In this episode of RAW STORIES LIVE, we sit down with Jennifer Ortegón, Enterprise Account Executive at Harness, to hear how she saved a major account on the verge of churn. With an RFP already in motion and a competitor lined up to replace them, everything was stacked against her.

Jennifer had to dig deep, rebuild trust, and take a bold approach. From gathering data to relentless preparation, she and her team refused to back down, showing up day after day until they changed the game.

This is a masterclass in resilience, strategic thinking, and leadership in high-stakes sales.

🏹 Key Topics Covered:

00:00 Intro

1:15 A crushing loss

4:16 The account no one wanted

8:03 The turning point

10:52 Winning back trust

12:46 The emotional moment

14:38 Lessons in resilience

💥 3 Biggest Lessons:

🔥 Data is power – Understanding real usage data gave Jennifer the leverage to turn the deal around.

🔥 Trust is earned through action – Showing up consistently and demonstrating commitment made all the difference.

🔥 Own the problem, own the solution – Jennifer refused to let go, took full ownership, and transformed a losing situation into a victory.

🙌 Thanks for listening! This episode was hosted by Simon Koutis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro.

If you enjoyed this episode, please drop a like/share and subscribe to our channel!

🔗 Episode’s Links:

Jennifer Ortegon on LinkedIn: https://www.linkedin.com/in/jenniferortegon/

Harness Website: https://www.harness.com

🦄 Connect with Hunters & Unicorns:

🌐 Website: http://huntersandunicorns.com

🐦 Twitter: http://twitter.com/HuntersUn1corns

📸 Instagram: http://instagram.com/huntersandunicorns

📝 Blog: http://huntersandunicorns.com/blog

💬 Notable Quotes: "This will be different." – Brian Johnson "We just kept showing up every day until we won the deal." – Jennifer Ortegon

#rawstorieslive #softwaresales #huntersandunicorns

In this episode of RAW STORIES LIVE, we sit down with Josh Bey, VP of West & APJ at Obsidian Security, as he shares the gripping story of how he turned a seemingly unwinnable deal into a game-changing success.

Facing financial pressure & personal life challenges, Josh breaks down the emotional investment, strategic pivots, and relentless determination that ultimately secured a massive win. This episode dives deep into the importance of resilience, the power of champion-building, and the art of navigating high-stakes negotiations.

🏹 Key Topics Covered:

00:00 - Intro

02:19 - A Scrappy Patch & an Unproven Market

05:11 - The Deal No One Believed In

07:08 - The Pivotal Meeting

08:59 - The Missing ‘Why Now’

10:32 - Finding the Real Champion

11:38 - Everyone Gave Up, But I Had No Choice

13:29 - The Biggest Lesson in Deal Making

💥 3 Biggest Lessons:

1️⃣ Emotional investment can blind you – A deal isn’t real until you align it with the customer’s true business drivers. Personal stakes don’t equal urgency for the buyer.

2️⃣ The "why now" follows the "why anything" – If your deal lacks a compelling reason for change, there is no urgency. Customers must see value beyond just your product.

3️⃣ The real champion is the one who benefits the most – Look beyond those who like your solution. The real decision-maker is the one who gains money, a promotion, or influence. 🙌

Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel!

🔗 Episode's Links:

🔹 Connect with Josh Bey – https://www.linkedin.com/in/joshuabey/

🔹 Learn more about Obsidian Security – https://www.obsidiansecurity.com/

🦄 Connect with Hunters & Unicorns:

Website: http://huntersandunicorns.com

Twitter: http://twitter.com/HuntersUn1corns

Instagram: http://instagram.com/huntersandunicorns

Blog: http://huntersandunicorns.com/blog

💬 Notable Quotes: 📢 "If you don’t have a strong enough ‘why anything,’ you’ll never get a ‘why now.’” – Josh Bay 📢 "Customers don’t care about your fiscal year or personal stakes. They care about their business needs." 📢 "Find the champion who has something to gain—more money, a promotion, or expanded control."

