Tech Sales Insights

SHOW SUMMARYWelcome to another amazing episode of Tech Sales Insights. Today, Randy welcomes Rohan Sampath, Co-founder of Copilot, an AI-Powered tool that uses large language models to generate insights from your deals.Rohan shares his experience and how he wound up in Sales. He also shares what Copilot is and what it does for the user. Stay tuned as Rohan discusses his take on how the things we do in sales today will take part in shaping the future of tech sales, only here in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYROHAN: WHAT COPILOT IS AND WHAT IT DOES“Copilot uses large language models, that's the technology behind GPT, ChatGPT, etc, to draw out insights from your sales deals, and these insights can be tailored to your methodology. So it's not just generic summaries of what happened, but specific elements like if you use MEDDIC, or Sandler, or SPICED, Winning by Design, whatever it is, we can pull out from multiple conversations. Hey, here are the pains that were discovered in the call here are the objections you have or the questions asked your next steps here is pricing information. Here's the champion, here's the economic buyer” Find out more about Rohan Sampath in the links below:LinkedIn: https://www.linkedin.com/in/rohansampath/Copilot: https://www.copilotup.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Decision Link: https://www.decisionlink.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This edition of Tech Sales Insights brings back Roi Carmel and Nadav Efraty, leaders at Spotlight.ai, as they discuss further with Randy the importance of value selling, the role of value engineers, the significance of SalesOps and RevOps, and predictions for the sales tech stack space. The conversation highlights the process of value selling, the growing trend of leveraging conversational AI and general AI, and provides advice for those interested in tech sales and navigating layoffs. Learn more in detail in this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYNADAV: RISE OF THE VALUE SELLING ENGINEER ROLE“We see many organizations recruiting value engineering leaders nowadays, and fields like many of the sales engineers in the future, like I think that they're unofficially the value sales right now in many organizations, but they think that it's becoming an established practice. Partially because this is the next natural evolution of this market. And there are a few companies in the segment that have kind of took programmatic approaches about value sales.”ROI: ADVICE FOR THE SALES PEOPLE IMPACTED BY LAY OFFS“At the end of the day, this is part of going through the journey. The economy is gonna go through cycles, you're gonna get some take some hits. I think the important thing is to keep developing yourself. So as you're looking for the next job, find where you need to develop, develop yourself, find the right coaches, the right books, the right content, and come to the next job more prepared and better skilled.” Don’t miss out on our previous episodes and watch out for the next ones!E119 Part 1 - COMFORTING THE PAIN: Customer Pains and Value Selling with Roi Carmel and Nadav EfratyE119 Part 2 - SPOTLIGHT: A Value Selling Automation Platform with Roi Carmel and Nadav Efraty Connect with Roi Carmel and Nadav Efraty:Roi’s LinkedIn: https://www.linkedin.com/in/roicarmel/Nadav’s LinkedIn: https://www.linkedin.com/in/nadav-efraty-0649754/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Spotlight.ai: https://spotlight.ai/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

We are back with Randy and the Spotlight duo, Roi Carmel and Nadav Efraty, to discuss further the importance of value selling in a tough economy, with a focus on speaking the language of CFOs and aligning with strategic goals.The two introduce Spotlight.ai, a platform that automates the value selling process and uses machine learning to understand winning patterns and the strongest differentiators. The team also emphasizes the importance of metrics in qualification and the challenge of validating if the team did enough with commercial high-level responses. Learn more about Spotlight, Roi, and Nadav in this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYROI: SPOTLIGHT’S DISCOVERY GUIDING CAPABILITY“Spotlight is a platform that allows our customers to map their playbooks to our platform, and then the platform uses AI to guide reps in their sales discovery by guiding them on what are the actual discovery questions they need to be asking at any given time.”NADAV: EMPOWERING THE SELLER-CHAMPION INTERACTION“The idea is that with a few answers, really a handful of answers, typically they can already go and download a very beautiful polished business case that they can present to their champion, and then they can dive deeper and start to fine-tune their value proposition with the champion.”Don’t miss out on our previous episode and watch out for the next ones!E119 Part 1 - COMFORTING THE PAIN: Customer Pains and Value Selling with Roi Carmel and Nadav Efraty Connect with Roi Carmel and Nadav Efraty:Roi’s LinkedIn: https://www.linkedin.com/in/roicarmel/Nadav’s LinkedIn: https://www.linkedin.com/in/nadav-efraty-0649754/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Spotlight.ai: https://spotlight.ai/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This edition of Tech Sales Insights brings double trouble as Randy welcomes Spotlight.ai’s tag team leaders Roi Carmel and Nadav Efraty. The three discuss value selling, a process that focuses on the pain of the customer, matches differentiated value to that pain, and creates an asset that can arm the champion to go sell the value. They also touch on the challenges in value selling including disjointed processes, overwhelming reps, lack of coaching and help from the value team, and the need for AI to enable, coach, and guide reps. Learn more about value selling in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYROI: FOCUSING AND BUILDING A CASE AROUND THE PAIN“We want to make sure that the selling motion is focused around the pain of the customer, taking time to do the discovery, discovering the pain, sizing the business impact of the pain for the customer, and then matching the right differentiated value to that pain that can bring the customer from a current state to desired state, and building the business case and the case around it.”NADAV: IT’S ABOUT LETTING THE CHAMPION FALL IN LOVE“It's not at all about, like numbers and quantification. It's about falling in love. It's about emotionally, being able to show a champion that there is something that doesn't work all that well in their status quo, and the champion needs to fall in love with your solution.” Connect with Roi Carmel and Nadav Efraty:Roi’s LinkedIn: https://www.linkedin.com/in/roicarmel/Nadav’s LinkedIn: https://www.linkedin.com/in/nadav-efraty-0649754/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Spotlight.ai: https://spotlight.ai/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

We are down to the last round with Dan Zugelder. In this part of his conversation with Randy, they focus on various aspects of sales leadership. Randy and Dan discuss the fundamentals and the importance of sales calls as an age-old fix. Finally, they touch on all-hands events, the importance of giving back, and the significance of SalesOps and RevOps. Tune in to learn more from this epic close of Episode 118 of Tech Sales Insights. INSIGHTS OF THE DAYDAN: GIVING BACK ANG HELPING EACH OTHER OUT“Sales has been very good to many people, and the chance to make some money, but it's a chance to give back then, and I think one of the beautiful things is that so many people that are helping each other out”DAN: LEARNING FROM LOWER PEERS“I will tell you, I've learned more from the people that work for me and I've worked alongside by far, and those people, every nugget, you get some and just because somebody is a few levels below you doesn't mean you can't learn a tremendous amount from them.” Don’t miss out on our previous episode and watch out for the next ones!E118 Part 1 - TOP PRIORITY: Putting Customer Value on Top with Dan ZugelderE118 Part 2 - SEE THROUGH, GO THROUGH: Transparency and Optimism of a Sales Leader with Dan Zugelder Connect with Dan Zugelder:LinkedIn: https://www.linkedin.com/in/danzugelder/VMware: https://www.vmware.com/sg.htmlThis 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.

