Huntersandunicorns - Podcast Details

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Hunters and UnicornsHow Martin Mao Built a Startup from Zero to MILLION$In this episode of East Coast Elite, Simon Kouttis and Ollie Kuehne sit down with Martin Mao, co-founder and CEO of Chronosphere. From his early days at Uber to founding one of the most disruptive startups in observability, Martin shares what it takes to navigate uncertainty, build conviction, and win at scale. We dive into the mindset shifts behind leaving a tech giant to build something bold, how Martin sees the future of observability, and what it means to lead with clarity in a rapidly evolving market. If you're a founder, engineer, or operator seeking real insights...2025-07-231h 05

Hunters and UnicornsInside the Mind of a $4+ BILLION Sales Leader, w/ Brian McCarthyIn this episode of Hunters & Unicorns, East Coast Elite, we sit down with Brian McCarthy, President of Global Revenue and Field Operations at Rubrik. With a remarkable track record scaling high-performing teams and navigating through IPOs, Brian shares the foundational principles that shaped his leadership, putting people first, leading with love, and building structures that drive consistent performance. We explore how Brian transitioned from star seller to visionary leader, how he earned unshakeable team loyalty, and why systems like WANs can revolutionize your sales coaching. If you're serious about leading at scale with integrity, this is a must-watch. 2025-07-161h 04

Hunters and UnicornsSALES SOS, Episode 1 - Career Defining MovesAfter 200+ episodes and thousands of hours with the world’s top SaaS sales leaders, Hunters & Unicorns presents Sales SOS raw, practical conversations that dive deep into the mindset, strategies, and frameworks behind elite career growth in tech sales. In this episode, Hunters and Unicorns very own Simon and Ollie answer four critical questions every ambitious sales professional should be asking: 1. What’s the common thread among top-tier CROs? Discover the power of “Career Champions” and why no one gets to the top alone. 2. Why are you being overlooked for promotions? It’s not always abo...2025-06-2318 min

Hunters and UnicornsGreat Leaders UK with Marina AytonIn this episode of Hunters & Unicorns, Great Leaders UK, we sit down with Marina Ayton, VP UK&I at Wiz and co-author of The Female Sales Leader, to explore her remarkable journey from first-line to second-line leadership and back again. Marina shares hard-won lessons on building and recruiting world-class teams, navigating rapid promotions, overcoming imposter syndrome, leveraging EQ alongside IQ, and championing diversity in sales. Whether you’re an aspiring sales leader or a seasoned executive, Marina’s playbook offers actionable insights to elevate your career and drive lasting impact. 🙌 Thanks to Our Sponsors! PG AI...2025-06-1856 min

Hunters and UnicornsGreat Leaders UK with Alice CarlisleIn this episode of Great Leaders UK, we sit down with Alice Carlisle, VP UK&I at Wiz, to uncover how she rose from first-line leader to one of the most sought-after roles in the cybersecurity industry. From taking a struggling ZScaler team and transforming it in under three quarters, to embodying Wiz’s values of confidence and humility, Alice’s journey is proof that authenticity and unrelenting work ethic drive lasting impact. She delves into the hard lessons of leading through fear-based tactics early in her career, learning the Force Management Playbook at AppDynamics, and then appl...2025-06-1150 min

Hunters and UnicornsGreat Leaders UK with Natasha EvansThe Brutal Truth About Scaling Customer Success, w/ Natasha Evans Today we’re joined by Natasha Evans, VP of Customer Growth at Hook. Natasha shares the raw reality of going from chaos to clarity while building the customer success function inside a hypergrowth rocketship. We dive deep into the strategic thinking and tough decisions that shaped her journey—from running toward the fire in Saleslofts' early days to scaling operations and rebuilding customer teams at Hook. Natasha unpacks what it really takes to align customer growth with revenue in today’s high-velocity SaaS environment. If you're navigating messy g...2025-06-0440 min

Hunters and UnicornsGreat Leaders UK with Deirdre SpillaneFrom MongoDB to Founder: How Deirdre Spillane bet on Herself Description In this episode of The Playbook Universe, we sit down with Deirdre Spillane, co-founder of Selr.ai and former sales leader at MongoDB and Segment. She shares her incredible journey—from building high-performing teams in one of the most feared sales orgs in tech, to stepping into the unknown and launching her own company. We dive into the power of coaching, the danger of drowning in data, and why understanding the “why” behind people’s actions is everything. If you're in sales, leadership, or consi...2025-05-2837 min

Hunters and UnicornsGreat Leaders UK - Libby DerbyshireThey Told Her Not to Work in Sales — She Proved Them ALL WRONG Description In this episode of The Playbook Universe, we sit down with Libby Derbyshire, Sales Director at ComplyAdvantage, whose transformation journey is nothing short of extraordinary. From selling boat party tickets in Ibiza to leading with data and empathy at some of the UK’s fastest-growing startups, Libby shares the pivotal moment that changed everything — and the power of combining gut instinct with hard analytics. We explore her early experiences in sales, how Jeremy Duggan and Steve McCluskey shaped her develop...2025-05-2138 min

Hunters and UnicornsGreat Leaders UK with Shakira TalbotIn this new episode of Hunters & Unicorns, we sit down with Shakira Talbot, the Group Vice President at ServiceNow, for one of the most inspiring conversations we've ever had. From growing up in foster care to leading revenue responsibility for over $10B at one of the most influential enterprise software companies, Shakira’s story is a masterclass in grit, champion building, and unapologetic ambition. She shares how she developed her tenacity, why she dropped out of university, and how she found her path through selling timeshares at 14 to leading massive enterprise deals. We dive deep into her ea...2025-05-1341 min

Hunters and UnicornsHow Dan Fougere Scaled 4 Billion-Dollar IPOs (And What He’d Do Differently)In this episode of THE PLAYBOOK UNIVERSE, we sit down with legendary CRO Dan Fougere, a pivotal force behind FOUR $1B IPOs. From engineering roots to building elite go-to-market engines, Dan unpacks the battle-tested frameworks that turned great ideas into generational companies. He shares hard-won lessons from PTC, BladeLogic, Medallia, and Datadog—including how to scale a sales org, recruit world-class talent, and align GTM with visionary founders. Whether you're a startup founder, CRO, or early-stage sales leader, this is a masterclass you don’t want to miss. Dan also reveals the make-or-break mindset shifts that...2025-04-0257 min

