In this episode of Tech Sales Insights, Randy Seidl is joined with Lee Hacohen, Head of Sales at Red Eye, to discuss the pressing issue of pipeline problems in sales and how AI can provide a solution. Sponsored by Alexander Group, the episode dives deep into the evolving landscape of sales, the impact of AI, and practical strategies for leveraging technology to enhance sales productivity. Lee shares his journey from broadcasting to becoming a sales leader, insights on AI’s role in sales, and actionable advice for sales professionals facing pipeline challenges. KEY TAKEAWAYS AI in Sales: AI ca ..read more

In this episode of Tech Sales Insights, Randy Seidl features a conversation with Rachel Cossar, CEO and co-founder of Virtual Sapiens. The discussion revolves around the potential of AI to transform sales coaching by analyzing and improving sales behaviors and human interactions. Rachel, a former professional ballet dancer and now a tech entrepreneur, shares how her company uses AI to help professionals master their virtual and in-person presence, making communication more effective. The episode touches on various topics, including the importance of nonverbal communication, the genesis of Virt ..read more

In this episode of Tech Sales Insights, Randy Seidl and Michael Norton delve into the pivotal role of frontline sales managers in modern companies. From their diverse responsibilities to the challenges they face, they explore how these unsung heroes shape organizational success. With insights from industry veterans and personal experiences, they dissect the evolving dynamics of sales management and offer strategies for navigating the complex landscape of sales leadership. KEY TAKEAWAYS Frontline sales managers serve as the linchpins of cohesion within organizations, orchestrating sales strate ..read more

In this replay episode of Tech Sales Insights, Randy Seidl is joined by Joey Gilkey, CEO of Apex Revenue, to discuss the evolution of outbound cold calling strategies in the modern sales landscape. From Joey's journey in sales to the challenges and solutions in improving cold calling pickup rates, this episode offers invaluable insights for sales professionals navigating today's competitive market. KEY TAKEAWAYS The landscape of outbound sales is evolving rapidly, with traditional strategies becoming less effective over time. Companies must shift from a meeting-centric approach to a market an ..read more

In this replay episode of Tech Sales Insights, Randy Seidl is joined by Peter Trizzino, President of North America Sales at Dell. Together, they delve into the pivotal role of culture in driving sales success, exploring how it transcends strategy and shapes behaviors within teams and partnerships. From personal anecdotes to actionable insights, Peter shares his journey from humble beginnings in sales to leading one of the largest sales regions at Dell. Discover how fostering trust, championing collaboration, and prioritizing outcomes can empower sales professionals to thrive in today's rapidly ..read more

In this replay episode of Tech Sales Insights, Randy Seidl is joined by Lisa Pope, President at Epicor, shares her journey through the world of ERP, from its traditional roots to its modern-day relevance. Randy delves into Lisa's extensive experience, exploring the evolving role of ERP in today's dynamic business environment. From navigating supply chain disruptions to harnessing the power of data as a service, Lisa offers valuable insights and strategies for driving business growth and innovation. KEY TAKEAWAYS The enduring relevance of ERP in driving digital transformation and business resi ..read more

In this episode of Tech Sales Insights, Randy Seidl and Peter Bell, General Partner and Chairman of Amity Ventures, dive into the realm of sales and startups. From Peter's extensive experience as both a sales leader and a venture capitalist, they explore best practices, pitfalls, and strategies for achieving success in sales-driven organizations. KEY TAKEAWAYS Founder-Led Sales: Understand the pivotal role founders play in early sales efforts and the importance of authenticity in customer interactions. Product-Market Fit: Delve into the challenges of finding and validating product-market fit ..read more

In this episode of Tech Sales Insights, Randy Seidl is joined by John Barrows, CEO of JB Sales, as they explore the timeless principles of sales. They delve into the transformation of sales fundamentals over the years and how staying authentic in the ever-evolving sales landscape is crucial. From sharing personal experiences to discussing the impact of AI on sales coaching, this episode is a treasure trove for both seasoned professionals and those starting in sales. KEY TAKEAWAYS The importance of authenticity in sales and staying true to oneself. Navigating the shift in sales fundamentals an ..read more

In this episode of Tech Sales Insights, Randy Seidl interviews Richard Harris, the author of the upcoming book, "The Seller's Journey." In this episode, they delve into the intricacies of sales, from the importance of understanding the buyer's journey to the art of respecting contracts. Richard shares insights from his extensive experience in sales training and go-to-market strategies, providing valuable tips for both seasoned professionals and newcomers to the field. KEY TAKEAWAYS Navigating the Sales Landscape: Understand the nonlinear nature of the sales process and the importance of havin ..read more

In this episode of Tech Sales Insights, Randy Seidl in an insightful conversation with Mohamad Ali, Chief Operating Officer of IBM Consulting, they delve into the transformative impact of generative AI on the IT consulting industry. From disrupting traditional sales processes to enhancing cybersecurity for global organizations like NATO, Ali shares real-world examples of how AI is reshaping the landscape. Discover the secrets behind IBM Consulting Advantage, an AI services platform, and explore the profound productivity improvements witnessed in groundbreaking projects. Learn how IBM Consultin ..read more