The conversation between Randy Seidl and Dan Zugelder continues as they talk about the importance of transparency in leadership to gain trust among team members, partners, and customers. They also discuss the significance of retaining team members due to their unique culture and technology, the benefits of in-person meetings, and the importance of diversity in the sales profession. Finally, Randy and Dan talk about staying focused on customer priorities amidst distractions such as the Broadcom acquisition and economic uncertainty. Learn more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYDAN: GAINING TRUST THROUGH TRANSPARENCY“I'm a massive believer in trust, I think everybody is, but it's so foundational in my life, and so being transparent is one of the ways you gain trust, and I am incredibly transparent with people about my personal feelings about good and bad, and that transparency is one of the ways I gain trust.”DAN: BE TRANSPARENT AND OPTIMISTIC“When you're a leader, you're really in a position where I cannot tell somebody something that I don't believe myself, I won't do it, haven't done it, and I if I don't believe in it, I'll tell people, but I've been asking people to be at least open and optimistic and not focus on negatives, or assume the worst and then that I think we've had a pretty good run.” Don’t miss out on our previous episode and watch out for the next ones!E118 Part 1 - TOP PRIORITY: Putting Customer Value on Top with Dan ZugelderConnect with Dan Zugelder:LinkedIn: https://www.linkedin.com/in/danzugelder/VMware: https://www.vmware.com/sg.htmlThis 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.

It’s another series of podcasts as Randy welcomes Dan Zugelder, SVP and General Manager at VMware. Dan's main priority at VMware is to prioritize customer value and combine it with VMware's innovative culture. One of his main challenges is addressing Broadcom's acquisition of VMware and gaining customer trust. Dan has spent a lot of time with customers, explaining the acquisition and its positive impact on them, and incorporating their feedback into VMware's future plans. He believes that spending time with customers is crucial to building trust and fostering strong relationships. Learn more about Dan by tuning in to this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYDAN: CUSTOMER VALUE CULTURE“The foundation is always about customer value, and I don't have a conversation with anyone on my team, which doesn't start with what's in it for the customer, and why are we doing this? So I think of driving that culture throughout.” Connect with Dan Zugelder:LinkedIn: https://www.linkedin.com/in/danzugelder/VMware: https://www.vmware.com/sg.html This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Convertiv: https://www.convertiv.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This episode of Tech Sales Insights brings back Randy and John McMahon and it emphasizes the importance of understanding customer needs before providing a quote, taking the time to understand the process, and prioritizing the customer's needs. The two also discuss the choice between working for a bigger company or a startup, the need for concierge-level service, and the rise of product-led growth models. John stresses the importance of coaching on skills development and warns against being too reliant on sales tools and metrics. Stay tuned as John also answers questions such as advice for people impacted by layoffs and the leaders he looks up to in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYJOHN: KNOWING THE CUSTOMER’S EVERY MOVE“The really good companies are building telemetry or instrumentation into their software. So they know every single move that the customer is making with the software. So they model like what the ideal ramp time might be for a customer using the product and specific use cases.”JOHN: REVENUE BASIS VS. CONSUMPTION BASIS“More and more salespeople are going to be kind of comped a little bit on bookings, but mainly on revenue. So okay, you sold a deal, but now how much is the customer consuming? Because the CEO is only going to be reporting on revenues. So they're gonna push the organization more and more on ‘You can't sell this deal and leave, you got to sell this deal and get the customer to consume.’” Don’t miss out on our previous episodes and watch out for the new ones!E117 Part 1 - GODFATHER: A Deep Dive into John McMahon and the MEDDIC Sales ProcessE117 Part 2 - SLOPPY PET PEEVES: What’s Wrong with the Sales Process Today with John McMahon Connect with John McMahon:LinkedIn: https://www.linkedin.com/in/johnmcmahon1/The Qualified Sales Leader (Book): https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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.

Randy and sales legend John McMahon are back as they shared their pet peeves and the sloppiness of the sales process nowadays. They stressed the importance of understanding the signature and approval process of clients to avoid jeopardizing the deal, as well as proper communication with executives. They also emphasized the need to focus on accomplishing tasks that advance the deal, to train reps on missing knowledge and skills, and to use true qualification processes rather than checkbox methodologies. Sales managers should ensure proper training and focus on deal advancement, and you will learn more in this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYJOHN: ACTIVITY MUST GENERATE ACCOMPLISHMENT“There's nothing wrong with activity, but activity has to generate accomplishment, and the accomplishment has to be that you've done the right things, to allow you to go ahead and get a champion.” JOHN: FIND OUT THE KNOWLEDGE AND SKILLS YOUR REP NEEDS“We have to start to figure out why is the person or the sales rep not accomplishing what they need to accomplish, and I think a lot of managers don't really dissect what knowledge their rep is missing or what skill they're missing.” JOHN: STOP KIDDING YOURSELF“If you just do an activity for activity's sake, but you're not truly measuring deal advancement, then I think you are kind of kidding yourself.” Don’t miss out on our previous episode and watch out for the new ones!E117 Part 1 - GODFATHER: A Deep Dive into John McMahon and the MEDDIC Sales Process Connect with John McMahon:LinkedIn: https://www.linkedin.com/in/johnmcmahon1/The Qualified Sales Leader (Book): https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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.

Randy welcomes us to another episode and today, he is joined by John McMahon, who will be sharing his background and his contributions to the development of the MEDDIC Sales Process. McMahon developed the sales process "Demo Close" during his time as VP of Sales at PTC. The MEDDIC Sales Process narrows the scope, identifies an ideal customer profile and decision criteria, and justifies the purchase through cost justification. McMahon's impact on the sales industry is significant, and he has been recognized for his leadership and strategic vision. He has spoken at industry conferences and authored articles on sales strategy. McMahon's innovative approach to sales has had a profound impact on the industry, and his legacy will endure for years to come. Learn more about John in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYJOHN: REASON FOR LEAVING HIS MANAGER JOB“When I was in a meeting one time with all the second-line managers, third-line managers, and even the top VPs, they never talked about what's going on with the sales reps, like how do we make them more productive? What are the issues they're facing? Who's the competition? How do we get better?” “All they were doing was talking about these bureaucratic, inside-the-company wall-type things and I thought, I don't want to grow up to be like these guys. I don't admire any of the things that they're talking about. That's not what I want to do. And if I stay here longer, I'm gonna grow up and be just like them, so I gotta get out of here.” Connect with John McMahon:LinkedIn: https://www.linkedin.com/in/johnmcmahon1/The Qualified Sales Leader (Book): https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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.

People grow, teams evolve, and processes develop. In this episode, we have Epicor Leader Lisa Pope to share about her growth over the years, how the teams she handles evolved, and how sales took a more strategic turn. But that’s not all, stay tuned as Lisa also shares her advice for people breaking into tech sales, who is her favorite mentor, and her advice to her younger self. Find out all of these in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYLISA: HOW SALES HAS BECOME STRATEGIC“For me, sales operations has turned into something a lot more strategic. So for us, as I mentioned our project for quote to cash, our sales operations team is really leading that charge and really looking at how we build best practices, and then the second piece of it for me is really providing me more insights into what's happening.” LISA: ADVICE TO YOUNGER SELF“Early in my career, I think I was really busy trying to prove myself and I just, I kind of separated my two lives to the point that it's just not healthy to do that. So I think for me, that would have been like, just loosen up, enjoy your job, and make sure that you're bringing your personality and what's important to you into your job as well, and I'm much happier now working that way.” Don’t miss out on our previous episodes, and watch out for the next one!E116 Part 1 - THE POPE IS IN: GTM by Segmenting and Developing the Sales Team with Lisa PopeE116 Part 2 - EPIC TO THE CORE: Thriving in the Pandemic and Macroenvironment with Lisa Pope Find out more about Lisa Pope in the links below:LinkedIn: https://www.linkedin.com/in/lisapopeepicor/Epicor: https://www.epicor.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

