Tech Sales Insights

WHAT’S THE FORMULA FOR A WORKER’S HAPPINESS?Travis Ashby, founder of Worklyfe is back with Randy for Round 2. In this episode, Travis discusses what Worklyfe is all about, as he defines it as his personal happiness movement. He also breaks down how Worklyfe can help people in surfacing what really matters to them and how it helps in finding a worker’s happiness equation. There’s a whole lot more to find out so tune in to this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYTRAVIS: THE PAIN POINT THAT WORKLYFE IS TRYING TO SOLVE“It's a happiness movement for me. I just felt like the number one problem in the world was unhappiness, like we've never had higher levels of depression and addiction and divisiveness.”TRAVIS: SURFACING WHAT REALLY MATTERS“How Worklyfe helps them is we surface what matters to them. So we actually go to people and say, Hey, let's figure out your personal happiness equation, we're going to help you, our software is going to help you surface your purpose and your why and then create goals that are going to help you actually be happier.” Don’t miss out on our previous episode, and watch out for the next ones!E113 Part 1 - WORKLYFE BALANCE: Travis Ashby’s Journey In Sales And Conceptualizing Worklyfe Find out more about Travis Ashby in the links below:LinkedIn: https://www.linkedin.com/in/travisashby/Worklyfe: https://worklyfe.io/beta/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Decision Link: https://www.decisionlink.com/

HOW DO YOU STRIKE THE REAL BALANCE BETWEEN WORK AND LIFE?Randy welcomes Travis Ashby, Founder of Worklyfe, a platform for individualized incentives and benefits platform for the modern workforce, which helps companies improve performance and retention by motivating employees with things they actually care about. Travis talks about his first sales job and how his experience made him notice the issue with the usual incentives being given to employees. He also talks about sacred money, how to spend it, and how he got the idea of Worklyfe. Stay tuned until the end of this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYTRAVIS: COMPANIES’ LACK OF SUPPORT“There's any number of reasons why people are struggling at their job, and companies don't do a good job at all about being able to be there to support and help people maybe understand and overcome those things.”TRAVIS: OUTDATED INCENTIVES AND MOTIVATION TACTICS“Gift cards, cash and swag and stuff. Is that really like, does that really matter to people? Is that really still the thing we're doing to motivate sales?”TRAVIS: TIME TO DECONSTRUCT INCENTIVE PROGRAMS“I just started kind of thinking about like, Well, how do we like, deconstruct these crappy incentives, like President's Club, for example, it's like three months into an annual incentive, you already know who's gonna win, and so demotivates 80% of the team.” Find out more about Travis Ashby in the links below:LinkedIn: https://www.linkedin.com/in/travisashby/Worklyfe: https://worklyfe.io/beta/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Decision Link: https://www.decisionlink.com/

HOW DOES A SALES LEADER JUGGLE INNOVATION, SKILLS, AND MANAGEMENT?Paul Hunter is back to close his interview with round 3 with Randy. In this episode, Paul gives his insights on the need to evolve compensation to drive behavior for better performance, the primary goal of a Chief of Staff, the kind of skills needed to be a good salesperson, and advice for the younger generation and to his younger self. Let’s get a deep dive into these topics in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYPAUL: THE GOAL OF A CHIEF OF STAFF“One of the things you learn in the Chief of Staff job it’s not enough to make the principal successful, you've got to make the principal and their team successful.” PAUL: FORMULA OF A GOOD TECH SALESPERSON“Good listening skills, good questioning skills, I have always found in the best technical people, but built on a foundation of great knowledge.” Don’t miss out on our previous episodes and watch out for the next ones:E112 Part 1 - IN FOR THE HUNT: Paul Hunter’s Sales Story And Insights On Social Sales ToolsE112 Part 2 - GOING THROUGH CHANGES: Reconfiguring and Evolving Sales Teams with Paul HunterFind out more about Paul Hunter in the links below:LinkedIn: https://www.linkedin.com/in/paul-hunter-3743a8/Hewlett Packard Enterprise: https://www.hpe.com/us/en/home.html This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Gong.io: https://www.gong.io/

Paul Hunter is back for round 2 with Randy and, in this episode, they talk about reconfiguring and evolving sales teams toward a brighter future in tech sales. Paul discusses what it is that he actually does, the changes happening in tech sales today, the bright future of tech sales, the portfolio shift that HP is doing now, and job openings in the company. Find out more about this exciting news in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYPAUL: THE FUTURE IN TECH SALES IS BRIGHT“A lot of the news is coming with some of the tech layoffs. But I think part of the story that's also missing is, the tech hiring in the past two years far outweighed the layoffs. So I mean, there's a shortage of talent, not an excess of it. So it's very much a buyer's market in terms of world seller's market in terms of if you're talented, there's a lot of demand for your skill. So I think that will just continue. I don't see any slowdown in that.” PAUL: THE PORTFOLIO SHIFT FROM HARDWARE TO CLOUD“So we are essentially moving from a company that was infrastructure and hardware led with services attached to that hardware. And now we are a cloud company that sells services that pull through hardware, in some instances, not all now. And that's a pretty significant change in and obviously, the balance of those two businesses changes over time.” Don’t miss out on our previous episode and watch out for the next ones:E112 Part 1 - IN FOR THE HUNT: Paul Hunter’s Sales Story And Insights On Social Sales ToolsFind out more about Paul Hunter in the links below:LinkedIn: https://www.linkedin.com/in/paul-hunter-3743a8/Hewlett Packard Enterprise: https://www.hpe.com/us/en/home.html This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Gong.io: https://www.gong.io/

