DiscoverTech Sales Insights
Tech Sales Insights
Claim Ownership

Tech Sales Insights

Author: Randy Seidl

Subscribed: 7Played: 191
Share

Description

Technology Sales, Sales Management, and Sales Leadership insights and best practices, by a community of global best practitioners. Learn more at SalesCommunity.com
152 Episodes
Reverse
Today in Tech Sales Insights, Randy welcomes Kevin Delane. Kevin is currently the CRO of Cohesity, focusing on their mission to radically simplify how organizations secure and manage their data while unlocking limitless value. Kevin starts off by sharing his sales career from his humble beginnings to what he is today. Find out more about Kevin in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYKEVIN: BELIEVE IN WHAT YOU SELL“You have to believe in what you sell. And to me, you know, where I've worked throughout my career, I always felt that I had the best technology. So that's part of your brand, and what you're bringing to your customers out there.”Find out more about Kevin in the links below:Kevin Delane | Cohesity | Cohesity.com This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry
GET OUT AND GET RECONNECTEDRandy is back with David Nour, and today, they talk about the 3 types of relationships. David breaks down each type from Personal, Functional, to Strategic relationships. He also explains why strategic relationships are the ones you should keep not only for your business but also for those you have the relationship with. David and Randy also discuss that it is high time to start going out and reengaging to the world. Learn more in this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYDAVID: BREAKING DOWN THE STRATEGIC RELATIONSHIP“Most people I meet have plenty of the first two, they're really missing out on the third one, which is your strategic relationships. These are relationships, beyond coaches, beyond mentors, beyond great bosses, they see the best version of you, and they push you to constantly raise the bar on who you are, how you show up, not just how you perform, but the human being that you become, and the manager and the leader that you become.” Don’t miss out on the previous episodes with David and watch out for the next ones!E108 Part 1 - IN A RELATIONSHIP: Your Network, Your Net Worth, And Your Business Relationships with David NourE108 Part 2 - YOU ARE MY ASSET: Relationships As Important Business Assets With David NourFind out more about David in the links below:David Nour | The Nour Group | NourGroup.com This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry
HUMAN INTERACTIONS ARE IRREPLACEABLEIn the midst of the rise of AI (Artificial Intelligence) and ML (Machine Learning), we may wonder if we humans are going to be replaced, and David Nour has an answer to that. In this episode, David continues to talk about relationships and how they are crucial for the business. David shares his insights about AI and ML, relationships as assets, and how the recent changes in the world affect the dynamics of relationships. Find out more in this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYDAVID: AI AND ML ARE GREAT, BUT THEY’RE NOT HUMAN“I love AI and ML, in reducing some of the labor intensity, I love AI and ML in discerning who are the right profiles for us to kind of interact with I love AI and ML recommending kind of next steps and the right content in there, you know, for that buyer's consumption in their buying journey. It does not replace human interaction. And that interaction needs to be value-based. And it needs to be authentic.”DAVID: RELATIONSHIPS ARE ABOUT INDIVIDUALS“I keep reiterating to people, relationships are not between logos or buildings. They're always between individuals.”DAVID: IT’S ABOUT THEM GETTING BETTER“Convey your credibility to the questions you ask, not necessarily the solutions you provide. This isn't about you, it's about how they would be better off because of you.”Don’t miss out on the previous episode with David and watch out for the next ones!E108 Part 1 - IN A RELATIONSHIP: Your Network, Your Net Worth, And Your Business Relationships with David NourFind out more about David in the links below:David Nour | The Nour Group | NourGroup.com This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry
RELATIONSHIP IS ARGUABLY THE FUNDAMENTAL ELEMENT OF A BUSINESSIn this episode, Randy welcomes David Nour, CEO of the Nour Group, and the author of Relationship Economics. David will be discussing the importance of learning that building relationships is a teachable skill, one that is objective and quantifiable, and not some simple soft skill. David will also talk about the third edition of his book which was made due to the global changes in business after the pandemic. Find out more in this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYDAVID: CHANGE IS COMING SOON“We got to stop calling these things soft skills because we've quantifiably proven that relationships can accelerate, go-to-market relationships can accelerate you identifying and recruiting exceptional talent, relationships can dramatically shorten ramp-up time and time to cash. So it is quantifiable, it's essential. And still, it is not taught in many organizations, and we believe it can be a teachable skill.”Find out more about David in the links below:David Nour | The Nour Group | NourGroup.com This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry
IT'S NOT WHO YOU KNOW, BUT WHO KNOWS YOUDavid is back to close the episode and today, he will be discussing with Randy the importance of networking and how it can be leveraged to build a personal brand. David explains how he when leaving IDC, had to start all over again by putting out content and slowly building up his personal and company brand. All these and more in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYDAVID: CHANGE IS COMING SOON“Networking is super important, but I think it goes back to, who knows, I think you should write as much as possible. When you write things down, it forces you to think more clearly, and when you publish, even though you might have one person or two people, your family reading this stuff, or watching this stuff, you got to start somewhere.” Don’t miss out on the previous episode/s and watch out for the next ones!E107 Part 1 - IT’S GETTING CLOUDY: The Future of Business Through the Cloud with David Vellante, Part 1E107 Part 2 - SUPERCLOUD: The Rise Of Supercloud And Changes In Data Usage With David Vellante Find out more about David in the links below:David Vellante | SiliconANGLE | TheCUBE This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry
A MAJOR CHANGE IS ABOUT TO COMEDavid Vellante is back for another round and in this episode, he and Randy will be discussing the concept of cloud computing and the use of data in the cloud. David also hypes up the rise of the “Supercloud” and how it works. They will also discuss how organizations are increasingly able to use data in new ways, such as through AI and machine learning. Find out more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYDAVID: CHANGE IS COMING SOON“I think you're gonna see a major change in how data is used, it's going to be in the hands of the domain experts, the business people, it's going to be increasing, it's already decentralized physically. But increasingly, organizations are going to be able to use data in new ways.” Don’t miss out on the previous episode/s and watch out for the next ones!E107 Part 1 - IT’S GETTING CLOUDY: The Future of Business Through the Cloud with David Vellante, Part 1 Find out more about David in the links below:David Vellante | SiliconANGLE | TheCUBE This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry
In this episode, David Vellante, Co-founder & CEO of SiliconANGLE, & CO-host of theCUBE, together with Randy talks about the future of data in the cloud and how it can be leveraged to improve sales. Tune in to learn how David got into the Tech industry and how he eventually went into sales. Find out more about David in this latest episode of  INSIGHTS OF THE DAYDAVID: THE EVOLVING DEFINITION OF DATA“Definition of data is evolving. And I think it's changing where, you know, data is a fundamental component of an organization’s competitive advantage.”DAVID: HOW THE CHANGES IN THE CLOUD ACCELERATES EVERYTHING“The cloud is definitely changing that allows people to move faster, it puts data in the hands of business people like ourselves, salespeople, line of business people, product people, and this notion of self-service architecture, but the technology being such that it allows the data to be shared safely, securely in a governed manner, is something that is really coming to the fore in the 2020s.” Find out more about David in the links below:David Vellante | SiliconANGLE | TheCUBE This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry
In this episode, Randy and Bethany are back to discuss channel partners and building a career in tech sales. In order to sell more and make more money, companies should consider using channel partners. Channel partners have their own relationships and can provide advice and guidance to companies. Bethany also discussed her advice for people aspiring to get into executive leadership. Learn more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBETHANY: SOLIDIFY YOUR NETWORKING“So you really got to do your networking. And even if you just you know, have a cup of coffee with people and do a zoom session, just connect as much as possible and tell people what you're looking for. Again, they don't know if you don't tell them.”BETHANY: STAY IN TOUCH WITH HEADHUNTERS“Probably sometime at some point in your career, you've been contacted by a headhunter. My advice is you make friends with those people, you know who they are, right, and you go back to them in times that are tough because those are the folks who also can help you.” Don’t miss out on the previous episode/s and watch out for the new ones!E106 Part 1 - BOXED UP: Bethany Mayer's Board Insights On Box Stock PerformanceE106 Part 2 - WOMEN’S RALLY: Exploring the Opportunity for Women in Sales with Bethany Mayer Find out more about Bethany in the links below:Bethany Mayer | Box | Box.com Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry
SALES: WE NEED MORE WOMEN!In this episode, Randy and Bethany discuss the need for more women in sales, and how the industry can better support and encourage them. They agree that education and awareness are key to getting more women interested in sales as a career. They also discuss the role of women in sales, and how companies should reach out to colleges to begin internship programs for young women and men who are interested in sales. Get to know how Bethany decided to serve a board and many more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBETHANY: WHY SALES IS A GOOD CAREER FOR WOMEN“It requires you to connect, it requires learning, but it also requires relationship building, which I think women are great at. So I think it's a phenomenal opportunity.”BETHANY: ADVICE FOR WOMEN IN THE TECH SPACE“I really wanted to learn about a different industry. I want to learn how they operate, what they know, how their processes were, what they strategized around, and I have to say it was a really good choice” Don’t miss out on the previous episode/s and watch out for the new ones!E106 Part 1 - BOXED UP: Bethany Mayer's Board Insights On Box Stock Performance Find out more about Bethany in the links below:Bethany Mayer | Box | Box.com Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry
Bethany Mayer is a highly respected executive in the tech industry, with a background in engineering and marketing. She started her career at the Skunk Works division of Lockheed, working on the F-117 stealth fighter. She then went on to hold various executive positions at HP, where she was responsible for taking shares and growing the business. Bethany is known for her technical and go-to-market chops, as well as her no-nonsense approach to getting things done. Find out more about Bethany and her work in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBETHANY: ADVICE FOR WOMEN IN THE TECH SPACE“My advice for women is you can do anything you dream of, honestly, if I can do it, you can do it. It is there for you, and you, if you give yourself the credit that you deserve, and you have sponsors that I'm sure you will have around you, you can do anything.” Find out more about Bethany in the links below:Bethany Mayer | Box | Box.com Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry
In this episode, Mandy answers questions about the importance of a use case for PLG, her journey from in-house operator to founder to investor, the benefits and challenges of being an entrepreneur, and KPIs and product market fit. Don’t miss out on this final part of Mandy’s appearance in the latest episode of Tech Sales Insight. INSIGHTS OF THE DAYMANDY: FROM IN-HOUSE OPERATOR TO FOUNDER TO INVESTOR“What I really like to do is understand the customer, you can coach people, and drive revenue, like, that's actually what I like to do, and I don't want to be a founder and CEO and have to go raise money and do a bunch of that stuff. That doesn't sound fun to me.” Don’t miss out on the previous episodes with Mandy and watch out for the next ones!E105 Part 1 - TAKING THE LEAP: Growth Benchmarks And Planning For 2023 with Mandy ColeE105 Part 2 - DATA-DRIVEN ADVICE: Planning Ahead With A Data-Driven Approach With Mandy Cole Find out more about Bennett in the links below:Mandy Cole | www.Stage2.Capital | mandy@stage2.capital Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by Sales Community | OpenSymmetry
IF YOU FAILED TO PLAN, YOU PLANNED TO FAILMandy and Randy discuss the importance of profitability and cash flow for startups. Mandy advises that companies should have a plan for how they would become profitable if they needed to, as the future is uncertain. Randy adds that many companies have had to lay off employees due to overhiring in the past. They both advise startups to be thoughtful about their use of money and hiring in order to be successful. INSIGHTS OF THE DAYMANDY: CUSTOMER FIRST, EVERYTHING FOLLOWS“Think about not just what's best for the salesperson, but actually what's best for the customer first, because whatever is best for the customer should be best for the company and for us.”MANDY: DRIVE WITH DATA“Whatever you do, make sure that you're using a data-driven approach to it. It's really easy for us to make emotional decisions. But the reality is that data all day long is going it's sitting right in front of you, and it's gonna tell you what you should be doing.” Don’t miss out on the previous episodes with Mandy and watch out for the next ones!E105 Part 1 - TAKING THE LEAP: Growth Benchmarks And Planning For 2023 with Mandy Cole Find out more about Bennett in the links below:Mandy Cole | www.Stage2.Capital | mandy@stage2.capital Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by Sales Community | OpenSymmetry
Ever thought of growing to your Stage 2 and beyond? THE TIME IS NOW.Mandy Cole, a partner at Stage 2 Capital, joins Randy to discuss growth benchmarks for 2023. Mandy shares her own experience in handling growth and presents her personal benchmark for growth with the companies she is working with. Stay tuned to the end as Mandy also talks about the book she is currently working on that you might be interested in. Find out more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYMANDY: HER PERSONAL BENCHMARK FOR GROWTH“We want to see that people are being smart about their growth that their focus first on how do I make my current customers successful, and make sure I'm growing them versus just throwing more into the portfolio or into their customer base.” BENNETT: THE BLOCKCHAIN AND CRYPTOCURRENCY RELATIONSHIP“” Find out more about Bennett in the links below:Mandy Cole | www.Stage2.Capital | mandy@stage2.capital Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by Sales Community | OpenSymmetry
