Tech Sales Insights

This episode of Tech Sales Insights is the second part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. He provides deep insights into how they choose companies to invest in, as well as the primary importance of change management to survive economic headwinds. Carl also gives actionable tips on how companies must sell and the shift in messaging that this requires.

HIGHLIGHTS

• "Look inside and outside the building" to decide when to invest in a company
• Get things done by focusing on change management
• How to sell effectively in a down market

QUOTES

Adapt as fast as the changes come to survive - Carl: "In the climate we're in today and potentially even broader headwinds going forward, if your company is not changing as fast as what's happening outside the walls of your company, death is near. You just got to be open to change. You have to communicate change."

Show a strong ROI to attract buyers during a downturn - Carl: "In down markets, nothing sells like a strong ROI, so I encourage people to revisit their value proposition, number one, around ROI. The second reason people buy is if you're going to help them drive revenue growth. And if you can have a value proposition that shows tangible evidence of it and you can back it up with quantifiable numbers, people will buy your technology."

The growing complexity of operations has eroded operational rigor - Carl: "Simplicity scales, complexity doesn't."

Find out more about Carl in the link below:

• About Carl

Send in a voice message to us: https://anchor.fm/salescommunity/message

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.

This episode of Tech Sales Insights is the first part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. Today, Carl shares his remarkable career journey, from working at a PBX company in 1987 to the present day at Sequioa, and all the sales jobs in between. He discusses what they do and do not do as a company and how working in a VC keeps him young.

HIGHLIGHTS

• Carl's professional journey to becoming a legend in tech sales sales
• Taking care of a growing family and joining Sequioa

QUOTES

From sales to sales leadership and culminating in becoming partner at Sequioa - Carl: "I got a fortunate opportunity to join Sequoia and I've been here six and a half years and it's been a great experience. I've learned how to be an investor. I think I'm a better executive. I'm much more detailed on how to operate and run a company here." 

Find out more about Carl in the link below:

• About Carl

Send in a voice message to us: https://anchor.fm/salescommunity/message

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.

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we check out the best moments from our conversation with Craig Hinkley, CEO of WhiteHat. He discusses the key attributes of successful sales reps and leaders alike and how to lead your team from within.

HIGHLIGHTS

• The key attributes for success for sales reps and leaders
• Every great team needs a coach, and so do sales leaders
• Be a leader that pushes an organization with a vision 

"Stop wearing the clothes of the CEO. Stop pretending that you have to do this and just be yourself. So lead from within because confidence that comes from knowing who you are and what you stand for and what you believe is far more authentic." - Be yourself and let your vision and passion emanate from you

Find out more about Craig in the link below:

• About Craig

Send in a voice message to us: https://anchor.fm/salescommunity/message

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

Sales Community | https://www.salescommunity.com/

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

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we revisit the best moments from our conversation with Andrew Ettinger, CRO at Astronaut. He digs into some early mistakes that founders make and how grit, passion, and intellectual curiosity remain the top characteristics that indicate future success.

HIGHLIGHTS

• Early founder mistakes and traits to watch for in sales reps
• Spotting grit, passion, and curiosity and building these skills
• Listen to implicit and explicit signals from all channels

"It was really trying to take the time to not rush into the sale, the sales engagement, or rush through things without really trying to build that proper connection with people. I know it sounds very silly, but when you double click on that, it's sort of the old adage that, as a sales professional, you've got two ears and one mouth for a reason and so it's to listen right really well." - Create a connection and be intentional about listening

Find out more about Andrew in the link below:

• About Andrew

Send in a voice message to us: https://anchor.fm/salescommunity/message

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

Sales Community | https://www.salescommunity.com/

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

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we throwback to some of the most memorable moments from our conversation with Jennifer Haas, CRO and Executive Vice President of Sales and Marketing, on the 3 "ships" for growing young leaders into their full potential and much more.

HIGHLIGHTS

• "Clarity is kindness" and creating a team culture based on integrity
• Hiring virtually and revops for forecasting
• Develop rising talent with Leadership, Mentorship, and Sponsorship

"By sponsorship, I mean finding a project or leading a program, something that you can pull somebody up and say, this person would be perfect to lead this program, lead this project. Something that's highly visible that they can really showcase their skillset." - Sponsorship means providing younger reps a visible platform for their skills

Find out more about Jennifer in the link below:

• About Jennifer

Send in a voice message to us: https://anchor.fm/salescommunity/message

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

Sales Community | https://www.salescommunity.com/

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

Welcome everyone to a special episode of the Tech Sales Insights Podcast! This is the last part of the discussion on SKO by David Nour, CEO of The Nour Group. Today, he shares ten ideas to consider to make your SKOs more consistent, and ultimately, more successful. David also talks about using image and story to deliver your path forward and how that relates to the customer lifecycle journey.

