Podcasts
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 generation in-house to maintain a deep und…
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 involves being proactive and predict…
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 topic of achieving $10 million in annual recurring revenue…
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 talks about where he sees companies fail when im…
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 this episode of Tech Sales Insights, Randy welcomes Bill Walsh, Senior Vice President of Global Operat…
E127 Part 1 - RELATIONS & BUSINESS MODEL: Driving Sales Productivity …
How do you grow a consistent go-to-market motion? First, you have to think about organizing countries and segments because, in some places, these are king. In this episode of Tech Sales Insights, Randy welcomes Bill Walsh, Senior Vice President of Global Operations at Dell Technologies. Today, Bil…
E126 Part 3 - BE AUTHENTIC: Culture is Important But Don't Forget You…
One weakness to culture is that it makes people think they need to act a certain way. For today's episode of Tech Sales Insights, we have our last conversation with Tom Mendoza, Member of the Board of Directors in companies such as VAST Data, Varonis, and more. Tom highlights the importance of au…
E126 Part 2 - THE RESULT OF BELIEF: How Culture Can Help Organization…
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 continues the conversation with Tom Mendoza, Member of the Board of Directors in companies such…
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 in companies such as VAST Data, Varonis,…
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 companies. Mark talks about the best way to identify ICP in …
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, Go-To-Market Advisor for multiple tech companies. This time, M…
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 tech companies. Today, Mark talks about go-t…
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 with Jeff Depa, Chief Revenue Officer at Gai…
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. Jeff talks about focusing on alignment an…
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 Gainsight. Jeff shares his insights on helping busines…
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 she typically gives to those facing l…
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 that lasting relationship with customers. Kimberly ta…
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 about creating content on LinkedIn to build a st…
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 when it comes to compensation and fostering high producer…
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 for quota. He also talks about hiring for a sales team …
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, and the overall potential wi…
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 you do. Pat shares advice for people wanting to break into tech sal…
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 with the end in mind instead of the usual habit of be…
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. Justin talks about findin…