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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/
Welcome to Part 2 of this series with Stu Gold, CRO of Blattner Technologies. In this second installment, Stu and Randy will talk about the benefits of and importance of AI (Artificial Intelligence), ML (Machine Learning), and Data to businesses, particularly in Sales and Marketing. Tune in and learn more about these benefits in this latest episode of Tech Sales Insights. HIGHLIGHT QUOTESSTU: DATA IS THE NEW OIL“We recognize and have a project in place to focus on the data, data is the new oil man, if I can leverage all the data of the companies that are not part of Blattner out Our ability to accelerate growth and be even more knowledgeable about what's working in sales. And marketing is, is really critical for us. And we recognize that's a huge opportunity.” 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/Qq074xezVg8 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/
For over a century of pioneering innovation, Blattner Technologies is geared to be the leading provider of predictive transformation services and tools in the Data Analytics, Artificial Intelligence, and Machine Learning industry, and with that, we have Stu Gold today to talk about Blattner’s mission and it’s go-to-market strategy, only here, in Tech Sales Insights. HIGHLIGHT QUOTESSTU: Focusing on making the most of your data“Blattner Technologies is focused on being a leading provider of what would be considered predictive transformation services, and solutions, which is utilizing artificial intelligence and machine learning to really get the most out of your data.” 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/
This episode of Tech Sales Insights is the last part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He explains the need for balance between technical and go-to-market founders and how each plays a pivotal role in defining the product that will ultimately solve the customer's problem. And just as important, Nick also discusses the need for feedback to climb to the next stage of growth.  HIGHLIGHT QUOTESHave a feedback loop between the technical and strategic founders - Nick: "Every technology-first company needs a product and I think that's... the skillset of the founders. I think the ones that have a founder around the table who knows how to think about strategy, ops, go-to-market, they tend to be able to have every part of that conversation." "You represented the fastest. But I also think there's something to be said about the feedback loop with strictly technical founders that know how to kind of see each other's strengths and then just trust what maybe others are getting for observations."Be mindful of the bigger picture and the people you work with along the way - Nick: "Thinking very deliberately about relationships and opportunities, you always think you're going to have your next opportunity or there's more relationships that you can get introduced to, so I've tried to now be much more relationship-focused, much more patient, and it's tough to balance that with the founder DNA." Find out more about Nick in the link below:About Nick 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/
This episode of Tech Sales Insights is the second part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He discusses how companies need a great product and customers to even begin a PLG motion. Nick also talks about determining product-market fit using product signals, as well as choosing the right customers that help you define the market together. HIGHLIGHT QUOTESYou need a great product and actually have customers to be successful at PLG - Nick: "The reality is, to build a great company, you're going to need the best product, good marketing, and probably exceptional go-to-market, which means everything that goes into how you think about predictably finding, acquiring, and then making a customer successful."Finding product-market fit early and picking the best customers - Nick: "You really want to optimize for how do you get in the door for those customers, and picking great customers means they're going to help you define the market together which is how do you grow the addressable opportunity." Find out more about Nick in the link below:About Nick 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/ 
This episode of Tech Sales Insights is the first part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He shares his professional journey in investing and operations and how he ensures the health of their portfolio today together with their fund managers. He also explains how they do not lead rounds and instead facilitate the introductions that lead to the next rounds of financing. HIGHLIGHT QUOTES Working with large family offices with an emerging manager problem - Nick: "It's been helpful right now to be more active with existing companies, especially the ones that are doing better than maybe the broader market knows because they're not out fundraising."  Making introductions to facilitate the next rounds of financing - Nick: "We're not leading rounds. We do facilitate a lot of introductions. If our managers are inception stage, we describe ourselves as inflection. So right when the business is starting to really work and doing better than people realize."Find out more about Nick in the link below: About Nick 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/
