Tech Sales Insights

By Randy Seidl + David Nour

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Technology Sales, Sales Management, and Sales Leadership insights and best practices, by a community of global best practitioners. Learn more at SalesCommunity.com

Episode Date
E101 Part 3 - Balancing Feedback from Technical and Go-to-Market Founders - with Nick Candito
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."

 

Find out more about Nick in the link below:

 

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

 

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

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

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

Nov 25, 2022
E101 Part 2 - The White Space Between PLG and Enterprise Selling and the Chasm That Can Kill Your Company - with Nick Candito
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."

 

Find out more about Nick in the link below:

 

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

 

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

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

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

 

Nov 23, 2022
E101 Part 1 - Investing Through Collaboration, Not Competition - with Nick Candito
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:

 

 

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

 

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

 

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

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

Nov 21, 2022
E100 Part 3 - The Secret Sauce to Leadership - with Carl Eschenbach
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

  • The CRO's scope of responsibilities and leadership across roles
  • Aim to become the motivational and inspirational leader
  • Understanding the servant leader

 

QUOTES

The true meaning of servant leadership inspires success - Carl: "If you go and study what true servant leadership is, think about the very first word of servant leadership, and that is to serve. And I fundamentally believe the greatest leaders, regardless of role or capacity, are the ones that serve their people. They're not leading them. And through that servant-type approach, your leadership gets displayed and everyone becomes more successful."

First level is motivational leader, second is inspirational, third is both - Carl: "The third level of leadership is the one who knows how to do both, because there are times, Randy, when you needed to be pushed probably and get that little extra out of Randy, but then there's other times when people inspired you and pulled you in."

 

Find out more about Carl in the link below:

 

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

 

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

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

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

Nov 18, 2022
E100 Part 2 - Change Management Gets Things Done - with Carl Eschenbach
00:18:39

This episode of Tech Sales Insights is the second part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. He provides deep insights into how they choose companies to invest in, as well as the primary importance of change management to survive economic headwinds. Carl also gives actionable tips on how companies must sell and the shift in messaging that this requires.

 

HIGHLIGHTS

  • "Look inside and outside the building" to decide when to invest in a company
  • Get things done by focusing on change management
  • How to sell effectively in a down market

 

QUOTES

Adapt as fast as the changes come to survive - Carl: "In the climate we're in today and potentially even broader headwinds going forward, if your company is not changing as fast as what's happening outside the walls of your company, death is near. You just got to be open to change. You have to communicate change."

Show a strong ROI to attract buyers during a downturn - Carl: "In down markets, nothing sells like a strong ROI, so I encourage people to revisit their value proposition, number one, around ROI. The second reason people buy is if you're going to help them drive revenue growth. And if you can have a value proposition that shows tangible evidence of it and you can back it up with quantifiable numbers, people will buy your technology."

The growing complexity of operations has eroded operational rigor - Carl: "Simplicity scales, complexity doesn't."

 

Find out more about Carl in the link below:

 

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

 

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

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

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

Nov 16, 2022
E100 Part 1 - The Journey to Becoming a Tech Sales Legend - with Carl Eschenbach
00:17:47

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

 

HIGHLIGHTS

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

 

QUOTES

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

 

Find out more about Carl in the link below:

 

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

 

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

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

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

Nov 14, 2022
Vision and Passion—Lead Your Team from Within: Tech Sales Insights Moments With Craig Hinkley
00:12:34

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we check out the best moments from our conversation with Craig Hinkley, CEO of WhiteHat. He discusses the key attributes of successful sales reps and leaders alike and how to lead your team from within.

 

HIGHLIGHTS

  • The key attributes for success for sales reps and leaders
  • Every great team needs a coach, and so do sales leaders
  • Be a leader that pushes an organization with a vision 

 

"Stop wearing the clothes of the CEO. Stop pretending that you have to do this and just be yourself. So lead from within because confidence that comes from knowing who you are and what you stand for and what you believe is far more authentic." - Be yourself and let your vision and passion emanate from you

 

Find out more about Craig in the link below:

 

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

 

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

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

Nov 11, 2022
Grit, Passion, and Intellectual Curiosity Drive Success: Tech Sales Insights Moments With Andrew Ettinger
00:16:01

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we revisit the best moments from our conversation with Andrew Ettinger, CRO at Astronaut. He digs into some early mistakes that founders make and how grit, passion, and intellectual curiosity remain the top characteristics that indicate future success.

  

HIGHLIGHTS

  • Early founder mistakes and traits to watch for in sales reps
  • Spotting grit, passion, and curiosity and building these skills
  • Listen to implicit and explicit signals from all channels

 

"It was really trying to take the time to not rush into the sale, the sales engagement, or rush through things without really trying to build that proper connection with people. I know it sounds very silly, but when you double click on that, it's sort of the old adage that, as a sales professional, you've got two ears and one mouth for a reason and so it's to listen right really well." - Create a connection and be intentional about listening

 

Find out more about Andrew in the link below:

 

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

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

Nov 09, 2022
The 3 'Ships': Leadership, Mentorship, and Sponsorship: Tech Sales Insights Moments With Jennifer Haas
00:16:57

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we throwback to some of the most memorable moments from our conversation with Jennifer Haas, CRO and Executive Vice President of Sales and Marketing, on the 3 "ships" for growing young leaders into their full potential and much more.

  

HIGHLIGHTS

  • "Clarity is kindness" and creating a team culture based on integrity
  • Hiring virtually and revops for forecasting
  • Develop rising talent with Leadership, Mentorship, and Sponsorship

 

"By sponsorship, I mean finding a project or leading a program, something that you can pull somebody up and say, this person would be perfect to lead this program, lead this project. Something that's highly visible that they can really showcase their skillset." - Sponsorship means providing younger reps a visible platform for their skills

 

Find out more about Jennifer in the link below:

 

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

 

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

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

Nov 07, 2022
Identifying Your Path Forward: Tech Sales Insights Special Ft. David Nour Part 3
00:21:09

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

  

HIGHLIGHTS

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

 

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

 

Find out more about David in the links below:

 

 

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

 

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

 

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

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

Nov 04, 2022
The Biggest Mistakes Leaders Make in SKO: Tech Sales Insights Special Ft. David Nour Part 2
00:18:16

Welcome everyone to a special episode of the Tech Sales Insights Podcast! This is the second part of the discussion on sales kickoffs (SKO) by David Nour, CEO of The Nour Group. Today, he dives deep into the biggest mistakes those in leadership roles make when doing SKO and, of course, how to effectively address them.

 

HIGHLIGHTS

  • 10 costly mistakes leaders could make 
  • Using new technologies and tools to present ideas
  • A sales kickoff is an opportunity to create new excitement

 

“If you inspire them to really think about what and how they should behave differently, what skills and what knowledge they need back in their territories and back with their relationships, you'll create [a] much longer-term impact.” - David on not confusing motivation with inspiration

 

Find out more about David in the links below:

 

Check out the first part of the discussion in: https://tech-sales-insights.simplecast.com/episodes/think-diversely-about-your-sales-kickoff-tech-sales-insights-special-ft-david-nour-part-1

 

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

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

Nov 02, 2022
Think Diversely About Your Sales Kickoff: Tech Sales Insights Special Ft. David Nour Part 1
00:15:46

Welcome everyone to a special episode of the Tech Sales Insights Podcast! Today we have David Nour, CEO of The Nour Group, taking the helm to talk about approaching your sales kickoff (SKO) in more effective and cost-efficient ways.  Tune in as he shares a few misconceptions about growth, challenges leaders face when it comes to SKO, and many more valuable insights!

  

HIGHLIGHTS

  • Leading and thinking differently about your sales kickoff
  • A good analogy for approaching SKO
  • Misconceptions around COVID growth and forever growth
  • On infusing a sense of urgency

 

“We've got to get beyond these things before we get those sellers together. It's a "we" challenge and "we" opportunity. Anytime I go into a company and hear us and them, what I'm not hearing is that we're all rowing with the same velocity and voracity in the same direction.” - David on working around some of the dysfunctions and challenges in organizations

 

Find out more about David in the links below:

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

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

Oct 31, 2022
Working With Mission-Driven Founders: Tech Sales Insights Moments With Ed Sim
00:15:04

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we bring back some of the best moments from our conversation with Ed Sim, Founder and Managing Partner of boldstart ventures. Tune in as we talk about finding and working with start-ups and helping them reach new heights.

  

HIGHLIGHTS

  • Working with founders and identifying their common mistakes
  • Sales reps that a company should attract
  • The right timing of bringing a high-caliber individual to work with technical founders
  • The best way to learn about start-ups

 

“When I think about SaaS, I think about the thing that I said a couple of years ago which is that you want to win the hearts and minds of the developer or the end-user before you win the hearts and minds of the enterprise. The whole idea of how you sell and reach these large orgs is changing.” - Ed on how business models have begun to shift towards SaaS

 

Find out more about Ed in the links below:

 

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

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

Oct 28, 2022
Be Comfortable in Being Uncomfortable: Tech Sales Insights Moments With Peter Quirk
00:15:24

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we bring back some of the best moments from our conversation with Peter Quirk, previously General Manager of the Global Enterprise East at Hewlett Packard Enterprise (HPE) and now Chief Revenue Officer at ThreatWarrior.

  

HIGHLIGHTS

  • What global enterprise and global accounting mean for HPE
  • Become a life-long learner because there are always opportunities, especially in tech
  • What it takes to become a great sales manager
  • Knowing the true value you can provide the company

 

“The only thing that I can say the shift has taken place are the partners that are making the shift along with us. Because you still have to do the same things you had to do before, you just end up having to do it remotely. I think you see the partners that are managing their business the best are the ones that are making this transition the best.” - Peter on how global enterprise teams shifted their strategy

 

Find out more about Peter in the link below:

 

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

 

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

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

Oct 26, 2022
Become an Action-Oriented Salesperson: Tech Sales Insights Moments With Ken Dougherty
00:14:54

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we bring back some of the best moments from our conversation with Ken Dougherty, Vice President of North America Storage Platforms and Solutions Sales at Dell EMC.

