In this episode of Tech Sales Insights, Randy Seidl is joined with Dave Cronk, SVP of Sales for EMEA at Tricentis, about his extensive experience in building and managing international sales teams. The discussion covers a wide range of topics including the importance of cultural understanding in international sales, effective sales strategies, tech stacks, and the pivotal role of sales ops and rev ops. Dave shares insights from his career journey, including his time at HP, SolarWinds, and Tricentis, and emphasizes the significance of relationships and authenticity in sales. The episode also touches on personal anecdotes, career advice, and the value of mentorship.

KEY TAKEAWAYS

• Building Resilient Teams: The importance of investing in people and nurturing talent to create a strong, cohesive team, especially in diverse international markets.
• Crisis Management: How transparency, communication, and proactive customer engagement can turn a challenging situation, like a security breach, into an opportunity to build stronger relationships.
• Leadership in Sales: The role of a leader in inspiring teams, driving performance, and thinking strategically to meet and exceed goals.
• Importance of Partner Ecosystems: Leveraging a strong partner network to ensure scalability and customer satisfaction in enterprise sales.
• Adapting to Market Needs: Understanding and responding to the unique demands of different markets, particularly when expanding into new regions.

QUOTES

• "Sales leadership is a lot like coaching—invest in people, help them grow, and the rewards are immense."
• "When a crisis hits, the most important thing is to get out in front of it, be transparent, and communicate clearly with your customers."
• "Building a strong partner ecosystem is key to scaling effectively and ensuring our customers get the best possible service."
• "In sales, it's not just about making the deal—it's about understanding the customer’s long-term needs and building a relationship that lasts."

Find out more about Dave Cronk through the link below:
https://www.linkedin.com/in/globalleader-dave-cronk/

This episode is sponsored by Phone Ready Leads, the Audience Activation sponsor of the Sales Community. Sales teams using Phone Ready Leads® average a 21.3% dial to connect rate with key decision makers (A live conversation every ~5 dials), and average ~10 conversations with key decision makers for every 50 outbound dials they make.