sales community

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 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 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/

In this episode of Tech Sales Insights, Randy Seidl sits down with David Donatelli, CEO of Riverbed, for a candid conversation on "Lessons Learned." David shares insights garnered throughout his illustrious career spanning EMC, Hewlett Packard (HP), Oracle, and his current role at Riverbed. From telemarketing and sales strategies of the past to the evolving landscape of enterprise solutions, they explore the essence of value-based selling, marketing lead generation, and the importance of customer trust. David delves into the significance of product-market fit, team collaboration, and the transformative impact technology can have on businesses, sharing anecdotes that highlight how Riverbed's solutions have streamlined operations for major companies worldwide.

KEY TAKEAWAYS

• Value-based Selling: Understanding and articulating the true business value of solutions are pivotal in driving successful enterprise sales.
• Customer Trust: Building and maintaining customer trust by honoring commitments and exceeding expectations.
• Team Collaboration: Emphasizing that sales success is a collective effort involving all functions within an organization.
• Product-Market Fit: The criticality of product differentiation and market alignment for sustained success in the enterprise technology landscape.
• Technology's Impact: Real-life examples showcasing how innovative technology solutions positively impact business operations and customer satisfaction.

QUOTES

• "Customers are very smart. They do the research before they meet you. They want to understand how you rank versus others in the industry."
• "Your reputation is built by honoring your commitments to your customers and exceeding what you promise them."
• "It's more important than ever to understand the true business value and articulate that to customers."
• "Sales success is a team sport. Every function within a company has a role to play in achieving success."

Find out more about David Donatelli through the links below:

• LinkedIn: https://www.linkedin.com/in/david-donatelli-29854825b/

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

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

Lee Salz is a sales expert, author, and speaker. He is the author of two international bestsellers on sales differentiation and the architect of the Sales Organization Maturity Assessment. Lee helps companies understand their current sales state and provides strategies for exponential growth

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrel Amy interview Lee Salz about the Sales Organization Maturity Assessment. Lee explains that sales organizations go through different stages of maturity, starting with a sales department and progressing to a sales team and eventually a sales force. He emphasizes the importance of recognizing the need for improvement and investing in the sales organization, especially during good times. The Sales Organization Maturity Assessment helps companies identify areas for improvement and provides recommendations for growth. Lee discusses the characteristics of each stage and highlights the importance of having a prescribed account management approach and evaluating sales talent effectively.

KEY TAKEAWAYS

• Sales organizations go through stages of maturity: sales department, sales team, and sales force.
• The Sales Organization Maturity Assessment helps companies identify areas for improvement and provides recommendations for growth.
• Prescribed account management and evaluating sales talent effectively are crucial for a sales force.

QUOTES

• "If you don't love being in sales, love the profession, it's very hard to sell from the heart."
• "You're never going to know what you find, but you can find an opportunity there that you didn't know before."

Learn more about Lee Salz: 
LinkedIn: https://www.linkedin.com/in/leesalz/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Tom Hannigan is the President of the Americas at ServiceNow. He has over 30 years of experience in the tech industry, with a focus on sales and leadership. Tom has held various roles at EMC and ServiceNow, and he is known for his collaborative and empathetic leadership style.

In this episode of Tech Sales Insights, Tom discusses leadership development and selling into multiple markets. He emphasizes the importance of staying hungry and humble, and he shares his philosophy on people, winning as a team, and operational command. Tom also highlights the significance of value selling and the role of sales ops in driving success.

KEY TAKEAWAYS

• Staying hungry and humble is crucial for success in sales and leadership.
• Building a strong team and fostering collaboration is essential for winning as a team.
• Operational command, including effective time management and accountability, is key to achieving sales goals.
• Value selling is critical in today's market, where customers are focused on productivity and profit.
• Sales ops plays a vital role in supporting sales teams and driving revenue growth.

QUOTES

• "The team with the best people wins every single time."
• "If you don't understand the business problems, you're not going to be able to solve any of their problems."
• "Every interaction is a sales call."
• "Being in front of the customer is the most important thing we need to do."
• "The best channel folks understand salespeople and how they attack the territory."