The Epic Leader of Epicor, Lisa Pope, is back for Round 2 with Randy. In today’s episode, Lisa focuses on how her company performed in sales, what they have learned from the pandemic, how the macroenvironment impacted their sales productivity, and her advice for people who are breaking into tech sales. Take a deep dive into Lisa’s insights by tuning in to this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYLISA: LEARNING TO LEVERAGE IN TOOLS AT THE TIME OF COVID“I think for us in terms of just our sales teams, they are busy, but I do think we did learn quite a bit during the pandemic, in terms of leveraging tools, like using video more often, and just all the qualification capabilities that we're doing, and then leveraging the ecosystem, I mentioned the selection consultants in private equity, but that's been a tremendous amount of lead generation for us that traditionally we would have to go and do ourselves, and so extending your ecosystem and really understanding how that can help drive your leads, and ultimately, your pipeline, I think is key.LISA: DIVE DOWN AND LEARN“My advice is to be really specific about your background and your skills, and if you don't feel that you know enough about a specific industry or a specific area, then take the time to really dive down and learn.” Don’t miss out on our previous episode, and watch out for the next one!E116 Part 1 - THE POPE IS IN: GTM by Segmenting and Developing the Sales Team with Lisa Pope Find out more about Lisa Pope in the links below:LinkedIn: https://www.linkedin.com/in/lisapopeepicor/Epicor: https://www.epicor.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ 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 episode series of Tech Sales Insights. In today’s episode, Randy welcomes Lisa Pope, President of Epicor. We will be starting this series with an overview of Lisa’s sales career, which according to her “has gone full circle." She also talks about her company’s priorities when it comes to the transition to the cloud, its GTM strategy, how the company segments its sales team, and how they develop them to the next level. Stay tuned to get more of Lisa’s insights in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYLISA: TRANSITIONING TO THE CLOUD“I think the cloud is still key, if you think about our industries, again, especially global manufacturing they were slower to move to the cloud, they still were heavy on premise, still had a lot of specialized plants, and being on one big global instance, in a lot of cases was not the approach they wanted. So I think we still have an opportunity to continue to move a lot of our customers that still are on premise, into a cloud environment, and that will still continue to be a priority” Find out more about Lisa Pope in the links below:LinkedIn: https://www.linkedin.com/in/lisapopeepicor/Epicor: https://www.epicor.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Mark Stephenson is back for one last round with Randy in this latest episode of Tech Sales Insights. In today’s discussion, Mark talks about different ICPs in different industries, tips for sales leaders looking to hire new talent, the flag method of candidates, and finding the best customers by looking at who needs your product the most. Stay tuned until the end to learn the best from Mark. INSIGHTS OF THE DAYMARK: A SALES LEADER’S ROLE IN HIRING“The key is not HR, but the sales leader should define what the spec is for an AE or a BDR. Anybody who's a sales leader anywhere in their role, not HR, you need to define the spec that you're going for. If you don't do it in granular detail, then you're gonna get hornswoggled by somebody that's a fast talker that you like that is outside of your spec, classic blunder in hiring.”MARK: HIGHEST NEED, BEST CUSTOMER“You want to focus on customers that have the highest need for what you have, that they're going to be able to adopt and expand with you, and you could build a great business around it.”Don’t miss out on our previous episodes and watch out for the next ones!E115 Part 1 - THE BASICS OF ICP: Getting to Know Your Buyer with Mark StephensonE115 Part 2 - THE “C” IN ICP: How to Approach C-Level Buyers Differently with Mark Stephenson Find out more about Mark Stephenson in the links below:LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/Evisort: https://www.evisort.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Trender.ai: https://www.trender.ai/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

It’s another round for Randy and Evisort leader Mark Stephenson, and in this episode, the two discuss further the ins and outs of selling to the ICP. Mark first explains the best way to communicate with CEOs or CFOs, especially with elevator pitches, and later talks about how you can differentiate yourself from others by focusing on the impact of your product instead of its usage. Find out more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYMARK: HOW TO DIFFERENTIATE YOURSELF FROM EVERYBODY ELSE“You need to peer up the use case, to think behind what's the business case for why they would invest, and even if you're selling infrastructure, if you have a business focus around metrics of improvement, and why they will buy the solution your way differentiated from everybody else.” Don’t miss out on our previous episode and watch out for the next ones!E115 Part 1 - THE BASICS OF ICP: Getting to Know Your Buyer with Mark Stephenson Find out more about Mark Stephenson in the links below:LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/Evisort: https://www.evisort.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Trender.ai: https://www.trender.ai/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

One of the most fundamental factors in being successful with your sales process is knowing your customer, buyer, or prospect, whatever you call them. In this new episode of Tech Sales Insights, Randy welcomes Evisort leader Mark Stephenson, and they will be diving into the world of ICP. Mark starts off by giving his takeaway for the younger generation right off the bat. He then proceeds with defining what an ICP is and what factors you should consider when identifying and analyzing them. Find out more in this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYMARK: TAKEAWAY FOR THE NEW SELLERS“The harder you work, the luckier you get. The cold calling is foundational.” JOE: ADVICE FOR LAID-OFF PEOPLE“Company size is usually the only thing people are focused on around ICP, you got to look at these other factors, and the reason you focus on ICP is to be more efficient and effective in your marketing campaigns and get higher conversion rates. How spot on is that?” Find out more about Mark Stephenson in the links below:LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/Evisort: https://www.evisort.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Trender.ai: https://www.trender.ai/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Joe Koenig is back to discuss more about persevering at work and home. In his last round with Randy, Joe shares his advice for new ISRs (Inside Sales Representatives), best practices and diversity initiatives, wisdom for people breaking into tech sales, and many more. Get a load of Joe's amazing insights in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYJOE: ADVICE FOR PEOPLE BREAKING INTO TECH SALES“You have to have the passion to learn, because you may all know here on the hall, technology is ever-changing, ever-evolving, and someone needs to understand, and take the time, and had that passion, not during work. You can do that all day but on your own too.”JOE: ADVICE FOR LAID-OFF PEOPLE“Be resilient, because I do think that good people will find good homes. This is a circle, there will always be layoffs, the hiring boom, and so forth. But continue to work hard, network with your people, and I guarantee you'll find a good spot that makes sense for you.” Don’t miss out on our previous episodes and watch out for the next ones!E114 Part 1 - POWERING THROUGH: Practicing Perseverance at Work and at Home with Joe KoenigE114 Part 2 - PERSEVERANCE PREVAILS: Joe Koenig on Overcoming Challenges at Work and Home Find out more about Joe Koenig in the links below:LinkedIn: https://www.linkedin.com/in/joekoenig-wwt/WWT Website: https://www.wwt.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Gong: https://www.gong.io/ 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 episode of Tech Sales Insights, where Randy and Joe are up for round 2 of their conversation. In this episode, Joe talks about how leveraging the best and most disruptive technologies from partners help provide real outcomes for customers. The two discuss how data and feedback can be used to improve customer experience and how partnering with the right companies can create an ecosystem that drives innovation. Stay tuned for more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYRANDY: HOW TECH SALES HAVE CHANGED“Back in the old days, it was, you’re selling in any of those platforms, and that was the sale. Now, you've got your intellectual property, your secret sauce, around the methodologies and service providers, and business outcomes. You're slotting in, obviously, all these different technologies that help with the outcome, but kind of this other layer in terms of the differentiation, so you're just not reselling.”JOE: HOW LEADERS PLAY A ROLE IN GETTING PEOPLE TOGETHER“I think we have to be more intentional about bringing people together at the right times for the right reason, understanding that people have cost challenges. But what can we do to help enhance and drive this culture in a different way, some people are a little bit more remote now, and it's up to our leaders and managers to help provide feedback and an additional perspective on the best ways you can accomplish that, knowing that we have to have some face-to-face with them.”Don’t miss out on our previous episode and watch out for the next ones!E114 Part 1 - POWERING THROUGH: Practicing Perseverance at Work and at Home with Joe KoenigFind out more about Joe Koenig in the links below:LinkedIn: https://www.linkedin.com/in/joekoenig-wwt/WWT Website: https://www.wwt.com/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Gong: https://www.gong.io/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