#rawstorieslive #softwaresales #huntersandunicorns

In this episode of RAW STORIES LIVE, we sit down with John Behm, VP of Enterprise Sales at Harness, and a seasoned sales leader with a track record of building elite sales teams.

John shares his journey from the early days in sales to leading high-performing teams, diving deep into the mindset, strategies, and lessons that drive success. Whether you're a sales professional or a leader looking to elevate your team's performance, this episode is packed with raw insights and practical advice you won’t want to miss.

🏹 Key Topics Covered:

00:00 Intro

02:10 John's First Role in Sales

05:45 Learning from Early Mistakes

09:20 The Key Traits of High-Performing Sales Leaders

12:35 How to Build and Scale an Elite Sales Team

15:50 Takeaways

💥 3 Biggest Lessons:

1️⃣ Success Starts with the Right People – John emphasizes that recruiting and developing the right talent is the foundation of any high-performing sales team. Skills can be taught, but mindset and drive are critical.

2️⃣ Leadership is About Empowerment – Effective sales leaders don’t just manage; they inspire, coach, and create an environment where their teams can thrive. John shares how he fosters a culture of accountability and excellence.

3️⃣ Adaptability is Key to Scaling – As organizations grow, sales strategies must evolve. John discusses how flexibility, data-driven decisions, and continuous learning are essential for long-term success.

🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this episode, please drop a like/share and subscribe to our channel!

🔗 Episode's Links:

John Behm on LinkedIn: https://www.linkedin.com/in/john-behm-75935120/ Harness Website: https://www.harness.com

🦄 Connect with Hunters & Unicorns:

Website: http://huntersandunicorns.com

Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns

Blog: http://huntersandunicorns.com/blog

💬 Notable Quotes: "Great sales teams aren’t built overnight; they’re built with intention, process, and the right people." "The best leaders don’t just push results; they develop people." "Sales success is about consistency—show up, do the work, and keep improving."

#rawstorieslive #softwaresales #huntersandunicorns

In this episode of RAW STORIES LIVE, we sit down with Hillary Unis, an account executive at Harness with a wealth of experience navigating high-stakes deals and driving impactful results.

Hillary shares her journey through the challenges of enterprise sales, her approach to building trust with clients, and how she stays resilient in the face of adversity. This conversation is packed with actionable insights for sales leaders and anyone looking to elevate their game. Hillary also discusses the importance of aligning personal values with professional goals, strategies for standing out in competitive markets, and how to lead with authenticity. Her passion for empowering others shines through in every story she shares. Whether you’re in sales, management, or simply interested in hearing a candid and inspiring journey, this episode has something for everyone.

🏹 Key Topics Covered

00:00 Intro

02:12 Breaking Barriers and Building Trust

05:30 Handling Setbacks with Resilience

08:40 Strategies for Standing Out in Competitive Markets

11:20 Aligning Values with Professional Goals

15:10 Leadership Lessons and Empowering Teams

💥 3 Biggest Lessons

1. Resilience Leads to Growth: Hillary highlights how setbacks are opportunities to learn and grow, emphasizing the value of persistence in sales.

2. Authenticity Builds Trust: Success comes from being genuine and aligning your values with your professional goals.

3. Leadership Is About Empowerment: Great leaders focus on uplifting their teams and fostering an environment where everyone thrives.

🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro.

If you enjoyed this episode, please drop a like/share and subscribe to our channel!

🔗 Episode's Links:

Hillary Unis on LinkedIn: https://www.linkedin.com/in/hillary-unis/ Harness Website: https://www.harness.com

🦄 Connect with Hunters & Unicorns:

Website: http://huntersandunicorns.com

Twitter: http://twitter.com/HuntersUn1corns

Instagram: http://instagram.com/huntersandunicorns

Blog: http://huntersandunicorns.com/blog

💬 Notable Quotes "Trust is the foundation of every successful deal. Without it, you have nothing." – Hillary Unis "The best leaders empower their teams to achieve greatness together." – Hillary Unis #rawstorieslive #softwaresales #huntersandunicorns

In this episode of RAW STORIES LIVE, we sit down with Rush Williams, Area VP at Impact.com, about his journey to secure a $15 million deal with Amazon from a mere $300k start.

