Podcasts
E126 Part 1 - CULTURE & LEADERSHIP: Embrace Change and Constant Impro…
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 …
E125 Part 3 - OPTIMIZE FOR YOUR ICP: Building Towards a Self-Serve Mo…
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 …
E125 Part 2 - LONG-TERM PROFITABILITY: Think About Where Cash is King
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, …
E125 Part 1 - MAPPING THE CUSTOMER JOURNEY: Customer Success Through …
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 …
E124 Part 3 - WHAT VALUE IS BUILT ON: Driving Outcomes, Alignment, an…
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 …
E124 Part 2 - BE HUMAN FIRST: Understand How Your Customers Use Your …
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. …
E124 Part 1 - DRIVE OUTCOMES: Linking Technology to Business Impact
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 …
E123 Part 3 - FRAMEWORKS FOR ATTAINMENT: Setting the Right Expectatio…
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 …
E123 Part 2 - IMPROVING QUALITY AND OUTCOMES: What Deep Sales Can Lea…
Today's episode of Tech Sales Insights is the second part of Randy’s conversation with Kimberly Dieter, VP of Sales Solutions at LinkedIn. Relationships matter but how you use your tools and implement the right behaviors are what help you build …
E123 Part 1 - RELATIONSHIPS MATTER: A Focus on Relationship Density B…
Curate your network by identifying what your objective is and design that community to help you drive the outcomes you need. In today's episode of Tech Sales Insights, Randy welcomes Kimberly Dieter, VP of Sales solutions at LinkedIn. Kimberly talks …
E122 Part 3 - BALANCING COMPENSATION: Some Can Bring Significantly Mo…
Today's episode of Tech Sales Insights is the last part of Randy's conversation with Gabe on sales compensation from the CEO's perspective and hiring the right people to take your business to the next level. Gabe touches on their philosophy …
E122 Part 2 - SALES COMP DONE RIGHT? Approaching Compensation and Hir…
For today's episode, Randy is back with Gabe to continue the conversation on sales compensation from the CEO's perspective in the field service software space. Gabe expands on how they balance inbound calls with how much their reps still need …
E122 Part 1 - EFFICIENCY IN IT: Guaranteed Value with the Right Softw…
Welcome to another amazing episode of Tech Sales Insights. Today, Randy welcomes Gabe Pinchev, Founder and CEO of FieldPulse, an all-in-one software for running field service businesses. Gabe dives deep into the field service software business, the pricing of software, …
E121 Part 3 - GUARANTEED RESULTS: Have a Way to Improve and Stick to …
In today's episode of Tech Sales Insights, we have our last conversation with Pat on applying the 7 habits of success to get successful sales. This time, he discusses using resources properly and continuing to be a student at what …
E121 Part 2 - BUILDING VISION: Know What You're Aiming for in Sales
Today, Randy continues the conversation with Pat on applying the 7 habits of success to get successful sales. Sticking to certain healthy habits help one identify, aim towards, and succeed in their goals. He talks about why he prefers beginning …
INFLUENCING OUTCOMES: Getting Jobs Done in Partnerships with Justin Z…
In today's episode, Barrett welcomes Justin Zimmerman, CEO and Founder of ParterPlaybooks.com and the owner of PartnerWebinar.com. At some point, whether it be within a week or a month, there's always an engagement with partner-infused events to identify common solutions. …
E121 Part 1 - SUCCESSFUL SALES: A Confused Mind Does Nothing
Welcome to another amazing episode of Tech Sales Insights. Today, Randy welcomes Pat O'Dell, CEO of CPP Associates, a full-service IT company focusing on cloud, IT solutions, IT strategy, and consultation. Pat shares about an advantage they got from being …
E120 Part 3 - WHAT MATTERS IN THE FUTURE: Utilizing AI in Different A…
This is the third part of our conversation with Rohan Sampath where we continue to discuss AI and the future of tech sales. Breaking into tech sales with the help of AI certainly smoothens the whole but you still have …
E120 Part 2 - INSIGHTFUL AI: How Deal Insights Strengthen the Sales P…
Rohan is back with Randy to further discuss the future of AI in sales, emphasizing that AI is not about destroying jobs but changing the nature of work. Sales will not go away entirely, but the PLG threshold may increase …
E120 Part 1 - COPILOT: Rohan Sampath’s Sales Journey and Introduction…
SHOW SUMMARY Welcome to another amazing episode of Tech Sales Insights. Today, Randy welcomes Rohan Sampath, Co-founder of Copilot, an AI-Powered tool that uses large language models to generate insights from your deals. Rohan shares his experience and how he …
E119 Part 3 - ENGINEERED TO SELL: The Role of Value Selling Engineer…
This edition of Tech Sales Insights brings back Roi Carmel and Nadav Efraty, leaders at Spotlight.ai, as they discuss further with Randy the importance of value selling, the role of value engineers, the significance of SalesOps and RevOps, and predictions …
E119 Part 2 - SPOTLIGHT: A Value Selling Automation Platform with Ro…
We are back with Randy and the Spotlight duo, Roi Carmel and Nadav Efraty, to discuss further the importance of value selling in a tough economy, with a focus on speaking the language of CFOs and aligning with strategic goals. …
E119 Part 1 - COMFORTING THE PAIN: Customer Pains and Value Selling w…
This edition of Tech Sales Insights brings double trouble as Randy welcomes Spotlight.ai’s tag team leaders Roi Carmel and Nadav Efraty. The three discuss value selling, a process that focuses on the pain of the customer, matches differentiated value to …
E118 Part 3 - IT’S BASIC: Sales Leadership, Giving Back, and Sales F…
We are down to the last round with Dan Zugelder. In this part of his conversation with Randy, they focus on various aspects of sales leadership. Randy and Dan discuss the fundamentals and the importance of sales calls as an …