E141 - Be Effective: As a Sales Leader Being Right is Overrated with Phil Castillo

In this episode of Tech Sales Insights, Randy Seidl is joined by John Barrows, CEO of JB Sales, as they explore the timeless principles of sales. They delve into the transformation of sales fundamentals over the years and how staying authentic in the ever-evolving sales landscape is crucial. From sharing personal experiences to discussing the impact of AI on sales coaching, this episode is a treasure trove for both seasoned professionals and those starting in sales.

KEY TAKEAWAYS

• The importance of authenticity in sales and staying true to oneself.
• Navigating the shift in sales fundamentals and learning from both old and new practices.
• Lessons from John's journey in sales, from DeWalt power tools to leading JB Sales.
• The value of immediate and objective AI-driven feedback in coaching and improving sales performance.
• Overcoming challenges in the corporate world and finding success by staying true to one's values.

QUOTES

• "Lying is hard. It's easier to be authentic and genuine in sales."
• "Coaching is the number one thing a manager should do, but it's often not what they do."
• "If you're surprised that your manager is an asshole during a performance review, you haven't been paying attention."
• "The endorphin component of immediate feedback is crucial for reps' growth."
• "AI coaching tools can provide objective insights, eliminating subjectivity in feedback."

Find out more about John Barrows through the links below:

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

This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.

https://www.alexandergroup.com/

In this episode of Tech Sales Insights, Randy Seidl interviews Richard Harris, the author of the upcoming book, "The Seller's Journey." In this episode, they delve into the intricacies of sales, from the importance of understanding the buyer's journey to the art of respecting contracts. Richard shares insights from his extensive experience in sales training and go-to-market strategies, providing valuable tips for both seasoned professionals and newcomers to the field.

KEY TAKEAWAYS

• Navigating the Sales Landscape: Understand the nonlinear nature of the sales process and the importance of having a clear map and compass to guide your journey.
• Personalization in Sales: Recognize that sales is inherently personal and learn how to effectively connect with prospects on a human level.
• Respect Contracts: Embrace the concept of respect contracts to set expectations, maintain control of conversations, and foster mutual understanding with prospects and clients.

QUOTES

• "There is no such thing as a buyer's journey. It's all about the buyer's experience through a seller's journey."
• "Sales is always personal. Don't pretend rejection doesn't sting; acknowledge it and learn from it."
• "Respect contracts are the foundation of effective communication in sales, setting the tone for productive conversations."

Find out more about Richard Harris through the links below:

• LinkedIn: https://www.linkedin.com/in/rharris415/
• The Seller’s Journey Book by Richard Harris: https://a.co/d/8B9TA9s

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

• Sales Community: https://www.salescommunity.com/
• Spotlight: https://www.Spotlight.ai/

In this episode of Tech Sales Insights, Randy Seidl in an insightful conversation with Mohamad Ali, Chief Operating Officer of IBM Consulting, they delve into the transformative impact of generative AI on the IT consulting industry. From disrupting traditional sales processes to enhancing cybersecurity for global organizations like NATO, Ali shares real-world examples of how AI is reshaping the landscape. Discover the secrets behind IBM Consulting Advantage, an AI services platform, and explore the profound productivity improvements witnessed in groundbreaking projects. Learn how IBM Consulting is at the forefront of embracing AI to drive efficiency, security, and innovation.

KEY TAKEAWAYS

• The IT consulting industry is on the brink of a significant transformation with the advent of generative AI.
• Gen AI is disrupting traditional sales processes, leading to monumental shifts in client engagement and project timelines.
• IBM Consulting Advantage provides a consistent approach to building AI solutions, ensuring security, governance, and protection against biases.
• Real-world examples, such as the NATO cybersecurity project, showcase the immense potential of AI in solving complex challenges.
• Productivity improvements of up to 52% have been observed in projects utilizing AI assistants, emphasizing the practical impact of Gen AI.

QUOTES

• "We need to bring consistency to AI projects because it's not just about building great solutions; it's about securing, governing, and protecting personal information."
• "The consulting market is not going to stay labor-based; Gen AI will disrupt the industry in the same way Uber disrupted the taxi business."
• "Focus on doing a great job and loving what you do. Internal politics will fade away if you genuinely enjoy your work." 

Find out more about Mohamad Ali through the links below:

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

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

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

In this episode of Tech Sales Insights, Randy Seidl is joined by Collin Mitchell, the Managing Partner at Leadium, as they delve into the dynamic world of outbound sales. They discuss how traditional outbound sales methods are evolving and share insights on what works in today's competitive landscape. From personalized email strategies to the power of cold calling, they explore practical tips and techniques to boost sales effectiveness. Discover the secrets to successful outbound sales in the digital age

KEY TAKEAWAYS

• The importance of personalized outreach in email campaigns.
• Strategies for effective cold calling, including data segmentation and technology tools.
• Leveraging social media insights to enhance email personalization.
• Building relationships through podcasting as a unique outreach strategy.
• Tips for avoiding spam filters and maintaining deliverability in email campaigns.

