Podcasts
E143 - Leveraging Services and Consulting as a Competitive Advantage …
Chris McCarthy is a seasoned go-to-market executive with extensive experience in the technology industry, and the founder of 45 East, LLC. He has worked for companies like IBM, EMC, Cisco, HP, HPE, and Microsoft, where he has built strong relationships …
E142 - Successful Selling To & With GSI’s with Kevin Purcell
In this episode of Tech Sales Insights, host Randy Seidl is joined by Kevin Purcell, a seasoned expert in selling to and with Global System Integrators (GSIs), and the Head of Global Strategic Partnerships at Hitachi Vantara. They explore the …
E141 - Be Effective: As a Sales Leader Being Right is Overrated with …
Phil Castillo is the VP of Sales for CommScope, where he oversees the Americas region. With a background in networking and technology sales, Phil has held leadership roles at companies like Cisco, Avaya, and HP. He is known for his …
E140 - Greg Casale and Ryan Reisert: Sell More By Increasing Live Con…
In this episode of Tech Sales Insights, Randy Seidl interviews Greg Casale and Ryan Reisert about the importance of live conversations in sales. They discuss the metrics of conversations versus dials, the effectiveness of cold calling, and the impact of …
E139 - Top Mindset Habits to be Successful in this Selling Environmen…
In this episode of Tech Sales Insights, Randy Seidl interviews Jill Harris, the VP of Sales at GoTo, to discuss how Jill leads her sales team with a growth mindset, which means embracing challenges, learning from failures, and constantly improving …
E138 - Best Practices for Sales to Help with Product Feedback with Ev…
Evan Leong is the founder and CEO of Product Signals, a company that provides product feedback solutions for modern teams. He has a background in product management and has worked in various roles in the tech industry. Evan is passionate …
E137 - Authentic Leadership: Leading with Results with Martin Moore
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 …
E136 - Challenges in Selling Security Solutions with Brad Rinklin
In this episode of Tech Sales Insights, Randy Seidl welcomes Brad Rinklin, EVP and CMO at Infoblox, to discuss the importance of understanding buyer personas and qualified opportunities in the sales process. He emphasizes the need to focus on the …
E135 - Enterprise Buyers Rely Less on Sellers, Requiring Sellers to A…
In this episode of Tech Sales Insights, Randy Seidl interviews Stephen DiFranco, executive partner at Gartner, about the changing dynamics of enterprise sales. They discuss how buyers are becoming more independent and relying less on sellers, the importance of preparation …
E134 - Vast Data President Discusses Disruptive Storage Technology an…
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 …
E133 - Perseverance in a Down Market with Vladimir Rozanovich
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 …
E132 - Driving Top of Funnel for New Logos with Josh Dinneen
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 …
E131 - Selling with Customer Success: Increasing Lifetime Value of Cu…
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 …
E130 Part 3 - Global Partner Summits, Sales Strategies, and Channel S…
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 …
E130 Part 2 - Recruitment, Culture, and the Future of the Channel wit…
In this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss various topics related to recruitment, culture, and the channel. Frank mentions that their company is always recruiting and highlights the engineering, …
E130 Part 1 - What's Next for the Channel: Insights from Frank Rausch…
In this episode of Tech Sales Insights, Randy welcomes Frank Rauch, Global Channel Chief at Cato Networks, to discuss the future of the channel. Frank shares insights on leadership, go-to-market strategies, and his extensive experience in the technology industry. The …
E129 Part 3 - The Sales Ops Revolution: Patience, Predictive Analytic…
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. …
E129 Part 2 - Cultivating a Culture of Collaboration and Sustainabili…
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 …
E129 Part 1 - Best Practices for Sales and Business Presentations wit…
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 …
E128 Part 3 - Generating Demand and Navigating Early Markets: Insight…
In this episode of Tech Sales Insights, host Randy is back with Steve Layne, the Co-founder, Chairman, and CEO of RedVector, a security company. Steve discusses various aspects of sales and demand generation. They emphasize the importance of keeping demand …
E128 Part 2 - Innovative Approach to Addressing Insider Threats and P…
In this episode of Tech Sales Insights, host Randy welcomes Steve Layne, the Co-founder, Chairman, and CEO of RedVector, a security company. The interview explores a company that offers an innovative solution for insider threats and risk analysis. Their approach …
E128 Part 1 - Mastering Sales Strategies: Insider Tips from Tech Sale…
In this episode of Tech Sales Insights, host Randy welcomes Steve Layne, the Co-founder, Chairman, and CEO of RedVector, a security company. Randy mentions that Glen, a member of the team, is working hard in Manhattan while they discuss the …
E127 Part 3 - AUTOMATION AND EFFICIENCY: Centralizing Data for Rep Pr…
Sometimes technology can be invisible to the rep but it's actually embedded in the things they are using. In this episode of Tech Sales Insights, Randy welcomes Bill Walsh, Senior Vice President of Global Operations at Dell Technologies. Today, Bill …
E127 Part 2 - DRIVING SALES PRODUCTIVITY: Value Selling From the Prod…
The average sales rep spends about half of their time selling and the other half of the time doing other stuff. If we can get their selling to at least 60 or 70%, that can be a huge difference. In …