Find out more about Tom Hannigan through the links below:

• LinkedIn Profile: https://www.linkedin.com/in/tomghannigan/

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

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

"Hugh Hornsby is an entrepreneur-minded leader who built up our turned around 10 divisions or companies on his "People based business Philosophy"" seeking and finding people who are stuck, who have a burning desire to achieve, an entrepreneur growth mindset, and want to become apart of a team that is bigger than themselves then helping them find their passion and purpose. Suffering a severe head injury, he was diagnosed as an epileptic with ADHD at the age of 10 when he learned the philosophy of "Never let anyone hold you back, especially you." Finding his passion and purpose of refusing to let others place labels on anybody. Believing that if you have a desire in your heart it will make its way to the head! 

He is the Vice President of Sales of Everflow Supplies where he helped build a regional company into a national manufacturer and distributor of plumbing, industrial, HVAC, and waterworks products based around people."

SHOW SUMMARY

In this episode of Selling From The Heart, Hugh Hornsby discusses his people-first philosophy and the importance of aligning company goals with individual goals. He emphasizes the need for authenticity and caring in sales, and shares his personal journey of overcoming obstacles and finding success. Hugh believes in investing in his team and helping them become significant. He also highlights the importance of self-care and forgiveness in achieving personal and professional growth.

KEY TAKEAWAYS

• Authenticity and caring are essential in sales, and leaders should invest in their team members.
• Aligning company goals with individual goals creates a more impactful and positive work environment.
• Taking care of oneself is crucial for personal and professional success.
• Forgiveness is necessary for personal growth and overcoming negative experiences.

QUOTES

• "Selling from the heart is about investing in yourself and giving back to others." - Hugh Hornsby
• "If you're not taking care of yourself, you can't take care of other people." - Hugh Hornsby
• "Time and training are the two things that can take businesses down." - Hugh Hornsby
• "Don't operate from the negative; operate from the positive." - Hugh Hornsby

Learn more about Hugh Hornsby: 
LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Planning, forecasting, and making predictions are common practices for all of us. But do these strategies hold up in a fast-paced environment? Scott Leese, the featured guest on the Belkins Growth Podcast, suggests that we sound smart regardless of what we say at the moment, and then if we look back a couple of years later, we'll look really smart, or we'll look really dumb. Tune in to the latest episode, where Scott Leese, a sales leader, consultant, entrepreneur, and author, shares his valuable insights on how to get into the “smart” team, delves into a synopsis of the tech industry in 2023, and much more.

In this podcast, you'll:

🔹 Delve into strategies for nurturing and motivating sales professionals and explore why now it’s not the time to just leave people by their own
🔹 Assess the cost-effectiveness of sales tools
🔹 Uncover strategies for thinking outside the box in sales
🔹 Gain a deeper understanding of the leadership's role in setting and communicating expectations to team members
🔹 Unlock the power of sales community and network
🔹 Explore how to manage stress and drive results effectively.

0:00 Intro
01:11 Overview of the Tech Industry
04:35 Predictions for the Future of the Industry
06:45 Shifting Consumer Behavior
16:20 Sales Strategies and Tools
18:30 Advice for Sales Leaders
23:40 Is it Time for Tough Decisions?
26:15 How Companies Adapt?
28:00 Achieving Challenging Goals
34:03 Enhancing Sales Tools
39:07 Stress Management
44:45 Words for Young Sales Professionals
47:09 The Perception of the Sales Community
53:54 Message for Sales Leaders

Сheck out gtmunited.com memberships and Addicted to the Process book https://scottleeseconsulting.com/get-the-book/ to supercharge your sales!

Stay connected with us:
👉 Scott Leese
LinkedIn https://www.linkedin.com/in/scottleese/
Website https://www.thescottleese.com/

👉 Michael Maximoff
LinkedIn https://www.linkedin.com/in/michael-maximoff/

👉 Belkins
LinkedIn https://www.linkedin.com/company/belkins/
Website https://belkins.io/contact-us

🔗 Make sure to catch all our episodes in this playlist https://www.youtube.com/playlist?list=PL2VmEkaROwZo8a7bGzpQ01uPDHF4PaDGl

Contact Belkins at https://belkins.io/contact-us to begin your outbound journey 🚀

In this episode of Tech Sales Insights, Randy Seidl welcomes Martin G. Moore, a keynote speaker, co-founder “Your CEO Mentor”, and the host of “No Bullsh!t Leadership”, to share his insights on leadership and the key principles of his "No Bullsh!t Leadership" framework. He emphasizes the importance of delivering value at the core of leadership and highlights the seven imperatives for effective leadership: handling conflict, building resilience, working at the right level, mastering ambiguity, making great decisions, connecting the dots, and being accountable. Marty also discusses the challenges of remote work and the need for deliberate and productive in-person interactions. He shares a real-life example of how focusing on change and continuous improvement can lead to significant improvements in productivity. Marty also explores the paradox of salespeople transitioning into leadership roles and the importance of empathy and connection in leadership.

