Shows
Tech Sales InsightsE198 - What GTM Leaders Can Learn from the Innovation Ecosystem featuring Dave & Joe O'CallaghanIn this episode of Tech Sales Insights, Randy Seidl is joined by Dave and Joe O'Callaghan, co-founders of Vation, about their journey and experiences as a father-son duo in the tech industry. They discuss the importance of go-to-market strategies and what leaders can learn from the innovation ecosystem. Sponsored by Sandler, a sales training provider, the discussion delves into the significance of sales training, especially for first-line managers, and explores the evolving roles of technology leaders. Joe and Dave share insights on the challenges emerging tech companies face, the importance of execution and humility, and the growing role of...
2025-05-0244 min
Tech Sales InsightsE197 - IT Trends 2025: Insights from IDC's President on Market Direction and Essential Seller KnowledgeIn this episode of Tech Sales Insights, Randy Seidl is joined by Crawford Del Prete, President at IDC, to discuss IT trends for 2025 and what every seller should know about the market direction. The conversation covers Crawford's extensive career path, the role of AI in sales, infrastructure growth, and IDC's new Tech Match product. They delve into the importance of understanding customer needs, leveraging AI for sales preparation, and the transformation in application software businesses. Crawford shares insights on successful sales strategies, the significance of mentorship, and how IDC is positioning itself for future technological trends. The episode is...
2025-04-1852 min
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
Tech Sales InsightsE195 - Channel Leadership Best Practices featuring Denise MillardIn this episode of Tech Sales Insights, Randy Seidl is joined by Denise Millard, Chief Partner Officer at Dell Technologies. They delve into the best practices for channel selling, the evolution of partnerships, and the importance of building strong, accountable relationships within the tech industry. Denise shares her incredible 27-year journey from EMC to Dell and her strategic role in fostering partner ecosystems. Learn how Dell embraces AI, marketplace dynamics, and the critical role of mentorship in career development. For anyone in tech sales, this episode is packed with valuable insights and real-life success stories.KEY TAKEAWAYS
2025-02-2447 min
Tech Sales InsightsE194 - Startup Companies Biggest Issue: GTM featuring Richard HegbergIn this episode of Tech Sales Insights, Randy Seidl is joined by Richard Hegberg, a notable figure in the semiconductor and entrepreneurial startup space, currently CEO of Aspinity. The main topic discussed is the biggest issue for startup companies, which is the go-to-market strategy. Richard shares his extensive career journey from starting at Motorola to leading various successful exits. Emphasizing the importance of early wins, he touches on the key considerations for product-market fit, the value of CEO-led sales in early stages, and strategic customer profiling. Richard also delves into effective lead generation tactics, the role of partnerships, and...
2025-02-0342 min
Tech Sales InsightsE193 - Hard Work Pays Off: Lessons on Building GTM at a New Product LaunchIn this episode of Tech Sales Insights, Randy Seidl is joined by Dave Greenberger, VP and Head of North America at CHEQ, to discuss the intricacies of building effective go-to-market strategies for new product launches. Sponsored by Titan X, the episode delves into outbound sales effectiveness, customer engagement, and the role of culture in sales execution. Dave shares insights on leveraging sales ops, identifying product-market fit, and the importance of continuous learning and adaptation in sales. The episode also highlights tools like Gong and ZoomInfo that are instrumental in their sales processes. Together, Randy and Dave provide valuable lessons...
2025-01-2337 min
Tech Sales InsightsE192 - Driving a Commit Culture featuring Steve HershkowitzIn this episode of Tech Sales Insights, Randy Seidl is joined by Steve Hershkowitz, the CRO of Rimini Street, to discuss the importance of building a committed culture in sales teams. Sponsored by Sandler, this conversation delves into the crucial role of sales training, the value of face-to-face meetings, and the challenges of leading a sales-driven transformation in a service-oriented company. Steve shares insights into his extensive industry experience, the significance of genuine relationships, and his goals for net new logo acquisitions. The episode also highlights tools like Clary and Zoom Info, alongside strategies such as Challenger Selling and...
2025-01-0247 min
Tech Sales InsightsE191 - 5 in ’25 Leadership Wisdom featuring David Nour, AvnirIn this episode of Tech Sales Insights, Randy Seidl is joined by David Nour, the founder and CEO of Avnir, and a 22-year founding partner of the Nour Group. David shares his expertise on leadership with five valuable tips for continued growth in the new year: 1) Executives in transition should ensure they truly belong; 2) In corporate dynamics, be a statesman; 3) Prioritize MEI (Merit, Excellence, and Intelligence) over mediocrity; 4) Revisit assumptions and zero-base everything; and 5) Leverage AI but humanize the last mile. David also discusses the development of Avnir, an AI platform to identify hidden relationship value, his journey in...
2024-12-2045 min
Tech Sales InsightsE190 - Go-To-Market Practices from the CEO featuring Dave Donatelli, RiverbedIn this episode of Tech Sales Insights, Randy Seidl is joined by Dave Donatelli, CEO of Riverbed. They discuss go-to-market best practices from a CEO's perspective and delve into Dave's extensive career across various technology companies, including EMC, HP, and Oracle. Sponsored by ZoomInfo, the episode also touches upon sales strategies, leadership, and the importance of building strong relationships and delivering consistent value. Additionally, personal anecdotes and career advice underscore the importance of perseverance, focus, and ethical leadership in the tech sales industry.KEY TAKEAWAYSImportance of Relentless Customer Focus: Dave emphasized the critical need for...
2024-12-1356 min
Tech Sales InsightsE189 - Enterprise Selling to CIO's & CTO's featuring Motti Finkelstein, IntelIn this episode of Tech Sales Insights, Randy Seidl is joined by Motti Finkelstein, Corporate Vice President and Chief Information Officer at Intel. Motti shares his career journey, starting from his early days in the Israeli Air Force computer unit to his current role at Intel. The discussion covers a range of topics, including the importance of understanding customer challenges in sales, leveraging AI at Intel, and the value of long-term business relationships. Motti also emphasizes the need for IT to align closely with business objectives and shares insights on effective sales strategies, including value selling and relationship building.
2024-11-2943 min
Tech Sales InsightsE188 - Sales Lessons Seen As CIO/COO at HSBC, HPE, Boeing, Verizon and more featuring John Hinshaw, Blackbird VineyardsIn this episode of Tech Sales Insights, Randy Seidl is joined by John Hinshaw, owner of Blackbird Vineyards, and previously an executive at HSBC, HPE, Boeing, and Verizon. The discussion focuses on sales lessons, the importance of relationships and trust in business, and the strategic value of partnerships. John shares anecdotes from his career, insights on sales strategies, and the role of philanthropy in building strong relationships. The episode also highlights John's transition from corporate roles to acquiring and managing a vineyard.KEY TAKEAWAYSBuilding trust and relationships is essential in sales and partnerships. Effective communication...
2024-11-2145 min
Tech Sales InsightsE187 - Values Based Leadership featuring Kevin Guthrie, Alight SolutionsIn this episode of Tech Sales Insights, Randy Seidl is joined by Kevin Guthrie, EVP of Sales at Alight Solutions. They discuss the importance of values-based leadership, sharing experiences from Kevin's illustrious career spanning companies like Oracle, Hyperion Solutions, and Tableau. Kevin highlights his leadership philosophy, the significance of fostering competitive camaraderie within teams, and the value of maintaining strong relationships. The episode also touches on the impact of mentors and peers in shaping Kevin's approach to leadership and sales success.KEY TAKEAWAYSValues-Based Leadership: Emphasizes the importance of clear values in leadership, fostering environments where...
