Podcasts about area vice president

Philipp Knuepfer spent 21 years mastering luxury hospitality at one of the world's most iconic hotel groups.General Manager in Boston. Area Vice President across Singapore, Taiwan, Vietnam, and the Philippines. A career built on white-glove service, five-star standards, and the kind of brand loyalty that takes decades to earn.Then he walked away from all of it.Not because it wasn't working. But because he could see where hospitality was going  and it wasn't where most hotel groups were headed.The traveler has changed. The expectations have changed. And the old formula marble lobbies, chandelier entrances, scripted service, brand prestige  is quietly losing its grip on a new generation of guests who want something the traditional luxury hotel was never designed to give them.Connection. Community. A reason to stay that has nothing to do with the bed.What Philipp discovered after two decades at the top of global hospitality is this: when you turn off the light, every hotel room is the same. The room was never the product. It was always everything around it.That insight is what led him to Sunset Hospitality Group, a 360° lifestyle company that started with beach clubs and restaurants and is now one of the most aggressive hotel brands on the planet  as Chief Operating Officer of Sunset Hotels & Resorts.Now he's building something from scratch. A global hotel brand called Met. Thirty to forty properties over the next three to five years. Europe, Asia, the Americas. A model where guests don't just sleep in a hotel, they become part of a local community, a membership club, a wellness ecosystem, a living, breathing lifestyle experience that owns the full 24-hour cycle.This conversation goes deep on the future of luxury hospitality, what modern travelers are really searching for, how AI fits into the human side of service, and what it takes to leave a 21-year career behind and bet on a vision.One of the most energizing and forward-thinking conversations I have had on this show.I hope it moves you.Apply to work with me: https://www.michaelxcampion.com/ Connect with me: https://www.linkedin.com/in/michaelxcampion/Guest - Philipp Knuepfer: https://www.linkedin.com/in/philipp-knuepfer-mba-22437014Philipp Knuepfer is the Chief Operating Officer of Sunset Hotels & Resorts, part of Sunset Hospitality Group  a global lifestyle hospitality company operating across hotels, dining, daylife, nightlife, gaming, and membership clubs in over 28 countries. With more than 20 years of experience in luxury hospitality, including senior leadership roles at Mandarin Oriental Hotel Group across Asia, the US, and the Middle East, Philipp now leads the global rollout of the Met Hotel brand. He holds a hotel management degree from the International School for Hotel Business in Germany and an MBA from RMIT University in Melbourne, Australia.(00:00) Every Hotel Room is the Same(01:19) What Modern Luxury Guests Actually Want (04:42) Why Sunset Hospitality Is Betting Big on Hotels (07:59) Where Met Hotel Is Expanding Globally (10:30) The Wellness & Longevity Shift in Travel (17:12) Designing Spaces for Community & Connection (26:04) AI in Hospitality Where It Helps & Where It Stops (32:53) How Philipp Manages a Global COO Role (37:33) Why He Left Mandarin Oriental for Sunset (47:09) Owning the Full 24-Hour Guest Experience

The following article of the AI Cloud & Data industry is: “AI and Low Code: The Future of Automation in Mexico” by Miguel Gonzalez Serrano, Area Vice President EMEA South, LATAM and Middle Eas, Appian.

Today on The Peak Daily, we break down how a “boardroom playbook” is reshaping pro sports decisions in Toronto, why Anthropic may have surged ahead in the AI race. Plus Live Nation's monopoly ruling, Uber's robotaxi push, and LIV Golf's uncertain future.And tune in after for a special interview with Cristin Gooderham, Area Vice President, Canada Enterprise - Sales at ServiceNow about how Canadian companies are deploying AI to improve the customer experience. The Peak Daily is produced in partnership with reframevid.com

Mardi 7 avril, Rémi Durand-Gasselin, Area Vice President for Southern Europe chez Cloudflare, s'est penché sur les activités de l'entreprise, fournisseur de services cloud mondial sécurisant et accélérant les sites web, applications et réseaux, et du Rapport Cloudflare 2026 (Threat Intelligence Report), dans l'émission Tech&Co Business présentée par Frédéric Simottel. Tech&Co Business est à voir ou écouter le mardi sur BFM Business.

Mardi 7 avril, Frédéric Simottel a reçu Thomas Serval, CEO de Baracoda, Rémi Durand-Gasselin, Area Vice President for Southern Europe chez Cloudflare, Vincent Champain, président de l'Observatoire du Long Terme, patron du digital chez Framatome, Stéphane Roder, PDG d'AI Builders, et Erik Campanini, associé Alixio Group, et Emmanuel Vignon, directeur général Theodo Data & IA,, dans l'émission Tech&Co Business sur BFM Business. Retrouvez l'émission le samedi et réécoutez la en podcast.

