Tech Sales Insights

In this episode of Tech Sales Insights, Randy Seidl is joined by Steve Jow, EVP of Sales at TD SYNNEX, to discuss strategies for building a winning sales culture. Steven shares insights from his 34-year career at TD SYNNEX, emphasizing teamwork, customer focus, and leveraging partnerships. The role of culture in sales performance is highlighted, along with the integration of AI and technology for enhanced efficiency and solutions selling. Steve’s experiences and anecdotes provide a personal touch to his professional philosophy, underscoring the value of optimism and a service-oriented approach in the tech sales industry.

KEY TAKEAWAYS

• Company Profile: TD SYNNEX is a leading technology distributor, emphasizing a holistic approach that includes market planning, comp design, and channel setup.
• Sales Culture: A winning sales culture involves creating a team that celebrates wins, adapts to challenges, remains optimistic, and values customer experience.
• Team Synergy: Best team practices include strong internal relationships across all functional areas, highlighting the importance of teamwork and individual contributions.
• Customer Experience: Focusing on customer satisfaction and feedback is crucial, leveraging tools like QBRs and NPS scores to maintain high customer experience levels.
• Evolving Competencies: Modern sales require a balance of traditional and new skill sets, including technical acumen, accurate forecasting, and the ability to leverage AI and digitization.
• Portfolio & Solution Selling: An emphasis on solution selling across various verticals helps drive comprehensive portfolio selling, supported by strong vendor partnerships.
• Efficiency through Systems: Utilizing integrated systems and AI to streamline processes and enhance seller productivity is a focal point.
• Family and Culture: Maintaining a family-oriented culture within the company is valued, supporting employees' personal commitments alongside professional responsibilities.

QUOTES

• "It's always good to drive success with optimism. Remember, pessimists sound smart, but optimists make money."
• "Focus on the customer experience because that is part of our culture."
• "It's important to have a winning culture. A team that wants to win, that likes to celebrate those wins, and can adjust to any challenges."
• "It's not just getting the order out the door; it's about understanding the entire customer experience."
• "Family means everything. A good company culture values both personal and professional family."
• "Look, success breeds success. And everybody wants to be a superhero."
• "As long as tech is about improving productivity and experience, there's always a wildcat opportunity."
• "Sellers must remember: you're not just selling a product but a solution."
• "Customer experience trumps everything. If you get the customer experience right, you'll have successful sales orders."

Find out more about Steven Jow through the link below.
LinkedIn: https://www.linkedin.com/in/steven-jow-279806/

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.

In this episode of Tech Sales Insights, Randy Seidl is joined by Scott Harvey, Chief Customer Officer of Sprinkler. They delve into Scott's career journey, from broadcast journalism major to tech sales leader. They explore the importance of outcome-based selling and value creation in the sales process, emphasizing the critical role of customer relationships and consultative selling. Scott shares insights on transitioning strategies at major companies like VMware, ServiceNow, and Stripe, highlighting the significance of personalized engagement and value selling in post-sales and customer success. The conversation underscores the need for continuous sales training and the collaborative effort of teams in achieving success. Sponsored by Octus IQ, the episode offers a deep dive into modern sales strategies and leadership in a rapidly changing market.

KEY TAKEAWAYS

• Outcome-Based Selling: Focus on understanding customer priorities and aligning your product capabilities to drive specific business outcomes.
• Customer Value: Continuously create, realize, and measure value post-sales to improve customer retention and satisfaction.
• Sales Enablement: Importance of thorough training and enabling sales teams to speak the customer's language and have consultative conversations.
• Old School Tactics: Leveraging traditional methods like cold calling to enhance lead generation and build stronger customer relationships.
• Team Collaboration: Success in sales requires a collaborative effort across various teams such as SDRs, sales enablement, and RevOps.
• Leadership Lessons: Importance of being genuine, maintaining high energy, and having a strong emotional connection with the team and customers.
• RevOps Importance: Using data-driven insights for accurate forecasting, pipeline management, and understanding customer lifecycles.
• Innovative Tools: Utilizing advanced tools and methods for pipeline generation and account management.