2024-11-1644 min
Tech Sales InsightsE186 - GTM Tips featuring Chuck Smith, IBMIn this Tech Sales Insights episode, Randy Seidl is joined by Chuck Smith, VP of Business Development at IBM Infrastructure Group and Sales Community Advisory Board member. Chuck shares insights on IBM's infrastructure services, their pivot to 'as a service' models, and the importance of product-market fit and positioning. The discussion also covers Chuck's career trajectory, the role of sales engineers, and the evolving sales culture at IBM. Chuck emphasizes the value of networking, and maintaining personal relationships, and offers practical GTM tips for sales professionals. Sponsored by Sandler, this episode provides a deep dive into the strategies shaping...
2024-11-0840 min
Tech Sales InsightsE185 - Generative AI for the Enterprise Business featuring Matt Horner, World Wide TechnologyIn this episode of Tech Sales Insights, Randy Seidl is joined by Matt Horner, Executive Vice President of Global Enterprise Sales at Worldwide Technologies (WWT). They discuss the role and impact of generative AI in enterprise businesses, the importance of company culture at WWT, and the innovative ways WWT integrates new technology partners. The conversation also covers Matt's career journey, including his start in inside sales, his rise to leadership at WWT, and his approach to fostering enterprise relationships. Matt emphasizes the significance of preparation and adaptability in sales, and the ongoing need for training and development within teams...
2024-11-0147 min
Tech Sales InsightsE184 - Leading Transformation featuring Greg Brown, Chairman and CEO of Motorola SolutionsIn this episode of Tech Sales Insights, Randy Seidl is joined by Greg Brown, chairman and CEO of Motorola Solutions, to discuss his transformative leadership journey with host Randy. Greg shares his approach to decision-making, mentorship, and the critical role of clear communication. Reflecting on Motorola's significant growth through over 40 acquisitions and a 1400% increase in shareholder returns, he underscores the importance of customer engagement and listening over telling in sales. The episode also explores effective team dynamics, a meritocratic management approach, and the value of diverse perspectives. With insights on navigating Quarterly Business Reviews (QBRs), sales leadership, and genuine...
2024-10-1853 min
Tech Sales InsightsE183 - Sales Tips from a Legend featuring Scott McNealy, Co-Founder of CurrikiIn this episode of Tech Sales Insights, Randy Seidl is joined by Scott McNealy, former CEO of Sun Microsystems, unfolds his vast career insights and personal anecdotes. The discussion, primarily focusing on sales tips, touches on various topics such as McNealy's parenting philosophy, experiences as a sales leader, and humorous personal stories from his life. The script highlights McNealy's sales strategies, the importance of leadership involvement in sales, and maintaining ethics in business. Also included are McNealy's ventures post-Sun, his involvement with his sons' careers, and the personal values that have guided his life and work.KEY...
2024-10-1452 min
Tech Sales InsightsE182 - Building a Winning Sales Culture with Steven JowIn this episode of Tech Sales Insights, Randy Seidl is joined by Steve Jow, EVP of Sales at TD SYNNEX, to discuss strategies for building a winning sales culture. Steven shares insights from his 34-year career at TD SYNNEX, emphasizing teamwork, customer focus, and leveraging partnerships. The role of culture in sales performance is highlighted, along with the integration of AI and technology for enhanced efficiency and solutions selling. Steve’s experiences and anecdotes provide a personal touch to his professional philosophy, underscoring the value of optimism and a service-oriented approach in the tech sales industry.KEY TA...
2024-10-0550 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 InsightsE180 - Sales, Leadership and Delivering an Exceptional Customer Experience featuring Frank HauckIn this episode of Tech Sales Insights, Randy Seidl is joined by his longtime friend and esteemed guest, Frank Hauck, a retired executive with an impressive career spanning DEC, EMC, and NCR. The conversation touches on commemorating 9/11, the importance of sales training, and Frank's journey from a finance manager at Digital Equipment Corporation to becoming a key figure at EMC. Frank discusses his methodologies for maintaining high standards in sales, the significance of leadership working for the sales team, and the relentless commitment required to deliver exceptional customer experiences. Personal anecdotes about learning from mentors like Mike Ruettgers, Jack...
2024-09-2152 min
Tech Sales InsightsE179 - Finding the Balance: Trust & Relationships vs. AI featuring Berk MestaIn this episode of Tech Sales Insights, Randy Seidl is joined by Burke Mesta, founder of Belsa Inc., to discuss the importance of balancing trust and relationships versus the role of AI in sales. Burke shares his extensive career journey, including his experiences in engineering, sales, and management at renowned firms like PTC, Bicis, and Temenos. The conversation delves into the critical role of trust and personal relationships in business, the evolving landscape of revenue intelligence and performance management, and the necessity for effective leadership over mere management. Burke also highlights the value of mentorship, drawing from his own...
2024-09-1644 min
Tech Sales InsightsE178 - GTM Best Practices featuring Scott Barker and Paul Irving at GTM FundIn this episode of Tech Sales Insights, Randy Seidl is joined by Paul Irving and Scott Barker from GTM Fund to delve into the dynamics of go-to-market (GTM) strategies and best practices. Scott, who also runs the GTM podcast and newsletter, along with Paul, the Platform Director, share their extensive experience and insights from investing in B2B SaaS companies. They discuss the evolution of outbound sales, leveraging relationships for warm introductions, and the impact of AI on sales tactics. Additionally, they touch upon the importance of personalized communication, the value of data-driven strategies, and the significance of marquee...
2024-09-0347 min
Tech Sales InsightsE177 - Getting Maximum ROI from your Events featuring Tom BoccardIn this episode of Tech Sales Insights, Randy Seidl is joined by Tom Boccard, EVP of Sales at SmartSource, to discuss strategies for achieving maximum ROI from events and tips for selling to new accounts and markets. Tom shares his career journey, provides an overview of SmartSource's services, and delves into best practices for event planning, including cost control, leveraging technology, and proactive engagement with potential customers. He highlights the importance of relationship-building, utilizing sales tech stack tools like ZoomInfo and Outreach, and the advantages of collaborating closely with marketing teams. The conversation also touches on hiring new sales...
2024-08-3057 min
Tech Sales InsightsE176 - Building Teams Internationally featuring Dave CronkIn this episode of Tech Sales Insights, Randy Seidl is joined with Dave Cronk, SVP of Sales for EMEA at Tricentis, about his extensive experience in building and managing international sales teams. The discussion covers a wide range of topics including the importance of cultural understanding in international sales, effective sales strategies, tech stacks, and the pivotal role of sales ops and rev ops. Dave shares insights from his career journey, including his time at HP, SolarWinds, and Tricentis, and emphasizes the significance of relationships and authenticity in sales. The episode also touches on personal anecdotes, career advice, and...
