Tech Sales Insights

Today's episode of Tech Sales Insights is the second part of Randy’s conversation with Kimberly Dieter, VP of Sales Solutions at LinkedIn. Relationships matter but how you use your tools and implement the right behaviors are what help you build that lasting relationship with customers.Kimberly talks about the "tool fatigue" companies have experienced where they use too many tools without really understanding how to use them effectively. She also dives deep into the importance of being aware of how top performers stay productive so that their process can be applied as well. INSIGHTS OF THE DAYKIMBERLY: HAVE A MORE HOLISTIC APPROACH WITH CUSTOMERS“Relationships really do matter and your best customer is someone else's best prospect. If you're not investing in that relationship, not just with that individual but with the entire company, you're going to miss the opportunity to maintain that customer in your book of business. Don’t miss out on our previous episode and watch out for the next ones!E123 Part 1 - RELATIONSHIPS MATTER: A Focus on Relationship Density By Top Performers Find out more about Kimberly Dieter in the links below:LinkedIn: https://www.linkedin.com/in/kimberly-dieter-4050ba1b/LinkedIn Learning: https://www.linkedin.com/learning/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/LinkedIn: https://www.linkedin.com 

Curate your network by identifying what your objective is and design that community to help you drive the outcomes you need. In today's episode of Tech Sales Insights, Randy welcomes Kimberly Dieter, VP of Sales solutions at LinkedIn. Kimberly talks about creating content on LinkedIn to build a strong network and have more meaningful relationships in the long run. She also discusses the use of LinkedIn Sales Navigator and how impactful this can be for top performers. INSIGHTS OF THE DAYKIMBERLY: DEFINING THE "GOLD STANDARD" OF CONTENT“I don't know that I would ever have the goal of something going viral. I would want the content I'm creating to impact the ecosystem that I'm trying to engage with. I don't necessarily need a hundred thousand people to see something, I would like fifty-two customers that I currently have on my book of business to have some level of engagement with them so I can improve my relationships in that environment.” Find out more about Kimberly Dieter in the links below:LinkedIn: https://www.linkedin.com/in/kimberly-dieter-4050ba1b/LinkedIn Learning: https://www.linkedin.com/learning/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/LinkedIn: https://www.linkedin.com

Today's episode of Tech Sales Insights is the last part of Randy's conversation with Gabe on sales compensation from the CEO's perspective and hiring the right people to take your business to the next level.Gabe touches on their philosophy when it comes to compensation and fostering high producers by also providing more incentives overall. He also shares why they have a strong inbound lead engine and the few ways in which they can keep it up consistently. INSIGHTS OF THE DAYGABE: CHOOSING A MORE AGGRESSIVE COMPENSATION MODEL“What we decided to do is say we want only AEs who are bringing in a ton. We don't want a ton of AEs bringing a little, we'd rather have less bringing in a lot more because it works out economically better for the company and we're willing to pay them more than we would otherwise in a linear compensation model.” Don’t miss out on our previous episodes and watch out for the next ones!E122 Part 1 - EFFICIENCY IN IT: Guaranteed Value with the Right Software with Gabe PinchevE122 Part 2 - SALES COMP DONE RIGHT? Approaching Compensation and Hiring Logically with Gabe Pinchev Find out more about Gabe Pinchev in the links below:LinkedIn: https://www.linkedin.com/in/gabrielpinchev/FieldPulse: https://www.fieldpulse.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Phone Ready Leads: https://phonereadyleads.com/

For today's episode, Randy is back with Gabe to continue the conversation on sales compensation from the CEO's perspective in the field service software space.Gabe expands on how they balance inbound calls with how much their reps still need for quota. He also talks about hiring for a sales team in a remote environment and why he likes referrals when it comes to hiring. There's all this and even more in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYGABE: MONITORING THE BALANCE OF INBOUND CALLS FOR QUOTA“We don't want to all of a sudden flip the switch and say everyone has to cover 50% outbound. Because then we're going to set our team for failure and we don't want to do that. At the end of the day, we want people who blow it out, we want them to make a lot of money and it ultimately makes recruiting a lot easier.” Don’t miss out on our previous episode and watch out for the next ones!E122 Part 1 - EFFICIENCY IN IT: Guaranteed Value with the Right Software with Gabe Pinchev Find out more about Gabe Pinchev in the links below:LinkedIn: https://www.linkedin.com/in/gabrielpinchev/FieldPulse: https://www.fieldpulse.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Phone Ready Leads: https://phonereadyleads.com/

Welcome to another amazing episode of Tech Sales Insights. Today, Randy welcomes Gabe Pinchev, Founder and CEO of FieldPulse, an all-in-one software for running field service businesses.Gabe dives deep into the field service software business, the pricing of software, and the overall potential within the space. He talks about the impact of having software for less IT-focused fields and the many opportunities this presents. There's definitely a lot to learn so check out this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYGABE: THE PRICE NARRATIVE NEEDS TO BE CRAFTED ACCORDINGLY“Pricing is an interesting and sensitive topic ultimately because I think the value is tremendous but at the end of the day it comes down to willingness to pay. Sometimes you have cheaper alternatives that they compare you to. We have such a broad spectrum of price in the market because you might get one customer comparing us to that bigger guy and saying 'Wow, you guys are cheap.'” Find out more about Gabe Pinchev in the links below:LinkedIn: https://www.linkedin.com/in/gabrielpinchev/FieldPulse: https://www.fieldpulse.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Phone Ready Leads: https://phonereadyleads.com/

In today's episode of Tech Sales Insights, we have our last conversation with Pat on applying the 7 habits of success to get successful sales. This time, he discusses using resources properly and continuing to be a student at what you do. Pat shares advice for people wanting to break into tech sales and similarly for those being affected by recent layoffs in the tech sales space. He talks about understanding how high stakes can be in tech sales because rewards are also much higher. This is why we should place importance on continuously improving. INSIGHTS OF THE DAYPAT: ADAPT THE PUSH-UPS ANALOGY“No one can do your push-ups for you, you have to do them yourself. I had an old high school coach who said that to me one time, it seems like a lifetime ago but I still remember it. As much as you want to help someone, ultimately, you have to teach them how to fish and then they have to go fish themselves.” Don’t miss out on our previous episodes and watch out for the next ones!E121 Part 1 - SUCCESSFUL SALES: A Confused Mind Does NothingE121 Part 2 - BUILDING VISION: Know What You're Aiming for in Sales Find out more about Pat O'Dell in the links below:LinkedIn: https://www.linkedin.com/in/pat-o-dell-b9bb67/CPP Associates: https://www.cppassociates.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/

Today, Randy continues the conversation with Pat on applying the 7 habits of success to get successful sales. Sticking to certain healthy habits help one identify, aim towards, and succeed in their goals. He talks about why he prefers beginning with the end in mind instead of the usual habit of being proactive. Pat also shares why it's essential to build long terms relationships. Discover these nights in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYPAT: BEGIN WITH THE END IN MIND“It's really important to know what you're aiming for, what's your vision? You need to know on some level where you're going. If you put a ladder up against the wrong wall, you might climb it really fast but you get lost and you get tired. You have to make sure it's up against the right wall.”  Don’t miss out on our previous episode and watch out for the next ones!E121 Part 1 - SUCCESSFUL SALES: A Confused Mind Does Nothing Find out more about Pat O'Dell in the links below:LinkedIn: https://www.linkedin.com/in/pat-o-dell-b9bb67/CPP Associates: https://www.cppassociates.com/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/

Welcome to another amazing episode of Tech Sales Insights. Today, Randy welcomes Pat O'Dell, CEO of CPP Associates, a full-service IT company focusing on cloud, IT solutions, IT strategy, and consultation. Pat shares about an advantage they got from being able to realize that the world was going to move to the hybrid setup early on. With that, they were able to design and manage assessments that could determine where the customer's workload should reside. Take a listen and get to successful sales soon in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYPAT: ESTABLISH A HEALTHY MINDSET AND FRAMEWORK“I wanted something that didn't just apply to sales because we're all much more than salespeople even if we're already a salesperson. We're business people, partners, significant others, and we're trying to take care of our health. So I wanted a framework that would apply to more than just sales in my life.” Find out more about Pat O'Dell in the links below:LinkedIn: https://www.linkedin.com/in/pat-o-dell-b9bb67/CPP Associates: https://www.cppassociates.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/

This is the third part of our conversation with Rohan Sampath where we continue to discuss AI and the future of tech sales. Breaking into tech sales with the help of AI certainly smoothens the whole but you still have to immerse yourself in the whole process. Rohan also highlights that even in today's world of AI, the most important thing that matters is attitude. This is because you have the ability to let AI help you get better at your job even if you don't have enough experience in the field yet. Tune in to learn more in this episode of Tech Sales Insights. INSIGHTS OF THE DAYROHAN: DON'T BUY TOO MANY THINGS YOU CAN'T INCORPORATE INTO YOUR SALES PROCESS“I think every solution that survives and becomes part of the future of sales tech stack will have an AI component. It's important to talk about no one is buying AI because it's AI. People buy AI for the same reasons people buy anything. It solves a problem that is urgent and needs solving." Don’t miss out on our previous episodes and watch out for the next ones!E120 Part 1 - COPILOT: Rohan Sampath’s Sales Journey and Introduction to CopilotE120 Part 2 - INSIGHTFUL AI: How Deal Insights Strengthen the Sales Process Find out more about Rohan Sampath in the links below:LinkedIn: https://www.linkedin.com/in/rohansampath/Copilot: https://www.copilotup.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Decision Link: https://www.decisionlink.com/

Rohan is back with Randy to further discuss the future of AI in sales, emphasizing that AI is not about destroying jobs but changing the nature of work. Sales will not go away entirely, but the PLG threshold may increase over time. Sales managers and leaders who adopt AI in their sales process will be more productive and better positioned to compete. They further discuss how the purchase decision process is moving further ahead in the cycle, leading to higher ticket purchases that still require a salesperson. The use of AI in sales will change the way sales managers and leaders operate, providing objective visibility and automated insights to augment human evaluation. Find out more in this latest episode of Tech Sales Insights. INSIGHTS OF THE DAYROHAN: THE IMPORTANCE OF DEAL INSIGHTS“You're asking your questions based on what you know, as part of your sales process and methodology, but what if instead, you had insights and summaries on ‘Hey, here's the pain that was discovered? It seems to be relatively shallow.’ And so you can go and press the rep on, ‘Hey, have we really uncovered a deep enough pain here?” Don’t miss out on our previous episode and watch out for the next ones!E120 Part 1 - COPILOT: Rohan Sampath’s Sales Journey and Introduction to Copilot Find out more about Rohan Sampath in the links below:LinkedIn: https://www.linkedin.com/in/rohansampath/Copilot: https://www.copilotup.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Decision Link: https://www.decisionlink.com/