Tech Sales Insights

In this episode of Tech Sales Insights, Randy Seidl sits down with David Donatelli, CEO of Riverbed, for a candid conversation on "Lessons Learned." David shares insights garnered throughout his illustrious career spanning EMC, Hewlett Packard (HP), Oracle, and his current role at Riverbed. From telemarketing and sales strategies of the past to the evolving landscape of enterprise solutions, they explore the essence of value-based selling, marketing lead generation, and the importance of customer trust. David delves into the significance of product-market fit, team collaboration, and the transformative impact technology can have on businesses, sharing anecdotes that highlight how Riverbed's solutions have streamlined operations for major companies worldwide.KEY TAKEAWAYSValue-based Selling: Understanding and articulating the true business value of solutions are pivotal in driving successful enterprise sales.Customer Trust: Building and maintaining customer trust by honoring commitments and exceeding expectations.Team Collaboration: Emphasizing that sales success is a collective effort involving all functions within an organization.Product-Market Fit: The criticality of product differentiation and market alignment for sustained success in the enterprise technology landscape.Technology's Impact: Real-life examples showcasing how innovative technology solutions positively impact business operations and customer satisfaction.QUOTES"Customers are very smart. They do the research before they meet you. They want to understand how you rank versus others in the industry.""Your reputation is built by honoring your commitments to your customers and exceeding what you promise them.""It's more important than ever to understand the true business value and articulate that to customers.""Sales success is a team sport. Every function within a company has a role to play in achieving success."Find out more about David Donatelli through the links below:LinkedIn: https://www.linkedin.com/in/david-donatelli-29854825b/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl in an insightful conversation with Jim Nyhan, Director of America's Enterprise Sales at Cyber Proof, discussing the shift from selling individual products to integrated platforms in managed cyber services for enterprise clients. Jim shares his journey, emphasizing the importance of an ecosystem approach, addressing challenges in the tech sector, and highlighting the crucial role of customer-centricity in building lasting partnerships. KEY TAKEAWAYSTransition to Platform Approach: In a tightening tech economy, platforms supersede individual products as enterprises seek consolidation and value from integrated solutions.Ecosystem Advantage: Larger players leverage ecosystem partnerships, offering enterprise licensing agreements and consumption models, presenting an edge over niche point products.Customer-Centric Culture: Upholding an egoless, customer-focused culture fosters trust, longevity, and mutually beneficial relationships.CFO Collaboration: Engaging CFOs becomes pivotal in navigating tech stacks, as enterprises grapple with integrating numerous SaaS platforms.QUOTES"If you bring high integrity, value, and do what you said at the price you said, you've built a great customer relationship.""In defense of founders, they often have their own capital at stake, but minimizing internal politics and maximizing customer focus defines successful company culture.""Platform will trump product, especially during economic headwinds, as enterprises seek consolidation and value from integrated solutions."Find out more about Jim Nyhan through the links below:LinkedIn: https://www.linkedin.com/in/jim-nyhan-696668/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Tom Hannigan is the President of the Americas at ServiceNow. He has over 30 years of experience in the tech industry, with a focus on sales and leadership. Tom has held various roles at EMC and ServiceNow, and he is known for his collaborative and empathetic leadership style.In this episode of Tech Sales Insights, Tom discusses leadership development and selling into multiple markets. He emphasizes the importance of staying hungry and humble, and he shares his philosophy on people, winning as a team, and operational command. Tom also highlights the significance of value selling and the role of sales ops in driving success.KEY TAKEAWAYSStaying hungry and humble is crucial for success in sales and leadership.Building a strong team and fostering collaboration is essential for winning as a team.Operational command, including effective time management and accountability, is key to achieving sales goals.Value selling is critical in today's market, where customers are focused on productivity and profit.Sales ops plays a vital role in supporting sales teams and driving revenue growth.QUOTES"The team with the best people wins every single time.""If you don't understand the business problems, you're not going to be able to solve any of their problems.""Every interaction is a sales call.""Being in front of the customer is the most important thing we need to do.""The best channel folks understand salespeople and how they attack the territory."Find out more about Tom Hannigan through the links below:LinkedIn Profile: https://www.linkedin.com/in/tomghannigan/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Paul Fipps, President of Strategic Accounts at ServiceNow, shares his journey from an Army career to pivotal roles in leading technology companies. Paul reflects on his military background's profound impact on his leadership style, emphasizing the importance of placing the mission or company objectives first, the team second, and personal motives third. He discusses the critical role ServiceNow plays in digital transformation, offering insights into the company's purpose-driven approach and innovative AI-powered solutions. Throughout the conversation, Paul underlines the significance of a strong team-oriented culture and how it drives success in customer relationships and company growth.KEY TAKEAWAYSLeadership Principles from the Military: Paul Fipps shares his key leadership lesson from the military, emphasizing the priority of the mission or company objectives, team cohesiveness, and personal motives in that order.ServiceNow's Purpose-Driven Approach: ServiceNow focuses on enhancing the world of work by offering a powerful, workflow-based platform for digital transformation across industries and functions.Innovative AI-Powered Offerings: ServiceNow's rapid innovation, notably in generative AI, has led to groundbreaking, live product launches with powerful AI capabilities out of the box.Strategic Account Management: Paul's role involves overseeing the largest and most strategic customers, aligning resources across geographies and industries to drive digital transformation and business outcomes.Culture & Team Dynamics: The success of ServiceNow is attributed to its strong culture, with a focus on the team and core values in daily decision-making and problem-solving.QUOTESPaul Fipps: "Company or mission first, team second, and myself third."Paul Fipps: "In the military, you can see what phenomenal leadership looks like, and you can see what less than phenomenal leadership looks like. If you're smart, you learn from both sides."Paul Fipps: "ServiceNow's purpose is to make the world of work work better for everyone."Find out more about Paul Fipps through the links below:LinkedIn Profile: https://www.linkedin.com/in/paulfipps/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl has an insightful discussion with Carl Eschenbach, a successful partner at Sequoia, as they unravel the secret sauce behind effective leadership. This episode delves into how the landscape of sales, technology, and leadership has evolved, emphasizing the role of innovation, data-driven approaches, and the crucial qualities that differentiate successful companies. Learn about Carl's journey from his humble beginnings to becoming an influential figure in the business world and venture capital.KEY TAKEAWAYSEvolution of Sales Tech: Explore the changing dynamics of sales, leveraging technology tools like Gong, which have revolutionized sales strategies, making them more data-driven, efficient, and strategic.Leadership and Boardroom Insights: Discover the art of effective leadership, the critical role of the founder or entrepreneur, and the visionary qualities needed to steer companies to success.Company Differentiation: Understand the distinction between category creators and market disruptors and how both play crucial roles in shaping industries.Operational Expertise: Insights into how an operator-turned-investor like Carl Eschenbach brings hands-on experience to support and guide companies, from leadership mentoring to sales strategies.QUOTES"Sales today is as much data-driven as it is science or art.""You can hire for skills, but you can't hire for passion and drive.""We help companies see around corners, anticipate what's coming, and navigate uncharted territories.""Category creators and market disruptors both play pivotal roles in shaping industries."Find out more about Carl Eschenbach through the links below:LinkedIn Profile: https://www.linkedin.com/in/carl-eschenbach-980543/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Chris McCarthy is a seasoned go-to-market executive with extensive experience in the technology industry, and the founder of 45 East, LLC. He has worked for companies like IBM, EMC, Cisco, HP, HPE, and Microsoft, where he has built strong relationships with sales teams, partners, and clients to deliver technology-based solutions that drive measurable business outcomes.In this episode of Tech Sales Insights, Randy Seidl interviews Chris McCarthy, a go-to-market executive with a background in consulting services. They discuss the importance of leveraging services and consulting as a competitive advantage in the technology industry. Chris shares his insights on the evolution of services and consulting, the challenges of balancing product and services teams, and the growing trend of customer success. He emphasizes the value of understanding customer outcomes and delivering solutions that align with their goals. Chris also highlights the significance of storytelling and value selling in building strong customer relationships.KEY TAKEAWAYSServices and consulting play a crucial role in driving the adoption and consumption of technology solutions.Balancing the motivations of product and services teams is essential for success in the tech industry.Customer success is an emerging trend that focuses on co-innovation and co-investment with customers.Value selling is critical in demonstrating the impact and benefits of technology solutions to customers.Storytelling is a powerful tool for communicating the value and relevance of technology solutions to customers.QUOTES"Customers don't buy things. They buy outcomes.""Value is derived from listening and empathy skills with the customer.""Focus on the first 30% who get it and make them wildly successful.""You don't need to be a know-it-all. Be a learn-it-all.""Storytelling is critical in communicating the value of technology solutions to customers."Find out more about Chris McCarthy through the links below:LinkedIn Profile: https://www.linkedin.com/in/chris-m-mccarthy/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, host Randy Seidl is joined by Kevin Purcell, a seasoned expert in selling to and with Global System Integrators (GSIs), and the Head of Global Strategic Partnerships at Hitachi Vantara. They explore the significance of GSIs in the tech industry, share valuable insights on how to effectively collaborate with these complex organizations, and offer practical strategies for companies of all sizes to leverage GSIs in their go-to-market approachKEY TAKEAWAYSUnderstanding GSIs: GSIs, or Global System Integrators, play a critical role in the IT industry, driving approximately 10% of the total market revenue. They work closely with enterprises to shape their digital transformation journeys.Investment in GSIs: To succeed with GSIs, companies must be prepared to make significant monetary and resource investments. The key is to pick the right GSI partner willing to collaborate and invest in a mutually beneficial partnership.Go-to-Market Strategies: Companies can achieve success with GSIs by focusing on specific niche areas or industry verticals. It's essential to establish relationships with senior personnel within the GSIs, align goals with their interests, and create joint offerings that add value to both parties.Executive Sponsorship: Building a strong relationship with an executive sponsor within the GSI can open doors to significant opportunities. These sponsors often have industry experience and connections that can benefit both companies.Building a GSI Team: Companies should assemble a team of experienced professionals who understand the complexities of working with GSIs. These team members should have global experience, industry knowledge, and the ability to build meaningful relationships.QUOTES"If you're not including GSIs in your indirect channel strategy, you might be missing out on a significant portion of the market opportunity.""Pick one GSI, make it successful, and then build from there.""Executive sponsors within GSIs can help advance your career within that organization by bringing revenue and value.""Investing in GSIs requires significant monetary and resource commitments, but the rewards can be substantial.""Understanding the unique persona within GSIs is crucial to building successful relationships."Find out more about Kevin Purcell through the