It’s another episode series here at Tech Sales Insights, and today, Randy welcomes a long-time friend, Joe Koenig, President at World Wide Technology. Joe will be talking about perseverance at work and at home, and in this first installment, he focuses on his first job, the challenges he went through, and his key takeaways after. Stay tuned for more as Joe talks about the evolution of tech in sales in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYJOE: DRIVING TECHNOLOGY AND BUSINESS OUTCOMES“We're very careful about prescribing whether it's cloud and cyber and data, and infrastructure modernization is still a play that's out there that we spend a lot of time on, and really ultimately driving technology and business outcomes. And so that's what we have to do. You know, we have to understand our customers care about what's important, their measures of success, and then tailor what our business is all about to create those outcomes, and that's where we spend a lot of focus.” JOE: ALWAYS HAVE THE PASSION TO LEARN“I always really promote to our sales team, you have to have a passion for learning. If you don't have that passion to learn, then that's a problem because things are moving fast, and you need to move fast, and then stay ahead of that curve.”Find out more about Joe Koenig in the links below:LinkedIn: https://www.linkedin.com/in/joekoenig-wwt/WWT Website: https://www.wwt.com/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Gong: https://www.gong.io/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

TIME TO ACHIEVE THE WORKLYFE BALANCE YOU TRULY DESERVETravis Ashby is back to talk further about work-life balance and how Worklyfe can help companies and salespeople alike achieve it. Together with Randy, Travis will be talking about Worklyfe becoming a bridge for eroding relationships, his advice for people trying to break into tech sales, the startup founders he admires and respects, and many more. Make sure to stay tuned until the end as Travis will be discussing how you can set up your own Worklyfe account. INSIGHTS OF THE DAYTRAVIS: WHAT COMPANIES SHOULD REALLY DO“What companies need to be doing though is just find how to help them inspire work while they're there, and then the whole goal is, the whole key is to help them accomplish what they want in work and life, and so I tell companies all the time, stop talking about yourself like nobody cares about your company, or making you rich or your investors. Nobody cares about your mission, vision, or goals unless you care about theirs. You've got to start with them first.” TRAVIS: ADVICE FOR PEOPLE BREAKING INTO TECH SALES“Find those people that you admire or respect, and I would say find the people that sell the right way. Find the people that sell with empathy and ethics, and that lead out with relationships because people want to do business with people they like. So find out how to be likable, and figure out how to create a likable personality, because people will just want to do business with you.”Don’t miss out on our previous episodes; watch out for the next ones!E113 Part 1 - WORKLYFE BALANCE: Travis Ashby’s Journey In Sales And Conceptualizing WorklyfeE113 Part 2 - HAPPINESS EQUATION: The Ins and Outs of Worklyfe with Travis AshbyFind out more about Travis Ashby in the links below:LinkedIn: https://www.linkedin.com/in/travisashby/Worklyfe: https://worklyfe.io/beta/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Decision Link: https://www.decisionlink.com/Gong: https://www.gong.io/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

WHAT’S THE FORMULA FOR A WORKER’S HAPPINESS?Travis Ashby, founder of Worklyfe is back with Randy for Round 2. In this episode, Travis discusses what Worklyfe is all about, as he defines it as his personal happiness movement. He also breaks down how Worklyfe can help people in surfacing what really matters to them and how it helps in finding a worker’s happiness equation. There’s a whole lot more to find out so tune in to this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYTRAVIS: THE PAIN POINT THAT WORKLYFE IS TRYING TO SOLVE“It's a happiness movement for me. I just felt like the number one problem in the world was unhappiness, like we've never had higher levels of depression and addiction and divisiveness.”TRAVIS: SURFACING WHAT REALLY MATTERS“How Worklyfe helps them is we surface what matters to them. So we actually go to people and say, Hey, let's figure out your personal happiness equation, we're going to help you, our software is going to help you surface your purpose and your why and then create goals that are going to help you actually be happier.” Don’t miss out on our previous episode, and watch out for the next ones!E113 Part 1 - WORKLYFE BALANCE: Travis Ashby’s Journey In Sales And Conceptualizing Worklyfe Find out more about Travis Ashby in the links below:LinkedIn: https://www.linkedin.com/in/travisashby/Worklyfe: https://worklyfe.io/beta/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Decision Link: https://www.decisionlink.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HOW DO YOU STRIKE THE REAL BALANCE BETWEEN WORK AND LIFE?Randy welcomes Travis Ashby, Founder of Worklyfe, a platform for individualized incentives and benefits platform for the modern workforce, which helps companies improve performance and retention by motivating employees with things they actually care about. Travis talks about his first sales job and how his experience made him notice the issue with the usual incentives being given to employees. He also talks about sacred money, how to spend it, and how he got the idea of Worklyfe. Stay tuned until the end of this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYTRAVIS: COMPANIES’ LACK OF SUPPORT“There's any number of reasons why people are struggling at their job, and companies don't do a good job at all about being able to be there to support and help people maybe understand and overcome those things.”TRAVIS: OUTDATED INCENTIVES AND MOTIVATION TACTICS“Gift cards, cash and swag and stuff. Is that really like, does that really matter to people? Is that really still the thing we're doing to motivate sales?”TRAVIS: TIME TO DECONSTRUCT INCENTIVE PROGRAMS“I just started kind of thinking about like, Well, how do we like, deconstruct these crappy incentives, like President's Club, for example, it's like three months into an annual incentive, you already know who's gonna win, and so demotivates 80% of the team.” Find out more about Travis Ashby in the links below:LinkedIn: https://www.linkedin.com/in/travisashby/Worklyfe: https://worklyfe.io/beta/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Decision Link: https://www.decisionlink.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HOW DOES A SALES LEADER JUGGLE INNOVATION, SKILLS, AND MANAGEMENT?Paul Hunter is back to close his interview with round 3 with Randy. In this episode, Paul gives his insights on the need to evolve compensation to drive behavior for better performance, the primary goal of a Chief of Staff, the kind of skills needed to be a good salesperson, and advice for the younger generation and to his younger self. Let’s get a deep dive into these topics in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYPAUL: THE GOAL OF A CHIEF OF STAFF“One of the things you learn in the Chief of Staff job it’s not enough to make the principal successful, you've got to make the principal and their team successful.” PAUL: FORMULA OF A GOOD TECH SALESPERSON“Good listening skills, good questioning skills, I have always found in the best technical people, but built on a foundation of great knowledge.” Don’t miss out on our previous episodes and watch out for the next ones:E112 Part 1 - IN FOR THE HUNT: Paul Hunter’s Sales Story And Insights On Social Sales ToolsE112 Part 2 - GOING THROUGH CHANGES: Reconfiguring and Evolving Sales Teams with Paul HunterFind out more about Paul Hunter in the links below:LinkedIn: https://www.linkedin.com/in/paul-hunter-3743a8/Hewlett Packard Enterprise: https://www.hpe.com/us/en/home.html This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Gong.io: https://www.gong.io/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Paul Hunter is back for round 2 with Randy and, in this episode, they talk about reconfiguring and evolving sales teams toward a brighter future in tech sales. Paul discusses what it is that he actually does, the changes happening in tech sales today, the bright future of tech sales, the portfolio shift that HP is doing now, and job openings in the company. Find out more about this exciting news in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYPAUL: THE FUTURE IN TECH SALES IS BRIGHT“A lot of the news is coming with some of the tech layoffs. But I think part of the story that's also missing is, the tech hiring in the past two years far outweighed the layoffs. So I mean, there's a shortage of talent, not an excess of it. So it's very much a buyer's market in terms of world seller's market in terms of if you're talented, there's a lot of demand for your skill. So I think that will just continue. I don't see any slowdown in that.” PAUL: THE PORTFOLIO SHIFT FROM HARDWARE TO CLOUD“So we are essentially moving from a company that was infrastructure and hardware led with services attached to that hardware. And now we are a cloud company that sells services that pull through hardware, in some instances, not all now. And that's a pretty significant change in and obviously, the balance of those two businesses changes over time.” Don’t miss out on our previous episode and watch out for the next ones:E112 Part 1 - IN FOR THE HUNT: Paul Hunter’s Sales Story And Insights On Social Sales ToolsFind out more about Paul Hunter in the links below:LinkedIn: https://www.linkedin.com/in/paul-hunter-3743a8/Hewlett Packard Enterprise: https://www.hpe.com/us/en/home.html This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Gong.io: https://www.gong.io/ 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, Randy welcomes Paul Hunter, North America Sales Leader at Hewlett Packard Enterprise, leading the charge for their pivot to a Service Cloud company. He is also responsible for leading the sales charge and understands the channel from a value and scalability perspective. Paul shares his experience in his first sales job and the power of using LinkedIn and other sales tools in selling and networking. Learn more about Paul in this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYPAUL: LINKEDIN AS A RELIABLE SALES TOOL“We use LinkedIn Sales Navigator. That's one of the suites of sales tools we provide our sales teams. We also use other tools as well. So we found LinkedIn Sales Navigator to be reasonably valuable, and quite useful. I use LinkedIn because sometimes you get more traction with your own teams on LinkedIn than you do use some of the internal tools. So it's just a good way to connect with the broader community and, and hit keep in touch with people.”Find out more about Paul Hunter in the links below:LinkedIn: https://www.linkedin.com/in/paul-hunter-3743a8/Hewlett Packard Enterprise: https://www.hpe.com/us/en/home.html This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Gong.io: https://www.gong.io/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Costa Harbilas is back for one last round with Randy, and in this episode, he talks about the power of value-based selling. As a huge believer in it, Costa breaks down why it is helpful, the impact it brings, and how you can do it right. He will also be answering questions about advice for people breaking into the tech space, working at Intapp, and many more. Learn more about Costa and his work in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYCOSTA: COLD-CALLING IS NOT DEAD“I'm a huge believer in value-based selling, and I don't believe you can sell anything unless you have a great match. Nobody wants to buy a thing, they want an outcome, and so we have to have a case for change. And you have to understand the current state of why it's not good enough. So you know why they're gonna buy anything, you build the case, and you differentiate why you're the solution of choice where you've done it successfully in the past. And then you got to figure out the compelling event and why they can't wait for the why that why the value is so impactful, they got to do it now.” Don’t miss out on the previous episode and watch out for the next ones!E111 Part 1 - ONE OF A KIND: The Uniqueness of Selling Into Partner-Led Models with Costa HarbilasE111 Part 2 - OUTREACH DYNAMICS: Discussing Effective Customer Outreach with Costa Harbilas Find out more about Costa Harbilas in the links below:LinkedIn: https://www.linkedin.com/in/costaharbilas/Intapp Website: https://www.intapp.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/OpenSymmetry: https://www.opensymmetry.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Costa and Randy are back to discuss the importance of effective customer outreach when it comes to getting new customers. They discussed the importance of doing research and being sincere and knowledgeable when cold-calling customers. The two also talk about taking advantage of every sales call, sales models, company results, and many more. Join Costa and Randy in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYCOSTA: COLD-CALLING IS NOT DEAD“I don't think it is, and we have a team that does outreach, you gotta reach out with email and phone. I think it's about being effective in what you say.”RANDY: TAKE ADVANTAGE OF EVERY SALES CALL“Every single call, you take advantage, any call any presentation you're at, any sales call notes that you see, proposals, everything's a coaching opportunity.”Don’t miss out on the previous episode and watch out for the next ones!E111 Part 1 - ONE OF A KIND: The Uniqueness of Selling Into Partner-Led Models with Costa HarbilasFind out more about Costa Harbilas in the links below:LinkedIn: https://www.linkedin.com/in/costaharbilas/Intapp Website: https://www.intapp.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/OpenSymmetry: https://www.opensymmetry.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 welcomes Costa Harbilas to discuss the uniqueness of selling into partner-led business models in the professional and financial services industries. In this first part of their conversation, Costa talks about how he get started in the industry, his advice to the next generation of top talent, and the importance of providing real-time feedback. These, and many more, in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYCOSTA: TRAITS OF A GREAT SALES LEADER“It's about hard work. It's about being smart. It's about being intellectually curious. It's about being situationally aware, right, having a high level of emotional intelligence, not just regular intelligence, and just a tremendous amount of grit, right, passion, and perseverance.”COSTA: IMPORTANCE OF GIVING FEEDBACK“That real-time feedback in corrective action is important. It's like a coach. You got to be able to provide people feedback…”Find out more about Costa Harbilas in the links below:LinkedIn: https://www.linkedin.com/in/costaharbilas/Intapp Website: https://www.intapp.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/OpenSymmetry: https://www.opensymmetry.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

It’s Whynde Kuehn’s final round with Randy in this episode of Tech Sales Insights. In this episode, Whynde runs through some questions and shares her insights about engagement models, working together for the customer, spiritual foundations in leadership, taking action on ideas, and many more so make sure to stay tuned only here in Tech Sales Insights. INSIGHTS OF THE DAYWHYNDE: IT’S ALL ABOUT WORKING TOGETHER TO HELP THE CUSTOMER“At the end of the day, it's not about what you're modeling or what you're doing or you're delivering or who you have access to, and what room you're in the conversations with, it's about all of us working together, to help the organization get ideas into action, and to be able to help the customers” WHYNDE: INSIGHT ON SPIRITUAL FOUNDATION AS A LEADER“My personal belief is, maybe this is a little bit long lines, what you're saying, Randy, I don't know that one has to be outright about it. But if one does have a deep spiritual grounding, that person will show up in every interaction and everything you write in everything you do in the decisions you make and how you treat people.” Don’t miss out on the previous episodes with Whynde and watch out for the next ones! E110 Part 1 - STRATEGY TO REALITY: A Look Into Whynde Kuehn’s Insights On Business ArchitectureE110 Part 2 - MULTIDIRECTIONAL: Directional Approaches Within The Hybrid Environment Find out more about Whynde in the links below:Whynde Kuehn | S2e Transformation | Book This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Randy continues his conversation with Whynde Kuehn in this latest episode of Tech Sales Insights. The two discuss the effectiveness and the risks involved in the growing trend of hybrid working environments and how it correlates with business architecture. Whynde further discusses the metrics involved in the hybrid environment and other good stuff like change management, strategy execution, top-down vs bottom-up approach, and many more so stay tuned.INSIGHTS OF THE DAYWHYNDE: “Bring it to the doers. So there's two sides of this one, there's the doers, the people who will create the business architecture, and play a unique and often missing role to inform and translate strategy. There's an actual new role around that. It's business architect, it's been in place for a while, but is more emerging, but then there's also how do you actually change the rest of the organization to be able to do cohesive end-to-end strategy execution where you have accountability? And you as we were saying earlier, right, you actually look at it as a muscle, and you actually know how the teams work together and fit together.”Don’t miss out on the previous episodes with Kevin and watch out for the next ones! E110 Part 1 - STRATEGY TO REALITY: A Look Into Whynde Kuehn’s Insights On Business ArchitectureFind out more about Whynde in the links below:Whynde Kuehn | S2e Transformation | Book This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry 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, Randy welcomes Whynde Kuehn, author of the book Strategy to Reality: Making the Impossible Possible for Business Architects, Change Makers and Strategy Execution Leaders. Whynde shares her humble beginnings and how she got into sales. Whynde’s conversation with Randy centers on the importance of Vision and Mission statements, their parallels with strategies, the importance of business architecture in designing strategies, and many more. Learn more about Whynde in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYWHYNDE: ALIGNMENT OF STRATEGY AND CAPABILITIES THROUGH BUSINESS ARCHITECTURE“The architecture sort of the golden thread, right, allows us to keep this continual balance and alignment between strategy, the capabilities we're investing in, and the initiatives and solutions, especially if we need to replan what we're doing very quickly.”WHYNDE: INSIGHT ON VISION, MISSION, AND STRATEGIES“Those are sort of the blocks that we anchor back to. And they're, they're also the things that nobody kind of thinks about on a day-to-day basis unless you bring it up, where things start to change, which is where I focus is the strategies, the goals, the objectives, the metrics, the courses of actions, the where we play, how we win, and that's where we spend most of our time because that's where the change is happening, and that's where we need to be really clear.” Find out more about Whynde in the links below:Whynde Kuehn | S2e Transformation | Book This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

It’s the final round with Kevin Delane, and in this episode, he shares his advice for people that have been impacted by recent layoffs in tech sales. Delane suggested keeping one's network active and looking for new opportunities. He also reminded people not to get too down, as the market will eventually turn back around. Kevin also discusses Cohesity’s best practices for marketing, sales, and RevOps with channel partners. Stay tuned for more great insights from Kevin in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYKEVIN: ADVICE FOR THE PEOPLE WHO WERE LAID OFF“The market will always go up and down, and technology will continue to grow. And there's, you know, there's plenty of jobs and right opportunities. So if people are impacted that I'll guarantee you, there are companies out there that are looking to either top grade, or bring great people in. So keep your network out there, keep your network going. And don't get down at some point in time because the market is going to turn back.” Don’t miss out on the previous episodes with Kevin and watch out for the next ones!E109 Part 1 - KEVIN IS IN: Meet Kevin Delane, CRO of CohesityE109 Part 2 - TOPGUN: Creating Top-Notch Go-To-Market Culture with Kevin Delane Find out more about Kevin in the links below:Kevin Delane | Cohesity | Cohesity.com This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Kevin Delane is back and in this second round, he and Randy go deeper into the main topic, which is building a top-notch go-to-market culture within the organization. The two focuses on four aspects of culture which are attitude, trust, accountability, and diversity. Get to know more about these cultural aspects with Kevin and Randy in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYKEVIN: FIRE THEM UP INSTEAD OF DRAGGING THEM DOWN“I think having a positive attitude, I mentioned before, bringing people up as opposed to bringing them down, and then also, it's your focus during the day of getting things done and bringing solutions. And so from my side, I believe that when people are fired up and focused, they'll achieve more and that's what we try to drive throughout the organization.”KEVIN: ENSURE TO INSTILL ACCOUNTABILITY TO ALL“you need people that don't have to live in fear, but they have to feel that accountability through your organization and know that we expect them to deliver. And, you know, if you set the clear expectations and clear priorities for him, like, you know, once he kind of flows down, they're accountable for driving that.” Don’t miss out on the previous episodes with Kevin and watch out for the next ones!E109 Part 1 - KEVIN IS IN: Meet Kevin Delane, CRO of CohesityFind out more about Kevin in the links below:Kevin Delane | Cohesity | Cohesity.com This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Today in Tech Sales Insights, Randy welcomes Kevin Delane. Kevin is currently the CRO of Cohesity, focusing on their mission to radically simplify how organizations secure and manage their data while unlocking limitless value. Kevin starts off by sharing his sales career from his humble beginnings to what he is today. Find out more about Kevin in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYKEVIN: BELIEVE IN WHAT YOU SELL“You have to believe in what you sell. And to me, you know, where I've worked throughout my career, I always felt that I had the best technology. So that's part of your brand, and what you're bringing to your customers out there.”Find out more about Kevin in the links below:Kevin Delane | Cohesity | Cohesity.com This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

GET OUT AND GET RECONNECTEDRandy is back with David Nour, and today, they talk about the 3 types of relationships. David breaks down each type from Personal, Functional, to Strategic relationships. He also explains why strategic relationships are the ones you should keep not only for your business but also for those you have the relationship with. David and Randy also discuss that it is high time to start going out and reengaging to the world. Learn more in this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYDAVID: BREAKING DOWN THE STRATEGIC RELATIONSHIP“Most people I meet have plenty of the first two, they're really missing out on the third one, which is your strategic relationships. These are relationships, beyond coaches, beyond mentors, beyond great bosses, they see the best version of you, and they push you to constantly raise the bar on who you are, how you show up, not just how you perform, but the human being that you become, and the manager and the leader that you become.” Don’t miss out on the previous episodes with David and watch out for the next ones!E108 Part 1 - IN A RELATIONSHIP: Your Network, Your Net Worth, And Your Business Relationships with David NourE108 Part 2 - YOU ARE MY ASSET: Relationships As Important Business Assets With David NourFind out more about David in the links below:David Nour | The Nour Group | NourGroup.com This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HUMAN INTERACTIONS ARE IRREPLACEABLEIn the midst of the rise of AI (Artificial Intelligence) and ML (Machine Learning), we may wonder if we humans are going to be replaced, and David Nour has an answer to that. In this episode, David continues to talk about relationships and how they are crucial for the business. David shares his insights about AI and ML, relationships as assets, and how the recent changes in the world affect the dynamics of relationships. Find out more in this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYDAVID: AI AND ML ARE GREAT, BUT THEY’RE NOT HUMAN“I love AI and ML, in reducing some of the labor intensity, I love AI and ML in discerning who are the right profiles for us to kind of interact with I love AI and ML recommending kind of next steps and the right content in there, you know, for that buyer's consumption in their buying journey. It does not replace human interaction. And that interaction needs to be value-based. And it needs to be authentic.”DAVID: RELATIONSHIPS ARE ABOUT INDIVIDUALS“I keep reiterating to people, relationships are not between logos or buildings. They're always between individuals.”DAVID: IT’S ABOUT THEM GETTING BETTER“Convey your credibility to the questions you ask, not necessarily the solutions you provide. This isn't about you, it's about how they would be better off because of you.”Don’t miss out on the previous episode with David and watch out for the next ones!E108 Part 1 - IN A RELATIONSHIP: Your Network, Your Net Worth, And Your Business Relationships with David NourFind out more about David in the links below:David Nour | The Nour Group | NourGroup.com This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

