Showing Value as a Sales Leader with Tammy Sexton
Revenue Builders
The Mistakes of Sales Leaders
This chapter discusses common mistakes made by sales leaders, including applying a cookie-cutter approach and playing the role of a 'super rep.' It highlights the importance of coaching rather than doing the job for team members.
As the Chief Revenue Officer at Skyflow, Tammy Sexton is responsible for driving revenue growth and scaling the go-to-market team for the company's innovative data privacy platform. With more than 20 years of experience in enterprise sales,Tammy has a proven track record of leading and developing high-performing sales teams, building strategic partnerships, and delivering value to customers across various industries and regions. She has successfully managed and grown sales organizations at early and mid-stage startups, such as LaunchDarkly, LogicHub, and Sumo Logic, as well as established companies, such as PagerDuty, EMC, and PTC.
In this episode of the Revenue Builders Podcast, Tammy discusses the importance of data privacy and how Skyflow's data vault as a service helps companies protect sensitive information. She shares insights on the impact of data breaches on brand reputation and revenue, as well as the role of data privacy in building customer trust. Tammy also reflects on her journey as a sales leader and provides valuable lessons on transitioning from an account executive to a manager, managing managers, and becoming a CRO.
Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:19] Tammy Sexton's background and role at Skyflow
[00:03:48] Examples of companies that use data vaults for privacy protection
[00:05:18] Skyflow's certification program and compliance benefits
[00:07:53] Tammy Sexton's experience and lessons learned in sales leadership
[00:10:22] Avoiding the mistake of becoming a "super rep" as a manager
[00:14:12] Coaching first line managers on recruitment and finding the right fit for the company
[00:20:17] Focusing on the basics and fundamentals as a second line manager to make a big difference
[00:27:48] Challenges of managing different groups as a CRO
[00:40:48] Key things to learn as a new CRO in a company
[01:06:44] Discovery and pain metrics drive urgency
ADDITIONAL RESOURCES
Learn more about Tammy Sexton and about their company.
LinkedIn: https://www.linkedin.com/in/tammy-sexton/
Company LinkedIn: https://www.linkedin.com/company/skyflow/
Email: Tammy Sexton tammy@skyflow.com
Download our Sales Transformation Guide for Leaders:
https://forc.mx/3sdtEZJ
HIGHLIGHT QUOTES
[00:50:55] "So it's not just about the data. It's not just about necessarily the numbers at the top, but the conversion numbers, the SC conversion from POV to win, the AE conversion at each stage. So if I can sit down with a manager that has six AEs and help that manager with data that says this AE always gets stuck at this part of the sales cycle. Why do they have a 20 percent POV win rate and technical win rate when all the other AEs have a 60 percent chance of moving to the next stage."
[01:06:26] "Nothing better than good discovery and good pain and good influence on decision criteria. And at the end of the day, the metric will drive the urgency. If you did it right. If you did it right, go back to the basics."
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