Hunters and UnicornsSaving a DEAD DEAL Against All Odds, w/Jennifer OrtegónIn this episode of RAW STORIES LIVE, we sit down with Jennifer Ortegón, Enterprise Account Executive at Harness, to hear how she saved a major account on the verge of churn. With an RFP already in motion and a competitor lined up to replace them, everything was stacked against her. Jennifer had to dig deep, rebuild trust, and take a bold approach. From gathering data to relentless preparation, she and her team refused to back down, showing up day after day until they changed the game. This is a masterclass in resilience, strategic thinking, a...2025-02-0715 min

Hunters and UnicornsI Took the BIGGEST Risk of My Life—Here’s What Happened, w/Josh BeyIn this episode of RAW STORIES LIVE, we sit down with Josh Bey, VP of West & APJ at Obsidian Security, as he shares the gripping story of how he turned a seemingly unwinnable deal into a game-changing success. Facing financial pressure & personal life challenges, Josh breaks down the emotional investment, strategic pivots, and relentless determination that ultimately secured a massive win. This episode dives deep into the importance of resilience, the power of champion-building, and the art of navigating high-stakes negotiations. 🏹 Key Topics Covered: 00:00 - Intro 02:19 - A Scrappy Patch & an Unp...2025-02-0514 min

Hunters and UnicornsHow a Simple MISTAKE Led to a 7-Figure Deal, w/John BehmIn this episode of RAW STORIES LIVE, we sit down with John Behm, VP of Enterprise Sales at Harness, and a seasoned sales leader with a track record of building elite sales teams. John shares his journey from the early days in sales to leading high-performing teams, diving deep into the mindset, strategies, and lessons that drive success. Whether you're a sales professional or a leader looking to elevate your team's performance, this episode is packed with raw insights and practical advice you won’t want to miss. 🏹 Key Topics Covered: 00:00 Intro 02...2025-01-3116 min

Hunters and UnicornsAuthenticity and the Human Side of Sales, w/ Hillary UnisIn this episode of RAW STORIES LIVE, we sit down with Hillary Unis, an account executive at Harness with a wealth of experience navigating high-stakes deals and driving impactful results. Hillary shares her journey through the challenges of enterprise sales, her approach to building trust with clients, and how she stays resilient in the face of adversity. This conversation is packed with actionable insights for sales leaders and anyone looking to elevate their game. Hillary also discusses the importance of aligning personal values with professional goals, strategies for standing out in competitive markets, and how to lead...2025-01-2816 min

Hunters and UnicornsClosing a $15M DEAL with AMAZON, w/Rush WilliamsIn this episode of RAW STORIES LIVE, we sit down with Rush Williams, Area VP at Impact.com, about his journey to secure a $15 million deal with Amazon from a mere $300k start. Rush discusses the initial six months of no progress, highlighting the frustration of dealing with a giant like Amazon. Rush shares his strategic shift, focusing on research, pinpointing the right Amazon unit, and refining his pitch. Despite setbacks, he made a bold move by renting a restaurant near Amazon's secretive office, which finally got him noticed by key players, including Gur Kimchi, leading to...2025-01-2419 min

Hunters and UnicornsThe $50K Cold Call That Changed EVERYTHING, w/ Lori LipscombIn this episode of RAW STORIES LIVE, Lori Lipscomb shares her incredible journey in sales at Codeium. From early struggles to breakthroughs, she reveals how a single cold call worth $50,000 became the turning point in her career. Lori discusses the challenges she faced along the way, the lessons she learned, and the mindset shift that helped her close the deal of a lifetime. In a field dominated by competition and high stakes, Lori’s story is a testament to the power of resilience and persistence. She opens up about the emotional rollercoaster of sales, from missing out on...2025-01-2019 min

Hunters and UnicornsInside the MINDSET That Lands 8-Figure DEALS, w/ Andreas StangeIn this episode of RAW STORIES LIVE, we sit down with Andreas Stange, a strategic account executive at Grafana, to uncover the story behind his first eight-figure deal and seven-figure paycheck. From immense personal stakes to relentless belief in his solution, Andreas shares how he transformed a potential failure into a life-changing success. Discover the strategies, mindset, and lessons that turned a €16,000 bank balance into a groundbreaking achievement for Andreas and his company. 🎓 Key Topics Covered: 00:00 Intro 00:48 Managing Pressure and Preparation 04:19 From LinkedIn Message to Closing the Deal 06:12 Building Champ...2025-01-1722 min

Hunters and UnicornsTurning Career Setbacks Into $10M in Sales, w/Tim MoxnessIn this episode of RAW STORIES LIVE, we sit down with Tim Moxness, VP of Sales at Tessell, to discuss how he turned career setbacks into monumental success. From facing rejection and disillusionment to achieving 302% of his sales quota, Tim’s story is a testament to perseverance, mindset shifts, and relentless focus. Discover the strategies that helped Tim overcome challenges, reframe his approach to sales, and close over $10M in deals in a single year. This episode is PACKED with actionable insights for anyone looking to elevate their career and redefine success. Key To...2025-01-1311 min

Hunters and UnicornsLanding a $6-Million Deal that NOBODY Wanted, w/ Michelle BoveIn this episode of "RAW STORIES LIVE," we sit down with Michelle Bove, AVP East at Wiz, to discuss her incredible journey in software sales. Michelle shares how she turned rejection into motivation, built relationships that transformed her career, and mastered the balance between the art and science of selling. Discover her innovative strategies for breaking into accounts, winning deals, and connecting with clients on a personal level. Michelle’s passion for her craft is a masterclass in grit, creativity, and perseverance. 🏹 Key Topics Covered: 00:00 Intro 01:06 Starting with a Challenging Patch 2025-01-1022 min

Hunters and UnicornsThis ONE TRAIT made David Habibian a Leader in the IndustryIn this episode of 'RAW STORIES LIVE' we sit down with David Habibian, VP of Channel and Alliances at Rubrik. David shares the story of his greatest career challenge—facing a seemingly insurmountable quota—and how his focus on temperament and ownership became the foundation for his leadership success. From massive wins to lessons learned through failure, David reveals the single most important trait for thriving in leadership, even in the midst of crisis and chaos. 🏹 Key Topics Covered: 00:00 Intro 00:43 Overcoming Career Failure 02:16 The Most Important Trait in Leadership 06:54 Learning from Career Setbacks 10:35 Mobilizing Teams Around Common Goals 13:28 Staying Calm in...2025-01-0815 min

