Podcasts

This episode of Tech Sales Insights features Chris Bowen, Senior Vice President for Sales at Hammerspace. Sales and marketing are essential pillars in any business and Chris discusses how these 2 departments align to ensure that their messaging is synced. He also discusses the central role of enablement to ensure that the sales team is always focusing on the problems they solve rather than the technology and features which do not contribute to value-selling. HIGHLIGHTS Aligning sales and marketing to the problems they solve Value-selling: It's not about the tech, it's about the use cases they solve Sales leaders to look up to and advice from mentors QUOTES Customer success today and moving forward - Chris: "Most of it's more on implementation to make sure that we're getting customers that have gone through the POC stage, getting them implemented into production, and then make sure they're happy. So that's something that we'll also start to grow as we move into early 2023." Bu…

This episode of Tech Sales Insights features Chris Bowen, Senior Vice President for Sales at Hammerspace. Nailing down product-market fit is one of the biggest challenges for any startup and Chris shares how they figured out theirs. He also speaks on how they hired their sales team based on a builder mentality and their ability to sell a vision. He discusses their 4 pillars namely sales, partnering, technology, and marketing. HIGHLIGHTS Product-market fit and hiring a sales team with a builder mentality Partners and alliances accelerate growth Focusing on big deals and customer acquisition compensation QUOTES Figure out product-market fit with these questions - Chris: "Do you have multiple sites? Are you where are you at in your journey to cloud? Do you have multiple types of storage or tiers of storage? Do you have a workflow that you're trying to share across multiple sites? If they answered 2 of those questions, that's a potentially very good fit for Hammerspace."  Spendi…

This episode of Tech Sales Insights features Chris Bowen, Senior Vice President for Sales at Hammerspace. Today he shares his professional growth, from working in sales straight out of college to ultimately joining Hammerspace. He gives an overview of what it means to build a startup sales organization from the ground up, solve the most pressing issues of storage and product-market fit, and focus sales on the media, entertainment, and gaming verticals. HIGHLIGHTS Building a startup sales org: ICP, culture, and solving product-market fit A go-to-market plan that focuses on media entertainment and gaming Hiring sellers with strong networks in media and entertainment QUOTES Solving the storage issue so sellers can focus on selling - Chris: "I would say to a recruit is one, we solved the holy grail of storage. How many times have you gone into a customer and they said, “Yeah, what if, it'd be great if you could do this?’ So we've been hiring folks that have been selling to custom…

This episode of Tech Sales Insights features Roger Sands, CEO of Wyebot. A high-powered team is behind the past and future successes of Wyebot. Roger shares how they create and retain these top performers and their focus on nurturing team members who share common values. He also provides his own sales prediction where sellers must return to some form of face-to-face interaction while also balancing the advantages of video selling to create successful partnerships. HIGHLIGHTS Creating and retaining a high-powered team Build relationships with your team and customers to create conversations Sales leaders to emulate Predicting a return to face-to-face sales optimized by video conferencing QUOTES Create a high-powered team by listening to internal referrals Roger: "Listen because they're going to have great ideas on how to solve the next challenge in scaling. Who to hire? They'll have contacts in the industry and the best hires are references, in most cases. Over half, I think, of th…

This episode of Tech Sales Insights features Roger Sands, CEO of Wyebot. He talks about Wyebot's early preference for direct as they were creating a new market segment and building a large customer base. Moving forward, Wyebot is shifting toward channels. Roger also emphasizes the need to be selective with technology partners, ensuring they understand the value they provide, and communicating that on sales calls. HIGHLIGHTS Leaning on direct when creating Wyebot's new market segment and shifting to channel Wyebot's value message: ROI of mean time to resolution Be selective with technology partners QUOTES Selling direct and channel is comp-neutral Roger: "If we've been in the channel long time and if you want the channel to be effective, you cannot compete with them, you can't take deals away from obviously, so we comp the sales team the same way." Wyebot's value message to prospects Roger: You're talking to a CIO, they have business-critical networks and they need to have those u…

This episode of Tech Sales Insights features Roger Sands, CEO of Wyebot. He discusses how their company optimizes business-critical wireless networks using AI. Wyebot has taken what used to be a manual process and automatically identifies performance issues and provides actionable items to solve them. They are in a fast-growing segment offering a gamechanger product that helps scale businesses to hundreds of millions of dollars in revenue. HIGHLIGHTS Roger's career and starting Wyebot with a focus on automation Education, healthcare, and manufacturing are Wyebot's 3 core verticals Doubling the sales team and offering unique opportunities in the market-creating segment 3-year plan: Scale to hundreds of millions of dollars and accelerate with channel partners QUOTES Wyebot automates business-critical networks using AI Roger: "We started Wyebot with a whole focus on automation, so we're changing the game here, Randy, in IT automation where we're taking what has been a traditional, …

This episode is sponsored by OpenSymmetry, our Plan-Deploy-Manage Sales Compensation Technology sponsor. OpenSymmetry provides best practice advice and considerations when assessing, deploying, and managing Sales Performance Management technologies. --- Send in a voice message: https://anchor.fm/salescommunity/message

This episode is sponsored by our two Up & Coming Sponsors salesbricks and Spotlight.ai. Salesbricks , our CPQ sponsor, is a better way to manage quote-to-cash for your enterprise, inside-sales, and self-service go-to-market motions. Spotlight.ai, our Value Intelligence sponsor, provides a Value Intelligence AI driven platform to transform sales discovery, auto build differentiated business cases and optimize value positioning for field and remote teams. --- Send in a voice message: https://a...