 

HIGHLIGHTS

  • Trends in tech sales that could have an impact post-COVID
  • The hallmarks of a successful salesperson
  • Use social media and tools to stay connected with people
  • Be more patient as a salesperson and you're likely to get better outcomes

 

“Don't forget what made you successful as a salesperson when you become a sales leader. Don't change your approach in how you engage with clients and stay customer focused. But also lead from example and go back to that term I referenced earlier, be action-oriented” - Ken on the mindset of becoming an exceptional sales manager

 

Find out more about Ken in the link below:

 

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

 

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

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

Oct 24, 2022
E99 Part 3 - Build Relationships and Enjoy the Ride - with Annelies Husmann
00:16:04

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

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

 

HIGHLIGHTS

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

 

QUOTES

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

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

 

Find out more about Annelies in the link below:

 

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

 

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

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

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

Oct 21, 2022
E99 Part 2 - Women in Sales and Value Selling Today - with Annelies Husmann
00:16:12

This episode of Tech Sales Insights is the second part of our conversation with Annelies Husmann, Head of Enterprise Sales and Growth at Gong. Annalies dives into mentorship and how other women in sales should explore their networks to find a good mentor.

In her experience, just having these conversations allows other women to see themselves in quota-carrying roles too. Annelies also discusses value selling as a requirement in today's macroeconomic situation and how sales conversations must always be tied back to value.  

 

HIGHLIGHTS

  • Women in sales and the value of mentorship
  • Value selling should be tied to the company's key strategic initiatives
  • Hire based on competencies and behavioral traits vs past experiences 

 

QUOTES

Value selling is more important now with economic headwinds - Annalies: "I think now where we are, you really need to be very thoughtful with how you're building your business cases and how you're engaging with your executives, and you just have to stay 100% tied to value."

Avoid getting stuck hiring certain profiles by focusing on behaviors - Annalies: "Focus more on competencies and behavioral traits versus past experiences, and here's why. I think if you focus just on past experiences, you could really go down this path of going down a profile that you typically for very, very quickly."

 

Find out more about Annelies in the link below:

 

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

 

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

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

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

Oct 19, 2022
E99 Part 1 - Thoughtfulness in Diversity Best Practices - with Annelies Husmann
00:15:56

This episode of Tech Sales Insights is the first part of our conversation with Annelies Husmann, Head of Enterprise Sales and Growth at Gong. Achieving true diversity in organizations is admittedly difficult.

Annelies discusses how leaders need to be thoughtful during this process and to stay committed to this cause. She emphasizes how leaders must go out in the field as well to find the best talent.

 

HIGHLIGHTS

  • Gong: Aggregating data streams and improving day-to-day lives
  • Diversity best practices: Sales leaders need the commitment to recruit actively

 

QUOTES

Gong aggregates data in a tangible and life-changing way - Annalies: "I have a command over my business I never had before. I'm making more money. And it's all those really small, personal levers of how gong is just changing their day-to-day operations. And those are the best customer stories."

Leaders must do the legwork to find the best talent - Annalies: "When I start sending notes out to people, personally, through LinkedIn and email, I get great responses. And so, if I'm a leader saying this is something that's important to me, I'm also going to put my time where my mouth is and go out and start recruiting and selling people as well."

 

Find out more about Annelies in the link below:

 

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

 

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

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

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

Oct 17, 2022
E98 Part 3 - You're Selling a Solution, Not A Product or Service with Eric Brock and Diana Shapiro
00:19:16

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

 

HIGHLIGHTS

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

 

QUOTES

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

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

 

Find out more about our guests in the links below:

 

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

 

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

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

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

 

Oct 14, 2022
E98 Part 2 - Innovations in Automation and Technologies and Their Overall Impact with Eric Brock and Diana Shapiro
00:14:25

This episode of Tech Sales Insights is the second part of our conversation with Eric Brock, Chairman & CEO of ONDAS Networks and Diana Shapiro, CEO of Dynam.AI. Eric first introduces ONDAS and what they do for businesses that need connectivity over wide areas. They then talk about defining automation at the highest levels and what their partnership means in creating relevant technologies and solutions.

 

HIGHLIGHTS

  • Eric talks about ONDAS and their focus on drones
  • Automating decision-making and manual processes at a high level
  • Bringing together different technologies to create great solutions

 

QUOTES

On having something that defines the industry and defines solutions - Eric: "It is about understanding what the customer needs and we come in solving that critical bottleneck. We're removing the pilot and the FAA is giving us permission to do that which is really difficult to do from a fully-autonomous platform that works every day as a workhorse without human intervention."

The partnership of ONDAS and Dynam.AI - Diana: "They're not just solving a problem for one customer, they're solving an industry-related problem. When you do that, you're just levels above your competition because you're thinking way bigger than just one customer. You're thinking, what can I do for the industry to help get it to the next level?"

 

Find out more about our guests in the links below:

 

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

 

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

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

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

Oct 12, 2022
E98 Part 1 - Automating Processes with the Power of AI with Eric Brock and Diana Shapiro
00:15:46

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

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

 

HIGHLIGHTS

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

 

QUOTES

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

 

Find out more about our guests in the links below:

 

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

 

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

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

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

Oct 10, 2022
E97 Part 3 - Fundamental Selling Capabilities will Persist Throughout the Years with MJ Leslie and Larry Irvin
00:18:55

This episode of Tech Sales Insights is the last part of our conversation with MJ Leslie, Owner & Principal of Chapter 3 Ltd and Larry Irvin, Principal of Black Diamond Revenue Advisors. MJ and Larry share their points of view on how sales will look 5 years from now. They also talk about trying out new markets demographically as a start-up, value selling, and the leaders in the space that they follow and respect.

 

HIGHLIGHTS

  • How sales will change 5 years from now
  • When should a start-up explore new markets?
  • Supplement the talent pool with alternative choices for value selling
  • Larry and MJ talk about the sales leaders they respect and learned from

 

QUOTES

On using effective tools and strategies - MJ: "Through the pandemic and going into whatever the next stage of society is, knowing who you're going after and what is the value to sell to them becomes really important. So the more intel that you can gather on the individual you're trying to connect with is why I like ZoomInfo."

US SaaS start-ups looking to explore different markets - Larry: "The whole idea of the game is revenue acquisition. Sometimes, especially early-stage founders, get wrapped around the idea of wanting to be a global company and selling in all these different countries. And they lose sight of the fact that the whole goal is to capture revenue. Especially if you're a US-based company launching here, there's a ton of opportunity just within this country."

 

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Oct 07, 2022
E97 Part 2 - The Ideal Functions That Fall on the CRO Role with MJ Leslie and Larry Irvin
00:14:40

This episode of Tech Sales Insights is the second part of our conversation with MJ Leslie, Owner & Principal of Chapter 3 Ltd and Larry Irvin, Principal of Black Diamond Revenue Advisors. MJ and Larry share their opinions on the increase of titles and if they actually matter for a company. They also discuss the sales, marketing, and customer success functions being part of the CRO role and the importance of SaaS experience for reps even outside of sales. 

 

HIGHLIGHTS

  • Should the CMO report to the CRO?
  • Go-to-market functions being added to the CRO role is laborious but can make sense.
  • The customer success side is becoming an increasingly important function
  • How important is SaaS experience when hiring sales reps?

 

QUOTES

Customer success develops advocates within an organization - MJ: "I have seen a ton of peripheral success not just by a certain customer renewing and expanding their deal but them going out and becoming very much like public advocates or referrals coming through those solid accounts because you've invested in them and they have a relationship with the company."

Importance of CROs in revenue retention - Larry: "The easiest people to sell to are those that have already bought. The ability to expand is super important. I love the function, I think it's an easier way than traditionally putting this on sales. As a sales rep, if you close the big deal and you know that you probably block yourself out of an account revenue-wise, you're not going to spend time there."

 

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Oct 05, 2022
E97 Part 1 - Defining the CRO with MJ Leslie and Larry Irvin
00:17:07

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

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

 

HIGHLIGHTS

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

 

QUOTES

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

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

 

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Oct 03, 2022
E96 Part 3 - What Partnerships Can Mean for Medium Businesses with Kevin Connolly
00:16:06

This episode of Tech Sales Insights is the last part of our conversation with Kevin Connolly, SVP of the North America Mid-Market at Dell Technologies. He shares his insights into the importance of partnerships when it comes to medium businesses. Kevin also talks about how building trust and confidence has changed over time across different generations.

 

HIGHLIGHTS

  • Partnerships as a key piece to the sales puzzle
  • How do all generations build trust and rapport with clients without face-to-face meetings?
  • Kevin and Randy discuss their mentors

 

QUOTES

The difference between generations in getting trusted relationships fast - Kevin: "This generation of buyers want it a different way. Their version of trust and confidence might come through social media, it might come through text, or through email. What I perceive as building trust and confidence comes through servicing them really well in the way that they want to be serviced."

Leveraging the partner community's reach - Kevin: "Sales partnerships are critically important. But if you even think about this as not too much of an intellectual concept, our job at this type of business at scale is to bring new customers. We have a lot of opportunities to do that even if you just look at market share alone."

 

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Sep 30, 2022
E96 Part 2 - Scaling Medium Businesses in a Remote Environment with Kevin Connolly
00:18:45

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

 

HIGHLIGHTS 

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

 

QUOTES

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

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

 

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Sep 28, 2022
E96 Part 1 - Nurture Medium Businesses and Move Them Up the Paradigm with Kevin Connolly
00:17:44

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

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

 

HIGHLIGHTS

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

 

QUOTES

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

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

 

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Sep 26, 2022
E95 - What CPQ Will Look Like in the Near Future with Jon Festejo
00:15:01

This episode of Tech Sales Insights is the last part of our conversation with Jon Festejo, Co-Founder and CEO of Salesbricks. He talks about the many possibilities of CPQ and overall software five or ten years from now. Jon also shares a few of his favorite sales tools to use with Salesbricks to add more efficiency and produce more results.

