Podcasts about worldwide sales

SaaStr 791: CRO Confidential: How Codium Built A Billion-Dollar AI Company and a Winning Sales Machine with VP of Worldwide Sales, Graham Moreno Join us on this episode of CRO Confidential as host Sam Blond dives into the remarkable journey of Codium's VP of Worldwide Sales, Graham Moreno. Discover how Graham led Codium from a 30-employee startup to a unicorn with 150 employees in just one year. -------------------------------------------------------------------------------------------   Alright everybody in SaaS, this is it.  The biggest, best, most action-packed SaaS + AI event of the year—SaaStr Annual 2025—is coming this May. Three full days. 10,000+ SaaS and AI leaders and more tactical, no-fluff content than you'll find anywhere else.   If you want to scale faster—$10M, $50M, $100M ARR and beyond—you need the right playbooks, the right connections and the right people in your corner. And SaaStr Annual is where it all happens. We'll have 100's of Legendary speakers from companies like Snowflake, HubSpot, OpenAI, Canva, and more. More networking than you can handle—meet your next investor, co-founder, or biggest deal.  A New AI Demo & Pitch Stage— with your chance to win up to $5M in funding!  So don't wait—grab your tickets now at SaaStrAnnual.com with my code jason100 to save $100 on tickets before prices go up. That's jason 100 at saastrannual.com   See you in May!    --------------------------------------------------------------------------------------------   Do you know what would make your customer service helpdesk dramatically better? Dumping it and switching to Intercom.  But, youʼre not quite ready to make that change. We get it!   Thatʼs why Fin, the worldʼs leading AI customer service agent, is now available on every helpdesk.   Fin can instantly resolve up to 80% of your tickets,  Which makes your customers happier. And you can get off the customer service rep hiring treadmill.   Fin by Intercom. Named the #1 AI Agent in G2ʼs Winter Report.      Learn more at : inter.com/saastr   --------------------------------------------------------------------------------------------

In this episode, Avanish and Jim discuss:Jim's 46-year journey from IBM to Salesforce, including his role in scaling Salesforce from $22M to $5B in revenueHow customer demands, particularly from companies like Cisco and Merrill Lynch, shaped Salesforce's platform strategyThe strategic decision to separate the application layer from the platformCreating a successful customer success organization to drive adoption and showcase customer storiesThe evolution of Salesforce's partner strategy and metrics for measuring ecosystem successHow the "tactics dictate strategy" philosophy helped Salesforce respond to market needsAbout Our GuestJim Steele is the President of Global Strategic Customers and Partners at Salesforce. Previously, Jim served as Salesforce's President of Worldwide Sales and Chief Customer Officer for over 12 years, from 2002 through 2014 where he led the growth of the company from $22 million to more than $5 billion in revenue. Jim rejoined Salesforce in 2020 as President of Global Strategic Sales with his primary focus to bring the full power of Salesforce to its largest and most strategic customers. Most recently, Jim has also assumed responsibility for Salesforce's Alliances & Channels organization, the Emerging Business operating unit, and Private Equity practice. Previously Jim served as Chief Revenue Officer and President of Yext, President and Chief Revenue Officer of InsideSales.com and President of Worldwide Sales at Ariba. Jim started his career at IBM where he spent over 22 years in executive leadership and senior sales roles including VP and GM of Sales in Asia, based in Tokyo.About our HostAvanish Sahai is a Tidemark Fellow and has served as a Board Member of Hubspot since April 2018 and of Birdie.ai since April 2022. Previously, Avanish served as the vice president, ISV and Apps partner ecosystem of Google from 2019 until 2021. From 2016 to 2019, he served as the global vice president, ISV and Technology alliances at ServiceNow.  From 2014 to 2015, he was the senior vice president and chief product officer at Demandbase.  Prior to Demandbase, Avanish built and led the AppExchange platform ecosystem team at Salesforce, and was an executive at Oracle and McKinsey & Company, as well as various early-to-mid stage startups in Silicon Valley.About TidemarkTidemark is a venture capital firm, foundation, and community built to serve category-leading technology companies as they scale.  Tidemark was founded in 2021 by David Yuan, who has been investing, advising, and building technology companies for over 20 years.  Learn more at www.tidemarkcap.com.LinksFollow our guests, Jim SteeleFollow our host, Avanish SahaiLearn more about Tidemark

Welcome to another episode of 'On the Couch'. This occasional podcast series of chats with brokers, CEOs, and fund managers aims to give you an insight into the investing world.In this podcast,  Henry Jennings is joined by Coby Hanoch, CEO of Weebit Nano Ltd (ASX: WBT) - a stock Henry has followed closely for years. It's been over a year since their last chat, so he's eager to hear about the progress. Coby brings a wealth of experience, with 15 years in engineering and engineering management, along with 26 years in sales management and executive roles. As Vice President of Worldwide Sales at Verisity, Coby was part of the founding team that grew the company to over $100 million in annual sales, leading to its acquisition by Cadence Design Systems (NASDAQ: CDNS). He later served as Vice President of Worldwide Sales at Jasper, where he doubled sales before its acquisition by Cadence. Coby holds a Bachelor of Science in Systems Design from the Technion - Israel Institute of Technology.Topics covered in the podcast include:Why was 2024 a little disappointing?The game-changing deal with onsemi - what does it mean for Weebit Nano?When can investors expect meaningful revenue?What's the outlook for 2025?Disclaimer: This is general advice only and you should consult your financial adviser regarding any of the thoughts, ideas or insights in this podcast.Why not sign up for a free trial? Get access to expert insights and research and become a better investor.

This season will feature conversations with key decision-makers who have to support the journey to a platform or any ecosystem. We will talk to C-suite executives, board members, investors, and others who must be bought into the platform journey. In this episode, Avanish and Kevin discuss:Kevin's career journey and his experiences shaping ServiceNow's growth.What it means to authentically be a platform company and how ServiceNow approached platform-first scaling.How customer feedback drove ServiceNow's expansion into new domains like HR and customer workflows.The key factors for entering new markets, including market fit, size, and differentiation.The importance of hiring domain-specific experts and adapting go-to-market strategies.Building and leveraging ecosystem partnerships to drive growth and scale.Balancing core revenue innovation with new domain expansion to ensure sustainable growth.Guest: Kevin HavertyKevin Haverty was formerly the Vice Chairman, Global Public Sector at ServiceNow (NYSE: NOW). In this role, he worked directly with CEO Bill McDermott on expanding ServiceNow's strategic footprint in the public sector and mentoring the company's next generation of early-in-career professionals.During the past decade, Kevin successfully led and grew ServiceNow's world-class go-to-market organization. He most recently served as the company's Chief Revenue Officer, and also held the roles of EVP and SVP of Worldwide Sales and VP of Americas Sales.Earlier in his career, Kevin held several senior sales leadership roles at EMC, Data Domain, Thomsen Financial, and Brocade. He also served 10 years in the U.S. Army National Guard, attaining the rank of Captain.Kevin holds a bachelor's degree in Political Science from Providence College, where he was a distinguished military graduate of the Army ROTC program. He currently serves on the Board of Sprinklr.  Host: Avanish SahaiAvanish Sahai is a Tidemark Fellow and has served as a Board Member of Hubspot since April 2018 and of Birdie.ai since April 2022. Previously, Avanish served as the vice president, ISV and Apps partner ecosystem of Google from 2019 until 2021. From 2016 to 2019, he served as the global vice president, ISV and Technology alliances at ServiceNow.  From 2014 to 2015, he was the senior vice president and chief product officer at Demandbase.  Prior to Demandbase, Avanish built and led the Appexchange platform ecosystem team at Salesforce, and was an executive at Oracle and McKinsey & Company, as well as various early-to-mid stage startups in Silicon Valley.About TidemarkTidemark is a venture capital firm, foundation, and community built to serve category-leading technology companies as they scale.  Tidemark was founded in 2021 by David Yuan, who has been investing, advising, and building technology companies for over 20 years.  Learn more at www.tidemarkcap.com.LinksFollow our guests, Kevin HavertyFollow our host, Avanish Sahai

