform, its evolution, and the pivotal role it plays in empowering sales teams. From increased productivity to predictive analytics and integrations with sales methodologies, Gong's technology streamlines processes, enabling teams to focus more on selling effectively. KEY TAKEAW...
E148 - Lessons Learned with David Donatelli
December 18, 2023 08:00 - 45 minutes - 41.6 MBIn this episode of Tech Sales Insights, Randy Seidl sits down with David Donatelli, CEO of Riverbed, for a candid conversation on "Lessons Learned." David shares insights garnered throughout his illustrious career spanning EMC, Hewlett Packard (HP), Oracle, and his current role at Riverbed. From telemarketing and sales strategies of the past to the evolving landscape of enterprise solutions, they explore the essence of value-based selling, marketing lead generation, and the importance of cus...
E147 - Selling Managed Cyber Services to Enterprise Clients with Jim Nyhan
December 11, 2023 08:00 - 45 minutes - 41.3 MBIn this episode of Tech Sales Insights, Randy Seidl in an insightful conversation with Jim Nyhan, Director of America's Enterprise Sales at Cyber Proof, discussing the shift from selling individual products to integrated platforms in managed cyber services for enterprise clients. Jim shares his journey, emphasizing the importance of an ecosystem approach, addressing challenges in the tech sector, and highlighting the crucial role of customer-centricity in building lasting partnerships. KEY...
E146 - Tom Hannigan on Leadership Development and Selling into Multiple Markets
December 04, 2023 08:00 - 53 minutes - 48.6 MBTom 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...
E145 - Sales Leadership Best Practices with Paul Fipps
November 06, 2023 08:00 - 51 minutes - 46.9 MBIn 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 th...
E144 - The Secret Sauce When It Comes to Leadership with Carl Eschenbach
October 30, 2023 08:00 - 50 minutes - 46.7 MBIn this episode of Tech Sales Insights, Randy Seidl has an insightful discussion with Carl Eschenbach, a successful partner at Sequoia, as they unravel the secret sauce behind effective leadership. This episode delves into how the landscape of sales, technology, and leadership has evolved, emphasizing the role of innovation, data-driven approaches, and the crucial qualities that differentiate successful companies. Learn about Carl's journey from his humble beginnings to becoming an influenti...
E143 - Leveraging Services and Consulting as a Competitive Advantage with Chris McCarthy
October 23, 2023 08:00 - 47 minutes - 43.2 MBChris 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 i...
E142 - Successful Selling To & With GSI’s with Kevin Purcell
October 16, 2023 08:00 - 49 minutes - 45.5 MBIn 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 TAKEAWA...
E141 - Be Effective: As a Sales Leader Being Right is Overrated with Phil Castillo
October 09, 2023 08:00 - 46 minutes - 42.7 MBPhil Castillo is the VP of Sales for CommScope, where he oversees the Americas region. With a background in networking and technology sales, Phil has held leadership roles at companies like Cisco, Avaya, and HP. He is known for his ability to develop top talent and drive results in challenging situations. In this episode of Tech Sales Insights, Phil shares his insights on the importance of being effective as a sales leader. He emphasizes that being right is overrated and that it's more impo...
E140 - Greg Casale and Ryan Reisert: Sell More By Increasing Live Conversations With Prospects
October 02, 2023 08:00 - 59 minutes - 54.9 MBIn this episode of Tech Sales Insights, Randy Seidl interviews Greg Casale and Ryan Reisert about the importance of live conversations in sales. They discuss the metrics of conversations versus dials, the effectiveness of cold calling, and the impact of local dialers. They also emphasize the need for personalized and targeted outreach and the importance of training and skill development for successful outbound calling. Ryan shares a study from Outreach, a billion-dollar valuation company, wh...
E139 - Top Mindset Habits to be Successful in this Selling Environment with Jill Harris
September 25, 2023 08:00 - 49 minutes - 45.4 MBIn this episode of Tech Sales Insights, Randy Seidl interviews Jill Harris, the VP of Sales at GoTo, to discuss how Jill leads her sales team with a growth mindset, which means embracing challenges, learning from failures, and constantly improving their skills. They also talk about how they use customer centric selling as their sales methodology, which focuses on understanding the customer’s role, problem, and solution. Jill reveals how they use GoTo as a tool to analyze their calls, get fee...