Ryan Sydor, head of Okta Canada When a global SaaS vendor says it’s investing in a national market, what does that actually look like? In this episode, we put that question to Ryan Sydor, Okta’s Area Vice President and Country Manager for Canada. Okta has been making some significant moves north of the border. The company now has over 600 employees in Canada, including an engineering hub in Toronto – not just a sales branch. It recently launched a Canadian data cell based in Montreal with a Calgary failsafe, designed to keep customer identity data in-country and open the door to regulated sectors like government, financial services, and healthcare that previously couldn’t deploy Okta due to data residency requirements. French language support is also part of the rollout, with an eye on Quebec’s public sector. On the channel side, Sydor says Okta is now running over 80 percent of its Canadian revenue through partners, up from roughly 70 percent a few years ago. The company has been bringing select Canadian partners to its internal sales kickoff to train alongside Okta’s own sellers – a tangible sign of how central partners are to the go-to-market here. Sydor’s stated ambition is to triple Okta’s Canadian business within two years, backed by the infrastructure and headcount to support it. This conversation pairs well with our recent interview with Okta VP of Product Jack Hirsch on shadow AI and non-human identity – the global product story alongside the Canadian market story. Read Full Transcript Robert Dutt: Hello and welcome to In The Channel from ChannelBuzz.ca, bringing news and information to the Canadian IT channel community for the last 16 years. I’m Robert Dutt, editor of ChannelBuzz.ca, and your host for the show. Here’s a question I think about a lot. What does it actually mean when a global tech vendor says they’re investing in Canada? Because there’s a spectrum, right? On one end, you’ve got a vendor that sells into Canada from a US office, maybe sends someone up to a conference once a year. On the other end, you’ve got real infrastructure, real headcount, real commitment to treating Canada as a market with its own needs and its own opportunities. Somewhere in the middle is where most vendors actually land. Today I’m talking to Ryan Sydor, the head of Okta Canada. Okta’s been making some pretty significant moves here over the past year or so. They launched a Canadian data cell, they’ve redesigned their Toronto office, and they’ve now got over 600 employees in the country. If you caught our recent conversation with Okta’s Jack Hirsch about shadow AI and non-human identity, think of this as the companion piece. That was the global product story. This is the Canadian market story – what Okta’s building here and what it means for partners. Let’s get into it. My chat with Ryan Sydor. Robert Dutt: Ryan, thanks for taking the time. Ryan Sydor: Good to see you again, Robert. Robert Dutt: You’re in this role heading Canada at a pivotal moment. New office, new data cell in Canada, new channel chief on the global level. When you look at the Canadian market for identity, what’s the picture that you walked into and what’s the mandate that you’ve been given for the Canadian organization? Ryan Sydor: Well, the market obviously has changed, and there’s been a focus in the last six months that has been dominating every conversation. It’s AI. Every conversation we have with a customer or prospect is around AI. There’s a curiosity around it, there’s an urgency, there is uncertainty. Everyone’s trying to figure out how do we use AI to improve our business and at the same time, protect our business and ensure that we’re safe. It’s this balance of the need for cybersecurity, the need to protect your organization. Cybersecurity attacks have increased 200 percent year over year, and it was on a high baseline as it was. Customers are really focused on how do we stay safe and keep our company and our brand safe. At the same time, AI has changed the way we think about running a business in ways I’m not sure companies fully understand yet. How do we leverage innovation to stay ahead of our competition? The opportunity where you can vault ahead, you can really differentiate, create new business streams, create new efficiencies, and do it at the same time that you’re secure. The mandate that we have is not just a Canadian mandate. The mandate is how do we help our customers along that journey, and how do we do it quickly? Because this is all happening fast. It’s an unpaved road in some respects. No one really knows exactly how it’s going to play out, but we understand the value and the benefit and the risks that come with it. We feel at Okta that we’re really well positioned to help our customers, partner with them, and help keep them safe while still allowing them to be innovative. From a Canadian perspective, our goal is how do we partner with our customers and with Canadian businesses, help paint that picture, sit with them on the same side of the table, and put together our plans so that they can innovate and be safe. And from a channel partner perspective, one of the major pillars that we have as an organization this year is to partner. We’re focused on AI, we’re focused on a better methodology of how we approach our customers, and then it’s about being a partner-first organization. What I’ve seen with our new SVP is a stronger alignment with our partners, making sure that these conversations that we’re having, we’re having together. A lot of this is about relationships, it’s about comfort, it’s about trust, and who better to work with than our partner network. Robert Dutt: Sticking with the theme of the Canadian investment, when Okta looks at Canada as a market, are we at the “we need a flag planted here” level, or is there something structurally different about the Canadian opportunity that’s driving the investment at this point? Ryan Sydor: I think it is AI, and it’s our need to partner with organizations. I think it’s also the opportunity that Okta sees. When we invest in the data cell, it opens up the market to companies that we haven’t been able to sell to in the past. The regulated industries, local governments, provincial governments, federal governments. That presents a great opportunity for us as an organization, and it’s a need for these different levels of government. There are regulations that have come out, C-8 and the need to be more focused on cybersecurity. We as the trusted identity company are a good fit at this time with those organizations. Robert Dutt: You touched on the data cell that went live this quarter. For partners and customers who aren’t themselves deep in the identity space, can you explain what that actually is and what it means in practice? What changes for a customer on day one of being on the Canadian cell versus where they were before? Ryan Sydor: It means the data is hosted in Canada. The data cell is in Montreal. We have a failsafe in Calgary. So it means that those companies that need to have their data in Canada, managed by Canadians, now have the opportunity to do so. Robert Dutt: You touched on how that unlocks government and other areas. Can you explain what are the verticals and what types of deals weren’t on the table before but are now? Ryan Sydor: There’s two kinds. First of all, there’s the federal government. There were RFPs that came through that we couldn’t even bid on, because without data residency, you’re not eligible to bid. So it does open up that opportunity. Then there are companies who are making decisions on where they want their data. It’s a decision around regulation, but also it’s a costing question. It’s about what their customers are comfortable with. There have been customers in the past who have asked to be on the EU cell or have chosen to go with other options. Now they have the opportunity to work with Okta with our workforce product and have their data hosted in Canada. Robert Dutt: A few years ago, you were running about 70% of Canadian revenue through partners with a pretty small direct team. Is that still the ratio today, or how has that shifted? Ryan Sydor: The number has increased. I think that number is over 80% from last year. Our direct team has grown a little bit, but the partnership is meant to help really scale the business. I’ll give you an example of how we’ve prioritized partners to help us grow. We actually invested to have partners join us at our sales kickoff this year, where we went through a new sales methodology, and we wanted our partners to be with us so that we could sell together. It wasn’t all our partners, it was a select group of partners. But it was the company demonstrating that as a partner-first organization, we’re now eliminating the silos. We understand the same language, we think about the business the same way, and we think that’s going to be beneficial to our partners, to our customers, and obviously to Okta as well. Robert Dutt: Expanding on that, with Laura Padilla coming in as channel chief globally, she’s talked about doubling down on partners in every geography and driving more toward partner-led markets. From what you’re saying, it sounds like Canada is firmly in that space. What does that mean practically for an MSP or a VAR who’s working with you or potentially working with you? Ryan Sydor: What I hope it means is, one, as we continue to focus on being partner-first, it means that we should be speaking earlier. That’s the first thing we’re trying to do, make sure we’re aligned earlier. We’re investing in programs and processes to make sure that we’re talking to our VARs, that we understand who the relationships are, and make sure we leverage them. And doing that on a consistent basis where we build trust not only with the customer, but between the partners and Okta. We think this is so important because the customers are talking about AI. As I mentioned, there’s uncertainty, and they’re looking for their trusted partners to help advise them. So the more we’re aligned, the more we have people who are trusted, who have solutions and opinions that can support the customer base, it’s beneficial for all parties. Robert Dutt: Okta’s own data says that something like 93% of Canadian businesses are using AI agents, but a very small percentage, maybe 1%, have a strategy for managing non-human identities. I recently talked to Jack Hirsch, who heads up product for you, about the shadow AI problem from the product side. From where you’re sitting looking at the Canadian business, what are you hearing from customers about this? Is the awareness there, or are people still in the “that’s a tomorrow problem” or “that’s somebody else’s problem” phase? Ryan Sydor: No, I heard the interview with Jack, and I heard your comment about unintended consequences. I think that is the message that we’re hearing from senior-level CISOs and IT leaders at our customers. They understand the need for governance. They understand the need for control. Again, it’s this balance that our customers are facing: how do you go fast, but how do you do it in a safe way? They recognize that it’s an important thing and it’s not something to be overlooked. AI agents become the new attack front, the new point of entry for bad actors. That’s why we’re having as many conversations as we are right now, because everyone is trying to figure it out and trying to figure out what great looks like. Robert Dutt: When you’re having that conversation, where do you see partners fitting in? Is it something partners can lead on, or is it something Okta takes the lead on and partners follow? Ryan Sydor: In most cases, it’s the partner relationship that helps us get to the conversation. And then it is generally an Okta-led conversation. We have a dedicated team that will have those conversations with the customers. What we’re trying to do is figure out what our customers are doing, what is the plan, what’s in place, what initiatives are coming up, how do we align, where are the governance controls that we can help with. But it’s a conversation that comes from the Okta side. Robert Dutt: The federal government has been signaling hard on digital sovereignty. There’s talk of a billion-dollar sovereign cloud investment, procurement requirements are tightening. Is that creating tailwind for you, or is it more complicated than that? Ryan Sydor: Having our own data cell has certainly made it very important. The conversation around data in Canada is becoming, especially for government and these regulated industries, really important. But I think possibly in time you may see more companies who are not required to have their data held in Canada choose to do so. Robert Dutt: French language support also came alongside the data cell launch. How important is that in the Quebec market, and can you talk about how that fits into the Canadian strategy and opens up your partner plays in la belle province? Ryan Sydor: I’ll go back to government opportunities in Quebec. If you don’t have French language capabilities, you can’t bid on many of these contracts and RFPs. So what it’s doing is obviously an investment and a commitment in supporting all of Canada, and it opens up a door for us to focus on helping a very big opportunity. In many of those cases, the relationships with partners are how we have those conversations. Partners who are dealing with the government of Quebec now have the opportunity to work with Okta. Robert Dutt: Just a couple of lightning round quick answers before we wrap up. What’s the biggest misconception you hear from Canadian partners about the identity market right now? Ryan Sydor: I’m not sure I’d call it a misconception. I think it’s perhaps understanding where Okta fits with AI, as everything is happening so fast. But we’ve invested a lot of money in training, not only our partners in our sales methodology, but training them in how Okta supports customers with AI. So I wouldn’t say there’s a misconception. I think there’s an alignment to ensure that we’re having the conversations that our customers want to have. Robert Dutt: What’s one thing that you wish every MSP in Canada would start doing tomorrow? Ryan Sydor: I think every MSP in Canada should be having conversations with their customers about AI, trying to understand what the strategy is, understand where the challenges are, and having Okta join them to help with those conversations. Robert Dutt: What’s the most underrated vertical opportunity in Canada for you right now? Ryan Sydor: I think we have opportunity in lots of verticals. Financial services – I’d almost say underrated, but I think where we want to spend a lot of time, we’re seeing a lot of traction. We see a lot of traction in technology. And clearly we talked about government. I think there is a tremendous opportunity in the public sector – underrated in how things have operated up to this point, but creates the greatest opportunity for us moving forward. Robert Dutt: And finally, fill in the blank for me. In two years, Okta Canada will be… Ryan Sydor: Triple in size. Robert Dutt: That’s a good place for you to be, and that’s a great place for partners, I think. Ryan, I appreciate your taking the time. It’s been an interesting conversation, and good luck reaching that triple-the-size number. Ryan Sydor: Thank you. Appreciate it. Robert Dutt: There you have it – Ryan Sydor from Okta Canada. I’d like to thank Ryan for his time, and thank you for listening. So here’s what I’d take away from this one. Okta is running over 80% of Canadian revenue through partners now, up from around 70% a couple of years ago, and they’re backing that up with real investment – 600-plus employees, a Montreal-based data cell with a Calgary failsafe that unlocks regulated verticals like government and healthcare, and they’re bringing partners to their own sales kickoff to learn the same methodology their sellers use. Ryan says he wants to triple the Canadian business in two years. That’s ambitious, but the pieces are being put in place. For partners, the bigger signal here is that identity is becoming a practice area you can’t afford to ignore. Between data sovereignty, AI governance, and the explosion of non-human identities, this is where real services revenue is going to be built. Keep an eye on it. If you’re enjoying the ChannelBuzz.ca podcast, do me a favour and hit follow or subscribe wherever you’re listening. We’re on Apple Podcasts, Spotify, YouTube, and most major directories. And if you’ve got a minute to leave a rating or a review, that goes a long way in helping other people in the community find us. Until next time, I’m Robert Dutt for ChannelBuzz.ca, and I’ll see you in the channel.

