UltraTalent GTM Insights

Sales leadership is more than just hitting targets—it's about fostering a culture of growth, collaboration, and influence. In this blog, we delve into the insights shared by Keith Payne, a high-performance sales leader with a remarkable track record at companies like SAP Concur, Insight Software and Nintex. His journey from a first-line sales manager to a VP with cross-functional responsibilities offers valuable lessons for aspiring leaders. Let's explore Keith's strategies for building followership, the benefits of coaching, and how to create a strong relationship with your CRO.

Episode Highlights:

00:38 The Many Faces of a VP: Understanding the Role

02:25 Climbing the Leadership Ladder: From Level 1 to Level 3

03:39 The Transformative Power of Coaching in Leadership

06:51 Building Followership: The Heart of Effective Leadership

10:09 The Critical Role of Strategic Conversations

13:10 The Delicate Balance of Communication and Influence

15:48 Building a Strong Relationship with the CRO

Connect with Keith Payne:

LinkedIn:https://www.linkedin.com/in/keithp4yne/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

In this episode,  we dive into the inspiring journey of Steve Singer, a seasoned sales leader with a wealth of experience spanning iconic cloud hyperscalers. From his early days at Salesforce to his current role, Steve Singer shares invaluable insights into building a culture of empathy, communication, and collaboration.

Episode Highlights:

06:44 The Power of Why

12:18 One-on-One Dynamics

15:31 Creating a Culture of Growth 

19:14 Transparency and Alignment Across Functions

22:21 From "Me" to "Us": Shifting Paradigms in Leadership

26:31 Conclusion: Cultivating a Thriving Ecosystem of Growth

Connect with Steve Singer:

LinkedIn: https://www.linkedin.com/in/steve-singer/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor, and under-pressure and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

Starting an entrepreneurial journey demands a blend of passion, perseverance, and strategic decision-making. In this episode, we dive into the enlightening conversation with Robert Coorey, an accomplished entrepreneur who has adeptly tackled the challenges of building and scaling businesses. 

From his early days in corporate sales and marketing to founding a results-driven marketing agency and eventually co-founding Archistar, a thriving SaaS company, Robert delves into the pivotal moments that shaped his path. Expect to gain profound lessons on strategic decision-making, the art of effective capital allocation, and the significance of building defensible moats around businesses. 

Episode Highlights:

03:21 Robert’s Journey from Corporate to Author

05:10 The Founding and Success of Archistar

09:35 Strategies for early-stage SaaS companies and the importance of founder-led sales

16:13  Building a Moat Around the Business

19:29 Capital Allocation Challenges

26:38 Landing and Expanding Strategies

30:21 Maximising Returns with the First Head of Sales

Connect with Robert Coorey:

LinkedIn: https://www.linkedin.com/in/robertcoorey/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor, and under-pressure and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

In the dynamic world of sales, forecasting is both an art and a science. Achieving accuracy, consistency, and growth in forecasting requires a deep understanding of the process. 

In a recent conversation with high-performance leader Mike Saxton, former Senior Vice President with SoftwareAG, Tibco and OpenText, we delved into the intricacies of forecasting. 

In today’s episode, we'll explore key insights and practical tips shared by Mike, providing valuable lessons for sales leaders, account executives, and anyone involved in the forecasting process.

Timestamps:

00:41 Understanding the Forecaster's Goal

01:22 The Feedback Loop – Accuracy, Consistency, and Growth

05:43 The Crucial Building Blocks of Forecasting 

08:23 Building Trust Inside Your Team

10:15 The Value of Shared Ownership and Collaboration

14:47 Challenges in Forecasting and How to Overcome Them

22:19 Key Takeaways for Sales Leaders

31:16: A Mini Masterclass in Forecasting

Connect with Mike Saxton:

LinkedIn: https://www.linkedin.com/in/mike-saxton

Connect with The High Performance Sales Leader Host, Pree Sarkar:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor, and under-pressure and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

In this conversation, Paul Arthur, the VP of Outsystems Australia, provides insights into the dynamics of sales leadership and the foundational elements for nurturing a successful organisational culture. 

The discussion also touches on aligning team members with shared goals, with Paul emphasising the crucial role of transparency in this process. By openly sharing performance metrics and expectations, a collaborative atmosphere is cultivated, as seen in Paul's approach to team forecasting. Additionally, Paul advocates for a holistic approach to sales by integrating pre-sales, marketing, partners, and customer success teams into success cadences, breaking down silos within the organisation.

Episode Highlights:

01:49 Paul Arthur's Startup Journey into Holistic Leadership

04:31 The Positive and Negative Sides of Culture

08:37 The 2x2 Matrix: Getting It Done & Doing It Right

10:19 Transparency, Collaboration, and Goal Sharing: Building a Successful Team

17:24 Encouraging Collaboration through Mentorship

19:35 Conclusion: The Joy of Making a Difference

Connect with Paul Arthur:

LinkedIn: https://www.linkedin.com/in/paul-arthur-744442/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor, and under-pressure and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

In this episode of the High-Performance Sales Leader podcast, Rob Malkin, Senior Regional Director at Bentley Systems, shares his journey of career growth and personal development.

