Tech Sales Insights

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.

In this Tech Sales Insights episode, Randy Seidl is joined by Chuck Smith, VP of Business Development at IBM Infrastructure Group and Sales Community Advisory Board member. Chuck shares insights on IBM's infrastructure services, their pivot to 'as a service' models, and the importance of product-market fit and positioning. The discussion also covers Chuck's career trajectory, the role of sales engineers, and the evolving sales culture at IBM. Chuck emphasizes the value of networking, and maintaining personal relationships, and offers practical GTM tips for sales professionals. Sponsored by Sandler, this episode provides a deep dive into the strategies shaping IBM's market approach.

KEY TAKEAWAYS

• IBM’s GTM Strategies: Discussions about IBM’s focus on modernizing through AI and Hybrid Cloud technologies with an emphasis on go-to-market (GTM) strategies.
• As-a-Service Model: Chuck details IBM’s transition towards offering flexible “as-a-service” models to meet modern business needs.
• Importance of Partners: Emphasis on the critical role of channel partners in driving sales and customer relationships.
• Sales Enablement: The significance of sales enablement and training for successful GTM execution.
• Cultural Shifts: Tackling cultural shifts within IBM to support an annuity-based sales model as opposed to traditional transactional models.
• Career and Mentorship: Chuck shares insights on career growth, emphasizing the importance of mentors and maintaining professional networks.

QUOTES

• On Sales and Customer Relationships: "Salespeople are your customers. Always ensure you’re supporting them to the fullest."
• Regarding IBM’s Strategy: "IBM is much more modern than many perceive, given our investments in AI and Hybrid Cloud."
• On As-a-Service Models: "Adopting an 'as-a-service' model helps IBM offer cloud-like experiences for on-premise infrastructure."
• Sales Insights: "Know the company you’re selling to, understand their business needs, and remember you're selling yourself."
• Market Positioning: "The value proposition is critical. Understand what you're replacing or improving for the client."
• Tech-Sales Synergy: "Pre-sales resources, like sales engineers, are often the unsung heroes. They are vital to closing deals."
• Career Advice: "Keep your professional network in tune, and never take it for granted."

Find out more about Chuck Smith through the link/s below:
https://www.linkedin.com/in/chucksmith3/

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 Matt Horner, Executive Vice President of Global Enterprise Sales at Worldwide Technologies (WWT). They discuss the role and impact of generative AI in enterprise businesses, the importance of company culture at WWT, and the innovative ways WWT integrates new technology partners. The conversation also covers Matt's career journey, including his start in inside sales, his rise to leadership at WWT, and his approach to fostering enterprise relationships. Matt emphasizes the significance of preparation and adaptability in sales, and the ongoing need for training and development within teams. The episode highlights WWT's commitment to mentorship, community involvement, and the continuous pursuit of excellence in both innovation and customer engagement.

KEY TAKEAWAYS

• Generative AI's Impact: Compared to the industrial revolution, it can revolutionize modernization, profitability, and efficiency in enterprises.
• Enterprise Adoption: It is crucial for enterprises to leverage AI to avoid disruption and address cyber threats.
• Sales Team Strategy: Focuses on highly structured training and enablement, including AI driver's licenses and certifications.
• Company Culture: Emphasizes respect, innovation, and continuous improvement, protected as the company scales.
• Industry Relationships: New relationships within large enterprise accounts are important to gain advocates and deeper engagement.

QUOTES

• "Generative AI is the modern-day industrial revolution in terms of technological advancement." — Matt Horner
• "Our net new logos in the enterprise space are net new relationships." — Matt Horner
• "Preparation for separation is key; you need to bring something that catches the client's eye to differentiate yourself." — Matt Horner
• "If you ignore the necessary adoption of AI in your enterprise, you risk being disrupted by industries leveraging it." — Matt Horner

Find out more about Matt Horner through the link/s below:
https://www.linkedin.com/in/matt-horner-a38b713/

This episode is sponsored by Iternal, empowering enterprises to become Idea Factories with its Turnkey AI solutions. By rapidly deploying patented AI technology and innovative methodologies, Iternal helps organizations transform the way their teams collaborate, engage with customers, and scale their best ideas seamlessly.

