Podcasts

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 being proactive. Pat also shares why it's essential to build long terms relationships. Discover these nights in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAY PAT: BEGIN WITH THE END IN MIND “It's really important to know what you're aiming for, what's your vision? You need to know on some level where you're going. If you put a ladder up against the wrong wall, you might climb it really fast but you get lost and you get tired. You have to make sure it's up against the right wall.” Don’t miss out on our previous episode and watch out for the next ones! E121 Part 1 - SUCCESSFUL SALES: A Confused Mind Does Nothing Find out more about Pat O'Dell in the links below: LinkedIn: …

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 finding environments where you can ask, learn, and show up consistently. This is because people show up for you when you show up for yourself to get solutions to certain problems. Sit back and listen to this episode of Outcomes. INSIGHTS FOR BETTER OUTCOMES JUSTIN: FIND YOUR PEOPLE AND REACH OUT TO THEM “Community is kind of so easy to find now in a way that it wasn't two or three years ago where if you want to learn about marketing and learn about partnerships, there's partnership marketing channels.” JUSTIN: FOCUS ON MICRO ECOSYSTEMS THROUGH ATTENTION AND TRUST “Attention and trust are the two most important currencies in the sales process and what partnerships, community, and live events do i…

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 able to realize that the world was going to move to the hybrid setup early on. With that, they were able to design and manage assessments that could determine where the customer's workload should reside. Take a listen and get to successful sales soon in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAY PAT: ESTABLISH A HEALTHY MINDSET AND FRAMEWORK “I wanted something that didn't just apply to sales because we're all much more than salespeople even if we're already a salesperson. We're business people, partners, significant others, and we're trying to take care of our health. So I wanted a framework that would apply to more than just sales in my life.” Find out more about Pat O'Dell in the links below: LinkedIn: https…

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 to immerse yourself in the whole process. Rohan also highlights that even in today's world of AI, the most important thing that matters is attitude. This is because you have the ability to let AI help you get better at your job even if you don't have enough experience in the field yet. Tune in to learn more in this episode of Tech Sales Insights. INSIGHTS OF THE DAY ROHAN: DON'T BUY TOO MANY THINGS YOU CAN'T INCORPORATE INTO YOUR SALES PROCESS “I think every solution that survives and becomes part of the future of sales tech stack will have an AI component. It's important to talk about no one is buying AI because it's AI. People buy AI for the same reasons people buy anything. It solves a problem that is urgent and needs solving." Don’t miss out on our previous episod…

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 over time. Sales managers and leaders who adopt AI in their sales process will be more productive and better positioned to compete. They further discuss how the purchase decision process is moving further ahead in the cycle, leading to higher ticket purchases that still require a salesperson. The use of AI in sales will change the way sales managers and leaders operate, providing objective visibility and automated insights to augment human evaluation. Find out more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY ROHAN: THE IMPORTANCE OF DEAL INSIGHTS “You're asking your questions based on what you know, as part of your sales process and methodology, but what if instead, you had insights and summaries on ‘Hey, here's the pain that was discovered? I…

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 wound up in Sales. He also shares what Copilot is and what it does for the user. Stay tuned as Rohan discusses his take on how the things we do in sales today will take part in shaping the future of tech sales, only here in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAY ROHAN: WHAT COPILOT IS AND WHAT IT DOES “Copilot uses large language models, that's the technology behind GPT, ChatGPT, etc, to draw out insights from your sales deals, and these insights can be tailored to your methodology. So it's not just generic summaries of what happened, but specific elements like if you use MEDDIC, or Sandler, or SPICED, Winning by Design, whatever it is, we can pull out from multiple conversations. Hey, here are the pa…

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 for the sales tech stack space. The conversation highlights the process of value selling, the growing trend of leveraging conversational AI and general AI, and provides advice for those interested in tech sales and navigating layoffs. Learn more in detail in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY NADAV: RISE OF THE VALUE SELLING ENGINEER ROLE “We see many organizations recruiting value engineering leaders nowadays, and fields like many of the sales engineers in the future, like I think that they're unofficially the value sales right now in many organizations, but they think that it's becoming an established practice. Partially because this is the next natural evolution of this market. And there are a few c…

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. The two introduce Spotlight.ai, a platform that automates the value selling process and uses machine learning to understand winning patterns and the strongest differentiators. The team also emphasizes the importance of metrics in qualification and the challenge of validating if the team did enough with commercial high-level responses. Learn more about Spotlight, Roi, and Nadav in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY ROI: SPOTLIGHT’S DISCOVERY GUIDING CAPABILITY “Spotlight is a platform that allows our customers to map their playbooks to our platform, and then the platform uses AI to guide reps in their sales discovery by guiding them on what are the actual discovery questions they need to be asking at any given time.” NADAV: EMP…