Hunters and UnicornsHow to Thrive in FIRST-LINE Leadership w/ Zahir AbdelouhabIn this insightful episode of Hunters & Unicorns, Simon and Ollie sit down with Zahir Abdelouhab, SVP EMEA at Navan, to discuss first-line leadership—the toughest role in software sales. Zahir shares his personal journey, the challenges he faced, and the lessons he learned to thrive as a first-line leader. This is his playbook. 🎓 Key Topics Covered: 00:00 Intro 01:25 Why First-Line Leadership Is the Hardest Role 03:49 Challenges in Transitioning to Leadership 06:01 From Super Sales to People-Centric Leadership 10:52 Embracing Failure 15:32 Developing a Unique Leadership Style 20:23 The Key to Building High-Performing Teams 25:55 Choosing the Right Company for Career Growth 27:45 Navigating Career Milestones and S...2024-12-1128 min

Hunters and UnicornsSpecial Edition | Rick Kickert - Enablement Formula For SuccessThe conversation between Ollie, Simon, and Rick covers the evolving landscape of sales enablement and its crucial role in driving revenue growth. Rick emphasizes the need for sales teams to adapt to changes in technology and buyer behaviour, leveraging data and insights effectively to succeed in a competitive market. He discusses the productive capacity model, highlighting key components such as hiring, onboarding, pipeline generation, conversion, and customer expansion. Rick also shares insights into Rev-Logic's approach to providing revenue enablement as a service, leveraging technology and industry expertise to drive sales effectiveness. Throughout the conversation, there's an emphasis on the...2024-03-081h 14

Hunters and UnicornsThe Playbook Universe | Alex Varel – Purpose Driven LeadershipIn the dynamic landscape of leadership, individuals like Alex Varel, CRO at Multiverse, stand as beacons of innovation and purpose-driven growth. In a recent podcast hosted by Simon Kouttis and Ollie Kuehne, Alex shared profound insights garnered fro...2024-02-1900 min

Hunters and UnicornsThe Playbook Universe | Alex Varel - Purpose Driven LeadershipIn the dynamic landscape of leadership, individuals like Alex Varel, CRO at Multiverse, stand as beacons of innovation and purpose-driven growth. In a recent podcast hosted by Simon Kouttis and Ollie Kuehne, Alex shared profound insights garnered from his extensive career journey, highlighting pivotal moments, the significance of recruiting suitable individuals, and the art of maintaining a pulse on operations, especially in his role as a Chief Revenue Officer (CRO). Evolution of Leadership Playbook Alex's journey unfolds against the backdrop of a rapidly evolving leadership playbook. With notable stints as GVP at Zscaler and mentorship under Carlos Delatorre at...2024-02-191h 10

Hunters and UnicornsSPECIAL EDITION – Spencer Tuttle – Sales Rep to CRO in 8 years!Join us in this engaging podcast featuring Spencer Tuttle, Chief Revenue Officer (CRO) of Redis, as he shares his remarkable career journey and imparts invaluable insights into the art of building and scaling organizations. Spencer takes us on a jour...2024-01-3100 min

Hunters and UnicornsSPECIAL EDITION - Spencer Tuttle - Sales Rep to CRO in 8 years!Join us in this engaging podcast featuring Spencer Tuttle, Chief Revenue Officer (CRO) of Redis, as he shares his remarkable career journey and imparts invaluable insights into the art of building and scaling organizations. Spencer takes us on a journey through his career, starting with his early days at BMC and later advancing into leadership roles at AppDynamics. Key takeaways from this segment include Spencer's emphasis on mastering each role he undertook. He underscores the importance of learning from exceptional leaders and peers at every career stage, amalgamating their wisdom to forge his unique approach. Spencer's transition to AppDynamics...2024-01-311h 01

Hunters and UnicornsHunters + Unicorns Special Edition | Casey Ellis and Dave Gerry – Founder vs CEO, is 2 a crowd?In this Special Edition episode from Hunters and Unicorns, we're treated to an engaging chat with Casey Ellis (Founder) and Dave Gerry (CEO) from the innovative cybersecurity company Bugcrowd. Casey, the pioneering brain behind Bugcrowd, takes us fro...2024-01-1200 min

Hunters and UnicornsHunters + Unicorns Special Edition | Casey Ellis and Dave Gerry - Founder vs CEO, is 2 a crowd?In this Special Edition episode from Hunters and Unicorns, we're treated to an engaging chat with Casey Ellis (Founder) and Dave Gerry (CEO) from the innovative cybersecurity company Bugcrowd. Casey, the pioneering brain behind Bugcrowd, takes us from his days of cracking codes to building a platform that empowers the good-guy hackers. Dave brings his rich tapestry of cybersecurity experiences to the table, painting a picture of how his past roles carved the path to his CEO position. The duo dive into the story of how Bugcrowd transitioned from its founder-focused roots to a broader leadership horizon...2024-01-121h 01

Hunters and UnicornsHunters + Unicorns | The Founders Edition – Pavel Dolezal #004Welcome to Hunters and Unicorns; The Founders Edition. Today we welcome Pavel Dolezal, CEO and co-founder of Keboola. Our anticipation is high to learn more about the remarkable initiatives they are pursuing. Pavel's story is quite unique; although m...2023-10-161h 13

Hunters and UnicornsHunters + Unicorns | The Founders Edition - Pavel Dolezal #004Welcome to Hunters and Unicorns; The Founders Edition. Today we welcome Pavel Dolezal, CEO and co-founder of Keboola. Our anticipation is high to learn more about the remarkable initiatives they are pursuing. Pavel's story is quite unique; although many companies typically originate from the West Coast or places like Tel Aviv, Kaboola's roots trace back to Eastern Europe. Join us as we delve into the beginnings and shed light on the evolving market dynamics, highlighting the emergence of companies like Keboola from that particular region. Key Takeaways: 1. Pavel recounts his entrepreneurial journey, highlighting t...2023-10-161h 13

Hunters and UnicornsHunters + Unicorns | The Playbook Universe - Olli Krebs #0013🎙️ Insights from Olli Krebs: Navigating 30 Years in Sales 🌟 In our latest Playbook Universe episode, we had the privilege of speaking with Olli Krebs, a sales veteran with three decades of experience. During this time, he achieved notable milestones including 15 President's Club recognitions, involvement in five acquisitions, participation in one IPO, and membership in two Chairman's Strategic Advisory Council (SAC) circles. Notably, Olli was an integral part of the initial Blade Logic crew and was among the earliest hires in the European market. Here are some key takeaways from this enlightening conversation: 1️. European Expansion: European s...2023-10-0354 min

