Tech Sales Insights

INSIGHTS OF THE DAY

TOM: PEOPLE KNOW THEIR TALKING TO THE REAL YOU

“All I would say about anybody is be authentic. Be who you are. Don't try to fit in, don't try to be what the other people might think of is what they want in a sales executive. When I travel the world doing my business, I was Tom Mendoza wherever I was. I was sensitive to culture but I still was me."

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

• E126 Part 1 - CULTURE & LEADERSHIP: Embrace Change and Constant Improvement
• E126 Part 2 - THE RESULT OF BELIEF: How Culture Can Help Organizations Power Through

Find out more about Tom Mendoza in the link below:

• LinkedIn: https://www.linkedin.com/in/tommendoza/

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

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

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

INSIGHTS OF THE DAY

TOM ON WHO THE TOP OF YOUR CONSTITUENTS SHOULD BE

“It's our own people number one, it's the only thing you have complete control over. If your people are pumped up, excited, and committed, the other guy is going to know it and want to buy from you and be around you and the results will show."

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

• E126 Part 1 - CULTURE & LEADERSHIP: Embrace Change and Constant Improvement
   

Find out more about Tom Mendoza in the link below:

• LinkedIn: https://www.linkedin.com/in/tommendoza/

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

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

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

More than just performance and the usual accountability, leadership, and understanding aspects of growth, culture can be a prime factor in long-term success. In this episode of Tech Sales Insights, Randy welcomes Tom Mendoza, Member of the Board of Directors in companies such as VAST Data, Varonis, and more.

Today, Tom talks about leadership and building a culture of transparency, unity, consistency, and more. He highlights the idea of leadership from a personal point of view and actually getting to know your people for who they are and not just focusing on their numbers.

INSIGHTS OF THE DAY

TOM ON THE IMPORTANCE OF LEADERSHIP PRESENCE

“Obviously management is important but leadership is a different skill. I always say about leadership, people don't care what you know unless they know that you care. Show them you care and when you ask back, they will show you they care."

Find out more about Tom Mendoza in the link below:

• LinkedIn: https://www.linkedin.com/in/tommendoza/

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

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

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

A CRO needs to invest ahead of time on when you're going to start getting predictable revenue. In this episode of Tech Sales Insights, we have the last part of our conversation with Mark Stephenson, Go-To-Market Advisor for multiple tech companies.

Mark talks about the best way to identify ICP in situations when ownership is sporadic. He also shares his insights on the PLG motion and how AI might affect the work of inside sellers in the near future. 

INSIGHTS OF THE DAY

MARK: It's like playing chess once you see repeatability

“If it's a repeatable sales motion, okay good I'm interested as a channel partner,  but what's the return on invested capital? Is it predictable margins? Is the street price consistent? Am I going to get twenty-plus gross margin on resale? That calculus has got to work otherwise you're going to get a head fake. The channel partner might say they'll sell it but they won't dedicate resources to it."

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

• E125 Part 1 - MAPPING THE CUSTOMER JOURNEY: Customer Success Through Go-to-Market: https://tech-sales-insights.simplecast.com/episodes/e125-part-1-mapping-the-customer-journey-customer-success-through-go-to-market
• E125 Part 2 - LONG-TERM PROFITABILITY: Think About Where Cash is King: https://tech-sales-insights.simplecast.com/episodes/e125-part-2-long-term-profitability-think-about-where-cash-is-king

Find out more about Mark Stephenson in the link below:

• LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/

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

• Sales Community: https://www.salescommunity.com/
• Modigie: https://modigie.com/

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

What we've known before as the legacy VP of sales has now morphed into roles that cover other aspects that may or may not involve marketing. In this episode of Tech Sales Insights, Randy continues the conversation with Mark Stephenson, Go-To-Market Advisor for multiple tech companies.

This time, Mark discusses the role of CRO and where he thinks marketing should actually report to. He also talks about the best ways to find talent during the hiring process and his advice for those that were affected by the recent tech layoffs.

INSIGHTS OF THE DAY

MARK: You become a better leader after experiencing the role yourself

“I do think a systematic leader can become a really good CRO and business partner to the CEO by having the full go-to-market function of marketing, sales, customer success, RevOps altogether so that you can tune it to the business."

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

• E125 Part 1 - MAPPING THE CUSTOMER JOURNEY: Customer Success Through Go-to-Market: https://tech-sales-insights.simplecast.com/episodes/e125-part-1-mapping-the-customer-journey-customer-success-through-go-to-market

Find out more about Mark Stephenson in the link below:

• LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/

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

• Sales Community: https://www.salescommunity.com/
• Modigie: https://modigie.com/

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

Focus your entire go-to-market around the adoption of high users that will expand with you and you can eventually build a great business around it. In this episode of Tech Sales Insights, Randy welcomes Mark Stephenson, Go-To-Market Advisor for multiple tech companies.

Today, Mark talks about go-to-market alignment and how to approach it for increased efficiency and leverage. He dives into the importance of a great GTM engine and how the concept of product-market fit comes into play.

