Podcasts

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. …

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 …

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 …

The conversation between Randy Seidl and Dan Zugelder continues as they talk about the importance of transparency in leadership to gain trust among team members, partners, and customers. They also discuss the significance of retaining team members due to their …

It’s another series of podcasts as Randy welcomes Dan Zugelder, SVP and General Manager at VMware. Dan's main priority at VMware is to prioritize customer value and combine it with VMware's innovative culture. One of his main challenges is addressing …

This episode of Tech Sales Insights brings back Randy and John McMahon and it emphasizes the importance of understanding customer needs before providing a quote, taking the time to understand the process, and prioritizing the customer's needs. The two also …

Randy and sales legend John McMahon are back as they shared their pet peeves and the sloppiness of the sales process nowadays. They stressed the importance of understanding the signature and approval process of clients to avoid jeopardizing the deal, …

Randy welcomes us to another episode and today, he is joined by John McMahon, who will be sharing his background and his contributions to the development of the MEDDIC Sales Process. McMahon developed the sales process "Demo Close" during his …

People grow, teams evolve, and processes develop. In this episode, we have Epicor Leader Lisa Pope to share about her growth over the years, how the teams she handles evolved, and how sales took a more strategic turn. But that’s …

The Epic Leader of Epicor, Lisa Pope, is back for Round 2 with Randy. In today’s episode, Lisa focuses on how her company performed in sales, what they have learned from the pandemic, how the macroenvironment impacted their sales productivity, …

Welcome to another episode series of Tech Sales Insights. In today’s episode, Randy welcomes Lisa Pope, President of Epicor. We will be starting this series with an overview of Lisa’s sales career, which according to her “has gone full circle." …

Mark Stephenson is back for one last round with Randy in this latest episode of Tech Sales Insights. In today’s discussion, Mark talks about different ICPs in different industries, tips for sales leaders looking to hire new talent, the flag …

It’s another round for Randy and Evisort leader Mark Stephenson, and in this episode, the two discuss further the ins and outs of selling to the ICP. Mark first explains the best way to communicate with CEOs or CFOs, especially …

One of the most fundamental factors in being successful with your sales process is knowing your customer, buyer, or prospect, whatever you call them. In this new episode of Tech Sales Insights, Randy welcomes Evisort leader Mark Stephenson, and they …

Joe Koenig is back to discuss more about persevering at work and home. In his last round with Randy, Joe shares his advice for new ISRs (Inside Sales Representatives), best practices and diversity initiatives, wisdom for people breaking into tech …

Welcome to another episode of Tech Sales Insights, where Randy and Joe are up for round 2 of their conversation. In this episode, Joe talks about how leveraging the best and most disruptive technologies from partners help provide real outcomes …

It’s another episode series here at Tech Sales Insights, and today, Randy welcomes a long-time friend, Joe Koenig, President at World Wide Technology. Joe will be talking about perseverance at work and at home, and in this first installment, he …

TIME TO ACHIEVE THE WORKLYFE BALANCE YOU TRULY DESERVE Travis Ashby is back to talk further about work-life balance and how Worklyfe can help companies and salespeople alike achieve it. Together with Randy, Travis will be talking about Worklyfe becoming …

WHAT’S THE FORMULA FOR A WORKER’S HAPPINESS? Travis Ashby, founder of Worklyfe is back with Randy for Round 2. In this episode, Travis discusses what Worklyfe is all about, as he defines it as his personal happiness movement. He also …

HOW DO YOU STRIKE THE REAL BALANCE BETWEEN WORK AND LIFE? Randy welcomes Travis Ashby, Founder of Worklyfe, a platform for individualized incentives and benefits platform for the modern workforce, which helps companies improve performance and retention by motivating employees …

HOW DOES A SALES LEADER JUGGLE INNOVATION, SKILLS, AND MANAGEMENT? Paul Hunter is back to close his interview with round 3 with Randy. In this episode, Paul gives his insights on the need to evolve compensation to drive behavior for …

Paul Hunter is back for round 2 with Randy and, in this episode, they talk about reconfiguring and evolving sales teams toward a brighter future in tech sales. Paul discusses what it is that he actually does, the changes happening …

In today’s episode, Randy welcomes Paul Hunter, North America Sales Leader at Hewlett Packard Enterprise, leading the charge for their pivot to a Service Cloud company. He is also responsible for leading the sales charge and understands the channel from …

Costa Harbilas is back for one last round with Randy, and in this episode, he talks about the power of value-based selling. As a huge believer in it, Costa breaks down why it is helpful, the impact it brings, and …