Hunters and UnicornsHunters + Unicorns | The Playbook Universe – Olli Krebs #0013🎙️ Insights from Olli Krebs: Navigating 30 Years in Sales 🌟 In our latest Playbook Universe episode, we had the privilege of speaking with Olli Krebs, a sales veteran with three decades of experience. During this time, he achieved notable milestones ...2023-10-0354 min

Hunters and UnicornsHunters + Unicorns | The Founders Edition – Anant Bhardwaj #003The Hunters and Unicorns session with Anant Bhardwaj, Founder and CEO of Instabase unveiled an extraordinary journey, starting from humble beginnings to becoming the visionary founder of a groundbreaking AI company, Instabase. The emphasis on develop...2023-09-2655 min

Hunters and UnicornsHunters + Unicorns | The Founders Edition - Anant Bhardwaj #003The Hunters and Unicorns session with Anant Bhardwaj, Founder and CEO of Instabase unveiled an extraordinary journey, starting from humble beginnings to becoming the visionary founder of a groundbreaking AI company, Instabase. The emphasis on developing applications around real-world use cases struck a chord, highlighting the need to identify broader relevance beyond a specific scenario for achieving impactful market fit. Key Takeaways; 1. Early Life and Education: Grew up in a rural part of India called Nalanda, Bihar, without modern amenities. Initially struggled adjusting to a city environment due to a shift in language...2023-09-2655 min

Hunters and UnicornsHunters + Unicorns | The Founders Edition - Jeremy Burton EP002Welcome to Episode 2 of Hunters and Unicorns: The Founders Edition. Navigating the Fierce Terrain of Competitive Markets. Join us as we dive deep into the world of disrupting highly competitive markets with Jeremy Burton, the dynamic CEO of Observe Inc., a pioneering startup backed by Sutter Hill Ventures that's reshaping the Observability landscape. Jeremy joined at the inception of Observe Inc., under the mentorship of industry luminary Mike Speiser. Observe Inc. embarks on a formidable mission: challenging established giants in the SaaS arena. In this episode, we explore: 🚀 Strategies for Disrupting Est...2023-09-1954 min

Hunters and UnicornsHunters and Unicorns | The Founders Edition - Jyoti Bansal EP001Welcome to Hunters and Unicorns: The Founders Edition. Today we welcome Jyoti Bansal! Key takeaways from this episode are: - How AppDynamics became the industry blueprint for sales execution best practice. - The relationship between Product Market Fit and Sales Motion. - Appointing the right advisors at the right times is imperative for scalability. - Understanding the evolution of the sales process as you approach $10m in sales. Jyoti Bansal is a multi-unicorn founder, currently the founder and CEO of two high-growth technology companies: Harness...2023-08-2355 min

Hunters and UnicornsHunters and Unicorns | The Playbook Universe - Dan Miller #012Welcome to Hunters and Unicorns: The Playbook Universe. Today we welcome Dan Miller! Key takeaways from this episode are: • What it took to close a deal worth just short of $100m • Why he never missed his number • Why allies and mentors in GTM community are essential Dan Miller is a GTM Advisor at Loft Lab sand Observable, focusing on revenue strategies. In this Hunters and Unicorns podcast, Dan reflects on his career-defining moments at prestigious companies such as Splunk, Nimble Storage, Sumo Logic and SignalFX. He shares his experience when transitioning from an IC to a Leadership role and the ch...2023-08-1654 min

Hunters and UnicornsHunters and Unicorns | The Playbook Universe - Chris Mahoney #011Welcome to Hunters and Unicorns: The Playbook Universe. We’re here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: Why the ICE formula is imperative. The criticality of the Economic Buyer. How to elevate your Execution whether that be selling consumer side or enterprise software. Today we are joined by Chris Mahoney, SVP for the Worldwide Sales Team at LaunchDarkly. In this Hunters and Unicorns podcast, Chris shares his professional journey with us including examples of his application of the Playbook. 2023-07-2551 min

Hunters and UnicornsHunters and Unicorns | The Playbook Universe - Seth Olsen #010Welcome to Hunters and Unicorns: The Playbook Universe. We’re here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: • Strategic Pipeline Principles • Lessons derived from the Customer Engagement Model • The role of Culture. How does an environment which nurtures learning directly facilitate tangible success? Today we are joined by Seth Olsen, Country Manager for the Northern European region for MicroStrategy. His role includes leading GTM teams for six countries with focussed disciplines including sales, marketing, partner and business development. Seth champion...2023-07-1247 min

Hunters and UnicornsHunters and Unicorns | The Playbook Universe - Jason Eubanks #009Welcome to Hunters and Unicorns: The Playbook Universe. We’re here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: · How to apply an enterprise playbook motion to product lead and viral lead growth strategies · Working with second time founders · How science and nurture can generate world class high performing sales teams Today we are joined by Jason Eubanks, CRO of Harness. In this episode, we explore Jason’s astronomical career trajectory, from a first line leader to a CR...2023-07-051h 08

Hunters and UnicornsHunters and Unicorns | The Playbook Universe - Pete Agresta #008Welcome to Hunters and Unicorns: The Playbook Universe. We’re here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: · The Importance of value selling within the sales motion · How to focus more on real growth · The skills required to excel in the sales space Today we are joined by Pete Agresta, CRO at Nasuni. Pete is responsible for growing and scaling the revenue-generating organization for Nasuni including worldwide Sales and Solution Engineering, Channel Sales and Strategic Business Development. His notable achievements include being Vice President of Enterprise Sales, Americas for Pure...2023-06-2750 min

Hunters and UnicornsHunters and Unicorns | The Playbook Universe - Chris Singletary #007Welcome to Hunters and Unicorns: The Playbook Universe. We’re here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: · The Evolution of the Playbook · Leading indicators that are proven in SaaS to create sustained success · The changing landscape of sales cycles Today we are joined by Chris Singletary, RVP-East at Coralogix. In this episode, we dive into Chris’ impressive sales career which began after his time with the US military – an experience which has shaped him profoundly. Chris has worked at many i...2023-06-221h 03

Hunters and UnicornsDEAR FUTURE CRO | by Culture Crunch x GrowthQ - Kelly O. KayWelcome to Dear Future CRO, bought to you by GrowthQ and Culture Crunch. We’re here to showcase leaders within the tech space and explore their guiding principles for future leaders. Today we are joined by Kelly O. Kay, Co-founder of the Sales Officer practice at Heidrick & Struggles, specialising in sales leadership roles within the tech space. As a thought leader featured in numerous prestigious publications such as Forbes and The Wall Street Journal, we’re thrilled to understand Kelly’s insight on the ever-evolving role of the CRO. He shares how the current economic climate has impacted demand for th...2023-05-1546 min

