Tech Sales Insights

In this episode of Tech Sales Insights , Chris Scanlon, CRO at human, discusses the nuances of sales leadership across small and large companies. Sponsored by Alexander Group, Scanlon shares insights on building sales culture, the importance of enablement, and aligning executive teams. He also delves into his career journey, including roles at Accuvant, Optiv, and Checkpoint, and the significant i...

In this episode of Tech Sales Insights , Vinay Nachani, VP Worldwide Software Sales at Cisco, joins Randy to discuss software sales success, enterprise agreements, and sales transformation. Vinay shares his journey from an engineering background to a pivotal sales leadership role, highlighting the importance of customer trust, strategic partnerships, and the evolution of Cisco's software offerings...

In this episode of Tech Sales Insights , Rick Scurfield, CRO of Vast Data, shares valuable insights on becoming a better cross-functional and strategic thinking CRO. Rick, with a rich background in the tech industry, including his tenure at NetApp, discusses the importance of leveraging ecosystems, building robust partnerships, and the evolving role of RevOps in aligning with company strategies. H...

In this episode of Tech Sales Insights , Jim Karrh, a Consultant & Professional Speaker at Karrh & Associates, shares his expertise on building consistently effective sales communications and conversations. He emphasizes the need for strategic thinking and offers insights into how sales organizations can structure their conversations to improve results. Other topics include the use of AI a...

In this episode of Tech Sales Insights , Randy Seidl is joined by Jim Delia, SVP of Global Revenue Operations at Workday, to discuss the critical components of successful Revenue Operations. The conversation covers core topics such as the three-legged stool of people, scale, and innovation. They delve into the importance of effective outbound sales strategies, leveraging AI, and optimizing tech st...

In this episode of Tech Sales Insights , Randy Seidl is joined by Scott Wood, VP and GM of Compute for North America at HPE. Scott shares unique go-to-market strategies inspired by his experiences as a football official. From structured pregame preparations to rigorous post-game reviews, Scott draws fascinating parallels between sports officiating and high-performance sales teams. KEY TAKEAWAYS St...

In this episode of Tech Sales Insights , Randy Seidl welcomes Rich Kucharski, the Global Field CTO and Transformation Leader at Dynatrace. They discuss a range of topics centered on sales, technology, and transformation. Rich shares insights from his impressive career spanning roles at Sharp Electronics, EMC, XIV, and J.P. Morgan. Key discussions include bridging business goals with technical solu...

In this episode of Tech Sales Insights , Randy Seidl is joined with Lee Hacohen, Head of Sales at Red Eye, to discuss the pressing issue of pipeline problems in sales and how AI can provide a solution. Sponsored by Alexander Group, the episode dives deep into the evolving landscape of sales, the impact of AI, and practical strategies for leveraging technology to enhance sales productivity. Lee sha...

In this episode of Tech Sales Insights , Randy Seidl features a conversation with Rachel Cossar , CEO and co-founder of Virtual Sapiens. The discussion revolves around the potential of AI to transform sales coaching by analyzing and improving sales behaviors and human interactions. Rachel, a former professional ballet dancer and now a tech entrepreneur, shares how her company uses AI to help profe...

In this episode of Tech Sales Insights , Randy Seidl and Michael Norton delve into the pivotal role of frontline sales managers in modern companies. From their diverse responsibilities to the challenges they face, they explore how these unsung heroes shape organizational success. With insights from industry veterans and personal experiences, they dissect the evolving dynamics of sales management a...

In this replay episode of Tech Sales Insights , Randy Seidl is joined by Joey Gilkey, CEO of Apex Revenue, to discuss the evolution of outbound cold calling strategies in the modern sales landscape. From Joey's journey in sales to the challenges and solutions in improving cold calling pickup rates, this episode offers invaluable insights for sales professionals navigating today's competitive marke...

In this replay episode of Tech Sales Insights , Randy Seidl is joined by Peter Trizzino, President of North America Sales at Dell. Together, they delve into the pivotal role of culture in driving sales success, exploring how it transcends strategy and shapes behaviors within teams and partnerships. From personal anecdotes to actionable insights, Peter shares his journey from humble beginnings in s...

