Tech Sales Insights

TIME TO ACHIEVE THE WORKLYFE BALANCE YOU TRULY DESERVE

Travis Ashby is back to talk further about work-life balance and how Worklyfe can help companies and salespeople alike achieve it. Together with Randy, Travis will be talking about Worklyfe becoming a bridge for eroding relationships, his advice for people trying to break into tech sales, the startup founders he admires and respects, and many more. Make sure to stay tuned until the end as Travis will be discussing how you can set up your own Worklyfe account.

INSIGHTS OF THE DAY

TRAVIS: WHAT COMPANIES SHOULD REALLY DO

“What companies need to be doing though is just find how to help them inspire work while they're there, and then the whole goal is, the whole key is to help them accomplish what they want in work and life, and so I tell companies all the time, stop talking about yourself like nobody cares about your company, or making you rich or your investors. Nobody cares about your mission, vision, or goals unless you care about theirs. You've got to start with them first.”
 

TRAVIS: ADVICE FOR PEOPLE BREAKING INTO TECH SALES

“Find those people that you admire or respect, and I would say find the people that sell the right way. Find the people that sell with empathy and ethics, and that lead out with relationships because people want to do business with people they like. So find out how to be likable, and figure out how to create a likable personality, because people will just want to do business with you.”

Don’t miss out on our previous episodes; watch out for the next ones!

• E113 Part 1 - WORKLYFE BALANCE: Travis Ashby’s Journey In Sales And Conceptualizing Worklyfe
• E113 Part 2 - HAPPINESS EQUATION: The Ins and Outs of Worklyfe with Travis Ashby

Find out more about Travis Ashby in the links below:

• LinkedIn: https://www.linkedin.com/in/travisashby/
• Worklyfe: https://worklyfe.io/beta/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Decision Link: https://www.decisionlink.com/
• Gong: https://www.gong.io/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

WHAT’S THE FORMULA FOR A WORKER’S HAPPINESS?

Travis Ashby, founder of Worklyfe is back with Randy for Round 2. In this episode, Travis discusses what Worklyfe is all about, as he defines it as his personal happiness movement. He also breaks down how Worklyfe can help people in surfacing what really matters to them and how it helps in finding a worker’s happiness equation. There’s a whole lot more to find out so tune in to this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

TRAVIS: THE PAIN POINT THAT WORKLYFE IS TRYING TO SOLVE

“It's a happiness movement for me. I just felt like the number one problem in the world was unhappiness, like we've never had higher levels of depression and addiction and divisiveness.”

TRAVIS: SURFACING WHAT REALLY MATTERS

“How Worklyfe helps them is we surface what matters to them. So we actually go to people and say, Hey, let's figure out your personal happiness equation, we're going to help you, our software is going to help you surface your purpose and your why and then create goals that are going to help you actually be happier.”
 

Don’t miss out on our previous episode, and watch out for the next ones!

• E113 Part 1 - WORKLYFE BALANCE: Travis Ashby’s Journey In Sales And Conceptualizing Worklyfe

Find out more about Travis Ashby in the links below:

• LinkedIn: https://www.linkedin.com/in/travisashby/
• Worklyfe: https://worklyfe.io/beta/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Decision Link: https://www.decisionlink.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HOW DO YOU STRIKE THE REAL BALANCE BETWEEN WORK AND LIFE?

Randy welcomes Travis Ashby, Founder of Worklyfe, a platform for individualized incentives and benefits platform for the modern workforce, which helps companies improve performance and retention by motivating employees with things they actually care about. Travis talks about his first sales job and how his experience made him notice the issue with the usual incentives being given to employees. He also talks about sacred money, how to spend it, and how he got the idea of Worklyfe. Stay tuned until the end of this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

TRAVIS: COMPANIES’ LACK OF SUPPORT

“There's any number of reasons why people are struggling at their job, and companies don't do a good job at all about being able to be there to support and help people maybe understand and overcome those things.”

TRAVIS: OUTDATED INCENTIVES AND MOTIVATION TACTICS

“Gift cards, cash and swag and stuff. Is that really like, does that really matter to people? Is that really still the thing we're doing to motivate sales?”

TRAVIS: TIME TO DECONSTRUCT INCENTIVE PROGRAMS

“I just started kind of thinking about like, Well, how do we like, deconstruct these crappy incentives, like President's Club, for example, it's like three months into an annual incentive, you already know who's gonna win, and so demotivates 80% of the team.”