KEY TAKEAWAYS

• Effective leadership is about delivering value and connecting leadership with results.
• Handling conflict is a crucial skill for leaders to master.
• Building resilience involves developing grace under pressure and maintaining calmness in challenging situations.
• Working at the right level means focusing on your own responsibilities and not overcompensating for your team members.
• Mastering ambiguity requires the ability to provide clear direction in a complex and uncertain environment.
• Making great decisions quickly is more important than waiting for perfection.
• Connecting the dots involves implementing the principles of leadership in practical ways and focusing on the important aspects of leadership.
• Remote work presents challenges, and deliberate and productive in-person interactions are essential for effective leadership.

QUOTES

• "Motivation follows action, not the other way around." - Martin Moore
• "It's easier to rein in a stallion than it is to flog a donkey." - Martin Moore
• "Operational excellence is about having the right culture of excellence over perfection and continuous improvement." - Martin Moore
• "The best leaders are usually always great salespeople." - Martin Moore

Find out more about Martin in the link below:

• LinkedIn: https://www.linkedin.com/in/martin-moore-075b001/
• Website: https://www.martingmoore.com/

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

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

ABOUT MICHAEL

Michael Wing is the President of Vast Data, a hot company in the AI space. He has a background in sales and has been instrumental in the success of Vast Data.

SHOW SUMMARY
In this episode of Tech Sales Insights, Randy Seidl and Michael Wing discuss the company's disruptive technology and its recent announcements in the AI space. Vast Data has experienced unprecedented success, achieving a $100 million ARR in just three years. The company's unique architecture and focus on unstructured data make it a leader in the industry. Wing also shares insights into Vast Data's sales process, emphasizing the importance of discovery and customer engagement in designing solutions.

KEY TAKEAWAYS

• Vast Data's architecture is built on the emerging standard of NVMe over Fabrics, allowing for superior performance and scalability.
• The company's focus on unstructured data and AI applications sets it apart from competitors.
• Vast Data's recent announcements, including the Vast Database and Vast Data Space, further solidify its position as a leader in the industry.
• Vast Data's sales process involves a heavy level of discovery with customers to understand their priorities and problems before proposing solutions.
• Engaging with customers in designing the final solution before presenting a proposal helps to ensure a higher success rate.

QUOTES

• "Vast Data's architecture is so much better than the original PowerPoints led customers to understand." - Michael Wing
• "We don't fear a single technology from any of the big guys that can compete with us." - Michael Wing
• "You got to earn the right to ask for the business and don't start throwing proposals at the door." - Michael Wing

Find out more about Michael Wing in the link below:

• LinkedIn: https://www.linkedin.com/in/michael-wing-a61b9027/

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

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

ABOUT VLADIMIR

Vladimir Rozanovich is the Senior Vice President and President of North America at Lenovo. He has over 24 years of experience in the technology industry and has held various leadership positions at AMD before joining Lenovo.

SHOW SUMMARY

In this episode of Tech Sales Insights, Randy Seidl is joined by Vladimir Rozanovich to discuss the importance of perseverance in a down market. He emphasizes the need to focus on customers, leverage partnerships, change the narrative, and invest in people. He also highlights the value of as-a-service models and the role of sales operations in driving success.

KEY TAKEAWAYS

• Perseverance in a down market requires focusing on customers, leveraging partnerships, changing the narrative, and investing in people.
• As-a-service models, such as Lenovo's TrueScale, can help reduce CapEx expenditures and provide flexibility for customers.
• Certain industries, such as born-in-the-cloud companies, are more inclined to adopt as-a-service models.
• Sales operations and analytics tools are crucial for driving informed decision-making and improving customer engagement.
• Lead generation and passing within an organization can enhance collaboration and enable more effective customer interactions.

