Tech Sales Insights

In this episode of Tech Sales Insights, Randy Seidl is joined by Dr. Courtney McCashland, Chief Officer of Science and Strategy at AuctusIQ, to discuss data-driven strategies for improving sales performance. The conversation delves into the significance of understanding key attributes in top sales performers, the benefits of using talent assessments, and how AuctusIQ provides actionable insights to align talent with commercial success. Dr. McCashland shares her extensive background in positive business psychology and how it helps identify what drives success in individuals. Additionally, the episode touches on the unique challenges and opportunities for women in sales, as revealed by recent research. KEY TAKEAWAYS QUOTES Find out more about Courtney McCashland through the link/s below: https://www.linkedin.com/in/courtney-mccashland/ This episode is sponsored by AuctusIQ, the Sales Performance Assessment sponsor of the Sales Community. AuctusIQ is a sales data and science software company with the mission of providing the right data to solve your three biggest challenges: selecting and retaining exceptional talent, coaching to ensure readiness to meet or beat quota, and winning more deals.

In this episode of Tech Sales Insights, Randy Seidl is joined by Denise Millard, Chief Partner Officer at Dell Technologies. They delve into the best practices for channel selling, the evolution of partnerships, and the importance of building strong, accountable relationships within the tech industry. Denise shares her incredible 27-year journey from EMC to Dell and her strategic role in fostering partner ecosystems. Learn how Dell embraces AI, marketplace dynamics, and the critical role of mentorship in career development. For anyone in tech sales, this episode is packed with valuable insights and real-life success stories. KEY TAKEAWAYS QUOTES Find out more about Denise Millard through the link/s below: https://www.linkedin.com/in/denise-millard-0407b632/ This episode is sponsored by TitanX (formerly Phone Ready Leads), the Audience Activation sponsor of the Sales Community. Sales teams using Phone Ready Leads® average a 21.3% dial to connect rate with key decision makers (A live conversation every ~5 dials), and average ~10 conversations with key decision makers for every 50 outbound dials they make.

In this episode of Tech Sales Insights, Randy Seidl is joined by Richard Hegberg, a notable figure in the semiconductor and entrepreneurial startup space, currently CEO of Aspinity. The main topic discussed is the biggest issue for startup companies, which is the go-to-market strategy. Richard shares his extensive career journey from starting at Motorola to leading various successful exits. Emphasizing the importance of early wins, he touches on the key considerations for product-market fit, the value of CEO-led sales in early stages, and strategic customer profiling. Richard also delves into effective lead generation tactics, the role of partnerships, and the significance of having a strong sales training program. The conversation offers rich insights on scaling startups, balancing compensation structures, and the essentials of building value-driven customer relationships. KEY TAKEAWAYS QUOTES Find out more about Richard Hegberg through the link/s below: https://www.linkedin.com/in/richard-hegberg-ba627a63/ This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Greenberger, VP and Head of North America at CHEQ, to discuss the intricacies of building effective go-to-market strategies for new product launches. Sponsored by Titan X, the episode delves into outbound sales effectiveness, customer engagement, and the role of culture in sales execution. Dave shares insights on leveraging sales ops, identifying product-market fit, and the importance of continuous learning and adaptation in sales. The episode also highlights tools like Gong and ZoomInfo that are instrumental in their sales processes. Together, Randy and Dave provide valuable lessons from Dave's extensive experience in tech sales and startup environments KEY TAKEAWAYS QUOTES Find out more about Dave Greenberger through the link/s below: https://www.linkedin.com/in/davidgreenberger/ This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

In this episode of Tech Sales Insights, Randy Seidl is joined by Steve Hershkowitz, the CRO of Rimini Street, to discuss the importance of building a committed culture in sales teams. Sponsored by Sandler, this conversation delves into the crucial role of sales training, the value of face-to-face meetings, and the challenges of leading a sales-driven transformation in a service-oriented company. Steve shares insights into his extensive industry experience, the significance of genuine relationships, and his goals for net new logo acquisitions. The episode also highlights tools like Clary and Zoom Info, alongside strategies such as Challenger Selling and the importance of continuous learning and training. Peppered with personal anecdotes and professional wisdom, this episode offers valuable lessons for sales leaders aiming to drive growth and accountability in their teams. KEY TAKEAWAYS QUOTES Find out more about Steve Hershkowitz through the link/s below: https://www.linkedin.com/in/steve-hersh/ This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

