E192 - Driving a Commit Culture featuring Steve Hershkowitz

In this episode of Tech Sales Insights, Randy Seidl is joined by Steve Hershkowitz, the CRO of Rimini Street, to discuss the importance of building a committed culture in sales teams. Sponsored by Sandler, this conversation delves into the crucial role of sales training, the value of face-to-face meetings, and the challenges of leading a sales-driven transformation in a service-oriented company. Steve shares insights into his extensive industry experience, the significance of genuine relationships, and his goals for net new logo acquisitions. The episode also highlights tools like Clary and Zoom Info, alongside strategies such as Challenger Selling and the importance of continuous learning and training. Peppered with personal anecdotes and professional wisdom, this episode offers valuable lessons for sales leaders aiming to drive growth and accountability in their teams.

KEY TAKEAWAYS

• Commit Culture: Emphasis on a commitment-driven sales culture where performance and accountability are prioritized.
• Sales Strategy: The importance of research, relationship-building, and face-to-face interactions in large-scale sales.
• Training & Development: Role of tailored sales training and development programs in equipping the sales team with essential skills.
• Tools & Technology: Utilization of advanced sales tools like Clary and ZoomInfo for data-driven insights and effective lead generation.
• Executive Support: Strong leadership support and cohesive executive team collaboration are crucial for achieving growth targets.
• Hiring Philosophy: Focus on hiring experienced individuals with a strong network and a proven track record in sales.

QUOTES

• "Hope is not a strategy."
• "My goal is to make the AI tool inaccurate to the good."
• "If you don't enable your people, you can't hold them accountable to be successful."
• "We have to suit up, show up, and present our solution."
• "It's about profitable revenue growth, not just growth."

Find out more about Steve Hershkowitz through the link/s below:
https://www.linkedin.com/in/steve-hersh/

This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.