What does it really take to move AI from proof-of-concept to something that delivers value at scale? In this episode of Tech Talks Daily, I'm joined by Simon Pettit, Area Vice President for the UK and Ireland at UiPath, for a grounded conversation about what is actually happening inside enterprises as AI and automation move beyond experimentation. Simon brings a refreshingly practical perspective shaped by an unconventional career path that spans the Royal Navy, nearly two decades at NetApp, and more than seven years at UiPath. We talk about why the UK and Ireland remain a strategic region for global technology adoption, how London continues to play a central role for companies expanding into Europe, and why AI momentum in the region is very real despite the broader economic noise. A big part of our discussion focuses on why so many organizations are stuck in pilot mode. Simon explains how hype, fragmented experimentation, and poor qualification of use cases often slow progress, while successful teams take a very different approach. He shares real examples of automation already delivering measurable outcomes, from long-running public sector programs to newer agent-driven workflows that are now moving into production after clear ROI validation. We also explore where the next wave of challenges is emerging. As agentic AI becomes easier for anyone to create, Simon draws a direct parallel to the early days of cloud computing and VM sprawl. Visibility, orchestration, and cost control are becoming just as important as innovation itself. Without them, organizations risk losing control of workflows, spend, and accountability as agents multiply across the business. Looking ahead, Simon outlines why AI success will depend on ecosystems rather than single platforms. Partnerships, vertical solutions, and the ability to swap technologies as the market evolves will shape how enterprises scale responsibly. From automation in software testing to cross-functional demand coming from HR, finance, and operations, this conversation captures where AI is delivering today and where the real work still lies. If you're trying to separate AI momentum from AI noise, this episode offers a clear, experience-led view of what it takes to turn potential into progress. What would need to change inside your organization to move from pilots to production with confidence? Useful Links Learn more about Simon Pettit Connect with UiPath Follow on LinkedIn Thanks to our sponsors, Alcor, for supporting the show.

In this conversation, Rob Jones, Area Vice President of Sales at Chatsworth Products (CPI), discusses the critical need for advanced cooling solutions in data centers driven by the convergence of AI and high-performance computing (HPC). He highlights CPI's innovative liquid cooling technologies, which are essential for managing the increasing heat output from modern GPUs. The discussion also covers the types of organizations adopting CPI's solutions and how CPI is future-proofing infrastructure to accommodate evolving technology demands.Thank you to Chatsworth Products/CPI for their sponsorship of the podcast. Their expertise and support helps us to the keep the lights on here at the podcast. Please check out their selection of products on Graybar's website or reach out to your local Graybar representative to learn how CPI can help keep your data center efficient and cool.https://www.graybar.com/manufacturers/chatsworth/c/sup-chatsworth-group?utm_source=podcast&utm_medium=show-notes&utm_campaign=Sponsor-Highlight-2025-ChatsworthYouTube link: https://youtu.be/GDTl_Mux9SQ 

Jason Miles, Area Vice President of Sales, Egg Medical, shares the principles, habits, and mindset that have propelled his medical sales career. RESOURCES:"The ultimate measure of a man is not where he stands in moments of comfort and convenience, but where he stands at times of challenge and controversy." — Martin Luther King Jr.www.eggmedical.com

Charter Communications says it's seen a huge spike in attacks on it's infrastructure. The telecommunications company is calling it "domestic terrorism". Aaron Detwiler, Area Vice President for Charter Spectrum's Missouri Management Area joins Megan Lynch to explain. He says he's seeing it statewide and nationally.

This episode recorded live at the Becker's 22nd Annual Spine, Orthopedic and Pain Management-Driven ASC + The Future of Spine Conference features Ahmar Qasim, Area Vice President at Veradigm. He shares how MSK practices can unlock financial performance by leveraging technology, refining revenue cycle management, and cautiously integrating AI tools like scribing and coding into operations.This episode is sponsored by Veradigm.

This episode recorded live at the Becker's 22nd Annual Spine, Orthopedic and Pain Management-Driven ASC + The Future of Spine Conference features Ahmar Qasim, Area Vice President at Veradigm. He shares how MSK practices can unlock financial performance by leveraging technology, refining revenue cycle management, and cautiously integrating AI tools like scribing and coding into operations.This episode is sponsored by Veradigm.

This episode recorded live at the Becker's 3rd Annual Spring Payer Issues Roundtable features Kourtney Witten, Area Vice President Network Managing Partner Wisconsin, Advocate Health. Witten discusses how her organization is leveraging data, technology, and relationship-based care to reduce costs, close care gaps, and deliver high-quality, patient-centered outcomes across diverse populations.

This episode recorded live at the Becker's 3rd Annual Spring Payer Issues Roundtable features Kourtney Witten, Area Vice President Network Managing Partner Wisconsin, Advocate Health. Witten discusses how her organization is leveraging data, technology, and relationship-based care to reduce costs, close care gaps, and deliver high-quality, patient-centered outcomes across diverse populations.