HIGHLIGHTS

• Align image and story to cascade the vision throughout the organization
• The sales loop vs the sales funnel
• 10 ideas to make your SKO more impactful
• David's planned marquis events

“If it's all rosy, then it looks too manufactured. But every healthy relationship goes through some challenges, right? We had this challenge and your team took over, I am now drinking Kool-Aid. I am eating our own cooking of "Oh my God, how amazing are we" because now there's an independent. And that's the key.” - David on having an independent identity that can say how great the organization is

Find out more about David in the links below:

• LinkedIn: https://www.linkedin.com/in/davidnour/
• Twitter: https://twitter.com/davidnour
• Website: https://nourgroup.com/

In case you missed part 2, check it out [here - Part 2 Link]!

Send in a voice message to us: https://anchor.fm/salescommunity/message

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

Sales Community | https://www.salescommunity.com/

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

Welcome everyone to a special episode of the Tech Sales Insights Podcast! This is the second part of the discussion on sales kickoffs (SKO) by David Nour, CEO of The Nour Group. Today, he dives deep into the biggest mistakes those in leadership roles make when doing SKO and, of course, how to effectively address them.

HIGHLIGHTS

• 10 costly mistakes leaders could make 
• Using new technologies and tools to present ideas
• A sales kickoff is an opportunity to create new excitement

“If you inspire them to really think about what and how they should behave differently, what skills and what knowledge they need back in their territories and back with their relationships, you'll create [a] much longer-term impact.” - David on not confusing motivation with inspiration

Find out more about David in the links below:

• LinkedIn: https://www.linkedin.com/in/davidnour/
• Twitter: https://twitter.com/davidnour
• Website: https://nourgroup.com/

Check out the first part of the discussion in: https://tech-sales-insights.simplecast.com/episodes/think-diversely-about-your-sales-kickoff-tech-sales-insights-special-ft-david-nour-part-1

Send in a voice message to us: https://anchor.fm/salescommunity/message

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

Sales Community | https://www.salescommunity.com/

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

Welcome everyone to a special episode of the Tech Sales Insights Podcast! Today we have David Nour, CEO of The Nour Group, taking the helm to talk about approaching your sales kickoff (SKO) in more effective and cost-efficient ways.  Tune in as he shares a few misconceptions about growth, challenges leaders face when it comes to SKO, and many more valuable insights!

HIGHLIGHTS

• Leading and thinking differently about your sales kickoff
• A good analogy for approaching SKO
• Misconceptions around COVID growth and forever growth
• On infusing a sense of urgency

“We've got to get beyond these things before we get those sellers together. It's a "we" challenge and "we" opportunity. Anytime I go into a company and hear us and them, what I'm not hearing is that we're all rowing with the same velocity and voracity in the same direction.” - David on working around some of the dysfunctions and challenges in organizations

Find out more about David in the links below:

• LinkedIn: https://www.linkedin.com/in/davidnour/
• Twitter: https://twitter.com/davidnour
• Website: https://nourgroup.com/

Send in a voice message to us: https://anchor.fm/salescommunity/message

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

Sales Community | https://www.salescommunity.com/

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

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we bring back some of the best moments from our conversation with Ed Sim, Founder and Managing Partner of boldstart ventures. Tune in as we talk about finding and working with start-ups and helping them reach new heights.

HIGHLIGHTS

• Working with founders and identifying their common mistakes
• Sales reps that a company should attract
• The right timing of bringing a high-caliber individual to work with technical founders
• The best way to learn about start-ups

“When I think about SaaS, I think about the thing that I said a couple of years ago which is that you want to win the hearts and minds of the developer or the end-user before you win the hearts and minds of the enterprise. The whole idea of how you sell and reach these large orgs is changing.” - Ed on how business models have begun to shift towards SaaS

Find out more about Ed in the links below:

• LinkedIn: https://www.linkedin.com/in/edsim/
• Twitter: https://twitter.com/edsim
• Website: https://boldstart.vc/

Send in a voice message to us: https://anchor.fm/salescommunity/message

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

Sales Community | https://www.salescommunity.com/

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

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we bring back some of the best moments from our conversation with Peter Quirk, previously General Manager of the Global Enterprise East at Hewlett Packard Enterprise (HPE) and now Chief Revenue Officer at ThreatWarrior.

HIGHLIGHTS

• What global enterprise and global accounting mean for HPE
• Become a life-long learner because there are always opportunities, especially in tech
• What it takes to become a great sales manager
• Knowing the true value you can provide the company

“The only thing that I can say the shift has taken place are the partners that are making the shift along with us. Because you still have to do the same things you had to do before, you just end up having to do it remotely. I think you see the partners that are managing their business the best are the ones that are making this transition the best.” - Peter on how global enterprise teams shifted their strategy

Find out more about Peter in the link below:

• About Peter

Send in a voice message to us: https://anchor.fm/salescommunity/message

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

Sales Community | https://www.salescommunity.com/

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