Shows
The WinwireThe Secret to Moving Hearts and Leading with Conviction | Chet KapoorEver feel like you're always a step behind in your leadership journey? Discover how belief can be the key to inspiring employees & mastering yourself.
In this episode of The Winwire, we're joined by Chet Kapoor, CEO of DataStax and former CEO of Apigee. With a career spanning from NeXT Computer to leading a $625 million sale to Google, Chet brings a wealth of experience in tech leadership and innovation.
Chet shares his unique philosophy on leadership, emphasizing the importance of "moving the human heart" and believing in ideas earlier than anyone else. He discusses how this...2024-09-2038 min
The WinwireShellye Archambeau - Betting Big: Risk-Taking Strategies of a Tech TrailblazerShellye Archambeau, one of Silicon Valley's first female African American CEOs, shares her journey from a challenging childhood to tech industry trailblazer. In our conversation, she reveals the power of intentional risk-taking, reframing adversity, and strengthening your strengths to achieve unprecedented success. Archambeau offers contrarian career advice, including why everyone should do a stint in sales, and how to navigate uncertainty in today's business landscape.
00:00:00: Introduction and Shellye's Perspective on Risk
00:00:39: Welcome and Shellye's Background
00:02:18: Shellye's Childhood and Early Influences
00:04:22: High School and Setting the CEO Goal
00:06:38: H...2024-07-1140 min
The Winwire18: Steve Goldberg - From Salesforce to Salesloft: Lessons from a Career of Closing Transformative DealsSteve Goldberg is a veteran sales leader who has closed some of the most significant deals in the history of Salesforce and Salesloft - most recently serving as CRO at the latter. Steve takes us behind the scenes of his biggest wins and toughest losses, sharing hard-won lessons on what it takes to succeed in enterprise sales and navigate the Fortune 500. He also opens up about the personal sacrifices he's made along the way and the mentors who have shaped his approach to leadership.
00:00: Introduction to the podcast and guest Steve Goldberg
02:05: Steve's...2024-03-211h 04
The Winwire17: Eric Stine, Elemica CEO – Leading Change at Global Giants & Within OneselfEric Stine is the CEO of Elemica. Eric shares his transformative journey from aspiring politician to tech industry leader. We talk about a pivotal career moment at SAP reshaped his approach to sales and customer engagement, leading to a groundbreaking deal that redefined industry standards. Eric also reveals his philosophy of "aggressive humility", the power of admitting "I don't know" as a pathway to success, and the routines and tactics that have been key to his growth.
00:00:00 - From Law to Tech: Eric Stine's Unexpected Path
00:08:08 - The Art of Customer Preparation & Eric’s Cor...2024-02-2957 min
The Winwire16: Vihan Sharma, CRO at LiveRamp - Boldly Redefining Ad Tech & Retail CollaborationVihan Sharma is the Chief Revenue Officer of Liveramp. We delve into the high-stakes deal with Carrefour that cemented his reputation in ad tech & retail, establishing him as a daring leader while drawing on his product roots. We also talk about his unique cultural agility, "humble" leadership style, and the meeting that changed his approach to product leadership and sales.
10:15 Major deal at Carrefour
16:51 Navigating challenges, Liveramp secures Carrefour partnership.
18:42 Convincing internal team to build industry-first capability.
23:47 Developed clean room product, established retail media.
33:44 Warren helped Noel see the...2024-02-1555 min
The Winwire15: Michelle Zatlyn - From Picking Up Servers to Building Cloudflare's Billion-Dollar LegacyMichelle Zatlyn is the Co-Founder, President, and COO of Cloudflare. We cover some lesser known early stories of Cloudflare (including picking up unused servers) and the uncommon practices & principles that built a billion-dollar cybersecurity legacy. Michelle also challenges conventional narratives around work-life choice in tech, offering a candid take on building a generational company while fostering a big life outside the office.
2024-02-011h 07
The Winwire14: Alex Varel - Radio Hustles, Seven-Figure Deals, and Revolutionizing People DevelopmentJoin us on Episode 14 of The Winwire for an engaging dive into the journey of Alex Varel, where determination and achievement go hand in hand. Alex's path from small beginnings, selling used Nintendo games in school, to securing major deals in Spanish broadcast television, demonstrates a remarkable blend of creativity and business acumen.