RELATIONSHIP IS ARGUABLY THE FUNDAMENTAL ELEMENT OF A BUSINESSIn this episode, Randy welcomes David Nour, CEO of the Nour Group, and the author of Relationship Economics. David will be discussing the importance of learning that building relationships is a teachable skill, one that is objective and quantifiable, and not some simple soft skill. David will also talk about the third edition of his book which was made due to the global changes in business after the pandemic. Find out more in this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYDAVID: CHANGE IS COMING SOON“We got to stop calling these things soft skills because we've quantifiably proven that relationships can accelerate, go-to-market relationships can accelerate you identifying and recruiting exceptional talent, relationships can dramatically shorten ramp-up time and time to cash. So it is quantifiable, it's essential. And still, it is not taught in many organizations, and we believe it can be a teachable skill.”Find out more about David in the links below:David Nour | The Nour Group | NourGroup.com This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

IT'S NOT WHO YOU KNOW, BUT WHO KNOWS YOUDavid is back to close the episode and today, he will be discussing with Randy the importance of networking and how it can be leveraged to build a personal brand. David explains how he when leaving IDC, had to start all over again by putting out content and slowly building up his personal and company brand. All these and more in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYDAVID: CHANGE IS COMING SOON“Networking is super important, but I think it goes back to, who knows, I think you should write as much as possible. When you write things down, it forces you to think more clearly, and when you publish, even though you might have one person or two people, your family reading this stuff, or watching this stuff, you got to start somewhere.” Don’t miss out on the previous episode/s and watch out for the next ones!E107 Part 1 - IT’S GETTING CLOUDY: The Future of Business Through the Cloud with David Vellante, Part 1E107 Part 2 - SUPERCLOUD: The Rise Of Supercloud And Changes In Data Usage With David Vellante Find out more about David in the links below:David Vellante | SiliconANGLE | TheCUBE This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

A MAJOR CHANGE IS ABOUT TO COMEDavid Vellante is back for another round and in this episode, he and Randy will be discussing the concept of cloud computing and the use of data in the cloud. David also hypes up the rise of the “Supercloud” and how it works. They will also discuss how organizations are increasingly able to use data in new ways, such as through AI and machine learning. Find out more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYDAVID: CHANGE IS COMING SOON“I think you're gonna see a major change in how data is used, it's going to be in the hands of the domain experts, the business people, it's going to be increasing, it's already decentralized physically. But increasingly, organizations are going to be able to use data in new ways.” Don’t miss out on the previous episode/s and watch out for the next ones!E107 Part 1 - IT’S GETTING CLOUDY: The Future of Business Through the Cloud with David Vellante, Part 1 Find out more about David in the links below:David Vellante | SiliconANGLE | TheCUBE This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry 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, David Vellante, Co-founder & CEO of SiliconANGLE, & CO-host of theCUBE, together with Randy talks about the future of data in the cloud and how it can be leveraged to improve sales. Tune in to learn how David got into the Tech industry and how he eventually went into sales. Find out more about David in this latest episode of INSIGHTS OF THE DAYDAVID: THE EVOLVING DEFINITION OF DATA“Definition of data is evolving. And I think it's changing where, you know, data is a fundamental component of an organization’s competitive advantage.”DAVID: HOW THE CHANGES IN THE CLOUD ACCELERATES EVERYTHING“The cloud is definitely changing that allows people to move faster, it puts data in the hands of business people like ourselves, salespeople, line of business people, product people, and this notion of self-service architecture, but the technology being such that it allows the data to be shared safely, securely in a governed manner, is something that is really coming to the fore in the 2020s.” Find out more about David in the links below:David Vellante | SiliconANGLE | TheCUBE This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry 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, Randy and Bethany are back to discuss channel partners and building a career in tech sales. In order to sell more and make more money, companies should consider using channel partners. Channel partners have their own relationships and can provide advice and guidance to companies. Bethany also discussed her advice for people aspiring to get into executive leadership. Learn more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBETHANY: SOLIDIFY YOUR NETWORKING“So you really got to do your networking. And even if you just you know, have a cup of coffee with people and do a zoom session, just connect as much as possible and tell people what you're looking for. Again, they don't know if you don't tell them.”BETHANY: STAY IN TOUCH WITH HEADHUNTERS“Probably sometime at some point in your career, you've been contacted by a headhunter. My advice is you make friends with those people, you know who they are, right, and you go back to them in times that are tough because those are the folks who also can help you.” Don’t miss out on the previous episode/s and watch out for the new ones!E106 Part 1 - BOXED UP: Bethany Mayer's Board Insights On Box Stock PerformanceE106 Part 2 - WOMEN’S RALLY: Exploring the Opportunity for Women in Sales with Bethany Mayer Find out more about Bethany in the links below:Bethany Mayer | Box | Box.com Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

SALES: WE NEED MORE WOMEN!In this episode, Randy and Bethany discuss the need for more women in sales, and how the industry can better support and encourage them. They agree that education and awareness are key to getting more women interested in sales as a career. They also discuss the role of women in sales, and how companies should reach out to colleges to begin internship programs for young women and men who are interested in sales. Get to know how Bethany decided to serve a board and many more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBETHANY: WHY SALES IS A GOOD CAREER FOR WOMEN“It requires you to connect, it requires learning, but it also requires relationship building, which I think women are great at. So I think it's a phenomenal opportunity.”BETHANY: ADVICE FOR WOMEN IN THE TECH SPACE“I really wanted to learn about a different industry. I want to learn how they operate, what they know, how their processes were, what they strategized around, and I have to say it was a really good choice” Don’t miss out on the previous episode/s and watch out for the new ones!E106 Part 1 - BOXED UP: Bethany Mayer's Board Insights On Box Stock Performance Find out more about Bethany in the links below:Bethany Mayer | Box | Box.com Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Bethany Mayer is a highly respected executive in the tech industry, with a background in engineering and marketing. She started her career at the Skunk Works division of Lockheed, working on the F-117 stealth fighter. She then went on to hold various executive positions at HP, where she was responsible for taking shares and growing the business. Bethany is known for her technical and go-to-market chops, as well as her no-nonsense approach to getting things done. Find out more about Bethany and her work in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBETHANY: ADVICE FOR WOMEN IN THE TECH SPACE“My advice for women is you can do anything you dream of, honestly, if I can do it, you can do it. It is there for you, and you, if you give yourself the credit that you deserve, and you have sponsors that I'm sure you will have around you, you can do anything.” Find out more about Bethany in the links below:Bethany Mayer | Box | Box.com Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry 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, Mandy answers questions about the importance of a use case for PLG, her journey from in-house operator to founder to investor, the benefits and challenges of being an entrepreneur, and KPIs and product market fit. Don’t miss out on this final part of Mandy’s appearance in the latest episode of Tech Sales Insight. INSIGHTS OF THE DAYMANDY: FROM IN-HOUSE OPERATOR TO FOUNDER TO INVESTOR“What I really like to do is understand the customer, you can coach people, and drive revenue, like, that's actually what I like to do, and I don't want to be a founder and CEO and have to go raise money and do a bunch of that stuff. That doesn't sound fun to me.” Don’t miss out on the previous episodes with Mandy and watch out for the next ones!E105 Part 1 - TAKING THE LEAP: Growth Benchmarks And Planning For 2023 with Mandy ColeE105 Part 2 - DATA-DRIVEN ADVICE: Planning Ahead With A Data-Driven Approach With Mandy Cole Find out more about Mandy in the links below:Mandy Cole: https://www.linkedin.com/in/mandyhcole/Stage2 Capital: http://www.stage2.capital/[email protected]: http://[email protected] Send in a voice message to us:Sales Community at Anchor.fm: https://anchor.fm/salescommunity/message This episode of Tech Sales Insights is brought to you by Sales Community: https://www.salescommunity.com/Salesbricks: https://linktr.ee/salesbricks Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