links below:Greg Casale: https://www.linkedin.com/in/kevinpurcelllinkedin/This episode of Tech Sales Insights is brought to you by:Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Phil Castillo is the VP of Sales for CommScope, where he oversees the Americas region. With a background in networking and technology sales, Phil has held leadership roles at companies like Cisco, Avaya, and HP. He is known for his ability to develop top talent and drive results in challenging situations.In this episode of Tech Sales Insights, Phil shares his insights on the importance of being effective as a sales leader. He emphasizes that being right is overrated and that it's more important to focus on being effective in order to achieve success. Phil discusses the role of intent and genuine understanding in building strong customer relationships, as well as the value of quick and concise follow-ups. He also highlights the importance of embracing authenticity and avoiding blame in order to foster trust and ownership within a team.KEY TAKEAWAYSBeing effective is more important than being right as a sales leader.Genuine intent and understanding are key to building strong customer relationships.Quick and concise follow-ups are crucial for maintaining momentum and trust.Embracing authenticity and avoiding blame fosters trust and ownership within a team.QUOTES"Being right is overrated. People will remember how you made them feel, not whether you were smart." - Phil Castillo"Divorce yourself from the outcome and focus on understanding and learning in every interaction." - Phil CastilloFind out more about Phil Castillo through the links below:Greg Casale: https://www.linkedin.com/in/phcastillo/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl interviews Greg Casale and Ryan Reisert about the importance of live conversations in sales. They discuss the metrics of conversations versus dials, the effectiveness of cold calling, and the impact of local dialers. They also emphasize the need for personalized and targeted outreach and the importance of training and skill development for successful outbound calling. Ryan shares a study from Outreach, a billion-dollar valuation company, which suggests that after 250 deliveries, a 12% top-line response can be expected when using email and LinkedIn, compared to a 20-40% connect rate when solely using cold calling. Greg emphasizes the importance of setting realistic expectations and understanding the specific connect rates for your industry and target audience. They also discuss the qualities and training needed for successful outbound calling, including the ability to stick with the process and build muscle memory. Greg highlights that competitiveness is not the only factor for success, and introverts can excel in outbound calling due to their analytical and listening skills. They also touch on the effectiveness of phone-ready leads in increasing connect rates, with Ryan explaining that their process involves identifying signals that indicate a higher likelihood of reaching prospects.KEY TAKEAWAYSLive conversations are essential for sales success as they allow for meaningful interactions with prospects.The connect rate for cold calling is typically between 2% and 12%, depending on the industry and target audience.Local dialers can be effective in some cases, but the advantage has diminished over time as people have become more accustomed to receiving sales calls on their mobile phones.It is important to set realistic expectations for outbound calling and understand the specific connect rates for your industry and target audience.The qualities needed for successful outbound calling include the ability to stick with the process and build muscle memory.Introverts can excel in outbound calling due to their analytical and listening skills.Phone-ready leads can significantly increase connect rates by identifying signals that indicate a higher likelihood of reaching prospects.QUOTES"Nothing converts better than a live conversation." - Ryan Reisert"You want to build enough of a statistical database to know what the connect rate is for your persona in a company of the size you're trying to reach." - Greg CasaleFind out more about Greg and Ryan through the links below:Greg Casale: https://www.linkedin.com/in/gregcasale/Ryan Reisert: https://www.linkedin.com/in/salesdevelopmentrepresentative/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl interviews Jill Harris, the VP of Sales at GoTo, to discuss how Jill leads her sales team with a growth mindset, which means embracing challenges, learning from failures, and constantly improving their skills. They also talk about how they use customer centric selling as their sales methodology, which focuses on understanding the customer’s role, problem, and solution. Jill reveals how they use GoTo as a tool to analyze their calls, get feedback, and improve their performance. She also mentions some of the latest features of gong that they love. In addition, they share some tips and insights on selling to different markets, such as American CTOs versus European CTOs, and how to find the ideal customer profile for their products. They also discuss how they generate leads through marketing campaigns, outbound calls, and partner referrals. Jill also shares some creative ways to get meetings at conferences without having a booth. This episode is full of valuable information and advice for anyone who wants to learn more about sales success in the remote work era.KEY TAKEAWAYSGoTo: Remote and secure work solutions.Jill's career journey as a Sales rep to VP at GoTo.Growth mindset: Vital for sales success; coach reps accordingly.Customer-centric selling: Understand customer problems and solutions.Gong tool: Analyze calls, receive feedback, improve performance.Selling across borders: Build trust, rapport, solve business problems.Account scoring: Prioritize valuable opportunities.Lead generation: Marketing, outbound calls, partner referrals.Creative conference meetings: Without a booth.QUOTES“This is our profession, and you need to get better each and every day. If you don’t keep working on your skills and constantly tweaking, you’re going to become stale.”“A lot of assumptions are made in sales where you think you understand the problem, but you really need to validate that with the customer and make sure that you understood it correctly.”“Time is money. It really is. And so you need to do it quickly. And especially for leadership, where you’re trying to quickly dive in and read the high level notes.”“80 percent of your revenues come from like 20 percent of your accounts and you need to find out which ones those are.”“At these events, people want to talk to people. And so it is only an elevator pitch, getting curious, just striking up conversation.”Find out more about Jill Harris in the link below:LinkedIn: https://www.linkedin.com/in/jill-harris-549b052/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Evan Leong is the founder and CEO of Product Signals, a company that provides product feedback solutions for modern teams. He has a background in product management and has worked in various roles in the tech industry. Evan is passionate about solving the problem of effectively managing and utilizing product feedback in B2B SaaS companies.In this episode of Tech Sales Insights, Evan Leong joins Randy Seidl to discuss best practices for sales to help with product feedback. Evan shares his journey from working at Nissan to starting his own tech company and the inspiration behind Product Signals. He highlights the importance of bridging the gap between product and sales teams and the challenges faced in achieving this. Evan also provides insights into his sales process and the ideal customer profile for Product Signals.KEY TAKEAWAYSEffective communication and collaboration between product and sales teams is crucial for making informed product decisions.Closing the feedback loop and keeping sales teams updated on product developments helps build trust and alignment.The ideal customer profile for Product Signals is growth-stage B2B SaaS companies with 100-200 employees.The future of the sales tech stack will involve platforms that integrate and communicate across different departments, such as product and customer success.QUOTES"Getting the feedback is one thing, but having a holistic view of what the sales team is up against is a huge indicator of the market." - Evan Leong"If you can stick around to give yourself the opportunity to get there, you'll set yourself up for opportunities." - Evan LeongFind out more about Evan in the link below:LinkedIn: https://www.linkedin.com/in/evanmayo89/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl welcomes Martin G. Moore, a keynote speaker, co-founder “Your CEO Mentor”, and the host of “No Bullsh!t Leadership”, to share his insights on leadership and the key principles of his "No Bullsh!t Leadership" framework. He emphasizes the importance of delivering value at the core of leadership and highlights the seven imperatives for effective leadership: handling conflict, building resilience, working at the right level, mastering ambiguity, making great decisions, connecting the dots, and being accountable. Marty also discusses the challenges of remote work and the need for deliberate and productive in-person interactions. He shares a real-life example of how focusing on change and continuous improvement can lead to significant improvements in productivity. Marty also explores the paradox of salespeople transitioning into leadership roles and the importance of empathy and connection in leadership.KEY TAKEAWAYSEffective leadership is about delivering value and connecting leadership with results.Handling conflict is a crucial skill for leaders to master.Building resilience involves developing grace under pressure and maintaining calmness in challenging situations.Working at the right level means focusing on your own responsibilities and not overcompensating for your team members.Mastering ambiguity requires the ability to provide clear direction in a complex and uncertain environment.Making great decisions quickly is more important than waiting for perfection.Connecting the dots involves implementing the principles of leadership in practical ways and focusing on the important aspects of leadership.Remote work presents challenges, and deliberate and productive in-person interactions are essential for effective leadership.QUOTES"Motivation follows action, not the other way around." - Martin Moore"It's easier to rein in a stallion than it is to flog a donkey." - Martin Moore"Operational excellence is about having the right culture of excellence over perfection and continuous improvement." - Martin Moore"The best leaders are usually always great salespeople." - Martin MooreFind out more about Martin in the link below:LinkedIn: https://www.linkedin.com/in/martin-moore-075b001/Website: https://www.martingmoore.com/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl welcomes Brad Rinklin, EVP and CMO at Infoblox, to discuss the importance of understanding buyer personas and qualified opportunities in the sales process. He emphasizes the need to focus on the customer and their pain points, as well as the importance of aligning sales and marketing efforts. Brad also highlights the challenges of selling security solutions and the need for ongoing education and enablement for the sales team. He shares how Infoblox leverages data from tech target, Sixth Sense, HG Insights, and D&B to target prospects effectively. Brad also talks about the value of DecisionLink in creating data models and generating ROI proposals for customers.KEY TAKEAWAYSUnderstanding the customer and their pain points is crucial in the sales process.Aligning sales and marketing efforts is essential for success.Selling security solutions requires ongoing education and enablement for the sales team.Leveraging data from tech target, Sixth Sense, HG Insights, and D&B helps target prospects effectively.DecisionLink helps create data models and generate ROI proposals for customerQUOTES"You can't hit a target that you can't see." - Brad Rinklin"Focus on the customer and their pain points to drive success." - Brad Rinklin"Aligning sales and marketing efforts is crucial for effective go-to-market strategies." - Brad RinklinFind out more about Brad in the link below:LinkedIn: https://www.linkedin.com/in/bradrinklin/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl interviews Stephen DiFranco, executive partner at Gartner, about the changing dynamics of enterprise sales. They discuss how buyers are becoming more independent and relying less on sellers, the importance of preparation and research in sales, and the evolving role of sales leaders in orchestrating complex sales organizations.KEY TAKEAWAYSBuyers now spend less time with sellers and more time gathering independent information.Sellers need to focus on helping buyers make decisions rather than just selling products.The role of sales leaders is shifting towards orchestration and coaching, with a focus on managing seller time effectively.The use of AI and generative AI in sales organizations is increasing, but it requires careful planning and integration with existing tech stacks.QUOTES"Buyers are becoming more transactional and are focused on how they buy rather than what they buy.""Sales organizations need to focus on dwell time between stages in the sales pipeline.""The role of sales leaders is evolving from closing deals to orchestrating complex sales organizations."Find out more about Stephen DiFranco in the link below:LinkedIn: https://www.linkedin.com/in/sdfiot/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