In this episode of Tech Sales Insights, Randy Seidl is joined by David Nour, the founder and CEO of Avnir, and a 22-year founding partner of the Nour Group. David shares his expertise on leadership with five valuable tips for continued growth in the new year: 1) Executives in transition should ensure they truly belong; 2) In corporate dynamics, be a statesman; 3) Prioritize MEI (Merit, Excellence, and Intelligence) over mediocrity; 4) Revisit assumptions and zero-base everything; and 5) Leverage AI but humanize the last mile. David also discusses the development of Avnir, an AI platform to identify hidden relationship value, his journey in writing 12 books, and the importance of building meaningful relationships for long-term success. KEY TAKEAWAYS QUOTES Find out more about David Nour through the link/s below: https://www.linkedin.com/in/davidnour/ This episode is sponsored by ZoomInfo, the GTM Platform sponsor of the Sales Community. ZoomInfo is the go-to-market platform that helps businesses find, acquire and grow their customers. Businesses use ZoomInfo data and platform to increase efficiency, align sales and marketing teams, and consolidate technology stacks.

In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Donatelli, CEO of Riverbed. They discuss go-to-market best practices from a CEO's perspective and delve into Dave's extensive career across various technology companies, including EMC, HP, and Oracle. Sponsored by ZoomInfo, the episode also touches upon sales strategies, leadership, and the importance of building strong relationships and delivering consistent value. Additionally, personal anecdotes and career advice underscore the importance of perseverance, focus, and ethical leadership in the tech sales industry. KEY TAKEAWAYS QUOTES Find out more about Dave Donatelli through the link/s below: https://www.linkedin.com/in/david-donatelli-29854825b/ This episode is sponsored by ZoomInfo, the GTM Platform sponsor of the Sales Community. ZoomInfo is the go-to-market platform that helps businesses find, acquire and grow their customers. Businesses use ZoomInfo data and platform to increase efficiency, align sales and marketing teams, and consolidate technology stacks.

In this episode of Tech Sales Insights, Randy Seidl is joined by Motti Finkelstein, Corporate Vice President and Chief Information Officer at Intel. Motti shares his career journey, starting from his early days in the Israeli Air Force computer unit to his current role at Intel. The discussion covers a range of topics, including the importance of understanding customer challenges in sales, leveraging AI at Intel, and the value of long-term business relationships. Motti also emphasizes the need for IT to align closely with business objectives and shares insights on effective sales strategies, including value selling and relationship building. KEY TAKEAWAYS QUOTES Find out more about Motti Finkelstein through the link/s below: https://www.linkedin.com/in/mottifinkelstein/ This episode is sponsored by ZoomInfo, the GTM Platform sponsor of the Sales Community. ZoomInfo is the go-to-market platform that helps businesses find, acquire and grow their customers. Businesses use ZoomInfo data and platform to increase efficiency, align sales and marketing teams, and consolidate technology stacks.

In this episode of Tech Sales Insights, Randy Seidl is joined by John Hinshaw, owner of Blackbird Vineyards, and previously an executive at HSBC, HPE, Boeing, and Verizon. The discussion focuses on sales lessons, the importance of relationships and trust in business, and the strategic value of partnerships. John shares anecdotes from his career, insights on sales strategies, and the role of philanthropy in building strong relationships. The episode also highlights John's transition from corporate roles to acquiring and managing a vineyard. KEY TAKEAWAYS QUOTES Find out more about John Hinshaw through the link/s below: https://www.linkedin.com/in/john-hinshaw-96433b121/ This episode is sponsored by SmartSource, the Event Success sponsor of the Sales Community. With over 35 years of experience, SmartSource provides comprehensive IT, AV, and interactive technology solutions to a wide range of industries, from legal and finance to entertainment and events. Their national presence, extensive inventory, and deep expertise in logistics and technical support ensure that businesses can successfully communicate and operate, no matter the challenge.

In this episode of Tech Sales Insights, Randy Seidl is joined by Kevin Guthrie, EVP of Sales at Alight Solutions. They discuss the importance of values-based leadership, sharing experiences from Kevin's illustrious career spanning companies like Oracle, Hyperion Solutions, and Tableau. Kevin highlights his leadership philosophy, the significance of fostering competitive camaraderie within teams, and the value of maintaining strong relationships. The episode also touches on the impact of mentors and peers in shaping Kevin's approach to leadership and sales success. KEY TAKEAWAYS QUOTES Find out more about Kevin C. Guthrie through the link/s below: https://www.linkedin.com/in/kevincguthrie/ 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.