This week's episode of Tech Sales Insights LIVE features guest Frank Palumbo, Corporate VP at AMD Pensando This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations and results. --- Send in a voice message: https://anchor.fm/salescommunity/messag...

This week's episode of Tech Sales Insights LIVE features guest Tom Ammirati, CRO at PlainID This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through our self-service ValueCloud platform. --- Send in a voice message: https://anchor.fm/salescommunity/message

This week's episode of Tech Sales Insights LIVE features guest Henri Richard, VP & Executive Partner, Global Sales Practice at Gartner This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through their self-service ValueCloud Platform. --- Send in a voice message: https://anchor.fm/salescommunity/message

This week's episode of Tech Sales Insights LIVE features guest Henri Richard, VP & Executive Partner, Global Sales Practice at Gartner This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through their self-service ValueCloud Platform. --- Send in a voice message: https://anchor.fm/salescommunity/message

This week's episode of Tech Sales Insights LIVE features guest Sean Foster, Chief Revenue Officer, Anomali This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through their self-service ValueCloud Platform. --- Send in a voice message: https://anchor.fm/salescommunity/message

This week's episode of Tech Sales Insights LIVE features guest Andy O’Brien, SVP General Manager North America, OpenLegacy The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations and results. --- Send in a voice message: https://anchor.fm/salescommunity/message

This week's episode of Tech Sales Insights LIVE features guest Nik Oberhuber, VP of Sales at Fortanix. This episode is sponsored by Outreach, the first and only Engagement AND Intelligence platform, built by Revenue Innovators for Revenue Innovators. Outreach allows you to Commit to accurate sales forecasting, Replace manual processes with real-time guidance, and Unlock actionable customer intelligence that guides you and your team to win more often. --- Send in a voice message: https://ancho...

This week's episode of Tech Sales Insights LIVE features guest Arthur Filip, Chief Growth Officer at Publicis Sapient This episode is sponsored by Gong, enabling revenue teams to realize their fullest potential by unveiling their customer reality. The patented Gong Revenue Intelligence Platform captures and understands every customer interaction, then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions. --- Send in a voice message: https:/...

This week's episode of Tech Sales Insights LIVE features guest Brian Kelly, CEO of CloudGenera This episode is sponsored by The Alexander Group, our GTM & Sales Compensation partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations and results. --- Send in a voice message: https://anchor.fm/salescommunity/message

This week's episode of Tech Sales Insights LIVE features guest Max Altschuler, VP of Sales Engagement at Outreach This episode is sponsored by Outreach, the first and only Engagement AND Intelligence platform, built for Revenue Innovators by Revenue Innovators. Outreach allows you to commit to accurate sales forecasting, replace manual processes with real-time guidance, and unlock actionable customer intelligence that guides you and your team to win more often. --- Send in a voice message: ht...

This week's episode of Tech Sales Insights LIVE features guest Piyush Mehta, CEO of Data Dynamics This episode is sponsored by Sales Impact Academy, the world’s leading go-to-market learning platform providing a continuous live learning solution for high-growth tech companies --- Send in a voice message: https://anchor.fm/salescommunity/message

This week's episode of Tech Sales Insights LIVE features guest Bill Swales, VP and Channel Chief at VMware. This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partners. The Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to The Alexander Group for data-driven insights, actionable recommendations and results. --- Send in a voice message: https://anchor.fm/salescommun...

Sendoso, the leading Sending Platform, helps companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. By integrating digital and physical sending strategies, companies can increase the effectiveness of their existing go-to-market programs and improve their relationships with customers. Trusted by over 800 companies, Sendoso is an essential part of successful demand generation, account-based, and customer experience programs. --- Send in a voice mess...

This episode is sponsored by Outreach, the first and only Engagement AND Intelligence platform, built by Revenue Innovators for Revenue Innovators. Outreach allows you to Commit to accurate sales forecasting, Replace manual processes with real-time guidance, and Unlock actionable customer intelligence that guides you and your team to win more often. --- Send in a voice message: https://anchor.fm/salescommunity/message

This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through our self-service ValueCloud platform. ValueCloud turns customer value into enterprise-class strategic assets, that are easy to access and use by your team. Messaging, positioning and proving the economic value of your solutions, has never been faster, easier or m...

This episode is sponsored by CaptivateIQ, the Commission Software sponsor of the Sales Community. Created by a team with decades of commissions experience, CaptivateIQ is pioneering the new standard in commission management and enabling companies to reclaim the power of incentives with a platform build for revenue teams --- Send in a voice message: https://anchor.fm/salescommunity/message