Jim Steele, President, Global Strategic Customers & PartnersJim has over 40 years as an accomplished business leader with a strong track record of success in building and leading global sales teams.Jim served as Salesforce's President of Worldwide Sales and Chief Customer Officer for over 12 years, from 2002 through 2014 where he led the growth of the company from $22 million to more than $5 billion in revenue. Jim rejoined Salesforce in 2020 as President of Global Strategic Sales with his primary focus to bring the full power of Salesforce to its largest and most strategic customers. Most recently, Jim has also assumed responsibility for Salesforce's Alliances & Channels organization, the Emerging Business operating unit, and Private Equity practice.Previously Jim served as Chief Revenue Officer and President of Yext, President and Chief Revenue Officer of InsideSales.com and President of Worldwide Sales at Ariba.Jim started his career at IBM where he spent over 22 years in executive leadership and senior sales roles including VP and GM of Sales in Asia, based in Tokyo.Jim holds a B.S. in Civil Engineering from Bucknell University. He lives with his wife Amy and children on a ranch near Park City, Utah.Key Takeaways - Effective leadership involves actively listening to team members and customers. Jim emphasizes the principle of "Listen, Validate, Inspire" - Successful leaders, like Marc Benioff, embrace proactive change rather than waiting for crises to force change.- Building strong relationships and knowing team members' names can significantly impact workplace culture and morale. - Jim emphasizes the importance of having a "beginner's mind," which involves staying open to new ideas and continuously learning throughout one's career. - A positive and open mindset is crucial for leadership success. Leaders should focus on being engaged, confident, and passionate about their work, as this enthusiasm can inspire their teams and create a more dynamic and motivated workplace.Join The “Now” Newsletter: https://now.katierichardson.com/newsletterAbout Katie Richardson:Katie, once a girl who just liked to have fun, transformed into a globally recognized designer and entrepreneur. With expertise in woodworking, welding, drawing, and sewing, she crafted her own path. Despite initial doubts and imposter syndrome, Katie defied expectations by establishing Puj, a business that now boasts its products in 2,000 US stores and 26 countries, delighting over 1 million customers worldwide. Her greatest aspiration is to inspire women across the globe. Renowned shows like the Ellen Degeneres Show, Rachael Ray Show, Today Show, and Entrepreneur Magazine have featured her, while influential figures like Martha Stewart, Matt Damon, Camilla Alves, Mario Lopez, Robert Downey Jr., Kourtney Kardashian, Bill & Giuliana Rancic, and Pam Beesley have embraced her products. Today, Katie is a coach, mother of four, wife, author, and powerful speaker.Connect with Katie:Website: https://katierichardson.com/CASE STUDIES: https://now.katierichardson.com/casestudyLinkedIn: https://www.linkedin.com/in/katie-richardson-creatorApple Podcasts: https://podcasts.apple.com/us/podcast/whats-working-now/id1515291698BuzzSprout: https://www.buzzsprout.com/1847280Spotify: https://open.spotify.com/show/2kV8cL7eTZ70UAXMOtcBbrNewsletter: https://now.katierichardson.com/newsletter

This week: Guest Co-Host Dave Hilfman, Fmr SVP, Worldwide Sales at United Airlines; News: Is Spirit planning for a bankruptcy? SWA Board member Rakesh Gangwal buys 3.6M shares - Can improvements be made fast enough? International conflicts affecting travel; Spy transfers FAA infrastructure intel to Iran; United FAA safety review completed; Toyota invests more in VTOL maker Joby; Reflections from working with Bethune/Munoz/Kirby.

Helping sales professionals excel requires a unique and innovative approach. But what exactly does that entail? How can you attract top sales talent and elevate their performance? What strategies do the best sales leaders employ? To explore these questions, Bart is joined by Ryan Precious, SVP of Worldwide Sales at ClickUp. Ryan shares his inspiring journey from BlackBerry to leading U.S. tech companies, detailing how his progressively executive roles shaped his approach to sales leadership. He emphasizes that exceptional sales leaders must excel in recruitment, lead by example, be data-driven and act as coaches who continually elevate their team's skills and performance. 0:24 Show intro 0:59 Welcoming Ryan 1:45 How they met each other 2:11 What's clickup 3:17 About Ryan's career dev 4:13 Starting with RIM 5:00 Started in sales and loved it 6:16 Going from RIM to Clickkup 7:22 App dynamics 8:57 Roxette 9:53 The 3 R's for sales leaders 10:11 (R)ecruit 10:29 (R)etaining 10:39 (R)evenue 11:23 How to recruit the best people 11:49 The rule of 3 in hiring 12:11 You always need to have a pipeline of candidates 13:51 Selling before you buy 15:22 Four key areas to look for in an interview 17:22 What makes them special? 18:13 Understanding their "whys" 18:44 How to keep special people? 19:12 Get them off to a fast start 20:26 Look at the data and leading indicators 22:12 How to fend off poachers 22:56 Red flags 23:28 Compensation and perks 25:10 Life enablement through sales leadership 25:59 Revenue 26:25 How can a sales leader drive performance? 27:02 Amp it Up -- book 27:10 Book: The Qualified Sales leader 27:51 Metrics are key 28:34 Economic buyer 32:14 Is Generational change affecting sales leadership? 32:49 More important than ever to have an IRL connection 35:44 How to manage up in the sales hierarchy 37:12 Bart summarizes 38:11 Where can people find out more 39:48 Be a student of the game 40:00 Thank yous. 40:17 Outro

Unleashing Leadership Potential: Insights from Mike Earnest, VP of Worldwide Sales at Wiz As the VP of Worldwide Sales at Wiz, Mike Earnest has achieved unparalleled success, rising from a sales representative to a leadership role in just 4-5 years. His journey is a testament to the power of hard work, dedication, and a profound understanding of what drives sales. In this article, we'll delve into Mike's insights on leadership, sales, and management, exploring the essential principles that have fueled his success. Understanding Customer Pain Points: The Key to Unlocking Success Mike's approach to sales is centered around understanding customer pain points. Rather than focusing on features and functionalities, he emphasizes the importance of identifying and addressing the underlying issues that impact a company's bottom line. This empathetic approach has allowed him to build strong relationships with clients and drive meaningful sales. Building a High-Performing Sales Team: The Earnest Formula Mike's leadership philosophy is built around the concept of "inspect and improve." He emphasizes the importance of setting high standards and continually evaluating and refining processes to achieve excellence. He also believes that leaders must "earn the right" to inspect by aligning their goals with the organization's objectives. The Art of Coaching Conversations: Empowering Team Members Effective coaching conversations are critical to Mike's leadership approach. He encourages leaders to focus on progress, solutions, and improvement rather than criticism or blame. By doing so, leaders can empower team members to take ownership and drive results. The Power of Accountability: Setting and Tracking Goals Mike stresses the importance of setting goals and holding team members accountable for achieving them. By working together to establish clear objectives, leaders can ensure that everyone is aligned and working towards the same goal. People Matter: The Importance of Human Relationships In an era of automation and technology, Mike believes that human relationships remain essential. Leaders should prioritize communication, empathy, and understanding to foster a culture of collaboration and trust. Leadership by Example: Setting a High Standard Mike emphasizes the importance of leadership by example. Effective leaders set a high standard and inspire others to do the same. By modeling the behaviors and values they wish to see in their team members, leaders can cultivate a culture of excellence. The Role of Data: Informing Decisions and Driving Success In a large organization, data and metrics play a crucial role in decision-making. Mike advocates for using data to inform decisions, continually evaluating progress, and making adjustments as needed. A Personal Approach to Leadership Mike believes that leaders should rely on real-time feedback and collaboration to drive success. By fostering open communication and empowering team members, leaders can create an environment that fosters creativity, innovation, and growth. In conclusion, Mike Earnest's leadership philosophy is built upon a foundation of empathy, understanding, and empowerment. By focusing on customer pain points, building a high-performing sales team, and leveraging data to inform decisions, he has achieved remarkable success. As leaders, we can learn valuable lessons from his approach, applying these principles to drive our own leadership journeys.

Carl Cross has an established career transforming and leading superior teams resulting in high performance and vibrant revenue growth. Carl has advanced through multiple leadership roles and has consistently been asked to lead key projects that drive corporate strategy. Currently, Carl is the Chief Revenue Officer of Alkami, a SaaS based digital banking platform. He started his career at Peoplesoft where he climbed into the sales leadership ranks before moving to SAP. After SAP he moved to BMC where he was responsible for the company's global outsourcing business and after a two year stint with HP, Carl headed up worldwide sales at AppSense and helped lead the company through its acquisition by ThomaBravo. He then held the position of Executive Vice President of Worldwide Sales at Workfront and remained in that role leading the go to market integration after the acquisition by Adobe.In this episode of the Revenue Builders Podcast, Carl Cross, the Chief Revenue Officer at Alkami, shares his insights on sales leadership and scaling a sales organization. He emphasizes the importance of effective leadership, creating a strong sales culture, and aligning sales and marketing efforts. Carl also highlights the significance of understanding the buyer's journey and conducting thorough discovery in the sales process. When it comes to scaling a sales force, Carl discusses the need for a sales capacity plan and the importance of staying ahead in recruiting to avoid falling behind in sales goals.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:05:20] Lesson learned as a first line manager: it's not about you[00:09:59] Challenges of transitioning to a second line manager[00:12:24] Transition from tactical to strategic thinking[00:17:16] Importance of skills and pipeline in sales[00:19:27] Accountability for recruitment and development of reps[00:23:11] Importance of understanding and motivating individual team members[00:27:08] Living by the culture and taking responsibility for it as a leader[00:32:08] Challenges of being a CRO and the need for alignment[00:41:27] Motivation and individual differences in sales[00:51:14] Lessons on scaling a sales forceADDITIONAL RESOURCESLearn more about Carl Cross and about their company:https://www.linkedin.com/in/crosscarl/https://www.linkedin.com/company/alkamitech/Download our Sales Transformation Guide for Leaders:https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:52:48] "But for me, scaling is really it's, you know, do you have a sales capacity plan? Right? And I'm not talking about like we're getting ready to come into a new year. We already know the sales capacity plan. We know what we're hiring to, but the most effective CROs, most every SAS company is going to have a 3, 4, 5 year plan, right?"[00:53:28] "But have the plan higher to it, hold the leadership accountable to it and that's how I think about scaling it. There's a lot of things in it, but your sales capacity plan and your average productivity per head is probably the biggest driver in that well."