2024-08-1951 min
Tech Sales InsightsE175 - Coaching Sales Skills featuring Paul SalamancaIn this episode of Tech Sales Insights, Randy Seidl is joined by Paul Salamanca, co-founder and CEO of the Top 1 Percenter Academy. They discuss the importance and challenges of sales coaching, share insights on leveraging tools like Gong and Clary, and emphasize the role of resilience, mindset, and discipline in achieving sales success. Paul's journey from door-to-door sales to creating a successful coaching business is highlighted, along with his focus on the top 1% performers. They also touch upon the evolution of sales practices, the impact of COVID on coaching cultures, and the importance of maintaining strong relationships in the...
2024-08-1544 min
Tech Sales InsightsE174 - Transition from CMO to CRO to President featuring Dave Grant, President of NasuniIn this episode of Tech Sales Insights, Randy Seidl is joined by Dave Grant, President of Nasuni, to discuss his impressive career trajectory from CMO to CRO and now President. Dave shares his journey, key insights, and the importance of a holistic go-to-market strategy. The conversation covers the role of rev ops, the importance of a strong corporate culture, and the significance of balancing short-term execution with long-term strategy. Key takeaways include leveraging sales and marketing symbiosis for better outcomes, focusing on transparency within the company, and the value of building a supportive network. Notable quotes from industry leaders...
2024-08-0341 min
Tech Sales InsightsE169 - People, Scale and Innovation: the Three-Legged Stool of Successful Revenue OperationsIn this episode of Tech Sales Insights, Randy Seidl is joined by Jim Delia, SVP of Global Revenue Operations at Workday, to discuss the critical components of successful Revenue Operations. The conversation covers core topics such as the three-legged stool of people, scale, and innovation. They delve into the importance of effective outbound sales strategies, leveraging AI, and optimizing tech stacks. Jim also shares insights from his career path, the importance of mentorship, and his passion for diversity, equity, and inclusion (DEI). An engaging conversation filled with practical advice for sales and RevOps professionals.KEY TAKEAWAYS...
2024-06-0346 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 InsightsE167 - Harmonizing Success: Bridging Business Goals with Technical Solutions for Optimal Wins featuring Rich KucharskiIn this episode of Tech Sales Insights, Randy Seidl welcomes Rich Kucharski, the Global Field CTO and Transformation Leader at Dynatrace. They discuss a range of topics centered on sales, technology, and transformation. Rich shares insights from his impressive career spanning roles at Sharp Electronics, EMC, XIV, and J.P. Morgan. Key discussions include bridging business goals with technical solutions, the importance of executive briefing centers (EBCs), effective POC processes, and the role of sales engineers in building long-term customer relationships. Rich also highlights Dynatrace's growth, their innovative approach to application performance monitoring, and the company's commitment to outserving...
2024-05-2043 min
Tech Sales InsightsE166 - Can AI Really Solve The Pipeline Problem? Featuring Lee HacohenIn this episode of Tech Sales Insights, Randy Seidl is joined with Lee Hacohen, Head of Sales at Red Eye, to discuss the pressing issue of pipeline problems in sales and how AI can provide a solution. Sponsored by Alexander Group, the episode dives deep into the evolving landscape of sales, the impact of AI, and practical strategies for leveraging technology to enhance sales productivity. Lee shares his journey from broadcasting to becoming a sales leader, insights on AI’s role in sales, and actionable advice for sales professionals facing pipeline challenges.KEY TAKEAWAYSAI in Sa...
2024-05-1350 min
Tech Sales InsightsE165 - Coaching Conversations: Human Behavior Change in Sales Coaching featuring Rachel CossarIn this episode of Tech Sales Insights, Randy Seidl features a conversation with Rachel Cossar, CEO and co-founder of Virtual Sapiens. The discussion revolves around the potential of AI to transform sales coaching by analyzing and improving sales behaviors and human interactions. Rachel, a former professional ballet dancer and now a tech entrepreneur, shares how her company uses AI to help professionals master their virtual and in-person presence, making communication more effective. The episode touches on various topics, including the importance of nonverbal communication, the genesis of Virtual Sapiens, the unique challenges of sales coaching, and how Virtual Sapiens...
2024-05-0643 min
Tech Sales InsightsE164 - First Line Sales Managers Really Run the Company featuring Michael NortonIn this episode of Tech Sales Insights, Randy Seidl and Michael Norton delve into the pivotal role of frontline sales managers in modern companies. From their diverse responsibilities to the challenges they face, they explore how these unsung heroes shape organizational success. With insights from industry veterans and personal experiences, they dissect the evolving dynamics of sales management and offer strategies for navigating the complex landscape of sales leadership.KEY TAKEAWAYSFrontline sales managers serve as the linchpins of cohesion within organizations, orchestrating sales strategies, managing cross-functional relationships, and driving revenue growth.Understanding and adapting to...
2024-04-2254 min
Tech Sales InsightsE163 - Improving Outbound Cold Calling Pickup Rates featuring Joey GilkeyIn this replay episode of Tech Sales Insights, Randy Seidl is joined by Joey Gilkey, CEO of Apex Revenue, to discuss the evolution of outbound cold calling strategies in the modern sales landscape. From Joey's journey in sales to the challenges and solutions in improving cold calling pickup rates, this episode offers invaluable insights for sales professionals navigating today's competitive market.KEY TAKEAWAYSThe landscape of outbound sales is evolving rapidly, with traditional strategies becoming less effective over time.Companies must shift from a meeting-centric approach to a market analysis-centric approach, focusing on segmenting the market...
2024-04-1550 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
Tech Sales InsightsE161 - Generative AI and its Impact on the Customer Experience featuring Jennifer QuinlanIn this replay episode of Tech Sales Insights, Randy Seidl interviews Jennifer Quinlan, the Global Managing Partner at IBM Consulting, discussing the transformative power of Gen AI on customer experience. From IBM's own journey as client zero to real-world success stories, they explore how AI-driven solutions are streamlining processes, improving employee and customer satisfaction, and accelerating business outcomes across sales, service, and marketing.KEY TAKEAWAYSGen AI Impact: Gen AI revolutionizes customer experience by enhancing efficiency, improving response times, and driving better outcomes across various business functions.IBM's Client Zero Journey: IBM's internal transformation journey serves...
2024-04-0144 min
Tech Sales InsightsE160 - Is ERP Dead? Featuring Lisa PopeIn this replay episode of Tech Sales Insights, Randy Seidl is joined by Lisa Pope, President at Epicor, shares her journey through the world of ERP, from its traditional roots to its modern-day relevance. Randy delves into Lisa's extensive experience, exploring the evolving role of ERP in today's dynamic business environment. From navigating supply chain disruptions to harnessing the power of data as a service, Lisa offers valuable insights and strategies for driving business growth and innovation.KEY TAKEAWAYSThe enduring relevance of ERP in driving digital transformation and business resilience.Leveraging ecosystem partnerships and mindshare...
2024-03-2552 min
Tech Sales InsightsE159 - Best Practices for Sales in Startups featuring Peter BellIn this episode of Tech Sales Insights, Randy Seidl and Peter Bell, General Partner and Chairman of Amity Ventures, dive into the realm of sales and startups. From Peter's extensive experience as both a sales leader and a venture capitalist, they explore best practices, pitfalls, and strategies for achieving success in sales-driven organizations.KEY TAKEAWAYSFounder-Led Sales: Understand the pivotal role founders play in early sales efforts and the importance of authenticity in customer interactions.Product-Market Fit: Delve into the challenges of finding and validating product-market fit, crucial for sustainable growth and investor confidence.Scaling Sales...
