Welcome to Hunters and Unicorns, 20/20/20 Mastery Mission. 20 topics, 20 guests for 20 minutes.

We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery.

Today we are joined by Kyle Kearns, Regional Sales Director at Starburst. In this interview, why he is so passionate about data collection and accountability in this ever evolving, consumption-based marketplace and what it takes to thrive in this environment.

“I review my business for the previous week and the week ahead. How many new business meetings have I got set up for that week? What are the key impact meetings that I've got set up for that week? Collecting that data becomes important, particularly when you start to land deals six - nine months in. When you start to land these enterprise accounts, you can reflect on that data and then you can understand, how many meetings did it take to land that organization? How many partners were involved as a result of this?”

Kyle elaborates on the complexity of closing deals in pre-IPO tech companies and explains the operating rhythm and constant analysis required to effectively track data in the early stages of growth to create a blueprint for repeatable success. With advice for both reps and managers on how to use research and smart prospecting to close deals, Kyle offers tips and insights on the power of data and how you can use it to help you stay in control of your position in the deal cycle, prioritise your time and increase your efficiency. Kyle talks on his chosen topic of ‘Accountability’ and why he believes that it is the key to success, especially in pre-IPO tech companies. With an abundance of experience as ‘first man on the ground' in early-stage technology companies, Kyle offers his advice to individuals considering a role at pre-IPO tech organisations. He explains Listen to our story session to discover more on how to adapt your mindset and apply Kyle’s strategies to real business scenarios – learn tactics and best practices for improving accountability within your ecosystem and how to use data collection to help your team accelerate and land deals.