Hunters and UnicornsHunters and Unicorns | The Playbook Universe - Philip van der Wilt #006Welcome to Hunters and Unicorns: The Playbook Universe.   We’re here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover:  ·         How best to optimise sales within EMEA for scaling companies ·         The role of self-awareness when driving your own career trajectory ·         Why amplifying strong leadership over management is critical to success. Today we are joined by Philip van der Wilt, Senior Vice President and General Manager, EMEA, Samsara. In this episode, Philip shares his inspiring professional journey. From a sales role in the Netherlands, to phenomenal...2023-05-0959 min

Hunters and UnicornsDEAR FUTURE CRO | by Culture Crunch x GrowthQ - Carolyn HenryWelcome to Dear Future CRO, bought to you by GrowthQ and Culture Crunch. We’re here to showcase leaders within the tech space and explore their guiding principles for future leaders. Today we are joined by Carolyn Henry, VP CMO of Americas Regional Marketing at Intel Corporation. We explore Carolyn’s exponential career trajectory within the tech marketing space. Although she began her professional journey with a liberal arts foundation, Carolyn made the decision after working for a VC firm to return to grad school and qualify in Technical Communications. She explains that a career in STEM can begin slig...2023-05-0526 min

Hunters and UnicornsDEAR FUTURE CRO | by Culture Crunch x GrowthQ - Dr MollyWelcome to Dear Future CRO, bought to you by GrowthQ and Culture Crunch. We’re here to showcase leaders and thought innovators within the tech and sales space and explore their guiding principles for future leaders. Today we are joined by Dr Molly Maloof, physician, entrepreneur, university lecturer and best-selling author. Working with a plethora of individuals and entities including executives from the VC and tech space, Dr Molly shares with us her insights regarding optimizing high performing individuals and teams via healthy best practices. She addresses the topic of burnout head on – an issue which is very...2023-04-2641 min

Hunters and UnicornsDEAR FUTURE CRO | by Culture Crunch x GrowthQ - Gerri ElliottThe team at Hunters and Unicorns is excited to announce their pop-up podcast collaboration bought to you by Culture Crunch and GrowthQ. Titled ‘Dear Future CRO’, we talk to dynamic and diverse sales leaders and listen to their advice for tomorrow’s CROs. “Forget the R. The revenue comes from your customers and you better focus on them or that revenue and growth will never come. I chose to be Chief Customer Officer. I never wanted a Chief Revenue Officer title because I thought it was the wrong emphasis. So, forget the R, go focus on your cu...2023-04-1943 min

Hunters and UnicornsDEAR FUTURE CRO | by Culture Crunch x GrowthQ - Elaine MasonThe team at Hunters and Unicorns is excited to announce their pop-up podcast collaboration bought to you by Culture Crunch and GrowthQ. Titled ‘Dear Future CRO’, we talk to dynamic and diverse sales leaders and listen to their advice for tomorrow’s CROs. “Dear Future CRO, first, take bold risks on yourself and others. Second, be careful whose toes you step on today, they may be attached to the person you end up having to kiss tomorrow. Third, take each opportunity to learn, not only about the technical stuff but about the individuals and people you're working with bec...2023-04-1255 min

Hunters and UnicornsDEAR FUTURE CRO | by Culture Crunch x GrowthQ - Debbie Mc ClureHunters and Unicorns Productions Dear Future CRO - A Culture Crunch and GrowthQ collaboration Join the GrowthQ Community: www.growthq.co The team at Hunters and Unicorns is excited to announce their pop-up podcast collaboration bought to you by Culture Crunch and GrowthQ. Titled ‘Dear Future CRO’, we talk to dynamic and diverse sales leaders and listen to their advice for tomorrow’s CROs. “Dream big. Take risks. And most importantly, be authentic to yourself.” Today we are joined by, Debbie McClure, Vice President of Sales at Americas at Dropbox to...2023-04-0526 min

Hunters and UnicornsHunters and Unicorns | Playbook Universe - Marina Ayton #005Welcome to Hunters and Unicorns: The Playbook Universe. We’re here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: · What their non-negotiables were in propelling forward their career · The importance of dynamic hiring · The most effective methodologies utilised when scaling successful teams Today we are joined by Marina Ayton, Regional Director for the Majors UK + Ireland for Zscaler. In this episode, we explore Marina’s formula for success both as an IC and as a leader. The last eight years have se...2023-04-0555 min

Hunters and UnicornsDEAR FUTURE CRO | by Culture Crunch x GrowthQ - Kat SalazarThe team at Hunters and Unicorns is excited to announce their pop-up podcast collaboration bought to you by Culture Crunch and GrowthQ. Titled ‘Dear Future CRO’, we talk to dynamic and diverse sales leaders and listen to their advice for tomorrow’s CROs. “Dear future CRO, your job is to create and lead cross-functional teams focused on revenue generation and that is a role that will always be evolving. And because of the rapidity of that evolution, more than any other leader, I would encourage you to invest in yourself and your teams by bolstering transferra...2023-03-2934 min

Hunters and UnicornsDEAR FUTURE CRO | by Culture Crunch x GrowthQ - Larry SatterfieldHunters and Unicorns Productions Dear Future CRO - A Culture Crunch and GrowthQ collaboration Join the GrowthQ Community: www.growthq.co The team at Hunters and Unicorns is excited to announce their pop-up podcast collaboration bought to you by Culture Crunch and GrowthQ. Titled ‘Dear Future CRO’, we talk to dynamic and diverse sales leaders and listen to their advice for tomorrow’s CROs. “Remember that you're a CRO because you were a great sales leader and being a great sales leader is the first priority of the CRO. Don't forget the thin...2023-03-2243 min

Hunters and UnicornsDEAR FUTURE CRO | by Culture Crunch x GrowthQ - Paula HansenThe team at Hunters and Unicorns is excited to announce their pop-up podcast collaboration bought to you by Culture Crunch and GrowthQ. Titled ‘Dear Future CRO’, we talk to dynamic and diverse sales leaders and listen to their advice for tomorrow’s CROs. “Dear future CRO, think about how you are contributing to building quality teams, investing in talent, investing in people's development, thinking about what it is that you need from your team of people, your leaders, your individual contributors to deliver on the result that you have because when you think about it in that co...2023-03-1545 min