2024-03-1855 min
Tech Sales InsightsE158 - What’s Old Is New Again: Sales Fundamentals Are Weak featuring John BarrowsIn this episode of Tech Sales Insights, Randy Seidl is joined by John Barrows, CEO of JB Sales, as they explore the timeless principles of sales. They delve into the transformation of sales fundamentals over the years and how staying authentic in the ever-evolving sales landscape is crucial. From sharing personal experiences to discussing the impact of AI on sales coaching, this episode is a treasure trove for both seasoned professionals and those starting in sales.KEY TAKEAWAYSThe importance of authenticity in sales and staying true to oneself.Navigating the shift in sales fundamentals and...
2024-03-1158 min
Tech Sales InsightsE157 - The Seller’s Journey featuring Richard HarrisIn this episode of Tech Sales Insights, Randy Seidl interviews Richard Harris, the author of the upcoming book, "The Seller's Journey." In this episode, they delve into the intricacies of sales, from the importance of understanding the buyer's journey to the art of respecting contracts. Richard shares insights from his extensive experience in sales training and go-to-market strategies, providing valuable tips for both seasoned professionals and newcomers to the field.KEY TAKEAWAYSNavigating the Sales Landscape: Understand the nonlinear nature of the sales process and the importance of having a clear map and compass to guide...
2024-02-2654 min
Tech Sales InsightsE156 - How Generative AI Is Disrupting the IT Consulting Industry As We Know It featuring Mohamad Ali of IBM ConsultingIn this episode of Tech Sales Insights, Randy Seidl in an insightful conversation with Mohamad Ali, Chief Operating Officer of IBM Consulting, they delve into the transformative impact of generative AI on the IT consulting industry. From disrupting traditional sales processes to enhancing cybersecurity for global organizations like NATO, Ali shares real-world examples of how AI is reshaping the landscape. Discover the secrets behind IBM Consulting Advantage, an AI services platform, and explore the profound productivity improvements witnessed in groundbreaking projects. Learn how IBM Consulting is at the forefront of embracing AI to drive efficiency, security, and innovation.
2024-02-1936 min
Tech Sales InsightsE155 - How Outbound Sales is Broken and What Works Today featuring Collin MitchellIn this episode of Tech Sales Insights, Randy Seidl is joined by Collin Mitchell, the Managing Partner at Leadium, as they delve into the dynamic world of outbound sales. They discuss how traditional outbound sales methods are evolving and share insights on what works in today's competitive landscape. From personalized email strategies to the power of cold calling, they explore practical tips and techniques to boost sales effectiveness. Discover the secrets to successful outbound sales in the digital ageKEY TAKEAWAYSThe importance of personalized outreach in email campaigns.Strategies for effective cold calling, including data...
2024-02-1243 min
Tech Sales InsightsE154 - The JOLT Effect: How High Performers Overcome Customer Indecision featuring Matt DixonIn this episode of Tech Sales Insights, Randy Seidl is joined by Matt Dixon, the founding partner at DCM Insights, to delve into the captivating world of Challenger sales and explore the profound insights from Matt's latest book, "The Jolt Effect: How High Performers Overcome Customer Indecision." They discuss the evolution of sales strategies, the impact of the pandemic on decision-making, and the crucial moments that define successful sales interactions.KEY TAKEAWAYSChallenger Sales Evolution: Understand the genesis of Challenger sales during the global financial crisis and its continued relevance in transforming sales approaches.The Jolt...
2024-02-0554 minTech Sales InsightsE153 - Lessons Learned: Culture, Growth, Hiring, Forecasting, Career featuring David SchneiderIn this episode of Tech Sales Insights, Randy Seidl is joined with David Schneider, General Partner of Co-Two and seasoned executive with a remarkable track record. Dive deep into the lessons learned throughout Schneider's career, covering topics such as culture, growth, hiring, forecasting, and more. From his early days at UC Irvine's Championship sailing team to leading companies like Data Domain and ServiceNow, Schneider shares valuable insights and anecdotes that shaped his journey. Discover the secrets behind scaling businesses, overcoming rejection, and the evolution of customer success in today's competitive landscape.KEY TAKEAWAYSEmbracing a "beginner's...
2024-01-2952 min
Tech Sales InsightsE152 Winning Outbound Sequence Strategy with Sam NelsonIn this episode of Tech Sales Insights, Randy Seidl engages in an insightful conversation with Sam Nelson, the founder of SDRLeader.com and Agoge Prospecting School. Discover the secrets of successful outbound prospecting, the importance of proper enablement, and the nuances of effective sequence strategies. Sam shares his journey from starting a mission-driven company to becoming a leader in SDR management and sheds light on the key elements that make outbound prospecting a game-changer for businesses.KEY TAKEAWAYSPrioritize Right Prospects: Effective outbound starts with aligning sequences to the right prospects, requiring clear prioritization and careful...
2024-01-2253 min
Tech Sales InsightsE149 - The Future is Now: AI-Powered Revenue Team Transformation with Amit BendovIn this episode of Tech Sales Insights, Randy Seidl welcomes Amit Bendov, the CEO of Gong, to discuss the profound impact of AI in sales and revenue team transformation. Amit shares the origins of Gong's AI-driven platform, its evolution, and the pivotal role it plays in empowering sales teams. From increased productivity to predictive analytics and integrations with sales methodologies, Gong's technology streamlines processes, enabling teams to focus more on selling effectively.KEY TAKEAWAYSAI's Role in Sales Transformation: Amit describes how AI revolutionized sales processes by autonomously gathering insights from customer interactions, enhancing productivity, and...
2023-12-2539 min
Tech Sales InsightsE148 - Lessons Learned with David DonatelliIn this episode of Tech Sales Insights, Randy Seidl sits down with David Donatelli, CEO of Riverbed, for a candid conversation on "Lessons Learned." David shares insights garnered throughout his illustrious career spanning EMC, Hewlett Packard (HP), Oracle, and his current role at Riverbed. From telemarketing and sales strategies of the past to the evolving landscape of enterprise solutions, they explore the essence of value-based selling, marketing lead generation, and the importance of customer trust. David delves into the significance of product-market fit, team collaboration, and the transformative impact technology can have on businesses, sharing anecdotes that highlight how...
2023-12-1845 min
Tech Sales InsightsE147 - Selling Managed Cyber Services to Enterprise Clients with Jim NyhanIn this episode of Tech Sales Insights, Randy Seidl in an insightful conversation with Jim Nyhan, Director of America's Enterprise Sales at Cyber Proof, discussing the shift from selling individual products to integrated platforms in managed cyber services for enterprise clients. Jim shares his journey, emphasizing the importance of an ecosystem approach, addressing challenges in the tech sector, and highlighting the crucial role of customer-centricity in building lasting partnerships. KEY TAKEAWAYSTransition to Platform Approach: In a tightening tech economy, platforms supersede individual products as enterprises seek consolidation and value from integrated solutions.Ecosystem Advantage: Larger p...
