Tech Sales Insights

Randy continues his conversation with Whynde Kuehn in this latest episode of Tech Sales Insights. The two discuss the effectiveness and the risks involved in the growing trend of hybrid working environments and how it correlates with business architecture. Whynde further discusses the metrics involved in the hybrid environment and other good stuff like change management, strategy execution, top-down vs bottom-up approach, and many more so stay tuned.

INSIGHTS OF THE DAY

WHYNDE: 

“Bring it to the doers. So there's two sides of this one, there's the doers, the people who will create the business architecture, and play a unique and often missing role to inform and translate strategy. There's an actual new role around that. It's business architect, it's been in place for a while, but is more emerging, but then there's also how do you actually change the rest of the organization to be able to do cohesive end-to-end strategy execution where you have accountability? And you as we were saying earlier, right, you actually look at it as a muscle, and you actually know how the teams work together and fit together.”

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

• E110 Part 1 - STRATEGY TO REALITY: A Look Into Whynde Kuehn’s Insights On Business Architecture

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.

In this episode, Randy welcomes Whynde Kuehn, author of the book Strategy to Reality: Making the Impossible Possible for Business Architects, Change Makers and Strategy Execution Leaders. Whynde shares her humble beginnings and how she got into sales. Whynde’s conversation with Randy centers on the importance of Vision and Mission statements, their parallels with strategies, the importance of business architecture in designing strategies, and many more. Learn more about Whynde in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

WHYNDE: ALIGNMENT OF STRATEGY AND CAPABILITIES THROUGH BUSINESS ARCHITECTURE

“The architecture sort of the golden thread, right, allows us to keep this continual balance and alignment between strategy, the capabilities we're investing in, and the initiatives and solutions, especially if we need to replan what we're doing very quickly.”

WHYNDE: INSIGHT ON VISION, MISSION, AND STRATEGIES

“Those are sort of the blocks that we anchor back to. And they're, they're also the things that nobody kind of thinks about on a day-to-day basis unless you bring it up, where things start to change, which is where I focus is the strategies, the goals, the objectives, the metrics, the courses of actions, the where we play, how we win, and that's where we spend most of our time because that's where the change is happening, and that's where we need to be really clear.”

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.

It’s the final round with Kevin Delane, and in this episode, he shares his advice for people that have been impacted by recent layoffs in tech sales. Delane suggested keeping one's network active and looking for new opportunities. He also reminded people not to get too down, as the market will eventually turn back around. Kevin also discusses Cohesity’s best practices for marketing, sales, and RevOps with channel partners. Stay tuned for more great insights from Kevin in this latest episode of Tech Sales Insights.
 

INSIGHTS OF THE DAY

KEVIN: ADVICE FOR THE PEOPLE WHO WERE LAID OFF

“The market will always go up and down, and technology will continue to grow. And there's, you know, there's plenty of jobs and right opportunities. So if people are impacted that I'll guarantee you, there are companies out there that are looking to either top grade, or bring great people in. So keep your network out there, keep your network going. And don't get down at some point in time because the market is going to turn back.”
 

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

• E109 Part 1 - KEVIN IS IN: Meet Kevin Delane, CRO of Cohesity
• E109 Part 2 - TOPGUN: Creating Top-Notch Go-To-Market Culture with Kevin Delane

Find out more about Kevin in the links below:

• Kevin Delane | Cohesity | Cohesity.com

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.

Kevin Delane is back and in this second round, he and Randy go deeper into the main topic, which is building a top-notch go-to-market culture within the organization. The two focuses on four aspects of culture which are attitude, trust, accountability, and diversity. Get to know more about these cultural aspects with Kevin and Randy in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

KEVIN: FIRE THEM UP INSTEAD OF DRAGGING THEM DOWN

“I think having a positive attitude, I mentioned before, bringing people up as opposed to bringing them down, and then also, it's your focus during the day of getting things done and bringing solutions. And so from my side, I believe that when people are fired up and focused, they'll achieve more and that's what we try to drive throughout the organization.”

KEVIN: ENSURE TO INSTILL ACCOUNTABILITY TO ALL

“you need people that don't have to live in fear, but they have to feel that accountability through your organization and know that we expect them to deliver. And, you know, if you set the clear expectations and clear priorities for him, like, you know, once he kind of flows down, they're accountable for driving that.”

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

• E109 Part 1 - KEVIN IS IN: Meet Kevin Delane, CRO of Cohesity

Find out more about Kevin in the links below:

• Kevin Delane | Cohesity | Cohesity.com

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.

Today in Tech Sales Insights, Randy welcomes Kevin Delane. Kevin is currently the CRO of Cohesity, focusing on their mission to radically simplify how organizations secure and manage their data while unlocking limitless value. Kevin starts off by sharing his sales career from his humble beginnings to what he is today. Find out more about Kevin in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

KEVIN: BELIEVE IN WHAT YOU SELL

“You have to believe in what you sell. And to me, you know, where I've worked throughout my career, I always felt that I had the best technology. So that's part of your brand, and what you're bringing to your customers out there.”

Find out more about Kevin in the links below:

• Kevin Delane | Cohesity | Cohesity.com

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.

GET OUT AND GET RECONNECTED

Randy is back with David Nour, and today, they talk about the 3 types of relationships. David breaks down each type from Personal, Functional, to Strategic relationships. He also explains why strategic relationships are the ones you should keep not only for your business but also for those you have the relationship with. David and Randy also discuss that it is high time to start going out and reengaging to the world. Learn more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

DAVID: BREAKING DOWN THE STRATEGIC RELATIONSHIP

“Most people I meet have plenty of the first two, they're really missing out on the third one, which is your strategic relationships. These are relationships, beyond coaches, beyond mentors, beyond great bosses, they see the best version of you, and they push you to constantly raise the bar on who you are, how you show up, not just how you perform, but the human being that you become, and the manager and the leader that you become.”

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

• E108 Part 1 - IN A RELATIONSHIP: Your Network, Your Net Worth, And Your Business Relationships with David Nour
• E108 Part 2 - YOU ARE MY ASSET: Relationships As Important Business Assets With David Nour

Find out more about David in the links below:

• David Nour | The Nour Group | NourGroup.com

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.

HUMAN INTERACTIONS ARE IRREPLACEABLE

In the midst of the rise of AI (Artificial Intelligence) and ML (Machine Learning), we may wonder if we humans are going to be replaced, and David Nour has an answer to that. In this episode, David continues to talk about relationships and how they are crucial for the business. David shares his insights about AI and ML, relationships as assets, and how the recent changes in the world affect the dynamics of relationships. Find out more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

DAVID: AI AND ML ARE GREAT, BUT THEY’RE NOT HUMAN

“I love AI and ML, in reducing some of the labor intensity, I love AI and ML in discerning who are the right profiles for us to kind of interact with I love AI and ML recommending kind of next steps and the right content in there, you know, for that buyer's consumption in their buying journey. It does not replace human interaction. And that interaction needs to be value-based. And it needs to be authentic.”

DAVID: RELATIONSHIPS ARE ABOUT INDIVIDUALS

“I keep reiterating to people, relationships are not between logos or buildings. They're always between individuals.”

DAVID: IT’S ABOUT THEM GETTING BETTER

“Convey your credibility to the questions you ask, not necessarily the solutions you provide. This isn't about you, it's about how they would be better off because of you.”

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

• E108 Part 1 - IN A RELATIONSHIP: Your Network, Your Net Worth, And Your Business Relationships with David Nour

Find out more about David in the links below:

• David Nour | The Nour Group | NourGroup.com

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.

RELATIONSHIP IS ARGUABLY THE FUNDAMENTAL ELEMENT OF A BUSINESS

In this episode, Randy welcomes David Nour, CEO of the Nour Group, and the author of Relationship Economics. David will be discussing the importance of learning that building relationships is a teachable skill, one that is objective and quantifiable, and not some simple soft skill. David will also talk about the third edition of his book which was made due to the global changes in business after the pandemic. Find out more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

DAVID: CHANGE IS COMING SOON

“We got to stop calling these things soft skills because we've quantifiably proven that relationships can accelerate, go-to-market relationships can accelerate you identifying and recruiting exceptional talent, relationships can dramatically shorten ramp-up time and time to cash. So it is quantifiable, it's essential. And still, it is not taught in many organizations, and we believe it can be a teachable skill.”

Find out more about David in the links below:

• David Nour | The Nour Group | NourGroup.com

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.

IT'S NOT WHO YOU KNOW, BUT WHO KNOWS YOU

David is back to close the episode and today, he will be discussing with Randy the importance of networking and how it can be leveraged to build a personal brand. David explains how he when leaving IDC, had to start all over again by putting out content and slowly building up his personal and company brand. All these and more in the latest episode of Tech Sales Insights.
 

INSIGHTS OF THE DAY

DAVID: CHANGE IS COMING SOON

“Networking is super important, but I think it goes back to, who knows, I think you should write as much as possible. When you write things down, it forces you to think more clearly, and when you publish, even though you might have one person or two people, your family reading this stuff, or watching this stuff, you got to start somewhere.”

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

• E107 Part 1 - IT’S GETTING CLOUDY: The Future of Business Through the Cloud with David Vellante, Part 1
• E107 Part 2 - SUPERCLOUD: The Rise Of Supercloud And Changes In Data Usage With David Vellante

Find out more about David in the links below:

• David Vellante | SiliconANGLE | TheCUBE

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.

A MAJOR CHANGE IS ABOUT TO COME

David Vellante is back for another round and in this episode, he and Randy will be discussing the concept of cloud computing and the use of data in the cloud. David also hypes up the rise of the “Supercloud” and how it works. They will also discuss how organizations are increasingly able to use data in new ways, such as through AI and machine learning. Find out more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

DAVID: CHANGE IS COMING SOON

“I think you're gonna see a major change in how data is used, it's going to be in the hands of the domain experts, the business people, it's going to be increasing, it's already decentralized physically. But increasingly, organizations are going to be able to use data in new ways.”

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

• E107 Part 1 - IT’S GETTING CLOUDY: The Future of Business Through the Cloud with David Vellante, Part 1

Find out more about David in the links below:

• David Vellante | SiliconANGLE | TheCUBE

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.