Tech Sales Insights

In this episode, Randy and Bethany are back to discuss channel partners and building a career in tech sales. In order to sell more and make more money, companies should consider using channel partners. Channel partners have their own relationships and can provide advice and guidance to companies. Bethany also discussed her advice for people aspiring to get into executive leadership. Learn more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBETHANY: SOLIDIFY YOUR NETWORKING“So you really got to do your networking. And even if you just you know, have a cup of coffee with people and do a zoom session, just connect as much as possible and tell people what you're looking for. Again, they don't know if you don't tell them.”BETHANY: STAY IN TOUCH WITH HEADHUNTERS“Probably sometime at some point in your career, you've been contacted by a headhunter. My advice is you make friends with those people, you know who they are, right, and you go back to them in times that are tough because those are the folks who also can help you.” Don’t miss out on the previous episode/s and watch out for the new ones!E106 Part 1 - BOXED UP: Bethany Mayer's Board Insights On Box Stock PerformanceE106 Part 2 - WOMEN’S RALLY: Exploring the Opportunity for Women in Sales with Bethany Mayer Find out more about Bethany in the links below:Bethany Mayer | Box | Box.com Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry

SALES: WE NEED MORE WOMEN!In this episode, Randy and Bethany discuss the need for more women in sales, and how the industry can better support and encourage them. They agree that education and awareness are key to getting more women interested in sales as a career. They also discuss the role of women in sales, and how companies should reach out to colleges to begin internship programs for young women and men who are interested in sales. Get to know how Bethany decided to serve a board and many more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBETHANY: WHY SALES IS A GOOD CAREER FOR WOMEN“It requires you to connect, it requires learning, but it also requires relationship building, which I think women are great at. So I think it's a phenomenal opportunity.”BETHANY: ADVICE FOR WOMEN IN THE TECH SPACE“I really wanted to learn about a different industry. I want to learn how they operate, what they know, how their processes were, what they strategized around, and I have to say it was a really good choice” Don’t miss out on the previous episode/s and watch out for the new ones!E106 Part 1 - BOXED UP: Bethany Mayer's Board Insights On Box Stock Performance Find out more about Bethany in the links below:Bethany Mayer | Box | Box.com Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry

Bethany Mayer is a highly respected executive in the tech industry, with a background in engineering and marketing. She started her career at the Skunk Works division of Lockheed, working on the F-117 stealth fighter. She then went on to hold various executive positions at HP, where she was responsible for taking shares and growing the business. Bethany is known for her technical and go-to-market chops, as well as her no-nonsense approach to getting things done. Find out more about Bethany and her work in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBETHANY: ADVICE FOR WOMEN IN THE TECH SPACE“My advice for women is you can do anything you dream of, honestly, if I can do it, you can do it. It is there for you, and you, if you give yourself the credit that you deserve, and you have sponsors that I'm sure you will have around you, you can do anything.” Find out more about Bethany in the links below:Bethany Mayer | Box | Box.com Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by: Sales Community | OpenSymmetry

In this episode, Mandy answers questions about the importance of a use case for PLG, her journey from in-house operator to founder to investor, the benefits and challenges of being an entrepreneur, and KPIs and product market fit. Don’t miss out on this final part of Mandy’s appearance in the latest episode of Tech Sales Insight. INSIGHTS OF THE DAYMANDY: FROM IN-HOUSE OPERATOR TO FOUNDER TO INVESTOR“What I really like to do is understand the customer, you can coach people, and drive revenue, like, that's actually what I like to do, and I don't want to be a founder and CEO and have to go raise money and do a bunch of that stuff. That doesn't sound fun to me.” Don’t miss out on the previous episodes with Mandy and watch out for the next ones!E105 Part 1 - TAKING THE LEAP: Growth Benchmarks And Planning For 2023 with Mandy ColeE105 Part 2 - DATA-DRIVEN ADVICE: Planning Ahead With A Data-Driven Approach With Mandy Cole Find out more about Mandy in the links below:Mandy Cole: https://www.linkedin.com/in/mandyhcole/Stage2 Capital: http://www.stage2.capital/mandy@stage2.capital: http://mandy@stage2.capital Send in a voice message to us:Sales Community at Anchor.fm: https://anchor.fm/salescommunity/message This episode of Tech Sales Insights is brought to you by Sales Community: https://www.salescommunity.com/Salesbricks: https://linktr.ee/salesbricks