QUOTES

• "Each line of your email is to get them to read the next line."
• "The power of the phone is the most effective channel for conversions."
• "Building relationships through podcasting is a strategy I've used in the past and have driven lots of revenue doing that."
• "Podcasts are a great way to be different and stand out in the sales landscape."

Find out more about Collin Mitchell through the links below:

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

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

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

In this episode of Tech Sales Insights, Randy Seidl is joined by Matt Dixon, the founding partner at DCM Insights, to delve into the captivating world of Challenger sales and explore the profound insights from Matt's latest book, "The Jolt Effect: How High Performers Overcome Customer Indecision." They discuss the evolution of sales strategies, the impact of the pandemic on decision-making, and the crucial moments that define successful sales interactions.

KEY TAKEAWAYS

• Challenger Sales Evolution: Understand the genesis of Challenger sales during the global financial crisis and its continued relevance in transforming sales approaches.
• The Jolt Effect: Explore the story behind Matt's latest research, which unravels the challenges of customer indecision, particularly after initial interest, and how high performers navigate this critical phase.
• Sales in the Virtual World: Examine the shift to virtual sales environments, accelerated by the COVID-19 pandemic, and the unique opportunities and challenges it presents.
• The Two Acts of Sales: Recognize that sales is a two-act play — first, sparking customer interest and then addressing the indecision that arises after the initial commitment.
• Overcoming Overloads: Dive into the three major sources of indecision - too many options, information overload, and expectations overload - and learn how top performers navigate these challenges.
• Decision-Making in a Downturn: Explore how the current business landscape, including economic uncertainties and the aftermath of the SaaS reckoning, contributes to heightened indecision among customers.
• Startup Challenges: Discuss the difficulties faced by startups in breaking into the market due to a lack of track record, customer references, and airtight ROI guarantees.

QUOTES

• "Sales is really a two-act play. The first act is getting the customer interested, answering the 'why change' question. The second act is dealing with the cold feet moment in the sale, navigating indecision after initial interest."
• "The best salespeople excel at putting their figurative arm around the customer's shoulders, instilling confidence, and saying, 'You're making a great decision. We've got your back.'"
• "We're doing this to ourselves - offering more options, information overload, and ambitious promises. These amplify customer indecision, making even normally decisive people behave indecisively."

Find out more about Matt Dixon through the links below:

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

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

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

In this episode of Tech Sales Insights, Randy Seidl is joined with David Schneider, General Partner of Co-Two and seasoned executive with a remarkable track record. Dive deep into the lessons learned throughout Schneider's career, covering topics such as culture, growth, hiring, forecasting, and more. From his early days at UC Irvine's Championship sailing team to leading companies like Data Domain and ServiceNow, Schneider shares valuable insights and anecdotes that shaped his journey. Discover the secrets behind scaling businesses, overcoming rejection, and the evolution of customer success in today's competitive landscape.

KEY TAKEAWAYS

• Embracing a "beginner's mindset" in tackling unsolved problems can open doors to unprecedented success.
• Overcoming rejection involves understanding and addressing the specific needs of the situation, whether in hiring or sales campaigns.
• In the early stages of a business, integrating customer success into the sales function can be more efficient, emphasizing a company-wide commitment to client satisfaction.
• The importance of learning from failures, maintaining humility, and appreciating the journey, as success often follows struggle.
• The role of leadership in inspiring and learning from team members, with a focus on continuous improvement and adaptability.

QUOTES

• "If you don't know struggle, you can't appreciate success. Failure is good; it teaches you humility and humbleness."
• "Great leaders understand how passionate their employees can be. You either bet on the come or you bet on experience and knowledge."
• "Solving customer problems is the job of everybody in the company. Salespeople are the tip of the spear, bringing every resource to bear for the good of the company."
• "Every company has its own set of challenges and culture. Helping management teams think about growth and bringing engineering into the product development cycle is crucial."
• "Building community within a company is about aligning everyone's role with the ultimate goal of dominating a marketplace through exceptional customer service."

Find out more about David Schneider through the links below:

• LinkedIn: https://www.linkedin.com/in/davidschneider2/

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

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

In this episode of Tech Sales Insights, Randy Seidl engages in an insightful conversation with Sam Nelson, the founder of SDRLeader.com and Agoge Prospecting School. Discover the secrets of successful outbound prospecting, the importance of proper enablement, and the nuances of effective sequence strategies. Sam shares his journey from starting a mission-driven company to becoming a leader in SDR management and sheds light on the key elements that make outbound prospecting a game-changer for businesses.

KEY TAKEAWAYS

• Prioritize Right Prospects: Effective outbound starts with aligning sequences to the right prospects, requiring clear prioritization and careful title targeting.
• Sequencing Efficiency: Sequences are a series of touchpoints (phone, email, LinkedIn) designed for efficient and personalized outreach, maximizing the impact of personalization efforts.
• Focus on Meetings Held: The primary goal is to schedule meetings between SDRs and account executives with the right decision-makers, ensuring valuable use of time and resources.
• Empower Account Executives: Once a meeting is set, pass the prospect to the account executive to ensure a smooth transition and avoid complications in the sales process.
• Feedback Loop: Establish a feedback loop between SDRs and AEs to address any issues in the handoff process and ensure effective collaboration for successful conversions.

