In this episode of Tech Sales Insights, Randy Seidl is joined by Dr. Courtney McCashland, Chief Officer of Science and Strategy at AuctusIQ, to discuss data-driven strategies for improving sales performance. The conversation delves into the significance of understanding key attributes in top sales performers, the benefits of using talent assessments, and how AuctusIQ provides actionable insights to align talent with commercial success. Dr. McCashland shares her extensive background in positive business psychology and how it helps identify what drives success in individuals. Additionally, the episode touches on the unique challenges and opportunities for women in sales, as revealed by recent research.

KEY TAKEAWAYS

• Positive Psychology in Sales: The importance of leveraging natural talents and behaviors for success in sales is emphasized, advocating for positive psychology approaches over trying to change inherent traits.
• Effective Talent Assessment: AuctusIQ's approach to sales performance assessment focuses on identifying behaviors and competencies directly linked to successful sales outcomes, helping organizations align talent strategies with commercial goals.
• Transformation Through Training: The necessity for tailored, individualized training plans is highlighted to effectively develop sales reps and managers, thereby improving performance and revenue growth.
• Gender in Sales: Research shows that women in sales often outperform their male counterparts, though they remain underrepresented. Organizations are encouraged to recruit more women and leverage their unique strengths.
• Sustained Development: Continuous measurement and re-measurement, combined with coaching and training, significantly enhance proficiency in sales competencies, directly impacting revenue.

QUOTES

• "What we're doing is we're really getting underneath those natural patterns of behavior, those talents that explain why some people succeed."
• "Everything we measure is anchored in what explains success."
• "You see that mental edge differentiates professionals even more than at a collegiate level."
• "Positive psychology is aligning your natural gifts that help you be great at certain things into doing those things so you can reach excellence."
• "The biggest thing is you've got to make sure you're measuring what matters."

Find out more about Courtney McCashland through the link/s below:
https://www.linkedin.com/in/courtney-mccashland/

This episode is sponsored by AuctusIQ, the Sales Performance Assessment sponsor of the Sales Community. AuctusIQ is a sales data and science software company with the mission of providing the right data to solve your three biggest challenges: selecting and retaining exceptional talent, coaching to ensure readiness to meet or beat quota, and winning more deals.

In this episode of Tech Sales Insights, Randy Seidl is joined by Denise Millard, Chief Partner Officer at Dell Technologies. They delve into the best practices for channel selling, the evolution of partnerships, and the importance of building strong, accountable relationships within the tech industry. Denise shares her incredible 27-year journey from EMC to Dell and her strategic role in fostering partner ecosystems. Learn how Dell embraces AI, marketplace dynamics, and the critical role of mentorship in career development. For anyone in tech sales, this episode is packed with valuable insights and real-life success stories.

KEY TAKEAWAYS

• Denise Millard's Career: Denise has had an impressive career spanning 27 years between Dell and EMC, focused on partners and ecosystem roles.
• Channel Selling Best Practices: Simplicity and accountability are key—choose 2-3 focal points, align sponsorship, and hold teams accountable.
• Partner Relationships: Successful partnerships stem from mutual trust and alignment, with ongoing communication and support.
• Challenges in Channel Sales: Challenges often arise from a lack of early engagement and understanding of local partner ecosystems by sales reps.
• Importance of Marketplace: Marketplaces provide access to a vast customer base, enhancing opportunities for partners and customers.
• AI Integration: AI is increasingly used to drive demand generation, proposal automation, and content management within the channel.
• Mentorship: Mentorship, both formal and informal, plays a crucial role in professional development. Denise values the advice and support from mentors like Bill Scannell and Linda Connly.

QUOTES

• "When we do [hold each other accountable], we typically see great results."
• "Winning drives that [channel engagement]. So, you know, when you have success, people get excited around seeing the opportunity."
• "Having informal mentors who see you in action and provide real-time feedback is incredibly important."
• "AI has an important role in enabling partners with insights and capabilities."
• "Exercise is a big part of my life—it has physical and mental benefits."

Find out more about Denise Millard through the link/s below:
https://www.linkedin.com/in/denise-millard-0407b632/

This episode is sponsored by TitanX (formerly 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.

In this episode of Tech Sales Insights, Randy Seidl is joined by Richard Hegberg, a notable figure in the semiconductor and entrepreneurial startup space, currently CEO of Aspinity. The main topic discussed is the biggest issue for startup companies, which is the go-to-market strategy. Richard shares his extensive career journey from starting at Motorola to leading various successful exits. Emphasizing the importance of early wins, he touches on the key considerations for product-market fit, the value of CEO-led sales in early stages, and strategic customer profiling. Richard also delves into effective lead generation tactics, the role of partnerships, and the significance of having a strong sales training program. The conversation offers rich insights on scaling startups, balancing compensation structures, and the essentials of building value-driven customer relationships.

KEY TAKEAWAYS

• Rick Hegberg is a renowned figure in the semiconductor industry and an entrepreneurial leader involved in multiple startups and boards, currently the chairman of Aspinity.
• Significant career highlights include leadership roles at Motorola, VLSI Technology, Lucent Microelectronics, ATI Technologies, and involvement in critical acquisitions like AMD’s buyout of ATI and subsequent integration.
• Effective go-to-market strategy is the biggest issue for startup companies, emphasizing the importance of generating sustainable revenue quickly.
• Early stage companies should focus on establishing a clear customer value proposition and securing initial wins that are strategic and sticky, even if they are not massive in size.
• The importance of CEO-led sales efforts, building a strong sales organization through a combination of trusted hires and young talent, and robust partnerships for scaling.
• Engaging in meaningful customer interactions and ensuring all team members, including non-sales roles, are well-prepared to contribute to the sales process.
• Early lead generation often relies on effective use of platforms like LinkedIn Navigator, content marketing, and leveraging partner ecosystems.

QUOTES

• "You can have the best technology in the world, but if you don't have revenue coming in, it just doesn't matter."
• “Product market fit is critical. If the value proposition isn't clear and easily understood, scaling becomes very difficult.”
• "In early-stage companies, eliminating the nonsense and having an all-hands-on-deck mentality is crucial."
• "I don't spend time on titles or hierarchies; whatever it takes to get a deal done, everyone must be willing to do it."
• "Achieving minimal viable product (MVP) quickly is crucial; perfecting a product can take too long and consume too many resources."
• "First engagements must be strategic and built to be long-lasting; the expense of acquiring early customers must be justified by long-term value."
• "Finding the right partners for a mutual go-to-market strategy is essential for early-stage companies to scale effectively and economically."

Find out more about Richard Hegberg through the link/s below:
https://www.linkedin.com/in/richard-hegberg-ba627a63/

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.

In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Greenberger, VP and Head of North America at CHEQ, to discuss the intricacies of building effective go-to-market strategies for new product launches. Sponsored by Titan X, the episode delves into outbound sales effectiveness, customer engagement, and the role of culture in sales execution. Dave shares insights on leveraging sales ops, identifying product-market fit, and the importance of continuous learning and adaptation in sales. The episode also highlights tools like Gong and ZoomInfo that are instrumental in their sales processes. Together, Randy and Dave provide valuable lessons from Dave's extensive experience in tech sales and startup environments

KEY TAKEAWAYS

• Importance of Hard Work and Culture: Emphasis on a culture of constant learning, adaptation, and hard work for successful product launches and enterprise sales.
• Sales Ops and Technology: Vital role of sales operations and leveraging technologies like Gong and ZoomInfo for better sales performance and forecasting.
• Channel Partnerships: Strong partnerships and utilizing channels are crucial, especially when selling to large enterprises.
• Customer Focus: Ensuring customer satisfaction and iterating based on feedback is essential for achieving product-market fit.
• Complacency in Sales: The importance of avoiding complacency and continuously striving for improvement and additional insights within sales processes.
• Coaching and Training: Leveraging tools like Gong for coaching and training is pivotal, using structured programs and methodologies.
• Mentorship: Value of having mentors and learning from experienced professionals in the field.
• Goal Setting: Implementing structured goal-setting frameworks for personal and professional growth can drive sustained success.

QUOTES

• "The thing that separates the good from the great is just continuing to go that little extra mile."
• "You need a whole machine and sales ops and a set of analysts that are throwing data in your face, testing every intuition you have."
• "When you can go at the high range and people still spark their interest, that's when you know you start to got something."

Find out more about Dave Greenberger through the link/s below:
https://www.linkedin.com/in/davidgreenberger/

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.

In this episode of Tech Sales Insights, Randy Seidl is joined by Steve Hershkowitz, the CRO of Rimini Street, to discuss the importance of building a committed culture in sales teams. Sponsored by Sandler, this conversation delves into the crucial role of sales training, the value of face-to-face meetings, and the challenges of leading a sales-driven transformation in a service-oriented company. Steve shares insights into his extensive industry experience, the significance of genuine relationships, and his goals for net new logo acquisitions. The episode also highlights tools like Clary and Zoom Info, alongside strategies such as Challenger Selling and the importance of continuous learning and training. Peppered with personal anecdotes and professional wisdom, this episode offers valuable lessons for sales leaders aiming to drive growth and accountability in their teams.

KEY TAKEAWAYS

• Commit Culture: Emphasis on a commitment-driven sales culture where performance and accountability are prioritized.
• Sales Strategy: The importance of research, relationship-building, and face-to-face interactions in large-scale sales.
• Training & Development: Role of tailored sales training and development programs in equipping the sales team with essential skills.
• Tools & Technology: Utilization of advanced sales tools like Clary and ZoomInfo for data-driven insights and effective lead generation.
• Executive Support: Strong leadership support and cohesive executive team collaboration are crucial for achieving growth targets.
• Hiring Philosophy: Focus on hiring experienced individuals with a strong network and a proven track record in sales.

QUOTES

• "Hope is not a strategy."
• "My goal is to make the AI tool inaccurate to the good."
• "If you don't enable your people, you can't hold them accountable to be successful."
• "We have to suit up, show up, and present our solution."
• "It's about profitable revenue growth, not just growth."

Find out more about Steve Hershkowitz through the link/s below:
https://www.linkedin.com/in/steve-hersh/

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.

In this episode of Tech Sales Insights, Randy Seidl is joined by David Nour, the founder and CEO of Avnir, and a 22-year founding partner of the Nour Group. David shares his expertise on leadership with five valuable tips for continued growth in the new year: 1) Executives in transition should ensure they truly belong; 2) In corporate dynamics, be a statesman; 3) Prioritize MEI (Merit, Excellence, and Intelligence) over mediocrity; 4) Revisit assumptions and zero-base everything; and 5) Leverage AI but humanize the last mile. David also discusses the development of Avnir, an AI platform to identify hidden relationship value, his journey in writing 12 books, and the importance of building meaningful relationships for long-term success.

KEY TAKEAWAYS

• Executive Due Diligence: Emphasize the importance of thorough due diligence and cultural fit when considering new roles.
• Statesmanship in Leadership: Advocate for a 'we’ mindset over 'me,' encouraging inclusive and discerning communication.
• Merit-Based Hiring: Prioritize merit, excellence, and intelligence (MEI) over mediocrity to build a successful team.
• Zero-Based Thinking: Regularly revisit and recalibrate goals, assumptions, and strategies to ensure efficacy and innovation.
• AI and Human Touch: Leverage AI for heavy tasks but retain human elements for meaningful relationship-building and decision-making.

QUOTES

• On Leadership: “Just because you fit doesn't mean you belong.”
• On Corporate Culture: “The grass is never greener on the other side; it's greener where it's fed, nurtured, and taken care of.”
• On Relationships: “Relationships are never between buildings and logos; they are always between individuals.”
• On Talent Acquisition: “You can't get to the promised land with mediocre talent; double down on merit, excellence, and intelligence.”
• On AI Integration: “AI-enable the heavy lifts, humanize the last mile.”

Find out more about David Nour through the link/s below:
https://www.linkedin.com/in/davidnour/

This episode is sponsored by ZoomInfo, the GTM Platform sponsor of the Sales Community. ZoomInfo is the go-to-market platform that helps businesses find, acquire and grow their customers. Businesses use ZoomInfo data and platform to increase efficiency, align sales and marketing teams, and consolidate technology stacks.

In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Donatelli, CEO of Riverbed. They discuss go-to-market best practices from a CEO's perspective and delve into Dave's extensive career across various technology companies, including EMC, HP, and Oracle. Sponsored by ZoomInfo, the episode also touches upon sales strategies, leadership, and the importance of building strong relationships and delivering consistent value. Additionally, personal anecdotes and career advice underscore the importance of perseverance, focus, and ethical leadership in the tech sales industry.

KEY TAKEAWAYS

• Importance of Relentless Customer Focus: Dave emphasized the critical need for maintaining strong customer relationships and how showing up consistently can make a significant difference.
• Value of Simplifying Sales Processes: Having straightforward and achievable comp plans can drive better sales performance.
• Impact of Organizational Changes: Dave's experience shows the importance of focusing on fewer accounts for deeper engagement and better results. Consistency and pushing through initial resistance are crucial.
• Leveraging Analytics: The role of sales ops and tools like Clary to provide actionable insights and guide decision-making was stressed.
• Career Growth Tips: Delivering consistent results in your current role is the gateway to more significant opportunities. Self-assessment and honesty about one's performance are key.
• Power of Long-term Relationships: Building and maintaining relationships over the years is invaluable both personally and professionally.

QUOTES

• "Do an incredibly good job at the job you have. That gives you the right to the next job."
• "If you execute well all the time, then you free up all these selling hours because one of the customers is happy with what you've done, which gives you the right to then sell them the next thing."
• "Focus always wins in the end."
• "Your best performing reps, the really smart ones, figure it out early and they go do it. And everybody else literally, it takes at least six months, half a year is a long time, sometimes nine months."

Find out more about Dave Donatelli through the link/s below:
https://www.linkedin.com/in/david-donatelli-29854825b/

This episode is sponsored by ZoomInfo, the GTM Platform sponsor of the Sales Community. ZoomInfo is the go-to-market platform that helps businesses find, acquire and grow their customers. Businesses use ZoomInfo data and platform to increase efficiency, align sales and marketing teams, and consolidate technology stacks.

In this episode of Tech Sales Insights, Randy Seidl is joined by Motti Finkelstein, Corporate Vice President and Chief Information Officer at Intel. Motti shares his career journey, starting from his early days in the Israeli Air Force computer unit to his current role at Intel. The discussion covers a range of topics, including the importance of understanding customer challenges in sales, leveraging AI at Intel, and the value of long-term business relationships. Motti also emphasizes the need for IT to align closely with business objectives and shares insights on effective sales strategies, including value selling and relationship building.

KEY TAKEAWAYS

• Industry Relationships: Long-term professional relationships are invaluable for navigating corporate roles and leveraging collective insights.
• AI Integration at Intel: The primary focus areas for AI at Intel include manufacturing, pre-silicon design, silicon testing, and software development.
• Importance of Client Understanding: Effective sales strategies hinge on understanding clients' specific business challenges and tailoring approaches accordingly.
• Leadership Lessons: Emphasizing focus, execution, and discipline can drive success in demanding environments.
• Value of Mentorship: Learning from industry leaders can shape one's career significantly by providing insights and fostering growth.
• Customer Priorities: Understanding the diverse needs and constraints of business units is crucial for delivering tailored value and solutions.

