Tech Sales Insights

In this episode of Tech Sales Insights, host Randy welcomes Steve Layne, the Co-founder, Chairman, and CEO of RedVector, a security company. The interview explores a company that offers an innovative solution for insider threats and risk analysis. Their approach involves being proactive and predictive rather than reactive, allowing organizations to mitigate problems before they escalate. Steve emp...

INSIGHT OF THE DAY   STEVE: THE JOURNEY FROM CAR SALESMAN TO MARKETING ANALYST, UNVEILING THE SECRETS OF SELLING AND THE PSYCHOLOGY OF CONSUMER BEHAVIOR “I, in large measure, learned how to sell right and learned the ways it means what it took to To, to close a deal, if you will. And so after college I couldn't be a car salesman. I went to college. I had a degree in marketing and so I had to go ge...

INSIGHTS OF THE DAY BILL: HOW MUCH TECHNOLOGY IS TOO MUCH? “I think there was a huge risk on too much technology. This thing needs to be set up in a way that has as few user interfaces as possible. Everything should have a common look and feel that should be a common place that people are entering into. And then as much as possible, leveraging the tech in a way that automates the experiment withou...

INSIGHTS OF THE DAY BILL: BUSINESS PROCESS REENGINEERING FOR MAXIMUM PRODUCTIVITY “And again, a lot of companies, you know, you people have built tools and processes in place to solve a particular problem. And then they never go back and say, do I still need that in place? So it's, we've done a lot of fundamental like streamlining, simplifying, you know, breaking down those processes to make sure...

INSIGHTS OF THE DAY BILL: LOOK AT ATTRIBUTES ON HOW TO BRING A TERRITORY TOGETHER “We came to the conclusion a number of years back that not only does a rep with a well-formed territory perform better but with a well-formed territory, you get much better revenue lift. So we've looked at a lot of different attributes around how do you bring a category together in a way that makes sense analytically...

INSIGHTS OF THE DAY TOM: PEOPLE KNOW THEIR TALKING TO THE REAL YOU “All I would say about anybody is be authentic. Be who you are. Don't try to fit in, don't try to be what the other people might think of is what they want in a sales executive. When I travel the world doing my business, I was Tom Mendoza wherever I was. I was sensitive to culture but I still was me."   Don’t miss out on our previo...

INSIGHTS OF THE DAY TOM ON WHO THE TOP OF YOUR CONSTITUENTS SHOULD BE “It's our own people number one, it's the only thing you have complete control over. If your people are pumped up, excited, and committed, the other guy is going to know it and want to buy from you and be around you and the results will show."   Don’t miss out on our previous episode and watch out for the next ones! E126 Part 1...

More than just performance and the usual accountability, leadership, and understanding aspects of growth, culture can be a prime factor in long-term success. In this episode of Tech Sales Insights, Randy welcomes Tom Mendoza, Member of the Board of Directors in companies such as VAST Data, Varonis, and more. Today, Tom talks about leadership and building a culture of transparency, unity, consisten...

A CRO needs to invest ahead of time on when you're going to start getting predictable revenue. In this episode of Tech Sales Insights, we have the last part of our conversation with Mark Stephenson, Go-To-Market Advisor for multiple tech companies. Mark talks about the best way to identify ICP in situations when ownership is sporadic. He also shares his insights on the PLG motion and how AI might...

What we've known before as the legacy VP of sales has now morphed into roles that cover other aspects that may or may not involve marketing. In this episode of Tech Sales Insights, Randy continues the conversation with Mark Stephenson, Go-To-Market Advisor for multiple tech companies. This time, Mark discusses the role of CRO and where he thinks marketing should actually report to. He also talks a...

Focus your entire go-to-market around the adoption of high users that will expand with you and you can eventually build a great business around it. In this episode of Tech Sales Insights, Randy welcomes Mark Stephenson, Go-To-Market Advisor for multiple tech companies. Today, Mark talks about go-to-market alignment and how to approach it for increased efficiency and leverage. He dives into the imp...

Once a certain level of adoption has been driven and customers see that "first value" moment, you can then find numerous opportunities for cross-selling, expansion, and more. Today's episode of Tech Sales Insights is the last part of Randy's conversation with Jeff Depa, Chief Revenue Officer at Gainsight.   Jeff discusses the framework they adopt when it comes to driving value and outcomes consist...

While your CS team has visibility into what's happening in your customer base, how do you leverage this across all departments? In today's episode of Tech Sales Insights, Randy continues his conversation with Jeff Depa, Chief Revenue Officer at Gainsight.   Jeff talks about focusing on alignment and how each team can support the other.  He also shares about Gainsight's mission statement of "human...

Years ago, customer success was only something you'd think about when you start to "lose" customers but now you definitely have to be more proactive. In today's episode of Tech Sales Insights, Randy welcomes Jeff Depa, Chief Revenue Officer at Gainsight.   Jeff shares his insights on helping businesses across different industries achieve durable growth through technology, partnerships, and value c...

Today's episode covers the last part of Randy's conversation with Kimberly Dieter, VP of Sales Solutions at LinkedIn where they talk about how she comes up with frameworks that lead to efficiency, productivity, and attainment.   Kimberly also shares the advice she typically gives to those facing layoffs in the tech sales field and the increasing need to think about goals and expectations more clea...

Today's episode of Tech Sales Insights is the second part of Randy’s conversation with Kimberly Dieter, VP of Sales Solutions at LinkedIn. Relationships matter but how you use your tools and implement the right behaviors are what help you build that lasting relationship with customers. Kimberly talks about the "tool fatigue" companies have experienced where they use too many tools without really u...

Curate your network by identifying what your objective is and design that community to help you drive the outcomes you need. In today's episode of Tech Sales Insights, Randy welcomes Kimberly Dieter, VP of Sales solutions at LinkedIn.   Kimberly talks about creating content on LinkedIn to build a strong network and have more meaningful relationships in the long run. She also discusses the use of L...

Today's episode of Tech Sales Insights is the last part of Randy's conversation with Gabe on sales compensation from the CEO's perspective and hiring the right people to take your business to the next level. Gabe touches on their philosophy when it comes to compensation and fostering high producers by also providing more incentives overall. He also shares why they have a strong inbound lead engine...

For today's episode, Randy is back with Gabe to continue the conversation on sales compensation from the CEO's perspective in the field service software space. Gabe expands on how they balance inbound calls with how much their reps still need for quota. He also talks about hiring for a sales team in a remote environment and why he likes referrals when it comes to hiring. There's all this and even...

Welcome to another amazing episode of Tech Sales Insights. Today, Randy welcomes Gabe Pinchev, Founder and CEO of FieldPulse, an all-in-one software for running field service businesses. Gabe dives deep into the field service software business, the pricing of software, and the overall potential within the space. He talks about the impact of having software for less IT-focused fields and the many o...

In today's episode of Tech Sales Insights, we have our last conversation with Pat on applying the 7 habits of success to get successful sales. This time, he discusses using resources properly and continuing to be a student at what you do.   Pat shares advice for people wanting to break into tech sales and similarly for those being affected by recent layoffs in the tech sales space. He talks about...

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...

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 tha...

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 ab...

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 decisio...