Shows
What I Wish I KnewWhy Progressive Insurance Carriers Are Adopting SPM | ft. Special Guest Tom DavisReady to dive into the world of sales performance management within the insurance industry? Tom Davis, Vice President of Insurance Sales at OpenSymmetry, breaks down his key insights on driving alignment, reducing costs, and enhancing the producer experience to unlock superhero status in insurance sales. Tune into this episode to explore the challenges, successes, and failures faced in his journey, and uncover strategies to optimize and improve sales performance management for revenue growth, improved margins, and increased competitiveness.
2024-06-2829 min
Tech Sales InsightsE111 Part 3 - VALUE POSITION: The Power of Value-Based Selling and More with Costa HarbilasCosta 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...
2023-02-1719 min
Tech Sales InsightsE111 Part 2 - OUTREACH DYNAMICS: Discussing Effective Customer Outreach with Costa HarbilasCosta 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 wit...
2023-02-1519 min
Tech Sales InsightsE111 Part 1 - ONE OF A KIND: The Uniqueness of Selling Into Partner-Led Models with Costa HarbilasToday, 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...
2023-02-1321 min
Tech Sales InsightsE110 Part 3 - SPIRITBOUND: Changes, Engagement, and Spiritual Leadership With Whynde KuehnIt’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 de...
2023-02-1013 min
Tech Sales InsightsE110 Part 2 - MULTIDIRECTIONAL: Directional Approaches Within The Hybrid EnvironmentRandy 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 cre...
2023-02-0823 min
Tech Sales InsightsE110 Part 1 - STRATEGY TO REALITY: A Look Into Whynde Kuehn’s Insights On Business ArchitectureIn 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“...
2023-02-0620 min
Tech Sales InsightsE109 Part 3 - TOP-NOTCH: Kevin Delane Shares Best Practices For Growing A Successful Sales CareerIt’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 P...
2023-02-0316 min
Tech Sales InsightsE109 Part 2 - TOPGUN: Creating Top-Notch Go-To-Market Culture with Kevin DelaneKevin 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 bri...
2023-02-0121 min
Tech Sales InsightsE109 Part 1 - KEVIN IS IN: Meet Kevin Delane, CRO of CohesityToday 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...
2023-01-3021 min
Tech Sales InsightsE108 Part 3 - POWER TEAM: The 3 Main Relationship Types To Engage With David NourGET 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...
2023-01-2723 min
Tech Sales InsightsE108 Part 2 - YOU ARE MY ASSET: Relationships As Important Business Assets with David NourHUMAN 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 DAY
2023-01-2521 min
Tech Sales InsightsE108 Part 1 - IN A RELATIONSHIP: Your Network, Your Net Worth, And Your Business Relationships with David NourRELATIONSHIP 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 DAY
2023-01-2321 min
Tech Sales InsightsE107 Part 3 - NETWORK BRANDING: Building Your Personal Brand with NetworkingIT'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...
2023-01-2017 min
Tech Sales InsightsE107 Part 2 - SUPERCLOUD: The Rise Of Supercloud And Changes In Data Usage With David VellanteA 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
2023-01-1816 min
Tech Sales InsightsE107 Part 1 - IT’S GETTING CLOUDY: The Future of Business Through the Cloud with David Vellante, Part 1In 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 orga...
2023-01-1718 min
Tech Sales InsightsE106 Part 3 - EXECUTIVE ADVICE: Bethany Mayer’s Advice On Industrial Logic And Career Growth in Tech SalesIn 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 jus...
2023-01-1329 min
Tech Sales InsightsE106 Part 2 - WOMEN’S RALLY: Exploring the Opportunity for Women in Sales with Bethany MayerSALES: 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...
2023-01-1209 min
Tech Sales InsightsE106 Part 1 - BOXED UP: Bethany Mayer's Board Insights On Box Stock PerformanceBethany 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. ...
2023-01-0922 min
Tech Sales InsightsE105 Part 2 - DATA-DRIVEN ADVICE: Planning Ahead With A Data-Driven Approach with Mandy ColeIF 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
2022-12-2817 min
Tech Sales InsightsE104 Part 3 - WHAT LIES AHEAD: More About Blockchain, Crypto, And NFTs, Now And BeyondINTO 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 abo...
