Tech Sales Insights

Randy welcomes us to another episode and today, he is joined by John McMahon, who will be sharing his background and his contributions to the development of the MEDDIC Sales Process. McMahon developed the sales process "Demo Close" during his time as VP of Sales at PTC. The MEDDIC Sales Process narrows the scope, identifies an ideal customer profile and decision criteria, and justifies the purchase through cost justification.  McMahon's impact on the sales industry is significant, and he has been recognized for his leadership and strategic vision. He has spoken at industry conferences and authored articles on sales strategy. McMahon's innovative approach to sales has had a profound impact on the industry, and his legacy will endure for years to come. Learn more about John in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYJOHN: REASON FOR LEAVING HIS MANAGER JOB“When I was in a meeting one time with all the second-line managers, third-line managers, and even the top VPs, they never talked about what's going on with the sales reps, like how do we make them more productive? What are the issues they're facing? Who's the competition? How do we get better?”  “All they were doing was talking about these bureaucratic, inside-the-company wall-type things and I thought, I don't want to grow up to be like these guys. I don't admire any of the things that they're talking about. That's not what I want to do. And if I stay here longer, I'm gonna grow up and be just like them, so I gotta get out of here.” Connect with John McMahon:LinkedIn: https://www.linkedin.com/in/johnmcmahon1/The Qualified Sales Leader (Book): https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Convertiv: https://www.convertiv.com/

People grow, teams evolve, and processes develop. In this episode, we have Epicor Leader Lisa Pope to share about her growth over the years, how the teams she handles evolved, and how sales took a more strategic turn. But that’s not all, stay tuned as Lisa also shares her advice for people breaking into tech sales, who is her favorite mentor, and her advice to her younger self. Find out all of these in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYLISA: HOW SALES HAS BECOME STRATEGIC“For me, sales operations has turned into something a lot more strategic. So for us, as I mentioned our project for quote to cash, our sales operations team is really leading that charge and really looking at how we build best practices, and then the second piece of it for me is really providing me more insights into what's happening.” LISA: ADVICE TO YOUNGER SELF“Early in my career, I think I was really busy trying to prove myself and I just, I kind of separated my two lives to the point that it's just not healthy to do that. So I think for me, that would have been like, just loosen up, enjoy your job, and make sure that you're bringing your personality and what's important to you into your job as well, and I'm much happier now working that way.” Don’t miss out on our previous episodes, and watch out for the next one!E116 Part 1 - THE POPE IS IN: GTM by Segmenting and Developing the Sales Team with Lisa PopeE116 Part 2 - EPIC TO THE CORE: Thriving in the Pandemic and Macroenvironment with Lisa Pope Find out more about Lisa Pope in the links below:LinkedIn: https://www.linkedin.com/in/lisapopeepicor/Epicor: https://www.epicor.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/

The Epic Leader of Epicor, Lisa Pope, is back for Round 2 with Randy. In today’s episode, Lisa focuses on how her company performed in sales, what they have learned from the pandemic, how the macroenvironment impacted their sales productivity, and her advice for people who are breaking into tech sales. Take a deep dive into Lisa’s insights by tuning in to this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYLISA: LEARNING TO LEVERAGE IN TOOLS AT THE TIME OF COVID“I think for us in terms of just our sales teams, they are busy, but I do think we did learn quite a bit during the pandemic, in terms of leveraging tools, like using video more often, and just all the qualification capabilities that we're doing, and then leveraging the ecosystem, I mentioned the selection consultants in private equity, but that's been a tremendous amount of lead generation for us that traditionally we would have to go and do ourselves, and so extending your ecosystem and really understanding how that can help drive your leads, and ultimately, your pipeline, I think is key.LISA: DIVE DOWN AND LEARN“My advice is to be really specific about your background and your skills, and if you don't feel that you know enough about a specific industry or a specific area, then take the time to really dive down and learn.” Don’t miss out on our previous episode, and watch out for the next one!E116 Part 1 - THE POPE IS IN: GTM by Segmenting and Developing the Sales Team with Lisa Pope Find out more about Lisa Pope in the links below:LinkedIn: https://www.linkedin.com/in/lisapopeepicor/Epicor: https://www.epicor.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/