In this episode of Corporate Treasury 101, we explore how corporate treasurers can enhance collaboration with Procurement and Accounts Payable (AP) teams to optimize working capital, reduce the cost of capital, and improve cash flow visibility. Tamir Shafer and Rajiv Ramachandran from Coupa share insights on the interdependencies between Treasury, Procurement, and AP, and how technology platforms can break down silos and streamline these critical financial functions. With growing complexity in supply chains and supplier payment management, treasurers need new strategies and tools to drive efficiency and financial health across the organization.Tamir Shafer, Area Vice President at Coupa and a former Treasury practitioner, offers a unique perspective on how Treasury can better engage with Procurement and AP. Rajiv Ramachandran, Senior Vice President of Product Strategy at Coupa Pay, explains how integrated spend management platforms empower companies to gain early visibility into payments and cash flow forecasts while enabling innovative solutions like dynamic discounting. Together, they unpack how Treasury can become a strategic leader by working closely with these departments.What You'll Learn in This EpisodeThe roles Procurement and AP play and their impact on Treasury operationsHow Treasury, Procurement, and AP interconnect to manage supplier contracts, payments, and liquidity riskWays data analytics and technology platforms like Coupa improve spend visibility and cash flow forecastingPractical insights on dynamic discounting and working capital optimization across the supply chainTips for breaking down organizational silos and fostering cross-department collaboration for financial transformationEpisode Breakdown & Timestamps [00:00] – Introduction and $100 AFP Certification Discount [00:37] – Meet Tamir Shafer and Rajiv Ramachandran from Coupa [02:17] – What Does a Procurement Department Typically Do? [06:11] – Supplier Contracts, Risk, and Treasury's Role [08:54] – Understanding the Accounts Payable Process [13:17] – Optimizing Working Capital through Dynamic Discounting [20:01] – Simplifying Payment and Financing with Technology [25:27] – Integration Challenges and Supplier Onboarding [30:10] – Interdependencies Between Procurement, AP, and Treasury [37:03] – How Coupa Enables Collaboration Through Unified Platform [42:54] – Learning Across Departments and Breaking Silos [48:00] – Why Coupa Linked Procurement, AP, and Treasury [56:00] – Final Advice: Treasurers as Superheroes and Change Agents [58:00] – Closing and How to Learn More About Coupa and Our GuestsFollow Our Guests:Tamir ShaferLinkedIn: https://www.linkedin.com/in/tamir-shafer-0722434/ Website: https://www.coupa.com/ Coupa (LinkedIn): https://www.linkedin.com/company/coupa-software/ Rajiv RamachandranLinkedIn:

Sid Kumar, Area Vice President of Go-to-Market Strategy and Planning at Databricks, joins the ZoomInfo Labs Podcast to break down the modern GTM org. From building global sales systems to operationalizing AI across workflows Sid brings lots to learn from.We dive into lessons Sid has carried from HubSpot, AWS, and CA Technologies, why a connected GTM is the future, and how to treat go-to-market like a product that's always evolving.In this episode, you'll learn:Why GTM should be treated like a product—not a processHow to scale go-to-market systems globally without losing local nuanceThe right way to experiment with AI across sales, marketing, and CSHow GTM architects can unify data, workflows, and outcomesFor more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Reggie Marable is the Head of Global Sales at Sierra, a conversational AI platform for businesses. Sierra enables companies like ADT, Sonos, SiriusXM, and WeightWatchers to build AI agents that transform customer experiences. The company has rapidly become a hypergrowth leader in Silicon Valley, recently securing a funding round that values it at $4.5 billion. Before joining Sierra, Reggie was the Head of Sales in North America at Slack and the Area Vice President of Enterprise Sales at Salesforce.  In Today's Episode We Discuss:  02:50 “What I Learned from Failing Early as a CRO” 06:06 The Most Effective Sales Strategy and the BS Sales Methodology 06:55 How to Build Sales Processes from Scratch 12:28 When and How to do Verticalised Sales Teams 14:15 How to Become World Class as Sales Prospecting and Outbound 17:21 How to Use Proof of Concepts to Win Enterprise Deals 22:04 Enterprise vs. Self-Serve: Both or One and How 30:09 Building a Sales Team from Scratch 37:39 Structuring the Hiring Process 41:14 How Founders F*** Up Hiring in Sales 46:25 Handling Salary and Title Expectations 51:36 How to Run Effective Deal Cycles 57:06:07 How to do Onboarding for New Sales Hires 59:07:48 How to do Post Mortems in Sales Processes 01:04:24 Negotiating Enterprise Deals 01:08:04 Quick Fire Round: Sales Tactics and Strategies  

Chris Ryon Chris Ryon has been dedicated to the service industry since the age of 15. Growing up around Publix Supermarkets alongside his father, he developed a deep love for serving people. He graduated from USC Upstate with a degree in Accounting and has been a "numbers guy" ever since. Chris joined The Budd Group in 2019 as a Regional Field Accountant in the janitorial division for the South Carolina region. In 2021, with The Budd Group's increased investment in the landscape division to support growth, he transitioned to the role of Landscape Accounting Manager. This year, he was promoted to Controller of the landscape division. Chris's journey in the landscape industry has been incredibly rewarding. He feels privileged to be part of an industry that is relationally close, operationally dynamic, and seasonally intriguing. Over the years, Chris has attended three NALP leadership conference events (Elevate), connected with numerous industry leaders, and played a key role in implementing The Budd Group's first operational software, Aspire, within the landscaping division. Looking forward, he anticipates many more exciting firsts with The Budd Group and within the landscape industry. Michael Bingham Michael Bingham, a seasoned professional with over 28 years in the service industry, boasts a Magna Cum Laude distinction from the University of North Carolina at Charlotte. His impressive 21-year tenure at The Budd Group has seen him excel in various management roles, including Branch Manager, Regional Manager, Regional Director, Area Vice President, and Vice President. Michael's leadership has garnered numerous accolades for the company, such as Branch of the Year, Safety Branch of the Year, Account of the Year, and the prestigious President's Award. However, he finds the greatest reward in witnessing the career advancement of his team members and the satisfaction of his clients. Currently spearheading The Budd Group's landscape division, Michael is committed to fostering a culture of excellence and sustainable growth, paving the way for further career development opportunities as the company expands its footprint across the southeastern United States.

In this rebroadcasted episode of ADJUSTED, we welcome Bob Wilson, President & CEO of WorkCompCollege.com. Bob shares his expert insights on the evolving landscape of the workers' compensation industry.Season 9 is proudly sponsored by Berkley Industrial Comp. Join hosts Greg Hamlin and guest co-host Mike Gilmartin, Area Vice President of Sales & Distribution at Key Risk, for this enlightening discussion.For more insights, visit the Berkley Industrial Comp blog. Have questions? Email us at marketing@berkindcomp.com. For music inquiries, contact Cameron Runyan at camrunyan9@gmail.com.

Marlee Jackson has a conversation with newly elected North Area Vice President, Mark Byrd, and Tanner Hood speaks with newly elected Southeast Area Vice President, Chris Carroll.Find your elected representatives here.Visit the Alabama Farmers Federation website to sign up for the Capitol Connection.Find out more about our sponsor, Alabama Ag Credit, and also about Alabama Farmers Federation.

This special episode of Legally Bond is a part of Bond's 2025 Countdown to Data Privacy Day. Bond's cybersecurity and data privacy practice group co-chair, Jessica Copeland, speaks with Christine Wiktor, Area Vice President for Gallagher. Christine discusses how cyber insurance is crucial for organizations in today's digital landscape and provides best practices for responding to cyber incidents and engaging with insurance carriers.

In this episode, ADJUSTED welcomes Josh Schuette Director of National Workers Compensation Sales and Account Management at Brooks Rehabilitation. Josh discusses FCEs and balance tests and what role they play in recovery.Season 8 is brought to you by Berkley Industrial Comp. This episode is hosted by Greg Hamlin and guest co-host Mike Gilmartin, Area Vice President, Sales & Distribution, for Key Risk.Visit the Berkley Industrial Comp blog for more!Got questions? Send them to marketing@berkindcomp.comFor music inquiries, contact Cameron Runyan at camrunyan9@gmail.com

In this episode, ADJUSTED welcomes Kimberly Labow, CEO of Medcall. Kim discusses what services Medcall offers and how telemedicine is changing the workers' compensation space.  Season 8 is brought to you by Berkley Industrial Comp. This episode is hosted by Greg Hamlin and guest co-host Mike Gilmartin, Area Vice President, Sales & Distribution, for Key Risk.Visit the Berkley Industrial Comp blog for more!Got questions? Send them to marketing@berkindcomp.comFor music inquiries, contact Cameron Runyan at camrunyan9@gmail.com

Bill Turner is the Vice-President of Finance for World Electric Supply and Nick Rhomberg is an Area Vice-President for Crescent Electric Supply Company.

