From AuctusIQ - Podcast Details

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Tech Sales InsightsE196 - Apply People-Based Data-Driven Learnings to Help Sellers Sell More, featuring Courtney McCashlandIn this episode of Tech Sales Insights, Randy Seidl is joined by Dr. Courtney McCashland, Chief Officer of Science and Strategy at AuctusIQ, to discuss data-driven strategies for improving sales performance. The conversation delves into the significance of understanding key attributes in top sales performers, the benefits of using talent assessments, and how AuctusIQ provides actionable insights to align talent with commercial success. Dr. McCashland shares her extensive background in positive business psychology and how it helps identify what drives success in individuals. Additionally, the episode touches on the unique challenges and opportunities for women in sales, as revealed...2025-03-0344 min

The Selling Excellence PodcastWomen in Sales: Over-performing but UnderrepresentedOn this episode, Tim interviews Dr. Courtney McCashland, Co-Founder & Chief Officer of Science and Strategy at AuctusIQ. Did you know that women make up less than one third of the U.S. national sales force? Courtney will dive into why women are underrepresented in sales and what you can do to leverage that untapped talent pool. You won’t want to miss this groundbreaking episode.A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more podcasts on the Hurrdat Media Network and learn more about our other...2024-10-0113 min

Tech Sales InsightsE181 - Outcome Based Selling featuring Scott HarveyIn this episode of Tech Sales Insights, Randy Seidl is joined by Scott Harvey, Chief Customer Officer of Sprinkler. They delve into Scott's career journey, from broadcast journalism major to tech sales leader. They explore the importance of outcome-based selling and value creation in the sales process, emphasizing the critical role of customer relationships and consultative selling. Scott shares insights on transitioning strategies at major companies like VMware, ServiceNow, and Stripe, highlighting the significance of personalized engagement and value selling in post-sales and customer success. The conversation underscores the need for continuous sales training and the collaborative effort of...2024-09-3048 min

Tech Sales InsightsE168 - GTM Learnings From a Football Official? Yes! Featuring Scott WoodIn this episode of Tech Sales Insights, Randy Seidl is joined by Scott Wood, VP and GM of Compute for North America at HPE. Scott shares unique go-to-market strategies inspired by his experiences as a football official. From structured pregame preparations to rigorous post-game reviews, Scott draws fascinating parallels between sports officiating and high-performance sales teams.KEY TAKEAWAYSStructured Preparation: Learn the importance of detailed pre-meeting preparations, akin to pregame routines in football officiating.Post-Game Review: Understand the value of reviewing sales calls using technology to identify areas for improvement, similar to how officials review game...2024-05-2742 min

Tech Sales InsightsE162 - Culture Eats Strategy for Lunch featuring Peter TrizzinoIn this replay episode of Tech Sales Insights, Randy Seidl is joined by Peter Trizzino, President of North America Sales at Dell. Together, they delve into the pivotal role of culture in driving sales success, exploring how it transcends strategy and shapes behaviors within teams and partnerships. From personal anecdotes to actionable insights, Peter shares his journey from humble beginnings in sales to leading one of the largest sales regions at Dell. Discover how fostering trust, championing collaboration, and prioritizing outcomes can empower sales professionals to thrive in today's rapidly evolving marketplace.KEY TAKEAWAYSCulture Trumps...2024-04-0850 min

The Selling Excellence Podcast“You Just Have to Work for It” – A Motto That Turned Into Business SuccessOn this episode, Tim interviews Dave Mattson, CEO & President of Sandler Training–one of the most successful sales training companies in the world. Dave describes a pivotal moment in his life during the summer he began painting houses. That experience influenced his entire career and he still uses those principles today. Tune in to hear Dave’s backstory and his best advice to all sales leaders and sales managers.A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more podcasts on the Hurrdat Media Network and learn more...2023-07-1726 min