Welcome to another episode series of Tech Sales Insights. In today’s episode, Randy welcomes Lisa Pope, President of Epicor. We will be starting this series with an overview of Lisa’s sales career, which according to her “has gone full circle." She also talks about her company’s priorities when it comes to the transition to the cloud, its GTM strategy, how the company segments its sales team, and how they develop them to the next level. Stay tuned to get more of Lisa’s insights in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYLISA: TRANSITIONING TO THE CLOUD“I think the cloud is still key, if you think about our industries, again, especially global manufacturing they were slower to move to the cloud, they still were heavy on premise, still had a lot of specialized plants, and being on one big global instance, in a lot of cases was not the approach they wanted. So I think we still have an opportunity to continue to move a lot of our customers that still are on premise, into a cloud environment, and that will still continue to be a priority” Find out more about Lisa Pope in the links below:LinkedIn: https://www.linkedin.com/in/lisapopeepicor/Epicor: https://www.epicor.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/

Mark Stephenson is back for one last round with Randy in this latest episode of Tech Sales Insights. In today’s discussion, Mark talks about different ICPs in different industries, tips for sales leaders looking to hire new talent, the flag method of candidates, and finding the best customers by looking at who needs your product the most. Stay tuned until the end to learn the best from Mark. INSIGHTS OF THE DAYMARK: A SALES LEADER’S ROLE IN HIRING“The key is not HR, but the sales leader should define what the spec is for an AE or a BDR. Anybody who's a sales leader anywhere in their role, not HR, you need to define the spec that you're going for. If you don't do it in granular detail, then you're gonna get hornswoggled by somebody that's a fast talker that you like that is outside of your spec, classic blunder in hiring.”MARK: HIGHEST NEED, BEST CUSTOMER“You want to focus on customers that have the highest need for what you have, that they're going to be able to adopt and expand with you, and you could build a great business around it.”Don’t miss out on our previous episodes and watch out for the next ones!E115 Part 1 - THE BASICS OF ICP: Getting to Know Your Buyer with Mark StephensonE115 Part 2 - THE “C” IN ICP: How to Approach C-Level Buyers Differently with Mark Stephenson Find out more about Mark Stephenson in the links below:LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/Evisort: https://www.evisort.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Trender.ai: https://www.trender.ai/

It’s another round for Randy and Evisort leader Mark Stephenson, and in this episode, the two discuss further the ins and outs of selling to the ICP. Mark first explains the best way to communicate with CEOs or CFOs, especially with elevator pitches, and later talks about how you can differentiate yourself from others by focusing on the impact of your product instead of its usage. Find out more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYMARK: HOW TO DIFFERENTIATE YOURSELF FROM EVERYBODY ELSE“You need to peer up the use case, to think behind what's the business case for why they would invest, and even if you're selling infrastructure, if you have a business focus around metrics of improvement, and why they will buy the solution your way differentiated from everybody else.” Don’t miss out on our previous episode and watch out for the next ones!E115 Part 1 - THE BASICS OF ICP: Getting to Know Your Buyer with Mark Stephenson Find out more about Mark Stephenson in the links below:LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/Evisort: https://www.evisort.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Trender.ai: https://www.trender.ai/

One of the most fundamental factors in being successful with your sales process is knowing your customer, buyer, or prospect, whatever you call them. In this new episode of Tech Sales Insights, Randy welcomes Evisort leader Mark Stephenson, and they will be diving into the world of ICP. Mark starts off by giving his takeaway for the younger generation right off the bat.  He then proceeds with defining what an ICP is and what factors you should consider when identifying and analyzing them. Find out more in this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYMARK: TAKEAWAY FOR THE NEW SELLERS“The harder you work, the luckier you get. The cold calling is foundational.” JOE: ADVICE FOR LAID-OFF PEOPLE“Company size is usually the only thing people are focused on around ICP, you got to look at these other factors, and the reason you focus on ICP is to be more efficient and effective in your marketing campaigns and get higher conversion rates. How spot on is that?” Find out more about Mark Stephenson in the links below:LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/Evisort: https://www.evisort.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Trender.ai: https://www.trender.ai/

