Podcasts

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 a bridge for eroding relationships, his advice for people trying to break into tech sales, the startup founders he admires and respects, and many more. Make sure to stay tuned until the end as Travis will be discussing how you can set up your own Worklyfe account. INSIGHTS OF THE DAY TRAVIS: WHAT COMPANIES SHOULD REALLY DO “What companies need to be doing though is just find how to help them inspire work while they're there, and then the whole goal is, the whole key is to help them accomplish what they want in work and life, and so I tell companies all the time, stop talking about yourself like nobody cares about your company, or making you rich or your investors. Nobody cares about your mission, vision, or goals unless you care about…

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 breaks down how Worklyfe can help people in surfacing what really matters to them and how it helps in finding a worker’s happiness equation. There’s a whole lot more to find out so tune in to this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY TRAVIS: THE PAIN POINT THAT WORKLYFE IS TRYING TO SOLVE “It's a happiness movement for me. I just felt like the number one problem in the world was unhappiness, like we've never had higher levels of depression and addiction and divisiveness.” TRAVIS: SURFACING WHAT REALLY MATTERS “How Worklyfe helps them is we surface what matters to them. So we actually go to people and say, Hey, let's figure out your personal happiness equation, we're going to help you, our software is going to help you surface your …

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 with things they actually care about. Travis talks about his first sales job and how his experience made him notice the issue with the usual incentives being given to employees. He also talks about sacred money, how to spend it, and how he got the idea of Worklyfe. Stay tuned until the end of this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY TRAVIS: COMPANIES’ LACK OF SUPPORT “There's any number of reasons why people are struggling at their job, and companies don't do a good job at all about being able to be there to support and help people maybe understand and overcome those things.” TRAVIS: OUTDATED INCENTIVES AND MOTIVATION TACTICS “Gift cards, cash and swag and stuff. Is that really like, does…

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 better performance, the primary goal of a Chief of Staff, the kind of skills needed to be a good salesperson, and advice for the younger generation and to his younger self. Let’s get a deep dive into these topics in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY PAUL: THE GOAL OF A CHIEF OF STAFF “One of the things you learn in the Chief of Staff job it’s not enough to make the principal successful, you've got to make the principal and their team successful.” PAUL: FORMULA OF A GOOD TECH SALESPERSON “Good listening skills, good questioning skills, I have always found in the best technical people, but built on a foundation of great knowledge.” Don’t miss out on our previous episodes and watch out for the next ones: E112 Part 1 - IN FOR T…

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 tech sales today, the bright future of tech sales, the portfolio shift that HP is doing now, and job openings in the company. Find out more about this exciting news in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAY PAUL: THE FUTURE IN TECH SALES IS BRIGHT “A lot of the news is coming with some of the tech layoffs. But I think part of the story that's also missing is, the tech hiring in the past two years far outweighed the layoffs. So I mean, there's a shortage of talent, not an excess of it. So it's very much a buyer's market in terms of world seller's market in terms of if you're talented, there's a lot of demand for your skill. So I think that will just continue. I don't see any slowdown in that.” PAUL: THE PORTFOLIO SHIFT FROM HARDWA…

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 a value and scalability perspective. Paul shares his experience in his first sales job and the power of using LinkedIn and other sales tools in selling and networking. Learn more about Paul in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY PAUL: LINKEDIN AS A RELIABLE SALES TOOL “We use LinkedIn Sales Navigator. That's one of the suites of sales tools we provide our sales teams. We also use other tools as well. So we found LinkedIn Sales Navigator to be reasonably valuable, and quite useful. I use LinkedIn because sometimes you get more traction with your own teams on LinkedIn than you do use some of the internal tools. So it's just a good way to connect with the broader community and, and hit keep in touch with peopl…

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 how you can do it right. He will also be answering questions about advice for people breaking into the tech space, working at Intapp, and many more. Learn more about Costa and his work in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY COSTA: COLD-CALLING IS NOT DEAD “I'm a huge believer in value-based selling, and I don't believe you can sell anything unless you have a great match. Nobody wants to buy a thing, they want an outcome, and so we have to have a case for change. And you have to understand the current state of why it's not good enough. So you know why they're gonna buy anything, you build the case, and you differentiate why you're the solution of choice where you've done it successfully in the past. And then you got to figure out the compelling eve…