ABOUT MICHAELMichael Wing is the President of Vast Data, a hot company in the AI space. He has a background in sales and has been instrumental in the success of Vast Data.SHOW SUMMARYIn this episode of Tech Sales Insights, Randy Seidl and Michael Wing discuss the company's disruptive technology and its recent announcements in the AI space. Vast Data has experienced unprecedented success, achieving a $100 million ARR in just three years. The company's unique architecture and focus on unstructured data make it a leader in the industry. Wing also shares insights into Vast Data's sales process, emphasizing the importance of discovery and customer engagement in designing solutions.KEY TAKEAWAYSVast Data's architecture is built on the emerging standard of NVMe over Fabrics, allowing for superior performance and scalability.The company's focus on unstructured data and AI applications sets it apart from competitors.Vast Data's recent announcements, including the Vast Database and Vast Data Space, further solidify its position as a leader in the industry.Vast Data's sales process involves a heavy level of discovery with customers to understand their priorities and problems before proposing solutions.Engaging with customers in designing the final solution before presenting a proposal helps to ensure a higher success rate.QUOTES"Vast Data's architecture is so much better than the original PowerPoints led customers to understand." - Michael Wing"We don't fear a single technology from any of the big guys that can compete with us." - Michael Wing"You got to earn the right to ask for the business and don't start throwing proposals at the door." - Michael WingFind out more about Michael Wing in the link below:LinkedIn: https://www.linkedin.com/in/michael-wing-a61b9027/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