2023-12-1145 min
Tech Sales InsightsE144 - The Secret Sauce When It Comes to Leadership with Carl EschenbachIn this episode of Tech Sales Insights, Randy Seidl has an insightful discussion with Carl Eschenbach, a successful partner at Sequoia, as they unravel the secret sauce behind effective leadership. This episode delves into how the landscape of sales, technology, and leadership has evolved, emphasizing the role of innovation, data-driven approaches, and the crucial qualities that differentiate successful companies. Learn about Carl's journey from his humble beginnings to becoming an influential figure in the business world and venture capital.KEY TAKEAWAYSEvolution of Sales Tech: Explore the changing dynamics of sales, leveraging technology tools like Gong...
2023-10-3051 min
Tech Sales InsightsE143 - Leveraging Services and Consulting as a Competitive Advantage with Chris McCarthyChris McCarthy is a seasoned go-to-market executive with extensive experience in the technology industry, and the founder of 45 East, LLC. He has worked for companies like IBM, EMC, Cisco, HP, HPE, and Microsoft, where he has built strong relationships with sales teams, partners, and clients to deliver technology-based solutions that drive measurable business outcomes.In this episode of Tech Sales Insights, Randy Seidl interviews Chris McCarthy, a go-to-market executive with a background in consulting services. They discuss the importance of leveraging services and consulting as a competitive advantage in the technology industry. Chris shares his insights on...
2023-10-2347 min
Tech Sales InsightsE142 - Successful Selling To & With GSI’s with Kevin PurcellIn this episode of Tech Sales Insights, host Randy Seidl is joined by Kevin Purcell, a seasoned expert in selling to and with Global System Integrators (GSIs), and the Head of Global Strategic Partnerships at Hitachi Vantara. They explore the significance of GSIs in the tech industry, share valuable insights on how to effectively collaborate with these complex organizations, and offer practical strategies for companies of all sizes to leverage GSIs in their go-to-market approachKEY TAKEAWAYSUnderstanding GSIs: GSIs, or Global System Integrators, play a critical role in the IT industry, driving approximately 10% of...
2023-10-1649 min
Tech Sales InsightsE140 - Greg Casale and Ryan Reisert: Sell More By Increasing Live Conversations With ProspectsIn this episode of Tech Sales Insights, Randy Seidl interviews Greg Casale and Ryan Reisert about the importance of live conversations in sales. They discuss the metrics of conversations versus dials, the effectiveness of cold calling, and the impact of local dialers. They also emphasize the need for personalized and targeted outreach and the importance of training and skill development for successful outbound calling. Ryan shares a study from Outreach, a billion-dollar valuation company, which suggests that after 250 deliveries, a 12% top-line response can be expected when using email and LinkedIn, compared to a 20-40% connect rate when solely using...
2023-10-0200 min
Tech Sales InsightsE139 - Top Mindset Habits to be Successful in this Selling Environment with Jill HarrisIn this episode of Tech Sales Insights, Randy Seidl interviews Jill Harris, the VP of Sales at GoTo, to discuss how Jill leads her sales team with a growth mindset, which means embracing challenges, learning from failures, and constantly improving their skills. They also talk about how they use customer centric selling as their sales methodology, which focuses on understanding the customer’s role, problem, and solution. Jill reveals how they use GoTo as a tool to analyze their calls, get feedback, and improve their performance. She also mentions some of the latest features of gong that they love. In...
2023-09-2549 min
Tech Sales InsightsE138 - Best Practices for Sales to Help with Product Feedback with Evan LeongEvan Leong is the founder and CEO of Product Signals, a company that provides product feedback solutions for modern teams. He has a background in product management and has worked in various roles in the tech industry. Evan is passionate about solving the problem of effectively managing and utilizing product feedback in B2B SaaS companies.In this episode of Tech Sales Insights, Evan Leong joins Randy Seidl to discuss best practices for sales to help with product feedback. Evan shares his journey from working at Nissan to starting his own tech company and the inspiration behind...
2023-09-1844 min
Tech Sales InsightsE137 - Authentic Leadership: Leading with Results with Martin MooreIn this episode of Tech Sales Insights, Randy Seidl welcomes Martin G. Moore, a keynote speaker, co-founder “Your CEO Mentor”, and the host of “No Bullsh!t Leadership”, to share his insights on leadership and the key principles of his "No Bullsh!t Leadership" framework. He emphasizes the importance of delivering value at the core of leadership and highlights the seven imperatives for effective leadership: handling conflict, building resilience, working at the right level, mastering ambiguity, making great decisions, connecting the dots, and being accountable. Marty also discusses the challenges of remote work and the need for deliberate and producti...
2023-09-1156 min
Tech Sales InsightsE136 - Challenges in Selling Security Solutions with Brad RinklinIn this episode of Tech Sales Insights, Randy Seidl welcomes Brad Rinklin, EVP and CMO at Infoblox, to discuss the importance of understanding buyer personas and qualified opportunities in the sales process. He emphasizes the need to focus on the customer and their pain points, as well as the importance of aligning sales and marketing efforts. Brad also highlights the challenges of selling security solutions and the need for ongoing education and enablement for the sales team. He shares how Infoblox leverages data from tech target, Sixth Sense, HG Insights, and D&B to target prospects effectively. Brad also...
2023-08-211h 00
Tech Sales InsightsE135 - Enterprise Buyers Rely Less on Sellers, Requiring Sellers to Adapt with Stephen DiFrancoIn this episode of Tech Sales Insights, Randy Seidl interviews Stephen DiFranco, executive partner at Gartner, about the changing dynamics of enterprise sales. They discuss how buyers are becoming more independent and relying less on sellers, the importance of preparation and research in sales, and the evolving role of sales leaders in orchestrating complex sales organizations.KEY TAKEAWAYSBuyers now spend less time with sellers and more time gathering independent information.Sellers need to focus on helping buyers make decisions rather than just selling products.The role of sales leaders is shifting towards orchestration and coaching...
2023-08-1457 min
Tech Sales InsightsE134 - Vast Data President Discusses Disruptive Storage Technology and Company Growth with Michael WingABOUT MICHAELMichael Wing is the President of Vast Data, a hot company in the AI space. He has a background in sales and has been instrumental in the success of Vast Data.SHOW SUMMARYIn this episode of Tech Sales Insights, Randy Seidl and Michael Wing discuss the company's disruptive technology and its recent announcements in the AI space. Vast Data has experienced unprecedented success, achieving a $100 million ARR in just three years. The company's unique architecture and focus on unstructured data make it a leader in the industry. Wing also shares insights...
2023-08-0753 min
Tech Sales InsightsE133 - Perseverance in a Down Market with Vladimir RozanovichABOUT VLADIMIRVladimir Rozanovich is the Senior Vice President and President of North America at Lenovo. He has over 24 years of experience in the technology industry and has held various leadership positions at AMD before joining Lenovo.SHOW SUMMARYIn this episode of Tech Sales Insights, Randy Seidl is joined by Vladimir Rozanovich to discuss the importance of perseverance in a down market. He emphasizes the need to focus on customers, leverage partnerships, change the narrative, and invest in people. He also highlights the value of as-a-service models and the role of sales...
