PODCAST · business
Tech Sales Insights
by Randy Seidl
Technology Sales, Sales Management, and Sales Leadership insights and best practices, by a community of global best practitioners. Learn more at SalesCommunity.com
Episodes
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E198 - What GTM Leaders Can Learn from the Innovation Ecosystem featuring Dave & Joe O'Callaghan
In this episode of Tech Sales Insights, Randy Seidl is joined by Dave and Joe O'Callaghan, co-founders of Vation, about their journey and experiences as a father-son duo in the tech industry. They discuss the importance of go-to-market strategies and what leaders can learn from the innovation...
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E197 - IT Trends 2025: Insights from IDC's President on Market Direction and Essential Seller Knowledge
In this episode of Tech Sales Insights, Randy Seidl is joined by Crawford Del Prete, President at IDC, to discuss IT trends for 2025 and what every seller should know about the market direction. The conversation covers Crawford's extensive career path, the role of AI in sales, infrastructure...
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E196 - Apply People-Based Data-Driven Learnings to Help Sellers Sell More, featuring Courtney McCashland
In this episode of Tech Sales Insights, Randy Seidl is joined by Dr. Courtney McCashland, Chief Officer of Science and Strategy at AuctusIQ, to discuss data-driven strategies for improving sales performance. The conversation delves into the significance of understanding key attributes in top…
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E195 - Channel Leadership Best Practices featuring Denise Millard
In this episode of Tech Sales Insights, Randy Seidl is joined by Denise Millard, Chief Partner Officer at Dell Technologies. They delve into the best practices for channel selling, the evolution of partnerships, and the importance of building strong, accountable relationships within the tech...
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E194 - Startup Companies Biggest Issue: GTM featuring Richard Hegberg
In this episode of Tech Sales Insights, Randy Seidl is joined by Richard Hegberg, a notable figure in the semiconductor and entrepreneurial startup space, currently CEO of Aspinity. The main topic discussed is the biggest issue for startup companies, which is the go-to-market strategy. Richard...
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E193 - Hard Work Pays Off: Lessons on Building GTM at a New Product Launch
In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Greenberger, VP and Head of North America at CHEQ, to discuss the intricacies of building effective go-to-market strategies for new product launches. Sponsored by Titan X, the episode delves into outbound sales effectiveness,...
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E192 - Driving a Commit Culture featuring Steve Hershkowitz
In this episode of Tech Sales Insights, Randy Seidl is joined by Steve Hershkowitz, the CRO of Rimini Street, to discuss the importance of building a committed culture in sales teams. Sponsored by Sandler, this conversation delves into the crucial role of sales training, the value of face-to-face...
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E191 - 5 in ’25 Leadership Wisdom featuring David Nour, Avnir
In this episode of Tech Sales Insights, Randy Seidl is joined by David Nour, the founder and CEO of Avnir, and a 22-year founding partner of the Nour Group. David shares his expertise on leadership with five valuable tips for continued growth in the new year: 1) Executives in transition should...
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E190 - Go-To-Market Practices from the CEO featuring Dave Donatelli, Riverbed
In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Donatelli, CEO of Riverbed. They discuss go-to-market best practices from a CEO's perspective and delve into Dave's extensive career across various technology companies, including EMC, HP, and Oracle. Sponsored by ZoomInfo, the...
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E189 - Enterprise Selling to CIO's & CTO's featuring Motti Finkelstein, Intel
In this episode of Tech Sales Insights, Randy Seidl is joined by Motti Finkelstein, Corporate Vice President and Chief Information Officer at Intel. Motti shares his career journey, starting from his early days in the Israeli Air Force computer unit to his current role at Intel. The discussion...
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E188 - Sales Lessons Seen As CIO/COO at HSBC, HPE, Boeing, Verizon and more featuring John Hinshaw, Blackbird Vineyards
In this episode of Tech Sales Insights, Randy Seidl is joined by John Hinshaw, owner of Blackbird Vineyards, and previously an executive at HSBC, HPE, Boeing, and Verizon. The discussion focuses on sales lessons, the importance of relationships and trust in business, and the strategic value of...
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E187 - Values Based Leadership featuring Kevin Guthrie, Alight Solutions
In this episode of Tech Sales Insights, Randy Seidl is joined by Kevin Guthrie, EVP of Sales at Alight Solutions. They discuss the importance of values-based leadership, sharing experiences from Kevin's illustrious career spanning companies like Oracle, Hyperion Solutions, and Tableau. Kevin...
