Tech Sales Insights

In this episode of Tech Sales Insights , Randy Seidl sits down with David Donatelli, CEO of Riverbed, for a candid conversation on "Lessons Learned." David shares insights garnered throughout his illustrious career spanning EMC, Hewlett Packard (HP), Oracle, and his current role at Riverbed. From telemarketing and sales strategies of the past to the evolving landscape of enterprise solutions, they...

In this episode of Tech Sales Insights, Randy Seidl in an insightful conversation with Jim Nyhan, Director of America's Enterprise Sales at Cyber Proof, discussing the shift from selling individual products to integrated platforms in managed cyber services for enterprise clients. Jim shares his journey, emphasizing the importance of an ecosystem approach, addressing challenges in the tech sector,...

Tom Hannigan is the President of the Americas at ServiceNow. He has over 30 years of experience in the tech industry, with a focus on sales and leadership. Tom has held various roles at EMC and ServiceNow, and he is known for his collaborative and empathetic leadership style. In this episode of Tech Sales Insights, Tom discusses leadership development and selling into multiple markets. He emphasiz...

In this episode of Tech Sales Insights, Paul Fipps, President of Strategic Accounts at ServiceNow, shares his journey from an Army career to pivotal roles in leading technology companies. Paul reflects on his military background's profound impact on his leadership style, emphasizing the importance of placing the mission or company objectives first, the team second, and personal motives third. He d...

In this episode of Tech Sales Insights , Randy Seidl has an insightful discussion with Carl Eschenbach, a successful partner at Sequoia, as they unravel the secret sauce behind effective leadership. This episode delves into how the landscape of sales, technology, and leadership has evolved, emphasizing the role of innovation, data-driven approaches, and the crucial qualities that differentiate suc...

Chris McCarthy is a seasoned go-to-market executive with extensive experience in the technology industry, and the founder of 45 East, LLC. He has worked for companies like IBM, EMC, Cisco, HP, HPE, and Microsoft, where he has built strong relationships with sales teams, partners, and clients to deliver technology-based solutions that drive measurable business outcomes. In this episode of Tech Sale...

In this episode of Tech Sales Insights , host Randy Seidl is joined by Kevin Purcell, a seasoned expert in selling to and with Global System Integrators (GSIs), and the Head of Global Strategic Partnerships at Hitachi Vantara. They explore the significance of GSIs in the tech industry, share valuable insights on how to effectively collaborate with these complex organizations, and offer practical s...

Phil Castillo is the VP of Sales for CommScope, where he oversees the Americas region. With a background in networking and technology sales, Phil has held leadership roles at companies like Cisco, Avaya, and HP. He is known for his ability to develop top talent and drive results in challenging situations. In this episode of Tech Sales Insights, Phil shares his insights on the importance of being e...

In this episode of Tech Sales Insights , Randy Seidl interviews Greg Casale and Ryan Reisert about the importance of live conversations in sales. They discuss the metrics of conversations versus dials, the effectiveness of cold calling, and the impact of local dialers. They also emphasize the need for personalized and targeted outreach and the importance of training and skill development for succe...

In this episode of Tech Sales Insights , Randy Seidl interviews Jill Harris, the VP of Sales at GoTo, to discuss how Jill leads her sales team with a growth mindset, which means embracing challenges, learning from failures, and constantly improving their skills. They also talk about how they use customer centric selling as their sales methodology, which focuses on understanding the customer’s role...

Evan Leong is the founder and CEO of Product Signals, a company that provides product feedback solutions for modern teams. He has a background in product management and has worked in various roles in the tech industry. Evan is passionate about solving the problem of effectively managing and utilizing product feedback in B2B SaaS companies. In this episode of Tech Sales Insights , Evan Leong joins...

In this episode of Tech Sales Insights , Randy Seidl welcomes Martin G. Moore , a keynote speaker, co-founder “Your CEO Mentor”, and the host of “No Bullsh!t Leadership”, to share his insights on leadership and the key principles of his "No Bullsh!t Leadership" framework. He emphasizes the importance of delivering value at the core of leadership and highlights the seven imperatives for effective l...