QUOTES

• "Perseverance in a down market requires changing the narrative and focusing on solutions and outcomes." - Vladimir Rozanovich
• "As-a-service models provide flexibility and help reduce CapEx expenditures for customers." - Vladimir Rozanovich

Find out more about Vladimir Rozanovich in the link below:

• LinkedIn: https://www.linkedin.com/in/vladimir-rozanovich-4234711/

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

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

ABOUT JOSH

Joshua “Josh” Dinneen is the President of Blue Mantis (formerly Green Pages), a technology service provider. He has a strong track record of driving growth and organizational transformation in the tech industry. Josh discusses the importance of driving top-of-funnel activity to acquire new customers and shares insights on Blue Mantis' rebranding and focus on services. He also highlights the company's commitment to organic growth and the role of their BDR team in driving new business.

SHOW SUMMARY

In this episode of Tech Sales Insights, Josh Dinneen emphasizes the significance of driving top-of-funnel activity to achieve substantial growth and acquire new customers. He shares insights on Blue Mantis' rebranding and their strategic focus on services, including cloud, cybersecurity, and networking. Josh also discusses the company's commitment to organic growth and profitability, as well as their pursuit of acquisitions that align with their strategy. He highlights the crucial role of Blue Mantis' BDR team in supporting lead generation and collaborating with the sales team to drive new business.

KEY TAKEAWAYS

• Driving top-of-funnel activity is crucial for acquiring new customers and fueling growth.
• Blue Mantis has shifted its focus to services and is investing in capabilities like cloud, cybersecurity, and networking.
• The company is actively pursuing acquisitions that align with their strategy and can contribute to their revenue mix.
• Blue Mantis has a strong BDR team that supports lead generation and works closely with the sales team to drive new business.

QUOTES

• "Driving top-of-funnel activity is the only way to impact significant growth and bring in new logos." - Josh Dinneen
• "We want to grow with a purpose and under control, focusing on organic growth and profitability." - Josh Dinneen

Find out more about Joshua in the link below:

• LinkedIn: https://www.linkedin.com/in/joshua-dinneen-32a4a13/

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 Anthony Anzevino, Global VP of Customer Success and Renewal Sales at Commvault, to share his insights on selling with customer success and increasing the lifetime value of a customer. He emphasizes the importance of understanding the customer and their needs, as well as building strong partnerships with both customers and partners. Anthony also discusses the challenges and opportunities in the data protection market and how Commvault is evolving to meet the changing needs of customers.

INSIGHTS OF THE DAY

Your number one asset your company - Anthony: “Employees and people are the number one asset in any company, and it should be the number one goal of any great leader”

Be humble, failing, greater good - Anthony: “Be humble enough to where you can ask questions, learn to fail, fail fast and fail forward. And especially if you do it for, you know, the greater good, the benefit of your customers and the benefit of your market and your peers”

Find out more about Anthony in the link below:

• LinkedIn: https://www.linkedin.com/in/anthony-anzevino-1481561/

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 and Frank Rauch, Global Channel Chief at Cato Networks, discuss the value of global partner summits and the need for bilateral communication with partners. They provide advice on sales strategies during a down market, emphasizing the importance of a compelling ROI and building relationships through face-to-face interactions. The topic of channel saturation is explored, with insights on prioritizing partners based on quantitative data and leveraging distribution and cloud marketplaces. They also highlight the significance of sales tech tools like Gong for understanding customer needs and AI tools like Clary for optimizing sales workflows. Additionally, they mention intent data tools for target selection and stress the importance of not forgetting the basics in sales.
 

INSIGHTS OF THE DAY

Importance of Partner Summits and Bilateral Engagement - Frank Rauch: “My point is, first of all, people like to see you show up right now, especially because of COVID. Second of all, make them as bilateral as you can. Because you can say, hey, I want to do a partner advisory council and you'll, you know, some people like, well, what do you think of our partner program? That doesn't work. You have to have that give and take. You have to be able to show the future, show the roadmap, not just the product roadmap, program roadmap, and then have the partners react.”