ABOUT VLADIMIRVladimir Rozanovich is the Senior Vice President and President of North America at Lenovo. He has over 24 years of experience in the technology industry and has held various leadership positions at AMD before joining Lenovo.SHOW SUMMARYIn this episode of Tech Sales Insights, Randy Seidl is joined by Vladimir Rozanovich to discuss the importance of perseverance in a down market. He emphasizes the need to focus on customers, leverage partnerships, change the narrative, and invest in people. He also highlights the value of as-a-service models and the role of sales operations in driving success.KEY TAKEAWAYSPerseverance in a down market requires focusing on customers, leveraging partnerships, changing the narrative, and investing in people.As-a-service models, such as Lenovo's TrueScale, can help reduce CapEx expenditures and provide flexibility for customers.Certain industries, such as born-in-the-cloud companies, are more inclined to adopt as-a-service models.Sales operations and analytics tools are crucial for driving informed decision-making and improving customer engagement.Lead generation and passing within an organization can enhance collaboration and enable more effective customer interactions.QUOTES"Perseverance in a down market requires changing the narrative and focusing on solutions and outcomes." - Vladimir Rozanovich"As-a-service models provide flexibility and help reduce CapEx expenditures for customers." - Vladimir RozanovichFind out more about Vladimir Rozanovich in the link below:LinkedIn: https://www.linkedin.com/in/vladimir-rozanovich-4234711/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

ABOUT JOSHJoshua “Josh” Dinneen is the President of Blue Mantis (formerly Green Pages), a technology service provider. He has a strong track record of driving growth and organizational transformation in the tech industry. Josh discusses the importance of driving top-of-funnel activity to acquire new customers and shares insights on Blue Mantis' rebranding and focus on services. He also highlights the company's commitment to organic growth and the role of their BDR team in driving new business.SHOW SUMMARYIn this episode of Tech Sales Insights, Josh Dinneen emphasizes the significance of driving top-of-funnel activity to achieve substantial growth and acquire new customers. He shares insights on Blue Mantis' rebranding and their strategic focus on services, including cloud, cybersecurity, and networking. Josh also discusses the company's commitment to organic growth and profitability, as well as their pursuit of acquisitions that align with their strategy. He highlights the crucial role of Blue Mantis' BDR team in supporting lead generation and collaborating with the sales team to drive new business.KEY TAKEAWAYSDriving top-of-funnel activity is crucial for acquiring new customers and fueling growth.Blue Mantis has shifted its focus to services and is investing in capabilities like cloud, cybersecurity, and networking.The company is actively pursuing acquisitions that align with their strategy and can contribute to their revenue mix.Blue Mantis has a strong BDR team that supports lead generation and works closely with the sales team to drive new business.QUOTES"Driving top-of-funnel activity is the only way to impact significant growth and bring in new logos." - Josh Dinneen"We want to grow with a purpose and under control, focusing on organic growth and profitability." - Josh DinneenFind out more about Joshua in the link below:LinkedIn: https://www.linkedin.com/in/joshua-dinneen-32a4a13/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl is joined by Anthony Anzevino, Global VP of Customer Success and Renewal Sales at Commvault, to share his insights on selling with customer success and increasing the lifetime value of a customer. He emphasizes the importance of understanding the customer and their needs, as well as building strong partnerships with both customers and partners. Anthony also discusses the challenges and opportunities in the data protection market and how Commvault is evolving to meet the changing needs of customers.INSIGHTS OF THE DAYYour number one asset your company - Anthony: “Employees and people are the number one asset in any company, and it should be the number one goal of any great leader”Be humble, failing, greater good - Anthony: “Be humble enough to where you can ask questions, learn to fail, fail fast and fail forward. And especially if you do it for, you know, the greater good, the benefit of your customers and the benefit of your market and your peers”Find out more about Anthony in the link below:LinkedIn: https://www.linkedin.com/in/anthony-anzevino-1481561/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss the value of global partner summits and the need for bilateral communication with partners. They provide advice on sales strategies during a down market, emphasizing the importance of a compelling ROI and building relationships through face-to-face interactions. The topic of channel saturation is explored, with insights on prioritizing partners based on quantitative data and leveraging distribution and cloud marketplaces. They also highlight the significance of sales tech tools like Gong for understanding customer needs and AI tools like Clary for optimizing sales workflows. Additionally, they mention intent data tools for target selection and stress the importance of not forgetting the basics in sales. INSIGHTS OF THE DAYImportance of Partner Summits and Bilateral Engagement - Frank Rauch: “My point is, first of all, people like to see you show up right now, especially because of COVID. Second of all, make them as bilateral as you can. Because you can say, hey, I want to do a partner advisory council and you'll, you know, some people like, well, what do you think of our partner program? That doesn't work. You have to have that give and take. You have to be able to show the future, show the roadmap, not just the product roadmap, program roadmap, and then have the partners react.” Find out more about Frank Rauch in the link below:LinkedIn: https://www.linkedin.com/in/frankrauch/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss various topics related to recruitment, culture, and the channel. Frank mentions that their company is always recruiting and highlights the engineering, direct sales, channel, and SDR openings they have. He also emphasizes the unbeatable culture at Kato, where high-performing individuals are the norm. They talk about the flexibility of remote work and the importance of being present in a territory for sales roles. Frank also mentions the support they receive from investors like Lightspeed and Greylock.Randy and Frank discuss the recruitment strategy at Frank's company, highlighting the various job openings available. They also emphasize the importance of company culture and the value of having high-performing individuals on the team. The conversation touches on the flexibility of remote work and the significance of being present in a territory for sales roles. They mention the support received from investors and the challenges faced by startups in securing funding. Frank shares some advice for individuals interested in a career in the channel and the qualities that he looks for when promoting people. INSIGHTS OF THE DAYThe Importance of Channel Partnerships - Frank Rauch: “Because, you know, oftentimes it's just too late and basically, hey, here's pricing, here's product, here's the strategy, how do we fit it into the channel? It doesn't work that way. It doesn't work that way... You need to be able to give partners services opportunities... We want to give the partners the opportunity to be able to be trained on a product, but trained in a way, not just to operate the product, but to be able to make the customer environment better... You need to be able to give the partner the opportunity to be able to upsell along with that too. It's really the multiplier effect.” Find out more about Frank Rauch in the link below:LinkedIn: https://www.linkedin.com/in/frankrauch/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy welcomes Frank Rauch, Global Channel Chief at Cato Networks, to discuss the future of the channel. Frank shares insights on leadership, go-to-market strategies, and his extensive experience in the technology industry.The episode is sponsored by trender.ai, a sales intelligence company that helps accelerate ABM initiatives through targeted social media monitoring. The Trusted Tester Program by trender.ai is introduced, offering a white-glove onboarding experience for a year. The episode also highlights salescommunity.com, a platform with valuable sales content for professionals.Frank's personal interests, including golf and owning a rock and roll bar, are mentioned, along with his passion for Philadelphia sports and recent milestone of becoming a grandfather. Quotes from industry leaders commend Frank's integrity, leadership, and strong relationships within the channel community.INSIGHTS OF THE DAYThe Importance of Personal Relationships and Support in Channel Success - Frank Rauch: “I think it's a lot more than building your LinkedIn. It really is. I mean, that's part of it, but, you know, I think when I look at Joe and when I look at Dave, I can literally cite the day, the year, the month, where those relationships were strengthened and oftentimes they're strengthened in bad times. Rather than in good times, oftentimes the sky's falling and basically if you're there and you're willing to stand with the partner, absolutely. That helps.”Find out more about Frank Rauch in the link below:LinkedIn: https://www.linkedin.com/in/frankrauch/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