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 that pain, and creates an asset that can arm the champion to go sell the value. They also touch on the challenges in value selling including disjointed processes, overwhelming reps, lack of coaching and help from the value team, and the need for AI to enable, coach, and guide reps. Learn more about value selling in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY ROI: FOCUSING AND BUILDING A CASE AROUND THE PAIN “We want to make sure that the selling motion is focused around the pain of the customer, taking time to do the discovery, discovering the pain, sizing the business impact of the pain for the customer, and then matching the right differentiated value to that pain that can bring the customer from a current stat…

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 age-old fix. Finally, they touch on all-hands events, the importance of giving back, and the significance of SalesOps and RevOps. Tune in to learn more from this epic close of Episode 118 of Tech Sales Insights. INSIGHTS OF THE DAY DAN: GIVING BACK ANG HELPING EACH OTHER OUT “Sales has been very good to many people, and the chance to make some money, but it's a chance to give back then, and I think one of the beautiful things is that so many people that are helping each other out” DAN: LEARNING FROM LOWER PEERS “I will tell you, I've learned more from the people that work for me and I've worked alongside by far, and those people, every nugget, you get some and just because somebody is a few levels below you doesn't mean you can't learn a tremendous amount from …

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 unique culture and technology, the benefits of in-person meetings, and the importance of diversity in the sales profession. Finally, Randy and Dan talk about staying focused on customer priorities amidst distractions such as the Broadcom acquisition and economic uncertainty. Learn more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY DAN: GAINING TRUST THROUGH TRANSPARENCY “I'm a massive believer in trust, I think everybody is, but it's so foundational in my life, and so being transparent is one of the ways you gain trust, and I am incredibly transparent with people about my personal feelings about good and bad, and that transparency is one of the ways I gain trust.” DAN: BE TRANSPARENT AND OPTIMISTIC “When …

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 Broadcom's acquisition of VMware and gaining customer trust. Dan has spent a lot of time with customers, explaining the acquisition and its positive impact on them, and incorporating their feedback into VMware's future plans. He believes that spending time with customers is crucial to building trust and fostering strong relationships. Learn more about Dan by tuning in to this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY DAN: CUSTOMER VALUE CULTURE “The foundation is always about customer value, and I don't have a conversation with anyone on my team, which doesn't start with what's in it for the customer, and why are we doing this? So I think of driving that culture throughout.” Connect with Dan Zugelder: LinkedIn: https…

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 discuss the choice between working for a bigger company or a startup, the need for concierge-level service, and the rise of product-led growth models. John stresses the importance of coaching on skills development and warns against being too reliant on sales tools and metrics. Stay tuned as John also answers questions such as advice for people impacted by layoffs and the leaders he looks up to in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY JOHN: KNOWING THE CUSTOMER’S EVERY MOVE “The really good companies are building telemetry or instrumentation into their software. So they know every single move that the customer is making with the software. So they model like what the ideal ramp time might be for a custom…

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, as well as proper communication with executives. They also emphasized the need to focus on accomplishing tasks that advance the deal, to train reps on missing knowledge and skills, and to use true qualification processes rather than checkbox methodologies. Sales managers should ensure proper training and focus on deal advancement, and you will learn more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY JOHN: ACTIVITY MUST GENERATE ACCOMPLISHMENT “There's nothing wrong with activity, but activity has to generate accomplishment, and the accomplishment has to be that you've done the right things, to allow you to go ahead and get a champion.” JOHN: FIND OUT THE KNOWLEDGE AND SKILLS YOUR REP NEEDS “We have to start to fig…

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 time as VP of Sales at PTC. The MEDDIC Sales Process narrows the scope, identifies an ideal customer profile and decision criteria, and justifies the purchase through cost justification. McMahon's impact on the sales industry is significant, and he has been recognized for his leadership and strategic vision. He has spoken at industry conferences and authored articles on sales strategy. McMahon's innovative approach to sales has had a profound impact on the industry, and his legacy will endure for years to come. Learn more about John in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY JOHN: REASON FOR LEAVING HIS MANAGER JOB “When I was in a meeting one time with all the second-line managers, third-line managers, and even the top…

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 not all, stay tuned as Lisa also shares her advice for people breaking into tech sales, who is her favorite mentor, and her advice to her younger self. Find out all of these in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY LISA: HOW SALES HAS BECOME STRATEGIC “For me, sales operations has turned into something a lot more strategic. So for us, as I mentioned our project for quote to cash, our sales operations team is really leading that charge and really looking at how we build best practices, and then the second piece of it for me is really providing me more insights into what's happening.” LISA: ADVICE TO YOUNGER SELF “Early in my career, I think I was really busy trying to prove myself and I just, I kind of separated my two lives to the…