Welcome to the final episode of 'On the Couch' for 2023. This occasional podcast series of chats with brokers, CEOs, and fund managers aims to give you an insight into the investing world.In this episode, Henry Jennings is delighted to be joined by Coby Hanoch, CEO at Weebit Nano Ltd (ASX: WBT). A stock he has followed for a long time.Coby has 15 years' experience in engineering and engineering management, and 26 years' experience in sales management and executive roles. He was Vice President Worldwide Sales at Verisity, where he was part of the founding team and grew the company to over $100M in annual sales, which facilitated its acquisition by Cadence Design Systems (NASDAQ: CDNS). He was also Vice President Worldwide Sales at Jasper, doubling sales before it was acquired by Cadence. Coby holds a Bachelor of Science in Systems Design from Technion – Israel Institute of Technology.Some of the topics discussed:How is WBT going with the new technology? What is ReRAM?When will we see meaningful revenues?What products will the technology be used in with large volumes?What does 2024 hold in store?Why is Israel such a tech powerhouse?How can Australia copy that lead and become better at tech?Let's talk AI. Where do you see the opportunities?Is WBT a part of that AI story, or is this just part of the existing technology suite?Where do you think we will be with AI in a years' time?Who else is working on ReRAM technology?Disclaimer: This is general advice only and you should consult your financial adviser regarding any of the thoughts, ideas or insights in this podcast.Why not sign up for a free trial? Get access to expert insights and research and become a better investor.Discover your unique investor type with Marcus Today. We invite you to take part in our FREE educational series.

John began his career in live event production in 1979 as the concert chairman at California State University, Sacramento. Shortly after, he launched a small production company and began managing local bands, one of which, Steel Breeze, was signed to RCA records with John as their manager and executive producer. The band went on to support national tours for Kansas, Hall & Oates, and The Who, opening the door for John and his long career in the concert touring industry. In 1985, John was recruited by Wil Sharpe, President /CEO of legendary production company Showco Inc., to develop a sales and marketing plan for their fledgling subsidiary Vari-Lite. Over the next 7 years, Vari-Lite grew to become the largest automated lighting company in the world and firmly established automated lighting as the standard in concert touring, television, film, theaters and theme parks, creating an entirely new market. He continued to further his career in manufacturing and sales by introducing the premier Italian manufacture, Coemar's automated lighting fixtures to the U.S. market. In 1996 he joined High End Systems/Flying Pig Systems as Executive Vice President, running their worldwide sales force and joining their Board of Directors until 2004. While there, John was instrumental in launching Catalyst, the first computer-based media server that integrated lighting and video into one discipline. In a move to get back to being on the front lines of productions, in 2004 John accepted an offer to become the CEO of XL Touring Video. After four successful years, he broke off to create his own company, Chaos Visual Productions, which was acquired by PRG in 2015. John currently resides in Northern Nevada and in his current role as Executive Vice President, Worldwide Sales, he enjoys the partnership and breadth of PRG's world class capability to service high end clients such as Beyonce, Foo Fighters, Coldplay, and Keith Urban and oversees executive touring services for Kevin Hart, Nicki Minaj, and Ricky Martin.

It's time to run revenue like a process.  And there are four key ways to do so: think in quarters, embrace predictability, utilize technology and prioritize revenue moments that have the most impact on your business. Experts of running revenue, Ashley Gretch, CRO at Xedro, and Matt Weil, Senior VP of Worldwide Sales at Highspot uncover the data behind these four key practices so you can run revenue like a pro. In this episode, you'll learn:  Why predictable forecasting is essential. Prioritizing accurate forecasting will provide reliable revenue projections. A mix of data-driven tools and gut instincts will lead to accurate forecasting. Why pipeline calls can contribute to accurate forecasting. This call allows for evaluating the progress of revenue generation and offers insights into the effectiveness of day-to-day activities. It also helps in predicting revenue a couple of months in advance. The importance of developing a relationship between the go-to-market team and product team. There is a lot of value to providing feedback to the product team through the analysis of lost deals and leveraging conversational intelligence. By demonstrating the impact of product offerings, the go-to-market team can foster a stronger partnership with the product team for continuous improvement.   Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leaks and achieving revenue precision.    See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn.  → Clari.com  

In this week's episode we welcome cybersecurity sales leader Robert Freeman as we talk about sales, revenue growth and leadership in a hypergrowth cybersecurity startup. KEY TAKEAWAYS FROM THIS EPISODE Effective leadership involves uniting and motivating individuals towards a shared goal, understanding their motivations, and fostering good communication and positive culture. Leaders in startup environments need to be resourceful, adaptable, and able to wear multiple hats to navigate challenges and accommodate customer requests. Hiring individuals with startup experience is crucial, as they bring valuable skills and independence to thrive in a less structured environment. Identifying gaps and taking initiative to develop ideas or programs are key traits in startup leaders, who must constantly innovate and seize opportunities. The interview process for hiring salespeople is challenging, requiring a balance of assessing qualities like energy, enthusiasm, resilience, and adaptability to succeed in a demanding sales career. Robert Freeman Senior VP of Worldwide Sales at SafeBreach, is a highly experienced and results-oriented IT sales management professional. With over 20 years of expertise in managing high-growth environments, Robert has made significant contributions to renowned global vendors like Cisco, Imperva, and FireEye, as well as startups including Distil Networks and his current role at SafeBreach. Having graduated from the University of Massachusetts, Robert is responsible for scaling SafeBreach globally, leveraging his extensive sales and leadership career. His profound knowledge in cybersecurity and commitment to innovative solutions make him a valuable asset in the industry. YOUR HOST Simon Lader is the host of The Conference Room, Co-Founder of global executive search firm Salisi Human Capital, and podcast growth consultancy Viva Podcasts. Since 1997, Simon has helped cybersecurity vendors to build highly effective teams, and since 2022 he has helped people make money from podcasting. Get to know more about Simon at: Website: https://simonlader.com/ Make Money from Podcasting: https://www.vivapodcasts.com/podcastpowerups Twitter: https://twitter.com/simonlader LinkedIn: https://www.linkedin.com/in/headhuntersimonlader The Conference Room is available on Spotify, Apple Podcasts, Amazon Music, iHeartRadio and everywhere else you listen to podcasts! #RobertFreeman #CybersecuritySalesManagement #SafeBreach #Cybersecurity #ResultsOriented #GlobalExpansion #SalesLeadership #HighGrowthEnvironments #UniversityofMassachusetts #TechnologyExpertise #Startups #EmergingTechnologies #ScalingOperations #InnovativeSolutions #CybersecurityIndustry

In this week's episode we welcome Uri Levy, the global head of sales of cybersecurity hypergrowth vendor XM Cyber who shares his story, his strategy for scaling revenue around the world and his tips for managing sales teams - and sales leaders. KEY TAKEAWAYS FROM THIS EPISODE: What makes a successful sales leader: understand your data, empower your team and make sure your strategy is aligned with your corporate objectives Hypergrowth: there's no silver bullet! Understand your customer,your market, how you differentiate and how to execute How to determine product market fit Uri Levy is an experienced Cybersecurity Executive with a successful track record in the Strategic and Operational Turnaround of Technology & Cyber companies. He is a graduate of Reichman University and gained his MBA from Tel Aviv University and over the last 25 years, he has built and managed leading network and security solution providers, and consistently achieved sustained growth and brand leadership. His career spans leadership positions with companies such as Computer Associates, PSINet, Xpert Systems, Netcom systems and Skybox Security, and since September 2020 he has been Senior Vice President of Worldwide Sales with leading cyber vendor XM Cyber. LinkedIn: https://www.linkedin.com/in/urilevy/ Website: https://www.xmcyber.com/ YOUR HOST Simon Lader is the host of The Conference Room, Co-Founder of global executive search firm Salisi Human Capital, and podcast growth consultancy Viva Podcasts. Since 1997, Simon has helped cybersecurity vendors to build highly effective teams, and since 2022 he has helped people make money from podcasting. Get to know more about Simon at: Website: https://simonlader.com/ Make Money from Podcasting: https://www.vivapodcasts.com/podcastpowerups Twitter: https://twitter.com/simonlader LinkedIn: https://www.linkedin.com/in/headhuntersimonlader Spotify: https://open.spotify.com/show/3dd0obQSM8cYRV0HCxiuF0

Taylor Deakyne said about his work and answered some of my questions, he is from leamington Spa, england, united Kingdom. more info- https://www.smartcherrysthoughts.com

Four Seasons Retreats are a collection of luxurious and secluded properties set in some of the world's most beautiful destinations. Each retreat offers guests unparalleled serenity, privacy, and personalized service. The brand embodies the core values of Four Seasons, including exceptional quality, attention to detail, and a commitment to creating unforgettable experiences for guests. I was grateful to have a conversation with Vanessa Green Account Director, Worldwide Sales of Four Seasons Hotels and Resorts to learn more about these retreats and celebrate The Four Seasons Brand. This was an opportunity to recognize the iconic luxury brand's rich history, unique culture, and renowned service. From its founding in 1960 with the opening of its first hotel in Toronto, Canada, to its global expansion into more than 100 hotels and resorts across 47 countries, Four Seasons has remained dedicated to providing guests with the highest level of luxury and hospitality. Through its innovative programs, exceptional service, and commitment to sustainability, Four Seasons has become one of the world's most beloved and respected luxury brands.

Cybersecurity startups do best when their prospects are innovators.  People and companies who are able to buy from and work with startups and less mature technology. But how do you know if your prospects are innovators? This episode covers one way to qualify prospects by just asking a few simple questions.  Here's what I cover:1. Example questions to ask your prospect to determine if they are innovators and able to work with you without wasting time and effort2. Tips on when and how to ask those questions3. Strategies for being upfront with buyers to show you are someone they can trustSponsorThis episode was brought to you by IT-Harvest.With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that's where the IT-Harvest cybersecurity platform comes in.IT-Harvest is the first and only research platform dedicated to cybersecurity. And it's run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/researchOther episodes you'll enjoy:6 reasons security leaders buy from startupsDenise Hayman, CRO at Sonrai Security talks journey in cyber security and her biggest learnings Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales teamAction:You know how every podcast host asks you to rate and review their podcast but doesn't tell you how and where to actually do that?! Well, I've made it easy for you!  If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R.  It would mean a lot to me personally and it helps grow the podcast.Connect with me: YouTube: https://www.youtube.com/@salesbluebirdTwitter: https://www.twitter.com/unstoppable_doLinkedIn: https://www.linkedin.com/in/andrewmonaghanSupport the show

First meetings are hard to get so it is crucial we maximize them! One way we often let ourselves down is by not getting a good understanding of why our prospect wants to put resources and money into working on the problem we solve.In this episode learn:Why most questions we ask are situational and why that's not goodThe most impactful types of questions to askAn exercise to take your sales team through to change your habits with questionsHow to feel better that you have a real opportunityAction:If you enjoy the podcast, please could you give a review by going to salesbluebird.comYou might also like the following:165: One powerful tool to improve how you sell and how you get better109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture Partners105: Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales teamSupport the show

This episode features an interview with Adam Clay, Chief Revenue Officer at Tomorrow.io. Tomorrow.io is the world's leading Weather and Climate Security Platform, equipping humanity with the weather intelligence needed to thrive and adapt in an era of climate crisis.Adam brings experience leading and scaling revenue teams for growth-oriented SaaS organizations. Prior to joining the company, he was CRO at Beyond Identity and Logz.io. Before that, he served as Vice President of Worldwide Sales at Black Duck Software. He has held VP of Worldwide Sales positions at Mendix and Shunra. Adam holds a Bachelor's degree from Skidmore College and a Master's degree from Brown University.In this episode, we talk to Adam about optimizing your go-to-market strategy, aligning on the meaning of opportunity, and harnessing your technical drive. —Guest Quote“I think to not be technically driven in the decisions that you're gonna make and therefore the strategy you're gonna execute, particularly for a SaaS company, just does a disservice to shareholders. All the data is there. You just have to have the discipline to look at it, the discipline to gather it, and the discipline to pull the right people together to make a thoughtful decision.” - Adam Clay —Time Stamps:**(04:57) - Adam's definition of rev ops **(11:27) - Changes to being a CRO**(14:00) - RevObstacles **(30:21) - Tool Shed **(37:40) - Adam's advice —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Adam Clay on LinkedInConnect with Ian Faison on LinkedinCheck out the Iterable Website

Cybersecurity company founders rarely have much experience selling and are suddenly asked to pick up this skill without any training in a high-stakes environment.  They don't want to waste valuable time with prospects!In this episode, learn 13 mistakes founders make when selling, including…Not asking GREAT questionsTrying to convince prospects to buyThinking only about technical capabilitiesDon't have a plan for what they want a prospect to rememberYou might also like the following:178 - How to be valuable on a sales call with Amanda Carvahlo, Sales Director at Gytpol169: Differentiate your product so prospects remember105: Jay Wallace, VP of Worldwide Sales at Rumble, talks building a sales teamSupport the show

I had a conference to attend - and speak at; Chris Tarr had a travel and transmitter story to tell. I had guests; Chris had frustrations. My boss supports me doing a weekly podcast; Chris’s boss supports his engineering initiatives. I drove from my home to this conference in Columbus; Chris drove from his home to get a transmitter in Colby. Bouncing back and forth between our respective “studios” we put on a pretty interesting and informative show this week. Chris and I hope you enjoy it! Guests: Cam Eicher - SVP of Worldwide Sales at Telos AllianceGary Rosen - Vice President of Global Sales at Pliant Technologies, LLCMary Schnelle - US Sales at Broadcast DepotJohn Lynch - Director of Business Development at Broadcast Supply WorldwideBlake Thompson - Owner at BET Broadcast Engineering Hosts:Chris Tarr - Group Director of Engineering at Magnum.MediaKirk Harnack, The Telos Alliance, Delta Radio, Star94.3, & South Seas Broadcasting Follow TWiRT on Twitter and on FacebookTWiRT is brought to you by:Nautel and the continuing informative live webinars. Sign up for free!Broadcasters General Store, with outstanding service, saving, and support. Online at BGS.cc. Broadcast Bionics - making radio smarter with Bionic Studio, visual radio, and social media tools at Bionic.radio.Nautel and the regular Transmission Talk Tuesday series of online engineering roundtable events.Angry Audio - with StudioHub cables and adapters. Audio problems disappear when you get Angry at AngryAudio.com. And MaxxKonnectWireless - Prioritized High Speed Internet Service designed for Transmitter Sites and Remote Broadcasts. Look for in-depth radio engineering articles in Radio-Guide magazine.Subscribe to Audio:iTunesRSSStitcherTuneInSubscribe to Video:iTunesRSSYouTube

Tune in for a replay of The Six Five Summit's #Connected #Intelligent #Edge Spotlight Keynote with Shaun McCarthy, former VP of Worldwide Sales, Cisco. He discusses the tremendous challenges service providers face trying to manage the explosive growth in bandwidth demands while trying to manage their costs and participate in the value chain. He will share insights on how Cisco helps service providers grow revenues and reduce costs, especially as they pivot to support new technology applications like live streaming, AR/VR and the metaverse. Shaun will also discuss how Cisco is rethinking content delivery, bandwidth, and the fundamental way we architect networks. The Six Five Summit is a 100% virtual, on-demand event designed to help you stay on top of the latest developments and trends in digital transformation brought to you by Futurum Research and Moor Insights & Strategy. With 12 tracks and over 70 pre-recorded video sessions, The Six Five Summit showcases an exciting lineup of leading technology experts whose insights will help prepare you for what's now and what's next in digital transformation as you continue to scale and pivot for the future. You will hear cutting-edge insights on business agility, technology-powered transformation, and thoughts on strategies to ensure business continuity and resilience, along with what's ahead for the future of the workplace. More about The Six Five Summit: https://thesixfivesummit.com/

Charlie Bacharach, Vice President, Worldwide Sales, Travel Leaders Corporate, part of Internova Travel Group, sits down with Debbie Iannaci, head of GBTA Communications and Research during the 2022 GBTA Convention to share his perspective on the latest business travel trends based on recent booking patterns, the biggest issues for corporate travel managers, and the role sustainability is playing in shaping the focus for corporate travel stakeholders. 

President of Worldwide Sales & Development at Archstone Entertainment Jack Sheehan discusses his journey through the traditional Hollywood system and his views on Hollywood pertaining to how crypto and web3 can change the industry. Check out Archstone's web site Jack on Instagram

The conversation this week is with Rob Telson. Rob is an experienced sales leader with a demonstrated successful history working in the software and semiconductor industry, skilled and driving growth, negotiation, sales management, organizational leadership and technology. He holds degrees from the University of Arizona and Harvard Business School, and is the Vice President of Worldwide Sales and Marketing at BrainChip Holdings Limited, a company that is focused on software and hardware-accelerated solutions for advanced artificial intelligence and machine learning applications.If you are interested in learning about how AI is being applied across multiple industries, be sure to join us at a future AppliedAI Monthly meetup and help support us so we can make future Emerging Technologies North non-profit events!Emerging Technologies NorthAppliedAI MeetupResources and Topics Mentioned in this EpisodeBrainChip Holdings LimitedBrainChipInc on YoutubeNeuromorphic ComputingAkida Neural ProcessorMobileNetV1 ExplainedTinyML FoundationBrownfield vs. Greenfield DevelopmentEnjoy!Your host,Justin Grammens

Mark Roberge is a leader in the sales world. He is currently co-founder of Stage 2 Capital, the first venture capital firm run and backed by over 300 GTM executives. He is also a Senior Lecturer at Harvard Business School. Prior to these roles, Mark served as founding CRO at HubSpot from $0 to IPO. He is author of best seller “The Sales Acceleration Formula” which became a guideline for start-up companies in growing their revenue and building a winning sales team.  He's in the show to introduce to us his playbook which revolves around Product Led Growth for B2B startups. Get ready to learn some insightful lessons from this renowned industry expert.  Show Notes [0:44] On creating a playbook for his PLG startup  [3:32] The best of class teams have to set up a cross-functional team of marketing plus product and put it under the product [8:44] How category creation has become such an important part of entrepreneurship  [12:27] PLG tends to focus the organization on usage first as opposed to revenues [14:03] The reason why free user attention is the hardest metric  [14:49] Pro tip: Find a scalable, cost-effective way to generate users [16:35] Mark talks about the last part of the value metric, monetization  [18:42] You don't start there as a seek funding business doing growth.  [19:42] What the best class engineerings do is specialize their engineering teams and product teams by roadmap to improve growth [21:22] Create your growth team to be cross-functional with both product engineering plus marketing capabilities [21:36] Set your company up to be data-driven rapid experimentation, an organization that focuses on the Northstar  About Mark Roberge As the SVP of Worldwide Sales and Services for HubSpot, he has led hundreds of his employees on how to apply data technology and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. Mark understands the ins and outs of marketing which is also a skill that he loves to share with others.  Links Hubspot The Sales Acceleration Formula by Mark Roberge Profile Mark's LinkedIn

Marc Staimer, founder, president, and CDS of Dragon Slayer Consulting, joins BrainChip Vice President of Worldwide Sales, Rob Telson, to discuss how AI is impacting people's daily lives now and into the future.

In this week's episode, we'll be going back and revisiting some of the best advice that our guests have given in the area of sales and sales leadership BRIAN STONE Full Podcast (episode 05): https://open.spotify.com/episode/5qh2XalEKrI5ByKzC8pQY2?si=tYPkdAanQ-aqCN-godk1lQ Brian Stone is a world-leading global head of sales. He has a track record of scaling Cybersecurity companies from $10 million to over $150 million, having led sales for companies including PhishMe (Cofense), Risklens, Cymulate and NetAbstraction. BOB KRUSE Full Podcast (episode 53): https://open.spotify.com/episode/7BK1GzuYk6GdifjrjnoloL?si=23n3vOpeRoegOnRyKwmG-g Bob Kruse is the CEO and co-founder of seed-funded cybersecurity vendor Revelstoke. He has been a Go To Market leader in cyber security for 20 years. Highlights include playing a pivotal role in taking FireEye (FEYE) public and in the $560m acquisition of Demisto by Palo Alto Networks. GORDON LAWSON Full Podcast (episode 51): https://open.spotify.com/episode/5DwKR7Q5IJsYFGii4MDk6C?si=IL3nyiAjSIejLxLIn4y3Hg Gordon Lawson built a successful sales and sales leadership career in the cybersecurity industry, with organizations such as Pictometry, PhishMe, ReversingLabs and RangeForce. He is currently CEO of a highly disruptive cybersecurity vendor NetAbstraction. AARON ANSARI Full Podcast (episode 65): https://open.spotify.com/episode/4KuuVrHp5ptTuAXGBGDS7z?si=VeDJhiqFRAi37yA3Et_lKw Aaron Ansari is the Chief Revenue Officer of RangeForce, a leading cybersecurity SaaS vendor. Before that he was VP Sales of Cloud Conformity until its acquisition in 2019 by Trend Micro, and Director of Sales for PhishMe where more than doubled its customer base. MARK STRUTNER Full Podcast (episode 66): https://open.spotify.com/episode/0tF0aeQMNQRFcjAswEWzsS?si=gT2j_YUwSUKfc0ZL6a6Quw Mark Strutner is the VP Global Sales of Skyline ATS and formerly VP Worldwide Sales of Lastline, who are now part of VMWare and successfully led sales teams at early stage cyber security vendors.

On today's episode Sean O'Shaughnessey explores the value of identifying your target audience when working through sales issues. Listen in as Deborah and Sean discuss the process of honing your pitch, why small and medium-sized businesses often struggle with sales, and how to “eliminate the competition” with integrity. Sean also shares how he is able to sustain a healthy passion for sales through recognition and rewards.   Sean O'Shaughnessey is a professional salesperson with over 35 years of experience in complex business-to-business sales. After accumulating enough airline miles and hotel points to travel the world, Sean decided to focus his skills at helping small and medium-sized businesses. Over his career, Sean has perfected his skill at bringing new products to market. Since most small businesses struggle at perfecting the sales process of their products, Sean's skills and expertise are in high demand. Sean has worked for some of the best sales organizations in the world. His resume includes Rockwell Automation, PTC, Oracle, IBM, SAP, TIBCO, Hitachi, Red Hat, and several startups. He has held positions as high as VP Worldwide Sales. Sean has sold to dozens of Fortune 500 companies including (but not limited to): Ally, Cardinal Health, Chrysler (FCA), Cummins, Eli Lilly, Fifth Third, Ford, General Electric, General Motors, Honda, Jackson Insurance, Key, Kroger, Lear, LexisNexis, Lexmark, L Brands, Nationwide, Papa Johns, Procter & Gamble, Progressive, Sallie Mae, Sherwin-Williams, and Toyota. Sean has achieved or exceeded quota over 2 dozen times (many times over 200% of quota). Has been in the top producer category at least 10 times and has had a top 10 largest deal of the year at least 20 times. Sean lives with his high school sweetheart wife in a suburb of Cincinnati, Ohio. They are the proud parents of three adult children.   You can connect with Sean via LinkedIn: https://www.linkedin.com/in/soshaughnessey/   Create a personal career strategy that develops the leadership and communication skills you need to assess challenges, showcase your skills, and demonstrate your ability to be a C-Suite Leader. Learn more about the C-Suite Academy here: https://bit.ly/csawaitlist22 See omnystudio.com/listener for privacy information.

In this week's episode, we welcome the VP Global Sales of Skyline ATS, Mark Strutner as he shares some insights about establishing a team. KEY TAKEAWAYS FROM THIS EPISODE: The advantages of having work experience from both small and large companies Important factors to consider in creating a team The Key things to motivate and get the best of your team Top three tips to have a successful team and business THIS WEEK'S GUEST Mark Strutner is the VP Global Sales of Skyline ATS - the leading provider of advanced technology adoption, utilization and enablement solutions, and formerly VP Worldwide Sales of Lastline, who are now part of VMWare and successfully led sales teams at early stage cyber security vendors including Resolution 1, who were acquired by Fidelis, Veracode, who were acquired by CA, and ArcSight who were acquired by HP and are now part of MicroFocus. Before his time in sales leadership Mark had sales positions with Symantec, IBM and Oracle. For more information, or to get in touch with Mark, check out: LinkedIn: https://www.linkedin.com/in/markstrutner1 Website: https://www.skyline-ats.com/ A MESSAGE FROM SIMON On February 24, 2022 Russia invaded Ukraine, in an unprovoked and unjustified attack. At the time I am writing this, I personally know people who, are trying to survive in bomb shelters in Kyiv, and others who have taken up arms to defend this country. Here at The Conference Room our thoughts and prayers are with our friends and colleagues and the whole of the Ukrainian people. But thoughts and prayers are not enough. As President Kennedy said in the name of Thomas Burke, all it takes for evil to succeed is for good men to do nothing. So, let's do something. In the shownotes for this episode, and for every episode while the people of Ukraine are fighting for their country, we'll post links of how you can help: reputable organizations you can donate to that will help the Ukrainian people and reliable sources of information about what's happening on the ground. As individuals, we may not be able to stand up to Putin ourselves, but let's all do something and not let evil triumph on our watch. Thank you. Telegram Channel for real time information: English: https://lnkd.in/dqY7X4Ue Spanish: https://lnkd.in/dVCs7qNw German: https://lnkd.in/dVgdD-aG French: https://lnkd.in/dC_cedbc Resources for reputable charities: https://www.charitywatch.org/charity-donating-articles/top-rated-charities-providing-aid-in-ukraine https://www.nbc15.com/2022/02/25/heres-how-donate-credibly-ukraine-relief-organizations/

Mitch Tarica is Head of North America Sales at Zoom Video Communications. Before joining Zoom, Mitch spent over 5 years at RingCentral including as Senior VP of Worldwide Sales and Customer Success. Finally, before RingCentral, Mitch was at Oracle for over 7 years in numerous different sales roles. In Today's Episode with Mitch Tarica You Will Learn: 1.) Entry into Sales: How did Mitch make his way into sales with one of the first SaaS companies in the world? What were his early lessons on what truly great sales entails? What elements does Mitch fear we have lost in the art of sales over time? 2.) The Playbook: Should the founder be the one to create the sales playbook? What are the signs that the founder has a repeatable and scalable playbook? When is the right time to make the first sales hire? Should it be a Head of Sales or Sales Rep? How does the first hire depend on whether you are PLG or enterprise sales led? 3.) The Hiring Process: How does Mitch structure the hiring process? Step by step, what does he want to achieve? What questions does Mitch ask in the first interview, always? What are the 3 traits that Mitch believes all great sales hires have? How does he test for them? How do Zoom use practical sales tests to determine the ability of a potential sales hire? How does Mitch see many founders make mistakes in the sales hiring process? 4.) Sales Onboarding: What are the crucial steps to do sales onboarding right? How should leaders structure the first 30,60 and 90 days for their new reps? What are some early red flags that leaders should watch for with new reps? What more can leaders do to make sure their reps are as successful as possible in the early days?

Topics:The future of AI within everyday technology like phones, smart homes, and transportation.The science behind ‘mimicking the brain' – allowing artificial intelligence to be pushed to the max.The capabilities of AI at the edge and the real definition of edge computing. Rob is an AI thought-leader and Vice President of Worldwide Sales at BrainChip, a global tech company that has developed artificial intelligence that learns like a brain, whilst prioritizing efficiency, ultra-low power consumption, and continuous learning.The BrainChip Akida Neural Processor solves AI's current issues like its high cost, limited performance, and limited scalability by operating at the Edge. However, the Edge needs a stable platform to operate smoothly, and this is what the Akida platform delivers!BrainChip is publicly traded on the Australian Stock Exchange, and the OTC Market, and was named among the ‘EE Times' Silicon 100' list. Within a year, BrainChip's market cap also grew from just below $200m to nearly $1 billion+ at present. BrainChip also predicts it'll be worth $60 billion by 2025!Rob has over 20 years of sales expertise in licensing intellectual property and selling EDA technology and attended Harvard Business School.Michael and Rob are on the cutting edge here. Discussing AI and the latest in chip development. Brainchip is the leader in on chip AI - understand what having that tech on the chip vs. in the cloud is important. They also take the technology to the senses - it is amazing!https://www.brainchipinc.com

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Kathy Chou, Senior Vice President of Worldwide Sales Strategy and Operations at VMWare. They discuss the role of sales enablement in the digital world, how to measure its ROI, and uniting sales ops with marketing and customer success ops through sales enablement.

“During the pandemic, Broadband has saved economic collapse and the health system collapse” says Phil Sorsky, Senior Vice president of Worldwide Sales at CommScope. When you think about it, one of the unsung heroes of the last 2 years has been technologies that kept us connected to our families and our work.With the lines between “home” and “office” increasingly blurred due to the rise of remote working, access to reliable connectivity is crucial so that local economies and communities can truly thrive.In the latest episode of The Actionable Futurist Podcast, we explore the future of 5G and fibre technologies and what we can expect around the corner.We also looked at what can be done to narrow the digital divide, especially since we're now relying on online services even more as a result of the pandemic.Phil has more than 20 years of telecommunications industry experience, having worked for Juniper Networks, Adobe Systems, Cisco Systems and AT&T, and he is a graduate of the University of Birmingham in the UK.In this episode we also discussedNarrowing the digital divideHow 5G can solve the "last mile" problem?The state of 5G in the UKThe rise of "community fibre"Will every home be connected to fibre in the UK in 10 years?How Covid accelerated high-speed broadband adoptionWould a National Broadband Network concept work in the UK?Why Fibre is the answer for faster broadbandThe societal benefits of faster broadbandHow broadband has saved lives and economic collapse during the pandemicCybercrime post-pandemicWill we see more 5G use cases?The uses of 5G with IoTFemtocells to help mobile coverageNew innovations to drive new servicesWhat new developments have come out of the pandemic?3 Actionable things for this weekMore on PhilPhil on TwitterPhil on LinkedInCommScope websiteYour Host: Actionable Futurist® Andrew GrillFor more on Andrew - what he speaks about and replays of recent talks, please visit ActionableFuturist.comfollow @AndrewGrill on Twitteror @andrew.grill on Instagram.

Want to be featured as a guest on Making Data Simple? Reach out to us at [almartintalksdata@gmail.com] and tell us why you should be next. AbstractMaking Data Simple Podcast is hosted by Al Martin, WW VP Account Technical Leader IBM Technology Sales, where we explore trending technologies, business innovation, and leadership ... while keeping it simple & fun.This week on Making Data Simple, we have Rob Telson AI thought-leader and Vice President of Worldwide Sales at BrainChip, a global tech company that has developed artificial intelligence that learns like a brain, whilst prioritizing efficiency, ultra-low power consumption, and continuous learning. Rob has over 20 years of sales expertise in licensing intellectual property  and selling EDA technology and attended Harvard Business School.Show Notes2:18 - Rob's history5:31 – Tell us about your business model9:07 – Outline Nero networks13:54 – Are you a processor, platform, or developer?22:29 – Who are your customers?27:34 – How long is the sale cycle?28:26 – Who's your biggest competitor? 32:18 – Has your career always been on the hardware side? Connect with the TeamProducer Kate Brown - LinkedIn. Producer Steve Templeton - LinkedIn. Host Al Martin - LinkedIn and Twitter. brainchip.com/developer YouTube - brainchipMalcolm Gladwell – OutliersClayton Chritensen – Disruptive Technology, Innovators Dilemma, Dan Millman - Life you were meant to liveThat's Outside of my Boat

Mark Bennetts has over 30 years in the technology sales and leadership fields.  Mr. Bennetts is a seasoned executive with a proven track record of guiding enterprise technology organizations as they grow and scale.  He has held various roles ranging from VP, Worldwide Sales and Partners to other sales and leadership roles at Hewlett-Packard, Cisco Systems, Juniper Networks, and Palo Alto Networks.  He currently runs the Sales GTM teams for the Strategic Verticals at Palo Alto Networks.  He currently sits on the Board of Stocking for Kids, a United Way (501c.3) charity centered around providing Christmas stockings for children that would otherwise go without.  In addition, he is a proud veteran of the Armed Forces (US Army) and active in many aspects of veteran's affairs, and mental health.    Talks about the right role with the right company and culture Establishing your network and relationships early in your sales career and nurture them Building and establishing your lifelong brand Learned to slow down and take time to learn from every level of the ladder in your career Working with intent – Planning out your day Spend 60% of your time in front of your customers Be prepared, have an agenda and work on a plan when you present with a customer Build up your bigger stream of passive income so when you exit your W2, you can prepare for a lifestyle that you and your family enjoy Get educated and attend monthly meetups about RE investing Mark served in the army and helps with programs that benefit veteran needs   In terms of past investment history, he has owned multiple businesses in real estate, as well as a group of Great Clips hair franchises.  Currently, he invests in mostly commercial real estate (Hotel/Condo/Apartments/Strip Malls/Retail Office Parks/raw land) in his home markets of Washington State, and Arizona.   Mark can be reached at marbenne@comcast.net LInkedIn - linkedin.com/in/mbennetts   Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com   Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