QUOTES

• "Talent's a lifeblood, man. Talent's a lifeblood." - Scott Harvey
• "If you focus on the outcomes, it's at the C level that you need to be." - Scott Harvey
• "It's all about value; if you can tie to their key priorities and initiatives at sea level, then you can build a value mountain." - Scott Harvey
• "Sales is a team sport; winning as a team is about all functions in the go-to-market working together." - Scott Harvey
• "The more the customers educate you on their business, the better engagement and outcome you can have for both of you." - Scott Harvey
• "It's okay if you ask a dumb question or say something wrong. Be willing to be vulnerable." - Scott Harvey
• "If you keep focusing on the customer's language, you build better strategies." - Scott Harvey
• "We built what we called the value life cycle: enable value, create value, realize value, and champion success." - Scott Harvey
• "Realized value through the operational process is what drives your renewal and upsell." - Scott Harvey
• "Getting to the customer's personal and measurable value is crucial in a successful sales engagement." - Scott Harvey

Find out more about Scott Harvey through the link below.
LinkedIn: https://www.linkedin.com/in/scottharvey2/

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 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.

In this episode of Tech Sales Insights, Randy Seidl is joined by Burke Mesta, founder of Belsa Inc., to discuss the importance of balancing trust and relationships versus the role of AI in sales. Burke shares his extensive career journey, including his experiences in engineering, sales, and management at renowned firms like PTC, Bicis, and Temenos. The conversation delves into the critical role of trust and personal relationships in business, the evolving landscape of revenue intelligence and performance management, and the necessity for effective leadership over mere management. Burke also highlights the value of mentorship, drawing from his own experiences and insights from industry veterans like John McMahon and Tom Mendoza. The episode concludes with a light-hearted anecdote about a skiing adventure, reinforcing the theme of personal connection throughout the conversation.

KEY TAKEAWAYS

• Importance of Relationships: Highlight the importance of building and maintaining relationships in the business for long-term success.
• AI vs. Relationships: Discuss finding the balance between leveraging AI tools and maintaining personal relationships. Berk emphasizes that AI is a tool and should not replace human interaction.
• Power of Trust: Trust is fundamental in building successful business relationships. It is difficult to build and easy to destroy.
• Mentorship: Discussion on the importance of mentorship in personal and professional growth. Berk mentions several mentors who have influenced his career.
• Leadership vs. Management: Berk's perspective on leadership – leading by example and building personal connections with your team rather than just managing.
• Revenue Operations: Insight into how revenue operations can bridge the gap between marketing and sales and improve overall efficiency and growth.
• Performance Feedback: Highlight on the necessity of regular and constructive feedback in improving team performance.

QUOTES

• “We're in the business of profit, but not at the business of, of hurting someone for that profit.”
• “Feedback isn't even criticism. Is it negative? It's productive for improvement, continuous improvement.”
• “The power of trust is key.”
• “I'm going to get personal with my customers. I'm going to get personal with my team, and then we're going to be able to break down these barriers and we can have a more clear and open communication path.”
• “We know all these old strategies that we learned going back to my McMahon days and PTC days of consultative selling, strategic selling, but relationships are what's key to be able to enable that.”

Find out more about Berk Mesta through the link below.
LinkedIn: https://www.linkedin.com/in/berk-mesta/

This episode is sponsored by Avnir, the Relationships Excellence sponsor of the Sales Community. Avnir leverages AI and decades of Relationship Economics® insights to help businesses unlock the hidden value in their connections, enhancing human interactions and driving strategic growth through organized, activated, and monetized relationships.

In this episode of Tech Sales Insights, Randy Seidl is joined by Paul Irving and Scott Barker from GTM Fund to delve into the dynamics of go-to-market (GTM) strategies and best practices. Scott, who also runs the GTM podcast and newsletter, along with Paul, the Platform Director, share their extensive experience and insights from investing in B2B SaaS companies. They discuss the evolution of outbound sales, leveraging relationships for warm introductions, and the impact of AI on sales tactics. Additionally, they touch upon the importance of personalized communication, the value of data-driven strategies, and the significance of marquee hires. With humorous anecdotes and practical advice, this episode offers a comprehensive overview for anyone looking to enhance their GTM approach.

KEY TAKEAWAYS

• The Power of Relationships: Leveraging your network and warm introductions is key to successful outbound sales, especially in the competitive B2B SaaS space.
• Outbound Sales are Alive and Thriving: Despite challenges, outbound sales remain a critical component of GTM strategies. Creativity and critical thinking are essential for success.
• The Value of GTM Expertise: GTM Fund's unique approach, combining investment with operational support, has proven invaluable for startups looking to scale effectively.
• Respecting Social Capital: When asking for introductions, be meticulous in your preparation and mindful of the social capital you're leveraging.

QUOTES

• "Outbound sales are not dead; they just require more creativity than ever before."
• "Capital is a commodity; value lies in the network and the execution support we provide."
• "Treat every warm introduction with care; it’s social capital that you must respect."

Find out more about Scott Barker and Paul Irving through the links below:
Scott Barker’s LinkedIn: https://www.linkedin.com/in/ssbarker/
Paul Irving’s LinkedIn: https://www.linkedin.com/in/paulsirving/

This episode is sponsored by 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 Tom Boccard, EVP of Sales at SmartSource, to discuss strategies for achieving maximum ROI from events and tips for selling to new accounts and markets. Tom shares his career journey, provides an overview of SmartSource's services, and delves into best practices for event planning, including cost control, leveraging technology, and proactive engagement with potential customers. He highlights the importance of relationship-building, utilizing sales tech stack tools like ZoomInfo and Outreach, and the advantages of collaborating closely with marketing teams. The conversation also touches on hiring new sales talent, training, and fostering a collaborative company culture focused on continuous improvement.

KEY TAKEAWAYS

• Maximizing Event ROI: Learn practical steps to improve your return on investment from events, focusing on aligning marketing and sales efforts, understanding your audience, and leveraging technology to create immersive experiences.
• Sales and Marketing Alignment: Discover the importance of a unified revenue team and how to break down silos between sales and marketing for more effective go-to-market strategies.
• Leveraging Relationships: Understand how to build and maintain strong client relationships that lead to long-term success, and how to train your sales team to do the same.
• Evolving Sales Strategies: Explore the significance of staying curious and continually developing sales skills, from early career lessons to advanced sales tactics.

QUOTES

• "Stagnation is the equivalent of death. You’ve got to keep evolving, learning, and fine-tuning your skills."
• "Maximizing event ROI isn’t just about having a great event; it’s about what you do before, during, and after the event to ensure you’re driving value."
• "The key to a successful sales and marketing alignment is viewing both as one team with a common goal, not as separate entities with competing interests."

Find out more about Tom Boccard through the link below:
https://www.linkedin.com/in/tboccard

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 with Dave Cronk, SVP of Sales for EMEA at Tricentis, about his extensive experience in building and managing international sales teams. The discussion covers a wide range of topics including the importance of cultural understanding in international sales, effective sales strategies, tech stacks, and the pivotal role of sales ops and rev ops. Dave shares insights from his career journey, including his time at HP, SolarWinds, and Tricentis, and emphasizes the significance of relationships and authenticity in sales. The episode also touches on personal anecdotes, career advice, and the value of mentorship.

KEY TAKEAWAYS

• Building Resilient Teams: The importance of investing in people and nurturing talent to create a strong, cohesive team, especially in diverse international markets.
• Crisis Management: How transparency, communication, and proactive customer engagement can turn a challenging situation, like a security breach, into an opportunity to build stronger relationships.
• Leadership in Sales: The role of a leader in inspiring teams, driving performance, and thinking strategically to meet and exceed goals.
• Importance of Partner Ecosystems: Leveraging a strong partner network to ensure scalability and customer satisfaction in enterprise sales.
• Adapting to Market Needs: Understanding and responding to the unique demands of different markets, particularly when expanding into new regions.

QUOTES

• "Sales leadership is a lot like coaching—invest in people, help them grow, and the rewards are immense."
• "When a crisis hits, the most important thing is to get out in front of it, be transparent, and communicate clearly with your customers."
• "Building a strong partner ecosystem is key to scaling effectively and ensuring our customers get the best possible service."
• "In sales, it's not just about making the deal—it's about understanding the customer’s long-term needs and building a relationship that lasts."

Find out more about Dave Cronk through the link below:
https://www.linkedin.com/in/globalleader-dave-cronk/

This episode is sponsored by 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 Paul Salamanca, co-founder and CEO of the Top 1 Percenter Academy. They discuss the importance and challenges of sales coaching, share insights on leveraging tools like Gong and Clary, and emphasize the role of resilience, mindset, and discipline in achieving sales success. Paul's journey from door-to-door sales to creating a successful coaching business is highlighted, along with his focus on the top 1% performers. They also touch upon the evolution of sales practices, the impact of COVID on coaching cultures, and the importance of maintaining strong relationships in the sales process.