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, and her advice for people who are breaking into tech sales. Take a deep dive into Lisa’s insights by tuning in to this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY LISA: LEARNING TO LEVERAGE IN TOOLS AT THE TIME OF COVID “I think for us in terms of just our sales teams, they are busy, but I do think we did learn quite a bit during the pandemic, in terms of leveraging tools, like using video more often, and just all the qualification capabilities that we're doing, and then leveraging the ecosystem, I mentioned the selection consultants in private equity, but that's been a tremendous amount of lead generation for us that traditionally we would have to go and do ourselves, and so extending your ecosystem and really understanding how …

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." She also talks about her company’s priorities when it comes to the transition to the cloud, its GTM strategy, how the company segments its sales team, and how they develop them to the next level. Stay tuned to get more of Lisa’s insights in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY LISA: TRANSITIONING TO THE CLOUD “I think the cloud is still key, if you think about our industries, again, especially global manufacturing they were slower to move to the cloud, they still were heavy on premise, still had a lot of specialized plants, and being on one big global instance, in a lot of cases was not the approach they wanted. So I think we still have an opportunity to continue to move a lot of our customers that still are on premi…

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 method of candidates, and finding the best customers by looking at who needs your product the most. Stay tuned until the end to learn the best from Mark. INSIGHTS OF THE DAY MARK: A SALES LEADER’S ROLE IN HIRING “The key is not HR, but the sales leader should define what the spec is for an AE or a BDR. Anybody who's a sales leader anywhere in their role, not HR, you need to define the spec that you're going for. If you don't do it in granular detail, then you're gonna get hornswoggled by somebody that's a fast talker that you like that is outside of your spec, classic blunder in hiring.” MARK: HIGHEST NEED, BEST CUSTOMER “You want to focus on customers that have the highest need for what you have, that they're going to be able to adopt and expand…

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 with elevator pitches, and later talks about how you can differentiate yourself from others by focusing on the impact of your product instead of its usage. Find out more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY MARK: HOW TO DIFFERENTIATE YOURSELF FROM EVERYBODY ELSE “You need to peer up the use case, to think behind what's the business case for why they would invest, and even if you're selling infrastructure, if you have a business focus around metrics of improvement, and why they will buy the solution your way differentiated from everybody else.” Don’t miss out on our previous episode and watch out for the next ones! E115 Part 1 - THE BASICS OF ICP: Getting to Know Your Buyer with Mark Stephenson Find out more about Mark Stephenson…

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 will be diving into the world of ICP. Mark starts off by giving his takeaway for the younger generation right off the bat. He then proceeds with defining what an ICP is and what factors you should consider when identifying and analyzing them. Find out more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY MARK: TAKEAWAY FOR THE NEW SELLERS “The harder you work, the luckier you get. The cold calling is foundational.” JOE: ADVICE FOR LAID-OFF PEOPLE “Company size is usually the only thing people are focused on around ICP, you got to look at these other factors, and the reason you focus on ICP is to be more efficient and effective in your marketing campaigns and get higher conversion rates. How spot on is that?” Find ou…

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 sales, and many more. Get a load of Joe's amazing insights in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY JOE: ADVICE FOR PEOPLE BREAKING INTO TECH SALES “You have to have the passion to learn, because you may all know here on the hall, technology is ever-changing, ever-evolving, and someone needs to understand, and take the time, and had that passion, not during work. You can do that all day but on your own too.” JOE: ADVICE FOR LAID-OFF PEOPLE “Be resilient, because I do think that good people will find good homes. This is a circle, there will always be layoffs, the hiring boom, and so forth. But continue to work hard, network with your people, and I guarantee you'll find a good spot that makes sense for you.” Don’t m…

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 for customers. The two discuss how data and feedback can be used to improve customer experience and how partnering with the right companies can create an ecosystem that drives innovation. Stay tuned for more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY RANDY: HOW TECH SALES HAVE CHANGED “Back in the old days, it was, you’re selling in any of those platforms, and that was the sale. Now, you've got your intellectual property, your secret sauce, around the methodologies and service providers, and business outcomes. You're slotting in, obviously, all these different technologies that help with the outcome, but kind of this other layer in terms of the differentiation, so you're just not reselling.” JOE: HOW LEADERS PLAY A ROLE…

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 focuses on his first job, the challenges he went through, and his key takeaways after. Stay tuned for more as Joe talks about the evolution of tech in sales in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY JOE: DRIVING TECHNOLOGY AND BUSINESS OUTCOMES “We're very careful about prescribing whether it's cloud and cyber and data, and infrastructure modernization is still a play that's out there that we spend a lot of time on, and really ultimately driving technology and business outcomes. And so that's what we have to do. You know, we have to understand our customers care about what's important, their measures of success, and then tailor what our business is all about to create those outcomes, and that's where we spend a lot of …