In this Tech Sales Insights episode, Randy Seidl is joined by Chuck Smith, VP of Business Development at IBM Infrastructure Group and Sales Community Advisory Board member. Chuck shares insights on IBM's infrastructure services, their pivot to 'as a service' models, and the importance of product-market fit and positioning. The discussion also covers Chuck's career trajectory, the role of sales engineers, and the evolving sales culture at IBM. Chuck emphasizes the value of networking, and maintaining personal relationships, and offers practical GTM tips for sales professionals. Sponsored by Sandler, this episode provides a deep dive into the strategies shaping IBM's market approach. KEY TAKEAWAYS QUOTES Find out more about Chuck Smith through the link/s below: https://www.linkedin.com/in/chucksmith3/ This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

In this episode of Tech Sales Insights, Randy Seidl is joined by Matt Horner, Executive Vice President of Global Enterprise Sales at Worldwide Technologies (WWT). They discuss the role and impact of generative AI in enterprise businesses, the importance of company culture at WWT, and the innovative ways WWT integrates new technology partners. The conversation also covers Matt's career journey, including his start in inside sales, his rise to leadership at WWT, and his approach to fostering enterprise relationships. Matt emphasizes the significance of preparation and adaptability in sales, and the ongoing need for training and development within teams. The episode highlights WWT's commitment to mentorship, community involvement, and the continuous pursuit of excellence in both innovation and customer engagement. KEY TAKEAWAYS QUOTES Find out more about Matt Horner through the link/s below: https://www.linkedin.com/in/matt-horner-a38b713/ This episode is sponsored by Iternal, empowering enterprises to become Idea Factories with its Turnkey AI solutions. By rapidly deploying patented AI technology and innovative methodologies, Iternal helps organizations transform the way their teams collaborate, engage with customers, and scale their best ideas seamlessly.

In this episode of Tech Sales Insights, Randy Seidl is joined by Greg Brown, chairman and CEO of Motorola Solutions, to discuss his transformative leadership journey with host Randy. Greg shares his approach to decision-making, mentorship, and the critical role of clear communication. Reflecting on Motorola's significant growth through over 40 acquisitions and a 1400% increase in shareholder returns, he underscores the importance of customer engagement and listening over telling in sales. The episode also explores effective team dynamics, a meritocratic management approach, and the value of diverse perspectives. With insights on navigating Quarterly Business Reviews (QBRs), sales leadership, and genuine communication, Greg emphasizes resilience, adaptability, and the importance of continuous learning and authenticity in leadership. The discussion includes personal anecdotes, lessons from industry leaders, and the significance of integrating knowledge with wisdom for successful decision-making. KEY TAKEAWAYS QUOTES Find out more about Greg Brown through the links below: https://www.motorolasolutions.com/newsroom/leadership/greg-brown.html This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

In this episode of Tech Sales Insights, Randy Seidl is joined by Scott McNealy, former CEO of Sun Microsystems, unfolds his vast career insights and personal anecdotes. The discussion, primarily focusing on sales tips, touches on various topics such as McNealy's parenting philosophy, experiences as a sales leader, and humorous personal stories from his life. The script highlights McNealy's sales strategies, the importance of leadership involvement in sales, and maintaining ethics in business. Also included are McNealy's ventures post-Sun, his involvement with his sons' careers, and the personal values that have guided his life and work. KEY TAKEAWAYS QUOTES Find out more about Scott McNealy through the links below: https://www.linkedin.com/in/smcnealy/ This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

In this episode of Tech Sales Insights, Randy Seidl is joined by Steve Jow, EVP of Sales at TD SYNNEX, to discuss strategies for building a winning sales culture. Steven shares insights from his 34-year career at TD SYNNEX, emphasizing teamwork, customer focus, and leveraging partnerships. The role of culture in sales performance is highlighted, along with the integration of AI and technology for enhanced efficiency and solutions selling. Steve’s experiences and anecdotes provide a personal touch to his professional philosophy, underscoring the value of optimism and a service-oriented approach in the tech sales industry. KEY TAKEAWAYS QUOTES Find out more about Steven Jow through the link below. LinkedIn: https://www.linkedin.com/in/steven-jow-279806/ 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.

In this episode of Tech Sales Insights, Randy Seidl is joined by Scott Harvey, Chief Customer Officer of Sprinkler. They delve into Scott's career journey, from broadcast journalism major to tech sales leader. They explore the importance of outcome-based selling and value creation in the sales process, emphasizing the critical role of customer relationships and consultative selling. Scott shares insights on transitioning strategies at major companies like VMware, ServiceNow, and Stripe, highlighting the significance of personalized engagement and value selling in post-sales and customer success. The conversation underscores the need for continuous sales training and the collaborative effort of teams in achieving success. Sponsored by Octus IQ, the episode offers a deep dive into modern sales strategies and leadership in a rapidly changing market. KEY TAKEAWAYS QUOTES Find out more about Scott Harvey through the link below. LinkedIn: https://www.linkedin.com/in/scottharvey2/ This episode is sponsored by AuctusIQ, the Sales Performance Assessment sponsor of the Sales Community. AuctusIQ is a sales data and science software company, with the mission of providing the right data to solve your three biggest challenges: selecting and retaining exceptional talent, coaching to ensure readiness to meet or beat quota, and winning more deals.

