In this conversation, Keith Textor, Senior VP of Global Professional Services at Tenable, shares his rich experience bridging technical and sales teams. He discusses the critical balance of roles in customer engagement and highlights the art of customizing demonstrations to meet client needs. Keith delves into the complexities of navigating remote sales and the necessity of adhering to a defined sales process. He also emphasizes recognizing technical contributions within teams and leveraging telemetry for enhanced customer success.