2022-12-2314 min
Tech Sales InsightsE104 Part 2 - NFTs FOR SALE! Utilizing, Marketing, And Selling NFTs With Bennett CollenWHAT 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 ter...
2022-12-2116 min
Tech Sales InsightsE104 Part 1 - META-PURSE: Blockchain, Cryptos, and NFTs with Bennett CollenWE 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 bloc...
2022-12-1915 min
Tech Sales InsightsE103 Part 3 - RELATIONSHIPS, IN & OUT: Customer And Company Relationships With John BarrowsIT’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 relati...
2022-12-1617 min
Tech Sales InsightsE103 Part 2 - TECH DILEMMA: The Impact Of Technology To The Sales Profession With John BarrowsIS TECHNOLOGY FOR BETTER OR FOR WORSE?It’s part 2 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 in-person networking for sales reps, the importance of work-life integration, the impact of platforms on sales, the generational divide in the workplace, and the impact of recent layoffs in tech sales. So tune in and learn more! HIGHLIGHT QUOTESJ...
2022-12-1420 min
Tech Sales InsightsE103 Part 1 - WHAT LIES AHEAD: The Future Of The Sales Profession With John BarrowsWHAT AWAITS US IN THE FUTURE OF SALES?Welcome to another series in Tech Sales Insights, and in this series, we have John Barrows, CEO of Sell Better by JB Sales, and the author of I Want To Be In Sales When I Grow Up.To kick off this series, John will be talking about the future in sales, particularly on design thinking, how technology is taking over and the impact of technology on sales. So tune in and learn more! HIGHLIGHT QUOTESJOHN: DON’T SELL IT IF YOU...
2022-12-1258 min
Tech Sales InsightsE102 Part 3 - GOLDEN SUCCESS: Stu Gold On Success In Sales LeadershipIt’s Part 3! Stu and Randy discuss the ins and outs of sales leadership, the importance of initiative, flexibility, and action, success in sales being dependent on the whole team, and many more. Don’t miss out on this final installment of the Stu Gold series, only here in the latest episode of Tech Sales Insights. HIGHLIGHT QUOTESSTU: Flexibility + Initiative = SDR’s Success“Flexibility is very, very important, and you need to be able to kind of go with the flow a little bit and shift to different priorities as they come...
2022-12-0915 min
Tech Sales InsightsE102 Part 2 - GAME-CHANGING: Beneficial Importance of AI, ML, and Data with Stu GoldWelcome to Part 2 of this series with Stu Gold, CRO of Blattner Technologies. In this second installment, Stu and Randy will talk about the benefits of and importance of AI (Artificial Intelligence), ML (Machine Learning), and Data to businesses, particularly in Sales and Marketing. Tune in and learn more about these benefits in this latest episode of Tech Sales Insights. HIGHLIGHT QUOTESSTU: DATA IS THE NEW OIL“We recognize and have a project in place to focus on the data, data is the new oil man, if I can leverage all...
2022-12-0718 min
Tech Sales InsightsE102 Part 1 - OLD BUT GOLD: Stu Gold On The Innovative Legacy Of Blattner TechnologiesFor over a century of pioneering innovation, Blattner Technologies is geared to be the leading provider of predictive transformation services and tools in the Data Analytics, Artificial Intelligence, and Machine Learning industry, and with that, we have Stu Gold today to talk about Blattner’s mission and it’s go-to-market strategy, only here, in Tech Sales Insights. HIGHLIGHT QUOTESSTU: Focusing on making the most of your data“Blattner Technologies is focused on being a leading provider of what would be considered predictive transformation services, and solutions, which is utilizing artificial intelli...
2022-12-0517 min
Tech Sales InsightsE101 Part 3 - Balancing Feedback from Technical and Go-to-Market Founders - with Nick CanditoThis episode of Tech Sales Insights is the last part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He explains the need for balance between technical and go-to-market founders and how each plays a pivotal role in defining the product that will ultimately solve the customer's problem. And just as important, Nick also discusses the need for feedback to climb to the next stage of growth. HIGHLIGHT QUOTESHave a feedback loop between the technical and strategic founders - Nick: "Every technology-first company ne...