2023-07-3148 min
Tech Sales InsightsE131 - Selling with Customer Success: Increasing Lifetime Value of Customers with Anthony AnzevinoIn this episode of Tech Sales Insights, Randy Seidl is joined by Anthony Anzevino, Global VP of Customer Success and Renewal Sales at Commvault, to share his insights on selling with customer success and increasing the lifetime value of a customer. He emphasizes the importance of understanding the customer and their needs, as well as building strong partnerships with both customers and partners. Anthony also discusses the challenges and opportunities in the data protection market and how Commvault is evolving to meet the changing needs of customers.INSIGHTS OF THE DAYYour number one asset...
2023-07-1750 min
Tech Sales InsightsE130 Part 3 - Global Partner Summits, Sales Strategies, and Channel Saturation with Frank RauchIn this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss the value of global partner summits and the need for bilateral communication with partners. They provide advice on sales strategies during a down market, emphasizing the importance of a compelling ROI and building relationships through face-to-face interactions. The topic of channel saturation is explored, with insights on prioritizing partners based on quantitative data and leveraging distribution and cloud marketplaces. They also highlight the significance of sales tech tools like Gong for understanding customer needs and AI tools like Clary for...
2023-07-0518 min
Tech Sales InsightsE130 Part 2 - Recruitment, Culture, and the Future of the Channel with Frank RauchIn this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss various topics related to recruitment, culture, and the channel. Frank mentions that their company is always recruiting and highlights the engineering, direct sales, channel, and SDR openings they have. He also emphasizes the unbeatable culture at Kato, where high-performing individuals are the norm. They talk about the flexibility of remote work and the importance of being present in a territory for sales roles. Frank also mentions the support they receive from investors like Lightspeed and Greylock.Randy and...
2023-07-0318 min
Tech Sales InsightsE129 Part 1 - Best Practices for Sales and Business Presentations with Steve Hershkowitz, CRO of Virtana Corp.In this episode of Tech Sales Insights, Randy Seidl interviews Steve Hershkowitz, the Chief Revenue Officer of Virtana Corp. Steve has over 30 years of experience in the tech industry, having worked for companies like HP, Pansando, and AMD. He is a customer-first, process-oriented, and results-driven sales executive who is passionate about sales and go-to-market strategy. Steve shares his insights on best practices for sales and business presentations. He talks about the importance of storytelling, preparation, and engagement in delivering effective presentations. He also highlights the role of technology in enhancing the presentation experience and the need f...
2023-06-2118 min
Tech Sales InsightsE118 Part 3 - IT’S BASIC: Sales Leadership, Giving Back, and Sales Fundamentals with Dan ZugelderWe 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 b...
2023-04-0719 min
Tech Sales InsightsE118 Part 2 - SEE THROUGH, GO THROUGH: Transparency and Optimism of a Sales Leader with Dan ZugelderThe 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: G...
2023-04-0515 min
Tech Sales InsightsE114 Part 2 - PERSEVERANCE PREVAILS: Joe Koenig on Overcoming Challenges at Work and HomeWelcome 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“Bac...
2023-03-0823 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 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 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 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 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 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 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 InsightsE29 - Rethinking Our Personal Touch with Steve Fitz, Sumo LogicJoin Randy Seidl and David Nour for this episode of the Sales Community's Tech Sales Insights podcast, as they host Steve Fitz, Chief Revenue Officer at Sumo Logic. Steve is responsible for Sumo Logic’s worldwide customer and field operations efforts, including aspects of customer-facing activities including sales, channels, customer success, and support, as well as professional services.
Prior to joining Sumo Logic, Steve was Sr. Vice President of Worldwide Field Operations for MapR. He was also President & GM of Avaya U.S. Operations leading the go-to-market transformation in Avaya’s private equity turnaround. Previous to that Stev...
2021-05-1230 min
Tech Sales InsightsE28 - Evangelizing a New Category with Mary Beth Vassallo, NexthinkJoin Randy Seidl and David Nour for this episode of the Tech Sales Insights Podcast as they host Mary Beth Vassallo, VP & GM - North America at Nexthink.
Mary Beth brings 25 years of sales leadership and go-to-market experience, specializing in building and transforming teams into high-performing organizations. She joined Nexthink in April 2017 with an ARR of roughly $4M, 20 customers, and a small office in downtown Boston. Over the last four years, her emphasis as the VP of North America has been on building the team and driving the business by attacking the large enterprise market. Using a...
2021-05-0536 min
Tech Sales InsightsE27 - Platform Shifts with Keegan Riley, SysdigJoin David Nour and Randy Seidl on this episode of the Sales Community's Tech Sales Insights Podcast with Keegan Riley, the Chief Revenue Officer for Sysdig. Sysdig is a San Francisco-based cybersecurity startup with over $200M in VC funding from Accel Partners, Bain Capital Ventures, Insight Venture Partners, Glynn Capital, and Goldman Sachs.
Before joining Sysdig in 2018, Keegan was VP and General Manager of North America Data Storage at Hewlett Packard Enterprise, running a $1.5B/year P&L. He joined HPE via the acquisition of Nimble Storage, where as VP of Americas Sales he helped build the...
2021-04-2838 min
Tech Sales InsightsE26 - Curve Benders with David NourHe is a senior leadership/board advisor, educator, executive coach, and bestselling author. Internationally recognized as the leading expert on applications of strategic relationships in profitable growth, sustained innovation, and lasting change, he is the author of eleven books, including bestsellers Relationship Economics® (Wiley) and Co-Create (St. Martin’s Press), as well as the forthcoming Curve Benders (Wiley, 2021). He serves as a trusted advisor to global clients and coaches corporate leaders and is an adjunct professor at the Goizueta Business School at Emory University. He was recently named to the Global Gurus Top 30 Leadership Professionals and the Thinkers 50 Radar Cla...
2021-04-2140 min
Tech Sales InsightsE25 - Business Case Focus with Greg ScorzielloJoin David Nour and Randy Seidl on this episode of the Sales Community's Tech Sales Insights Podcast with Greg Scorziello from London, UK.
Greg is a highly effective leader with over 30 years of experience creating and building international operations for early-stage and mid-size companies such as EMC when it was a sub 100 person entity.
Listen to learn how Greg helps leaders quantify the strategic value and commercial impact that their solutions/services deliver to their clients. His proven methodology has enabled businesses to increase average order size and gross profit by up to 10x which...
2021-04-1443 min
Tech Sales InsightsE24 - Coaching the Five C's with Cheryl Cook, Dell TechnologiesJoin David Nour and Randy Seidl for this episode of the Sales Community Tech Sales Insights podcast with Cheryl Cook, SVP of Global Partner Marketing at Dell Technologies.
Beyond her main global responsibilities for branding, partner program marketing, channel events, partner communications, and MDF/BDF program investments and execution, Cheryl drives long-term partner marketing strategy, together with Global Alliances, OEM, and global and regional business teams. A vocal advocate for the partner community, Cheryl is a 20+ year partner veteran, known as an innovative, collaborative leader who creates compelling business solutions that accelerate partners’ success.
Prior to...
2021-04-0741 min
Tech Sales InsightsE23 - Two Winners in Every Deal with Colin Mahony, VerticaHe leads the Vertica business for Micro Focus, helping the world's most data-driven organizations leverage and monetize their business data through advanced analytics and machine learning. Founded in 2005, Vertica offers one of the industry's most advanced analytics platforms for ingesting, processing, and storing large volumes of continuously flowing information.