 

HIGHLIGHTS

  • Possible changes to CPQ five years down
  • Why it's CPQ and not CQP
  • Other sales tools Jon uses

 

QUOTES

How software will be trained for the future - Jon: "In software, we'll be doing a better job in figuring out what that right moment is to go upsell your customer. Because in sales, timing is everything. Time also kills all deals and so the software will learn how to go compete and figure out when it is the right time for you to actually visit the customer."

Software will eventually do a better job on its own- Jon: "Today in software sales technology, it's human first and then tools that help them augment and make their jobs a little bit easier. But there's now a tipping point and crossing the chasm where it's going to be technology first and then you apply a human organization to augment that and add additional value."

 

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Sep 23, 2022
E94 Part 2 - 3 Top Ways to Not Lose Enterprise Deals with Jon Festejo
00:17:21

This episode of Tech Sales Insights is the second part of our conversation with Jon Festejo, Co-Founder and CEO of Salesbricks. He talks about the three main aspects to think about in order to secure enterprise transactions, namely transparency, flexibility, and building trust. Jon also shares different insights and analogies when it comes to software sales and being a salesperson in general.

 

HIGHLIGHTS

  • 3 things to consider when leading enterprise sales deals
  • Being the Shopify of B2B SaaS companies
  • The "If you give a mouse a cookie" analogy

 

QUOTES

The importance of flexibility - Jon: "What a lot of people don't really understand is, not every deal is going to look exactly the same. Your one million dollar deal, your nine million dollar deal, your fifty thousand dollar deal, there's a lot of permutations and a lot of things that are very different."

Building trust is also about telling the truth - Jon: "There's going to be times in your career and sales cycle where you need to stop pushing customers and say 'you gotta trust me.' That's important, right? To be able to have that painful conversation."

What selling software could look like in 10 years - Jon: "A lot of these industries that invest in technology, focus on customer experience and accessibility, and democratizing the product, those industries, and companies, in particular, are going to win the race. If you see what Netflix did to steaming media and what Expedia did for travel agencies, we want to do the same exact thing for software sales."

 

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Sep 21, 2022
E94 Part 1 - Rearchitecturing CPQ and Landing Enterprise Deals with Jon Festejo
00:14:43

This episode of Tech Sales Insights features Jon Festejo, Co-Founder and CEO of Salesbricks. Creating a user experience where even new sales reps can take the software and effectively build out a strategic workflow is essential. However, not many realize how painful it can be to work with legacy CPQ.

Jon talks about the amount of work that salespeople do especially with CPQ software even if it's supposed to make things easier. He shares about how dealing with CPQ implementation for the fourth time pushed them to start Salesbricks and create a better experience for customers on their software implementation.

 

HIGHLIGHTS

  • Implementing CPQ and the start of Salesbricks
  • How Salesbricks creates the ideal experience for sales reps
  • CPQ insights from the decision-maker's perspective

 

QUOTES

The way that CPQs are architected makes them difficult to implement - Jon: "In fact, the CPQ market basically invites a billion-dollar business in consulting. You go hire somebody offshore and spend 6 figures, sometimes even 3x what you spend on the actual software to have somebody implement and maintain it."

Salesbrick's focus on the modern-day buyer - Jon: "When you were going to sell software back in the '90s or 80s, that technology had a long sales cycle, right? Nowadays, if you don't get the attention of a millennial buyer in their 30s or 20s, they're going to move on to go research some other solution. And so we have to go focus on that kind." 

 

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Sep 19, 2022
E93 Part 3 - Value Selling Starts with Command of Your Messaging with Matt Handler
00:17:34

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

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

 

HIGHLIGHTS

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

 

QUOTES

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

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

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

 

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Sep 16, 2022
E93 Part 2 - Creative Lead Generation That Gets Emails Opened with Matt Handler
00:15:35

This episode of Tech Sales Insights is the second part of our conversation with Matt Handler, President and COO of Coralogix. He shares their creative ways for lead generation which gets emails opened and creates relationships with prospects immediately over a cold call. Matt also talks about the tools they use that aid their lead generation and the value of authenticity in forging strong relationships.

 

HIGHLIGHTS

  • Creative lead gen gets emails opened and relationship-building over cold calls
  • Referrals and getting customers from champions who have left the company
  • Give discounts but you must absolutely get a customer referral in return

 

QUOTES

Get your emails opened with creativity and research - Matt: "Knowing the business, connecting to something in the business value on their 10k or their press releases that resonates with your audience. Know your audience, know the company, do the research. It actually works and you get the opens."

Build a relationship from a cold call through authenticity - Matt: "Be authentic. So if you get someone on a cold call, and Randy you know we're out and you're barbecuing or you're with your family. My team, honestly, says ‘Listen. I know I caught you on a cold call. This is my job. I have something that I think is absolutely germane to you guys. Give me 30 seconds.’ And if you don't like it, one of two things. You can tell me to screw off and we would actually take you off our list. Or, you can say ‘Hey, this is interesting.’"

 

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Sep 14, 2022
E93 Part 1 - Scaling Companies by Optimizing Digital Exhaust with Matt Handler
00:16:25

This episode of Tech Sales Insights is the first part of our conversation with Matt Handler, President and COO of Coralogix. He introduces how Coralogix operates in the observability space and their unique way of organizing "digital exhaust."

He talks about how they help clients migrate from legacy as log data is constantly growing at a rate faster than revenue. Matt discusses how their technology lowers this cost to allow companies to scale.

 

HIGHLIGHTS

  • Coralogix: Analyzing and optimizing "digital exhaust" for observability
  • Selling to fast-growing mid-sized companies and PLG for smaller companies
  • Market expansion and new products

 

QUOTES

Go-to-market requires people who execute and operate well - Matt: "You have to screw up enough to get successful and then, honestly, if you can really prove that you can scale and execute, there are a lot of financial-minded folks and that's very much needed in our industry. But people that can execute and operate a business, which Randy was great at, is really important."

Lowering the cost of digital exhaust and allowing companies to scale - Matt: "The key to observability is being able to look across distributed architectures, especially in today's world, and understand where you've got performance issues, or if you have an issue, how do you identify and fix it?"

Starting with two markets and being smart about expansion - Matt: "We're really trying to thread the needle of smart growth with our company but not overgrowing and just trying to throw a bunch of salespeople to drive ARR that aren't really productive. We're all about productivity and optimization."

 

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Sep 12, 2022
E92 Part 3 - Culture-Driven Sales Prioritizes People with Kelly Wright
00:20:47

This episode of Tech Sales Insights is the last part of our conversation with Kelly Breslin Wright, President and COO of Gong, and Founder and Thought leader at Culture Driven Sales. Culture-driven sales recognizes that people are behind every single interaction in business.

Kelly shares what it means to prioritize people in terms of valuing your team and truly understanding the customer journey. She discusses how teams must be aligned in putting the customer first to reduce confusion and build up customers to be successful. 

 

HIGHLIGHTS

  • People build great companies, so companies must prioritize people
  • Be authentic with mistakes and own them
  • Managing sales and customer success management
  • When the going gets tough, companies need to have very tight focus

 

QUOTES

People are the priority no matter your stage of growth - Kelly: "What are the top 3 priorities? Priority number 1 is people. Priority number 2 is people. And what is priority number 3? It's people, you got it, Randy. Because, you know, it's people who actually build your product and services. It's people who engage with your customers and sell to your customers and support your customers."

Sales and customer success are not mutually exclusive and loop together - Kelly: "Most companies, because they have 1 team that's selling and then another team with customer success, I think that it's really important for us as companies to understand the entire customer journey. So it's not just there's sales that's 1 function and then they go to post-sales because everything is a continual loop."

 

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Sep 09, 2022
E92 Part 2 - Culture-Driven Sales Prioritizes People with Kelly Wright
00:15:30

This episode of Tech Sales Insights is the second part of our conversation with Kelly Breslin Wright, President and COO of Gong, and Founder and Thought leader at Culture Driven Sales. At the heart of culture-driven sales is people. This challenges the idea of a sales-driven culture where operating principles are the priority. 

A strong people-first approach gets you the best talent and creates a positive work environment, which ultimately drives toward more and better sales. This means that companies must be very firm with hiring based on behaviors that align with the culture that they are trying to create within their organization.

 

HIGHLIGHTS

  • Culture-driven sales has a common mission and challenges conventions
  • On hiring: Determine the right behavior traits that align with your culture
  • Feedback and managing your culture with care and intention  

 

QUOTES

Attract top talent with a strong mission - Kelly: "It's culture-driven sales. If you have a strong mission, strong culture, strong operating principles, strong people-first approach, then you're going to be able to get the best people and help to provide an environment where it's a positive place to work where you can get the most out of those people because they're empowered and then that in turn will drive more sales."

Be intentional in determining behavioral fit during the interview process - Kelly: "Mission is really important to make sure the whole company understands the purpose and their why. This is a really important way to determine who wants to work for you, who [does] not. Are they passionate about that why? Do they care? So that's the first.” 

"The second is making sure that we're asking the right questions in the interview process that are teasing out not only experience and resume, but also how they align with the right behavioral traits that are core to your culture and your operating principle."

 

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Sep 07, 2022
E92 Part 1 - Culture-Driven Sales Prioritizes People with Kelly Wright
00:19:40

This episode of Tech Sales Insights features Kelly Breslin Wright, President and COO of Gong, as well as Founder and Thought leader at Culture Driven Sales. Seeing a comprehensive view of a salesperson’s reality and taking insights from that is a powerful way to unlock their full potential. 

Kelly shares how Gong takes a holistic approach to data and uses AI to glean insights into customer conversations. This has sweeping advantages for salespeople and many other departments which have a stake in understanding what is going on with customer conversations and getting prescriptive guidance on what to do next.

 

HIGHLIGHTS

  • Selling books door to door: Kelly's journey in sales and entrepreneurship
  • Gong offers a holistic approach to data and insights to create effective sellers
  • Providing salespeople with actionable insights on what to do next

 

QUOTES

Grit and resilience are necessary to be successful - Kelly: "So much of being successful in sales and successful in business, it's about grit and learning how to put hard work in, learning how to get knocked down and how you stand back up and you keep on going. Learning how to persevere. And there is no job in the world that is harder than selling something door-to-door because you're sized up in 15 to 30 seconds."