In this episode of Tech Sales Insights, Randy Seidl is joined by his longtime friend and esteemed guest, Frank Hauck, a retired executive with an impressive career spanning DEC, EMC, and NCR. The conversation touches on commemorating 9/11, the importance of sales training, and Frank's journey from a finance manager at Digital Equipment Corporation to becoming a key figure at EMC. Frank discusses his methodologies for maintaining high standards in sales, the significance of leadership working for the sales team, and the relentless commitment required to deliver exceptional customer experiences. Personal anecdotes about learning from mentors like Mike Ruettgers, Jack Egan, and Joe Tucci highlight the importance of humility, accountability, and continuous learning. The episode also explores the evolving role of technology in sales, with a specific focus on the impact of AI and prospecting in a post-COVID world. With contributions from industry peers such as Eric Mann and insights into the cultural ethos at EMC, this episode provides a comprehensive look at what it takes to succeed in sales and customer service. KEY TAKEAWAYS QUOTES Find out more about Frank Hauck through the link below. LinkedIn: https://www.linkedin.com/in/frankhauck/ This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

In this episode of Tech Sales Insights, Randy Seidl is joined by Burke Mesta, founder of Belsa Inc., to discuss the importance of balancing trust and relationships versus the role of AI in sales. Burke shares his extensive career journey, including his experiences in engineering, sales, and management at renowned firms like PTC, Bicis, and Temenos. The conversation delves into the critical role of trust and personal relationships in business, the evolving landscape of revenue intelligence and performance management, and the necessity for effective leadership over mere management. Burke also highlights the value of mentorship, drawing from his own experiences and insights from industry veterans like John McMahon and Tom Mendoza. The episode concludes with a light-hearted anecdote about a skiing adventure, reinforcing the theme of personal connection throughout the conversation. KEY TAKEAWAYS QUOTES Find out more about Berk Mesta through the link below. LinkedIn: https://www.linkedin.com/in/berk-mesta/ This episode is sponsored by Avnir, the Relationships Excellence sponsor of the Sales Community. Avnir leverages AI and decades of Relationship Economics® insights to help businesses unlock the hidden value in their connections, enhancing human interactions and driving strategic growth through organized, activated, and monetized relationships.

In this episode of Tech Sales Insights, Randy Seidl is joined by Paul Irving and Scott Barker from GTM Fund to delve into the dynamics of go-to-market (GTM) strategies and best practices. Scott, who also runs the GTM podcast and newsletter, along with Paul, the Platform Director, share their extensive experience and insights from investing in B2B SaaS companies. They discuss the evolution of outbound sales, leveraging relationships for warm introductions, and the impact of AI on sales tactics. Additionally, they touch upon the importance of personalized communication, the value of data-driven strategies, and the significance of marquee hires. With humorous anecdotes and practical advice, this episode offers a comprehensive overview for anyone looking to enhance their GTM approach. KEY TAKEAWAYS QUOTES Find out more about Scott Barker and Paul Irving through the links below: Scott Barker’s LinkedIn: https://www.linkedin.com/in/ssbarker/ Paul Irving’s LinkedIn: https://www.linkedin.com/in/paulsirving/ This episode is sponsored by Phone Ready Leads, the Audience Activation sponsor of the Sales Community. Sales teams using Phone Ready Leads® average a 21.3% dial-to-connect rate with key decision makers (A live conversation every ~5 dials), and average ~10 conversations with key decision makers for every 50 outbound dials they make.

In this episode of Tech Sales Insights, Randy Seidl is joined by Tom Boccard, EVP of Sales at SmartSource, to discuss strategies for achieving maximum ROI from events and tips for selling to new accounts and markets. Tom shares his career journey, provides an overview of SmartSource's services, and delves into best practices for event planning, including cost control, leveraging technology, and proactive engagement with potential customers. He highlights the importance of relationship-building, utilizing sales tech stack tools like ZoomInfo and Outreach, and the advantages of collaborating closely with marketing teams. The conversation also touches on hiring new sales talent, training, and fostering a collaborative company culture focused on continuous improvement. KEY TAKEAWAYS QUOTES Find out more about Tom Boccard through the link below: https://www.linkedin.com/in/tboccard This episode is sponsored by SmartSource, the Event Success sponsor of the Sales Community. With over 35 years of experience, SmartSource provides comprehensive IT, AV, and interactive technology solutions to a wide range of industries, from legal and finance to entertainment and events. Their national presence, extensive inventory, and deep expertise in logistics and technical support ensure that businesses can successfully communicate and operate, no matter the challenge.