IF YOU FAILED TO PLAN, YOU PLANNED TO FAILMandy and Randy discuss the importance of profitability and cash flow for startups. Mandy advises that companies should have a plan for how they would become profitable if they needed to, as the future is uncertain. Randy adds that many companies have had to lay off employees due to overhiring in the past. They both advise startups to be thoughtful about their use of money and hiring in order to be successful. INSIGHTS OF THE DAYMANDY: CUSTOMER FIRST, EVERYTHING FOLLOWS“Think about not just what's best for the salesperson, but actually what's best for the customer first, because whatever is best for the customer should be best for the company and for us.”MANDY: DRIVE WITH DATA“Whatever you do, make sure that you're using a data-driven approach to it. It's really easy for us to make emotional decisions. But the reality is that data all day long is going it's sitting right in front of you, and it's gonna tell you what you should be doing.” Don’t miss out on the previous episodes with Mandy and watch out for the next ones!E105 Part 1 - TAKING THE LEAP: Growth Benchmarks And Planning For 2023 with Mandy Cole Find out more about Mandy in the links below:Mandy Cole: https://www.linkedin.com/in/mandyhcole/Stage2 Capital: http://www.stage2.capital/mandy@stage2.capital: http://mandy@stage2.capital Send in a voice message to us:Sales Community at Anchor.fm: https://anchor.fm/salescommunity/message This episode of Tech Sales Insights is brought to you by Sales Community: https://www.salescommunity.com/Salesbricks: https://linktr.ee/salesbricks This episode of Tech Sales Insights is brought to you by Sales Community | OpenSymmetry

Ever thought of growing to your Stage 2 and beyond? THE TIME IS NOW.Mandy Cole, a partner at Stage 2 Capital, joins Randy to discuss growth benchmarks for 2023. Mandy shares her own experience in handling growth and presents her personal benchmark for growth with the companies she is working with. Stay tuned to the end as Mandy also talks about the book she is currently working on that you might be interested in. Find out more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYMANDY: HER PERSONAL BENCHMARK FOR GROWTH“We want to see that people are being smart about their growth that their focus first on how do I make my current customers successful, and make sure I'm growing them versus just throwing more into the portfolio or into their customer base.” Find out more about Mandy in the links below:Mandy Cole: https://www.linkedin.com/in/mandyhcole/Stage2 Capital: http://www.stage2.capital/mandy@stage2.capital: http://mandy@stage2.capital Send in a voice message to us:Sales Community at Anchor.fm: https://anchor.fm/salescommunity/message This episode of Tech Sales Insights is brought to you by Sales Community: https://www.salescommunity.com/Salesbricks: https://linktr.ee/salesbricks

INTO THE RABBIT HOLEOur interview with Bennett Collen is coming to a close, but Randy still has a lot more to ask, so in this episode, Bennett will be discussing more about Blockchain and Crypto in-depth. Tune in to learn more and find out what awaits for Blockchain and Crypto in the coming years, only here, in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBENNETT: PREDICTIONS FOR CRYPTO AND BLOCKCHAIN“I think the crypto and blockchain will have made it when people stop talking about it when it kind of like fades into the background as a technology that enables these better experiences.” Don’t miss out on the previous episode/s and watch out for then ext ones!E104 Part 1 - META-PURSE: Blockchain, Cryptos, and NFTs with Bennett CollenE104 Part 2 - NFTs FOR SALE! Utilizing, Marketing, And Selling NFTs With Bennett Collen Find out more about Bennett in the links below:Bennett Collen | Endstate | Endstate.io Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by Sales Community | OpenSymmetry