Joe Koenig is back to discuss more about persevering at work and home. In his last round with Randy, Joe shares his advice for new ISRs (Inside Sales Representatives), best practices and diversity initiatives, wisdom for people breaking into tech sales, and many more. Get a load of Joe's amazing insights in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYJOE: ADVICE FOR PEOPLE BREAKING INTO TECH SALES“You have to have the passion to learn, because you may all know here on the hall, technology is ever-changing, ever-evolving, and someone needs to understand, and take the time, and had that passion, not during work. You can do that all day but on your own too.”JOE: ADVICE FOR LAID-OFF PEOPLE“Be resilient, because I do think that good people will find good homes. This is a circle, there will always be layoffs, the hiring boom, and so forth. But continue to work hard, network with your people, and I guarantee you'll find a good spot that makes sense for you.” Don’t miss out on our previous episodes and watch out for the next ones!E114 Part 1 - POWERING THROUGH: Practicing Perseverance at Work and at Home with Joe KoenigE114 Part 2 - PERSEVERANCE PREVAILS: Joe Koenig on Overcoming Challenges at Work and Home Find out more about Joe Koenig in the links below:LinkedIn: https://www.linkedin.com/in/joekoenig-wwt/WWT Website: https://www.wwt.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Gong: https://www.gong.io/

Welcome 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“Back in the old days, it was, you’re selling in any of those platforms, and that was the sale. Now, you've got your intellectual property, your secret sauce, around the methodologies and service providers, and business outcomes. You're slotting in, obviously, all these different technologies that help with the outcome, but kind of this other layer in terms of the differentiation, so you're just not reselling.”JOE: HOW LEADERS PLAY A ROLE IN GETTING PEOPLE TOGETHER“I think we have to be more intentional about bringing people together at the right times for the right reason, understanding that people have cost challenges. But what can we do to help enhance and drive this culture in a different way, some people are a little bit more remote now, and it's up to our leaders and managers to help provide feedback and an additional perspective on the best ways you can accomplish that, knowing that we have to have some face-to-face with them.”Don’t miss out on our previous episode and watch out for the next ones!E114 Part 1 - POWERING THROUGH: Practicing Perseverance at Work and at Home with Joe KoenigFind out more about Joe Koenig in the links below:LinkedIn: https://www.linkedin.com/in/joekoenig-wwt/WWT Website: https://www.wwt.com/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Gong: https://www.gong.io/

It’s another episode series here at Tech Sales Insights, and today, Randy welcomes a long-time friend, Joe Koenig, President at World Wide Technology. Joe will be talking about perseverance at work and at home, and in this first installment, he focuses on his first job, the challenges he went through, and his key takeaways after. Stay tuned for more as Joe talks about the evolution of tech in sales in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYJOE: DRIVING TECHNOLOGY AND BUSINESS OUTCOMES“We're very careful about prescribing whether it's cloud and cyber and data, and infrastructure modernization is still a play that's out there that we spend a lot of time on, and really ultimately driving technology and business outcomes. And so that's what we have to do. You know, we have to understand our customers care about what's important, their measures of success, and then tailor what our business is all about to create those outcomes, and that's where we spend a lot of focus.” JOE: ALWAYS HAVE THE PASSION TO LEARN“I always really promote to our sales team, you have to have a passion for learning. If you don't have that passion to learn, then that's a problem because things are moving fast, and you need to move fast, and then stay ahead of that curve.”Find out more about Joe Koenig in the links below:LinkedIn: https://www.linkedin.com/in/joekoenig-wwt/WWT Website: https://www.wwt.com/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Gong: https://www.gong.io/