For this episode, I spoke with Rob Telson (@RobTelson), Vice President, Worldwide Sales at BrainChip, on the topic of the science behind ‘mimicking the brain,' allowing artificial intelligence to be pushed to the max. You can find more information on my guest on my blog at https://www.buckleyplanet.com/2022/01/collabtalk-podcast-episode-41.html

Today's podcast guest is Doreen Burse. I originally met her when she was the Vice President of Marriott's Global Sales for the U.S. and Canada. She led a cross-functional global account team serving hundreds of accounts, representing about 1,000 associations, 250 corporations, and hundreds of group intermediary partners, TMCs, retail agencies and other organizations representing $16 billion in annual spending. In this conversation I learn about her background of growing up on a dairy farm in Western Massachusetts, how she and her siblings would sell corn and pumpkins off their road, and why she needed to be independent enough to live on her own at age 18. Doreen's story is one of learning, ambition, and genuine caring for others. She would often take new positions just to expand her own knowledge and add to her experience base. She shares talk of mentors that helped her and her genuine desire to help others succeed. She overcomes adversity and learns how to appreciate life even more in the moment. Finally, she reveals a few traits that she believes encompass the BEST SALESPEOPLE. More about Doreen: Doreen is also a member of GBTA, on the Board of Directors of AMC Institute, and an Editorial Board Member for Smart Meetings magazine, in addition to her participation in numerous other industry organizations. As Senior Vice President, Worldwide Sales for United Airlines, Doreen is responsible for leading United's global sales strategy. She works to enhance the airline's existing sales programs while building new partnerships and driving overall revenue. www.mostpeopledont.com

Join Randy and Nour as they welcome Mark Parrinello, Senior VP of Worldwide Sales at SentinelOne onto Tech Sales Insights LIVE Send in a voice message: https://anchor.fm/salescommunity/message

In this episode, we discover that there are 1.7 billion knowledge workers creating demands for over 500 million applications in the world. Interestingly, there are only 25 million global developers. With the rising proliferation and need for digital applications, the supply-demand and software delivery model are currently, fundamentally broken and unsustainable. However, the emergence of continually evolving low code/ no code technology aims to deviate the tool set of democratizing skills sets make development work faster and affordable. Learn more with our guest – Andy Zambito, as he passionately talks about how to accelerate business growth, including startups, through low-code/ no code technology. Andy is the Chief Sales Officer for the Americas at Creatio.  He held various leadership roles at Pinpoint and Vera, where he was the Vice President of Worldwide Sales and Chief Revenue Officer, built a GTM strategy and Revenue teams.  In his role as the CSO for the Americas, he is driving Creatio's continued growth on two continents. He's the man of Digital Transformation Trends/Low-Code/No-Code Quick. In this episode, we talk about: (1:15) Andy Zambito. (2:32) Personal satisfaction and rewards from challenges in business (5:22) Delivering the right pitch and right proposal (6:29) Demand for applications and the advantages of low code/no code technology (12:22) Intersection of business and technology (13:44) Digital transformation and the need for faster and affordable technology (20:01) What to consider in generating impact of for your business? (24:49) Lowering experimental costs in business and startups (27:09) Years of Creatio being in operation and their company experience (28:30) Creatio in an elevator pitch *view show notes* Mangtas Nation is hosted by Mangtas CMO Jacki Demuynck and CEO Wouter Delbaere. Jacki and Wouter are also the co-founders of Mangtas – a digital platform where startups and SMEs can engage with project-based, outsourcing agencies. Connect with Andy https://www.linkedin.com/in/andyzambito/ Connect with Wouter www.linkedin.com/in/wouter-delbaere/ Connect with Jaclyn www.linkedin.com/in/jackidemuynck/ Join us at https://tinyurl.com/mangtaswebsite ----- Follow us on Facebook, Linkedin, Instagram, Twitter, and Pinterest ----- Be sure to subscribe/follow #MangtasNation for more!

In this episode of the Science of Selling STEM, I'll be sitting down with Pete Tonsager, the Director of Worldwide Sales at MGK, a company that develops and delivers innovative insect control products. The youngest of nine, Pete worked several jobs while putting himself through college. His early work involved working in a composite wood research laboratory which served as a springboard to his career as a sales manager in specialty chemicals and composite products. He is customer-focused and a value-obsessed director of sales.  He has had notable success in devising, defining, and executing short and long-term strategies to amplify revenue, sales, and customer service. He has an excellent history in managing budgets and ensuring efficient usage of the budget with aim of cost minimization. He is adept at assessing customer requirements and exceeding expectations for maximum client satisfaction and success. Companies he's made a positive impact at including Sumitomo Chemical, Donatelle Medical, Liberty Diversified Industries, and Rehau. You won't wanna miss this episode as Pete shares his great sales and sales team management wisdom with us. Stay tuned!  On Today's Episode of the Science of Selling STEM: Learning how to educate customers instead of selling them and making sure you deliver value (01:49) Why delivering value has nothing to do with the product you're selling (02:40) How he coaches his sales team so they can keep performing at their best (05:06) Role-playing 101: How to make your role-playing sessions better (06:36) Giving the fresh sales talent the same type of support as the more seasoned salespeople (09:21) Developing a culture of collaboration within a sales team (10:30) The challenges they faced from going virtual since the pandemic began and how they tackled them (12:30) Remarkable achievements in helping salespeople achieve great results (17:15) Connect with Pete Tonsager: https://www.linkedin.com/in/petetonsager/ (Pete on LinkedIn) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne's Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook) https://twitter.com/wesleynegreer (Wesleyne on Twitter) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don't forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

A leader in the sales world, scientist of modern selling, bestselling author, 3X varsity athlete and currently the managing partner at Stage 2 Capital, Mark Roberge started out in life by hiding his intelligence because he wanted to fit in - the seeds of an unlikely career journey being able to build skills around and relate to a broad spectrum of people and organizations. Mark's grandfather, a World War 2 Veteran, semi-pro baseball player, and janitor at a bank taught Mark not to take education for granted and make the most out of the opportunities he had in life.Running miles at just over 4 minutes in Track, along with playing Soccer and Tennis, Mark's athletic roots also had a big influence on his career. Mark got accepted to MIT for undergrad and almost went, ultimately deciding not to go because he wanted to pursue a life of balance. (He found himself back at MIT later in his educational path) He studied mechanical engineering because he was great at math and was always told he should be an engineer. Mark chose to work at Accenture right out of college, and after getting placed at a startup was hooked on startup culture and the entrepreneurial spirit because of the pace of innovation and the financial upside. Mark shares how one of the co-founders of Hubspot invested in his startup with one stipulation: that Mark would spend time helping him at Hubspot which lead to an unlikely role given his background in engineering in Sales and eventually becoming CRO. Mark also shares about being an advocate for mental health after being diagnosed with PTSD after experiencing the 9/11 attacks in 2001. Today he hopes to normalize getting treatment for mental health. About Mark Mark Roberge is an Advisor to HubSpot and former Chief Revenue Officer of HubSpot's Sales Division. He is the bestselling author of the award-winning book, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million”. Mark is one of the instructors for HubSpot Academy's Inbound Sales Certification and also a Senior Lecturer in the Entrepreneurial Management Unit at the Harvard Business School, where he teaches Entrepreneurial Sales and Marketing in the second-year MBA program.Prior to his role as CRO, Mark served as SVP of Worldwide Sales and Services at HubSpot, increasing revenue over 6,000% and expanding the team from 1 to 450 employees. As a result, HubSpot placed #33 on the INC 500 Fastest Growing Companies list in 2011.Named one of Forbes' Top 30 Social Sellers in the World, Mark has also won the Salesperson of the Year award at the MIT Sales Conference in 2010. He was a semi-finalist in the 2005 MIT $50K Business Plan competition and was awarded the Patrick McGovern award for his contributions to entrepreneurship at MIT. He holds a BS in Mechanical Engineering from Lehigh University and an MBA from the MIT Sloan School of Management.Mark's Links Connect with Mark on LinkedIn: https://www.linkedin.com/in/markrobergeCheck out Mark's “Science of Scaling” here: https://blog.stage2.capital/science-of-scalingBuy a copy of Mark's bestselling book: “The Sales Acceleration Formula”: https://www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072To learn more about Jake Dunlap and Skaled, please visit the links below.Jake Dunlap Personal Site - http://jakedunlap.com/Jake Dunlap LinkedIn - https://www.linkedin.com/in/jakedunlap/Skaled - https://skaled.com/Skaled LinkedIn - https://www.linkedin.com/company/skaledJake Dunlap - Twitter - https://twitter.com/JakeTDunlapJake Dunlap - Instagram - http://instagram.com/jake_dunlap_Jake Dunlap - Facebook - https://www.facebook.com/JakeTDunlap/Skaled  - YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Technology investment guru Alex Divinsky joins BrainChip Vice President of Worldwide Sales Rob Telson on the latest “This is our Mission” podcast episode designed to provide insight on the Company's strategy and progress.

He serves as the Chief Revenue Officer for ServiceNow, a $4.5 billion SaaS provider. He is responsible for overseeing the global sales organization, including sales enablement, industry solutions, and global sales operations. Prior to his CRO role, he served as Executive Vice President, Worldwide Sales (and other senior positions) from 2011–2020. Before ServiceNow, he served in leadership roles at EMC, Data Domain, Thomson Financial, and Brocade. He has been on the Board of Directors for Drift since 2018. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Kevin Haverty. Don't forget, three quick points: Seidl and Nour are mixing things up and will host this week's guest at a live YouTube video stream interview, so check out the Nour Group or Sales Community YouTube Channels for #TechSalesInsights for updates. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com. Our next guest will be Ken Dougherty, Vice President of Sales - Enterprise Preferred at Dell EMC - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events. Send in a voice message: https://anchor.fm/salescommunity/message

He is the Vice President and Channel Chief of the Americas Partner Organization at VMWare, where he is responsible for indirect routes to market for the Americas: United States, Latin America, and Canada, which includes Solution Providers, Corporate Resellers, Public Sector Partners, OEMs, Systems Integrators and Outsourcers, ISVs, and Distributors. Prior to VMware, he was Group Vice President for the Alliances and Channels Sales organization in Oracle's North America Technology Division where he was recognized by technology news source CRN as one of the "Top 50 Most Influential Channel Chiefs." A fierce competitor, he is highly regarded by partners, peers, and team members for his deep understanding of channel and business fundamentals, combined with a data-driven, no-nonsense approach to delivering results. Prior to Oracle, he was Senior Vice President of Worldwide Sales for the Cloud Systems and Solutions Group at Seagate Technology. His experience includes leading the Industry Standard Server and Storage business units at Hewlett Packard, where he held full P&L responsibility throughout the Americas region. He has also held leadership positions and senior sales roles at EMC, IBM, and McData Corporation. He holds a B.S. in Business from DePaul University and has participated in the Harvard Executive Education Program. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Bill Swales. Don't forget, three quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com. Our next guest will be KC Choi, EVP and Global Leader, B2B Mobile at Samsung - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events. Send in a voice message: https://anchor.fm/salescommunity/message

From her first job at 16 and her first retail store manager role at 19, Ami shares her leadership mentors and her challenges in managing crisis at both LA riots and 9-11. She reveals what high performance looks like to her along with her own leadership strengths and development opportunities in managing Microsoft's worldwide consumer business.Brought to you by Clarity Leadership - Thoughts, ideas and inspiration for businesses:https://www.clarityleadership.co.uk See acast.com/privacy for privacy and opt-out information.

He is Chief Executive Officer at SportsEngine, responsible for setting the overall direction and product strategy for the company, as well as new growth initiatives. Prior to SportsEngine, he held several executive positions at technology companies including President/COO at Code42, Executive Director, Americas Sales at Dell, and Vice President of Worldwide Sales at Compellent Technologies. He holds a Bachelor's degree in Human Factors from the United States Air Force Academy and a Master's degree in Human Factors from the University of Illinois. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Brian Bell. Don't forget, three quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com. Our next guest will be Peter Mckay, CEO of Snyk - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events. Send in a voice message: https://anchor.fm/salescommunity/message

In this interview, Nathan Jones shares how to properly wipe electronic devices such as computers and smart devices so criminals don't steal and misuse your personal information.  About Our Guest: Nathan Jones is a data security industry expert is responsible for overseeing sales efforts globally. He has over 14 years of experience and is a regular speaker at Industry Conferences. He handles Worldwide Sales and Strategic Relations for White Canyon Software. Often, people overlook the importance of data security when they're growing and cultivating a successful business. During the show we discussed: ● Data Leakage ● How hackers use data ● Best ways to protect data ● Mistakes business owners make when getting rid of old computers ● Wrong ways people get rid of their electronics ● What NSA recommends to do with old electronics ● Why is it bad to improperly discard old electronics ● Data persistence/remanence ● How data persistence harm businesses ● Eliminating remnant data ● Methods to permanently erase data ● How to 100% wipe your data before getting rid of a device ● Plugging a tool into your USB to completely wipe hard drive ● Electronics to wiped before getting rid of it ● Wiping your smart device before getting rid of it ● The necessity of data destruction ● Data destruction tools Show resources: https://www.whitecanyon.com/ https://www.linkedin.com/in/nathan-jones-3879388/

Hunters + Unicorns: The 33 CxOs - Patrick Ball 004 “I think leaders are leaders. I think a lot of that is just innate. If I took Bob Ladouceur and put him in charge of BladeLogic sales, would he have been successful? I 100% agree with that. If I took McMahon and put him in as a high school football coach, I 100% think he would be as successful.” - Patrick Ball Hunters and Unicorns shares the playbooks from leaders, founders, executives and investors from high growth technology companies. In this special edition series The 33 CXOs we investigate the greatest success story in the history of software sales. Discover how thirty-three sales execs from one organisation, BladeLogic, became CXOs in the world's 100 fastest growing technology companies. We uncover the stories and playbooks of the most prolific sales leaders in the industry. Episode 4 features Patrick Ball, Chief Revenue Officer at Privitar. After initially embarking on a career in commercial real estate, Patrick was drawn to the activity and potential upside of software sales. Starting out as an SDR, Patrick's competitive nature made him the perfect fit for this aggressive sales environment and he quickly rose through the ranks to hold sales leadership positions at BMC and Moxie Software. From there, he went on to lead sales for the Western Region at Cloudera, scaling the organisation 5X during his four years with the company and more recently, he served as SVP of Worldwide Sales at NextLabs. With 22 years of experience and three IPOs under his belt, few careers have seen the success and progression of Patrick's. “I'm a builder. Privitar's my seventh start-up. I've been fortunate to have been through three IPOs so I've seen it before, that's what I enjoy doing. I got bored at BMC, when it's a two, three-billion-dollar company, it's too big, I want to have more of an influence.” Patrick thrives in an environment where he can implement change and develop, that is intrinsic to his DNA, but when it comes to his leadership methods, he gives credit to two key mentors: Bob Ladouceur (his high school football coach) and John McMahon. The combination of competitive sports training and methodological sales strategies has enabled Patrick to become an expert in his field and create his own playbook for success centred around building and scaling sales organizations. His goal is to create a seamless revenue machine and take his organisation to the next level by recruiting top notch AEs and coachable SDRs. Recruiting the right SDRs who have the potential to excel in their role and later transition into a closing role sets up any sales organization for scale. Patrick continually invests in his team's development to ensure short, medium, and long-term success.   “MEDDIC is an over-used term now but it's still fundamental to my playbook. I've tried to take things to the next level. Recruitment is number one. I see the SDR team as my future stars, that's my farm league to go be field reps, and if I'm doing my job right, training and growing, I can segment that market and build capacity within my field team and I've trained them, it's not coming from the outside." In this podcast you will discover: • The importance building a world class SDR organization • How to recruit high performing AEs • How to implement MEDDIC and take it to the next level • How to train, innovate and gain respect from your team Having worked with the elite of elite in this industry, Patrick knows what it takes to build a winning sales team and uses his experiences to shape his own teams in a unique way. He started his career at entry level but had the raw materials needed to climb the ladder of SaaS Sales with the help of some exceptional mentors. Now, as a mentor himself, he leads from accountability and bases his recruitment model on a new approach to SDRs, transforming what was traditionally a tactical support role into a far more capable and strategic resource that is crucial to the growth of his companies. This extensive discussion is essential listening for those with an interest in sales strategy, as well as anyone with a passion for the technology space.

This week on the OKRs Q&A Podcast, Tim Meinhardt interviews Nancy Bohannan. Nancy elaborates on her favorite aspects of OKRs, how she connects her OKRs to numerous teams and how her team overcomes challenges to achieve their Objectives. Nancy is the Vice President of SLED for Red Hat. Her previous roles include Vice President of Cloud and Software at IBM and Vice President of Worldwide Sales for Microsoft. Nancy's passion is making clients successful and helping her customers to meet their objectives!If you interested in working with the Atruity team or downloading our free e-book The Seven C's To OKR Success - click this link: https://linktr.ee/atruity