A holistic approach that makes people work more effectively - Kelly: "We capture all of this data and then we're able to provide a lot of diagnosing and understanding of what's happening with that reality so that we can help improve coaching, onboarding of your teams, help to understand what's going on with your competitors, understand what people are saying about your products so all different groups—marketing, sales, CS, product—who are interested in knowing what's going on in our customers conversations, can get that learning from Gong."

Gong takes data from different work streams to produce holistic insights - Kelly: "If you only get a slice of the data, it's only going to tell you a slice of the story. So, first, you have to have a comprehensive view of what's going on with the data, and that's really been Gong's approach. We're going to be much more comprehensive of creating this foundational platform."

 

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Sep 05, 2022
E91 Part 3 Enable Sellers to Solve Customer's Problems with Chris Bowen
00:13:56

This episode of Tech Sales Insights features Chris Bowen, Senior Vice President for Sales at Hammerspace. Sales and marketing are essential pillars in any business and Chris discusses how these 2 departments align to ensure that their messaging is synced. He also discusses the central role of enablement to ensure that the sales team is always focusing on the problems they solve rather than the technology and features which do not contribute to value-selling.

 

HIGHLIGHTS

  • Aligning sales and marketing to the problems they solve
  • Value-selling: It's not about the tech, it's about the use cases they solve
  • Sales leaders to look up to and advice from mentors

 

QUOTES

Customer success today and moving forward - Chris: "Most of it's more on implementation to make sure that we're getting customers that have gone through the POC stage, getting them implemented into production, and then make sure they're happy. So that's something that we'll also start to grow as we move into early 2023."

Build your network and keep learning - Chris: "It's really about building relationships. I mean, at the end of the day, whether it's relationships internally or externally with customers, those last a lifetime. Whether it's this company or 10 years from now."

Tips for new sellers to be a great salesperon - Chris: "You should have, at any point, when you're 6 to 8 months into your new sales job, you should have 16 to 20 opportunities and 4 to 6 of those should be at various points of the POC stage. And you should be touching 5 partners a week and even 5 customers a week."

 

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Sep 02, 2022
E91 Part 2 Figure Out Your Product-Market Fit with Chris Bowen
00:15:07

This episode of Tech Sales Insights features Chris Bowen, Senior Vice President for Sales at Hammerspace. Nailing down product-market fit is one of the biggest challenges for any startup and Chris shares how they figured out theirs. He also speaks on how they hired their sales team based on a builder mentality and their ability to sell a vision. He discusses their 4 pillars namely sales, partnering, technology, and marketing.

 

HIGHLIGHTS

  • Product-market fit and hiring a sales team with a builder mentality
  • Partners and alliances accelerate growth
  • Focusing on big deals and customer acquisition compensation

 

QUOTES

Figure out product-market fit with these questions - Chris: "Do you have multiple sites? Are you where are you at in your journey to cloud? Do you have multiple types of storage or tiers of storage? Do you have a workflow that you're trying to share across multiple sites? If they answered 2 of those questions, that's a potentially very good fit for Hammerspace."  

Spending time on the biggest deals and sales enablement - Chris: "I'm always looking at where the deals for the quarter are. We have a top 10 deal list that I tend to focus on. Most of them are the bigger deals for the quarter. I keep an eye on obviously for next quarter and where we are for the year. And then a lot of it's with the sales folks, enablement, and then really how do I drive partners and technology."

 

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Aug 31, 2022
E91 Part 1 Building a Startup Sales Organization with Chris Bowen
00:13:31

This episode of Tech Sales Insights features Chris Bowen, Senior Vice President for Sales at Hammerspace. Today he shares his professional growth, from working in sales straight out of college to ultimately joining Hammerspace. He gives an overview of what it means to build a startup sales organization from the ground up, solve the most pressing issues of storage and product-market fit, and focus sales on the media, entertainment, and gaming verticals.

 

HIGHLIGHTS

  • Building a startup sales org: ICP, culture, and solving product-market fit
  • A go-to-market plan that focuses on media entertainment and gaming
  • Hiring sellers with strong networks in media and entertainment 

 

QUOTES

Solving the storage issue so sellers can focus on selling - Chris: "I would say to a recruit is one, we solved the holy grail of storage. How many times have you gone into a customer and they said, “Yeah, what if, it'd be great if you could do this?’ So we've been hiring folks that have been selling to customers and listening to customers ask this question, this global file system that connects data around the world."

Hammerspace focused on hiring sellers with established networks - Chris: "We went and hired folks that had experience and a very strong network in media and entertainment so they can go to their customer base. We had to build content. We had customers that were willing to talk about us publicly. So that's been very successful."

 

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Aug 29, 2022
E90 Part 3 A High-Powered Team Nurtures Relationships with Customers with Roger Sands
00:17:14

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

 

HIGHLIGHTS

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

 

QUOTES

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

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

 

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Aug 26, 2022
E90 Part 2 Shifting to Channels and Selecting Tech Partners with Roger Sands
00:11:42

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

 

HIGHLIGHTS

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

 

QUOTES

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

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

 

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

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Aug 24, 2022
E90 Part 1 Scaling Revenue Through Technology Partnerships with Roger Sands
00:15:14

This episode of Tech Sales Insights features Roger Sands, CEO of Wyebot. He discusses how their company optimizes business-critical wireless networks using AI. Wyebot has taken what used to be a manual process and automatically identifies performance issues and provides actionable items to solve them. They are in a fast-growing segment offering a gamechanger product that helps scale businesses to hundreds of millions of dollars in revenue.

 

HIGHLIGHTS

  • Roger's career and starting Wyebot with a focus on automation
  • Education, healthcare, and manufacturing are Wyebot's 3 core verticals 
  • Doubling the sales team and offering unique opportunities in the market-creating segment
  • 3-year plan: Scale to hundreds of millions of dollars and accelerate with channel partners 

 

QUOTES

Wyebot automates business-critical networks using AI - Roger: "We started Wyebot with a whole focus on automation, so we're changing the game here, Randy, in IT automation where we're taking what has been a traditional, manual, reactive type solving performance issues on these business-critical networks, and we've automating it with AI technology."

How technology partners help you scale to hundreds of millions of dollars - Roger: "When you're a smaller company and scaling and you want to get to hundreds of millions of dollars and beyond, then the technology partner can be a huge asset. Huge asset. And there's different types, as you asked, different types of technology partnerships. You can do all the way to an OEM where you're literally licensing and rebranding your solution into the market. And then on a real light side, you can do reference selling."

 

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

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Aug 22, 2022
E89 Compensation Driving the Behavior You Want
00:47:55

This episode is sponsored by OpenSymmetry, our Plan-Deploy-Manage Sales Compensation Technology sponsor. OpenSymmetry provides best practice advice and considerations when assessing, deploying, and managing Sales Performance Management technologies.


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Aug 11, 2022
E88 The Modern CRO - Grit, Hypergrowth and Embracing Change
00:50:45

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

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

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


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Aug 04, 2022
E87 Keeping it Real While Always Learning
00:43:27

This week's episode of Tech Sales Insights LIVE features guest Frank Palumbo, Corporate VP at AMD Pensando

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


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Jul 28, 2022
E86 Value of the CRO Partnering with Field Enablement
00:58:48

This week's episode of Tech Sales Insights LIVE features guest Tom Ammirati, CRO at PlainID

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


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Jul 21, 2022
E85 The Future of Partnering
00:53:01

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

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


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Jul 13, 2022
E84 Selling & Sales Leadership During Tough Economic Times
00:40:51

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

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


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Jul 05, 2022
E83 Operationalizing Sales
00:52:45

This week's episode of Tech Sales Insights LIVE features guest Sean Foster, Chief Revenue Officer, Anomali

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


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Jun 24, 2022
E82 Building Trusted Relationships
00:53:07

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

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


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Jun 17, 2022
E81 Building an Early Stage Startup
00:49:19

This week's episode of Tech Sales Insights LIVE features guest Nik Oberhuber, VP of Sales at Fortanix.

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


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Jun 10, 2022
E80 Who Dares Wins
00:50:54

This week's episode of Tech Sales Insights LIVE features guest Arthur Filip, Chief Growth Officer at Publicis Sapient

This episode is sponsored by Gong, enabling revenue teams to realize their fullest potential by unveiling their customer reality.

The patented Gong Revenue Intelligence Platform captures and understands every customer interaction, then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions.


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Jun 02, 2022
E79 The Art of Founder Selling
00:54:33

This week's episode of Tech Sales Insights LIVE features guest Brian Kelly, CEO of CloudGenera

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


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May 31, 2022
E78 How Revenue Leaders Should Think About Consulting and Angel Investing
00:58:33

This week's episode of Tech Sales Insights LIVE features guest Max Altschuler, VP of Sales Engagement at Outreach

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


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May 19, 2022
E77 Selling to Enterprise Customers in a Hybrid World
00:51:44

This week's episode of Tech Sales Insights LIVE features guest Piyush Mehta, CEO of Data Dynamics

This episode is sponsored by Sales Impact Academy, the world’s leading go-to-market learning platform providing a continuous live learning solution for high-growth tech companies


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May 13, 2022
E76 Building Your A-Game for Sales and Partnering
00:55:46

This week's episode of Tech Sales Insights LIVE features guest Bill Swales, VP and Channel Chief at VMware.

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


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May 05, 2022
Integrators & VARs Bringing Value to End Users and Vendors
00:58:33

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


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Apr 28, 2022
DEI Best Practices
00:57:12

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


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Apr 21, 2022
Building a World Class GTM Team from the Ground Up
00:51:56

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

ValueCloud turns customer value into enterprise-class strategic assets, that are easy to access and use by your team. Messaging, positioning and proving the economic value of your solutions, has never been faster, easier or more scalable than it is today.