QUOTES

• “If you get fully attributable meetings with people, it's very valuable.”
• “The sequence really sets you up to get through to them on the phone and get that initial meeting set.”
• “Once you have got the meeting scheduled with the right person, that's a good time to pass it to the AE.”

Find out more about Sam Nelson through the links below:

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

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

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

In this episode of Tech Sales Insights, Randy is joined by John Byrne, President at Dell, for an insightful conversation on the evolution of the customer journey. They explore the dynamic shifts in buyer behavior, the impact of Gen AI, and how technology is reshaping the sales landscape. John shares his experiences and perspectives on leadership, vision, and the critical role of human interaction in the age of digital transformation.

KEY TAKEAWAYS

• The rapid evolution of customer buying behavior driven by Gen AI.
• The importance of human interaction in a tech-dominated sales landscape.
• How AI is transforming decision-making processes in customer interactions.
• The role of leadership vision in guiding teams through technological advancements.
• The need for sales leaders to adapt to both outcome and transactional selling.

QUOTES

• "Gen AI is the heart of the change; it's the first time humans and machines come together to solve unprecedented challenges."
• "In the future, growth will come not just through capacity but through commercial productivity."
• "As a leader, you're not just leading sellers; you're leading the act of selling in the modern age."
• "Curiosity is a superpower; being curious allows you to build a vision for the future."
• "Lead with optimism; life is short, and we're navigating a future full of possibilities."

Find out more about John Byrne through the links below:

• LinkedIn: https://www.linkedin.com/in/john-byrne-966b1720/

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

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

In this episode of Tech Sales Insights, join us for a fireside chat with Scott Strubel, Vice President of the America's Partner Organization at Darktrace, a leading cybersecurity AI company. Scott shares his firsthand experiences and insights from the first 90 days as a new leader in the cybersecurity landscape. From his childhood jobs shaping his approach to leadership to his impressive career journey spanning HP, Oracle, NetApp, Commvault, Hitachi Vantara, and Darktrace, Scott dives into the importance of building strong partnerships and outlines his strategies for success. Learn about Darktrace's evolution, Scott's go-to-market plans with partners, and his emphasis on fostering a collaborative and accountable culture.

KEY TAKEAWAYS

• The First 90 Days as a New Leader: Scott delves into the critical initial period of leadership and emphasizes the significance of building relationships with partners, sales organizations, and key team members.
• Navigating Partner Relationships: Exploring the complexities of the cybersecurity industry, Scott discusses the challenges and strategies for enhancing partner collaborations and sales enablement.
• Strategies for Growth: Unveiling Darktrace's plans, Scott outlines the six breakthrough goals and the structured approach toward achieving them, focusing on measurable results and partnership expansion.
• Cultural Accountability: Scott shares insights into the cultural elements he prioritizes, emphasizing the importance of shared values, accountability, and consistency in driving success.

QUOTES

• "What partners want from their technology OEM vendor partners is predictability, consistency, and profitability."
• "Really good partner sellers sell what's profitable and what's easiest to sell."
• "We consider ourselves highly accountable to our sales organization and partners, measuring success every 13 weeks."
• "I have this list of 50 things that we hold ourselves accountable to every 13-week quarter in shaping our culture."

Find out more about Scott Strubel through the links below:

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

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

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

In this episode of Tech Sales Insights, Randy Seidl welcomes Amit Bendov, the CEO of Gong, to discuss the profound impact of AI in sales and revenue team transformation. Amit shares the origins of Gong's AI-driven platform, its evolution, and the pivotal role it plays in empowering sales teams. From increased productivity to predictive analytics and integrations with sales methodologies, Gong's technology streamlines processes, enabling teams to focus more on selling effectively.

KEY TAKEAWAYS

• AI's Role in Sales Transformation: Amit describes how AI revolutionized sales processes by autonomously gathering insights from customer interactions, enhancing productivity, and providing data-driven decision-making.
• Gong's Solutions and Innovations: He highlights Gong's suite of AI-powered products—Engage, Forecast, and Conversation Intelligence—and how they optimize sales productivity, forecasting accuracy, and training effectiveness.
• AI's Impact on Productivity and Strategy: The conversation delves into AI's influence in improving efficiency, predicting outcomes, refining strategies, and enabling quicker, more informed decision-making.

QUOTES

• "The idea was an autonomous system that would take all the conversations of customers... and create data and insights for leaders and people in the trenches using AI."
• "AI removes a lot of the work, making teams more effective and efficient. It helps reps do the right thing, especially for rookies, while automating mundane tasks."
• "Remember, AI can take wherever you are and make you better. But to be realistic, you have to have a good business. AI isn't a miracle; it enhances what's already there."

Find out more about Amit Bendov through the links below:

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

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

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