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E186 - GTM Tips featuring Chuck Smith, IBM
In this Tech Sales Insights episode, Randy Seidl is joined by Chuck Smith, VP of Business Development at IBM Infrastructure Group and Sales Community Advisory Board member. Chuck shares insights on IBM's infrastructure services, their pivot to 'as a service' models, and the importance of...
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E185 - Generative AI for the Enterprise Business featuring Matt Horner, World Wide Technology
In this episode of Tech Sales Insights, Randy Seidl is joined by Matt Horner, Executive Vice President of Global Enterprise Sales at Worldwide Technologies (WWT). They discuss the role and impact of generative AI in enterprise businesses, the importance of company culture at WWT, and the…
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E184 - Leading Transformation featuring Greg Brown, Chairman and CEO of Motorola Solutions
In this episode of Tech Sales Insights, Randy Seidl is joined by Greg Brown, chairman and CEO of Motorola Solutions, to discuss his transformative leadership journey with host Randy. Greg shares his approach to decision-making, mentorship, and the critical role of clear communication. Reflecting…
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E183 - Sales Tips from a Legend featuring Scott McNealy, Co-Founder of Curriki
In this episode of Tech Sales Insights, Randy Seidl is joined by Scott McNealy, former CEO of Sun Microsystems, unfolds his vast career insights and personal anecdotes. The discussion, primarily focusing on sales tips, touches on various topics such as McNealy's parenting philosophy, experiences…
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E182 - Building a Winning Sales Culture with Steven Jow
In this episode of Tech Sales Insights, Randy Seidl is joined by Steve Jow, EVP of Sales at TD SYNNEX, to discuss strategies for building a winning sales culture. Steven shares insights from his 34-year career at TD SYNNEX, emphasizing teamwork, customer focus, and leveraging partnerships. The…
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E181 - Outcome Based Selling featuring Scott Harvey
In this episode of Tech Sales Insights, Randy Seidl is joined by Scott Harvey, Chief Customer Officer of Sprinkler. They delve into Scott's career journey, from broadcast journalism major to tech sales leader. They explore the importance of outcome-based selling and value creation in the sales...
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E180 - Sales, Leadership and Delivering an Exceptional Customer Experience featuring Frank Hauck
In this episode of Tech Sales Insights, Randy Seidl is joined by his longtime friend and esteemed guest, Frank Hauck, a retired executive with an impressive career spanning DEC, EMC, and NCR. The conversation touches on commemorating 9/11, the importance of sales training, and Frank's journey…
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E179 - Finding the Balance: Trust & Relationships vs. AI featuring Berk Mesta
In this episode of Tech Sales Insights, Randy Seidl is joined by Burke Mesta, founder of Belsa Inc., to discuss the importance of balancing trust and relationships versus the role of AI in sales. Burke shares his extensive career journey, including his experiences in engineering, sales, and...
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E178 - GTM Best Practices featuring Scott Barker and Paul Irving at GTM Fund
In this episode of Tech Sales Insights, Randy Seidl is joined by Paul Irving and Scott Barker from GTM Fund to delve into the dynamics of go-to-market (GTM) strategies and best practices. Scott, who also runs the GTM podcast and newsletter, along with Paul, the Platform Director, share their...
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E177 - Getting Maximum ROI from your Events featuring Tom Boccard
In this episode of Tech Sales Insights, Randy Seidl is joined by Tom Boccard, EVP of Sales at SmartSource, to discuss strategies for achieving maximum ROI from events and tips for selling to new accounts and markets. Tom shares his career journey, provides an overview of SmartSource's services…
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E176 - Building Teams Internationally featuring Dave Cronk
In this episode of Tech Sales Insights, Randy Seidl is joined with Dave Cronk, SVP of Sales for EMEA at Tricentis, about his extensive experience in building and managing international sales teams. The discussion covers a wide range of topics including the importance of cultural understanding in...
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E175 - Coaching Sales Skills featuring Paul Salamanca
In this episode of Tech Sales Insights, Randy Seidl is joined by Paul Salamanca, co-founder and CEO of the Top 1 Percenter Academy. They discuss the importance and challenges of sales coaching, share insights on leveraging tools like Gong and Clary, and emphasize the role of resilience, mindset,...