Hunters and UnicornsHunters and Unicorns: Playbook Universe - Hash Choudhuri #004Welcome to Hunters and Unicorns: The Sales Leaders Playbook. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: Why engagement is critical The importance of diversity, equality, and inclusion How to achieve true scale by attracting a diverse workforce of A Players Today we are joined by Hash Basu-Choudhuri, General Manager of EMEA at Cribl. In this epi...2023-03-0853 min

Hunters and UnicornsLIFE WORK ALIGNMENT | Culture Crunch - Corean CantyLIFE WORK ALIGNMENT | Culture Crunch - Corean Canty Welcome to Culture Crunch. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: Why engagement is critical The importance of diversity, equality, and inclusion How to achieve true scale by attracting a diverse workforce of A Players Today we are...2023-02-0828 min

Hunters and UnicornsTHE EVOLUTION OF LEADERSHIP | Culture Crunch - Harsha JalihalWelcome to Culture Crunch. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: - Why engagement is critical - The importance of diversity, equality, and inclusion - How to achieve true scale by attracting a diverse workforce of A Players Today we are joined by Harsha Jalihal, Chief people officer of Mo...2023-01-2534 min

Hunters and UnicornsENGAGING A DISPERSED WORKFORCE | Culture Crunch - Jenny KangWelcome to Culture Crunch. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: Why engagement is critical The importance of diversity, equality, and inclusion How to achieve true scale by attracting a diverse workforce of A Players Today we are joined by Jenny Kang, talent partner at Battery Ventures, to discuss he...2023-01-1130 min

Hunters and UnicornsHunters and Unicorns: Playbook Universe - Marjorie Janiewicz #003“I had a pretty good sense of how to build and run teams successfully, but the MongoDB experience helped me see how granular that process can be, how you can recruit, develop, and execute on a day-to-day basis based on the playbook that can really unlock fantastic results. I spent about three years at MongoDB under their leadership and it propels the way I look at running sales organizations and most importantly driving great business outcomes for companies.”  - Marjorie Janiewicz Hunters and Unicorns shares the playbooks from leaders, founders, executives and investors from high growth technology companies.   In this special...2023-01-0550 min

Hunters and UnicornsPOWER, ACCESS + PRIVILEGE | Culture Crunch - Eugenia ChiangWelcome to Culture Crunch. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: Why engagement is critical The importance of diversity, equality, and inclusion How to achieve true scale by attracting a diverse workforce of A Players Today we are joined by Go-to-Market Strategy and Operations leader Eugenia Chiang, to discuss he...2022-12-1431 min

Hunters and UnicornsHunters and Unicorns: Playbook Universe - Graham Moreno #002Hunters and Unicorns shares the playbooks from leaders, founders, executives and investors from high growth technology companies. In this special edition series The 33 CXOs we investigate the greatest success story in the history of software sales. Discover how thirty-three sales execs from one organisation, BladeLogic, became CXOs in the world’s 100 fastest growing technology companies. We uncover the stories and playbooks of the most prolific sales leaders in the industry. In this episode we sit down with Graham Moreno, Regional Vice President, Central, Southeast, and LatAm at Grafana Labs to take a look back at his...2022-11-2436 min

Hunters and UnicornsCULTURE IS THE SUM OF EVERY DECISION | Culture Crunch - Chelsea KrakowskiWelcome to Culture Crunch. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: - Why engagement is critical - The importance of diversity, equality, and inclusion - How to achieve true scale by attracting a diverse workforce of A Players Today we are joined by Chelsea Krakowski, innovator of people at AuditBoard, to di...2022-11-1630 min

Hunters and UnicornsTHE REAL COST OF EMPLOYEE TURNOVER | Culture Crunch - John GerminarioWelcome to Culture Crunch. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: Why engagement is critical The importance of diversity, equality, and inclusion How to achieve true scale by attracting a diverse workforce of A Players Today we are joined by John Germinario, Senior Director, Head of People at PebblePost, to discuss his thoughts on what it...2022-11-0945 min

Hunters and UnicornsSPONSORSHIP AND ADVOCACY | Culture Crunch - Dalton Van HatcherSPONSORSHIP AND ADVOCACY | Culture Crunch - Dalton Van Hatcher Welcome to Culture Crunch. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: Why engagement is critical The importance of diversity, equality, and inclusion How to achieve true scale by attracting a diverse workforce of A Players Today we...2022-11-0239 min

Hunters and UnicornsINNOVATION AND THE FUTURE OF LEADERSHIP | Culture Crunch - Ni’coel StarkINNOVATION AND THE FUTURE OF LEADERSHIP | Culture Crunch - Ni'coel Stark Welcome to Culture Crunch. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: Why engagement is critical The importance of diversity, equality, and inclusion How to achieve true scale by attracting a diverse workforce of A Players ...2022-10-1235 min

Hunters and Unicorns18. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Kyle KearnsIn this story session we cover:   - Examples of Kyle’s data driven strategy to early procurement - How to use data tracking to create repeatability and streamline your sales strategy - Why expansion deals take less time to secure than land deals - Kyle’s multi-threaded approach to prospecting in a consumption-based world Today we are joined by Kyle Kearns, regional sales director at Starburst, for a Hunters and Unicorns exclusive. Whether you're at the top of your game or just starting out, listen to discover more on...2022-10-0717 min

Hunters and Unicorns18. Hunters and Unicorns - 202020 Mastery Mission - Kyle KearnsWelcome to Hunters and Unicorns, 20/20/20 Mastery Mission. 20 topics, 20 guests for 20 minutes. We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery. Today we are joined by Kyle Kearns, Regional Sales Director at Starburst. In this interview, why he is so passionate about data collection and accountability in this ever evolving, consumption-based marketplace and what it takes to thrive in this environment. “I review my business for the previous week and the week ahead. How many new business meetings have I got set up for th...2022-10-0526 min

Hunters and UnicornsTHE POWER OF INCREMENTAL CHANGE - Hunters and Unicorns presents Culture Crunch - Susan WhittemoreWelcome to Culture Crunch. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: Why engagement is critical The importance of diversity, equality, and inclusion How to achieve true scale by attracting a diverse workforce of A Players Today we are joined by Susan Whittemore, Revenue Operations Leader at TeamPay, to discuss her thoughts on what it takes to...2022-09-2838 min

Hunters and Unicorns17. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - David BoyleIn this story session we cover:   - How to beat competition using the Value Framework - Recent examples of how David has used the Value Framework to win transformational deals - Examples from David’s past of how not using the value framework has led to failure Strategies that will help you test whether your champion is ready to sell on your behalf. Today we are joined by David Boyle, Strategic Accounts leader at Aware, for a Hunters and Unicorns exclusive. 2022-09-2317 min

Hunters and Unicorns17. Hunters and Unicorns - 202020 Mastery Mission - David Boyle Welcome to Hunters and Unicorns, 20/20/20 Mastery Mission. 20 topics, 20 guests for 20 minutes. We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery. Today we are joined by David Boyle, Strategic Accounts leader at Aware. In this interview, David presents his understanding of The Value Framework and how to use it as a powerful tool to grow your sales organization. David explains the key characteristics of the Value Framework and its capacity to help you articulate the worth and differentiation of your products in a way that has meaning to your buyers. He ta...2022-09-2128 min

Hunters and UnicornsWE NEED HUMANISM - Hunters and Unicorns presents Culture Crunch - Dr Jennie ByrneWelcome to Culture Crunch. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: Why engagement is critical The importance of diversity, equality, and inclusion How to achieve true scale by attracting a diverse workforce of A Players Today we are joined by Jennie Byrne, physician leader, brain and behaviour specialist, entrepreneur, and author, to discuss her interpr...2022-09-1434 min

Hunters and Unicorns15. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Thea MayesToday we are joined by Thea Mayes, Major Account Executive at Snowflake, the Data Cloud company. Thea shares how her background in Olympic lifting helps her achieve consistent results. We explore the importance of finding balance with personal accountability and leveraging you your team to propel success. 2022-08-3123 min

Hunters and Unicorns16. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Andy WhyteToday we are joined by Andy Whyte, author, host, and founder of MEDDICC.com. We explore the fundamentals and dispel the misconceptions of MEDDICC to help you achieve consistent results. A must listen from the author of one of the most important books written on MEDDICC best practices. 2022-08-2617 min

Hunters and Unicorns14. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Michael MusselmanIn this story session we cover:  - Partnering with Cloud Service Providers – Why it matters - Game changing examples of how to re-engage with customers and close deals by aligning with Cloud Service Providers - The evolution of Cloud Services and why you should transition to a cloud first model – or risk getting left behind Today we are joined by Michael Musselman, Senior Director of Technology & Strategic Alliances at Lacework, the data-driven security platform for the cloud. Whether you're at the top of your gam...2022-08-1823 min

Hunters and Unicorns12. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Ceire McQuaidIn this story session we cover:    Ceire’s journey to the top and why she needed to understand her success in order to transition into a leadership How starting at the bottom at AppDynampics shaped Ceire as an empathetic leader and enabled her to help others following a similar path Ceire’s advice to people entering SaaS from both MEDDIC and non-MEDDIC backgrounds    Today we are joined by Ceire McQuaid, Regional Vice President UK&I at DataRobot, for a Hunters and Unicorns exclusive. Whether you're at the top of your game or just starting out...2022-08-1619 min

Hunters and Unicorns13. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Stuart SimmonsIn this story session we cover:   How to pivot from business level conversations to transformational execution The importance of mindset, belief system and creating audacious goals to successfully execute big deals Tactics for securing EB sponsorship and the transformational impact that results from it Today we are joined by Stuart Simmons, Regional Director of Financial Services at Snowflake, for a Hunters and Unicorns exclusive. Whether you're at the top of your game or just starting out, listen to discover real business examples of how Stuart’s approach to sales execution has generated tran...2022-08-1111 min

Hunters and Unicorns11. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Ryan PreciousIn this story session we cover:     - Taking command of your business and understanding your success to survive interview scrutiny - How nailing the interview process paves the way for a bright future - The cost of a bad hire and the long game of recruitment Today we are joined by Ryan Precious, VP of Sales at Rockset, for a Hunters and Unicorns exclusive.  Whether you're at the top of your game or just starting out, listen discover how to apply Ryan’s interview strategies to real life scenari...2022-08-0915 min

Hunters and Unicorns10. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Mike EarnstIn this story session we cover:   - Real life examples of how aiming for your “why” can result in career transformation - How to increase motivation and focus in your workplace by honing in on individual goals and objectives - Mike’s personal “why” and how finding his purpose enabled him to unlock his best life Today we are joined by Mike Earnest, Area Vice President at Zscaler. Whether you're at the top of your game or just starting out, listen to discover how to adapt your mindset and apply Mike’s strategies to real business scenarios - learn tactics and best p...2022-08-0412 min

Hunters and Unicorns9. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Florian BaeumlIn this story session we cover: - What it means to be coachable and how to enhance your training to increase your team’s success rates. - Examples of employee transformations that have resulted from overcoming egos and improving coachability. - How to develop a growth mindset to increase your coachability and grow as a person. Whether you're at the top of your game or just starting out, listen to discover how to apply Florian’s strategies to real business scenarios and learn tactics, tips, and best practi...2022-08-0116 min

Hunters and Unicorns8. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Kirk Giddens8. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Kirk Giddens In this story session we cover:    Why you need to do your research if you want to engage customers How to use Kirk’s multi-threaded methods to provoke a conversation and find your champion How to develop a bullet proof mindset, get over rejection fast and learn from your losses Today we are joined by Kirk Giddens, Vice President, Mid-Market Sales North America at TripActions.    Whether you're at the top of your game or just starting out...2022-07-2814 min

Hunters and Unicorns7. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Espen SjaavikOut Now – Episode 12/20 - @Espen Sjaavic    In this story session we cover:  The power of internal champions and how to know when you have one How to develop your champion building skillset Why you need to make your champion the hero Today we are joined by Espen Sjaavic, Senior Regional Vice President at Zscaler.  Whether you're at the top of your game or just starting out, listen to discover Espen’s champion-building methodology and learn tips and best practices for identifying and developing sales champions that have the power and...2022-07-2621 min

Hunters and Unicorns16. Hunters and Unicorns - 202020 Mastery Mission - Andy WhyteWelcome to Hunters and Unicorns, 20/20/20 Mastery Mission.  20 topics, 20 guests for 20 minutes.  We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery.  Today we are joined by Andy Whyte, enterprise sales leader, author of MEDDICC, and founder of the leading resource for enterprise sellers, MEDDIC.com. In this interview, Andy explains what salespeople commonly get wrong with sales qualification and why nobody ever regrets qualifying out of opportunities, but so few people do it enough. “We're really focused on qualification, but we work so hard...2022-07-2129 min