TIME TO ACHIEVE THE WORKLYFE BALANCE YOU TRULY DESERVETravis Ashby is back to talk further about work-life balance and how Worklyfe can help companies and salespeople alike achieve it. Together with Randy, Travis will be talking about Worklyfe becoming a bridge for eroding relationships, his advice for people trying to break into tech sales, the startup founders he admires and respects, and many more. Make sure to stay tuned until the end as Travis will be discussing how you can set up your own Worklyfe account. INSIGHTS OF THE DAYTRAVIS: WHAT COMPANIES SHOULD REALLY DO“What companies need to be doing though is just find how to help them inspire work while they're there, and then the whole goal is, the whole key is to help them accomplish what they want in work and life, and so I tell companies all the time, stop talking about yourself like nobody cares about your company, or making you rich or your investors. Nobody cares about your mission, vision, or goals unless you care about theirs. You've got to start with them first.” TRAVIS: ADVICE FOR PEOPLE BREAKING INTO TECH SALES“Find those people that you admire or respect, and I would say find the people that sell the right way. Find the people that sell with empathy and ethics, and that lead out with relationships because people want to do business with people they like. So find out how to be likable, and figure out how to create a likable personality, because people will just want to do business with you.”Don’t miss out on our previous episodes; watch out for the next ones!E113 Part 1 - WORKLYFE BALANCE: Travis Ashby’s Journey In Sales And Conceptualizing WorklyfeE113 Part 2 - HAPPINESS EQUATION: The Ins and Outs of Worklyfe with Travis AshbyFind out more about Travis Ashby in the links below:LinkedIn: https://www.linkedin.com/in/travisashby/Worklyfe: https://worklyfe.io/beta/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Decision Link: https://www.decisionlink.com/Gong: https://www.gong.io/

WHAT’S THE FORMULA FOR A WORKER’S HAPPINESS?Travis Ashby, founder of Worklyfe is back with Randy for Round 2. In this episode, Travis discusses what Worklyfe is all about, as he defines it as his personal happiness movement. He also breaks down how Worklyfe can help people in surfacing what really matters to them and how it helps in finding a worker’s happiness equation. There’s a whole lot more to find out so tune in to this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYTRAVIS: THE PAIN POINT THAT WORKLYFE IS TRYING TO SOLVE“It's a happiness movement for me. I just felt like the number one problem in the world was unhappiness, like we've never had higher levels of depression and addiction and divisiveness.”TRAVIS: SURFACING WHAT REALLY MATTERS“How Worklyfe helps them is we surface what matters to them. So we actually go to people and say, Hey, let's figure out your personal happiness equation, we're going to help you, our software is going to help you surface your purpose and your why and then create goals that are going to help you actually be happier.” Don’t miss out on our previous episode, and watch out for the next ones!E113 Part 1 - WORKLYFE BALANCE: Travis Ashby’s Journey In Sales And Conceptualizing Worklyfe Find out more about Travis Ashby in the links below:LinkedIn: https://www.linkedin.com/in/travisashby/Worklyfe: https://worklyfe.io/beta/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Decision Link: https://www.decisionlink.com/

HOW DO YOU STRIKE THE REAL BALANCE BETWEEN WORK AND LIFE?Randy welcomes Travis Ashby, Founder of Worklyfe, a platform for individualized incentives and benefits platform for the modern workforce, which helps companies improve performance and retention by motivating employees with things they actually care about. Travis talks about his first sales job and how his experience made him notice the issue with the usual incentives being given to employees. He also talks about sacred money, how to spend it, and how he got the idea of Worklyfe. Stay tuned until the end of this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYTRAVIS: COMPANIES’ LACK OF SUPPORT“There's any number of reasons why people are struggling at their job, and companies don't do a good job at all about being able to be there to support and help people maybe understand and overcome those things.”TRAVIS: OUTDATED INCENTIVES AND MOTIVATION TACTICS“Gift cards, cash and swag and stuff. Is that really like, does that really matter to people? Is that really still the thing we're doing to motivate sales?”TRAVIS: TIME TO DECONSTRUCT INCENTIVE PROGRAMS“I just started kind of thinking about like, Well, how do we like, deconstruct these crappy incentives, like President's Club, for example, it's like three months into an annual incentive, you already know who's gonna win, and so demotivates 80% of the team.” Find out more about Travis Ashby in the links below:LinkedIn: https://www.linkedin.com/in/travisashby/Worklyfe: https://worklyfe.io/beta/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Decision Link: https://www.decisionlink.com/