Rush discusses the initial six months of no progress, highlighting the frustration of dealing with a giant like Amazon. Rush shares his strategic shift, focusing on research, pinpointing the right Amazon unit, and refining his pitch. Despite setbacks, he made a bold move by renting a restaurant near Amazon's secretive office, which finally got him noticed by key players, including Gur Kimchi, leading to a critical meeting, and a $15 deal down the road.

🏹 Key Topics Covered:

00:00 - Intro

01:13 - Rush’s Initial Struggles with Amazon

02:00 - Turning the Situation Around

03:36 - The Role of Belief in Success

06:14 - Getting Amazon’s Attention

07:36 - THAT Email from Bezos’ Lieutenant

10:50 - Securing 15 Minutes with Amazon

11:17 - The Most Important 15 Minutes of His Career

13:00 - Overcoming Imposter Syndrome

14:25 - Cultivating Long-Term Client Relationships

💥 3 Biggest Lessons:

1. Persistence Pays Off: Even after early setbacks, keep adapting your approach and pursuing opportunities.

2. Think Outside the Box: Use creative tactics (like hosting events) to catch the attention of major clients.

3. Understand the Client's Needs: Align your strategy with the long-term goals and evolving needs of your client to create lasting partnerships.

🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel!

🔗 Episode's Links:

Rush Williams on LinkedIn: https://www.linkedin.com/in/rush-williams-64a5127a/ Impact.com Website: https://www.impact.com

🦄 Connect with Hunters & Unicorns:

Website: http://huntersandunicorns.com

Twitter: http://twitter.com/HuntersUn1corns

Instagram: http://instagram.com/huntersandunicorns

Blog: http://huntersandunicorns.com/blog

💬 Notable Quotes: “It’s not about the rejection; it’s about learning from it and staying committed.” “The biggest deals are made by understanding the client’s vision and being a part of their growth.” “Sometimes, you need to be creative and unconventional to break through the noise.”

#rawstorieslive #softwaresales #huntersandunicorns

In this episode of RAW STORIES LIVE, Lori Lipscomb shares her incredible journey in sales at Codeium.

From early struggles to breakthroughs, she reveals how a single cold call worth $50,000 became the turning point in her career. Lori discusses the challenges she faced along the way, the lessons she learned, and the mindset shift that helped her close the deal of a lifetime. In a field dominated by competition and high stakes, Lori’s story is a testament to the power of resilience and persistence. She opens up about the emotional rollercoaster of sales, from missing out on big deals to hitting that one major win. Lori also dives into the personal growth that comes from taking ownership of your success.

Tune in to hear more about how Lori turned obstacles into opportunities and how you can apply these lessons to your own career. Whether you're in sales or another field, this episode offers valuable insights on overcoming setbacks and staying determined in the pursuit of success.

🏹 Key Topics Covered:

00:00 Intro

01:11 Early Challenges in Sales

02:35 Missing the Big Deal: Turning Point

04:52 Mindset Shift: Owning Your Success

06:36 The $50K Cold Call

08:24 Building Resilience Through Results

💥 3 Biggest Lessons:

Lesson 1: Embrace Setbacks as Stepping Stones: Lori’s journey shows that each setback, even the ones that seem like failures, can be an important learning experience. Rather than being discouraged, it’s about embracing those moments as growth opportunities that set you up for greater success.

Lesson 2: Persistence Pays Off in Sales: Lori emphasizes that in sales, persistence is everything. Success doesn’t happen overnight, but through consistent effort, you will eventually break through. It’s the repeated actions that build momentum and create opportunities.

Lesson 3: Mindset Shifts Unlock Greater Success: Lori’s story highlights how changing your perspective and taking ownership of your journey can radically transform your outcomes. By shifting from a reactive to a proactive mindset, you empower yourself to take charge of your career trajectory.

🙌 Thanks for listening!

This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro.

If you enjoyed this episode, please drop a like/share and subscribe to our channel!