In this episode of Let's Get Surety®, we hear from Will Kantlehner IV of Gallagher, and Nate Byerly from Gray Surety, as they share their journies to their surety careers and delve into the intriguing intersection of private equity and surety. They unpack how the introduction of a fourth party, the private equity company, adds additional nuances to the bonding processes though the principles stay the same. Together, they explore the challenges and opportunities arising from private equity firms' involvement in construction companies, the varying levels of knowledge these firms may have about surety and bonding practices, and the overall complexity in understanding this fourth entity. Interested in learning more about Private Equity and Surety check out these great NASBP Virtual Seminars on the topic: The State of Private Equity: Current Trends and Outlook Private Equity's Growing Interest in the Built Environment Private Equity and Bonding Private Venture Owned Business Private Equity for Surety Professionals: What You Need to Know With special guests: Will Kantlehner IV, CPCU, Area Vice President, Gallagher and Nate Byerly, CPCU, Bluegrass Regional Manager, Gray Surety Hosted by: Kat Shamapande, Director, Professional Development, NASBP and Mark McCallum, CEO, NASBP Sponsored by EMC Bond!

From growing up with a dream of becoming an artist, captivated by the world of interior design, to channeling her passion into a successful career in sales, East Area Vice President at Merz Aesthetics- Patricia Jones earned her seat at the table. Patricia's love for artistry never waned; instead, it found a new and profound expression in the world of aesthetics. Throughout our discussion on this week's episode, Patricia reflects on how in the former male-dominated industry, she continued to trust in her work-ethic and leadership skills to be a strong voice and uplift those around her. Her journey is a powerful story of leadership, resilience, and finding the joy in being a strong supporter for others. Patricia's career journey exemplifies how women can evolve their paths in beautiful, unforeseen ways while empowering others to “work hard and do the right thing”.Patricia Jones embodies what it means to be a strong female leader, showing that with passion, resilience, and empathy, women can not only succeed but also lead with grace and strength in ever-evolving industries.Thank you, Patricia, for sharing your story and for being a trailblazer in the world of aesthetics. Tune in to this week's podcast episode to hear more about Patricia's inspiring journey and her insights on leading with purpose.Follow us @wherebrainsmeetbeautypodcast on Instagram for updates on new episodes and exclusive behind-the-scenes content.

In this Rebroadcast episode, ADJUSTED welcomes Andrew Atkinson, Broker and Managing Partner at Insurica. Andrew shares his thoughts on how to strengthen relationships between agents and carriers.Season 7 is brought to you by Berkley Industrial Comp. This episode is hosted by Greg Hamlin and guest co-host Mike Gilmartin, Area Vice President, Sales & Distribution, for Key Risk.Visit the Berkley Industrial Comp blog for more!Got questions? Send them to marketing@berkindcomp.comFor music inquiries, contact Cameron Runyan at camrunyan9@gmail.com

Our military should be able to securely perform their core and essential mission, business, and personal digital tasks in connected (as well as disconnected) modes. Armed forces logistics, maintenance, IT, HR, and other requests cannot wait for a connection to the cloud and must be able to carry out their tasks whether connected or not, using the same user interface, ensuring that your world works even when others don't want it to.Featured Speakers: • Mark Matzke, Area Vice President, Department of Defense, ServiceNow• Adam Prem, Solution Consulting Manager, ServiceNow• Captain Jeffrey Quinn, Force Chaplain, Submarine Force Atlantic• Eric Silverstein, Senior Manager, Solution Consulting Architecture, ServiceNow Click here to view recordingSee omnystudio.com/listener for privacy information.

In this episode, ADJUSTED welcomes Bill Zachry,strategic advisor for Voxel AI and former CA State Workers Compensation Fund Board member. Bill discusses some the complexities of determining the ideal claim load, and some things to consider when determining the right number of claims for a claims examiner.  Season 7 is brought to you by Berkley Industrial Comp. This episode is hosted by Greg Hamlin and guest co-host Mike Gilmartin, Area Vice President, Sales & Distribution, for Key Risk.Visit the Berkley Industrial Comp blog for more!Got questions? Send them to marketing@berkindcomp.comFor music inquiries, contact Cameron Runyan at camrunyan9@gmail.com

In today's dynamic environment, the Department of Defense (DoD) must align operations with the PMA and Presidential EOs to enhance CX. To meet these demands, the DoD needs a platform for innovative, secure, and agile workflows supporting mission-focused initiatives. This session will explore tools enabling the DoD to enhance service delivery through process automation, personalized services, improved trust and satisfaction, and innovation through data and analytics.Featured Speakers: • Mark Matzke , Area Vice President, Department of Defense, ServiceNow• Douglas Enfield, Public Works Systems Branch Chief, G-4 Infrastructure Sustainment, IMCOM HQClick here to view the on-demand recordingSee omnystudio.com/listener for privacy information.

Send us a Text Message.Ever wondered how servant leadership can transform healthcare? Join us for an inspiring conversation with Rochelle Alonzo, Area Vice President at Elevation Hospice, Primary, and Palliative Care of Utah, as she walks us through her remarkable 17-year journey in healthcare. From her beginnings as a licensed practical nurse to her current leadership role, Rochelle shares her passion for home-based hospice care and how her upbringing in a single-parent household shaped her leadership style. Hear about her day-to-day responsibilities and her commitment to excellent patient outcomes, offering invaluable lessons for healthcare professionals at any stage of their careers.Looking to build strong, cohesive teams in healthcare? Rochelle reveals the strategies that have empowered her teams at Elevation Hospice, focusing on education, effective communication, and creating "bench strength" within departments. Discover the power of individualized training, regular assessments, and hands-on support as Rochelle shares a detailed example of how these methods significantly improved clinical outcomes and patient satisfaction. This episode underscores the importance of preparing team members to step into leadership roles, ensuring that everyone is equipped to provide compassionate, quality care.Financial challenges in hospice care can be daunting, but Rochelle's journey in understanding healthcare finance adds a unique dimension to her leadership. Learn how she navigates the complexities of healthcare funding and referral coordination, collaborating with local agencies to provide essential care. Rochelle's ability to balance financial acumen with her nursing roots offers a blueprint for effective, compassionate leadership. Her stories of embracing finance, business development, and valuing her team members highlight the profound impact of compassionate leadership, making this episode a must-listen for anyone in the healthcare industry. Be sure to check out our website SCA with additional Senior Care Resources, and our exclusive offer to Senior Care Companies, and book a demo with one of our product specialists. https://seniorcareacademy.comSupport the Show.

Today's interview is with Simon Morris, the Area Vice President of Solution Consulting at ServiceNow. Simon joins me today to talk about ServiceNow's new Consumer Voice Report 2024, the ongoing decline of brand loyalty, what's driving it, why “The future of customer experience is high-tech meets high-touch” and some of the biggest lessons coming out of the report. This interview follows on from my recent interview – We've only just scratched the surface of artificial intelligence – Interview with Peter van der Putten of Pega – and is number 509 in the series of interviews with authors and business leaders who are doing great things, providing valuable insights, helping businesses innovate and delivering great service and experience to both their customers and their employees.