HOW DOES A SALES LEADER JUGGLE INNOVATION, SKILLS, AND MANAGEMENT?Paul Hunter is back to close his interview with round 3 with Randy. In this episode, Paul gives his insights on the need to evolve compensation to drive behavior for better performance, the primary goal of a Chief of Staff, the kind of skills needed to be a good salesperson, and advice for the younger generation and to his younger self. Let’s get a deep dive into these topics in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYPAUL: THE GOAL OF A CHIEF OF STAFF“One of the things you learn in the Chief of Staff job it’s not enough to make the principal successful, you've got to make the principal and their team successful.” PAUL: FORMULA OF A GOOD TECH SALESPERSON“Good listening skills, good questioning skills, I have always found in the best technical people, but built on a foundation of great knowledge.” Don’t miss out on our previous episodes and watch out for the next ones:E112 Part 1 - IN FOR THE HUNT: Paul Hunter’s Sales Story And Insights On Social Sales ToolsE112 Part 2 - GOING THROUGH CHANGES: Reconfiguring and Evolving Sales Teams with Paul HunterFind out more about Paul Hunter in the links below:LinkedIn: https://www.linkedin.com/in/paul-hunter-3743a8/Hewlett Packard Enterprise: https://www.hpe.com/us/en/home.html This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Gong.io: https://www.gong.io/

Paul Hunter is back for round 2 with Randy and, in this episode, they talk about reconfiguring and evolving sales teams toward a brighter future in tech sales. Paul discusses what it is that he actually does, the changes happening in tech sales today, the bright future of tech sales, the portfolio shift that HP is doing now, and job openings in the company. Find out more about this exciting news in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYPAUL: THE FUTURE IN TECH SALES IS BRIGHT“A lot of the news is coming with some of the tech layoffs. But I think part of the story that's also missing is, the tech hiring in the past two years far outweighed the layoffs. So I mean, there's a shortage of talent, not an excess of it. So it's very much a buyer's market in terms of world seller's market in terms of if you're talented, there's a lot of demand for your skill. So I think that will just continue. I don't see any slowdown in that.” PAUL: THE PORTFOLIO SHIFT FROM HARDWARE TO CLOUD“So we are essentially moving from a company that was infrastructure and hardware led with services attached to that hardware. And now we are a cloud company that sells services that pull through hardware, in some instances, not all now. And that's a pretty significant change in and obviously, the balance of those two businesses changes over time.” Don’t miss out on our previous episode and watch out for the next ones:E112 Part 1 - IN FOR THE HUNT: Paul Hunter’s Sales Story And Insights On Social Sales ToolsFind out more about Paul Hunter in the links below:LinkedIn: https://www.linkedin.com/in/paul-hunter-3743a8/Hewlett Packard Enterprise: https://www.hpe.com/us/en/home.html This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Gong.io: https://www.gong.io/

In today’s episode, Randy welcomes Paul Hunter, North America Sales Leader at Hewlett Packard Enterprise, leading the charge for their pivot to a Service Cloud company. He is also responsible for leading the sales charge and understands the channel from a value and scalability perspective. Paul shares his experience in his first sales job and the power of using LinkedIn and other sales tools in selling and networking. Learn more about Paul in this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYPAUL: LINKEDIN AS A RELIABLE SALES TOOL“We use LinkedIn Sales Navigator. That's one of the suites of sales tools we provide our sales teams. We also use other tools as well. So we found LinkedIn Sales Navigator to be reasonably valuable, and quite useful. I use LinkedIn because sometimes you get more traction with your own teams on LinkedIn than you do use some of the internal tools. So it's just a good way to connect with the broader community and, and hit keep in touch with people.”Find out more about Paul Hunter in the links below:LinkedIn: https://www.linkedin.com/in/paul-hunter-3743a8/Hewlett Packard Enterprise: https://www.hpe.com/us/en/home.html This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Gong.io: https://www.gong.io/