Costa and Randy are back to discuss the importance of effective customer outreach when it comes to getting new customers. They discussed the importance of doing research and being sincere and knowledgeable when cold-calling customers. The two also talk about taking advantage of every sales call, sales models, company results, and many more. Join Costa and Randy in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY COSTA: COLD-CALLING IS NOT DEAD “I don't think it is, and we have a team that does outreach, you gotta reach out with email and phone. I think it's about being effective in what you say.” RANDY: TAKE ADVANTAGE OF EVERY SALES CALL “Every single call, you take advantage, any call any presentation you're at, any sales call notes that you see, proposals, everything's a coaching opportunity.” Don’t miss out on the previous episode and watch out for the next ones! E111 Part 1 - ONE OF A KIND: The Uniqueness of Selling Into Partner-Led Models with Costa Harbilas Fi…

Today, Randy welcomes Costa Harbilas to discuss the uniqueness of selling into partner-led business models in the professional and financial services industries. In this first part of their conversation, Costa talks about how he get started in the industry, his advice to the next generation of top talent, and the importance of providing real-time feedback. These, and many more, in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY COSTA: TRAITS OF A GREAT SALES LEADER “It's about hard work. It's about being smart. It's about being intellectually curious. It's about being situationally aware, right, having a high level of emotional intelligence, not just regular intelligence, and just a tremendous amount of grit, right, passion, and perseverance.” COSTA: IMPORTANCE OF GIVING FEEDBACK “That real-time feedback in corrective action is important. It's like a coach. You got to be able to provide people feedback…” Find out more about Costa Harbilas in the links below: Linked…

It’s Whynde Kuehn’s final round with Randy in this episode of Tech Sales Insights. In this episode, Whynde runs through some questions and shares her insights about engagement models, working together for the customer, spiritual foundations in leadership, taking action on ideas, and many more so make sure to stay tuned only here in Tech Sales Insights. INSIGHTS OF THE DAY WHYNDE: IT’S ALL ABOUT WORKING TOGETHER TO HELP THE CUSTOMER “At the end of the day, it's not about what you're modeling or what you're doing or you're delivering or who you have access to, and what room you're in the conversations with, it's about all of us working together, to help the organization get ideas into action, and to be able to help the customers” WHYNDE: INSIGHT ON SPIRITUAL FOUNDATION AS A LEADER “My personal belief is, maybe this is a little bit long lines, what you're saying, Randy, I don't know that one has to be outright about it. But if one does have a deep spiritual grounding, that person will …

Randy continues his conversation with Whynde Kuehn in this latest episode of Tech Sales Insights. The two discuss the effectiveness and the risks involved in the growing trend of hybrid working environments and how it correlates with business architecture. Whynde further discusses the metrics involved in the hybrid environment and other good stuff like change management, strategy execution, top-down vs bottom-up approach, and many more so stay tuned. INSIGHTS OF THE DAY WHYNDE: “Bring it to the doers. So there's two sides of this one, there's the doers, the people who will create the business architecture, and play a unique and often missing role to inform and translate strategy. There's an actual new role around that. It's business architect, it's been in place for a while, but is more emerging, but then there's also how do you actually change the rest of the organization to be able to do cohesive end-to-end strategy execution where you have accountability? And you as we were sayin…

In this episode, Randy welcomes Whynde Kuehn, author of the book Strategy to Reality: Making the Impossible Possible for Business Architects, Change Makers and Strategy Execution Leaders. Whynde shares her humble beginnings and how she got into sales. Whynde’s conversation with Randy centers on the importance of Vision and Mission statements, their parallels with strategies, the importance of business architecture in designing strategies, and many more. Learn more about Whynde in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY WHYNDE: ALIGNMENT OF STRATEGY AND CAPABILITIES THROUGH BUSINESS ARCHITECTURE “The architecture sort of the golden thread, right, allows us to keep this continual balance and alignment between strategy, the capabilities we're investing in, and the initiatives and solutions, especially if we need to replan what we're doing very quickly.” WHYNDE: INSIGHT ON VISION, MISSION, AND STRATEGIES “Those are sort of the blocks that we anchor back to. And t…

It’s the final round with Kevin Delane, and in this episode, he shares his advice for people that have been impacted by recent layoffs in tech sales. Delane suggested keeping one's network active and looking for new opportunities. He also reminded people not to get too down, as the market will eventually turn back around. Kevin also discusses Cohesity’s best practices for marketing, sales, and RevOps with channel partners. Stay tuned for more great insights from Kevin in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY KEVIN: ADVICE FOR THE PEOPLE WHO WERE LAID OFF “The market will always go up and down, and technology will continue to grow. And there's, you know, there's plenty of jobs and right opportunities. So if people are impacted that I'll guarantee you, there are companies out there that are looking to either top grade, or bring great people in. So keep your network out there, keep your network going. And don't get down at some point in time because the market …