In this rebroadcast episode, ADJUSTED welcomes Brad Cantwell, CEO of Arcadia Settlements Group. Brad explains structured settlements and share his thoughts on how they can be used for better claim outcomes.  Season 7 is brought to you by Berkley Industrial Comp. This episode is hosted by Greg Hamlin and guest co-host Mike Gilmartin, Area Vice President, Sales & Distribution, for Key Risk.Visit the Berkley Industrial Comp blog for more!Got questions? Send them to marketing@berkindcomp.comFor music inquiries, contact Cameron Runyan at camrunyan9@gmail.com

Unlock the secrets of simplifying complex medical procedures and fast-track your career in the competitive medical sales industry. In this enlightening episode, we sit down with Josh Reynolds, the Area Vice President of Sales in the Southeast for OrthoFundamentals, to explore the innovative landscape of SI joint fusion. Discover how OrthoFundamentals is redefining industry standards with their streamlined processes and cutting-edge products. Josh also shares invaluable advice for newcomers, emphasizing the importance of starting out with larger companies to build a solid foundation of experience.   Journey with us through Josh's fascinating career path, from his early dreams of becoming a professional baseball player to his significant achievements in medical sales. Learn how a serendipitous summer with a host family in Colorado pivoted his career aspirations towards medical sales, leading to impactful roles with industry giants like Smith & Nephew. Josh provides a compelling comparison between orthopedic and pharmaceutical sales, offering a nuanced understanding of the unique challenges and rewards of each field.   Finally, delve into the entrepreneurial spirit that drives Josh's success. Hear firsthand about the emotional challenges and strategic decisions involved in founding his own distributorship and leading a sales team at OrthoFundamentals. Josh emphasizes the critical role of networking in securing career opportunities and shares heartwarming personal news about his growing family. Don't miss this comprehensive discussion that combines professional insights with personal anecdotes, offering a complete picture of the medical sales landscape and the entrepreneurial journey.   Meet the guest   As the Area Vice President of Sales - Southeast at OrthoFundamentals, LLC, Josh Reynolds leads a team of high-performing sales professionals who provide cutting-edge orthopedic solutions to surgeons, ASC's and hospitals across the region. With 10 years of successful medical sales experience, Josh has a proven track record of exceeding sales expectations, developing new territories, and managing multiple direct reports.   Josh's core competencies include sales operations, sales management and social networking, which he leverages to create and execute effective sales strategies, build strong relationships with key stakeholders, and deliver value to our customers and partners. His mission is to drive growth and innovation in the pain management and spine space, where he has expertise in offering innovative products and technologies that improve patient outcomes and quality of life. He is passionate about learning new trends and developments in this field, and he is always looking for new opportunities to expand his knowledge and skills.   Connect with him: https://www.linkedin.com/in/josh-reynolds-44a4a58a   Learn more about OrthoFundamentals: https://orthofundamentals.com/  

In this episode, ADJUSTED welcomes Ron Mazariegos Vice President of Public Entity and Non-Profit Claims at the Ambridge Group. Ron discusses what a Pharmacy Benefit Manager is and some things to look at when evaluating a Pharmacy Benefit Manager.  Season 7 is brought to you by Berkley Industrial Comp. This episode is hosted by Greg Hamlin and guest co-host Mike Gilmartin, Area Vice President, Sales & Distribution, for Key Risk.Ron Mazariegos - Ronald.Mazariegos@ambridge-group.comVisit the Berkley Industrial Comp blog for more!Got questions? Send them to marketing@berkindcomp.comFor music inquiries, contact Cameron Runyan at camrunyan9@gmail.com

Welcome back to another episode of the TravelPulse Podcast! This week I first discuss the latest trending news in travel, including the U.S. Travel Association's statement that Congress could create chaos for air travel this summer, big news in Hawaii, and much more.  Later, I welcome Alex Fiz, Area Vice President for the Caribbean and Managing Director All-Inclusive at Marriott to the show. Fiz provides updates on what's new with All-Inclusive by Marriott Bonvoy, from renovating Marriott Cancun to the new properties slated to open in 2024. He also shares how the brand works with travel advisors.  The interview with Fiz on All-Inclusive by Marriott Bonvoy begins after the 11-minute mark.  Today's episode sponsor: All-Inclusive by Marriott Bonvoy Looking for a vacation that's beyond the ordinary? Immerse yourself in a world of unparalleled luxury and adventure with All-Inclusive by Marriott Bonvoy. From the sun-kissed shores of Barbados and Jamaica to the lush landscapes of Mexico and Costa Rica, they bring you to the most coveted destinations. Whether you're traveling with your partner, family, friends, or flying solo, All-Inclusive by Marriott Bonvoy® caters to your every whim. They specialize in crafting authentic moments that resonate with your unique travel style. And here's the best part – as a Bonvoy member, you unlock unlimited travel possibilities. The longer you stay, the more benefits you enjoy. Learn more at all-inclusive.marriott.com Have any feedback or questions? Want to sponsor the show? Contact us at Podcast@TravelPulse.com and follow us on social media @TravelPulse. See omnystudio.com/listener for privacy information.

Today's guest is Gregg Aldana, Global Area Vice President, Creator Workflows Specialist Solution Consulting at ServiceNow. Based in Virginia, Gregg leads ServiceNow's Global Creator Workflows Specialist Solution Consulting organization where his teams work with customers across many different countries and cultures in various industries in kick-starting their digital transformation journeys by innovating and solutioning with ServiceNow's low-code App Engine development platform. Gregg is a proven software industry thought leader and a true business and technology maverick that takes an independent and sometimes unorthodox stand against prevailing modes of thought and action. His authentic and unique approach to leading effective organizational change to successfully execute technology initiatives have helped countless businesses and governments drive significant transformation over the past 25 years. In this episode, Gregg talks about: His leadership experience in software pre-sales & solution consulting, How Generative AI investment drives business transformation & competitive advantage, ServiceNow's role in accelerating workflows and monitoring ROI in real time, How Generative AI transforms legacy modernization, Why this is vital for companies to innovate and modernize effectively

This is All Ears with Matt Reiners, co-founder of Eversound by Uniguest, where we dive right into what drives the senior living industry. Matt interviews thought leaders from all parts of the industry, as we cover everything from resident & staff satisfaction, to innovative technology, to community culture, to finance & operations.   Today's guest is by Clare Travis, Trilogy Travel Support at Trilogy Health Services. Clare is has been a Life Enrichment Director, Memory Care Director, Assisted Living Administrator, Regional Support Life Enrichment & Memory Care, Area Vice President, and now overseeing Trilogy Health Services Trilogy Travel Club.    In this enlightening episode of our series, we pull back the curtain on the Trilogy Travel Club, a pioneering initiative dedicated to enriching the lives of senior travelers. Our journey begins with a personal story from our esteemed guest, a leader in the senior living community, who shares the path that led them to champion the cause of senior joy through travel. As we delve into the heart of the Trilogy Travel Club, our guest reveals the club's foundational mission, its inspiration, and how it meticulously caters to the unique desires and needs of senior explorers. Listeners will be transported through memorable narratives of adventure, discovery, and transformation, illustrating the profound impact travel can have on the senior community. Through these stories, we uncover the myriad benefits of travel for seniors, from physical health enhancements to profound mental and emotional rejuvenation. Addressing the common hesitations and obstacles seniors may face when considering travel, our guest offers compassionate, practical advice to inspire confidence and action.

Ready for some career inspiration? On the latest episode of Ted's Hospitality Minute hosted by Ted Kelly, we hear the incredible story of Jerry Reyes, Area Vice President of Operations at Highgate Hotels. From server to industry leader, Jerry's journey proves that dedication and a passion for service can take you anywhere. His insights on leadership, team building, and sustainability are invaluable for anyone in the hospitality world. Don't miss this episode here https://youtu.be/-fkVhNWgoRI! #hospitalityindustry #careerinspiration #leadership #sustainability

Is data the Coast Guard's compass to new horizons? This week, Toan Do, Area Vice President of Federal Sales at Collibra, invites Capt. Brian Erickson, Chief Data and Artificial Intelligence Officer at the United States Coast Guard, to shed some light on the Coast Guard's transformative journey from traditional navigation to data-driven decision-making, illustrating how data is becoming the compass guiding the organization's mission and operations.Amid the challenges of implementing data analytics and AI within the Coast Guard, Capt. Erickson has come to recognize the value of starting small, focusing on high-priority use cases, and fostering a data-literate workforce. His personal transition from a career aviator to leading the Coast Guard's first data office is a perfect parallel to the evolving role of data as a strategic asset in enhancing mission effectiveness. And as if that's not already a shining example of leadership in data, Capt. Erickson is now preparing to pass on this newfound passion to his successor, setting the stage for a bright future of enthusiastically data-literate military personnel.Three reasons you should listen to this episode:Unique perspective on data's role. Capt. Erickson's journey from a career aviator to leading the Coast Guard's first data office highlights how data can be leveraged as a strategic asset in a multifaceted organization.Practical insights on data implementation. When approaching the integration of data analytics and AI, starting with small initiatives and developing a workforce that is proficient in data literacy yields big results.Strategic approach to data management. Order and efficiency are clearly a necessity in data management, as is incremental growth and easy wins to build confidence.ResourcesConnect with ToanConnect with Capt. EricksonEnjoyed this Episode?Be sure to follow us so you never miss an update. You can leave us a review on Apple or Spotify, and share it with your friends and colleagues to help others learn more about the importance of a data-first digital transformation approach.Have questions? You can connect with us on LinkedIn. For more updates, please visit our website.

In this episode, ADJUSTED welcomes Bill Zachry with the California State Compensation Insurance Fund. Bill discusses effective ways for supervisors to manage their adjusters and the difference between empowerment and micromanagement.  Season 7 is brought to you by Berkley Industrial Comp. This episode is hosted by Greg Hamlin and guest co-host  Mike Gilmartin, Area Vice President, Sales & Distribution, for Key Risk.Visit the Berkley Industrial Comp blog for more!Got questions? Send them to marketing@berkindcomp.comFor music inquiries, contact Cameron Runyan at camrunyan9@gmail.com

Diane Woodburn speaks with Dena Roady, Area Vice President of Hyatt Hotels Hawaii & General Manager of Andaz Maui at Wailea Resort.  In this episode Dena talks about her path with Hyatt that has spanned 13 properties over 28 years, what an Area Vice President does, how Andaz Maui at Wailea Resort is viewed as one of the flagship properties of the Andaz portfolio, what it has been like ascending in the industry as a female, how decisions were made immediately after the August fires for the Hyatt and Andaz properties to provide housing and support to the Maui community, the current balancing act for the hospitality industry as a whole to both continue to provide resources to the Maui community while also working to support tourism revenue, how visitors to Maui can get involved and help the local community, her outlook for 2024 in the industry, how groups like the Maui Hotel & Lodging Association help industry leaders support each other and learn what others may need, and her advice to anyone looking to start a career or work their way up in hospitality.  

“The biggest benefit of anything that you can do at work is if it actually impacts how you behave as a human being and it extends into your personal life.” “Be like water making its way through cracks. Do not be assertive, but adjust to the object, and you shall find a way around or through it. If nothing within you stays rigid, outward things will disclose themselves.” “Empty your mind, be formless. Shapeless, like water. If you put water into a cup, it becomes the cup. You put water into a bottle and it becomes the bottle. You put it in a teapot, it becomes the teapot. Now, water can flow or it can crash. Be water, my friend.” - Bruce Lee Rich Jennings is the senior executive responsible for all Comcast cable operations in Arizona, California, Colorado, Kansas, Missouri, Minnesota, New Mexico, Oregon, Washington, Utah, Texas, Idaho, and Wisconsin.In his most recent role, Rich served as Comcast West Division Senior Vice President of Field Operations. With responsibility for the overall health and performance of the West Division's regional operations, his primary focus was on Technical Operations for the division and collaborating to deliver the very best customer experience. Prior to that, he served as the Senior Vice President for the Mountain West Region for eight years.Rich began his career in Telecommunications as an Assistant General Manager with Time Warner Cable in 1993. He became General Manager for small cable systems in southern California and in 1996, accepted the role of Area General Manager for several acquisition properties in southeastern Wisconsin. In May of 2000, he was named Vice President of Operations for Time Warner's southeastern Wisconsin division. In 2005, Rich joined Comcast asthe Area Vice President in Denver, Colorado, and in 2009 he was named Regional Vice President of Fulfillment for the Freedom Region managing field operations across southern Pennsylvania, northern Delaware and New Jersey. In 2011, Rich returned to Denver to serve as Regional Vice President of Comcast's Mile High Region overseeing the company's operations in Colorado and New Mexico and was promoted to Senior Vice President for the region in 2012. In 2015, Rich was named Senior Vice President for the newly formed Mountain West Region, overseeing operations in Colorado, New Mexico, Utah, Arizona, and Idaho. In Rich's 30-year history in Telecommunications, he's had full operational and profit and loss accountability for the business. His process flow improvements and customer care initiatives enhanced consumer value while creating operational efficiencies. In addition to his attention to the external customer, Rich has a deep passion for personal and team development. With a strong belief in integrating family, work, and community, Rich has a robust history of community service. He's participated in numerous community and industry organizations over his career which include: the Young Americans Bank and Center for Financial Education (the world's only state-chartered, FDIC-Insured bank, exclusively for young people under the age of 22), the Urban League, Boys and Girls Clubs of America, Junior Achievement, the National Association for Multi-Ethnicity in Communications (NAMIC), and Women In Cable and Telecommunications. Rich was named in the “Top 40 under 40” executives in the Telecommunications Industry by MultiChannel News in 2006. He was recognized as an influential leader by Cable World Magazine and was a NAMIC Luminary Award recipient. He has also been repeatedly recognized by CableFax magazine as one of the most influential minorities in cable and top 100 overall leaders in the industry. In 2015, Rich was honored as Father of the Year by the American Diabetes Association, Colorado chapter for his commitment to his family and the community. In 2017, he was named Mentor of the Year by the Colorado chapter of Women in Cable and Telecommunications. Rich is a Chicago native and a graduate of the University of Notre Dame where he received his business degree with a concentration in Marketing. He has completed executive education programs for Telecommunications through the University of Denver, UCLA and Harvard Business School. R.O.G. Takeaway Tips: Be interesting. Have hobbies and outside interests. Invest time and energy in things you enjoy. It's a differentiator.  Be like water. Feedback is a gift. Receive and offer it. Accountability. Focus on what's right. Mentor and find a silent mentor. Observe and find you authentic version of their greatness.  Be reflective - Real time and post-game. Enable two sided conversations Resources: Comcast Corporation Tao of Jeet Kune Do by Bruce Lee ​​”Empty your mind, be formless, shapeless like water. If you put water in a cup, it becomes the cup. If you put water in a bottle, it becomes the bottle. You put it in a teapot, it becomes a teapot. Now water can flow. Or it can crash, be water, my friend.” - Bruce Lee Musician Patoranking  Musician Beenie Man Where to find R.O.G. Podcast: R.O.G on YouTube R.O.G on Apple Podcasts R.O.G on Spotify How diverse is your network?  N.D.I. Network Diversity Index What is your Generosity Style?  Generosity Quiz Credits: Rich Jennings, Sheep Jam Productions, Host Shannon Cassidy, Bridge Between, Inc. Coming Next: Please join us next week, Episode 159, with Dan Renart.