Costa Harbilas is back for one last round with Randy, and in this episode, he talks about the power of value-based selling. As a huge believer in it, Costa breaks down why it is helpful, the impact it brings, and how you can do it right. He will also be answering questions about advice for people breaking into the tech space, working at Intapp, and many more. Learn more about Costa and his work in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYCOSTA: COLD-CALLING IS NOT DEAD“I'm a huge believer in value-based selling, and I don't believe you can sell anything unless you have a great match. Nobody wants to buy a thing, they want an outcome, and so we have to have a case for change. And you have to understand the current state of why it's not good enough. So you know why they're gonna buy anything, you build the case, and you differentiate why you're the solution of choice where you've done it successfully in the past. And then you got to figure out the compelling event and why they can't wait for the why that why the value is so impactful, they got to do it now.” Don’t miss out on the previous episode and watch out for the next ones!E111 Part 1 - ONE OF A KIND: The Uniqueness of Selling Into Partner-Led Models with Costa HarbilasE111 Part 2 - OUTREACH DYNAMICS: Discussing Effective Customer Outreach with Costa Harbilas Find out more about Costa Harbilas in the links below:LinkedIn: https://www.linkedin.com/in/costaharbilas/Intapp Website: https://www.intapp.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/OpenSymmetry: https://www.opensymmetry.com/

Costa 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 with email and phone. I think it's about being effective in what you say.”RANDY: TAKE ADVANTAGE OF EVERY SALES CALL“Every single call, you take advantage, any call any presentation you're at, any sales call notes that you see, proposals, everything's a coaching opportunity.”Don’t miss out on the previous episode and watch out for the next ones!E111 Part 1 - ONE OF A KIND: The Uniqueness of Selling Into Partner-Led Models with Costa HarbilasFind out more about Costa Harbilas in the links below:LinkedIn: https://www.linkedin.com/in/costaharbilas/Intapp Website: https://www.intapp.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/OpenSymmetry: https://www.opensymmetry.com/

Today, Randy welcomes Costa Harbilas to discuss the uniqueness of selling into partner-led business models in the professional and financial services industries. In this first part of their conversation, Costa talks about how he get started in the industry, his advice to the next generation of top talent, and the importance of providing real-time feedback. These, and many more, in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYCOSTA: TRAITS OF  A GREAT SALES LEADER“It's about hard work. It's about being smart. It's about being intellectually curious. It's about being situationally aware, right, having a high level of emotional intelligence, not just regular intelligence, and just a tremendous amount of grit, right, passion, and perseverance.”COSTA: IMPORTANCE OF GIVING FEEDBACK“That real-time feedback in corrective action is important. It's like a coach. You got to be able to provide people feedback…”Find out more about Costa Harbilas in the links below:LinkedIn: https://www.linkedin.com/in/costaharbilas/Intapp Website: https://www.intapp.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/OpenSymmetry: https://www.opensymmetry.com/

It’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 delivering or who you have access to, and what room you're in the conversations with, it's about all of us working together, to help the organization get ideas into action, and to be able to help the customers” WHYNDE: INSIGHT ON SPIRITUAL FOUNDATION AS A LEADER“My personal belief is, maybe this is a little bit long lines, what you're saying, Randy, I don't know that one has to be outright about it. But if one does have a deep spiritual grounding, that person will show up in every interaction and everything you write in everything you do in the decisions you make and how you treat people.” Don’t miss out on the previous episodes with Whynde and watch out for the next ones! E110 Part 1 - STRATEGY TO REALITY: A Look Into Whynde Kuehn’s Insights On Business ArchitectureE110 Part 2 - MULTIDIRECTIONAL: Directional Approaches  Within The Hybrid Environment Find out more about Whynde in the links below:Whynde Kuehn | S2e Transformation | Book This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry