In this episode of Tech Sales Insights, Randy Seidl is joined by his longtime friend and esteemed guest, Frank Hauck, a retired executive with an impressive career spanning DEC, EMC, and NCR. The conversation touches on commemorating 9/11, the importance of sales training, and Frank's journey from a finance manager at Digital Equipment Corporation to becoming a key figure at EMC. Frank discusses his methodologies for maintaining high standards in sales, the significance of leadership working for the sales team, and the relentless commitment required to deliver exceptional customer experiences. Personal anecdotes about learning from mentors like Mike Ruettgers, Jack Egan, and Joe Tucci highlight the importance of humility, accountability, and continuous learning. The episode also explores the evolving role of technology in sales, with a specific focus on the impact of AI and prospecting in a post-COVID world. With contributions from industry peers such as Eric Mann and insights into the cultural ethos at EMC, this episode provides a comprehensive look at what it takes to succeed in sales and customer service.

KEY TAKEAWAYS

• Honoring 9/11 Sacrifices: Acknowledgement of 9/11 and the sacrifices made by many.
• Sales Training Importance: Emphasis on the critical role of sales training in organizational success.
• Career Highlights: Frank’s extensive career, spanning roles at DEC, EMC, NCR and more.
• Customer Focus: Stories illustrating the importance of maintaining strong customer relationships, especially through challenges.
• Sales Best Practices: Insights on what makes top sales performers, including preparation, continual learning, and teamwork.
• Leadership and Mentorship: The influence of mentors like Mike Rutgers, Jack Egan, and Joe Tucci on Frank’s career.
• Adapting to Post-COVID Work: Strategies for maintaining client relationships in a remote/hybrid work environment.
• Embracing Technology: The role of AI and technology in enhancing sales and customer interactions.
• Cultural Lessons: Anecdotes highlighting the value of showing up, humility, and constant improvement.

QUOTES

• "It's part and parcel to a successful organization. You got to keep them fed and you got to give them the insight and the knowledge of what it takes to be successful."
• "When things went bad, we sold the product that when it didn't work, planes didn't fly. Banks didn't process checks. GM didn't make cars."
• "It's about being accountable. Being able to do the things other people aren't willing to do to be successful. And really it's the extra effort."
• "He goes, but you didn't come here to be good. You came here to be great."

Find out more about Frank Hauck through the link below.
LinkedIn: https://www.linkedin.com/in/frankhauck/

This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.