In today’s episode, Randy welcomes Paul Hunter, North America Sales Leader at Hewlett Packard Enterprise, leading the charge for their pivot to a Service Cloud company. He is also responsible for leading the sales charge and understands the channel from a value and scalability perspective. Paul shares his experience in his first sales job and the power of using LinkedIn and other sales tools in selling and networking. Learn more about Paul in this latest episode of Tech Sales Insights.INSIGHTS OF THE DAYPAUL: LINKEDIN AS A RELIABLE SALES TOOL“We use LinkedIn Sales Navigator. That's one of the suites of sales tools we provide our sales teams. We also use other tools as well. So we found LinkedIn Sales Navigator to be reasonably valuable, and quite useful. I use LinkedIn because sometimes you get more traction with your own teams on LinkedIn than you do use some of the internal tools. So it's just a good way to connect with the broader community and, and hit keep in touch with people.”Find out more about Paul Hunter in the links below:LinkedIn: https://www.linkedin.com/in/paul-hunter-3743a8/Hewlett Packard Enterprise: https://www.hpe.com/us/en/home.html This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Gong.io: https://www.gong.io/

Costa Harbilas is back for one last round with Randy, and in this episode, he talks about the power of value-based selling. As a huge believer in it, Costa breaks down why it is helpful, the impact it brings, and how you can do it right. He will also be answering questions about advice for people breaking into the tech space, working at Intapp, and many more. Learn more about Costa and his work in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYCOSTA: COLD-CALLING IS NOT DEAD“I'm a huge believer in value-based selling, and I don't believe you can sell anything unless you have a great match. Nobody wants to buy a thing, they want an outcome, and so we have to have a case for change. And you have to understand the current state of why it's not good enough. So you know why they're gonna buy anything, you build the case, and you differentiate why you're the solution of choice where you've done it successfully in the past. And then you got to figure out the compelling event and why they can't wait for the why that why the value is so impactful, they got to do it now.” Don’t miss out on the previous episode and watch out for the next ones!E111 Part 1 - ONE OF A KIND: The Uniqueness of Selling Into Partner-Led Models with Costa HarbilasE111 Part 2 - OUTREACH DYNAMICS: Discussing Effective Customer Outreach with Costa Harbilas Find out more about Costa Harbilas in the links below:LinkedIn: https://www.linkedin.com/in/costaharbilas/Intapp Website: https://www.intapp.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/OpenSymmetry: https://www.opensymmetry.com/

Costa Harbilas, a sales and leadership expert in professional services, joins the discussion to share invaluable insights on effective customer outreach. He emphasizes that cold calling is far from dead, advocating for personalized and informed approaches when connecting with prospects. The duo dives into maximizing every sales interaction as a coaching opportunity and the crucial role of mentorship and diversity in the sales landscape, particularly for women aiming for leadership roles. Tune in for transformative strategies that elevate the sales game!

Costa Harbilas discusses the uniqueness of selling into partner-led business models in professional and financial services. He highlights traits of a great sales leader, importance of giving feedback, and the significance of real-time feedback in corrective action.

It’s Whynde Kuehn’s final round with Randy in this episode of Tech Sales Insights. In this episode, Whynde runs through some questions and shares her insights about engagement models, working together for the customer, spiritual foundations in leadership, taking action on ideas, and many more so make sure to stay tuned only here in Tech Sales Insights. INSIGHTS OF THE DAYWHYNDE: IT’S ALL ABOUT WORKING TOGETHER TO HELP THE CUSTOMER“At the end of the day, it's not about what you're modeling or what you're doing or you're delivering or who you have access to, and what room you're in the conversations with, it's about all of us working together, to help the organization get ideas into action, and to be able to help the customers” WHYNDE: INSIGHT ON SPIRITUAL FOUNDATION AS A LEADER“My personal belief is, maybe this is a little bit long lines, what you're saying, Randy, I don't know that one has to be outright about it. But if one does have a deep spiritual grounding, that person will show up in every interaction and everything you write in everything you do in the decisions you make and how you treat people.” Don’t miss out on the previous episodes with Whynde and watch out for the next ones! E110 Part 1 - STRATEGY TO REALITY: A Look Into Whynde Kuehn’s Insights On Business ArchitectureE110 Part 2 - MULTIDIRECTIONAL: Directional Approaches  Within The Hybrid Environment Find out more about Whynde in the links below:Whynde Kuehn | S2e Transformation | Book This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry

Randy continues his conversation with Whynde Kuehn in this latest episode of Tech Sales Insights. The two discuss the effectiveness and the risks involved in the growing trend of hybrid working environments and how it correlates with business architecture. Whynde further discusses the metrics involved in the hybrid environment and other good stuff like change management, strategy execution, top-down vs bottom-up approach, and many more so stay tuned.INSIGHTS OF THE DAYWHYNDE: “Bring it to the doers. So there's two sides of this one, there's the doers, the people who will create the business architecture, and play a unique and often missing role to inform and translate strategy. There's an actual new role around that. It's business architect, it's been in place for a while, but is more emerging, but then there's also how do you actually change the rest of the organization to be able to do cohesive end-to-end strategy execution where you have accountability? And you as we were saying earlier, right, you actually look at it as a muscle, and you actually know how the teams work together and fit together.”Don’t miss out on the previous episodes with Kevin and watch out for the next ones! E110 Part 1 - STRATEGY TO REALITY: A Look Into Whynde Kuehn’s Insights On Business ArchitectureFind out more about Whynde in the links below:Whynde Kuehn | S2e Transformation | Book This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry