Tammy Sexton, Chief Revenue Officer at Skyflow, discusses the importance of data privacy and Skyflow's data vault as a service. 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 to a manager, managing managers, and becoming a CRO.
SkyFlow offers a commercially available data vault as a service, providing advanced data protection and enhancing security for transactions.
Effective champion building within sales teams improves brand trust, combats potential brand deterioration from data breaches, and drives revenue growth.
CROs should focus on tracking specific metrics, analyzing individual sales reps' performance, and providing targeted coaching to drive improvements and identify areas for development.
Deep dives
SkyFlow: Revolutionizing Data Privacy with Data Vault as a Service
SkyFlow is the world's first commercially available data vault as a service. Data vaults, which provide advanced data protection, have been utilized by companies with large budgets in the past. However, SkyFlow is the first company to offer a commercially available product in the market. Unlike traditional methods where credit card data is directly transmitted, SkyFlow generates a unique passcode to complete transactions, enhancing security. While many vendors have various data protection methods, data vaults offer a foolproof way of safeguarding sensitive information. SkyFlow certification programs ensure compliance with standards such as HIPAA and PCI, greatly benefiting companies in terms of data privacy and security.
Overcoming Challenges of Champion Building and Management
Champion building is an essential aspect of successful selling, as it strengthens customer relationships and ensures long-term revenue growth. Tammy Sexton, the CRO of SkyFlow, emphasizes the need for effective champion building within sales teams. This involves training reps to ask the right questions, find pain points, and establish genuine connections with customers. Tammy suggests using custom score sheets that evaluate an AE's ability to build champions and identify influential stakeholders. By incorporating champion building into the sales process, companies can improve brand trust, combat potential brand deterioration from data breaches, and drive revenue growth.
Key Metrics and KPIs for Evaluating Sales Performance
As a CRO, Tammy Sexton understands the importance of tracking key metrics and KPIs to assess sales performance. While metrics like pipeline generation and activity are essential, Tammy believes that focusing solely on activity can be counterproductive. Instead, she emphasizes the need to analyze specific metrics in relation to individual sales reps, such as conversion rates at each stage and the ability to overcome sales process challenges. By leveraging data-driven insights and providing targeted coaching, CROs can drive improvements in sales team performance and identify areas for skill development or training.
Creating and Building Champions
A successful sales campaign relies on building champions within the customer's organization. This involves developing strong relationships, understanding their pain points, and influencing their decision criteria. Building champions starts with a proper discovery call to identify the customer's needs, pain, and potential metrics. Champions can then be nurtured throughout the sales process by involving them in presentations and making them feel ownership over the solution. Without a genuine champion, a sales campaign is likely to fail.
The Importance of Metrics and Urgency
Metrics play a crucial role in creating urgency with customers. By quantifying the cost of inaction and demonstrating the value of the solution, AEs can effectively establish urgency. It is important to let the customer arrive at the urgency themselves, rather than pressuring them with discounts or deadlines. Genuine metrics align the customer's pain points and goals with the proposed solution, making urgency a natural outcome. Additionally, effective discovery calls and understanding the customer's pain and metrics are the keys to creating urgency and driving successful sales campaigns.
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
[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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