Kevin Delane is back and in this second round, he and Randy go deeper into the main topic, which is building a top-notch go-to-market culture within the organization. The two focuses on four aspects of culture which are attitude, trust, accountability, and diversity. Get to know more about these cultural aspects with Kevin and Randy in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY KEVIN: FIRE THEM UP INSTEAD OF DRAGGING THEM DOWN “I think having a positive attitude, I mentioned before, bringing people up as opposed to bringing them down, and then also, it's your focus during the day of getting things done and bringing solutions. And so from my side, I believe that when people are fired up and focused, they'll achieve more and that's what we try to drive throughout the organization.” KEVIN: ENSURE TO INSTILL ACCOUNTABILITY TO ALL “you need people that don't have to live in fear, but they have to feel that accountability through your organization and know that we exp…

Today in Tech Sales Insights, Randy welcomes Kevin Delane. Kevin is currently the CRO of Cohesity, focusing on their mission to radically simplify how organizations secure and manage their data while unlocking limitless value. Kevin starts off by sharing his sales career from his humble beginnings to what he is today. Find out more about Kevin in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY KEVIN: BELIEVE IN WHAT YOU SELL “You have to believe in what you sell. And to me, you know, where I've worked throughout my career, I always felt that I had the best technology. So that's part of your brand, and what you're bringing to your customers out there.” Find out more about Kevin in the links below: Kevin Delane | Cohesity | Cohesity.com This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry

GET OUT AND GET RECONNECTED Randy is back with David Nour, and today, they talk about the 3 types of relationships. David breaks down each type from Personal, Functional, to Strategic relationships. He also explains why strategic relationships are the ones you should keep not only for your business but also for those you have the relationship with. David and Randy also discuss that it is high time to start going out and reengaging to the world. Learn more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY DAVID: BREAKING DOWN THE STRATEGIC RELATIONSHIP “Most people I meet have plenty of the first two, they're really missing out on the third one, which is your strategic relationships. These are relationships, beyond coaches, beyond mentors, beyond great bosses, they see the best version of you, and they push you to constantly raise the bar on who you are, how you show up, not just how you perform, but the human being that you become, and the manager and the leader that…

HUMAN INTERACTIONS ARE IRREPLACEABLE In the midst of the rise of AI (Artificial Intelligence) and ML (Machine Learning), we may wonder if we humans are going to be replaced, and David Nour has an answer to that. In this episode, David continues to talk about relationships and how they are crucial for the business. David shares his insights about AI and ML, relationships as assets, and how the recent changes in the world affect the dynamics of relationships. Find out more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY DAVID: AI AND ML ARE GREAT, BUT THEY’RE NOT HUMAN “I love AI and ML, in reducing some of the labor intensity, I love AI and ML in discerning who are the right profiles for us to kind of interact with I love AI and ML recommending kind of next steps and the right content in there, you know, for that buyer's consumption in their buying journey. It does not replace human interaction. And that interaction needs to be value-based. And it needs to be authen…

RELATIONSHIP IS ARGUABLY THE FUNDAMENTAL ELEMENT OF A BUSINESS In this episode, Randy welcomes David Nour, CEO of the Nour Group, and the author of Relationship Economics. David will be discussing the importance of learning that building relationships is a teachable skill, one that is objective and quantifiable, and not some simple soft skill. David will also talk about the third edition of his book which was made due to the global changes in business after the pandemic. Find out more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY DAVID: CHANGE IS COMING SOON “We got to stop calling these things soft skills because we've quantifiably proven that relationships can accelerate, go-to-market relationships can accelerate you identifying and recruiting exceptional talent, relationships can dramatically shorten ramp-up time and time to cash. So it is quantifiable, it's essential. And still, it is not taught in many organizations, and we believe it can be a teachable skil…

IT'S NOT WHO YOU KNOW, BUT WHO KNOWS YOU David is back to close the episode and today, he will be discussing with Randy the importance of networking and how it can be leveraged to build a personal brand. David explains how he when leaving IDC, had to start all over again by putting out content and slowly building up his personal and company brand. All these and more in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAY DAVID: CHANGE IS COMING SOON “Networking is super important, but I think it goes back to, who knows, I think you should write as much as possible. When you write things down, it forces you to think more clearly, and when you publish, even though you might have one person or two people, your family reading this stuff, or watching this stuff, you got to start somewhere.” Don’t miss out on the previous episode/s and watch out for the next ones! E107 Part 1 - IT’S GETTING CLOUDY: The Future of Business Through the Cloud with David Vellante, Part 1 E107 Part 2 …

A MAJOR CHANGE IS ABOUT TO COME David Vellante is back for another round and in this episode, he and Randy will be discussing the concept of cloud computing and the use of data in the cloud. David also hypes up the rise of the “Supercloud” and how it works. They will also discuss how organizations are increasingly able to use data in new ways, such as through AI and machine learning. Find out more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY DAVID: CHANGE IS COMING SOON “I think you're gonna see a major change in how data is used, it's going to be in the hands of the domain experts, the business people, it's going to be increasing, it's already decentralized physically. But increasingly, organizations are going to be able to use data in new ways.” Don’t miss out on the previous episode/s and watch out for the next ones! E107 Part 1 - IT’S GETTING CLOUDY: The Future of Business Through the Cloud with David Vellante, Part 1 Find out more about David in the li…

In this episode, David Vellante, Co-founder & CEO of SiliconANGLE, & CO-host of theCUBE, together with Randy talks about the future of data in the cloud and how it can be leveraged to improve sales. Tune in to learn how David got into the Tech industry and how he eventually went into sales. Find out more about David in this latest episode of INSIGHTS OF THE DAY DAVID: THE EVOLVING DEFINITION OF DATA “Definition of data is evolving. And I think it's changing where, you know, data is a fundamental component of an organization’s competitive advantage.” DAVID: HOW THE CHANGES IN THE CLOUD ACCELERATES EVERYTHING “The cloud is definitely changing that allows people to move faster, it puts data in the hands of business people like ourselves, salespeople, line of business people, product people, and this notion of self-service architecture, but the technology being such that it allows the data to be shared safely, securely in a governed manner, is something that is really coming to the f…

In this episode, Randy and Bethany are back to discuss channel partners and building a career in tech sales. In order to sell more and make more money, companies should consider using channel partners. Channel partners have their own relationships and can provide advice and guidance to companies. Bethany also discussed her advice for people aspiring to get into executive leadership. Learn more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY BETHANY: SOLIDIFY YOUR NETWORKING “So you really got to do your networking. And even if you just you know, have a cup of coffee with people and do a zoom session, just connect as much as possible and tell people what you're looking for. Again, they don't know if you don't tell them.” BETHANY: STAY IN TOUCH WITH HEADHUNTERS “Probably sometime at some point in your career, you've been contacted by a headhunter. My advice is you make friends with those people, you know who they are, right, and you go back to them in times that a…

SALES: WE NEED MORE WOMEN! In this episode, Randy and Bethany discuss the need for more women in sales, and how the industry can better support and encourage them. They agree that education and awareness are key to getting more women interested in sales as a career. They also discuss the role of women in sales, and how companies should reach out to colleges to begin internship programs for young women and men who are interested in sales. Get to know how Bethany decided to serve a board and many more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY BETHANY: WHY SALES IS A GOOD CAREER FOR WOMEN “It requires you to connect, it requires learning, but it also requires relationship building, which I think women are great at. So I think it's a phenomenal opportunity.” BETHANY: ADVICE FOR WOMEN IN THE TECH SPACE “I really wanted to learn about a different industry. I want to learn how they operate, what they know, how their processes were, what they strategized around, a…

Bethany Mayer is a highly respected executive in the tech industry, with a background in engineering and marketing. She started her career at the Skunk Works division of Lockheed, working on the F-117 stealth fighter. She then went on to hold various executive positions at HP, where she was responsible for taking shares and growing the business. Bethany is known for her technical and go-to-market chops, as well as her no-nonsense approach to getting things done. Find out more about Bethany and her work in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAY BETHANY: ADVICE FOR WOMEN IN THE TECH SPACE “My advice for women is you can do anything you dream of, honestly, if I can do it, you can do it. It is there for you, and you, if you give yourself the credit that you deserve, and you have sponsors that I'm sure you will have around you, you can do anything.” Find out more about Bethany in the links below: Bethany Mayer | Box | Box.com Send in a voice message to us: …