Find out more about Frank Rauch in the link below:

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

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

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

On this episode of Tech Sales Insights, Steve Hershkowitz, the CRO of Virtana Corp., discuss various aspects of sales and operations. Steve reflects on his younger self and advises on the importance of patience and thorough research before closing deals. They also touch upon the value of one-call closes and the need to ask for the order. The conversation shifts to the evolution of sales ops and the growing significance of RevenueOps, using AI and predictive analytics for business insights. Steve mentions their recent investment in a RevOps platform and how it helps identify gaps in deals, enabling coaching and improving closing opportunities. The guest highlights the role of Gong, a tool relied upon by the sales operations team. They also talk about enabling sellers with the OpsCruise offering, which provides insights and alerts on complex data types. Steve explains their lead generation strategies, which include outbound cold calling, strategic partnerships, LinkedIn campaigns, business intelligence tools, and participation in industry events. They discuss the importance of expanding the company's footprint within existing accounts and their partnership with CloudGenera for analytics and workload placement recommendations. The conversation concludes with a focus on sales methodology, particularly MedPIC (Metrics, Economic Buyer, Decision Criteria, Paper Process, Implicate Pain, Competitors). Steve shares their adoption of MedPIC and its benefits in deal qualification, understanding customer decision-making, and creating a sense of urgency.

INSIGHTS OF THE DAY

Navigating Time Constraints Without Losing Business - Steve: "I've learned over the years that you got to sit back and while we all have to want to close business and operate under our company's time constraints, you can't do that at the expense of losing business that you might otherwise have won."

Leveraging MedPIC to Drive Customer Action and Success - Steve: “I think the most important part about MedPIC that I like, in addition to understanding the competitors, is being able to implicate the pain. On a customer, right? So being able to help the customer understand that if they, if it's business as usual and they don't take action, there is a compelling event or a compelling pain that they're going to experience that won't go away unless they take action with us or someone else.”

Find out more about Steve Hershkowitz in the link below:

• LinkedIn: https://www.linkedin.com/in/steve-hersh/

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, Steve Hershkowitz, the CRO of Virtana Corp., explores the key elements of a thriving company culture, including the importance of helping one another and building a sustainable business. Randy and Steve also delve into the significance of effective sales and business presentations, emphasizing the need for thorough research and understanding of the customer's business. Steve shares valuable insights on best practices, the role of presentations in establishing business fit, and the power of internal and external communication in preparing for successful presentations.
 

INSIGHTS OF THE DAY

Understanding the Customer's Business, Vendor Trap - Steve: “Customers are swarmed by salespeople who don't put in the time, energy or effort to really understand the business of the customer's business. And then when you don't understand the business of the customer's business, you get relegated to gatekeepers and to evaluators and to folks that want to sort of put you into a box or a position.
 

One of the sales traders I worked with many years ago wrote a book called Beyond Selling Value, and he talks about the vendor trap. Okay. And the vendor trap is a place that's really hard to fight your way at. And so I think business presentations are important, not just for closing deals”

Find out more about Steve Hershkowitz in the link below:

• LinkedIn: https://www.linkedin.com/in/steve-hersh/

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 interviews Steve Hershkowitz, the Chief Revenue Officer of Virtana Corp. Steve has over 30 years of experience in the tech industry, having worked for companies like HP, Pansando, and AMD. He is a customer-first, process-oriented, and results-driven sales executive who is passionate about sales and go-to-market strategy.
 

Steve shares his insights on best practices for sales and business presentations. He talks about the importance of storytelling, preparation, and engagement in delivering effective presentations. He also highlights the role of technology in enhancing the presentation experience and the need for sales teams to adapt to virtual selling in the post-pandemic world.
 

INSIGHTS OF THE DAY

Navigating the Competitive Landscape: Achieving Gold Standard Status in Infrastructure Performance Monitoring - Steve: "We tend to see different types of competitors, Randy, depending upon which one of those platforms or products we're engaged in a sales effort with. So, for cloud cost management, it's the cloud health of the world, the Turbanomics of that world. There are a lot of companies in that space for infrastructure performance monitoring. We run it to Dynatrace, Flexera, those kind of guys. But we are the gold standard in that space, make no mistake about it."

Find out more about Steve Hershkowitz in the link below:

• LinkedIn: https://www.linkedin.com/in/steve-hersh/

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

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