In 2011, he joined HP as part of the highly successful acquisition of Vertica and took over as VP and GM of HP Vertica, where he guided the business to remarkable annual growth and recognized industry leadership. Prior to Vertica, he was VP at Bessemer Venture Partners, primarily focused...
2021-03-3138 min
Tech Sales InsightsE22 - Leading From Within with Craig Hinkley, WhiteHat SecurityHe joined WhiteHat Security as CEO in early 2015, bringing more than 20 years of executive leadership in the technology sector. In this role, he is driving customer-centric focus throughout the company, broadening WhiteHat's global brand and visibility beyond the application security space and security buyers, to the world of the development organization and DevSecOps approach to application development.
Prior to joining WhiteHat, he served as VP and GM of the LogLogic business unit for TIBCO Software, where he was responsible for global field sales and operations, client technical services, engineering, R&D, product design, and product management. Before...
2021-03-2440 min
Tech Sales InsightsE21 - Grit, Passion, and Intellectual Curiosity with Andrew Ettinger, AstronomerHe is currently the Chief Revenue Officer of Astronomer which is the commercial developer behind the popular open-source project Apache Airflow. With a deep passion for helping emerging and disruptive technology companies build sustainable teams that thrive and deliver significant value to the marketplace, he has a long track record of sales success. He most recently spent 10 years at Pivotal Software leading them from $0-500M in ARR in 4 years to an IPO. He is very active in the start-up community both investing and advising companies on the best Go-To-Market strategies and plans to effectively build, operate, and scale...
2021-03-1733 min
Tech Sales InsightsE20 - Three 'Ships' with Jennifer HaasChief Revenue Officer / Executive Vice President of Sales and Marketing, Jennifer Haas, is known for building, scaling and leading high-performance teams focused on profitable revenue growth, customer success, and operational excellence. For two decades, she has had the honor of holding progressive global leadership positions in Fortune 100 companies and start-ups in the technology and healthcare sectors. She brings with her a deep understanding of the sales process, a willingness to roll up her sleeves, and a calculated approach to leadership. She has a unique mix of big company pedigree and entrepreneurial fortitude with well-rounded business acumen.
Most...
2021-03-1032 min
Tech Sales InsightsE19 - Mission-Driven Founders with Ed Sim, Boldstart VenturesHe is the founder of boldstart ventures, a day one partner, and a true believer in developer first and SaaS founders. boldstart is often the first investor working closely with technical founders at company formation. He is currently a board member/observer of Snyk, Kustomer, BigID, Env0, and Cycle. Notable first check investments include Superhuman, Security Scorecard, and Front. He previously co-founded Dawntreader Ventures where he led first-round investments in LivePerson (NASDAQ: LPSN), GoToMeeting (acq. By Citrix), and Greenplum (Pivotal Software). He has a BA in Economics from Harvard.
Join David Nour and Randy Seidl on this...
2021-03-0341 min
Tech Sales InsightsE18 - Personal Accountability with Peter Quirk, HPEHe is a VP/GM of Top Accounts, responsible for HPE’s Hybrid IT, Intelligent Edge, Software, and Services. His organization spans 84 countries and owns all aspects of the HPE customer relationship. The accounts are led by the Enterprise Account Executives (EAE), Enterprise Account Manager (EAM), PointNext, Storage, and Server Specialists. The EAEs & EAMs are responsible for the executive relationship and coordinating the HPE specialists who in turn, work with our clients to transform, manage, and evolve businesses to take advantage of their traditional IT assets and the Cloud. By harnessing Hybrid IT, the Intelligent Edge, and flexible consumption mo...
2021-02-2432 min
Tech Sales InsightsE17 - Action-Oriented Executives with Ken Dougherty, Dell EMCHe is the Vice President, Americas Enterprise Preferred Sales at Dell EMC. In this role, he oversees the go-to-market strategy and field sales organization for a $1.5 billion business across the Dell Technologies portfolio.
He brings over 20 years of experience leading sales at storage and enterprise software companies. He excels at building high-performance sales teams and driving significant revenue growth. Prior to joining Dell EMC, he served as Vice President of North America Sales at Kaminario leading direct and indirect sales. Prior to Kaminario, he led the HP Big Data sales organization for the Eastern U.S. and...
2021-02-1729 min
Tech Sales InsightsE16 - Thinking Big Enough with Kevin Haverty, ServiceNowHe serves as the Chief Revenue Officer for ServiceNow, a $4.5 billion SaaS provider. He is responsible for overseeing the global sales organization, including sales enablement, industry solutions, and global sales operations. Prior to his CRO role, he served as Executive Vice President, Worldwide Sales (and other senior positions) from 2011–2020. Before ServiceNow, he served in leadership roles at EMC, Data Domain, Thomson Financial, and Brocade. He has been on the Board of Directors for Drift since 2018.
Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Kevin Haverty.
Don't forget, th...
2021-02-1030 min
Tech Sales InsightsE15 - Purposeful Obstacles Beyond Your Comfort Zone with KC Choi, SamsungAs the Corporate EVP and GM of the Global B2B/B2G Team at Samsung Electronics, he is responsible for the sales and go-to-market leadership for Samsung mobility products, services, and solutions including 5G, Knox Security Galaxy, Note, Galaxy Tab, wearables and IoT to Samsung's global enterprise customers and partners. Previously, he was the SVP of Global Systems Engineering of Dell EMC's world-class technical presales engineering organization that helped its customers and partners transform their information technology capabilities to realize the best outcomes in today's digital economy.
Earlier in his career, he joined Compaq/HP as...
2021-02-0337 min
Tech Sales InsightsE14 - Undetracted Learning with Bill Swales, VMWareHe is the Vice President and Channel Chief of the Americas Partner Organization at VMWare, where he is responsible for indirect routes to market for the Americas: United States, Latin America, and Canada, which includes Solution Providers, Corporate Resellers, Public Sector Partners, OEMs, Systems Integrators and Outsourcers, ISVs, and Distributors.
Prior to VMware, he was Group Vice President for the Alliances and Channels Sales organization in Oracle's North America Technology Division where he was recognized by technology news source CRN as one of the "Top 50 Most Influential Channel Chiefs." A fierce competitor, he is highly regarded by...
2021-01-2729 min
Tech Sales InsightsE13 - Sales Operating Plan with Mark Stephenson, EvisortHe’s a Silicon Valley tech sales veteran, and the Chief Customer Officer for Evisort, an artificial intelligence (AI) technology company, having recently closed a $15 million Series A funding round led by Vertex Ventures and M12, Microsoft’s venture fund, with participation by Amity Ventures and Serra Ventures.
Overseeing marketing, sales, and customer success, he has complete accountability to build strategy and execution around the full customer lifecycle. He helps clients optimize the use of Evisort’s “google for contracts” software-as-a-service (SaaS) contract analytics solution which has embedded AI capability to read and understand the meaning in legal docu...
2021-01-2027 min
Tech Sales InsightsE12 - What's Your Brand with Peter McKay, CEO - SnykHe is Chief Executive Officer of Snyk (pronounced Sneek), leading a worldwide organization that is disrupting the security industry. Prior to Synk, he was the Co-CEO, President, and Board Member at Baar, Switzerland-based Veeam Software with over 3,500 employees, 240K customers, and $1 Billion in bookings. His previous leadership roles include SVP and GM of the Americas at VMWare, GM of Watchfire at IBM, EVP of Sales at PTC, and SVP at Computer Associates. He is a graduate of Northeastern University with a BS BA in Accounting and Finance, loves cycling, and spending time with his family.