The Selling Excellence PodcastSelling is No JokeOn this episode, Tim interviews his friend Andrew Goldschmidt, the Senior Vice President of Sales & Client Success at Engage2Excel. For over 26 years, Andrew has been helping organizations transform their talent through an authentic approach to partnering with clients. Listen in as Andrew talks about the value of using humor to create opportunities and forge relationships in a business world that often takes itself too seriously.A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more podcasts on the Hurrdat Media Network and learn more about ou...2023-03-2122 min

The Selling Excellence PodcastFrom Paperboy to CEOOn this episode of the podcast, you’ll enjoy listening as Tim and Nabeil, CEO of Forma.ai, discuss their experiences as child entrepreneurs and how that compelled them both to make sales their careers. If you’re looking to shake up your sales compensation plan, you don’t want to miss this episode!A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more podcasts on the Hurrdat Media Network and learn more about our other services today on HurrdatMedia.com.See Privacy Policy at http...2022-11-2323 min

The Selling Excellence PodcastA Rant Every CRO Can Relate ToOn this episode, Tim interviews Mike Wirth, the Chief Commercial Officer at ProviderTrust—which has experienced 4x growth in the past five years. Mike has been growing companies for over twenty years. He has become a powerful leader and a master at growing people and revenue. Listen in to hear Mike get a few things off his chest about sales people. If you’re a sales leader, you will relate! Enjoy this exciting kick-off to Season 2.A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more podcasts on...2022-10-1826 min

The Selling Excellence PodcastSitting Next to the CEOOn this episode of the podcast, Tim speaks with Mark Zerbe. Mark has 40 years of experience in building and scaling sales teams and sales operations—which has included over 20 acquisitions and multiple divestitures. At the beginning of his career, he was seated right next to the company president where he learned to watch, listen, and do. Listen in to hear his take on the two types of CEOs.A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more podcasts on the Hurrdat Media Network and learn mor...2022-08-0232 min

The Selling Excellence PodcastThe Big Four of Future Sales ManagersOn this episode of the podcast, Tim speaks with Nancy Maluso, a research and industry analyst from Forrester. Nancy reveals insights on the best and worst sales managers she's ever worked with and how those insights can help executives think about shaping their future sales managers. You won’t want to miss the Big Four and much more in this episode.A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more podcasts on the Hurrdat Media Network and learn more about our other services today on Hur...2022-07-1234 min

The Selling Excellence PodcastCombat the Seller Resignation TrendOn this episode of the podcast, Tim hosts Kris Erickson, an engagement data expert and business consultant from Workforce Science Associates (WSA). Kris talks about the WSA database of research that has found the key elements of motivating salespeople today in this fast-paced business environment. She will give you ways to drive high levels of engagement in your workforce.A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more podcasts on the Hurrdat Media Network and learn more about our other services today on HurrdatMedia.com.2022-06-2815 min

The Selling Excellence PodcastTo CRO or Not To CRO…That is the QuestionOn this episode of the podcast, Tim speaks to Warren Zenna, CEO of the CRO Collective. They talk about how organizations need to be CRO-ready. Warren’s philosophy brings insight to Chief Executives that will help them make the right decision to hire, or not to hire, a CRO. Listening to this will save you the pain and agony of making a hiring mistake.A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more podcasts on the Hurrdat Media Network and learn more about our other ser...2022-06-2130 min

The Selling Excellence PodcastWhere’s the Talent in Your Tech Stack?On this episode of the podcast, Troy and Tim make a profound plea to all sales leaders: think about talent as a part of your tech stack. Everyone talks about talent but very few think about it as a part of the tools that you buy to drive sales effectiveness. Listen and learn how this addition to your tech stack drives outsized growth.A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more podcasts on the Hurrdat Media Network and learn more about our other services t...2022-06-1611 min

The Selling Excellence PodcastBeware of the Executive ParadoxOn this episode of the podcast, Troy Kanter joins Tim to talk about the Executive Paradox. Troy is the Co-Founder and CEO of AuctusIQ. The Executive Paradox is the challenge executives face when weighing the risk vs. reward in decision making. It exists in every organization and impacts company growth. Many aren’t even aware that this exists. This episode helps you identify and address it so your sales team can win more deals.A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more podcasts on the...2022-05-3119 min

