Tech Salescraft

"Everybody operates differently. It's about finding out what people's strengths are, what their areas of improvement are, and about coaching them and developing them in the right way..."

Today on Tech Salescraft, James is joined by Kyle Kearns, Vice President and General Manager, Northern EMEA, at Stratio.

Kyle's journey from Databricks to Starburst, and now Stratio, illustrates the power of aligning sales and technical discovery. As they explore the challenges and triumphs of being a sales leader, hear actionable strategies to cultivate a winning sales approach.

Drawing from his experience in both recruitment and sales, Kyle shares valuable insights on learning to sell complex technical solutions, building internal champions, and the power of mentorship. 

The conversation also highlights the importance of coachability, curiosity, and adaptability when transitioning from individual contributor roles to leading successful sales teams.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

Joining James on today’s episode of Tech Salescraft is Omri Yacubovich, CEO and Co-Founder of Lama AI.

Omri reflects on his journey, emphasising that starting businesses is what he knows best. 

He believes in a founder's ownership and expertise, advocating that the founder should primarily handle sales and marketing at the early stages, learning and iterating on their product-market fit. 

He approaches the idea of bringing in senior salespeople cautiously, proposing that founders should expand their sales teams in anticipation of growth and only when they have a clearly defined playbook.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

We're identifying your secrets (and learning how to protect them) on this episode of Tech Salescraft.

James is joined by Itzik Alvas, Co-Founder and CEO at Entro Security — a renowned cybersecurity expert with an exciting global mission.

Originally a CISO, Itzik abandoned this relatively stable lifestyle to become a Founder. We learn why he made this move; exploring the motivators, industry pain points, and journey since.

We know all good businesses are centred around these pain points. But with Itzik and Entro Security, they bring a new edge with their solution. Keeping the developers they serve in mind, they've created a far more efficient, accessible and impactful tool to help businesses tackle their most pressing security issues.

And we delve into that global mission. With Itzik soon leaving Israel and relocating to Boston, we learn why this move is necessary, and what it means for the future of Entro Security.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

Joining James on today’s episode of Tech Salescraft is Yakir Golan, Co-Founder and CEO of Kovrr.

In this episode, Yakir shares his inspiring entrepreneurial journey, where he sought valuable corporate and cyber experience post-military service, shaping his triumph. 

Along the way, we are reminded of the invaluable guidance and support mentors and industry experts provide during the entrepreneurial journey.

This episode emphasises the significance of having a clear vision, building a strong team, and making data-driven decisions to ensure business success.

Join Yakir as he unveils the transformative power of perseverance and wisdom in overcoming challenges on the path to entrepreneurial success.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

On today's episode of Tech Salescraft, James is joined by Tony Craythorne, Director of Stealth Startup. 

Originally from Slough UK, and now thriving on the West Coast of the US, Tony shares his expertise in opening new locations and connecting with diverse audiences. The pair discuss Tony's unique journey as they reflect on his background, experiences and the core values that shape his character. 

The pair explore the challenges of crossing cultural boundaries, from language differences to financial obstacles. Tony also shares personal anecdotes including the help from a brilliant mentor who guided him through the transition to the US, why he thinks caring for people is crucial in sales and how his passion for helping others succeed drives his leadership approach.

Thank you Tony for joining us!

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Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

Joining James on today’s episode of Tech Salescraft is Gal Elbaz, Co-Founder and CTO of Oligo Security.

Gal takes us through the formative experiences that led him and his childhood friends on a path toward creating their own cybersecurity company. 

From their shared military background to a pivotal breach in the security landscape, this episode sheds light on the genesis and growth of Oligo Security.

Discover which social media platform Gal and his co-founders hacked exposing vulnerabilities and revealing a significant gap in the cybersecurity market.

We uncover some of the encompassing aspects which played a pivotal role in the growth of Oligo as well as what is in store for the future, this is one not to miss.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

Today on Tech Salescraft, James is joined by Pete Crosby, founder of Pete Crosby Revenue.

In this episode, Pete, a four-time Chief Revenue Officer, discusses the challenges of hiring a VP of sales for tech companies. He emphasises the importance of evaluating a candidate’s experience, values match and ability to build a “predictable sales machine.” 💡

The pair also discuss the distinction between a VP of Sales and a Chief Revenue Officer (CRO), noting that a CRO is a strategic player who shapes revenue strategy, while a VP of Sales is a tactical leader focused on building the sales team.

This is a highly insightful episode with lots to unpack and learn from in the world of Tech Sales. 🚀

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

Joining James on today’s episode of Tech Salescraft is Jonathan Tice, a Fractional Executive & CXO.

Join us in this episode as we dive deep into the world of startups with Jonathan, a seasoned expert in product market fit and hiring. Discover invaluable insights on the significance of market research and listening to the needs of customers to achieve product market fit. 

Jonathan shares his unique approach to helping organisations redefine their sales strategies, emphasising the qualities of resilience, curiosity, and effective communication in potential hires.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

Joining James on this episode of Tech Salescraft is Ian Amit, CEO and Co-Founder of Gomboc.ai.

A hacker at heart, Ian shares the career drivers that have propelled him through various professional ventures. As a person who works with start-ups in his free time, it's Amit has an aptitude and passion for business. 

We dive into business specifics, looking at the role of the CISO. Ian shares why this role is all about influence. And their place in setting the tone for the future.

And how do we account for Ian's rise to the top? He is obsessed with that future. Whilst other founders are preoccupied with the present and past dilemmas, he is looking five, ten, even fifty years ahead. Would you know how to adopt this vision?

Join James and Ian on Tech Salescraft to learn more.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.

Joining James on today’s episode of Tech Salescraft is Joseph Mara, Director SLED Sales Business Unit, US Public Sector at NetApp.

In this episode, Joseph shares their personal journey, highlighting the importance of working smarter instead of harder. He emphasises the need for continuous learning, recognising that what brought us here may not take us there.

The pair discuss Joseph's practical tips on planning the right time to hire, identifying the ideal candidate persona, and conducting effective interviews. As well as the essential role of mentorship, onboarding, and team support, especially in remote work environments.

Tune in for an enlightening conversation on adapting, growing, and becoming a better leader every day.

Tech Salescraft is powered by North Starr, global leaders in technology sales recruitment. For more episodes or recruitment advice, please visit our website at www.thenorthstarr.com.