KEY TAKEAWAYS

• Sales Coaching Culture: Creating a true coaching culture goes beyond occasional feedback; it requires structured, consistent, and scalable approaches.
• Coaching at Scale: Effective sales coaching must be continuous and integrate with existing sales methodologies to drive better performance across the board.
• Maximizing Top Performers: Investing in the development of top performers can yield significant returns and set a strong example for the rest of the team.
• Sales Tools: Leveraging tools like Gong can enhance coaching efforts by providing actionable insights into sales conversations.

QUOTES

• "Creating a coaching culture isn’t about occasional feedback—it’s about consistent, scalable coaching that everyone can learn from." - Paul Salamanca
• "Investing in your top performers not only boosts their performance but also sets a powerful example for the entire team." - Randy Seidl
• "The key to successful sales coaching is making it a continuous, integrated part of your team's daily routine." - Paul Salamanca

Find out more about Paul Salamanca through the link below:
https://www.linkedin.com/in/toponepercenter/

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 Grant, President of Nasuni, to discuss his impressive career trajectory from CMO to CRO and now President. Dave shares his journey, key insights, and the importance of a holistic go-to-market strategy. The conversation covers the role of rev ops, the importance of a strong corporate culture, and the significance of balancing short-term execution with long-term strategy. Key takeaways include leveraging sales and marketing symbiosis for better outcomes, focusing on transparency within the company, and the value of building a supportive network. Notable quotes from industry leaders highlight Dave's unique blend of strategic and tactical skills. This episode is sponsored by Sandler and Sales Community.

KEY TAKEAWAYS

• Career Progression: Understand the key skills and mindset shifts necessary to transition from a CMO to a CRO and ultimately to President.
• Sales and Marketing Alignment: Learn about the importance of integrating marketing efforts with sales to ensure cohesive go-to-market strategies and successful outcomes.
• Company Culture: Discover how Nasuni's transparent and team-oriented culture contributes to its success and employee satisfaction.
• Strategic Partnerships: Gain insights into how Nasuni leverages partnerships with hyperscalers and channel partners to enhance its market presence and drive growth.
• Challenges and Opportunities: Hear about the challenges in brand awareness and the strategies Nasuni employs to overcome them and capitalize on its market potential.

QUOTES

• Dave Grant on Team Dynamics: "I think team translates into what goes on in the workplace. As long as you're a good teammate, most of it, the rest of it plays out."
• Randy Seidl on Marketing Metrics: "MKLs are great, but what's it doing to turn into an SQL and something that's really trying to add value?"
• Dave Grant on Company Culture: "Paul Flanagan puts it best when he says you take care of your employees. They take care of customers and everything else follows."
• Dave Grant on Nasuni's Growth: "We believe we have the potential with the addressable market we have in front of us... We can be a standalone publicly traded company."

Find out more about Dave Grant through the link below:
https://www.linkedin.com/in/dgrant4/

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, Chris Scanlon, CRO at human, discusses the nuances of sales leadership across small and large companies. Sponsored by Alexander Group, Scanlon shares insights on building sales culture, the importance of enablement, and aligning executive teams. He also delves into his career journey, including roles at Accuvant, Optiv, and Checkpoint, and the significant impact of his mentors. Additionally, Scanlon talks about the challenges of defining ideal customer profiles and leveraging a comprehensive sales tech stack, including tools like Clary, Sixth Sense, and ZoomInfo. The episode emphasizes the evolution needed for sales leaders to become effective operators in both startup and large organizational environments.

KEY TAKEAWAYS

• Different Dynamics in Sales Leadership: Understand the contrasting challenges and opportunities in sales leadership within small startups versus large corporations.
• Building a Winning Culture: Learn the importance of creating a positive, engaging culture to attract and retain top talent.
• Staying Customer-Centric: Discover the value of staying close to customers, regardless of company size, to drive sales and innovation.
• The Evolution of Cybersecurity: Gain insights into the growth and specialization within the cybersecurity industry and its impact on sales strategies.
• Leadership Lessons: Chris shares his experiences and lessons learned from merging companies, managing large teams, and maintaining a hands-on approach to sales leadership.

QUOTES

• "At the end of the day, it's about creating a culture where people want to work and thrive."
• "You go from knowing everything about your customers to just checking people's homework. Staying close to the front line is crucial."
• "In cybersecurity, it's not just about antivirus and firewalls anymore. The landscape has evolved dramatically."
• "Leading by example is vital. If you want your team to do more sales calls, you have to show them it's possible by doing it yourself."
• "Building a winning culture starts with hiring the right people and giving them the environment to innovate and succeed."

Find out more about Chris Scanlon through the links below:
https://www.linkedin.com/in/cscanlan/

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.