On this episode of Tech Sales Insights, Steve Hershkowitz, the CRO of Virtana Corp., discuss various aspects of sales and operations. Steve reflects on his younger self and advises on the importance of patience and thorough research before closing deals. They also touch upon the value of one-call closes and the need to ask for the order. The conversation shifts to the evolution of sales ops and the growing significance of RevenueOps, using AI and predictive analytics for business insights. Steve mentions their recent investment in a RevOps platform and how it helps identify gaps in deals, enabling coaching and improving closing opportunities. The guest highlights the role of Gong, a tool relied upon by the sales operations team. They also talk about enabling sellers with the OpsCruise offering, which provides insights and alerts on complex data types. Steve explains their lead generation strategies, which include outbound cold calling, strategic partnerships, LinkedIn campaigns, business intelligence tools, and participation in industry events. They discuss the importance of expanding the company's footprint within existing accounts and their partnership with CloudGenera for analytics and workload placement recommendations. The conversation concludes with a focus on sales methodology, particularly MedPIC (Metrics, Economic Buyer, Decision Criteria, Paper Process, Implicate Pain, Competitors). Steve shares their adoption of MedPIC and its benefits in deal qualification, understanding customer decision-making, and creating a sense of urgency. INSIGHTS OF THE DAY Navigating Time Constraints Without Losing Business - Steve: "I've learned over the years that you got to sit back and while we all have to want to close business and operate under our company's time constraints, you can't do that at the expense of losing business that you might otherwise have won."Leveraging MedPIC to Drive Customer Action and Success - Steve: “I think the most important part about MedPIC that I like, in addition to understanding the competitors, is being able to implicate the pain. On a customer, right? So being able to help the customer understand that if they, if it's business as usual and they don't take action, there is a compelling event or a compelling pain that they're going to experience that won't go away unless they take action with us or someone else.” Find out more about Steve Hershkowitz in the link below:LinkedIn: https://www.linkedin.com/in/steve-hersh/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Steve Hershkowitz, the CRO of Virtana Corp., explores the key elements of a thriving company culture, including the importance of helping one another and building a sustainable business. Randy and Steve also delve into the significance of effective sales and business presentations, emphasizing the need for thorough research and understanding of the customer's business. Steve shares valuable insights on best practices, the role of presentations in establishing business fit, and the power of internal and external communication in preparing for successful presentations. INSIGHTS OF THE DAY Understanding the Customer's Business, Vendor Trap - Steve: “Customers are swarmed by salespeople who don't put in the time, energy or effort to really understand the business of the customer's business. And then when you don't understand the business of the customer's business, you get relegated to gatekeepers and to evaluators and to folks that want to sort of put you into a box or a position. One of the sales traders I worked with many years ago wrote a book called Beyond Selling Value, and he talks about the vendor trap. Okay. And the vendor trap is a place that's really hard to fight your way at. And so I think business presentations are important, not just for closing deals” Find out more about Steve Hershkowitz in the link below:LinkedIn: https://www.linkedin.com/in/steve-hersh/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl interviews Steve Hershkowitz, the Chief Revenue Officer of Virtana Corp. Steve has over 30 years of experience in the tech industry, having worked for companies like HP, Pansando, and AMD. He is a customer-first, process-oriented, and results-driven sales executive who is passionate about sales and go-to-market strategy. Steve shares his insights on best practices for sales and business presentations. He talks about the importance of storytelling, preparation, and engagement in delivering effective presentations. He also highlights the role of technology in enhancing the presentation experience and the need for sales teams to adapt to virtual selling in the post-pandemic world. INSIGHTS OF THE DAY Navigating the Competitive Landscape: Achieving Gold Standard Status in Infrastructure Performance Monitoring - Steve: "We tend to see different types of competitors, Randy, depending upon which one of those platforms or products we're engaged in a sales effort with. So, for cloud cost management, it's the cloud health of the world, the Turbanomics of that world. There are a lot of companies in that space for infrastructure performance monitoring. We run it to Dynatrace, Flexera, those kind of guys. But we are the gold standard in that space, make no mistake about it." Find out more about Steve Hershkowitz in the link below:LinkedIn: https://www.linkedin.com/in/steve-hersh/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, host Randy is back with Steve Layne, the Co-founder, Chairman, and CEO of RedVector, a security company. Steve discusses various aspects of sales and demand generation. They emphasize the importance of keeping demand generation in-house to maintain a deep understanding of the market. Event-based marketing is highlighted as a critical strategy, as it allows for meaningful interactions with potential customers. LinkedIn is praised as an effective platform for engagement. The expert discusses their rev ops tech stack, including Salesforce as their system of record. Measuring and managing sales activities is crucial, and tools like ZoomInfo and HubSpot aid in this process. The challenges and rewards of scaling a company to $10 million AR are also explored. They conclude with insights on building relationships with influential figures and advice for personal growth and success. INSIGHT OF THE DAY STEVE: Navigating Adversity and Embracing Forward Progress.“We've had some adversarial situations pop up, but you deal with them, right? And you take it one day at a time. Probably took me a little bit longer than that. That I would've liked to, to learn. Just don't look back. You can't look back. It's all you just can't go back. The only direction you can go is forward, right? And figure out what you're gonna do. Tomorrow, next week, next month, don't worry about what you did last week." Don’t miss out on our previous episode and watch out for the next ones!E128 Part 2 - Innovative Approach to Addressing Insider Threats and Predictive Risk Analysis with Steve Layne Find out more about Steve Layne in the links below:LinkedIn: https://www.linkedin.com/in/smlayne/Website: https://redvector.ai/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Alexander Group: https://www.alexandergroup.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, host Randy welcomes Steve Layne, the Co-founder, Chairman, and CEO of RedVector, a security company. The interview explores a company that offers an innovative solution for insider threats and risk analysis. Their approach involves being proactive and predictive rather than reactive, allowing organizations to mitigate problems before they escalate. Steve emphasizes the importance of partnerships and discusses the significance of their collaboration with Microsoft in the context of zero-trust architecture. INSIGHT OF THE DAY STEVE: Leveraging Predictive Analytics for Early Detection.“Just like the weather agencies build models, the North American model, the European model, what we do is bring in all of this data, allow analysts to build models like a sabotage model or a data exfiltration model, and then see the risk starting to increase over time. And as you see this, these indicators of risk are increasing.You try to get what they call the left of boom, or in the financial world, left of theft, right? You try to mitigate the problem. And so that's the real benefit of our approach and our solution. That is the new error, the new wave of this is to try to be predictive as opposed to reactive. So the competition is really these more reactive types of solutions which work.But look, by the time it goes off, it's too late. The house is already on fire, right?" Don’t miss out on our previous episode and watch out for the next ones!E128 Part 1 - Mastering Sales Strategies: Insider Tips from Tech Sales Expert Steve LayneFind out more about Steve Layne in the links below:LinkedIn: https://www.linkedin.com/in/smlayne/Website: https://redvector.ai/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Alexander Group: https://www.alexandergroup.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

INSIGHT OF THE DAY STEVE: THE JOURNEY FROM CAR SALESMAN TO MARKETING ANALYST, UNVEILING THE SECRETS OF SELLING AND THE PSYCHOLOGY OF CONSUMER BEHAVIOR“I, in large measure, learned how to sell right and learned the ways it means what it took to To, to close a deal, if you will. And so after college I couldn't be a car salesman. I went to college.I had a degree in marketing and so I had to go get a marketing job somewhere. So I went to work for Volkswagen, Porsche, Audi, in their mid-Atlantic region as a marketing analyst. And it was a fantastic experience because I worked with 70 dealerships in a five state region and I also got to work with the, their ad agency, Doyle Dan and Bernbach, famous New York Madison Avenue Ad Agency where I was very early on in my career, I was schooled in something called the psychographics of the automobile purchaser.Which has served me extremely well in my sales career in terms of understanding the psychology of why people buy and why they buy certain things." Don’t miss out on our previous episode and watch out for the next ones!E127 Part 3 - AUTOMATION AND EFFICIENCY: Centralizing Data for Rep ProductivityFind out more about Steve Layne in the links below:LinkedIn: https://www.linkedin.com/in/smlayne/Website: https://redvector.ai/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Alexander Group: https://www.alexandergroup.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