IF YOU FAILED TO PLAN, YOU PLANNED TO FAILMandy and Randy discuss the importance of profitability and cash flow for startups. Mandy advises that companies should have a plan for how they would become profitable if they needed to, as the future is uncertain. Randy adds that many companies have had to lay off employees due to overhiring in the past. They both advise startups to be thoughtful about their use of money and hiring in order to be successful. INSIGHTS OF THE DAYMANDY: CUSTOMER FIRST, EVERYTHING FOLLOWS“Think about not just what's best for the salesperson, but actually what's best for the customer first, because whatever is best for the customer should be best for the company and for us.”MANDY: DRIVE WITH DATA“Whatever you do, make sure that you're using a data-driven approach to it. It's really easy for us to make emotional decisions. But the reality is that data all day long is going it's sitting right in front of you, and it's gonna tell you what you should be doing.” Don’t miss out on the previous episodes with Mandy and watch out for the next ones!E105 Part 1 - TAKING THE LEAP: Growth Benchmarks And Planning For 2023 with Mandy Cole Find out more about Mandy in the links below:Mandy Cole: https://www.linkedin.com/in/mandyhcole/Stage2 Capital: http://www.stage2.capital/[email protected]: http://[email protected] Send in a voice message to us:Sales Community at Anchor.fm: https://anchor.fm/salescommunity/message This episode of Tech Sales Insights is brought to you by Sales Community: https://www.salescommunity.com/Salesbricks: https://linktr.ee/salesbricks This episode of Tech Sales Insights is brought to you by Sales Community | OpenSymmetry Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Ever thought of growing to your Stage 2 and beyond? THE TIME IS NOW.Mandy Cole, a partner at Stage 2 Capital, joins Randy to discuss growth benchmarks for 2023. Mandy shares her own experience in handling growth and presents her personal benchmark for growth with the companies she is working with. Stay tuned to the end as Mandy also talks about the book she is currently working on that you might be interested in. Find out more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYMANDY: HER PERSONAL BENCHMARK FOR GROWTH“We want to see that people are being smart about their growth that their focus first on how do I make my current customers successful, and make sure I'm growing them versus just throwing more into the portfolio or into their customer base.” Find out more about Mandy in the links below:Mandy Cole: https://www.linkedin.com/in/mandyhcole/Stage2 Capital: http://www.stage2.capital/[email protected]: http://[email protected] Send in a voice message to us:Sales Community at Anchor.fm: https://anchor.fm/salescommunity/message This episode of Tech Sales Insights is brought to you by Sales Community: https://www.salescommunity.com/Salesbricks: https://linktr.ee/salesbricks Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

INTO THE RABBIT HOLEOur interview with Bennett Collen is coming to a close, but Randy still has a lot more to ask, so in this episode, Bennett will be discussing more about Blockchain and Crypto in-depth. Tune in to learn more and find out what awaits for Blockchain and Crypto in the coming years, only here, in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBENNETT: PREDICTIONS FOR CRYPTO AND BLOCKCHAIN“I think the crypto and blockchain will have made it when people stop talking about it when it kind of like fades into the background as a technology that enables these better experiences.” Don’t miss out on the previous episode/s and watch out for then ext ones!E104 Part 1 - META-PURSE: Blockchain, Cryptos, and NFTs with Bennett CollenE104 Part 2 - NFTs FOR SALE! Utilizing, Marketing, And Selling NFTs With Bennett Collen Find out more about Bennett in the links below:Bennett Collen | Endstate | Endstate.io Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by Sales Community | OpenSymmetry Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

WHAT DOES AN NFT DO? HOW DO YOU EARN FROM IT?NFTs, though have been in the market for quite some time, are still a pretty new concept in the eyes of a lot of people. In this episode, Bennett explains from his experience what NFTs do, how they are being marketed, and how they are sold. If you are interested in NFTs as a revenue stream, tune in to the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBENNETT: HOW NFTs ARE USED OR DISPLAYED“In terms of like the digital artwork itself, there are digital galleries where you can display all the entities that you own, I think the use cases for that eventually will get more interesting right now is more of a novelty, but from an Endstate perspective, we think of it as the utility that it gets you in the real world, as opposed to what you do with the digital artwork itself.”BENNETT: REVENUE-GENERATING INVOLVEMENT OF COLLABORATORS“We take a different approach to the traditional companies where we are involving the collaborator directly in the economics of the sale, instead of just saying, hey, we'll pay you an endorsement fee upfront, and then we make all the money on the back end, and we sort of sign them up as partners because we want them to have real skin in the game and interest in the collection doing well.” Don’t miss out on the previous episode/s and watch out for then ext ones!E104 Part 1 - META-PURSE: Blockchain, Cryptos, and NFTs with Bennett Collen Find out more about Bennett in the links below:Bennett Collen | Endstate | Endstate.io Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by Sales Community | OpenSymmetry Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

WE ARE NOW LIVING IN THE ERA OF DIGITAL TRANSFORMATIONWelcome to another episode, and today we have Bennett Collen, CEO of Endstate who has been an active principal in the blockchain space for several years. Bennett will be joining Randy to discuss what a lot of people think is the future, which they all get crazy about… Blockchain, Cryptocurrencies, and NFTs. Learn how each is defined and how they are interrelated in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBENNETT: DEFINITION OF A BLOCKCHAIN“A blockchain is just a form of a database that is typically a distributed ledger that has multiple participants who are all contributing to the consensus, or really how new entries get added to the ledger.”BENNETT: THE BLOCKCHAIN AND CRYPTOCURRENCY RELATIONSHIP“Crypto when people use it as a shorthand for Cryptocurrency is a subset of blockchain, so blockchain is the enabling technology that allows cryptocurrencies to function in this permissionless and distributed way.” Find out more about Bennett in the links below:Bennett Collen | Endstate | Endstate.io Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by Sales Community | OpenSymmetry Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

IT’S NOT HOW LONG THE RELATIONSHIP IS THAT MATTERS, IT’S THE VALUE THAT COMES FROM ITIt’s part 3 with John Barrows, CEO of Sell Better by JB Sales, and the author of I Want To Be In Sales When I Grow Up.In this episode, John will be talking about the future of sales, particularly on the benefits of getting fired, the power of values in sales, sales rep job hunting tips, the importance of personal branding in today's job market, the value of relationships in sales, importance of a good customer relationship. So tune in and learn more! HIGHLIGHT QUOTESJOHN: FIND YOUR CORE VALUES FOR FINDING COMPANIES TO WORK FOR“What I encourage people to do right now is go through the value exercise, start, if you just got laid off, go through the value exercise, you can Google it, say I want a core value exercise. And usually what it is, is like 50 core values, you choose 20 of them, then you get down to five, and then you prioritize those five. And if you really think through those values of yours, and your center and you're like these are my values, this becomes now your decision stack.”JOHN: BUSINESS RELATIONSHIPS ARE NOW ALL ABOUT VALUE“I'll boil it down into relationships, the value of relationships has gone from golfing and you know, steak dinners to VALUE period.” Don’t miss the previous part/s of this amazing series with John Barrows:E103 Part 1 - WHAT LIES AHEAD: The Future Of The Sales Profession With John BarrowsE103 Part 2 - TECH DILEMMA: The Impact Of Technology To The Sales Profession With John Barrows Find out more about John in the links below:John BarrowsSell Better by JB SalesSellBetter.xyz Send in a voice message to us:https://anchor.fm/salescommunity/message This episode of Tech Sales Insights is brought to you by: Sales Community | https://www.salescommunity.com/OpenSymmetry | https://www.opensymmetry.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.