2022-11-2518 min
Tech Sales InsightsE101 Part 2 - The White Space Between PLG and Enterprise Selling and the Chasm That Can Kill Your Company - with Nick CanditoThis episode of Tech Sales Insights is the second part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He discusses how companies need a great product and customers to even begin a PLG motion. Nick also talks about determining product-market fit using product signals, as well as choosing the right customers that help you define the market together. HIGHLIGHT QUOTESYou need a great product and actually have customers to be successful at PLG - Nick: "The reality is, to build a great c...
2022-11-2316 min
Tech Sales InsightsE101 Part 1 - Investing Through Collaboration, Not Competition - with Nick CanditoThis episode of Tech Sales Insights is the first part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He shares his professional journey in investing and operations and how he ensures the health of their portfolio today together with their fund managers. He also explains how they do not lead rounds and instead facilitate the introductions that lead to the next rounds of financing. HIGHLIGHT QUOTES Working with large family offices with an emerging manager problem - Nick: "It's been helpful ri...
2022-11-2116 min
Tech Sales InsightsE100 Part 3 - The Secret Sauce to Leadership - with Carl EschenbachThis episode of Tech Sales Insights is the last part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. He shares his wisdom on the secret sauce to effective leadership and how to become a leader who motivates, inspires, and lives the true meaning of servant leadership as well. HIGHLIGHTSThe CRO's scope of responsibilities and leadership across rolesAim to become the motivational and inspirational leaderUnderstanding the servant leader QUOTESThe true meaning of servant leadership inspires success - Carl: "If you go and study what true servant lea...
2022-11-1815 min
Tech Sales InsightsE100 Part 2 - Change Management Gets Things Done - with Carl EschenbachThis episode of Tech Sales Insights is the second part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. He provides deep insights into how they choose companies to invest in, as well as the primary importance of change management to survive economic headwinds. Carl also gives actionable tips on how companies must sell and the shift in messaging that this requires. HIGHLIGHTS"Look inside and outside the building" to decide when to invest in a companyGet things done by focusing on change managementHow to sell effectively in a down market ...
2022-11-1618 min
Tech Sales InsightsE100 Part 1 - The Journey to Becoming a Tech Sales Legend - with Carl EschenbachThis episode of Tech Sales Insights is the first part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. Today, Carl shares his remarkable career journey, from working at a PBX company in 1987 to the present day at Sequioa, and all the sales jobs in between. He discusses what they do and do not do as a company and how working in a VC keeps him young. HIGHLIGHTSCarl's professional journey to becoming a legend in tech sales salesTaking care of a growing family and joining Sequioa QUOTESFr...
2022-11-1417 min
Tech Sales InsightsE99 Part 3 - Build Relationships and Enjoy the Ride - with Annelies HusmannThis episode of Tech Sales Insights is the last part of our conversation with Annelies Husmann, Head of Enterprise Sales and Growth at Gong. She shares some of the best advice she had learned over the years, including riding out overwhelm by focusing for 24 hours.She also discusses the importance of building multi-threaded relationships at the executive level. In sales, she comments on the magic of in-person meetings and the need to balance it with the mandate of doing things online. HIGHLIGHTSSales and rev ops are strategic counterparts of salesAdvice: Focus a...
2022-10-2116 min
Tech Sales InsightsE99 Part 2 - Women in Sales and Value Selling Today - with Annelies HusmannThis episode of Tech Sales Insights is the second part of our conversation with Annelies Husmann, Head of Enterprise Sales and Growth at Gong. Annalies dives into mentorship and how other women in sales should explore their networks to find a good mentor.In her experience, just having these conversations allows other women to see themselves in quota-carrying roles too. Annelies also discusses value selling as a requirement in today's macroeconomic situation and how sales conversations must always be tied back to value. HIGHLIGHTSWomen in sales and the value of mentorshipValue sel...