Today we are joined by Kip Theno, he is Head of Practice Sales at SamaCare, commercializing partnership hyper-growth for the U.S. market. Kip brings more than twenty five years of experience in executive sales leadership for an array of medical technology companies.   Kip was the founding Vice President of U.S. Sales for iCardio Corporation/Diagnostic Partners, commercializing the advanced digital cardiovascular diagnostics company from inception. He has successfully led, built and rebuilt organizations, sales platforms, KOL partnerships and Go-to-Market strategies executing on sustainable new technologies for Cardiovascular Systems Inc., Vascular Solutions Inc. (now part of Teleflex), Cordis Corporation (Johnson & Johnson, now part of Cardinal Health), Area Vice President for Abbott, Global Vice President for IrisVision and Executive Vice President for Vigilance Health. Kip also founded and is a managing partner at Paradigm LCCG focused on strategic innovation for emerging to mid-cap organizations.   Kip is an ex-hockey player and still coaches kids for USA hockey. He is married with four children. He is an avid fisherman, musician and writer of autobiographical short stories and the author of A Sales Paradigm.  Get Kips Book HERE  

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. The information in this episode is so good that you'll want to listen twice and take good notes. Navigating the Challenges of Being a New Sales Manager The episode kicks off with an engaging story from Jeb Blount about his early days in sales leadership. Thrust into a managerial role at just 23 years old due to an unexpected incident, Jeb shares rapid rise to responsibility highlights the often-unpredictable path to sales leadership and the importance of adaptability and quick learning in such roles. A key highlight of Jeb's story is the impact of mentorship on his career. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership. Mary's emphasis on coaching and her advice on being observant and patient offers timeless wisdom for new sales managers. Core Principles for New Sales Managers Mike Weinberg stresses the importance of 'keeping your mouth shut and your ears open' as a new leader. This approach is not about being passive but rather about being strategically observant, identifying opportunities for improvement, and understanding team dynamics before jumping into action. One of the critical roles of a sales manager is to coach rather than directly involve oneself in every sale. This part of the discussion sheds light on the common mistake new managers make - trying to be the hero in every sales call, which ultimately hampers the development of their team. Mike and Jeb discuss the balance between personal sales contributions and the development of the team. The insight here is clear: sales leadership is less about personal selling skills and more about elevating the capabilities of the team. Challenges in Sales Leadership Many sales leaders are overwhelmed with non-sales-related tasks, preventing them from focusing on key activities like coaching, mentoring, and strategy development. The discussion underscores the need for support from higher management. Often, new sales leaders are not given clear priorities, leading to misaligned efforts and burnout. It is crucial for executives to understand and support the primary role of sales managers - revenue generation. Key Takeaways for New Sales Managers New sales leaders must prioritize coaching, adaptability, and team development over individual sales achievements. The journey of a sales leader is unique and challenging, but with the right approach and support, it can be incredibly rewarding. Remember, as a new sales manager, your success lies in how well you can elevate your team, not just your personal sales achievements. So listen, observe, coach, and lead your team to new heights. Getting off to a good start in your first 90 days as a new sales manager is crucial. The key to success is knowing where to start, where to focus, and what to avoid. In this brilliant, must watch Expert Voice, sales leadership expert and bestselling author Mike Weinberg shares seven keys to success for new sales managers. Watch Now

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. The information in this episode is so good that you'll want to listen twice and take good notes. Navigating the Challenges of Being a New Sales Manager The episode kicks off with an engaging story from Jeb Blount about his early days in sales leadership. Thrust into a managerial role at just 23 years old due to an unexpected incident, Jeb shares rapid rise to responsibility highlights the often-unpredictable path to sales leadership and the importance of adaptability and quick learning in such roles. A key highlight of Jeb's story is the impact of mentorship on his career. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership. Mary's emphasis on coaching and her advice on being observant and patient offers timeless wisdom for new sales managers. Core Principles for New Sales Managers Mike Weinberg stresses the importance of 'keeping your mouth shut and your ears open' as a new leader. This approach is not about being passive but rather about being strategically observant, identifying opportunities for improvement, and understanding team dynamics before jumping into action. One of the critical roles of a sales manager is to coach rather than directly involve oneself in every sale. This part of the discussion sheds light on the common mistake new managers make - trying to be the hero in every sales call, which ultimately hampers the development of their team. Mike and Jeb discuss the balance between personal sales contributions and the development of the team. The insight here is clear: sales leadership is less about personal selling skills and more about elevating the capabilities of the team. Challenges in Sales Leadership Many sales leaders are overwhelmed with non-sales-related tasks, preventing them from focusing on key activities like coaching, mentoring, and strategy development. The discussion underscores the need for support from higher management. Often, new sales leaders are not given clear priorities, leading to misaligned efforts and burnout. It is crucial for executives to understand and support the primary role of sales managers - revenue generation. Key Takeaways for New Sales Managers New sales leaders must prioritize coaching, adaptability, and team development over individual sales achievements. The journey of a sales leader is unique and challenging, but with the right approach and support, it can be incredibly rewarding. Remember, as a new sales manager, your success lies in how well you can elevate your team, not just your personal sales achievements. So listen, observe, coach, and lead your team to new heights. Getting off to a good start in your first 90 days as a new sales manager is crucial. The key to success is knowing where to start, where to focus, and what to avoid. In this brilliant, must watch Expert Voice, sales leadership expert and bestselling author Mike Weinberg shares seven keys to success for new sales managers. Watch Now

Drumroll, please, as we welcome Lance Funderburk, a former Valdosta State University football player and now a corporate highflyer! In this compelling episode, we uncover Lance's unique journey from the football field to the world of sales. He shares exploits of playing in the Air Raid offense under legendary Coach Hal Mumme, transitioning from his high school's Wing-T offense. Tune in for a deep-dive into Lance's intriguing recruitment journey in the '90s that involved VHS tapes and hand-written letters - a far cry from today's social media-driven process.Fasten your seatbelts as we proceed to Lance's NFL journey, revealing the camaraderie in the locker room and the evolution of sports culture over the years. Experience the demanding yet formative coaching style of Coach Mumme and Coach Tom Coughlin through Lance's eyes. Relive Lance's time as a pocket passer on the team, and grasp the profound impact of these experiences on his life.As we round off this riveting episode, Lance shares his corporate journey post-football, from his transition into the corporate world to his current role as the Area Vice President for the Eastern US for Boston Scientific. Lance details how his experiences as an athlete have paved the way for his corporate success. We also indulge in Lance's gratitude for being inducted into the Valdosta State University Hall of Fame and richly deserved accolades to Coach Hal Mumme. Don't miss out on this inspiring episode that encapsulates a resounding tribute to football and an incredible journey of perseverance and success.Stupid Should Hurt Link to my Merch store the Stupid Should Hurt Line!Reaper Apparel Reaper Apparel Co was built for those who refuse to die slowly! Reaper isn't just clothing it's a lifestyle!Subscribe for exclusive content: https://www.buzzsprout.com/1530455/support Tactical Brotherhood The Tactical Brotherhood is a movement to support America.Dubby Energy FROM GAMERS TO GYM JUNKIES TO ENTREPRENEURS, OUR PRODUCT IS FOR ANYONE WHO WANTS TO BE BETTER.Shankitgolf Our goal here at Shankitgolf is for everyone to have a great time on and off the golf courseBono's Brew Fresh ground coffee, in a variety of flavors, shipped right to your door within 3 days!Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.Support the show

In this episode, ADJUSTED welcomes Van Langham Direct of Risk Management with Berkley Industrial Comp. Van discusses the 2023 Home Safe for the Holidays Initiative and some of the specific dangers of of Wheels, Gravity, and Complacency. Season 5 is brought to you by Berkley Industrial Comp. This episode is hosted by Greg Hamlin and guest co-host  Mike Gilmartin, Area Vice President, Sales & Distribution, for Key Risk.Comments and Feedback? Let us know at: https://www.surveymonkey.com/r/F5GCHWHVisit the Berkley Industrial Comp blog for more!Got questions? Send them to marketing@berkindcomp.comFor music inquiries, contact Cameron Runyan at camrunyan9@gmail.com

In this episode, ADJUSTED welcomes Carl Van, President & CEO of International Insurance Institute. Carl discusses some strategies and techniques to effectively negotiate throughout the life of a claim.  Season 6 is brought to you by Berkley Industrial Comp. This episode is hosted by Greg Hamlin and guest co-host  Mike Gilmartin, Area Vice President, Sales & Distribution, for Key Risk.Visit the Berkley Industrial Comp blog for more!Got questions? Send them to marketing@berkindcomp.comFor music inquiries, contact Cameron Runyan at camrunyan9@gmail.com

Welcome back to "The Hilariously Unemployed" podcast, where host Speak Up Dana takes you on a laughter-filled journey to triumph over job loss!