In this episode of Tech Sales Insights, Randy Seidl is joined by Greg Brown, chairman and CEO of Motorola Solutions, to discuss his transformative leadership journey with host Randy. Greg shares his approach to decision-making, mentorship, and the critical role of clear communication. Reflecting on Motorola's significant growth through over 40 acquisitions and a 1400% increase in shareholder returns, he underscores the importance of customer engagement and listening over telling in sales. The episode also explores effective team dynamics, a meritocratic management approach, and the value of diverse perspectives. With insights on navigating Quarterly Business Reviews (QBRs), sales leadership, and genuine communication, Greg emphasizes resilience, adaptability, and the importance of continuous learning and authenticity in leadership. The discussion includes personal anecdotes, lessons from industry leaders, and the significance of integrating knowledge with wisdom for successful decision-making.

KEY TAKEAWAYS

• Transformational Leadership: Under Greg's tenure, Motorola has made significant transformations including over 40 acquisitions and a 1400% total shareholder return.
• Sales and Customer Engagement: Emphasis on real, unfiltered feedback from customers and the importance of CEOs engaging directly with sales calls.
• Decision-Making Philosophy: Effective managers should listen and make data-driven decisions but also rely on gut feelings when necessary.
• Team Dynamics: Encourages a culture of candid feedback, adaptability, and resilience; mentorship and nurturing talent within the team are crucial.
• Leadership Style: Combining knowledge and wisdom, balancing fact and intuition, and continuously learning and challenging conventional thinking.
• Values and Culture: Family-oriented, values-driven leadership with a focus on integrity, energy, and positivity.
• Lessons from Experience: Reflecting on mistakes made early in his career, Greg highlights the importance of transparency, communication, and appreciating company culture.

QUOTES

• - "Wisdom is experience." - Greg Brown
• - "Don't read the label. You'll never have it." - Greg Brown
• - "At the end of the day, there's always an intuition." - Randy Seidl
• - "It doesn't matter where we're from. It matters where we're going." - Greg Brown
• - "When you're the senior person in the room, speak less, speak last." - Greg Brown 
• - "You learn by your mistakes." - Greg Brown
• - "It's not the cards you're dealt. It's how you play the hand." - Greg Brown
• - "People say Oh, you're a very good communicator. You're good on your feet. That has nothing to do with it." - Greg Brown

Find out more about Greg Brown through the links below:
https://www.motorolasolutions.com/newsroom/leadership/greg-brown.html

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 Scott McNealy, former CEO of Sun Microsystems, unfolds his vast career insights and personal anecdotes. The discussion, primarily focusing on sales tips, touches on various topics such as McNealy's parenting philosophy, experiences as a sales leader, and humorous personal stories from his life. The script highlights McNealy's sales strategies, the importance of leadership involvement in sales, and maintaining ethics in business. Also included are McNealy's ventures post-Sun, his involvement with his sons' careers, and the personal values that have guided his life and work.

KEY TAKEAWAYS

• Sales Tips: Emphasis on the importance of building strong relationships and being present.
• Leadership: McNealy's focus on ethical leadership and employee fulfillment.
• Parenting Wisdom: McNealy discusses his strict but loving approach to parenting.
• Company Culture: Sun Microsystems' culture fostered numerous future leaders.
• Innovation and Persistence: Notable stories of overcoming business challenges with creativity and resilience.
• Personal Growth: Transition from being shy to becoming an effective public speaker and leader.

QUOTES

• - 'Sales is a contact sport. You've got to be there. You can't zoom your way to B2B success.' — Scott McNealy
• - 'No deals ever lost. It's only postponed.' — Scott McNealy
• - 'You're not your kid's friend. You're their parent and too many parents want to, have sleepovers, go water skiing with their kid and do all of these other things.' — Scott McNealy
• - 'If you're going to bring a child into the world…you ought to take full responsibility until they're out of the nest.' — Scott McNealy
• - 'It's your responsibility to keep skills current, not the company's.' — Scott McNealy
• - 'Everything will be fine. Don't you dare cheat.' — Scott McNealy

Find out more about Scott McNealy through the links below:
https://www.linkedin.com/in/smcnealy/

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 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.