INSIGHTS OF THE DAYBILL: HOW MUCH TECHNOLOGY IS TOO MUCH?“I think there was a huge risk on too much technology. This thing needs to be set up in a way that has as few user interfaces as possible. Everything should have a common look and feel that should be a common place that people are entering into. And then as much as possible, leveraging the tech in a way that automates the experiment without them having to do it." Don’t miss out on our previous episode and watch out for the next ones!E127 Part 1 - RELATIONS & BUSINESS MODEL: Driving Sales Productivity at a High Level E127 Part 2 - DRIVING SALES PRODUCTIVITY: Value Selling From the Productivity View Find out more about Bill Walsh in the links below:LinkedIn: https://www.linkedin.com/in/bill-walsh-94664aa/Website: https://www.dell.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Alexander Group: https://www.alexandergroup.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

INSIGHTS OF THE DAYBILL: BUSINESS PROCESS REENGINEERING FOR MAXIMUM PRODUCTIVITY“And again, a lot of companies, you know, you people have built tools and processes in place to solve a particular problem. And then they never go back and say, do I still need that in place? So it's, we've done a lot of fundamental like streamlining, simplifying, you know, breaking down those processes to make sure that we're getting value." Don’t miss out on our previous episode and watch out for the next ones!E127 Part 1 - RELATIONS & BUSINESS MODEL: Driving Sales Productivity at a High Level Find out more about Bill Walsh in the links below:LinkedIn: https://www.linkedin.com/in/bill-walsh-94664aa/Website: https://www.dell.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Alexander Group: https://www.alexandergroup.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

INSIGHTS OF THE DAYBILL: LOOK AT ATTRIBUTES ON HOW TO BRING A TERRITORY TOGETHER“We came to the conclusion a number of years back that not only does a rep with a well-formed territory perform better but with a well-formed territory, you get much better revenue lift. So we've looked at a lot of different attributes around how do you bring a category together in a way that makes sense analytically?"Find out more about Bill Walsh in the links below:LinkedIn: https://www.linkedin.com/in/bill-walsh-94664aa/Website: https://www.dell.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Alexander Group: https://www.alexandergroup.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

INSIGHTS OF THE DAYTOM: PEOPLE KNOW THEIR TALKING TO THE REAL YOU“All I would say about anybody is be authentic. Be who you are. Don't try to fit in, don't try to be what the other people might think of is what they want in a sales executive. When I travel the world doing my business, I was Tom Mendoza wherever I was. I was sensitive to culture but I still was me." Don’t miss out on our previous episodes and watch out for the next ones!E126 Part 1 - CULTURE & LEADERSHIP: Embrace Change and Constant Improvement E126 Part 2 - THE RESULT OF BELIEF: How Culture Can Help Organizations Power Through Find out more about Tom Mendoza in the link below:LinkedIn: https://www.linkedin.com/in/tommendoza/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

INSIGHTS OF THE DAYTOM ON WHO THE TOP OF YOUR CONSTITUENTS SHOULD BE“It's our own people number one, it's the only thing you have complete control over. If your people are pumped up, excited, and committed, the other guy is going to know it and want to buy from you and be around you and the results will show." Don’t miss out on our previous episode and watch out for the next ones!E126 Part 1 - CULTURE & LEADERSHIP: Embrace Change and Constant Improvement Find out more about Tom Mendoza in the link below:LinkedIn: https://www.linkedin.com/in/tommendoza/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

More than just performance and the usual accountability, leadership, and understanding aspects of growth, culture can be a prime factor in long-term success. In this episode of Tech Sales Insights, Randy welcomes Tom Mendoza, Member of the Board of Directors in companies such as VAST Data, Varonis, and more.Today, Tom talks about leadership and building a culture of transparency, unity, consistency, and more. He highlights the idea of leadership from a personal point of view and actually getting to know your people for who they are and not just focusing on their numbers. INSIGHTS OF THE DAYTOM ON THE IMPORTANCE OF LEADERSHIP PRESENCE“Obviously management is important but leadership is a different skill. I always say about leadership, people don't care what you know unless they know that you care. Show them you care and when you ask back, they will show you they care." Find out more about Tom Mendoza in the link below:LinkedIn: https://www.linkedin.com/in/tommendoza/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

A CRO needs to invest ahead of time on when you're going to start getting predictable revenue. In this episode of Tech Sales Insights, we have the last part of our conversation with Mark Stephenson, Go-To-Market Advisor for multiple tech companies.Mark talks about the best way to identify ICP in situations when ownership is sporadic. He also shares his insights on the PLG motion and how AI might affect the work of inside sellers in the near future. INSIGHTS OF THE DAYMARK: It's like playing chess once you see repeatability“If it's a repeatable sales motion, okay good I'm interested as a channel partner, but what's the return on invested capital? Is it predictable margins? Is the street price consistent? Am I going to get twenty-plus gross margin on resale? That calculus has got to work otherwise you're going to get a head fake. The channel partner might say they'll sell it but they won't dedicate resources to it." Don’t miss out on our previous episodes and watch out for the next ones!E125 Part 1 - MAPPING THE CUSTOMER JOURNEY: Customer Success Through Go-to-Market: https://tech-sales-insights.simplecast.com/episodes/e125-part-1-mapping-the-customer-journey-customer-success-through-go-to-marketE125 Part 2 - LONG-TERM PROFITABILITY: Think About Where Cash is King: https://tech-sales-insights.simplecast.com/episodes/e125-part-2-long-term-profitability-think-about-where-cash-is-king Find out more about Mark Stephenson in the link below:LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Modigie: https://modigie.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

What we've known before as the legacy VP of sales has now morphed into roles that cover other aspects that may or may not involve marketing. In this episode of Tech Sales Insights, Randy continues the conversation with Mark Stephenson, Go-To-Market Advisor for multiple tech companies.This time, Mark discusses the role of CRO and where he thinks marketing should actually report to. He also talks about the best ways to find talent during the hiring process and his advice for those that were affected by the recent tech layoffs. INSIGHTS OF THE DAYMARK: You become a better leader after experiencing the role yourself“I do think a systematic leader can become a really good CRO and business partner to the CEO by having the full go-to-market function of marketing, sales, customer success, RevOps altogether so that you can tune it to the business." Don’t miss out on our previous episode and watch out for the next ones!E125 Part 1 - MAPPING THE CUSTOMER JOURNEY: Customer Success Through Go-to-Market: https://tech-sales-insights.simplecast.com/episodes/e125-part-1-mapping-the-customer-journey-customer-success-through-go-to-market Find out more about Mark Stephenson in the link below:LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Modigie: https://modigie.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Focus your entire go-to-market around the adoption of high users that will expand with you and you can eventually build a great business around it. In this episode of Tech Sales Insights, Randy welcomes Mark Stephenson, Go-To-Market Advisor for multiple tech companies.Today, Mark talks about go-to-market alignment and how to approach it for increased efficiency and leverage. He dives into the importance of a great GTM engine and how the concept of product-market fit comes into play. INSIGHTS OF THE DAYMARK: Make sure customer paths are well-defined“If you define that process, you'll find bottlenecks, you'll find inefficiencies and that's the best place to add technology, by the way, is once you really understand the process. Otherwise, you're just going to use technology to speed up a bad process and do the wrong things quicker." Find out more about Mark Stephenson in the link below:LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Modigie: https://modigie.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Once a certain level of adoption has been driven and customers see that "first value" moment, you can then find numerous opportunities for cross-selling, expansion, and more. Today's episode of Tech Sales Insights is the last part of Randy's conversation with Jeff Depa, Chief Revenue Officer at Gainsight. Jeff discusses the framework they adopt when it comes to driving value and outcomes consistently with numerous different clients and customers. He also shares a few examples of sales leaders that he follows and respects and how he's applied his learnings. INSIGHTS OF THE DAYJEFF: Sales processes can start with a value hypothesis“Value is really built on a number of different things. It's what do I think that outcome is? How do I measure it? What's a rational metric for that? What's an appropriate timeline? Putting all of that together, reps build that value hypothesis and that hypothesis turns into a success plan.” Don’t miss out on our previous episode and watch out for the next ones!E124 Part 1 - DRIVE OUTCOMES: Linking Technology to Business ImpactE124 Part 2 - BE HUMAN FIRST: Understand How Your Customers Use Your Product Find out more about Jeff Depa in the links below:LinkedIn: https://www.linkedin.com/in/jeffdepa/Gainsight: https://www.gainsight.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Convertiv: https://www.convertiv.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