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Apr 15, 2022
E72 - How To Build A Company That Changes The World with Dan Wright
00:58:54

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


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Apr 11, 2022
E71 - Selecting the Right Company for Your With Chris Smith
00:58:05

This episode is sponsored by Sales Impact Academy. Sales Impact Academy is the world's leading go-to-market learning platform providing a continuous live learning solution for high-growth technology companies.


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Apr 04, 2022
E70 - Is Marketing Divorced from Sales Reality? With Mike Troiano
00:56:30

This episode is sponsored by Taos, an IBM Company, empowering enterprises to operate efficiently, rapidly innovate, and scale their business. As a comprehensive Technology Solutions Partner, Taos simplifies today’s complex digital landscape by providing both strategic and technical guidance while implementing transformative solutions. The company specializes in cloud strategic consulting, migration, and 24x7x365 operations and managed services powered by its DevOps practice.


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Mar 25, 2022
E69 - Sales Engagement Best Practices: From Rep’s to CRO’s with Mark Kosoglow
01:00:05

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


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Mar 17, 2022
E68 - Sales From a VC Perspective with Peter Bell
01:02:04

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


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Mar 14, 2022
E67 - What Wall Street CXO's Now Look for in a Tech Partner with David Reilly
00:58:36

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


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Mar 09, 2022
E66 - Conquering Zero to $10m+ARR with Seth Robbins, HYPR
00:55:44

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


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Mar 02, 2022
E65 - Building a NDR (Net Dollar Expansion) Machine with Brandon Sweeney, HashiCorp
00:54:05

This episode is sponsored by Sales Impact Academy. Sales Impact Academy is the world's leading go-to-market learning platform providing a continuous live learning solution for high-growth technology companies.

Sales Impact Academy is solving this industry crisis by bringing together the world’s best talent to teach structured, live online courses with high learning design principles.


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Feb 24, 2022
E64 The Great Resignation is the Great Recruitment with Ken Grohe, Taos
00:56:32

This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey.

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


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Feb 16, 2022
E63 - The First 90 Days with Bill Hogan, Beyond Identity
00:58:35

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


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Feb 04, 2022
E62 - Discipline in Leadership Operating Cadence with Mitch Breen, Infoblox
00:57:24

This episode is sponsored by Emissary.io. Uncover opportunities, drive pipeline, and close deals. Backed by Google Ventures, Canaan Partners, and G20 Ventures, Emissary's sales intelligence platform connects enterprise sales and marketing teams with executive advisors from their target accounts for account intelligence that converts.


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Feb 03, 2022
E61 - COVID Improving Go-To Market with Jonathan Martin, WEKA
00:58:03

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


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Feb 03, 2022
E60 - Leadership Qualities and Talent Management with Chris Riley, Automation Anywhere
00:58:47

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


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Feb 03, 2022
E59 - Product Led Growth: The Playbook with Kris Hartvigsen, Dooly
00:57:41

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


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Feb 03, 2022
E58 - Entrepreneurial Mindset For All with John McCarthy, Mainline Information Systems
01:00:55

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


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Dec 10, 2021
E57 - Value Selling with with Tim Page, DecisionLink
00:59:49

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


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Dec 09, 2021
E56 - The Other Side of the Desk A View on Acquiring New Technology with Andy Brown, Sand Hill East
01:00:59

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


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Nov 24, 2021
E55 - Driving Exponential Growth with Marty Sanders, Vectra AI
00:51:55

Join Randy and Nour to welcome Marty Sanders, Senior Vice President Americas at Vectra AI onto this weeks episode of Tech Sales Insights LIVE: 'Driving Exponential Growth'


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Nov 24, 2021
E54 - Talent Agent for Business Leaders with Rick Diana, Trinitas Talent
01:02:43

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


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Nov 24, 2021
E53 - Coaching The Next Generation with Tim Puccio, LoginVSI
00:52:55

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


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Nov 24, 2021
E52 - Leading A Modern-Day Salesforce with Ed Carter, Zimperium
00:56:42

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


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Nov 24, 2021
E51 - Winning Inclusive Culture for ALL with Armughan Ahmed & Rola, KPMG
00:56:27

Join Randy and Nour as we welcome Armughan Ahmad, Managing Partner & President, Digital at KPMG and Rola Dagher, Global Channel Chief at Dell Technologies onto Tech Sales Insights LIVE


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Nov 24, 2021
E50 - The Human Factor of Selling with Tanya Helin, Stack Overflow
00:54:42

Join Randy and Nour as we welcome Tanya Helin, Managing Director - Teams and Enterprise Sales- East & EMEA at Stack Overflow onto Tech Sales Insights LIVE!


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Nov 24, 2021
E49 - Today's Data Driven Sales Rep with Mike Cotoia, Tech Target
00:52:31

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


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Nov 24, 2021
E48 - A Predictable Approavh to Expanding Sales into New Markets or New Products with Mark Roberge, Stage 2 Capital
00:56:27

This week's episode is sponsored by our gifting partner Sendoso, the leading Sending Platform, helping companies stand out by giving them new ways to engage with customers throughout the buyer’s journey.


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Nov 24, 2021
E47 - Tech Stack Optimization with Justin Michael, HYPCCCYCL
00:52:21

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


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Nov 24, 2021
E46 - Enterprise Selling With Cloud Marketplace with John Jahnke, Tackle.io
00:56:18

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


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Nov 24, 2021
E45 - How To Scale An Enterprise SaaS Company Through Alignment & Focus with Mark Thurmond, Tenable
00:53:59

Join Randy and Nour to welcome this weeks Tech Sales Insights LIVE guest Mark Thurmond, COO at Tenable: 'How To Scale An Enterprise SaaS Company Through Alignment & Focus'


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Nov 24, 2021
E44 - Lessons Learned As A Board Member with Sue Barsamian, Five9
00:55:45

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


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Nov 24, 2021
E43 - How to Build The Highest-Valued CyberSecurity IPO ever with Mark Parrinello, SentinelOne
01:00:32

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


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Nov 24, 2021
E42 - SaaS Sales Best Practices Shawn Green, Saltmine
00:59:28

Join Randy and Nour as they welcome Shawn Green, Chief Revenue Officer at Saltmine onto this weeks episode of Tech Sales Insights LIVE


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Nov 24, 2021
E41 - How To Pick A Company Build a High Performing Sales Team Ed Walsh, Chaos Search
01:01:34

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


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Nov 24, 2021
E40 - The Call for Improvement in the Mental Health of Sales Richard Harris, The Harris Group
00:58:22

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


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Nov 24, 2021
E39 - Building Value- Based Relationships With CIOs Brian Bark, Sinclair Broadcast Group (SBG)
00:51:34

Brian is an experienced information technology and business executive, responsible for evolving and shaping a new enterprise information management technology strategy and organization whose mission is to enable a clearer picture of the business, maximize return on IT investments, generate operational efficiencies, and strengthen the delivery of IT services. Prior to joining Sinclair in June ‘18, he was HPE's North American Chief Business and Digital Innovation Strategist, in the Office of the CTO. There, he collaborated closely with enterprise customers to translate HPE’s portfolio of assets and services into actionable and quantitative plans that drive business performance and achieves desired outcomes. Previously, he worked at Smiths Group from 2000-2015, plc., a London-based FTSE 100 engineering/manufacturing business. His diverse industry background includes wireless telecommunications components, security and defense equipment, medical devices, and energy services. Prior to joining Smiths, he enjoyed a professional baseball career highlighted by a period playing in Major League Baseball’s Boston Red Sox in 1995. He holds a bachelor’s degree from North Carolina State University and a master’s degree in Information Systems from UMBC.


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Nov 24, 2021
E38 - From AE to CEO - The Sales Superpower Kris Rudeegraap, Sendoso
00:35:45

Kris has more than a decade of sales experience and has spent time in sales at Talkdesk, Yapstone, and Piqora. During that time, he discovered that creating meaningful engagements through direct mail and gifting was an effective way to drive demand and increase sales—which helped inspire the idea for Sendoso. Kris is a California native and CSU-Chico alum currently residing in the Bay Area.


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Nov 24, 2021
E37 - Delivering Trustecd AI at Scale Ben Taylor, Data Robot
00:58:11

As the leader in Augmented Intelligence, DataRobot is committed to democratizing AI by enabling organizations across the globe to use AI to solve their most pressing challenges. Prior to joining DataRobot, Dan served as Chief Operating Officer at AppDynamics, the leader in application performance management (APM). During his tenure, he was instrumental in helping AppDynamics increase annual recurring revenue 100x and establish the company as the largest and fastest-growing APM vendor. AppDynamics was acquired by Cisco in 2017 for $3.7 billion.


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Nov 24, 2021
E36 – New book your GoTo sales advisor with Peter Bell, Sales Community
00:55:05

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


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Nov 24, 2021
E35 – Self service analytics and insightful decision making with Chris Lynch CEO, AtScale
00:50:22

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


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Nov 24, 2021
E34 – Winning With The Channel with Terry Richardson, AMD
01:00:04

Terry oversees AMD's North American growth with channel partners. He is responsible for the sale of commercial client and server offerings and server components to all partner types including resellers, distributors, national solutions providers, and MSPs. He is driving a go-to-marketing strategy that is aligned with the industry’s leading OEMs and ISVs. Prior to joining AMD, Terry spent 11 years at HPE in a number of partner-facing and customer-facing leadership roles. He led high-performing teams and successfully sold products and solutions to some of the company’s largest customers and business partners. Prior to joining Hewlett Packard, Terry held executive management positions at EMC Corporation, Data General, and SEPATON, Inc. He began his career in sales at Burroughs Corporation (now Unisys). Terry graduated from Boston College’s Carroll School of Management with a BS degree in Computer Science and Marketing and lives in Hopkinton, MA.


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Nov 24, 2021
E33 – Leading A Modern Day Sales-Force with Latané Conant, 6sense
00:58:38

Latané is passionate about empowering marketing leaders to confidently lead their teams, company, and industry into the future. She is laser-focused on leveraging technology and data to build marketing programs that result in deals, not just leads. Latané is known across the tech industry for her creativity, competitiveness, and boundless energy.