E138 - Best Practices for Sales to Help with Product Feedback with Evan Leong
September 18, 2023 08:00 - 44 minutes - 40.5 MBEvan Leong is the founder and CEO of Product Signals, a company that provides product feedback solutions for modern teams. He has a background in product management and has worked in various roles in the tech industry. Evan is passionate about solving the problem of effectively managing and utilizing product feedback in B2B SaaS companies. In this episode of Tech Sales Insights, Evan Leong joins Randy Seidl to discuss best practices for sales to help with product feedback. Evan shares his j...
E137 - Authentic Leadership: Leading with Results with Martin Moore
September 11, 2023 08:00 - 56 minutes - 51.9 MBIn this episode of Tech Sales Insights, Randy Seidl welcomes Martin G. Moore, a keynote speaker, co-founder “Your CEO Mentor”, and the host of “No Bullsh!t Leadership”, to share his insights on leadership and the key principles of his "No Bullsh!t Leadership" framework. He emphasizes the importance of delivering value at the core of leadership and highlights the seven imperatives for effective leadership: handling conflict, building resilience, working at the right level, mastering ambiguity...
E136 - Challenges in Selling Security Solutions with Brad Rinklin
August 21, 2023 08:00 - 1 hour - 55.4 MBIn 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 ...
E135 - Enterprise Buyers Rely Less on Sellers, Requiring Sellers to Adapt with Stephen DiFranco
August 14, 2023 08:00 - 57 minutes - 53 MBIn this episode of Tech Sales Insights, Randy Seidl interviews Stephen DiFranco, executive partner at Gartner, about the changing dynamics of enterprise sales. They discuss how buyers are becoming more independent and relying less on sellers, the importance of preparation and research in sales, and the evolving role of sales leaders in orchestrating complex sales organizations. KEY TAKEAWAYS Buyers now spend less time with sellers and more time gathering independent information. Sellers n...
E134 - Vast Data President Discusses Disruptive Storage Technology and Company Growth with Michael Wing
August 07, 2023 08:00 - 53 minutes - 48.8 MBABOUT MICHAEL Michael Wing is the President of Vast Data, a hot company in the AI space. He has a background in sales and has been instrumental in the success of Vast Data. SHOW SUMMARY In this episode of Tech Sales Insights, Randy Seidl and Michael Wing discuss the company's disruptive technology and its recent announcements in the AI space. Vast Data has experienced unprecedented success, achieving a $100 million ARR in just three years. The company's unique architecture and focus on uns...
E133 - Perseverance in a Down Market with Vladimir Rozanovich
July 31, 2023 08:00 - 48 minutes - 44.5 MBABOUT VLADIMIR Vladimir Rozanovich is the Senior Vice President and President of North America at Lenovo. He has over 24 years of experience in the technology industry and has held various leadership positions at AMD before joining Lenovo. SHOW SUMMARY In this episode of Tech Sales Insights, Randy Seidl is joined by Vladimir Rozanovich to discuss the importance of perseverance in a down market. He emphasizes the need to focus on customers, leverage partnerships, change the narrative, and ...
E132 - Driving Top of Funnel for New Logos with Josh Dinneen
July 24, 2023 08:00 - 56 minutes - 51.4 MBABOUT JOSH Joshua “Josh” Dinneen is the President of Blue Mantis (formerly Green Pages), a technology service provider. He has a strong track record of driving growth and organizational transformation in the tech industry. Josh discusses the importance of driving top-of-funnel activity to acquire new customers and shares insights on Blue Mantis' rebranding and focus on services. He also highlights the company's commitment to organic growth and the role of their BDR team in driving new busin...
E131 - Selling with Customer Success: Increasing Lifetime Value of Customers with Anthony Anzevino
July 17, 2023 08:00 - 50 minutes - 45.9 MBIn this episode of Tech Sales Insights, Randy Seidl is joined by Anthony Anzevino, Global VP of Customer Success and Renewal Sales at Commvault, to share his insights on selling with customer success and increasing the lifetime value of a customer. He emphasizes the importance of understanding the customer and their needs, as well as building strong partnerships with both customers and partners. Anthony also discusses the challenges and opportunities in the data protection market and how Com...
E130 Part 3 - Global Partner Summits, Sales Strategies, and Channel Saturation with Frank Rauch
July 05, 2023 08:00 - 18 minutes - 17.1 MBIn this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss the value of global partner summits and the need for bilateral communication with partners. They provide advice on sales strategies during a down market, emphasizing the importance of a compelling ROI and building relationships through face-to-face interactions. The topic of channel saturation is explored, with insights on prioritizing partners based on quantitative data and le...
E130 Part 2 - Recruitment, Culture, and the Future of the Channel with Frank Rauch
July 03, 2023 08:00 - 18 minutes - 16.5 MBIn this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss various topics related to recruitment, culture, and the channel. Frank mentions that their company is always recruiting and highlights the engineering, direct sales, channel, and SDR openings they have. He also emphasizes the unbeatable culture at Kato, where high-performing individuals are the norm. They talk about the flexibility of remote work and the importance of being pre...
E130 Part 1 - What's Next for the Channel: Insights from Frank Rausch, Global Channel Chief at Cato Networks
June 30, 2023 22:59 - 18 minutes - 16.6 MBIn 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 onb...
E129 Part 3 - The Sales Ops Revolution: Patience, Predictive Analytics, and Closing Success with Steve Hershkowitz
June 26, 2023 08:00 - 19 minutes - 18.2 MBOn this episode of Tech Sales Insights, Steve Hershkowitz, the CRO of Virtana Corp., discuss various aspects of sales and operations. Steve reflects on his younger self and advises on the importance of patience and thorough research before closing deals. They also touch upon the value of one-call closes and the need to ask for the order. The conversation shifts to the evolution of sales ops and the growing significance of RevenueOps, using AI and predictive analytics for business insights. S...
E129 Part 2 - Cultivating a Culture of Collaboration and Sustainability with Steve Hershkowitz
June 23, 2023 08:00 - 18 minutes - 16.7 MBIn this episode of Tech Sales Insights, Steve Hershkowitz, the CRO of Virtana Corp., explores the key elements of a thriving company culture, including the importance of helping one another and building a sustainable business. Randy and Steve also delve into the significance of effective sales and business presentations, emphasizing the need for thorough research and understanding of the customer's business. Steve shares valuable insights on best practices, the role of presentations in estab...
E129 Part 1 - Best Practices for Sales and Business Presentations with Steve Hershkowitz, CRO of Virtana Corp.
June 21, 2023 08:00 - 18 minutes - 16.6 MBIn this episode of Tech Sales Insights, Randy Seidl interviews Steve Hershkowitz, the Chief Revenue Officer of Virtana Corp. Steve has over 30 years of experience in the tech industry, having worked for companies like HP, Pansando, and AMD. He is a customer-first, process-oriented, and results-driven sales executive who is passionate about sales and go-to-market strategy. Steve shares his insights on best practices for sales and business presentations. He talks about the importance of sto...
E128 Part 3 - Generating Demand and Navigating Early Markets: Insights from a Sales Expert Steve Layne
June 16, 2023 08:00 - 12 minutes - 11.7 MBIn this episode of Tech Sales Insights, host Randy is back with Steve Layne, the Co-founder, Chairman, and CEO of RedVector, a security company. Steve discusses various aspects of sales and demand generation. They emphasize the importance of keeping demand generation in-house to maintain a deep understanding of the market. Event-based marketing is highlighted as a critical strategy, as it allows for meaningful interactions with potential customers. LinkedIn is praised as an effective platfor...
E128 Part 2 - Innovative Approach to Addressing Insider Threats and Predictive Risk Analysis with Steve Layne
June 14, 2023 08:00 - 15 minutes - 13.8 MBIn this episode of Tech Sales Insights, host Randy welcomes Steve Layne, the Co-founder, Chairman, and CEO of RedVector, a security company. The interview explores a company that offers an innovative solution for insider threats and risk analysis. Their approach involves being proactive and predictive rather than reactive, allowing organizations to mitigate problems before they escalate. Steve emphasizes the importance of partnerships and discusses the significance of their collaboration wit...
E128 Part 1 - Mastering Sales Strategies: Insider Tips from Tech Sales Expert Steve Layne
June 12, 2023 08:00 - 17 minutes - 16.1 MBINSIGHT OF THE DAY STEVE: THE JOURNEY FROM CAR SALESMAN TO MARKETING ANALYST, UNVEILING THE SECRETS OF SELLING AND THE PSYCHOLOGY OF CONSUMER BEHAVIOR “I, in large measure, learned how to sell right and learned the ways it means what it took to To, to close a deal, if you will. And so after college I couldn't be a car salesman. I went to college. I had a degree in marketing and so I had to go get a marketing job somewhere. So I went to work for Volkswagen, Porsche, Audi, in their mid-A...
E127 Part 3 - AUTOMATION AND EFFICIENCY: Centralizing Data for Rep Productivity
June 09, 2023 08:00 - 17 minutes - 15.9 MBINSIGHTS OF THE DAY BILL: HOW MUCH TECHNOLOGY IS TOO MUCH? “I think there was a huge risk on too much technology. This thing needs to be set up in a way that has as few user interfaces as possible. Everything should have a common look and feel that should be a common place that people are entering into. And then as much as possible, leveraging the tech in a way that automates the experiment without them having to do it." Don’t miss out on our previous episode and watch out for the next...
E127 Part 2 - DRIVING SALES PRODUCTIVITY: Value Selling From the Productivity View
June 07, 2023 08:00 - 19 minutes - 17.9 MBINSIGHTS 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 ne...
E127 Part 1 - RELATIONS & BUSINESS MODEL: Driving Sales Productivity at a High Level
June 05, 2023 08:00 - 17 minutes - 16.2 MBINSIGHTS OF THE DAY BILL: LOOK AT ATTRIBUTES ON HOW TO BRING A TERRITORY TOGETHER “We came to the conclusion a number of years back that not only does a rep with a well-formed territory perform better but with a well-formed territory, you get much better revenue lift. So we've looked at a lot of different attributes around how do you bring a category together in a way that makes sense analytically?" Find out more about Bill Walsh in the links below: LinkedIn: https://www.linkedin.com/in/...
E126 Part 3 - BE AUTHENTIC: Culture is Important But Don't Forget Yourself
June 02, 2023 08:00 - 20 minutes - 18.6 MBINSIGHTS OF THE DAY TOM: PEOPLE KNOW THEIR TALKING TO THE REAL YOU “All I would say about anybody is be authentic. Be who you are. Don't try to fit in, don't try to be what the other people might think of is what they want in a sales executive. When I travel the world doing my business, I was Tom Mendoza wherever I was. I was sensitive to culture but I still was me." Don’t miss out on our previous episodes and watch out for the next ones! E126 Part 1 - CULTURE & LEADERSHIP: Embrace Ch...
E126 Part 2 - THE RESULT OF BELIEF: How Culture Can Help Organizations Power Through
May 31, 2023 08:00 - 20 minutes - 18.7 MBINSIGHTS 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...
E126 Part 1 - CULTURE & LEADERSHIP: Embrace Change and Constant Improvement
May 29, 2023 08:00 - 20 minutes - 18.8 MBMore 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 g...
E125 Part 3 - OPTIMIZE FOR YOUR ICP: Building Towards a Self-Serve Model
May 26, 2023 08:00 - 16 minutes - 14.9 MBA 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...
E125 Part 2 - LONG-TERM PROFITABILITY: Think About Where Cash is King
May 24, 2023 08:00 - 20 minutes - 18.7 MBWhat we've known before as the legacy VP of sales has now morphed into roles that cover other aspects that may or may not involve marketing. In this episode of Tech Sales Insights, Randy continues the conversation with Mark Stephenson, Go-To-Market Advisor for multiple tech companies. This time, Mark discusses the role of CRO and where he thinks marketing should actually report to. He also talks about the best ways to find talent during the hiring process and his advice for those that were ...