Hunters and Unicorns15. Hunters and Unicorns - 202020 Mastery Mission - Thea MayesWelcome to Hunters and Unicorns, 20/20/20 Mastery Mission. 20 topics, 20 guests for 20 minutes. We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery. Today we are joined by Thea Mayes, Major Accounts Executive at Snowflake. In this interview, we discuss Thea’s experiences as a former Olympian weightlifter and how she transitioned into tech sales. We explore the importance of self-belief in sport and its application to the world of sales as we delve into her journey to the top as a high-level, competitive athlete...2022-07-2025 min

Hunters and Unicorns5. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Bernd MaehrleinIn this story session we cover: • What it takes to thrive and survive in a high growth, high demanding, high excellence organization like Lacework • The importance of doing your homework and leveraging people in your network to gain true understanding of a company • Choosing the right company to work for and how to spot signs of validation • How to develop an adaptable mindset and why this is a prerequisite for survival in tech Today we are joined by Bernd Maehrlein, Vice President Central & Eastern Europe at Lacework, for a Hunters...2022-07-1526 min

Hunters and Unicorns4. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Keith ButlerIn this story session we cover: • Game changing examples of saving deals by aligning with Economic Buyers • How to view technology from the Economic Buyer’s perspective to win deals • How to connect problems to technology to avoid champion train wrecks Today we are joined by Keith Butler, Chief Revenue Officer at Observe Inc, for a Hunters and Unicorns exclusive. “People will follow you if they believe that you can take them somewhere they can't get by themselves - that is champion building. The customer will see that this person can...2022-07-0815 min

Hunters and Unicorns3. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Lauren BallIn this story session we cover:  The benefits of a non-linear career trajectory and why you should stop fixating on your next title How to know when the time is right to take a step up and challenge yourself in your career Mentorship – what does mentorship look like and what to expect from a mentor Finding your authentic self as a female in SaaS Today we are joined Lauren Ball, VP Commercial Sales at Auditboard. We discuss her exemplary resilience and experiences as a female leader in SaaS and the importance of finding your “Why”...2022-07-0623 min

Hunters and Unicorns2. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Rob WatsonIn this story session we cover: -How to set up a two-way interaction and use your time most effectively in discovery. -Why you need to become a value expert. -How to use discovery to recognise a “no win” situation for your customer and know when to move on. Today we are joined by VP Sales at Sutter Hill’s next rocket ship, Observe Inc. Sharing key insights and experiences from his career, Rob explains the science behind the success of his win-win approach and how to use it to yield deepe...2022-07-0518 min

Hunters and Unicorns13. Hunters and Unicorns - 202020 Mastery Mission - Stuart SimmonsWelcome to Hunters and Unicorns, 20/20/20 Mastery Mission.     20 topics, 20 guests for 20 minutes.     We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery.     Today we are joined by Stuart Simmons, RVP Northern Europe at Lacework.   In this interview, Stuart discusses the attitudes and belief systems that underpin consistently high achievement in sales, and how anyone in sales can use this knowledge to help their business grow. Regarded as a fearless executioner, Stuart elaborates on how his experience inside the indust...2022-06-3028 min

Hunters and Unicorns14. Hunters and Unicorns - 202020 Mastery Mission - Michael MusselmanWelcome to Hunters and Unicorns, 20/20/20 Mastery Mission. 20 topics, 20 guests for 20 minutes. We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery. Today we are joined by Mike Musselman, Senior Director of Technology & Strategic Alliances at Lacework, the data-driven security platform for the cloud. Leading Lacework's ecosystem of strategic relationships with cloud service providers and other independent software vendors for activities around co-sell, co-build, and co-marketing activities, Mike is well equipped to introduce us to the next chapter in technology sales – how to scale...2022-06-2826 min

Hunters and Unicorns12. Hunters and Unicorns - 202020 Mastery Mission - Ceire McQuaidWelcome to Hunters and Unicorns, 20/20/20 Mastery Mission. 20 topics, 20 guests for 20 minutes. We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery. Today we are joined by Ceire McQuaid, Regional Vice President UK&I at DataRobot. In this interview, Ceire shares her knowledge on the evolution of MEDDIC from its inception at PTC through to the thousands of enterprise sales organisations that have gone on to embrace it. With so many voices and opinions talking about MEDDIC, and every organisation leveraging the methodology in a unique way, many candidates entering this...2022-06-2425 min

Hunters and Unicorns11. Hunters and Unicorns - 202020 Mastery Mission - Ryan PreciousWelcome to Hunters and Unicorns, 20/20/20 Mastery Mission. 20 topics, 20 guests for 20 minutes. We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery. Today we are joined by Ryan Precious, VP of Sales at Rockset, the real-time indexing database that enables companies to build data applications at cloud scale. In this interview, Ryan shares his wisdom with us on the subject of interviews, the do’s and the don’ts, and how to nail the recruitment process from beginning to end. “Everything's a test, from your prep email to your follow up to you...2022-06-2124 min

Hunters and Unicorns10. Hunters and Unicorns - 202020 Mastery Mission - Mike EarnestWelcome to Hunters and Unicorns, 20/20/20 Mastery Mission.  20 topics, 20 guests for 20 minutes.  We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery.  Today we are joined by Mike Earnest, Area Vice President at zero trust cybersecurity leader, Zscaler.  In this episode, Mike talks on his chosen topic of ‘Finding The “Why?”’ and why, in the fastest-growing, fastest-changing and possibly most demanding career sector, he is so passionate about inspiring his reps, teams and entire ecosystem to discover and keep sig...2022-06-1627 min

Hunters and Unicorns9. Hunters and Unicorns - 202020 Mastery Mission - Florian BaeumlWelcome to Hunters and Unicorns, 202020 Mastery Mission. 20 topics, 20 guests for 20 minutes. We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery. Today we are joined by Florian Baeuml, VP EMEA South at Zscaler, the market leader in cloud-native network security. In episode 9, Florian talks on the key Playbook theme of Coachability and the fundamental importance of developing and inspiring this character trait throughout his career. As someone who was reluctant to accept advice in the early days of his career, Floria...2022-06-1426 min

Hunters and Unicorns8. Hunters and Unicorns - 202020 Mastery Mission - Kirk GiddensWelcome to Hunters and Unicorns, 20/20/20 Mastery Mission. 20 topics, 20 guests for 20 minutes. We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery. Today we are joined by Kirk Giddens, Vice President, Mid Market Sales North America at TripActions, the fastest-growing travel management platform disrupting the 1.5 trillion corporate travel industry. In episode 8, Kirk shares his wisdom with us on the subject of pipeline generation and discusses the challenges associated with this integral part of the sales cycle. “Take it seriously, but not too ser...2022-06-0924 min