INTO THE RABBIT HOLEOur interview with Bennett Collen is coming to a close, but Randy still has a lot more to ask, so in this episode, Bennett will be discussing more about Blockchain and Crypto in-depth. Tune in to learn more and find out what awaits for Blockchain and Crypto in the coming years, only here, in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBENNETT: PREDICTIONS FOR CRYPTO AND BLOCKCHAIN“I think the crypto and blockchain will have made it when people stop talking about it when it kind of like fades into the background as a technology that enables these better experiences.” Don’t miss out on the previous episode/s and watch out for then ext ones!E104 Part 1 - META-PURSE: Blockchain, Cryptos, and NFTs with Bennett CollenE104 Part 2 - NFTs FOR SALE! Utilizing, Marketing, And Selling NFTs With Bennett Collen Find out more about Bennett in the links below:Bennett Collen | Endstate | Endstate.io Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by Sales Community | OpenSymmetry
WHAT DOES AN NFT DO? HOW DO YOU EARN FROM IT?NFTs, though have been in the market for quite some time, are still a pretty new concept in the eyes of a lot of people. In this episode, Bennett explains from his experience what NFTs do, how they are being marketed, and how they are sold. If you are interested in NFTs as a revenue stream, tune in to the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBENNETT: HOW NFTs ARE USED OR DISPLAYED“In terms of like the digital artwork itself, there are digital galleries where you can display all the entities that you own, I think the use cases for that eventually will get more interesting right now is more of a novelty, but from an Endstate perspective, we think of it as the utility that it gets you in the real world, as opposed to what you do with the digital artwork itself.”BENNETT: REVENUE-GENERATING INVOLVEMENT OF COLLABORATORS“We take a different approach to the traditional companies where we are involving the collaborator directly in the economics of the sale, instead of just saying, hey, we'll pay you an endorsement fee upfront, and then we make all the money on the back end, and we sort of sign them up as partners because we want them to have real skin in the game and interest in the collection doing well.” Don’t miss out on the previous episode/s and watch out for then ext ones!E104 Part 1 - META-PURSE: Blockchain, Cryptos, and NFTs with Bennett Collen Find out more about Bennett in the links below:Bennett Collen | Endstate | Endstate.io Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by Sales Community | OpenSymmetry
WE ARE NOW LIVING IN THE ERA OF DIGITAL TRANSFORMATIONWelcome to another episode, and today we have Bennett Collen, CEO of Endstate who has been an active principal in the blockchain space for several years. Bennett will be joining Randy to discuss what a lot of people think is the future, which they all get crazy about… Blockchain, Cryptocurrencies, and NFTs. Learn how each is defined and how they are interrelated in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBENNETT: DEFINITION OF A  BLOCKCHAIN“A blockchain is just a form of a database that is typically a distributed ledger that has multiple participants who are all contributing to the consensus, or really how new entries get added to the ledger.”BENNETT: THE BLOCKCHAIN AND CRYPTOCURRENCY RELATIONSHIP“Crypto when people use it as a shorthand for Cryptocurrency is a subset of blockchain, so blockchain is the enabling technology that allows cryptocurrencies to function in this permissionless and distributed way.” Find out more about Bennett in the links below:Bennett Collen | Endstate | Endstate.io Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by Sales Community | OpenSymmetry
IT’S NOT HOW LONG THE RELATIONSHIP IS THAT MATTERS, IT’S THE VALUE THAT COMES FROM ITIt’s part 3 with John Barrows, CEO of Sell Better by JB Sales, and the author of I Want To Be In Sales When I Grow Up.In this episode, John will be talking about the future of sales, particularly on the benefits of getting fired, the power of values in sales, sales rep job hunting tips, the importance of personal branding in today's job market, the value of relationships in sales, importance of a good customer relationship. So tune in and learn more! HIGHLIGHT QUOTESJOHN: FIND YOUR CORE VALUES FOR FINDING COMPANIES TO WORK FOR“What I encourage people to do right now is go through the value exercise, start, if you just got laid off, go through the value exercise, you can Google it, say I want a core value exercise. And usually what it is, is like 50 core values, you choose 20 of them, then you get down to five, and then you prioritize those five. And if you really think through those values of yours, and your center and you're like these are my values, this becomes now your decision stack.”JOHN: BUSINESS RELATIONSHIPS ARE NOW ALL ABOUT VALUE“I'll boil it down into relationships, the value of relationships has gone from golfing and you know, steak dinners to VALUE period.” Don’t miss the previous part/s of this amazing series with John Barrows:E103 Part 1 - WHAT LIES AHEAD: The Future Of The Sales Profession With John BarrowsE103 Part 2 - TECH DILEMMA: The Impact Of Technology To The Sales Profession With John Barrows Find out more about John in the links below:John BarrowsSell Better by JB SalesSellBetter.xyz Send in a voice message to us:https://anchor.fm/salescommunity/message This episode of Tech Sales Insights is brought to you by: Sales Community | https://www.salescommunity.com/OpenSymmetry | https://www.opensymmetry.com/
IS TECHNOLOGY FOR BETTER OR FOR WORSE?It’s part 2 with John Barrows, CEO of Sell Better by JB Sales, and the author of I Want To Be In Sales When I Grow Up.In this episode, John will be talking about the future of sales, particularly on the benefits of in-person networking for sales reps, the importance of work-life integration, the impact of platforms on sales, the generational divide in the workplace, and the impact of recent layoffs in tech sales. So tune in and learn more! HIGHLIGHT QUOTESJOHN: NETWORKING IS CRITICAL IN SALES“I think that a sales rep has to be in the office for the first two years of their sales career. Because you've learned so much just by being around other people, and listening in and osmosis and all that other stuff. So I just think it's a critical part that I'm worried right now is being ripped away from their development,”JOHN: THE SECRET TO SUCCESS IS WORKING YOUR ASS OFF“what's the secret to success? And it's easy, it's working your ass off. That's the secret to success, people say to work smart, but I’m like Shut up. You got to work. Yeah, fine, work smart. But you got to work your ass off to be successful in this game and in any game.” Don’t miss the previous part/s of this amazing series with John Barrows:E103 Part 1 - WHAT LIES AHEAD: The Future Of The Sales Profession With John Barrows Find out more about John in the links below:John BarrowsSell Better by JB SalesSellBetter.xyz Send in a voice message to us: https://anchor.fm/salescommunity/message This episode of Tech Sales Insights is brought to you by: Sales Community | https://www.salescommunity.com/OpenSymmetry | https://www.opensymmetry.com/
WHAT AWAITS US IN THE FUTURE OF SALES?Welcome to another series in Tech Sales Insights, and in this series, we have John Barrows, CEO of Sell Better by JB Sales, and the author of I Want To Be In Sales When I Grow Up.To kick off this series, John will be talking about the future in sales, particularly on design thinking, how technology is taking over and the impact of technology on sales. So tune in and learn more! HIGHLIGHT QUOTESJOHN: DON’T SELL IT IF YOU’RE NOT EVEN USING IT“I can't stand trainers that don't use their own stuff when they're selling I mean it's weird to even experience that. So yeah, we use our own techniques. We do everything I mean, obviously, and other people's stuff too. I mean there's no one right answer and sales anymore.”JOHN: THE BOTTOM-UP APPROACH“There's the bottom-up approach, which I think a lot of people look at, from like a PLG standpoint, like a product-led growth approach, where you get it in the users, and then you cross it, and then you go up. But the bottom-up approach also from gathering insights at the bottom layer, and almost looking at it as design thinking for sales.” Find out more about John in the links below:John BarrowsSell Better by JB SalesSellBetter.xyz Send in a voice message to us: https://anchor.fm/salescommunity/message This episode of Tech Sales Insights is brought to you by: Sales Community | https://www.salescommunity.com/OpenSymmetry | https://www.opensymmetry.com/
It’s Part 3! Stu and Randy discuss the ins and outs of sales leadership, the importance of initiative, flexibility, and action, success in sales being dependent on the whole team, and many more. Don’t miss out on this final installment of the Stu Gold series, only here in the latest episode of Tech Sales Insights. HIGHLIGHT QUOTESSTU: Flexibility + Initiative = SDR’s Success“Flexibility is very, very important, and you need to be able to kind of go with the flow a little bit and shift to different priorities as they come up. To do that, you also need to be very proactive on our teams, and you have to have to take initiative, and I'd rather see people take initiative and make some mistakes along the way, than kind of sit back and just wait for things to happen.” Don’t miss the previous part/s of this amazing series with Stu Gold:E102 Part 1 - OLD BUT GOLD: Stu Gold On The Innovative Legacy Of Blattner Technologies - https://youtu.be/Qq074xezVg8E102 Part 2 - GAME-CHANGING: Beneficial Importance of AI, ML, and Data with Stu Gold - https://youtu.be/oeKu3ogrb9M Find out more about Stu in the link below:About StuBlattner TechnologiesBlattnerTechnologies.com Send in a voice message to us: https://anchor.fm/salescommunity/message This episode of Tech Sales Insights is brought to you by: Sales Community | https://www.salescommunity.com/OpenSymmetry | https://www.opensymmetry.com/
loading
Comments 
Download from Google Play
Download from App Store