This episode of Tech Sales Insights is the last part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. He shares his wisdom on the secret sauce to effective leadership and how to become a leader who motivates, inspires, and lives the true meaning of servant leadership as well.  HIGHLIGHTSThe CRO's scope of responsibilities and leadership across rolesAim to become the motivational and inspirational leaderUnderstanding the servant leader QUOTESThe true meaning of servant leadership inspires success - Carl: "If you go and study what true servant leadership is, think about the very first word of servant leadership, and that is to serve. And I fundamentally believe the greatest leaders, regardless of role or capacity, are the ones that serve their people. They're not leading them. And through that servant-type approach, your leadership gets displayed and everyone becomes more successful."First level is motivational leader, second is inspirational, third is both - Carl: "The third level of leadership is the one who knows how to do both, because there are times, Randy, when you needed to be pushed probably and get that little extra out of Randy, but then there's other times when people inspired you and pulled you in." Find out more about Carl in the link below:About Carl 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/
This episode of Tech Sales Insights is the second part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. He provides deep insights into how they choose companies to invest in, as well as the primary importance of change management to survive economic headwinds. Carl also gives actionable tips on how companies must sell and the shift in messaging that this requires. HIGHLIGHTS"Look inside and outside the building" to decide when to invest in a companyGet things done by focusing on change managementHow to sell effectively in a down market QUOTESAdapt as fast as the changes come to survive - Carl: "In the climate we're in today and potentially even broader headwinds going forward, if your company is not changing as fast as what's happening outside the walls of your company, death is near. You just got to be open to change. You have to communicate change."Show a strong ROI to attract buyers during a downturn - Carl: "In down markets, nothing sells like a strong ROI, so I encourage people to revisit their value proposition, number one, around ROI. The second reason people buy is if you're going to help them drive revenue growth. And if you can have a value proposition that shows tangible evidence of it and you can back it up with quantifiable numbers, people will buy your technology."The growing complexity of operations has eroded operational rigor - Carl: "Simplicity scales, complexity doesn't." Find out more about Carl in the link below:About Carl 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/
This episode of Tech Sales Insights is the first part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. Today, Carl shares his remarkable career journey, from working at a PBX company in 1987 to the present day at Sequioa, and all the sales jobs in between. He discusses what they do and do not do as a company and how working in a VC keeps him young. HIGHLIGHTSCarl's professional journey to becoming a legend in tech sales salesTaking care of a growing family and joining Sequioa QUOTESFrom sales to sales leadership and culminating in becoming partner at Sequioa - Carl: "I got a fortunate opportunity to join Sequoia and I've been here six and a half years and it's been a great experience. I've learned how to be an investor. I think I'm a better executive. I'm much more detailed on how to operate and run a company here."  Find out more about Carl in the link below:About Carl 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/
Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we check out the best moments from our conversation with Craig Hinkley, CEO of WhiteHat. He discusses the key attributes of successful sales reps and leaders alike and how to lead your team from within. HIGHLIGHTSThe key attributes for success for sales reps and leadersEvery great team needs a coach, and so do sales leadersBe a leader that pushes an organization with a vision  "Stop wearing the clothes of the CEO. Stop pretending that you have to do this and just be yourself. So lead from within because confidence that comes from knowing who you are and what you stand for and what you believe is far more authentic." - Be yourself and let your vision and passion emanate from you Find out more about Craig in the link below:About Craig 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/
Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we revisit the best moments from our conversation with Andrew Ettinger, CRO at Astronaut. He digs into some early mistakes that founders make and how grit, passion, and intellectual curiosity remain the top characteristics that indicate future success.  HIGHLIGHTSEarly founder mistakes and traits to watch for in sales repsSpotting grit, passion, and curiosity and building these skillsListen to implicit and explicit signals from all channels "It was really trying to take the time to not rush into the sale, the sales engagement, or rush through things without really trying to build that proper connection with people. I know it sounds very silly, but when you double click on that, it's sort of the old adage that, as a sales professional, you've got two ears and one mouth for a reason and so it's to listen right really well." - Create a connection and be intentional about listening Find out more about Andrew in the link below:About Andrew 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/
Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we throwback to some of the most memorable moments from our conversation with Jennifer Haas, CRO and Executive Vice President of Sales and Marketing, on the 3 "ships" for growing young leaders into their full potential and much more.  HIGHLIGHTS"Clarity is kindness" and creating a team culture based on integrityHiring virtually and revops for forecastingDevelop rising talent with Leadership, Mentorship, and Sponsorship "By sponsorship, I mean finding a project or leading a program, something that you can pull somebody up and say, this person would be perfect to lead this program, lead this project. Something that's highly visible that they can really showcase their skillset." - Sponsorship means providing younger reps a visible platform for their skills Find out more about Jennifer in the link below:About Jennifer 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/
Welcome everyone to a special episode of the Tech Sales Insights Podcast! This is the last part of the discussion on SKO by David Nour, CEO of The Nour Group. Today, he shares ten ideas to consider to make your SKOs more consistent, and ultimately, more successful. David also talks about using image and story to deliver your path forward and how that relates to the customer lifecycle journey.  HIGHLIGHTSAlign image and story to cascade the vision throughout the organizationThe sales loop vs the sales funnel10 ideas to make your SKO more impactfulDavid's planned marquis events “If it's all rosy, then it looks too manufactured. But every healthy relationship goes through some challenges, right? We had this challenge and your team took over, I am now drinking Kool-Aid. I am eating our own cooking of "Oh my God, how amazing are we" because now there's an independent. And that's the key.” - David on having an independent identity that can say how great the organization is Find out more about David in the links below: LinkedIn: https://www.linkedin.com/in/davidnour/Twitter: https://twitter.com/davidnourWebsite: https://nourgroup.com/ In case you missed part 2, check it out [here - Part 2 Link]! 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/
Welcome everyone to a special episode of the Tech Sales Insights Podcast! This is the second part of the discussion on sales kickoffs (SKO) by David Nour, CEO of The Nour Group. Today, he dives deep into the biggest mistakes those in leadership roles make when doing SKO and, of course, how to effectively address them. HIGHLIGHTS10 costly mistakes leaders could make Using new technologies and tools to present ideasA sales kickoff is an opportunity to create new excitement “If you inspire them to really think about what and how they should behave differently, what skills and what knowledge they need back in their territories and back with their relationships, you'll create [a] much longer-term impact.” - David on not confusing motivation with inspiration Find out more about David in the links below:LinkedIn: https://www.linkedin.com/in/davidnour/Twitter: https://twitter.com/davidnourWebsite: https://nourgroup.com/ Check out the first part of the discussion in: https://tech-sales-insights.simplecast.com/episodes/think-diversely-about-your-sales-kickoff-tech-sales-insights-special-ft-david-nour-part-1 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/
Welcome everyone to a special episode of the Tech Sales Insights Podcast! Today we have David Nour, CEO of The Nour Group, taking the helm to talk about approaching your sales kickoff (SKO) in more effective and cost-efficient ways.  Tune in as he shares a few misconceptions about growth, challenges leaders face when it comes to SKO, and many more valuable insights!  HIGHLIGHTSLeading and thinking differently about your sales kickoffA good analogy for approaching SKOMisconceptions around COVID growth and forever growthOn infusing a sense of urgency “We've got to get beyond these things before we get those sellers together. It's a "we" challenge and "we" opportunity. Anytime I go into a company and hear us and them, what I'm not hearing is that we're all rowing with the same velocity and voracity in the same direction.” - David on working around some of the dysfunctions and challenges in organizations Find out more about David in the links below:LinkedIn: https://www.linkedin.com/in/davidnour/Twitter: https://twitter.com/davidnourWebsite: https://nourgroup.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/
Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we bring back some of the best moments from our conversation with Ed Sim, Founder and Managing Partner of boldstart ventures. Tune in as we talk about finding and working with start-ups and helping them reach new heights.  HIGHLIGHTSWorking with founders and identifying their common mistakesSales reps that a company should attractThe right timing of bringing a high-caliber individual to work with technical foundersThe best way to learn about start-ups “When I think about SaaS, I think about the thing that I said a couple of years ago which is that you want to win the hearts and minds of the developer or the end-user before you win the hearts and minds of the enterprise. The whole idea of how you sell and reach these large orgs is changing.” - Ed on how business models have begun to shift towards SaaS Find out more about Ed in the links below:LinkedIn: https://www.linkedin.com/in/edsim/Twitter: https://twitter.com/edsimWebsite: https://boldstart.vc/ 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/
Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we bring back some of the best moments from our conversation with Peter Quirk, previously General Manager of the Global Enterprise East at Hewlett Packard Enterprise (HPE) and now Chief Revenue Officer at ThreatWarrior.  HIGHLIGHTSWhat global enterprise and global accounting mean for HPEBecome a life-long learner because there are always opportunities, especially in techWhat it takes to become a great sales managerKnowing the true value you can provide the company “The only thing that I can say the shift has taken place are the partners that are making the shift along with us. Because you still have to do the same things you had to do before, you just end up having to do it remotely. I think you see the partners that are managing their business the best are the ones that are making this transition the best.” - Peter on how global enterprise teams shifted their strategy Find out more about Peter in the link below:About Peter 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/
Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we bring back some of the best moments from our conversation with Ken Dougherty, Vice President of North America Storage Platforms and Solutions Sales at Dell EMC. HIGHLIGHTSTrends in tech sales that could have an impact post-COVIDThe hallmarks of a successful salespersonUse social media and tools to stay connected with peopleBe more patient as a salesperson and you're likely to get better outcomes “Don't forget what made you successful as a salesperson when you become a sales leader. Don't change your approach in how you engage with clients and stay customer focused. But also lead from example and go back to that term I referenced earlier, be action-oriented” - Ken on the mindset of becoming an exceptional sales manager Find out more about Ken in the link below:About Ken 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/
This episode of Tech Sales Insights is the last part of our conversation with Annelies Husmann, Head of Enterprise Sales and Growth at Gong. She shares some of the best advice she had learned over the years, including riding out overwhelm by focusing for 24 hours.She also discusses the importance of building multi-threaded relationships at the executive level. In sales, she comments on the magic of in-person meetings and the need to balance it with the mandate of doing things online. HIGHLIGHTSSales and rev ops are strategic counterparts of salesAdvice: Focus and ride out your ship in 24 hoursBuilding longer-term relationships with executives  QUOTESSales and rev ops allow teams to see around corners and execute more effectively - Annalies: "The importance of rev ops and sales ops and having a great strategic counterpart to help balance you out is just so mission-critical nowadays. And it's been great to see even how our team has evolved over the last couple of years."The best advice a former manager taught her - Annalies: "No matter what the problem is, if you really do take away distractions and focus on something, you'll probably be able to ride or at least have a path forward within 24 hours." Find out more about Annelies in the link below:About Annelies 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/
This episode of Tech Sales Insights is the second part of our conversation with Annelies Husmann, Head of Enterprise Sales and Growth at Gong. Annalies dives into mentorship and how other women in sales should explore their networks to find a good mentor.In her experience, just having these conversations allows other women to see themselves in quota-carrying roles too. Annelies also discusses value selling as a requirement in today's macroeconomic situation and how sales conversations must always be tied back to value.   HIGHLIGHTSWomen in sales and the value of mentorshipValue selling should be tied to the company's key strategic initiativesHire based on competencies and behavioral traits vs past experiences  QUOTESValue selling is more important now with economic headwinds - Annalies: "I think now where we are, you really need to be very thoughtful with how you're building your business cases and how you're engaging with your executives, and you just have to stay 100% tied to value."Avoid getting stuck hiring certain profiles by focusing on behaviors - Annalies: "Focus more on competencies and behavioral traits versus past experiences, and here's why. I think if you focus just on past experiences, you could really go down this path of going down a profile that you typically for very, very quickly." Find out more about Annelies in the link below:About Annelies 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/
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