🔗 Episode's Links:

Lori Lipscomb on LinkedIn: https://www.linkedin.com/in/lori-lipscomb/

Codeium's Website: https//www.codeium.com

🦄 Connect with Hunters & Unicorns:

Website: http://huntersandunicorns.com

Twitter: http://twitter.com/HuntersUn1corns

Instagram: http://instagram.com/huntersandunicorns

Blog: http://huntersandunicorns.com/blog

💬 Notable Quotes: “Every ‘no’ was just one step closer to the ‘yes’ that really mattered.” “The mindset shift was crucial — owning your own success rather than waiting for others to hand it to you.”

#rawstorieslive #softwaresales #huntersandunicorns

In this episode of RAW STORIES LIVE, we sit down with Andreas Stange, a strategic account executive at Grafana, to uncover the story behind his first eight-figure deal and seven-figure paycheck.

From immense personal stakes to relentless belief in his solution, Andreas shares how he transformed a potential failure into a life-changing success. Discover the strategies, mindset, and lessons that turned a €16,000 bank balance into a groundbreaking achievement for Andreas and his company.

🎓 Key Topics Covered:

00:00 Intro

00:48 Managing Pressure and Preparation

04:19 From LinkedIn Message to Closing the Deal 06:12 Building Champions and Gaining Buy-In

08:21 Overcoming Roadblocks and Creating Opportunities

12:46 Worldwide Travelling to Close a Deal 16:04 The Big Win: Receiving the Life-Changing Call

🔑 Biggest Lessons from the Episode:

1. Mindset and Routine: Success starts with a disciplined routine and an unshakable belief in your ability to close the deal.

2. Relentless Preparation: Understand every detail about your stakeholders and tailor your approach to build trust and connection.

3. Collaborative Execution: Big wins require teamwork; orchestrate resources effectively to tackle large-scale deals.

4. Resilience Through Adversity: Turn setbacks into opportunities and maintain a long-term vision for success.

🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel!

🔗 Episode's Links:

Grafana: https://grafana.com

Connect with Andreas Stanger on LinkedIn: https://www.linkedin.com/in/andreasprofile/

🦄 Connect with Hunters & Unicorns:

Website: http://huntersandunicorns.com

Twitter: http://twitter.com/HuntersUn1corns

Instagram: http://instagram.com/huntersandunicorns

🔔 Notable Quotes: "Discipline and belief are the foundation for winning big." "If I don’t close this deal, no one will." "It takes a village to close transformational deals."

#rawstorieslive #softwaresales #huntersandunicorns

In this episode of RAW STORIES LIVE, we sit down with Tim Moxness, VP of Sales at Tessell, to discuss how he turned career setbacks into monumental success.

From facing rejection and disillusionment to achieving 302% of his sales quota, Tim’s story is a testament to perseverance, mindset shifts, and relentless focus. Discover the strategies that helped Tim overcome challenges, reframe his approach to sales, and close over $10M in deals in a single year.

This episode is PACKED with actionable insights for anyone looking to elevate their career and redefine success.

Key Topics Covered:

00:00 Intro

01:11 Early Challenges in Sales

02:35 Missing the Big Deal: Turning Point

04:52 Mindset Shift: Owning Your Success

06:36 The Cold Call That Changed Everything

08:24 Building Resilience Through Results

🔑 Biggest Lessons from This Episode:

1. Own Your Success: Success isn’t handed to you. Embrace accountability and take control of your career trajectory.

2. Ask Tough Questions: Don’t shy away from testing champions and qualifying opportunities rigorously.

3. Resilience Wins: When setbacks arise, double down on effort and focus to bounce back stronger.

4. Trust the Process: Results may take time, but consistency and persistence always pay off.

🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro

If you enjoyed this episode, please drop a like/share and subscribe to our channel!

🔗 Episode's Links: Tim Moxness on LinkedIn: http://linkedin.com/in/example Tesl website: http://tesl.com

🦄 Connect with Hunters & Unicorns:

Website: http://huntersandunicorns.com

Twitter: http://twitter.com/HuntersUn1corns

Instagram: http://instagram.com/huntersandunicorns

Blog: http://huntersandunicorns.com/blog

💬 Notable Quotes: "No one is going to waste my time." "Ask for the business stone cold—don’t assume the deal will close itself." "Turn disillusionment into drive and watch what happens." #rawstorieslive #softwaresales #huntersandunicorns

In this episode of "RAW STORIES LIVE," we sit down with Michelle Bove, AVP East at Wiz, to discuss her incredible journey in software sales.