QUOTES

• "The best experiences I've had are with salespeople who understand the challenges of their customers.”
• "Understand the business if you don't study it; learn it."
• "At the end of the day, Pat is the CEO. He has to decide the right approach, the right time for the right thing."
• "Intel's business model involves designing, manufacturing, and selling, offering a competitive advantage by controlling more of the supply chain."

Find out more about Motti Finkelstein through the link/s below:
https://www.linkedin.com/in/mottifinkelstein/

This episode is sponsored by ZoomInfo, the GTM Platform sponsor of the Sales Community. ZoomInfo is the go-to-market platform that helps businesses find, acquire and grow their customers. Businesses use ZoomInfo data and platform to increase efficiency, align sales and marketing teams, and consolidate technology stacks.

In this episode of Tech Sales Insights, Randy Seidl is joined by John Hinshaw, owner of Blackbird Vineyards, and previously an executive at HSBC, HPE, Boeing, and Verizon. The discussion focuses on sales lessons, the importance of relationships and trust in business, and the strategic value of partnerships. John shares anecdotes from his career, insights on sales strategies, and the role of philanthropy in building strong relationships. The episode also highlights John's transition from corporate roles to acquiring and managing a vineyard.

KEY TAKEAWAYS

• Building trust and relationships is essential in sales and partnerships. Effective communication and understanding of the customer's business needs are crucial.
• Collaborating with partners on product development and exploring joint market opportunities can enhance business growth.
• Philanthropy and doing good together can strengthen business relationships and create positive impacts.
• Combining technology expertise with business acumen and strong communication skills is key for successful technology leadership.
• Smaller vendors should consider trials and leveraging venture funds to gain trust and break into larger enterprises.

QUOTES

• "It's totally about trust and relationships."
• "Technology doesn't matter unless it's got a business outcome."
• "In every corporation, your ability to balance revenue and costs is super important."
• "Understanding your customer's business and what drives them makes a huge difference."
• "Doing good together is an amazing opportunity."

Find out more about John Hinshaw through the link/s below:
https://www.linkedin.com/in/john-hinshaw-96433b121/

This episode is sponsored by SmartSource, the Event Success sponsor of the Sales Community. With over 35 years of experience, SmartSource provides comprehensive IT, AV, and interactive technology solutions to a wide range of industries, from legal and finance to entertainment and events. Their national presence, extensive inventory, and deep expertise in logistics and technical support ensure that businesses can successfully communicate and operate, no matter the challenge.

In this episode of Tech Sales Insights, Randy Seidl is joined by Kevin Guthrie, EVP of Sales at Alight Solutions. They discuss the importance of values-based leadership, sharing experiences from Kevin's illustrious career spanning companies like Oracle, Hyperion Solutions, and Tableau. Kevin highlights his leadership philosophy, the significance of fostering competitive camaraderie within teams, and the value of maintaining strong relationships. The episode also touches on the impact of mentors and peers in shaping Kevin's approach to leadership and sales success.

KEY TAKEAWAYS

• Values-Based Leadership: Emphasizes the importance of clear values in leadership, fostering environments where employees align with company values.
• Customer Success: Prioritizing customer success creates loyal advocates and drives long-term business success.
• Mentorship and Development: Effective leadership involves mentoring, providing clear feedback, and fostering professional and personal growth.
• Relationship Building: Strong relationships and networking are critical in professional growth and business development.
• Adaptation and Resilience: Embracing challenges and learning from both peaks and valleys in one's career are crucial for growth and success.

QUOTES

• "Be the leader that you want to have."
• "Happiness fuels your success."
• "Individual success must never come at the expense of the team success."
• "Nervous can't exist in service."
• "We exist to help people be healthy and financially secure."
• "Treat people how you want to be treated; practice the golden rule."
• "By virtue of my success at work, when I build a new relationship, when I work in the right, I live in the right house or have the right job or drive the right car, I'm going to be happy, but instead, happiness fuels your success."

Find out more about Kevin C. Guthrie through the link/s below:
https://www.linkedin.com/in/kevincguthrie/

This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.