2022-10-1916 min
Tech Sales InsightsE99 Part 1 - Thoughtfulness in Diversity Best Practices - with Annelies HusmannThis episode of Tech Sales Insights is the first part of our conversation with Annelies Husmann, Head of Enterprise Sales and Growth at Gong. Achieving true diversity in organizations is admittedly difficult.Annelies discusses how leaders need to be thoughtful during this process and to stay committed to this cause. She emphasizes how leaders must go out in the field as well to find the best talent. HIGHLIGHTSGong: Aggregating data streams and improving day-to-day livesDiversity best practices: Sales leaders need the commitment to recruit actively QUOTESGo...
2022-10-1715 min
Tech Sales InsightsE98 Part 3 - You're Selling a Solution, Not A Product or Service with Eric Brock and Diana ShapiroThis episode of Tech Sales Insights is the last part of our conversation with Eric Brock, Chairman & CEO of ONDAS Networks and Diana Shapiro, CEO of Dynam.AI. They talk about who their buyers are and what it takes to weather recessions and come out of them successfully. They also share some of the insights they've gained from mentors and their own personal experiences. HIGHLIGHTSIt takes different skill sets and experiences to be successfulAutomation helps cut costs in a recessionary timeSelling to non-tech-savvy buyers in target marketsDiana and Eric share about the mentors t...
2022-10-1419 min
Tech Sales InsightsE98 Part 2 - Innovations in Automation and Technologies and Their Overall Impact with Eric Brock and Diana ShapiroThis episode of Tech Sales Insights is the second part of our conversation with Eric Brock, Chairman & CEO of ONDAS Networks and Diana Shapiro, CEO of Dynam.AI. Eric first introduces ONDAS and what they do for businesses that need connectivity over wide areas. They then talk about defining automation at the highest levels and what their partnership means in creating relevant technologies and solutions. HIGHLIGHTSEric talks about ONDAS and their focus on dronesAutomating decision-making and manual processes at a high levelBringing together different technologies to create great solutions QUOTES...
2022-10-1214 min
Tech Sales InsightsE98 Part 1 - Automating Processes with the Power of AI with Eric Brock and Diana ShapiroThis episode of Tech Sales Insights features Eric Brock, Chairman & CEO of ONDAS Networks and Diana Shapiro, CEO of Dynam.AI. When we think of AI in the business space, it's only natural to first think about using it to automate manual processes.Today, Eric and Diana each talk about their careers so far and how they arrived in the tech sales world. Diana first introduces Dynam.AI, how we're approaching an upcoming space called decision intelligence, and the AI technology they are currently working on. HIGHLIGHTSHow Eric and Diana each e...
2022-10-1015 min
Tech Sales InsightsE89 Compensation Driving the Behavior You WantThis episode is sponsored by OpenSymmetry, our Plan-Deploy-Manage Sales Compensation Technology sponsor. OpenSymmetry provides best practice advice and considerations when assessing, deploying, and managing Sales Performance Management technologies.
Send in a voice message: https://anchor.fm/salescommunity/message Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
2022-08-1147 min
Rethink Sales Podcast01: Rethink Sales - Automating Incentive Compensation with Rob Blohm No one thinks about automating incentive comp until they have to. And by then, it may be too late to take a calm, cool look at the options. Mark and Michelle hosted Rob Blohm from OpenSymmetry for an in-depth conversation on how to think about automating Sales Performance Management.
Check out the original Round Table video here: https://youtu.be/H20UnQ0EaOI
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2021-03-0156 min
Raise Your GameTop 5 Ways to Drive Sales Behaviour that Aligns with Corporate StrategyIn a perfect world, incentive compensation plans motivate sales people to hit or even exceed their sales targets, and do it in a way that aligns with strategic corporate goals. However, many sales organisations are discovering the incentive processes they have in place may actually encourage the opposite behaviour, resulting in sluggish performance, decreased sales force morale and greater frustration among reps. Why does this happen and what’s the solution? We spoke to Anthony Hutchins, the Managing Director of OpenSymmetry, APAC headquartered in Austin; Texas on the “Top 5 Ways to Drive Sales Behaviour that Aligns with Corporate Strategy”.S...
2013-09-1314 min