While your CS team has visibility into what's happening in your customer base, how do you leverage this across all departments? In today's episode of Tech Sales Insights, Randy continues his conversation with Jeff Depa, Chief Revenue Officer at Gainsight. Jeff talks about focusing on alignment and how each team can support the other. He also shares about Gainsight's mission statement of "human first" and how this translates not only in running business processes but also in the product itself. INSIGHTS OF THE DAYJEFF: Bringing digital customer success to market“Providing customer success at scale requires you to do it through your product. It requires you to be able to leverage the intelligence and visibility that a customer success platform like Gainsight can give you, especially through analytics. But it also requires you to do things like self-service, and leveraging community advocates.”Don’t miss out on our previous episode and watch out for the next ones!E124 Part 1 - DRIVE OUTCOMES: Linking Technology to Business Impact Find out more about Jeff Depa in the links below:LinkedIn: https://www.linkedin.com/in/jeffdepa/Gainsight: https://www.gainsight.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/ Convertiv: https://www.convertiv.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Years ago, customer success was only something you'd think about when you start to "lose" customers but now you definitely have to be more proactive. In today's episode of Tech Sales Insights, Randy welcomes Jeff Depa, Chief Revenue Officer at Gainsight. Jeff shares his insights on helping businesses across different industries achieve durable growth through technology, partnerships, and value creation overall. He talks about Gainsight's current ICP and how they even manage to work with some companies outside of their ICP and drive growth there. INSIGHTS OF THE DAYJEFF: There are a lot of great ways to leverage AI “Think about your customer house score. How do I actually optimize the house score and understand where I have the opportunity for either expansion or risk of potential churn? And so we have AI tools that allow you to go optimize that house score, backflow test it, and determine if I tweak the score this way, all the higher confidence in terms of what my outcomes are actually going to be as it relates to retention, expansion, and cross-sell.” Find out more about Jeff Depa in the links below:LinkedIn: https://www.linkedin.com/in/jeffdepa/Gainsight: https://www.gainsight.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Convertiv: https://www.convertiv.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Today's episode covers the last part of Randy's conversation with Kimberly Dieter, VP of Sales Solutions at LinkedIn where they talk about how she comes up with frameworks that lead to efficiency, productivity, and attainment. Kimberly also shares the advice she typically gives to those facing layoffs in the tech sales field and the increasing need to think about goals and expectations more clearly. Learn about all this and more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYKIMBERLY: THE IMPORTANCE OF ATTITUDE, ACTIVITY, AND ACCOUNTABILITY“If you come in and you're only focused on attainment and you're not doing the necessary activities, you're not accountable for what happens, and you're showing up with a bad attitude, chances are you're going to fail on your role. For me, if someone can demonstrate, even if they're new in a role and need a minute to ramp, maybe they're not crushing attainment out the gates but they're doing those first three things right, I know that they will be successful." Don’t miss out on our previous episodes and watch out for the next ones!E123 Part 1 - RELATIONSHIPS MATTER: A Focus on Relationship Density By Top PerformersE123 Part 2 - IMPROVING QUALITY AND OUTCOMES: What Deep Sales Can Lead To Find out more about Kimberly Dieter in the links below:LinkedIn: https://www.linkedin.com/in/kimberly-dieter-4050ba1b/LinkedIn Learning: https://www.linkedin.com/learning/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/LinkedIn: https://www.linkedin.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Today's episode of Tech Sales Insights is the second part of Randy’s conversation with Kimberly Dieter, VP of Sales Solutions at LinkedIn. Relationships matter but how you use your tools and implement the right behaviors are what help you build that lasting relationship with customers.Kimberly talks about the "tool fatigue" companies have experienced where they use too many tools without really understanding how to use them effectively. She also dives deep into the importance of being aware of how top performers stay productive so that their process can be applied as well. INSIGHTS OF THE DAYKIMBERLY: HAVE A MORE HOLISTIC APPROACH WITH CUSTOMERS“Relationships really do matter and your best customer is someone else's best prospect. If you're not investing in that relationship, not just with that individual but with the entire company, you're going to miss the opportunity to maintain that customer in your book of business. Don’t miss out on our previous episode and watch out for the next ones!E123 Part 1 - RELATIONSHIPS MATTER: A Focus on Relationship Density By Top Performers Find out more about Kimberly Dieter in the links below:LinkedIn: https://www.linkedin.com/in/kimberly-dieter-4050ba1b/LinkedIn Learning: https://www.linkedin.com/learning/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/LinkedIn: https://www.linkedin.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Curate your network by identifying what your objective is and design that community to help you drive the outcomes you need. In today's episode of Tech Sales Insights, Randy welcomes Kimberly Dieter, VP of Sales solutions at LinkedIn. Kimberly talks about creating content on LinkedIn to build a strong network and have more meaningful relationships in the long run. She also discusses the use of LinkedIn Sales Navigator and how impactful this can be for top performers. INSIGHTS OF THE DAYKIMBERLY: DEFINING THE "GOLD STANDARD" OF CONTENT“I don't know that I would ever have the goal of something going viral. I would want the content I'm creating to impact the ecosystem that I'm trying to engage with. I don't necessarily need a hundred thousand people to see something, I would like fifty-two customers that I currently have on my book of business to have some level of engagement with them so I can improve my relationships in that environment.” Find out more about Kimberly Dieter in the links below:LinkedIn: https://www.linkedin.com/in/kimberly-dieter-4050ba1b/LinkedIn Learning: https://www.linkedin.com/learning/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/LinkedIn: https://www.linkedin.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Today's episode of Tech Sales Insights is the last part of Randy's conversation with Gabe on sales compensation from the CEO's perspective and hiring the right people to take your business to the next level.Gabe touches on their philosophy when it comes to compensation and fostering high producers by also providing more incentives overall. He also shares why they have a strong inbound lead engine and the few ways in which they can keep it up consistently. INSIGHTS OF THE DAYGABE: CHOOSING A MORE AGGRESSIVE COMPENSATION MODEL“What we decided to do is say we want only AEs who are bringing in a ton. We don't want a ton of AEs bringing a little, we'd rather have less bringing in a lot more because it works out economically better for the company and we're willing to pay them more than we would otherwise in a linear compensation model.” Don’t miss out on our previous episodes and watch out for the next ones!E122 Part 1 - EFFICIENCY IN IT: Guaranteed Value with the Right Software with Gabe PinchevE122 Part 2 - SALES COMP DONE RIGHT? Approaching Compensation and Hiring Logically with Gabe Pinchev Find out more about Gabe Pinchev in the links below:LinkedIn: https://www.linkedin.com/in/gabrielpinchev/FieldPulse: https://www.fieldpulse.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Phone Ready Leads: https://phonereadyleads.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