Find out more about Travis Ashby in the links below:

• LinkedIn: https://www.linkedin.com/in/travisashby/
• Worklyfe: https://worklyfe.io/beta/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Decision Link: https://www.decisionlink.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HOW DOES A SALES LEADER JUGGLE INNOVATION, SKILLS, AND MANAGEMENT?

Paul Hunter is back to close his interview with round 3 with Randy. In this episode, Paul gives his insights on the need to evolve compensation to drive behavior for better performance, the primary goal of a Chief of Staff, the kind of skills needed to be a good salesperson, and advice for the younger generation and to his younger self. Let’s get a deep dive into these topics in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

PAUL: THE GOAL OF A CHIEF OF STAFF

“One of the things you learn in the Chief of Staff job it’s not enough to make the principal successful, you've got to make the principal and their team successful.”
 

PAUL: FORMULA OF A GOOD TECH SALESPERSON

“Good listening skills, good questioning skills, I have always found in the best technical people, but built on a foundation of great knowledge.”
 

Don’t miss out on our previous episodes and watch out for the next ones:

• E112 Part 1 - IN FOR THE HUNT: Paul Hunter’s Sales Story And Insights On Social Sales Tools
• E112 Part 2 - GOING THROUGH CHANGES: Reconfiguring and Evolving Sales Teams with Paul Hunter

Find out more about Paul Hunter in the links below:

• LinkedIn: https://www.linkedin.com/in/paul-hunter-3743a8/
• Hewlett Packard Enterprise: https://www.hpe.com/us/en/home.html

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Gong.io: https://www.gong.io/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Paul Hunter is back for round 2 with Randy and, in this episode, they talk about reconfiguring and evolving sales teams toward a brighter future in tech sales. Paul discusses what it is that he actually does, the changes happening in tech sales today, the bright future of tech sales, the portfolio shift that HP is doing now, and job openings in the company. Find out more about this exciting news in the latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

PAUL: THE FUTURE IN TECH SALES IS BRIGHT

“A lot of the news is coming with some of the tech layoffs. But I think part of the story that's also missing is, the tech hiring in the past two years far outweighed the layoffs. So I mean, there's a shortage of talent, not an excess of it. So it's very much a buyer's market in terms of world seller's market in terms of if you're talented, there's a lot of demand for your skill. So I think that will just continue. I don't see any slowdown in that.”
 

PAUL: THE PORTFOLIO SHIFT FROM HARDWARE TO CLOUD

“So we are essentially moving from a company that was infrastructure and hardware led with services attached to that hardware. And now we are a cloud company that sells services that pull through hardware, in some instances, not all now. And that's a pretty significant change in and obviously, the balance of those two businesses changes over time.”

Don’t miss out on our previous episode and watch out for the next ones:

• E112 Part 1 - IN FOR THE HUNT: Paul Hunter’s Sales Story And Insights On Social Sales Tools

Find out more about Paul Hunter in the links below:

• LinkedIn: https://www.linkedin.com/in/paul-hunter-3743a8/
• Hewlett Packard Enterprise: https://www.hpe.com/us/en/home.html

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Gong.io: https://www.gong.io/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In today’s episode, Randy welcomes Paul Hunter, North America Sales Leader at Hewlett Packard Enterprise, leading the charge for their pivot to a Service Cloud company. He is also responsible for leading the sales charge and understands the channel from a value and scalability perspective. Paul shares his experience in his first sales job and the power of using LinkedIn and other sales tools in selling and networking. Learn more about Paul in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

PAUL: LINKEDIN AS A RELIABLE SALES TOOL

“We use LinkedIn Sales Navigator. That's one of the suites of sales tools we provide our sales teams. We also use other tools as well. So we found LinkedIn Sales Navigator to be reasonably valuable, and quite useful. I use LinkedIn because sometimes you get more traction with your own teams on LinkedIn than you do use some of the internal tools. So it's just a good way to connect with the broader community and, and hit keep in touch with people.”

Find out more about Paul Hunter in the links below:

• LinkedIn: https://www.linkedin.com/in/paul-hunter-3743a8/
• Hewlett Packard Enterprise: https://www.hpe.com/us/en/home.html

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Gong.io: https://www.gong.io/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Costa Harbilas is back for one last round with Randy, and in this episode, he talks about the power of value-based selling. As a huge believer in it, Costa breaks down why it is helpful, the impact it brings, and how you can do it right. He will also be answering questions about advice for people breaking into the tech space, working at Intapp, and many more. Learn more about Costa and his work in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

COSTA: COLD-CALLING IS NOT DEAD

“I'm a huge believer in value-based selling, and I don't believe you can sell anything unless you have a great match. Nobody wants to buy a thing, they want an outcome, and so we have to have a case for change. And you have to understand the current state of why it's not good enough. So you know why they're gonna buy anything, you build the case, and you differentiate why you're the solution of choice where you've done it successfully in the past. And then you got to figure out the compelling event and why they can't wait for the why that why the value is so impactful, they got to do it now.”

