Tech Sales Insights

The great content in this book includes 400+ best practices/ideas/suggestions: - A sales IQ assessment - 134 best practices submitted by 97 Sales Community Advisory Board members, some of the best in the industry - 2 handbooks from Walter Brown (long time EMC sales consultant) with 190 rules/best practices, timeless words of wisdom, one focused on sales reps and another on sales managers - 72 best practices from Tony and Randy - A summary of current tech sales methodologies - A VIP one-sentence summary of each of the best practices from Tony and me Don't miss what promises to be an exceptional discussion of B2B Tech Sales best practices, found anywhere! Send in a voice message: https://anchor.fm/salescommunity/message

Prior to AtScale, Chris co-founded and was a General Partner at Accomplice, a venture capital firm investing in early-stage tech companies. Chris has held leadership roles at tech startups like Vertica, Acopia Networks, and Arrowpoint Communications. Send in a voice message: https://anchor.fm/salescommunity/message

Terry oversees AMD's North American growth with channel partners. He is responsible for the sale of commercial client and server offerings and server components to all partner types including resellers, distributors, national solutions providers, and MSPs. He is driving a go-to-marketing strategy that is aligned with the industry’s leading OEMs and ISVs. Prior to joining AMD, Terry spent 11 years at HPE in a number of partner-facing and customer-facing leadership roles. He led high-performing teams and successfully sold products and solutions to some of the company’s largest customers and business partners. Prior to joining Hewlett Packard, Terry held executive management positions at EMC Corporation, Data General, and SEPATON, Inc. He began his career in sales at Burroughs Corporation (now Unisys). Terry graduated from Boston College’s Carroll School of Management with a BS degree in Computer Science and Marketing and lives in Hopkinton, MA. Send in a voice message: https://anchor.fm/salescommunity/message

Latané is passionate about empowering marketing leaders to confidently lead their teams, company, and industry into the future. She is laser-focused on leveraging technology and data to build marketing programs that result in deals, not just leads. Latané is known across the tech industry for her creativity, competitiveness, and boundless energy. Send in a voice message: https://anchor.fm/salescommunity/message

Kristen is an experienced executive sales leader with a demonstrated success in building teams, large-scale transformation, strategy, program execution, operational excellence, solution selling, acquiring new markets, and accelerating growth. FireMon is the leading network security policy management company that delivers continuous security for hybrid enterprises through a powerful fusion of vulnerability management, compliance, and orchestration. In her role, Kristen leads a team of business development reps and territory sales managers. Prior to joining FireMon, Kristen was the VP of the North America Inside Sales organization for HPE, where she was responsible for building a best-in-class, high-performing sales culture. Kristen serves as the President of the Dallas Chapter for the American Association of Inside Sales Professionals (AA-ISP) and is a proud member of the Executive Advisory Board for the Sales Program at University Texas Dallas. Kristen is a Magna Cum Laude graduate of Bentley University, where she earned a B.S. in Marketing and Spanish. Send in a voice message: https://anchor.fm/salescommunity/message

In this role, Meaghan is tasked with accelerating awareness and consideration in the Small Medium Enterprise (SME) segment for SAP as well as global partner revenue through channel marketing and commercial sales practices. Meaghan focuses on demand generation activities to provide SAP partners with innovative programs, campaigns, and resources that enable them to more efficiently market their SAP solutions and services. Prior to SAP, Meaghan was VP of channel and SMB strategy at HP. Before joining HP, she held various business and market development positions at Motorola, Pillar Data Systems, and BakBone Software. She also performed Strategic Alliances at Veritas and worked in Product Marketing and strategic sales account executive at Quantum Corporation. Meaghan studied international business, economics, and Japanese at Konan University in Japan and the University of Puget Sound in the U.S. Send in a voice message: https://anchor.fm/salescommunity/message

Steve joined Turbonomic in February 2012, and during his tenure has served in a variety of sales leadership roles, including Sales Director, RVP of Sales for the Commercial and Enterprise businesses, and most recently GM & VP of Sales for Commercial. He also played an integral role in the design and implementation of Turbonomic's Enterprise and Commercial Sales organizations, in addition to launching Turbonomic’s Channel Sales team. Steve is currently responsible for revenue across North America from the Commercial and Enterprise teams, as well as driving alignment between sales, customers, and partners. Steve has over a decade of experience in technology sales leadership. Prior to Turbonomic, he served in a variety of sales roles at EMC (now Dell Technologies), including running EMC’s Direct Market Reseller team as a Solution Specialist. Steve is a graduate of Bryant University and holds a Bachelor’s degree in Management and Marketing. Send in a voice message: https://anchor.fm/salescommunity/message