For today's episode, Randy is back with Gabe to continue the conversation on sales compensation from the CEO's perspective in the field service software space.Gabe expands on how they balance inbound calls with how much their reps still need for quota. He also talks about hiring for a sales team in a remote environment and why he likes referrals when it comes to hiring. There's all this and even more in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYGABE: MONITORING THE BALANCE OF INBOUND CALLS FOR QUOTA“We don't want to all of a sudden flip the switch and say everyone has to cover 50% outbound. Because then we're going to set our team for failure and we don't want to do that. At the end of the day, we want people who blow it out, we want them to make a lot of money and it ultimately makes recruiting a lot easier.” Don’t miss out on our previous episode and watch out for the next ones!E122 Part 1 - EFFICIENCY IN IT: Guaranteed Value with the Right Software with Gabe Pinchev Find out more about Gabe Pinchev in the links below:LinkedIn: https://www.linkedin.com/in/gabrielpinchev/FieldPulse: https://www.fieldpulse.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Phone Ready Leads: https://phonereadyleads.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to another amazing episode of Tech Sales Insights. Today, Randy welcomes Gabe Pinchev, Founder and CEO of FieldPulse, an all-in-one software for running field service businesses.Gabe dives deep into the field service software business, the pricing of software, and the overall potential within the space. He talks about the impact of having software for less IT-focused fields and the many opportunities this presents. There's definitely a lot to learn so check out this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYGABE: THE PRICE NARRATIVE NEEDS TO BE CRAFTED ACCORDINGLY“Pricing is an interesting and sensitive topic ultimately because I think the value is tremendous but at the end of the day it comes down to willingness to pay. Sometimes you have cheaper alternatives that they compare you to. We have such a broad spectrum of price in the market because you might get one customer comparing us to that bigger guy and saying 'Wow, you guys are cheap.'” Find out more about Gabe Pinchev in the links below:LinkedIn: https://www.linkedin.com/in/gabrielpinchev/FieldPulse: https://www.fieldpulse.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Phone Ready Leads: https://phonereadyleads.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In today's episode of Tech Sales Insights, we have our last conversation with Pat on applying the 7 habits of success to get successful sales. This time, he discusses using resources properly and continuing to be a student at what you do. Pat shares advice for people wanting to break into tech sales and similarly for those being affected by recent layoffs in the tech sales space. He talks about understanding how high stakes can be in tech sales because rewards are also much higher. This is why we should place importance on continuously improving. INSIGHTS OF THE DAYPAT: ADAPT THE PUSH-UPS ANALOGY“No one can do your push-ups for you, you have to do them yourself. I had an old high school coach who said that to me one time, it seems like a lifetime ago but I still remember it. As much as you want to help someone, ultimately, you have to teach them how to fish and then they have to go fish themselves.” Don’t miss out on our previous episodes and watch out for the next ones!E121 Part 1 - SUCCESSFUL SALES: A Confused Mind Does NothingE121 Part 2 - BUILDING VISION: Know What You're Aiming for in Sales Find out more about Pat O'Dell in the links below:LinkedIn: https://www.linkedin.com/in/pat-o-dell-b9bb67/CPP Associates: https://www.cppassociates.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Today, Randy continues the conversation with Pat on applying the 7 habits of success to get successful sales. Sticking to certain healthy habits help one identify, aim towards, and succeed in their goals. He talks about why he prefers beginning with the end in mind instead of the usual habit of being proactive. Pat also shares why it's essential to build long terms relationships. Discover these nights in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYPAT: BEGIN WITH THE END IN MIND“It's really important to know what you're aiming for, what's your vision? You need to know on some level where you're going. If you put a ladder up against the wrong wall, you might climb it really fast but you get lost and you get tired. You have to make sure it's up against the right wall.” Don’t miss out on our previous episode and watch out for the next ones!E121 Part 1 - SUCCESSFUL SALES: A Confused Mind Does Nothing Find out more about Pat O'Dell in the links below:LinkedIn: https://www.linkedin.com/in/pat-o-dell-b9bb67/CPP Associates: https://www.cppassociates.com/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to another amazing episode of Tech Sales Insights. Today, Randy welcomes Pat O'Dell, CEO of CPP Associates, a full-service IT company focusing on cloud, IT solutions, IT strategy, and consultation. Pat shares about an advantage they got from being able to realize that the world was going to move to the hybrid setup early on. With that, they were able to design and manage assessments that could determine where the customer's workload should reside. Take a listen and get to successful sales soon in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYPAT: ESTABLISH A HEALTHY MINDSET AND FRAMEWORK“I wanted something that didn't just apply to sales because we're all much more than salespeople even if we're already a salesperson. We're business people, partners, significant others, and we're trying to take care of our health. So I wanted a framework that would apply to more than just sales in my life.” Find out more about Pat O'Dell in the links below:LinkedIn: https://www.linkedin.com/in/pat-o-dell-b9bb67/CPP Associates: https://www.cppassociates.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This is the third part of our conversation with Rohan Sampath where we continue to discuss AI and the future of tech sales. Breaking into tech sales with the help of AI certainly smoothens the whole but you still have to immerse yourself in the whole process. Rohan also highlights that even in today's world of AI, the most important thing that matters is attitude. This is because you have the ability to let AI help you get better at your job even if you don't have enough experience in the field yet. Tune in to learn more in this episode of Tech Sales Insights. INSIGHTS OF THE DAYROHAN: DON'T BUY TOO MANY THINGS YOU CAN'T INCORPORATE INTO YOUR SALES PROCESS“I think every solution that survives and becomes part of the future of sales tech stack will have an AI component. It's important to talk about no one is buying AI because it's AI. People buy AI for the same reasons people buy anything. It solves a problem that is urgent and needs solving." Don’t miss out on our previous episodes and watch out for the next ones!E120 Part 1 - COPILOT: Rohan Sampath’s Sales Journey and Introduction to CopilotE120 Part 2 - INSIGHTFUL AI: How Deal Insights Strengthen the Sales Process Find out more about Rohan Sampath in the links below:LinkedIn: https://www.linkedin.com/in/rohansampath/Copilot: https://www.copilotup.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Decision Link: https://www.decisionlink.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Rohan is back with Randy to further discuss the future of AI in sales, emphasizing that AI is not about destroying jobs but changing the nature of work. Sales will not go away entirely, but the PLG threshold may increase over time. Sales managers and leaders who adopt AI in their sales process will be more productive and better positioned to compete. They further discuss how the purchase decision process is moving further ahead in the cycle, leading to higher ticket purchases that still require a salesperson. The use of AI in sales will change the way sales managers and leaders operate, providing objective visibility and automated insights to augment human evaluation. Find out more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYROHAN: THE IMPORTANCE OF DEAL INSIGHTS“You're asking your questions based on what you know, as part of your sales process and methodology, but what if instead, you had insights and summaries on ‘Hey, here's the pain that was discovered? It seems to be relatively shallow.’ And so you can go and press the rep on, ‘Hey, have we really uncovered a deep enough pain here?” Don’t miss out on our previous episode and watch out for the next ones!E120 Part 1 - COPILOT: Rohan Sampath’s Sales Journey and Introduction to Copilot Find out more about Rohan Sampath in the links below:LinkedIn: https://www.linkedin.com/in/rohansampath/Copilot: https://www.copilotup.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Decision Link: https://www.decisionlink.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.