Rob offers powerful insights and anecdotes from his experience of working with Autodesk, Commvault Mural, and Bentley Systems. He speaks about taking risks and stepping outside of one's comfort zone. Rob discusses the importance of building strong relationships in business, understanding different cultures, learning from losses and the value of time.

For those looking to own their career path, Rob describes how having a clear vision and owning your challenge can make a difference. Throughout the conversation, he consistently emphasizes the importance of continuous self-development.

Time stamps

00:24 Starting out from Michigan

04:11 Pioneers, Settlers and Museum Keepers

05:16 The biggest lessons I've learned that sales teams and managers must know

08:19 Life and work lessons as a Sales Leader

10:21 Experiences that have been useful in becoming a better leader?

13:07 Rob's core principles of beliefs

15:46 Owning your challenge

Connect with Rob Malkin

LinkedIn: https://www.linkedin.com/in/robmalkin/

Connect with The High-Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

In this conversation, Riges Younan, a high-performance sales leader at Gloat, shares his experiences and strategies to handle stress and maintain balance as an executive.

Starting as a recruiter, he worked his way up to a APAC leadership role, and discusses his approach to self-care and the importance of mental health in maintaining peak performance. 

He emphasises that good nutrition, regular exercise, meditation, mindfulness, and adequate sleep are crucial for performance and resilience.  Additionally, Riges highlights the value of gratitude and journaling as tools for self-reflection and mental well-being.

04:38 The Impact of Early Life Experiences on Riges Career

07:15 Challenges and Strategies in Building Innovative Companies

10:10 Recognizing and Dealing with Stress and Burnout

13:04 The Importance of Self-Care and Mindfulness

20:38 Practical Tips for Mindfulness and Meditation

23:56 The Role of Journaling in Self-Care

26:57 Conclusion: It's Okay Not to Be Okay

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

Jonathan Stern is a leadership coach who has worked with companies like Salesforce, Mulesoft, Informatica, and IBM in Vice President and Managing Director roles.

At Mulesoft he has seen the teams scale from 10 to 100+ people before the acquisition by Salesforce. He was asked to coach leaders at Salesforce, where his employer became his first client. Now he focuses his time on helping others unlock their leadership potential and impact.

01:43 Transitioning from corporate leadership into coaching
6:10 Switching from being a leader to coaching other leaders
9:33 Manager Vs Leader - Leadership styles
12:38 Crucial mindset shifts for someone to transition into leadership
15:04 Essential skills for managers who want to transition
16:56 GROW Model for coaching
19:49 How can a manager cultivate their leadership skills?

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

As the CEO of Linius, an ASX-listed company with fewer than 20 employees, James has garnered invaluable experience in the art of selling to diverse audiences.

Linius Media Solutions enables their customers to unleash the value in their video archives with world-leading video search, highly efficient content curation, and personalized viewing experiences. 

Prior to Linius, James led transformation and growth at global companies including Integrated Research, Kaltura, BlueJeans Network, and Polycom.

James' journey is a testament to the power of strategic execution and adaptability, and his insights provide a valuable blueprint for CEOs navigating the sales process. 

Here are his tips on selling effectively as a startup CEO:

1 - 🌠 Build your portfolios and long-term vision

2 - ⛓️ Maintain a balanced pipeline

3 - 🤝 Appeal to your Product Development team through Vision Casting

4 - 🏋🏻‍♀️ Influence your teams with a shared vision, accountability, and autonomy

5 - 📣 Clarify your vision and give regular updates

6 - 🧐 Be transparent to your investors at all times

7 - 🫂 Depend on a support system to handle pressure

8 - 🎡 Trust your instincts and embrace agility

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

Success is often born from a delicate balance of diversity, motivation, discipline, and adaptability. To shed light on the path to success, I asked Terry Smagh to share his invaluable insights.

Terry Smagh is the SVP and General Manager for Infor. He has been a pioneer in the APAC region, starting and scaling Qlik and then BlackLine over the last 10 years. Most importantly, he believes in building a culture of success from the ground up, and today we're going to learn all about it. 

Most importantly, he believes in building a culture of success from the ground up, and these are his top tips:

1. 🌱 Leaders must give back to help others succeed
2. 💪 Motivation starts, but discipline keeps you going
3. 🌟 Go from being Good to Great
4. 👁️ Be situationally aware and outwork the competition
5. 👑 Master the 4 levels of leadership: Self, Peers, Individuals and Managers
6. 🏃‍♂️ Be agile, question resistance and take action
7. 🚤 vs 🛳️ Speedboats vs Oil Tankers: Go where you can make the most difference
8. 🧠 Follow the 70-30 rule in hiring talented people
9. 🧑‍🏫 Coach your team through 4 stages: learning, performance, consolidation and stagnation
10. 🤝 Seek to work with the best you possibly can

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!