Don’t miss out on the previous episode and watch out for the next ones!

• E111 Part 1 - ONE OF A KIND: The Uniqueness of Selling Into Partner-Led Models with Costa Harbilas
• E111 Part 2 - OUTREACH DYNAMICS: Discussing Effective Customer Outreach with Costa Harbilas

Find out more about Costa Harbilas in the links below:

• LinkedIn: https://www.linkedin.com/in/costaharbilas/
• Intapp Website: https://www.intapp.com/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• OpenSymmetry: https://www.opensymmetry.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Costa and Randy are back to discuss the importance of effective customer outreach when it comes to getting new customers. They discussed the importance of doing research and being sincere and knowledgeable when cold-calling customers. The two also talk about taking advantage of every sales call, sales models, company results, and many more. Join Costa and Randy in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

COSTA: COLD-CALLING IS NOT DEAD

“I don't think it is, and we have a team that does outreach, you gotta reach out with email and phone. I think it's about being effective in what you say.”

RANDY: TAKE ADVANTAGE OF EVERY SALES CALL

“Every single call, you take advantage, any call any presentation you're at, any sales call notes that you see, proposals, everything's a coaching opportunity.”

Don’t miss out on the previous episode and watch out for the next ones!

• E111 Part 1 - ONE OF A KIND: The Uniqueness of Selling Into Partner-Led Models with Costa Harbilas

Find out more about Costa Harbilas in the links below:

• LinkedIn: https://www.linkedin.com/in/costaharbilas/
• Intapp Website: https://www.intapp.com/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• OpenSymmetry: https://www.opensymmetry.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Today, Randy welcomes Costa Harbilas to discuss the uniqueness of selling into partner-led business models in the professional and financial services industries. In this first part of their conversation, Costa talks about how he get started in the industry, his advice to the next generation of top talent, and the importance of providing real-time feedback. These, and many more, in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

COSTA: TRAITS OF  A GREAT SALES LEADER

“It's about hard work. It's about being smart. It's about being intellectually curious. It's about being situationally aware, right, having a high level of emotional intelligence, not just regular intelligence, and just a tremendous amount of grit, right, passion, and perseverance.”

COSTA: IMPORTANCE OF GIVING FEEDBACK

“That real-time feedback in corrective action is important. It's like a coach. You got to be able to provide people feedback…”

Find out more about Costa Harbilas in the links below:

• LinkedIn: https://www.linkedin.com/in/costaharbilas/
• Intapp Website: https://www.intapp.com/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• OpenSymmetry: https://www.opensymmetry.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

It’s Whynde Kuehn’s final round with Randy in this episode of Tech Sales Insights. In this episode, Whynde runs through some questions and shares her insights about engagement models, working together for the customer, spiritual foundations in leadership, taking action on ideas, and many more so make sure to stay tuned only here in Tech Sales Insights.

INSIGHTS OF THE DAY

WHYNDE: IT’S ALL ABOUT WORKING TOGETHER TO HELP THE CUSTOMER

“At the end of the day, it's not about what you're modeling or what you're doing or you're delivering or who you have access to, and what room you're in the conversations with, it's about all of us working together, to help the organization get ideas into action, and to be able to help the customers”

WHYNDE: INSIGHT ON SPIRITUAL FOUNDATION AS A LEADER

“My personal belief is, maybe this is a little bit long lines, what you're saying, Randy, I don't know that one has to be outright about it. But if one does have a deep spiritual grounding, that person will show up in every interaction and everything you write in everything you do in the decisions you make and how you treat people.”

Don’t miss out on the previous episodes with Whynde and watch out for the next ones! 

• E110 Part 1 - STRATEGY TO REALITY: A Look Into Whynde Kuehn’s Insights On Business Architecture
• E110 Part 2 - MULTIDIRECTIONAL: Directional Approaches  Within The Hybrid Environment
   

Find out more about Whynde in the links below:

• Whynde Kuehn | S2e Transformation | Book

This episode of Tech Sales Insights is brought to you by: 

• Sales Community | OpenSymmetry

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.