In this episode, Alex recounts his journey, marked by innovative strategies that scored him his first major role, through the challenges of high-stakes media sales, to his current role in shaping the future of talent development at Multiverse. He shares the crucial m...2024-01-1859 min
The Winwire13: Stevie Case - Press Start to Sell: From Gaming Glory to Revenue LeadershipStevie, now the CRO at Vanta, was once known for her groundbreaking achievement as the top global player in the game Quake. In this episode, she shares her remarkable transition from dropping out of college to climbing the sales ladder at powerhouse companies like Twilio and Visa.
Discover how Stevie's unique start in the gaming world shaped her innovative approach as a female leader and single mom. We explore her seminal deal at Twilio, revealing how she turned a minor opportunity into one of the company's biggest wins through relentless pursuit and strategic thinking.
2024-01-0452 min
The Winwire12: Paul Ohls, CRO of Sprinklr - Golf Course Gaffes & Career-Defining Wins
In this episode, Paul Ohls, the Chief Revenue Officer of Sprinklr, recounts an entertaining story involving a multi-million dollar sale, golf etiquette, and how his aloof Texan persona nearly cost him a career-defining deal while in Australia.
He also debunks common myths surrounding the use of champions in strategic deals – elucidating how skilled sales teams mitigate risk, empower champions, and leverage business problems to punch far above their weight.
As with most successes, Paul's was no overnight affair. In this episode, he imparts wisdom on assessing job prospects, excelling at strategic deal-making, and gleaning insights fr...2023-12-1442 min
The Winwire11: Brian O’Kelley - Forging Billion-Dollar Companies with Unlikely AlliesIn Episode 11, we dive into Brian O'Kelley's extraordinary tech journey. From founding AppNexus to leading Scope3, Brian shares insights from pivotal billion-dollar deals that made companies – as CTO of Right Media, and as CEO of AppNexus.
He opens up about his relentless drive for innovation and talks about how he was able to build strategic partnerships at the biggest companies in the world – without a product.
2023-11-3050 min
The Winwire10: Judi Hand - The Small Business Comeback that Sparked a CareerIn this episode, we delve into the captivating career of Judi Hand. From her early days learning under her mother's entrepreneurial guidance to leading transformational strategies at US West and AT&T, and now at TTEC, Judi's journey is a masterclass in leadership and innovation.
Hear the stories of how she redefined business cultures & incubated new business lines with her unique blend of hands-on leadership and strategic acumen.
This episode is a treasure trove of insights for anyone looking to navigate the corporate world with resilience and creativity.
00:00:00: Introduction and Guest Background
00:01:48: Ju...2023-11-1632 min
The Winwire9: Richard Rivera - The Art of Building Champions18 months without a sale pushed Richard Rivera to rethink his approach. He shares the stories of two of his gamechanging career deals.
In the episode, we talk about Richard's new book, The Champion Sell. He shares how champion relationships, emotional connections, and certainty transformed him into a sales rockstar closing $50M+ deals.
00:00:00 - Introduction
00:04:00 - Richard's Early Struggles at BladeLogic
00:06:20 - Turning his confidence around through stories
00:08:00 - Deal #1: The deal that turned it around (the Aha deal)
00:18:20 - Building champions at Dell
00:23:00 - The...2023-11-021h 01
The Winwire9: Richard Rivera - The Art of Building Champions18 months without a sale pushed Richard Rivera to rethink his approach. He shares the stories of two of his gamechanging career deals.
In the episode, we talk about Richard's new book, The Champion Sell. He shares how champion relationships, emotional connections, and certainty transformed him into a sales rockstar closing $50M+ deals.
00:00:00 - Introduction
00:04:00 - Richard's Early Struggles at BladeLogic
00:06:20 - Turning his confidence around through stories
00:08:00 - Deal #1: The deal that turned it around (the Aha deal)
00:18:20 - Building champions at Dell
00:23:00 - The...2023-11-0200 min
The Winwire8: Matt Feldman - How $5K Deals Shaped a Snowflake LeaderIn the early days at Snowflake, Matt Feldman grinded closing $5k deals as the self-proclaimed “$5k King.” Just a few years later, he was promoted to a key leadership role in one of the most elite organizations in software.
Hear Matt recount one unforgettable $75k deal that taught him key lessons about consensus – and not just among execs. He also shares hard-learned lessons on handling rejection, maintaining empathy amidst pressure, and balancing technical excellence with business needs.
2023-10-0530 min
The Winwire7: Jordan Plater - From $10/hr to a $30M Relationship MasterclassJordan Plater started his career at Qualtrics making $10/hour. Just 7 years later, a chance “casino night” encounter led to him closing the company's largest deal ever - a $30M agreement with AmEx.
Hear the play-by-play of how Jordan strategically navigated internal politics and displaced a 10-year incumbent to land this milestone enterprise deal against all odds.
2023-09-2032 min
The Winwire6: Craig Pratt - Turning Early Losses into Career-Defining WinsWhen selling to Fortune 100 companies, a single deal can make or break your year. Craig Pratt knows this well and shares his playbook in this episode. We hear how Craig recovered from an early blowout loss and went on to lead multiple eight-figure sales. Craig also explains his "validate the value" approach to proving ROI with strategic clients, and shares his biggest influences over a 30+ year sales career.
2023-08-3025 min
The Winwire5: John Ernsberger - Leaps of Faith, Pivots, and a $100M PayoffIn this episode of The Winwire, we sit down with John Ernsberger, whose audacious journey led him from quitting his finance job to co-founding Stella Connect, a company eventually acquired by Medallia for a cool $100M.
John recounts the early struggles, the transformative pivot(s), and the seven-figure customer partnership that set them on the path of success.
Listen in as he shares his deal stories, twists & turns, and learnings from battle scars over the last two decades.
2023-07-1926 min
The Winwire4: Adam Aarons - A Career of Unorthodox Comeback WinsDiscover how 'the one that got away' turned into a career-defining moment for Adam Aarons – multiple times.
In this episode, Adam takes us behind the scenes of three marquee deals – including one with Solectron that fizzled out – only to catalyze the win of a lifetime.
He also talks about the enduring impact of influential mentors – and an unforgettable tale at PTC with Mark Cranney & Jack Lynch.
This episode encapsulates the essence of resilience, the art of relationship-building, and the transformative power of mentorship amidst adversity.
2023-07-0537 min
The Winwire3: John Sapone - The Deal of Destiny that Sparked a Future and a FamilyWhat if a deal you close ends up opening doors you'd never expected? This is exactly what happened to John Sapone, our guest in Episode 3 of "The Winwire" and SVP of Sales at Snowflake.
Listen as he recounts the deal that brought him into contact with industry titans like David Schneider and Frank Slootman, and set him on his eventual path to ServiceNow & Snowflake amidst significant personal changes at home.
See all episodes at https://thewinwire.com and contact us at winwirepodcast@gmail.com
2023-06-2827 min
The Winwire2: David Blake - The “Miracle” Deal That Turned Degreed AroundWhat kind of deal does it take to save your company from near collapse, get your family out of credit debt … and change the face of lifelong learning in global organizations?
In this episode of The Winwire, we talk to David Blake, co-founder & CEO of Degreed, about his “miracle” deal and Bank of America. We hear how his vision, conviction, and innovative approach shaped Degreed's unique identity and future.
2023-06-2145 min
The Winwire1: Kevin Haverty - The Deal that Greenlit ServiceNow’s IPOIn the inaugural episode of "The Winwire", we chat with Kevin Haverty, a key figure in ServiceNow's impressive growth as Chief Revenue Officer.
In 2012, Kevin was in his first quarter with ServiceNow on the brink of IPO – and needed to close a million-dollar gap within 48 hours.
Join us as we delve into this high-stakes deal negotiation, the strategies employed, and the lessons learned. Kevin's story is a ride that showcases the grit, quick thinking, and leadership required to close transformative deals.
Tune in for an inside look at the deal that catapulted Kevin & Se...2023-06-0730 min
The Winwire0: Introduction to The WinwireThis is The Winwire, the podcast where industry leaders share the transformative deals that defined their careers.
In this "Episode 0" mini-ep, we introduce the podcast and quickly lay out what to expect from the series – including engaging tales, memorable lessons, and the strategies behind some of the biggest deals in the industry. It's not just advice – it's entertainment, insight, and inspiration.
Subscribe so you don't miss our debut and future episodes in the coming weeks.
Theme Music: Jackson Greenberg
2023-06-0501 min