Join Randy Seidl and David Nour for this episode of the Sales Community's Tech Sales Insights podcast, as they host Steve Fitz, Chief Revenue Officer at Sumo Logic. Steve is responsible for Sumo Logic’s worldwide customer and field operations efforts, including aspects of customer-facing activities including sales, channels, customer success, and support, as well as professional services. Prior to joining Sumo Logic, Steve was Sr. Vice President of Worldwide Field Operations for MapR. He was also President & GM of Avaya U.S. Operations leading the go-to-market transformation in Avaya’s private equity turnaround. Previous to that Steve held executive positions in general management and sales at Isilon Systems and EMC Corporation, leading and scaling the go-to-market organizations globally for both later stage startup and growth companies. Steve will be our guest on LinkedIn LIVE today at Noon ET, so hope you'll join us for a live Q&A. We also turn the show notes from this podcast into more in-depth articles, so check them out on SalesCommunity.com. We have some great guests coming up, so hope you'll subscribe to Tech Sales Insights wherever you consume podcasts or at SalesCommunity.Com/Events. Send in a voice message: https://anchor.fm/salescommunity/message

Join Randy Seidl and David Nour for this episode of the Tech Sales Insights Podcast as they host Mary Beth Vassallo, VP & GM - North America at Nexthink. Mary Beth brings 25 years of sales leadership and go-to-market experience, specializing in building and transforming teams into high-performing organizations. She joined Nexthink in April 2017 with an ARR of roughly $4M, 20 customers, and a small office in downtown Boston. Over the last four years, her emphasis as the VP of North America has been on building the team and driving the business by attacking the large enterprise market. Using a value selling motion the North America team has generated $40M in ARR, grew the customer base to over 100 companies, while tripling the average revenue per customer. Prior to Nexthink, Mary Beth was the VP of Sales for the Application Delivery Software business and VP of Global Accounts for the Networking business at HPE. Prior to HPE, Vassallo was the VP of Global OEM Sales at Blue Coat Systems. She also held various executive sales leadership positions at Voltaire (Mellanox, now NVidia), Brocade, and EMC. Vassallo holds a Bachelor of Arts degree in Mathematics from Syracuse University. Don't forget, Mary Beth will be our guest on LinkedIn LIVE today at Noon ET. We turn the show notes from these podcasts into more in-depth articles, so check them out on SalesCommunity.Com. We have several outstanding guests joining us in the next several weeks, so subscribe to Tech Sales Insights wherever you consume podcasts. Send in a voice message: https://anchor.fm/salescommunity/message

Join David Nour and Randy Seidl on this episode of the Sales Community's Tech Sales Insights Podcast with Keegan Riley, the Chief Revenue Officer for Sysdig. Sysdig is a San Francisco-based cybersecurity startup with over $200M in VC funding from Accel Partners, Bain Capital Ventures, Insight Venture Partners, Glynn Capital, and Goldman Sachs. Before joining Sysdig in 2018, Keegan was VP and General Manager of North America Data Storage at Hewlett Packard Enterprise, running a $1.5B/year P&L. He joined HPE via the acquisition of Nimble Storage, where as VP of Americas Sales he helped build the company from VC backed startup, through a successful IPO, and the eventual acquisition to HPE. Prior to Nimble, he held engineering, sales, and leadership roles at HP Lefthand Networks, EMC Corporation, and multiple startups. Outside of work, Keegan dedicates most of his philanthropic efforts to St. Jude Children’s Research Hospital. He is part of the St. Jude Chicago Advisory Council and serves as the Committee Chair for the St. Jude Chicago Golf Classic, an event that has raised over $25M for the St. Jude Mission. He’s also participated in the St. Jude Memphis Marathon several times as a sponsor, fundraiser, and (very slow 5k) runner. Keegan holds a B.S. in Electrical Engineering from the USC Viterbi School of Engineering, and an MBA in Management and Organization from the USC Marshall School of Business. He lives in the Chicago area with his wife and two daughters. Keegan is also our Tech Sales Insights Live on LinkedIn today at Noon ET - Join us! Show notes from this podcast will be featured in the Sales Community. Send in a voice message: https://anchor.fm/salescommunity/message