INSIGHTS OF THE DAY

MARK: Make sure customer paths are well-defined

“If you define that process, you'll find bottlenecks, you'll find inefficiencies and that's the best place to add technology, by the way, is once you really understand the process. Otherwise, you're just going to use technology to speed up a bad process and do the wrong things quicker."

Find out more about Mark Stephenson in the link below:

• LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/

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

• Sales Community: https://www.salescommunity.com/
• Modigie: https://modigie.com/

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

Once a certain level of adoption has been driven and customers see that "first value" moment, you can then find numerous opportunities for cross-selling, expansion, and more. Today's episode of Tech Sales Insights is the last part of Randy's conversation with Jeff Depa, Chief Revenue Officer at Gainsight.

Jeff discusses the framework they adopt when it comes to driving value and outcomes consistently with numerous different clients and customers. He also shares a few examples of sales leaders that he follows and respects and how he's applied his learnings.

INSIGHTS OF THE DAY

JEFF: Sales processes can start with a value hypothesis

“Value is really built on a number of different things. It's what do I think that outcome is? How do I measure it? What's a rational metric for that? What's an appropriate timeline? Putting all of that together, reps build that value hypothesis and that hypothesis turns into a success plan.”

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

• E124 Part 1 - DRIVE OUTCOMES: Linking Technology to Business Impact
• E124 Part 2 - BE HUMAN FIRST: Understand How Your Customers Use Your Product

Find out more about Jeff Depa in the links below:

• LinkedIn: https://www.linkedin.com/in/jeffdepa/
• Gainsight: https://www.gainsight.com/

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

• Sales Community: https://www.salescommunity.com/
• Convertiv: https://www.convertiv.com/

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

While your CS team has visibility into what's happening in your customer base, how do you leverage this across all departments? In today's episode of Tech Sales Insights, Randy continues his conversation with Jeff Depa, Chief Revenue Officer at Gainsight.

Jeff talks about focusing on alignment and how each team can support the other.  He also shares about Gainsight's mission statement of "human first" and how this translates not only in running business processes but also in the product itself.

INSIGHTS OF THE DAY

JEFF: Bringing digital customer success to market

“Providing customer success at scale requires you to do it through your product. It requires you to be able to leverage the intelligence and visibility that a customer success platform like Gainsight can give you, especially through analytics. But it also requires you to do things like self-service, and leveraging community advocates.”

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

• E124 Part 1 - DRIVE OUTCOMES: Linking Technology to Business Impact 

Find out more about Jeff Depa in the links below:

• LinkedIn: https://www.linkedin.com/in/jeffdepa/
• Gainsight: https://www.gainsight.com/

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

• Sales Community: https://www.salescommunity.com/ 
• Convertiv:  https://www.convertiv.com/

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

Years ago, customer success was only something you'd think about when you start to "lose" customers but now you definitely have to be more proactive. In today's episode of Tech Sales Insights, Randy welcomes Jeff Depa, Chief Revenue Officer at Gainsight.

Jeff shares his insights on helping businesses across different industries achieve durable growth through technology, partnerships, and value creation overall. He talks about Gainsight's current ICP and how they even manage to work with some companies outside of their ICP and drive growth there.

INSIGHTS OF THE DAY

JEFF: There are a lot of great ways to leverage AI 

“Think about your customer house score. How do I actually optimize the house score and understand where I have the opportunity for either expansion or risk of potential churn? And so we have AI tools that allow you to go optimize that house score, backflow test it, and determine if I tweak the score this way, all the higher confidence in terms of what my outcomes are actually going to be as it relates to retention, expansion, and cross-sell.”

Find out more about Jeff Depa in the links below:

• LinkedIn: https://www.linkedin.com/in/jeffdepa/
• Gainsight: https://www.gainsight.com/

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

• Sales Community: https://www.salescommunity.com/
• Convertiv: https://www.convertiv.com/

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

Today's episode covers the last part of Randy's conversation with Kimberly Dieter, VP of Sales Solutions at LinkedIn where they talk about how she comes up with frameworks that lead to efficiency, productivity, and attainment.

Kimberly also shares the advice she typically gives to those facing layoffs in the tech sales field and the increasing need to think about goals and expectations more clearly. Learn about all this and more in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

KIMBERLY: THE IMPORTANCE OF ATTITUDE, ACTIVITY, AND ACCOUNTABILITY

“If you come in and you're only focused on attainment and you're not doing the necessary activities, you're not accountable for what happens, and you're showing up with a bad attitude, chances are you're going to fail on your role. For me, if someone can demonstrate, even if they're new in a role and need a minute to ramp, maybe they're not crushing attainment out the gates but they're doing those first three things right, I know that they will be successful."

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

• E123 Part 1 - RELATIONSHIPS MATTER: A Focus on Relationship Density By Top Performers
• E123 Part 2 - IMPROVING QUALITY AND OUTCOMES: What Deep Sales Can Lead To

Find out more about Kimberly Dieter in the links below:

• LinkedIn: https://www.linkedin.com/in/kimberly-dieter-4050ba1b/
• LinkedIn Learning: https://www.linkedin.com/learning/

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

• Sales Community: https://www.salescommunity.com/
• LinkedIn: https://www.linkedin.com

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