Join Randy...
2021-01-1334 min
Tech Sales InsightsE11 - Keep Flying the Airplane with Brian Bell, CEO - SportsEngineHe is Chief Executive Officer at SportsEngine, responsible for setting the overall direction and product strategy for the company, as well as new growth initiatives. Prior to SportsEngine, he held several executive positions at technology companies including President/COO at Code42, Executive Director, Americas Sales at Dell, and Vice President of Worldwide Sales at Compellent Technologies. He holds a Bachelor's degree in Human Factors from the United States Air Force Academy and a Master's degree in Human Factors from the University of Illinois.
Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights...
2021-01-0631 min
Tech Sales InsightsE10 - Making Bold Moves with Jas Sood, HPEShe is the Vice President and GM of HPE’s North America Infrastructure and Services Business.
Over her 25-year career at HPE, she has held roles of increasing responsibility and gained a unique depth of management and leadership experience. She has strong Sales, financial, and business acumen and has spent her entire career in the technology industry. She has a reputation for personal integrity, independent thinking, and collaboration with others in order to drive business results.
Prior to her current role, she has held numerous prior executive-level roles at HPE in Sales, Finance, and Operations. Sh...
2020-12-1631 min
Tech Sales InsightsE9 - Out of Your Comfort Zone with Jeff CasaleHe has a consistent track record of leading and scaling high growth organizations from sub $20M to billions through complex and often ambiguous go-to-market challenges. Success has required creating and executing bold strategies to enter new markets and build predictable revenue growth. The most important foundational element has been a proven track record of servant leadership. Creating an environment where people are growing and developing as they take risks and make the mistakes necessary for ongoing success.
He most recently served as President DT Select Group at Dell Technologies, now a $10 billion business, responsible for strategic planning...
2020-12-0933 min
Tech Sales InsightsE8 - Going Above and Beyond with Rich Wenning, CyberArkHe is the Senior Vice President of North American Sales for CyberArk. In this capacity, he leads an organization focused on CyberArk’s identity security portfolio. CyberArk protects against advanced cyber threats, supports compliance initiatives, and empowers digital transformation. Anchored in privilege access management, CyberArk adaptively manages access for a broad range of human and machine identities, from any location or device, across cloud and hybrid environments, and throughout the DevOps pipeline.
He has over 25 years of industry experience, and he’s held a variety of senior leadership and client-facing positions with Palo Alto Networks, IBM, Cisco Syst...
2020-12-0231 min
Tech Sales InsightsE7 - Passion for Learning with Peter Bell, Amity VenturesHe is the General Partner at Amity Ventures where he focuses his energy and expertise on partnering with entrepreneurs to build companies of consequence. He has spent three decades starting, building, and investing in technology businesses. His thematic areas of focus include Machine Learning, Big Data, Cybersecurity, Internet of Things, Autonomous Logistics, Data Analytics, Cloud Computing, Personal/Mobile Commerce, FinTech, and Enterprise Software. He has served on the boards of numerous technology companies over the past two decades including, most recently, Gigamon, LevelUp (acquired by Grubhub), Ocarina (acquired by DELL), Turbonomic, WePay, Qumulo, and ENJOY. He is currently on...
2020-11-2538 min
Tech Sales InsightsE6 - Love to Build with Bill Hogan, SecurityScorecardHe is a recognized industry leader in the IT and Security Field. As the Chief Revenue Officer of SecurityScorecard, the leader in security ratings, his team serves global clients such as GE, McDonald's, Charter Communications, All State, AIG, and Bank of NY Mellon to name a few. He is a seasoned executive with a proven track record leading high performing teams solving enterprise-class problems.
He previously ran Global Financials and Strategic Accounts at Fortinet. Before Fortinet, he served as President and Chief Revenue Officer at Webhouse, Inc. He spent a decade at NetApp as VP of Global...
2020-11-1839 min
Tech Sales InsightsE5 - Make the Number with Ken Grohe, WEKAHe is a technology veteran, bringing more than three decades of SaaS and storage leadership to his role as President and Chief Revenue Officer (CRO) for WekaIO. Prior to joining the company, he was CRO of Samsung’s Stellus Technologies, a leading data systems company that addresses the way companies capture, store, access, and process unstructured data.
Prior to Stellus, he served as President of SignNow, SVP, and GM of Barracuda Networks, and CRO of Virident, a Western Digital Company. He also had an impressive 25-year career at Dell EMC, finishing as VP and GM with a fo...
2020-11-1141 min
Tech Sales InsightsE4 - First in a Role to Grow Something with Paola Doebel, EnsonoShe joined Enonso in May 2020 from Hewlett Packard Enterprise (HPE) where she served as the Vice President and General Manager for the North America Compute, Software Defined, High-Performance Computing (HPC) and Artificial Intelligence (AI) team. Prior to her North America roles at Ensono and HPE, she lived with her family in Asia-Pacific for 8.5 years where she held various technology leadership roles at Dell Technologies and HPE. She has held multiple roles at HPE in Asia-Pacific from strategy and operations to leading the APJeC Datacenter and Hybrid Cloud business based in Singapore.
Prior to joining HPE, she was...
2020-11-0433 min
Tech Sales InsightsE3 - Imagining the Possible with Frank Rauch, Check Point SoftwareHis responsibilities include strategy, execution, and results for Check Point Channel Partners around the globe.
His last position was Vice President of VMware’s Americas Partner Organization. In this role, he was responsible for indirect routes to market for the Americas, which include national and regional solution providers, public sector partners, original equipment manufacturers, system integrators and outsourcers, ISVs, and distributors. Prior to VMware, he was Hewlett-Packard’s Americas Vice President and General Manager of Enterprise Channels. He also held VP roles in strategy and direct sales with HP. He started his career with IBM in sales and...
2020-10-2839 min
Tech Sales InsightsE2 - High-Performance Culture with Jim Sullivan, President & CEO - NWN Corp.With more than 30 years of enterprise technology industry experience, he has a track record of scaling both emerging and established companies for rapid global growth.
As President of Actifio from February 2011 until May 2019, he helped drive this copy data management software pioneer to a unicorn valuation of $1.3 billion, more than 3,500 global customers, and a 50% CAGR. He co-developed the company’s strategy and led sales, presales, channels, and OEM distribution, from pre-revenue to achieving high growth, positive cash flow, and global operations.
Prior to Actifio, he served as the President of enterprise storage technology provider XIV, re...
2020-10-2140 min
Tech Sales InsightsE1 - Sales Community Vision with Randy Seidl, Founder and CEOHe is a global technology board director, CEO, CRO, executive recruiter, sales community leader, consultant, advisor, and investor with extensive sales and executive leadership experience. Put simply, he helps companies and individuals grow.
He is known for his unique ability to scale emerging growth and Fortune 500 technology companies as well as individual’s careers. Uniquely, he has worked in startups/smaller companies and industry-leading organizations such as Hewlett Packard, Sun Microsystems, StorageTek, and EMC Corporation. He has a record of consistently increasing company value through his strategic leadership, go-to-market expertise, people skills, and his extensive executive relationship ne...
2020-10-1420 min