Tech Sales Insights

IS TECHNOLOGY FOR BETTER OR FOR WORSE? It’s part 2 with John Barrows, CEO of Sell Better by JB Sales, and the author of I Want To Be In Sales When I Grow Up. In this episode, John will be talking about the future of sales, particularly on the benefits of in-person networking for sales reps, the importance of work-life integration, the impact of platforms on sales, the generational divide in the wo...

WHAT AWAITS US IN THE FUTURE OF SALES? Welcome to another series in Tech Sales Insights, and in this series, we have John Barrows, CEO of Sell Better by JB Sales, and the author of I Want To Be In Sales When I Grow Up. To kick off this series, John will be talking about the future in sales, particularly on design thinking, how technology is taking over and the impact of technology on sales. So tun...

It’s Part 3! Stu and Randy discuss the ins and outs of sales leadership, the importance of initiative, flexibility, and action, success in sales being dependent on the whole team, and many more. Don’t miss out on this final installment of the Stu Gold series, only here in the latest episode of Tech Sales Insights.   HIGHLIGHT QUOTES STU: Flexibility + Initiative = SDR’s Success “Flexibility is ver...

Welcome to Part 2 of this series with Stu Gold, CRO of Blattner Technologies. In this second installment, Stu and Randy will talk about the benefits of and importance of AI (Artificial Intelligence), ML (Machine Learning), and Data to businesses, particularly in Sales and Marketing. Tune in and learn more about these benefits in this latest episode of Tech Sales Insights.   HIGHLIGHT QUOTES STU: D...

For over a century of pioneering innovation, Blattner Technologies is geared to be the leading provider of predictive transformation services and tools in the Data Analytics, Artificial Intelligence, and Machine Learning industry, and with that, we have Stu Gold today to talk about Blattner’s mission and it’s go-to-market strategy, only here, in Tech Sales Insights.   HIGHLIGHT QUOTES STU: Focusin...

This episode of Tech Sales Insights is the last part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He explains the need for balance between technical and go-to-market founders and how each plays a pivotal role in defining the product that will ultimately solve the customer's problem. And just as important, Nick also...

This episode of Tech Sales Insights is the second part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He discusses how companies need a great product and customers to even begin a PLG motion. Nick also talks about determining product-market fit using product signals, as well as choosing the right customers that help...

This episode of Tech Sales Insights is the first part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He shares his professional journey in investing and operations and how he ensures the health of their portfolio today together with their fund managers. He also explains how they do not lead rounds and instead facilit...

This episode of Tech Sales Insights is the last part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. He shares his wisdom on the secret sauce to effective leadership and how to become a leader who motivates, inspires, and lives the true meaning of servant leadership as well.    HIGHLIGHTS The CRO's scope of responsibilities and leadership across roles Aim to become the motiva...

This episode of Tech Sales Insights is the second part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. He provides deep insights into how they choose companies to invest in, as well as the primary importance of change management to survive economic headwinds. Carl also gives actionable tips on how companies must sell and the shift in messaging that this requires.   HIGHLIGHTS...

This episode of Tech Sales Insights is the first part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. Today, Carl shares his remarkable career journey, from working at a PBX company in 1987 to the present day at Sequioa, and all the sales jobs in between. He discusses what they do and do not do as a company and how working in a VC keeps him young.   HIGHLIGHTS Carl's professi...

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we check out the best moments from our conversation with Craig Hinkley, CEO of WhiteHat. He discusses the key attributes of successful sales reps and leaders alike and how to lead your team from within.   HIGHLIGHTS The key attributes for success for sales reps and leaders Every great team nee...

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we revisit the best moments from our conversation with Andrew Ettinger, CRO at Astronaut. He digs into some early mistakes that founders make and how grit, passion, and intellectual curiosity remain the top characteristics that indicate future success.    HIGHLIGHTS Early founder mistakes and...

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we throwback to some of the most memorable moments from our conversation with Jennifer Haas, CRO and Executive Vice President of Sales and Marketing, on the 3 "ships" for growing young leaders into their full potential and much more.    HIGHLIGHTS "Clarity is kindness" and creating a team cult...

Welcome everyone to a special episode of the Tech Sales Insights Podcast! This is the last part of the discussion on SKO by David Nour, CEO of The Nour Group. Today, he shares ten ideas to consider to make your SKOs more consistent, and ultimately, more successful. David also talks about using image and story to deliver your path forward and how that relates to the customer lifecycle journey.    H...

Welcome everyone to a special episode of the Tech Sales Insights Podcast! This is the second part of the discussion on sales kickoffs (SKO) by David Nour, CEO of The Nour Group. Today, he dives deep into the biggest mistakes those in leadership roles make when doing SKO and, of course, how to effectively address them.   HIGHLIGHTS 10 costly mistakes leaders could make  Using new technologies and t...

Welcome everyone to a special episode of the Tech Sales Insights Podcast! Today we have David Nour, CEO of The Nour Group, taking the helm to talk about approaching your sales kickoff (SKO) in more effective and cost-efficient ways.  Tune in as he shares a few misconceptions about growth, challenges leaders face when it comes to SKO, and many more valuable insights!    HIGHLIGHTS Leading and think...

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we bring back some of the best moments from our conversation with Ed Sim, Founder and Managing Partner of boldstart ventures. Tune in as we talk about finding and working with start-ups and helping them reach new heights.    HIGHLIGHTS Working with founders and identifying their common mistake...

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we bring back some of the best moments from our conversation with Peter Quirk, previously General Manager of the Global Enterprise East at Hewlett Packard Enterprise (HPE) and now Chief Revenue Officer at ThreatWarrior.    HIGHLIGHTS What global enterprise and global accounting mean for HPE Be...

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we bring back some of the best moments from our conversation with Ken Dougherty, Vice President of North America Storage Platforms and Solutions Sales at Dell EMC.   HIGHLIGHTS Trends in tech sales that could have an impact post-COVID The hallmarks of a successful salesperson Use social media...

This episode of Tech Sales Insights is the last part of our conversation with Annelies Husmann, Head of Enterprise Sales and Growth at Gong. She shares some of the best advice she had learned over the years, including riding out overwhelm by focusing for 24 hours. She also discusses the importance of building multi-threaded relationships at the executive level. In sales, she comments on the magic...

This episode of Tech Sales Insights is the second part of our conversation with Annelies Husmann, Head of Enterprise Sales and Growth at Gong. Annalies dives into mentorship and how other women in sales should explore their networks to find a good mentor. In her experience, just having these conversations allows other women to see themselves in quota-carrying roles too. Annelies also discusses val...

This episode of Tech Sales Insights is the first part of our conversation with Annelies Husmann, Head of Enterprise Sales and Growth at Gong. Achieving true diversity in organizations is admittedly difficult. Annelies discusses how leaders need to be thoughtful during this process and to stay committed to this cause. She emphasizes how leaders must go out in the field as well to find the best tale...

This episode of Tech Sales Insights is the last part of our conversation with Eric Brock, Chairman & CEO of ONDAS Networks and Diana Shapiro, CEO of Dynam. AI. They talk about who their buyers are and what it takes to weather recessions and come out of them successfully. They also share some of the insights they've gained from mentors and their own personal experiences.   HIGHLIGHTS It takes d...

This episode of Tech Sales Insights is the second part of our conversation with Eric Brock, Chairman & CEO of ONDAS Networks and Diana Shapiro, CEO of Dynam. AI. Eric first introduces ONDAS and what they do for businesses that need connectivity over wide areas. They then talk about defining automation at the highest levels and what their partnership means in creating relevant technologies and...