In this replay episode of Tech Sales Insights , Randy Seidl interviews Jennifer Quinlan , the Global Managing Partner at IBM Consulting, discussing the transformative power of Gen AI on customer experience. From IBM's own journey as client zero to real-world success stories, they explore how AI-driven solutions are streamlining processes, improving employee and customer satisfaction, and accelerat...

In this replay episode of Tech Sales Insights, Randy Seidl is joined by Lisa Pope, President at Epicor, shares her journey through the world of ERP, from its traditional roots to its modern-day relevance. Randy delves into Lisa's extensive experience, exploring the evolving role of ERP in today's dynamic business environment. From navigating supply chain disruptions to harnessing the power of data...

In this episode of Tech Sales Insights, Randy Seidl and Peter Bell, General Partner and Chairman of Amity Ventures, dive into the realm of sales and startups. From Peter's extensive experience as both a sales leader and a venture capitalist, they explore best practices, pitfalls, and strategies for achieving success in sales-driven organizations. KEY TAKEAWAYS Founder-Led Sales: Understand the piv...

In this episode of Tech Sales Insights, Randy Seidl is joined by John Barrows, CEO of JB Sales, as they explore the timeless principles of sales. They delve into the transformation of sales fundamentals over the years and how staying authentic in the ever-evolving sales landscape is crucial. From sharing personal experiences to discussing the impact of AI on sales coaching, this episode is a treas...

In this episode of Tech Sales Insights, Randy Seidl interviews Richard Harris, the author of the upcoming book, "The Seller's Journey." In this episode, they delve into the intricacies of sales, from the importance of understanding the buyer's journey to the art of respecting contracts. Richard shares insights from his extensive experience in sales training and go-to-market strategies, providing v...

In this episode of Tech Sales Insights , Randy Seidl in an insightful conversation with Mohamad Ali , Chief Operating Officer of IBM Consulting, they delve into the transformative impact of generative AI on the IT consulting industry. From disrupting traditional sales processes to enhancing cybersecurity for global organizations like NATO, Ali shares real-world examples of how AI is reshaping the...

In this episode of Tech Sales Insights , Randy Seidl is joined by Collin Mitchell , the Managing Partner at Leadium, as they delve into the dynamic world of outbound sales. They discuss how traditional outbound sales methods are evolving and share insights on what works in today's competitive landscape. From personalized email strategies to the power of cold calling, they explore practical tips an...

In this episode of Tech Sales Insights, Randy Seidl is joined by Matt Dixon, the founding partner at DCM Insights, to delve into the captivating world of Challenger sales and explore the profound insights from Matt's latest book, "The Jolt Effect: How High Performers Overcome Customer Indecision." They discuss the evolution of sales strategies, the impact of the pandemic on decision-making, and th...

In this episode of Tech Sales Insights , Randy Seidl is joined with David Schneider, General Partner of Co-Two and seasoned executive with a remarkable track record. Dive deep into the lessons learned throughout Schneider's career, covering topics such as culture, growth, hiring, forecasting, and more. From his early days at UC Irvine's Championship sailing team to leading companies like Data Doma...

In this episode of Tech Sales Insights, Randy Seidl engages in an insightful conversation with Sam Nelson , the founder of SDRLeader.com and Agoge Prospecting School. Discover the secrets of successful outbound prospecting, the importance of proper enablement, and the nuances of effective sequence strategies. Sam shares his journey from starting a mission-driven company to becoming a leader in SDR...

In this episode of Tech Sales Insights, Randy is joined by John Byrne, President at Dell, for an insightful conversation on the evolution of the customer journey. They explore the dynamic shifts in buyer behavior, the impact of Gen AI, and how technology is reshaping the sales landscape. John shares his experiences and perspectives on leadership, vision, and the critical role of human interaction...

In this episode of Tech Sales Insights, join us for a fireside chat with Scott Strubel, Vice President of the America's Partner Organization at Darktrace, a leading cybersecurity AI company. Scott shares his firsthand experiences and insights from the first 90 days as a new leader in the cybersecurity landscape. From his childhood jobs shaping his approach to leadership to his impressive career jo...

In this episode of Tech Sales Insights , Randy Seidl welcomes Amit Bendov , the CEO of Gong, to discuss the profound impact of AI in sales and revenue team transformation. Amit shares the origins of Gong's AI-driven platform, its evolution, and the pivotal role it plays in empowering sales teams. From increased productivity to predictive analytics and integrations with sales methodologies, Gong's...