The Selling Excellence PodcastSmarter Sales RecruitingOn this episode, Troy Kanter joins Tim to discuss recruiting sales talent in today’s competitive environment. Troy is the Co-Founder and CEO of AuctusIQ and has spent his career inspiring leaders, board members, and senior executives on how to accelerate business growth through sales. As an added bonus, he not only talks about recruiting but gives you tips and ideas on how to interview candidates. After listening to this, you’ll know more than you ever did about recruiting and hiring. A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based...2022-04-1230 min

The Selling Excellence PodcastFrank From Harvard Talks SalesIn this episode of the podcast series is really special, Tim interviews Frank Cespedes. Frank has run a business, served on boards for start-ups and corporations, and consulted to many companies around the world. Not to mention, he is a Senior Lecturer at Harvard Business School and the author of seven books—most recently publishing Sales Management That Works, how to sell in a world that never stops changing. Don’t miss out on this captivating episode!A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more po...2022-03-2231 min

The Selling Excellence PodcastEpisode 5: Uncovering Talent IntangiblesWe welcome Troy Kanter back for a second episode! Troy is the Co-Founder and CEO of AuctusIQ. He has an extensive background in sales and sales management. He took his first company, Kenexa, from a $40M to a $400M run rate. He has a unique philosophy behind hiring and coaching talent. You will be surprised to hear about the backgrounds of people he hired at Kenexa. Spoiler alert: one was a big box retail store manager. A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more p...2022-03-1510 min

The Selling Excellence PodcastWinning the BattleIn this episode of the Selling Excellence Podcast, Tim interviews Scott Tricker, VP and Director of Business Development at Olsson, a national engineering and design firm. As a seasoned pro in sales leadership, Scott draws on his background as a student of history, particularly WWII history, to talk about company culture, accurate reporting, and orchestrating a team to drive incredible success. If you’re a history nerd and seek insights about sales leadership, you’ll love this episode.A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more po...2022-03-0821 min

The Selling Excellence PodcastCulture and LeadershipOn this episode of the podcast, Tim interviews Steve Hollingsworth a Sales Leader of Leaders. Steve has been everything from a bag carrier, to a sales manager, to a CRO. You name it, he’s done it. He is currently a consultant for CEOs and sales leaders in the areas of sales, sales operations, marketing, business strategy, and development. Steve will discuss the best and worst sales organizations he’s seen. You don’t want to miss it!A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find mor...2022-03-0114 min

The Selling Excellence PodcastThe Science of Sales TalentOn this episode of the podcast, Tim interviews Dr. Courtney McCashland, Co-Founder and Chief Officer of Science and Strategy at AuctusIQ. Courtney has a Doctorate in Behavioral Science, has worked at a variety of organizations, and has started several successful companies. With over 25 years of experience at what drives success for sellers and sales leaders, no one knows more about seller and sales leadership talent than Courtney. Listen in and learn what great talent should look like and do to drive success in your sales organization. A Hurrdat Media Production. Hurrdat Media is a digital media and co...2022-02-2122 min

The Selling Excellence PodcastWhat Executives Need to KnowOn this episode, Tim interviews Troy Kanter, the Co-Founder and CEO of AuctusIQ. Troy has had an impressive career, including starting and transacting a business for $1.4 billion. He also ran one of the largest training companies and helped thousands of sales organizations. Troy will talk about the missing metrics to measure and manage a sales force’s success. You listen in on this, you’re guaranteed to learn something.A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more podcasts on the Hurrdat Media Network and learn m...2022-02-0820 min $Alden\'s Attic Adventures$ Alden's Attic Adventures#25 Reshmika NairReshmika Nair is a Client Implementation Specialist at AuctusIQ --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/aldensatticadventures/support 2020-12-061h 17