Michelle shares how she turned rejection into motivation, built relationships that transformed her career, and mastered the balance between the art and science of selling. Discover her innovative strategies for breaking into accounts, winning deals, and connecting with clients on a personal level. Michelle’s passion for her craft is a masterclass in grit, creativity, and perseverance.

🏹 Key Topics Covered:

00:00 Intro

01:06 Starting with a Challenging Patch

03:29 Turning Rejection Into Motivation

07:18 Mastering the Art and Science of Sales

11:03 Building Relationships That Transform Careers

15:39 Grit, Determination, and Going the Extra Mile

🔑 Biggest Lessons from This Episode:

1. Rejection Fuels Growth: Embrace setbacks as opportunities to learn and grow. Every rejection gets you closer to success.

2. Art + Science of Selling: A strong sales process is essential, but personal connection and creativity are what truly win deals.

3. Build Relationships Beyond Business: Treat clients like friends; understand their goals, motivations, and challenges to create lasting partnerships.

4. Go the Extra Mile: Stand out by doing what others won’t—whether it’s delivering sandwiches, baking cookies, or finding innovative ways to connect.

🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro

If you enjoyed this episode, please drop a like/share and subscribe to our channel!

🔗 Episode's Links:

Michelle Bove on LinkedIn: https://www.linkedin.com/in/michelle-bove-8b79a224/

Wiz website: http://wiz.io 🦄

Connect with Hunters & Unicorns:

Website: http://huntersandunicorns.com

Twitter: http://twitter.com/HuntersUn1corns

Instagram: http://instagram.com/huntersandunicorns

Blog: http://huntersandunicorns.com/blog

💬 Notable Quotes: "People ultimately buy from people." "A strong sales process is the foundation, but art is everything." "Go meet your clients, get to know them personally and professionally."

#rawstorieslive #softwaresales #huntersandunicorns

In this episode of 'RAW STORIES LIVE' we sit down with David Habibian, VP of Channel and Alliances at Rubrik. David shares the story of his greatest career challenge—facing a seemingly insurmountable quota—and how his focus on temperament and ownership became the foundation for his leadership success. From massive wins to lessons learned through failure, David reveals the single most important trait for thriving in leadership, even in the midst of crisis and chaos. 🏹 Key Topics Covered: 00:00 Intro 00:43 Overcoming Career Failure 02:16 The Most Important Trait in Leadership 06:54 Learning from Career Setbacks 10:35 Mobilizing Teams Around Common Goals 13:28 Staying Calm in Chaos 14:11 Lessons from “Ride of a Lifetime” ⚡️ Main Lessons: 1. Temperament Is Key in Leadership: Remaining calm, focused, and composed during times of chaos and crisis is a vital trait for effective leadership. It earns trust and inspires teams to follow your lead, even in difficult situations. 2. Ownership Drives Success: Taking full responsibility for outcomes—whether they’re wins or failures—demonstrates accountability and earns respect. Ownership creates a foundation for rallying teams around common goals. 3. Failure Is a Stepping Stone: Career setbacks can lead to significant growth. David’s biggest failure became the moment his leadership potential was recognized, proving that resilience and reflection turn obstacles into opportunities. 4. Mobilizing Teams Around a Shared Vision: Leadership isn’t about individual effort but aligning resources and inspiring collaboration across teams to achieve ambitious objectives. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🔗 Episode's Links: David Habibian on LinkedIn: http://linkedin.com/in/example Rubrik website: http://rubrik.com 🦄 Connect with Hunters & Unicorns: Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog 💬 Notable Quotes: "Leadership isn’t about the wins; it’s about who follows you in chaos." "Poise and ownership are the foundation of great leadership." "Stay calm, stay focused, and trust the process."