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Nov 24, 2021
E32 – Every Seller is an Inside Seller Now with Kristen Twining, FireMon
00:58:52

Kristen is an experienced executive sales leader with a demonstrated success in building teams, large-scale transformation, strategy, program execution, operational excellence, solution selling, acquiring new markets, and accelerating growth. FireMon is the leading network security policy management company that delivers continuous security for hybrid enterprises through a powerful fusion of vulnerability management, compliance, and orchestration. In her role, Kristen leads a team of business development reps and territory sales managers. Prior to joining FireMon, Kristen was the VP of the North America Inside Sales organization for HPE, where she was responsible for building a best-in-class, high-performing sales culture. Kristen serves as the President of the Dallas Chapter for the American Association of Inside Sales Professionals (AA-ISP) and is a proud member of the Executive Advisory Board for the Sales Program at University Texas Dallas. Kristen is a Magna Cum Laude graduate of Bentley University, where she earned a B.S. in Marketing and Spanish.


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Nov 24, 2021
E31 – Partner of the Future with Meaghan Sullivan, SAP
00:39:35

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


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Nov 24, 2021
E30 – Zero to $2B Acquisition with Steve Corndell, Turbonomic
00:51:30

Steve joined Turbonomic in February 2012, and during his tenure has served in a variety of sales leadership roles, including Sales Director, RVP of Sales for the Commercial and Enterprise businesses, and most recently GM & VP of Sales for Commercial. He also played an integral role in the design and implementation of Turbonomic's Enterprise and Commercial Sales organizations, in addition to launching Turbonomic’s Channel Sales team. Steve is currently responsible for revenue across North America from the Commercial and Enterprise teams, as well as driving alignment between sales, customers, and partners. Steve has over a decade of experience in technology sales leadership. Prior to Turbonomic, he served in a variety of sales roles at EMC (now Dell Technologies), including running EMC’s Direct Market Reseller team as a Solution Specialist. Steve is a graduate of Bryant University and holds a Bachelor’s degree in Management and Marketing.


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Nov 24, 2021
E29 - Rethinking Our Personal Touch with Steve Fitz, Sumo Logic
00:30:35

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

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

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


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May 12, 2021
E28 - Evangelizing a New Category with Mary Beth Vassallo, Nexthink
00:36:22

Join Randy Seidl and David Nour for this episode of the Tech Sales Insights Podcast as they host Mary Beth Vassallo, VP & GM - North America at Nexthink.

Mary Beth brings 25 years of sales leadership and go-to-market experience, specializing in building and transforming teams into high-performing organizations. She joined Nexthink in April 2017 with an ARR of roughly $4M, 20 customers, and a small office in downtown Boston. Over the last four years, her emphasis as the VP of North America has been on building the team and driving the business by attacking the large enterprise market. Using a value selling motion the North America team has generated $40M in ARR, grew the customer base to over 100 companies, while tripling the average revenue per customer.

Prior to Nexthink, Mary Beth was the VP of Sales for the Application Delivery Software business and VP of Global Accounts for the Networking business at HPE. Prior to HPE, Vassallo was the VP of Global OEM Sales at Blue Coat Systems. She also held various executive sales leadership positions at Voltaire (Mellanox, now NVidia), Brocade, and EMC. Vassallo holds a Bachelor of Arts degree in Mathematics from Syracuse University.

Don't forget, Mary Beth will be our guest on LinkedIn LIVE today at Noon ET. We turn the show notes from these podcasts into more in-depth articles, so check them out on SalesCommunity.Com. We have several outstanding guests joining us in the next several weeks, so subscribe to Tech Sales Insights wherever you consume podcasts.


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May 05, 2021
E27 - Platform Shifts with Keegan Riley, Sysdig
00:38:47

Join David Nour and Randy Seidl on this episode of the Sales Community's Tech Sales Insights Podcast with Keegan Riley, the Chief Revenue Officer for Sysdig. Sysdig is a San Francisco-based cybersecurity startup with over $200M in VC funding from Accel Partners, Bain Capital Ventures, Insight Venture Partners, Glynn Capital, and Goldman Sachs.

Before joining Sysdig in 2018, Keegan was VP and General Manager of North America Data Storage at Hewlett Packard Enterprise, running a $1.5B/year P&L. He joined HPE via the acquisition of Nimble Storage, where as VP of Americas Sales he helped build the company from VC backed startup, through a successful IPO, and the eventual acquisition to HPE. Prior to Nimble, he held engineering, sales, and leadership roles at HP Lefthand Networks, EMC Corporation, and multiple startups.

Outside of work, Keegan dedicates most of his philanthropic efforts to St. Jude Children’s Research Hospital. He is part of the St. Jude Chicago Advisory Council and serves as the Committee Chair for the St. Jude Chicago Golf Classic, an event that has raised over $25M for the St. Jude Mission. He’s also participated in the St. Jude Memphis Marathon several times as a sponsor, fundraiser, and (very slow 5k) runner.

Keegan holds a B.S. in Electrical Engineering from the USC Viterbi School of Engineering, and an MBA in Management and Organization from the USC Marshall School of Business. He lives in the Chicago area with his wife and two daughters.

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

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


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Apr 28, 2021
E26 - Curve Benders with David Nour
00:40:17

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

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

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

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

BTW,

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

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

Apr 21, 2021
E25 - Business Case Focus with Greg Scorziello
00:43:12

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

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

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

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

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


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

Apr 14, 2021
E24 - Coaching the Five C's with Cheryl Cook, Dell Technologies
00:41:09

Join David Nour and Randy Seidl for this episode of the Sales Community Tech Sales Insights podcast with Cheryl Cook, SVP of Global Partner Marketing at Dell Technologies.

Beyond her main global responsibilities for branding, partner program marketing, channel events, partner communications, and MDF/BDF program investments and execution, Cheryl drives long-term partner marketing strategy, together with Global Alliances, OEM, and global and regional business teams. A vocal advocate for the partner community, Cheryl is a 20+ year partner veteran, known as an innovative, collaborative leader who creates compelling business solutions that accelerate partners’ success.

Prior to her current role, Cheryl served as Vice President, Global Channels and Alliances, leading channel strategy for the company worldwide. Her responsibilities included setting Dell’s partner strategy company-wide, as well as developing and executing channel programs, training, certification, and global marketing programs that enabled partners to grow their business with Dell. Cheryl and her team contributed to the growth of Dell’s global channel business from 33% to over 40% of Dell’s total revenue. Prior to running Dell’s channel business, Cheryl served as Vice President of Enterprise Solutions, where she was responsible for the go-to-market strategy and execution for Dell storage, server, networking, and related software businesses.

Cheryl has more than 25 years of IT and high-tech experience. A contributor to Fortune Magazine’s 50 Most Powerful Women’s community, Cheryl is an active proponent of women in business and technology. Cheryl is the founder and executive sponsor of the Dell Technologies Women’s Partner Network, an initiative that supports and empowers our community of women partners. Cheryl also contributes to Dell’s Women in Action and Dell Women's Entrepreneur Network. Honored by CRN numerous times as one of the Power 100 Women of the Channel, 50 Most Influential Channel Chiefs and Top 100 Channel Sales Leaders, as well as Channel Partners Top Gun 51, Cheryl serves on the board of directors for ARC Document Solutions, is a member of Channel Focus Club 50 and holds a Bachelor of Science in Computer Science from the University of Florida.


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Apr 07, 2021
E23 - Two Winners in Every Deal with Colin Mahony, Vertica
00:38:05

He leads the Vertica business for Micro Focus, helping the world's most data-driven organizations leverage and monetize their business data through advanced analytics and machine learning. Founded in 2005, Vertica offers one of the industry's most advanced analytics platforms for ingesting, processing, and storing large volumes of continuously flowing information.

In 2011, he joined HP as part of the highly successful acquisition of Vertica and took over as VP and GM of HP Vertica, where he guided the business to remarkable annual growth and recognized industry leadership. Prior to Vertica, he was VP at Bessemer Venture Partners, primarily focused on enterprise software, telecom, and digital media investments. Prior to Bessemer, he worked at Lazard Tech Partners and was a Senior Analyst at the Yankee Group.

He earned an MBA from Harvard Business School and a Bachelor's degree in Economics with a minor in Computer Science from Georgetown University.

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


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Mar 31, 2021
E22 - Leading From Within with Craig Hinkley, WhiteHat Security
00:40:05

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

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

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

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

BTW, three quick points:

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

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

Mar 24, 2021
E21 - Grit, Passion, and Intellectual Curiosity with Andrew Ettinger, Astronomer
00:33:03

He is currently the Chief Revenue Officer of Astronomer which is the commercial developer behind the popular open-source project Apache Airflow. With a deep passion for helping emerging and disruptive technology companies build sustainable teams that thrive and deliver significant value to the marketplace, he has a long track record of sales success. He most recently spent 10 years at Pivotal Software leading them from $0-500M in ARR in 4 years to an IPO. He is very active in the start-up community both investing and advising companies on the best Go-To-Market strategies and plans to effectively build, operate, and scale organizations.

Join Randy Seidl and David Nour on this episode of the Sales Community's #TechSalesInsights podcast with Andrew Ettinger.

BTW, three quick points:

  1. Andrew will be our guest on LinkedIn Live today at Noon ET. Join us for a live "Ask Me Anything" session.
  2. We turn these podcast interviews into more in-depth articles, so check them out at SalesCommunity.com
  3. We have some fabulous guests joining us in the coming weeks, so hope you'll subscribe wherever you consume podcasts or at SalesCommunity.com/Events.

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

Mar 17, 2021
E20 - Three 'Ships' with Jennifer Haas
00:32:15

Chief Revenue Officer / Executive Vice President of Sales and Marketing, Jennifer Haas, is known for building, scaling and leading high-performance teams focused on profitable revenue growth, customer success, and operational excellence. For two decades, she has had the honor of holding progressive global leadership positions in Fortune 100 companies and start-ups in the technology and healthcare sectors. She brings with her a deep understanding of the sales process, a willingness to roll up her sleeves, and a calculated approach to leadership. She has a unique mix of big company pedigree and entrepreneurial fortitude with well-rounded business acumen.