WHAT DOES AN NFT DO? HOW DO YOU EARN FROM IT?NFTs, though have been in the market for quite some time, are still a pretty new concept in the eyes of a lot of people. In this episode, Bennett explains from his experience what NFTs do, how they are being marketed, and how they are sold. If you are interested in NFTs as a revenue stream, tune in to the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBENNETT: HOW NFTs ARE USED OR DISPLAYED“In terms of like the digital artwork itself, there are digital galleries where you can display all the entities that you own, I think the use cases for that eventually will get more interesting right now is more of a novelty, but from an Endstate perspective, we think of it as the utility that it gets you in the real world, as opposed to what you do with the digital artwork itself.”BENNETT: REVENUE-GENERATING INVOLVEMENT OF COLLABORATORS“We take a different approach to the traditional companies where we are involving the collaborator directly in the economics of the sale, instead of just saying, hey, we'll pay you an endorsement fee upfront, and then we make all the money on the back end, and we sort of sign them up as partners because we want them to have real skin in the game and interest in the collection doing well.” Don’t miss out on the previous episode/s and watch out for then ext ones!E104 Part 1 - META-PURSE: Blockchain, Cryptos, and NFTs with Bennett Collen Find out more about Bennett in the links below:Bennett Collen | Endstate | Endstate.io Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by Sales Community | OpenSymmetry

WE ARE NOW LIVING IN THE ERA OF DIGITAL TRANSFORMATIONWelcome to another episode, and today we have Bennett Collen, CEO of Endstate who has been an active principal in the blockchain space for several years. Bennett will be joining Randy to discuss what a lot of people think is the future, which they all get crazy about… Blockchain, Cryptocurrencies, and NFTs. Learn how each is defined and how they are interrelated in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYBENNETT: DEFINITION OF A  BLOCKCHAIN“A blockchain is just a form of a database that is typically a distributed ledger that has multiple participants who are all contributing to the consensus, or really how new entries get added to the ledger.”BENNETT: THE BLOCKCHAIN AND CRYPTOCURRENCY RELATIONSHIP“Crypto when people use it as a shorthand for Cryptocurrency is a subset of blockchain, so blockchain is the enabling technology that allows cryptocurrencies to function in this permissionless and distributed way.” Find out more about Bennett in the links below:Bennett Collen | Endstate | Endstate.io Send in a voice message to us:Sales Community at Anchor.fm This episode of Tech Sales Insights is brought to you by Sales Community | OpenSymmetry

IT’S NOT HOW LONG THE RELATIONSHIP IS THAT MATTERS, IT’S THE VALUE THAT COMES FROM ITIt’s part 3 with John Barrows, CEO of Sell Better by JB Sales, and the author of I Want To Be In Sales When I Grow Up.In this episode, John will be talking about the future of sales, particularly on the benefits of getting fired, the power of values in sales, sales rep job hunting tips, the importance of personal branding in today's job market, the value of relationships in sales, importance of a good customer relationship. So tune in and learn more! HIGHLIGHT QUOTESJOHN: FIND YOUR CORE VALUES FOR FINDING COMPANIES TO WORK FOR“What I encourage people to do right now is go through the value exercise, start, if you just got laid off, go through the value exercise, you can Google it, say I want a core value exercise. And usually what it is, is like 50 core values, you choose 20 of them, then you get down to five, and then you prioritize those five. And if you really think through those values of yours, and your center and you're like these are my values, this becomes now your decision stack.”JOHN: BUSINESS RELATIONSHIPS ARE NOW ALL ABOUT VALUE“I'll boil it down into relationships, the value of relationships has gone from golfing and you know, steak dinners to VALUE period.” Don’t miss the previous part/s of this amazing series with John Barrows:E103 Part 1 - WHAT LIES AHEAD: The Future Of The Sales Profession With John BarrowsE103 Part 2 - TECH DILEMMA: The Impact Of Technology To The Sales Profession With John Barrows Find out more about John in the links below:John BarrowsSell Better by JB SalesSellBetter.xyz Send in a voice message to us:https://anchor.fm/salescommunity/message This episode of Tech Sales Insights is brought to you by: Sales Community | https://www.salescommunity.com/OpenSymmetry | https://www.opensymmetry.com/