In this episode of Tech Sales Insights, Randy Seidl is joined by Dave and Joe O'Callaghan, co-founders of Vation, about their journey and experiences as a father-son duo in the tech industry. They discuss the importance of go-to-market strategies and what leaders can learn from the innovation ecosystem. Sponsored by Sandler, a sales training provider, the discussion delves into the significance of sales training, especially for first-line managers, and explores the evolving roles of technology leaders. Joe and Dave share insights on the challenges emerging tech companies face, the importance of execution and humility, and the growing role of AI and data security. They also highlight the importance of cold calling, the shift in sales training needs, and the evolving skill sets required in the tech industry.

KEY TAKEAWAYS

• First Father-Son Duo: Episode features Dave and Joe O’Callaghan, co-founders of Vation Ventures, discussing their father-son dynamic.
   
• Business Focus: Highlight on go-to-market strategies from the innovation ecosystem.
   
• Importance of Sales Training: Emphasized by Sandler, focusing on training necessity due to promotions during COVID.
   
• AI and Security: Special focus on AI trends and the importance of secure AI.
   
• Channels and Relationships: The enduring importance of trusting relationships in the channel for effective advice and sales.
   
• Cold Calling: Seeing a resurgence, combined with high-quality, AI-supported research.
   
• Mentorship and Humility: The fundamental value of being humble, inquisitive, and learning from great mentors.
   
• Innovation and Execution: Balancing innovation with execution in today's rapidly evolving technology landscape.

QUOTES

• "Innovation is hard. Innovation at scale is really, really hard."
   
• "Humility and inquisitiveness are key in driving innovation and leading teams."
   
• "The only person that likes to hear you talk about yourself is your mom."
   
• "Distributors can lean into orchestrating everything from Dataiku to Cisco Meraki for a comprehensive solution."

Find out more about Dave & Joe O'Callaghan through the link/s below:
Dave O'Callaghan’s LinkedIn: https://www.linkedin.com/in/daveo4/
Joe O'Callaghan’s LinkedIn: https://www.linkedin.com/in/joeyocallaghan/

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.