Most recently, Haas went from leading a national Business Development team in a $1.6B segment of the $40B tech company Oracle to having P+L responsibility as the CRO / EVP of Sales and Marketing for a SaaS company focusing on digital medicine in the healthcare market.

Haas serves on the board of Mama Hill’s Help and was the Chairman of the Oracle Rep Advisory Board. She is a regular panel participant and speaker in the tech space and the partner community. Haas has a B.S. from the University of Washington and has completed executive education at UW Foster Business School for Corporate Governance and MIT for Financial Leadership.

Haas makes her home in Orange County with her husband and stepson. Passions include international travel, boating, hiking, and giving back. She is a healthy lifestyle and vibrant real food advocate and a masters swimmer. Certified in Scuba and a capable yacht captain.

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

Don't forget, three quick points:

  1. Seidl and Nour host each week's guest on a live Q&A live stream on LinkedIn, YouTube, and Facebook, so check out the SalesCommunity.com/Events or #TechSalesInsights for updates.
  2. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
  3. We have some fabulous guests joining us in the next several weeks, so learn more at SalesCommunity.com/Events.


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

Mar 10, 2021
E19 - Mission-Driven Founders with Ed Sim, Boldstart Ventures
00:41:01

He is the founder of boldstart ventures, a day one partner, and a true believer in developer first and SaaS founders. boldstart is often the first investor working closely with technical founders at company formation. He is currently a board member/observer of Snyk, Kustomer, BigID, Env0, and Cycle. Notable first check investments include Superhuman, Security Scorecard, and Front. He previously co-founded Dawntreader Ventures where he led first-round investments in LivePerson (NASDAQ: LPSN), GoToMeeting (acq. By Citrix), and Greenplum (Pivotal Software). He has a BA in Economics from Harvard.

Join David Nour and Randy Seidl on this episode of the #TechSalesInsights podcast with Ed Sim.

Three quick points:

  1. Ed will be our guest on a livestream Q&A on Linkedin, Facebook, and YouTube - Wed, 3/3 at 2 PM ET - Join Us
  2. We turn the show notes from these podcasts into articles, so check them out on SalesCommunity.Com
  3. We have some fabulous guests coming up, such as Jennifer Haas, Andrew Ettinger, CRO at Astronomer, Craig Hinkley, CEO at White Hat Security, Mary Beth Vassallo, VP & GM of North America at NextThink, and Keegan Riley, CRO at SysDig. Stay up to date at SalesCommunity.com/Events

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

Mar 03, 2021
E18 - Personal Accountability with Peter Quirk, HPE
00:32:14

He is a VP/GM of Top Accounts, responsible for HPE’s Hybrid IT, Intelligent Edge, Software, and Services. His organization spans 84 countries and owns all aspects of the HPE customer relationship. The accounts are led by the Enterprise Account Executives (EAE), Enterprise Account Manager (EAM), PointNext, Storage, and Server Specialists. The EAEs & EAMs are responsible for the executive relationship and coordinating the HPE specialists who in turn, work with our clients to transform, manage, and evolve businesses to take advantage of their traditional IT assets and the Cloud. By harnessing Hybrid IT, the Intelligent Edge, and flexible consumption models securely, customers create significant business value. His team is accountable for more than 1.3+ billion in revenue, interfacing across HPE's global business units, ensuring strong synergies between product and service teams, to bring the full power of the HPE portfolio to customers globally.

Prior to joining HP, he spent four years at CommVault Systems (CV), where he held the District Sales Manager role for the Northeast; Before CV he spent six years at EMC / Legato Systems where he was the AVP Sales Northeast. As part of the EMC software group, he was responsible for managing sales of the company's Information Management Software and Infrastructure Software product offerings. Prior to EMC as President of The Edward S. Quirk Co., he managed all aspects of the commercial & retail tire business for nine years. He started his career in technology at Computer Associates International, Inc. as a field account manager, and soon became a Sr. account manager.

He is a graduate of Boston College where he received a B.S. degree from the Carroll School of Management.

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

Don't forget, three quick points:

  1. Seidl and Nour are hosting Peter for a live videostream interview, so check out the SalesCommunity.com/Events or #TechSalesInsights for updates.
  2. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
  3. We have some fabulous guests joining us in the next several weeks, so learn more at SalesCommunity.com/Events.

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

Feb 24, 2021
E17 - Action-Oriented Executives with Ken Dougherty, Dell EMC
00:29:14

He is the Vice President, Americas Enterprise Preferred Sales at Dell EMC. In this role, he oversees the go-to-market strategy and field sales organization for a $1.5 billion business across the Dell Technologies portfolio.

He brings over 20 years of experience leading sales at storage and enterprise software companies. He excels at building high-performance sales teams and driving significant revenue growth. Prior to joining Dell EMC, he served as Vice President of North America Sales at Kaminario leading direct and indirect sales. Prior to Kaminario, he led the HP Big Data sales organization for the Eastern U.S. and Canadian markets where his team delivered double-digit growth and consistently overachieved sales goals throughout his six-year tenure. In 2011, he was recognized as Global Sales Leader of the Year at HP. He also led the Eastern and Canadian Region at Compellent, establishing new markets and delivering triple-digit revenue growth. Ken began his sales career at StorageTek and spent 10 years in various sales and sales management positions.

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

Don't forget, three quick points:

  1. Seidl and Nour are hosting Ken for a live video stream interview, so check out the SalesCommunity.com/Events for #TechSalesInsights for updates.
  2. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
  3. Our next guest will be Ricardo Di Blasio, the Chief Revenue Officer at CommVault - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.

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

Feb 17, 2021
E16 - Thinking Big Enough with Kevin Haverty, ServiceNow
00:30:10

He serves as the Chief Revenue Officer for ServiceNow, a $4.5 billion SaaS provider. He is responsible for overseeing the global sales organization, including sales enablement, industry solutions, and global sales operations. Prior to his CRO role, he served as Executive Vice President, Worldwide Sales (and other senior positions) from 2011–2020. Before ServiceNow, he served in leadership roles at EMC, Data Domain, Thomson Financial, and Brocade. He has been on the Board of Directors for Drift since 2018.

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

Don't forget, three quick points:

  1. Seidl and Nour are mixing things up and will host this week's guest at a live YouTube video stream interview, so check out the Nour Group or Sales Community YouTube Channels for #TechSalesInsights for updates.
  2. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
  3. Our next guest will be Ken Dougherty, Vice President of Sales - Enterprise Preferred at Dell EMC - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.

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

Feb 10, 2021
E15 - Purposeful Obstacles Beyond Your Comfort Zone with KC Choi, Samsung
00:37:31

As the Corporate EVP and GM of the Global B2B/B2G Team at Samsung Electronics, he is responsible for the sales and go-to-market leadership for Samsung mobility products, services, and solutions including 5G, Knox Security Galaxy, Note, Galaxy Tab, wearables and IoT to Samsung's global enterprise customers and partners. Previously, he was the SVP of Global Systems Engineering of Dell EMC's world-class technical presales engineering organization that helped its customers and partners transform their information technology capabilities to realize the best outcomes in today's digital economy.

Earlier in his career, he joined Compaq/HP as Director of Americas Solutions Architecture, before being promoted to VP of Americas Solutions Architecture, Cloud and Total Customer Experience.

Originally from Seoul, South Korea, he graduated from UC Irvine with a BA/BS in Economics and Electrical Engineering.

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

Don't forget, three quick points:

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

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

Feb 03, 2021
E14 - Undetracted Learning with Bill Swales, VMWare
00:29:10

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

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

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

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

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

Don't forget, three quick points:

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

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

Jan 27, 2021
E13 - Sales Operating Plan with Mark Stephenson, Evisort
00:27:39

He’s a Silicon Valley tech sales veteran, and the Chief Customer Officer for Evisort, an artificial intelligence (AI) technology company, having recently closed a $15 million Series A funding round led by Vertex Ventures and M12, Microsoft’s venture fund, with participation by Amity Ventures and Serra Ventures.

Overseeing marketing, sales, and customer success, he has complete accountability to build strategy and execution around the full customer lifecycle. He helps clients optimize the use of Evisort’s “google for contracts” software-as-a-service (SaaS) contract analytics solution which has embedded AI capability to read and understand the meaning in legal documents like contracts. He helps clients create greater agility and effectiveness around how contracts and legal documents are generated, approved, processed, and renewed.

With over 25 years of sales leadership expertise in technology solution sales at high-growth, venture-backed firms as well as at scale enterprises such as Cisco and HP, he previously led Avi Networks where he rapidly scaled the business until the company’s successful acquisition by VMware in 2019.

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

Don't forget, three quick points:

  1. Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates.
  2. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
  3. Our next guest will be Bill Swales, VP and Channel Chief at VMWare Americas - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.

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

Jan 20, 2021
E12 - What's Your Brand with Peter McKay, CEO - Snyk
00:34:46

He is Chief Executive Officer of Snyk (pronounced Sneek), leading a worldwide organization that is disrupting the security industry. Prior to Synk, he was the Co-CEO, President, and Board Member at Baar, Switzerland-based Veeam Software with over 3,500 employees, 240K customers, and $1 Billion in bookings. His previous leadership roles include SVP and GM of the Americas at VMWare, GM of Watchfire at IBM, EVP of Sales at PTC, and SVP at Computer Associates. He is a graduate of Northeastern University with a BS BA in Accounting and Finance, loves cycling, and spending time with his family.

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

Don't forget, three quick points:

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

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

Jan 13, 2021
E11 - Keep Flying the Airplane with Brian Bell, CEO - SportsEngine
00:31:03

He is Chief Executive Officer at SportsEngine, responsible for setting the overall direction and product strategy for the company, as well as new growth initiatives. Prior to SportsEngine, he held several executive positions at technology companies including President/COO at Code42, Executive Director, Americas Sales at Dell, and Vice President of Worldwide Sales at Compellent Technologies. He holds a Bachelor's degree in Human Factors from the United States Air Force Academy and a Master's degree in Human Factors from the University of Illinois.

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

Don't forget, three quick points:

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

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

Jan 06, 2021
E10 - Making Bold Moves with Jas Sood, HPE
00:31:52

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

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

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

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

Don't forget, two quick points:

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

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Dec 16, 2020
E9 - Out of Your Comfort Zone with Jeff Casale
00:33:29

He has a consistent track record of leading and scaling high growth organizations from sub $20M to billions through complex and often ambiguous go-to-market challenges. Success has required creating and executing bold strategies to enter new markets and build predictable revenue growth. The most important foundational element has been a proven track record of servant leadership. Creating an environment where people are growing and developing as they take risks and make the mistakes necessary for ongoing success.

He most recently served as President DT Select Group at Dell Technologies, now a $10 billion business, responsible for strategic planning, business operations, go-to-market, and management of key functions for Dell's most strategic global relationships, including sales, channels, services, and field marketing.

Previously he spent five years at VMware and led business operations for the company’s Americas region, bringing more than 20 years of experience in U.S. and international markets, storage and information software, and global sales and service. Prior to VMware, he spent 19 years at EMC, where he led global channels, OEMs, and go-to-market strategy. While at EMC he also held executive and operational leadership positions for sales and services across Latin America and for the company’s Europe, Middle East, and Africa (EMEA) regions.

Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with servant leader and board advisor, Jeff Casale.

Don't forget, two quick points:

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

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Dec 09, 2020
E8 - Going Above and Beyond with Rich Wenning, CyberArk
00:31:48

He is the Senior Vice President of North American Sales for CyberArk. In this capacity, he leads an organization focused on CyberArk’s identity security portfolio. CyberArk protects against advanced cyber threats, supports compliance initiatives, and empowers digital transformation. Anchored in privilege access management, CyberArk adaptively manages access for a broad range of human and machine identities, from any location or device, across cloud and hybrid environments, and throughout the DevOps pipeline.

He has over 25 years of industry experience, and he’s held a variety of senior leadership and client-facing positions with Palo Alto Networks, IBM, Cisco Systems, and Hewlett-Packard Company. He has a passion for building a culture of learning, empowerment, and engagement, reinforcing the right traits, values, and behaviors that lead to client success.

A native New Englander, and avid baseball fan, he has served on the Board of Directors for the Greater Boston Chamber of Commerce, and the Customer Advisory Board at Inwood House. He is a graduate of Northeastern University in Boston, and he received his MBA from Fordham University in New York City. He lives in a suburb west of Boston with his wife and two children.

Join Randy Seidl and David Nour on this episode of the Sales Community #TechSalesInsights with Rich Wenning.

Don't forget, two quick points:

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

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

Dec 02, 2020
E7 - Passion for Learning with Peter Bell, Amity Ventures
00:38:22

He is the General Partner at Amity Ventures where he focuses his energy and expertise on partnering with entrepreneurs to build companies of consequence. He has spent three decades starting, building, and investing in technology businesses. His thematic areas of focus include Machine Learning, Big Data, Cybersecurity, Internet of Things, Autonomous Logistics, Data Analytics, Cloud Computing, Personal/Mobile Commerce, FinTech, and Enterprise Software. He has served on the boards of numerous technology companies over the past two decades including, most recently, Gigamon, LevelUp (acquired by Grubhub), Ocarina (acquired by DELL), Turbonomic, WePay, Qumulo, and ENJOY. He is currently on the board at Vowel, an emerging leader in enterprise collaboration, Column, a platform for public notice, and Playco, a leader in mobile gaming.

He began his career at Price Waterhouse in Boston. In late 1986, he began to sense the opportunities arising in the information age of enterprise computing and joined an exciting young company in Natick, Massachusetts, EMC Corporation. He relocated to San Francisco in 1987 to help lead EMC initiatives in Silicon Valley. EMC was acquired by Dell in September 2016 for $67 billion. In 1998, he embarked on his own entrepreneurial journey and co-founded StorageNetworks, a pioneer in cloud computing. He led the company as its CEO and completed an IPO in 2000. After stepping down as CEO in 2003, he formed his own investment firm, Stowe Capital, focusing on early-stage investments in enterprise software, data center infrastructure, and consumer internet companies. He was a member of the faculty at MIT Sloan School of Management from 2003 to 2006, where he taught entrepreneurship. He was also a Distinguished Executive in Residence and member of the faculty at Boston College from 2003 to 2010, where he taught at the Carroll School of Management. In 2006, he joined Highland Capital Partners, a leading global venture capital firm, where he led investments in early and growth-stage technology companies, eventually becoming the Managing General Partner of the firm.

He lives in the San Francisco Bay Area with his family, serving as a Trustee at Sacred Heart Schools Atherton from 2012 through June 2018. He joined the Board of Trustees of Boston College in 2000 and currently serves as a Trustee Associate. He is also an advisor to the Shea Center for Entrepreneurship at Boston College. He holds a BS in Management from Boston College, an MBA from the Harvard Business School, and an Honorary Doctorate from Babson College.

Join Randy Seidl and David Nour on this episode of the #TechSalesInsights podcast with Peter Bell.

Don't forget, two quick points:

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

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

Nov 25, 2020
E6 - Love to Build with Bill Hogan, SecurityScorecard
00:39:14

He is a recognized industry leader in the IT and Security Field. As the Chief Revenue Officer of SecurityScorecard, the leader in security ratings, his team serves global clients such as GE, McDonald's, Charter Communications, All State, AIG, and Bank of NY Mellon to name a few. He is a seasoned executive with a proven track record leading high performing teams solving enterprise-class problems.

He previously ran Global Financials and Strategic Accounts at Fortinet. Before Fortinet, he served as President and Chief Revenue Officer at Webhouse, Inc. He spent a decade at NetApp as VP of Global Accounts, Financial and America’s Enterprise. At HP, he served as its GM of Storage Virtualization Systems Group, after its acquisition of StorageApps where he served as VP of Sales. Earlier in his career, he spent a decade at EMC in various sales and sales leadership roles.

He serves on various charitable boards, including Diocese of Brooklyn Futures in Education, Alive and Hope Foundation, Tuck RUSH for Literacy, St Baldrick’s Foundation, and St Agnes CYO.

Join Randy Seidl and David Nour on this episode of the #TechSalesInsights podcast with Bill Hogan.

Don't forget that we turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.


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

Nov 18, 2020
E5 - Make the Number with Ken Grohe, WEKA
00:41:06

He is a technology veteran, bringing more than three decades of SaaS and storage leadership to his role as President and Chief Revenue Officer (CRO) for WekaIO. Prior to joining the company, he was CRO of Samsung’s Stellus Technologies, a leading data systems company that addresses the way companies capture, store, access, and process unstructured data.

Prior to Stellus, he served as President of SignNow, SVP, and GM of Barracuda Networks, and CRO of Virident, a Western Digital Company. He also had an impressive 25-year career at Dell EMC, finishing as VP and GM with a focus on the global flash business.

In addition to being an international best-selling author, he holds a degree from Stanford University Graduate School of Business and a BS, cum laude, in Management from Boston College.

Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Ken Grohe.


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Nov 11, 2020
E4 - First in a Role to Grow Something with Paola Doebel, Ensono
00:33:46

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

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

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

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


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Nov 04, 2020
E3 - Imagining the Possible with Frank Rauch, Check Point Software
00:39:53

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

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

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

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

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

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


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Oct 28, 2020
E2 - High-Performance Culture with Jim Sullivan, President & CEO - NWN Corp.
00:40:34

With more than 30 years of enterprise technology industry experience, he has a track record of scaling both emerging and established companies for rapid global growth.

As President of Actifio from February 2011 until May 2019, he helped drive this copy data management software pioneer to a unicorn valuation of $1.3 billion, more than 3,500 global customers, and a 50% CAGR. He co-developed the company’s strategy and led sales, presales, channels, and OEM distribution, from pre-revenue to achieving high growth, positive cash flow, and global operations.

Prior to Actifio, he served as the President of enterprise storage technology provider XIV, responsible for the company’s business direction and go-to-market model, including sales, marketing, and global services operations. After XIV was acquired by IBM in 2008, he spent three years as Vice President of IBM Storage, generating more than $1 billion in total sales.

He spent six years as CEO of CentrePath Network, and prior to that spent 12 years helping to grow EMC Corporation from $80 million to more than $10 billion in annual global sales, serving in several senior management positions culminating in Senior Vice President of Sales. He served on the boards of AppIQ until its acquisition by HP in 2005, and Diligent, a deduplication software pioneer acquired by IBM. He currently serves as chairman of the board of Weka.io, maker of a software-defined file system, and is a board member of Titus Software, a Blackstone portfolio company. He is active as a member of YPO (Young Presidents’ Organization), and with his Alma Mater, Boston College.

Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Jim Sullivan, President, and CEO of NWN Corporation.

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


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Oct 21, 2020
E1 - Sales Community Vision with Randy Seidl, Founder and CEO
00:20:20

He is a global technology board director, CEO, CRO, executive recruiter, sales community leader, consultant, advisor, and investor with extensive sales and executive leadership experience. Put simply, he helps companies and individuals grow.

He is known for his unique ability to scale emerging growth and Fortune 500 technology companies as well as individual’s careers. Uniquely, he has worked in startups/smaller companies and industry-leading organizations such as Hewlett Packard, Sun Microsystems, StorageTek, and EMC Corporation. He has a record of consistently increasing company value through his strategic leadership, go-to-market expertise, people skills, and his extensive executive relationship network.

His COVID moment, that you'll hear about in this episode, led to his planned launch of the SALES COMMUNITY this month as a sales social network with a mission to be the best resource to add value to technology sales professionals by providing a community where members can: promote equity, diversity, and inclusion, learn more and grow, give and get feedback, network, access a library of best in class resources, and have fun.

Join us on this inaugural episode of the Tech Sales Insights with the Sales Community founder and CEO, my friend, Randy Seidl.


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Oct 14, 2020