Perfecting the Process with Terry Tripp

Terry Tripp is the Chief Revenue Officer of Tines, a high-growth company in the security orchestration, automation, and response (SOAR) space. With a background in sales and recruiting, Terry brings a wealth of experience to his role.In this conversation with John McMahon, Terry Tripp, CRO of Tines, discusses the importance of a well-defined sales process and the top three things he focuses on when starting a new role. He emphasizes the need to understand the people, get feedback from customers, and identify early opportunities for improvement. Terry also explains the concept of SOAR and how Tines is disrupting the cybersecurity market.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:01] Overview of Tines and its role in the cybersecurity market[00:06:16] Top three things a CRO wants to learn on day one[00:08:54] What a CRO wouldn't find when joining a startup[00:10:27] Importance of a well-defined sales process[00:18:24] The importance of thorough discovery before entering an account[00:19:23] Show up with an informed hypothesis and a provocative point of view[00:20:37] Researching competitors and industry challenges for a PPOV[00:22:11] Understanding the pressures faced by CIOs and CISOs.[00:22:44] Tailoring messaging based on industry and persona.[00:24:55] Moving from a general point of view to specific scoping.[00:33:03] Importance of KPIs and metrics.[00:33:15] Understanding wins and losses.[00:33:45] KPIs to monitor during the quarter and after the quarter ends.[00:35:13] The importance of fundamentals and hiring A players.[00:35:56] The significance of emotional intelligence (EQ) in sales roles.[00:46:35] Priorities for sales leaders: making the number, playbook, pipeline[00:47:59] Pitfalls of having a small pipeline and not qualifying deals[00:51:34] Learning from various role models and experiences in salesAdditional Resources:Connect with Terry: https://www.linkedin.com/in/terrytripp/Resources for Selling to the C Suite: https://forc.mx/3YTzfQMHIGHLIGHT QUOTES[00:13:21] Terry Tripp: “I think you've got to have things that you know that as you look across your deal portfolio, your pipeline, your current quarter forecast, next, next quarter forecast that you have confidence that if you see certain deals that are at a certain point in that process, if we're, you know, true to those, to those criteria and, and the stages along the way.”[00:16:55] Terry Tripp: “There's certain, it's somewhat in my experience. Depends a little bit on, on the, on the nature of the lead, if you will, the nature of the opportunity. If somebody is coming and knocking on our door, it's something that's more of an inbound. We probably have a slightly different qualification lens on that inbound opportunity. You know, what's driving it? Why are they coming to us? Try to understand a bit more about the problem they're trying to solve.”Learn more about Terry Tripp through this link.LinkedIn: https://www.linkedin.com/in/terrytripp/Website: https://www.tines.com/Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management