In this episode of Tech Sales Insights , Randy Seidl welcomes Brad Rinklin , EVP and CMO at Infoblox, to discuss the importance of understanding buyer personas and qualified opportunities in the sales process. He emphasizes the need to focus on the customer and their pain points, as well as the importance of aligning sales and marketing efforts. Brad also highlights the challenges of selling secur...

In this episode of Tech Sales Insights , Randy Seidl interviews Stephen DiFranco , executive partner at Gartner, about the changing dynamics of enterprise sales. They discuss how buyers are becoming more independent and relying less on sellers, the importance of preparation and research in sales, and the evolving role of sales leaders in orchestrating complex sales organizations. KEY TAKEAWAYS Buy...

ABOUT MICHAEL Michael Wing is the President of Vast Data, a hot company in the AI space. He has a background in sales and has been instrumental in the success of Vast Data. SHOW SUMMARY In this episode of Tech Sales Insights, Randy Seidl and Michael Wing discuss the company's disruptive technology and its recent announcements in the AI space. Vast Data has experienced unprecedented success, achiev...

ABOUT VLADIMIR Vladimir Rozanovich is the Senior Vice President and President of North America at Lenovo. He has over 24 years of experience in the technology industry and has held various leadership positions at AMD before joining Lenovo. SHOW SUMMARY In this episode of Tech Sales Insights, Randy Seidl is joined by Vladimir Rozanovich to discuss the importance of perseverance in a down market. He...

ABOUT JOSH Joshua “Josh” Dinneen is the President of Blue Mantis (formerly Green Pages), a technology service provider. He has a strong track record of driving growth and organizational transformation in the tech industry. Josh discusses the importance of driving top-of-funnel activity to acquire new customers and shares insights on Blue Mantis' rebranding and focus on services. He also highlights...

In this episode of Tech Sales Insights, Randy Seidl is joined by Anthony Anzevino, Global VP of Customer Success and Renewal Sales at Commvault, to share his insights on selling with customer success and increasing the lifetime value of a customer. He emphasizes the importance of understanding the customer and their needs, as well as building strong partnerships with both customers and partners. A...

In this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss the value of global partner summits and the need for bilateral communication with partners. They provide advice on sales strategies during a down market, emphasizing the importance of a compelling ROI and building relationships through face-to-face interactions. The topic of channel...

In this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss various topics related to recruitment, culture, and the channel. Frank mentions that their company is always recruiting and highlights the engineering, direct sales, channel, and SDR openings they have. He also emphasizes the unbeatable culture at Kato, where high-performing individu...

In this episode of Tech Sales Insights, Randy welcomes Frank Rauch, Global Channel Chief at Cato Networks, to discuss the future of the channel. Frank shares insights on leadership, go-to-market strategies, and his extensive experience in the technology industry. The episode is sponsored by trender.ai, a sales intelligence company that helps accelerate ABM initiatives through targeted social media...

On this episode of Tech Sales Insights, Steve Hershkowitz, the CRO of Virtana Corp., discuss various aspects of sales and operations. Steve reflects on his younger self and advises on the importance of patience and thorough research before closing deals. They also touch upon the value of one-call closes and the need to ask for the order. The conversation shifts to the evolution of sales ops and th...

In this episode of Tech Sales Insights, Steve Hershkowitz , the CRO of Virtana Corp., explores the key elements of a thriving company culture, including the importance of helping one another and building a sustainable business. Randy and Steve also delve into the significance of effective sales and business presentations, emphasizing the need for thorough research and understanding of the customer...

In this episode of Tech Sales Insights, Randy Seidl interviews Steve Hershkowitz, the Chief Revenue Officer of Virtana Corp. Steve has over 30 years of experience in the tech industry, having worked for companies like HP, Pansando, and AMD. He is a customer-first, process-oriented, and results-driven sales executive who is passionate about sales and go-to-market strategy.   Steve shares his insigh...

In this episode of T ech Sales Insights , host Randy is back with Steve Layne , the Co-founder, Chairman, and CEO of RedVector, a security company. Steve discusses various aspects of sales and demand generation. They emphasize the importance of keeping demand generation in-house to maintain a deep understanding of the market. Event-based marketing is highlighted as a critical strategy, as it allow...