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E174 - Transition from CMO to CRO to President featuring Dave Grant, President of Nasuni
In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Grant, President of Nasuni, to discuss his impressive career trajectory from CMO to CRO and now President. Dave shares his journey, key insights, and the importance of a holistic go-to-market strategy. The conversation covers…
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E173 - Sales Leadership at Small vs. Large Companies
In this episode of Tech Sales Insights, Chris Scanlon, CRO at human, discusses the nuances of sales leadership across small and large companies. Sponsored by Alexander Group, Scanlon shares insights on building sales culture, the importance of enablement, and aligning executive teams. He also...
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E172 - Software Sales Success featuring Vinay Nichani
In this episode of Tech Sales Insights, Vinay Nachani, VP Worldwide Software Sales at Cisco, joins Randy to discuss software sales success, enterprise agreements, and sales transformation. Vinay shares his journey from an engineering background to a pivotal sales leadership role, highlighting the...
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E171 - Tips to be a Better X-Functional and Strategic Thinking CRO featuring Rick Scurfield
In this episode of Tech Sales Insights, Rick Scurfield, CRO of Vast Data, shares valuable insights on becoming a better cross-functional and strategic thinking CRO. Rick, with a rich background in the tech industry, including his tenure at NetApp, discusses the importance of leveraging…
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E170 - How to Build Consistently Effective Sales Conversations featuring Jim Karrh
In this episode of Tech Sales Insights, Jim Karrh, a Consultant & Professional Speaker at Karrh & Associates, shares his expertise on building consistently effective sales communications and conversations. He emphasizes the need for strategic thinking and offers insights into how sales...
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E169 - People, Scale and Innovation: the Three-Legged Stool of Successful Revenue Operations
In this episode of Tech Sales Insights, Randy Seidl is joined by Jim Delia, SVP of Global Revenue Operations at Workday, to discuss the critical components of successful Revenue Operations. The conversation covers core topics such as the three-legged stool of people, scale, and innovation. They...
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E168 - GTM Learnings From a Football Official? Yes! Featuring Scott Wood
In this episode of Tech Sales Insights, Randy Seidl is joined by Scott Wood, VP and GM of Compute for North America at HPE. Scott shares unique go-to-market strategies inspired by his experiences as a football official. From structured pregame preparations to rigorous post-game reviews, Scott…
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E167 - Harmonizing Success: Bridging Business Goals with Technical Solutions for Optimal Wins featuring Rich Kucharski
In this episode of Tech Sales Insights, Randy Seidl welcomes Rich Kucharski, the Global Field CTO and Transformation Leader at Dynatrace. They discuss a range of topics centered on sales, technology, and transformation. Rich shares insights from his impressive career spanning roles at Sharp...
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E166 - Can AI Really Solve The Pipeline Problem? Featuring Lee Hacohen
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...
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E165 - Coaching Conversations: Human Behavior Change in Sales Coaching featuring Rachel Cossar
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...
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E164 - First Line Sales Managers Really Run the Company featuring Michael Norton
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…
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E163 - Improving Outbound Cold Calling Pickup Rates featuring Joey Gilkey
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…
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E162 - Culture Eats Strategy for Lunch featuring Peter Trizzino
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…
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E161 - Generative AI and its Impact on the Customer Experience featuring Jennifer Quinlan
In this replay episode of Tech Sales Insights, Randy Seidl interviews Jennifer Quinlan, the Global Managing Partner at IBM Consulting, discussing the transformative power of Gen AI on customer experience. From IBM's own journey as client zero to real-world success stories, they explore how...
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E160 - Is ERP Dead? Featuring Lisa Pope
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...
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E159 - Best Practices for Sales in Startups featuring Peter Bell
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…
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E158 - What’s Old Is New Again: Sales Fundamentals Are Weak featuring John Barrows
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...
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E157 - The Seller’s Journey featuring Richard Harris
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...
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E156 - How Generative AI Is Disrupting the IT Consulting Industry As We Know It featuring Mohamad Ali of IBM Consulting
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...
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E155 - How Outbound Sales is Broken and What Works Today featuring Collin Mitchell
In this episode of Tech Sales Insights, Randy Seidl is joined by Collin Mitchell, the Managing Partner at Leadium, as they delve into the dynamic world of outbound sales. They discuss how traditional outbound sales methods are evolving and share insights on what works in today's competitive...
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E154 - The JOLT Effect: How High Performers Overcome Customer Indecision featuring Matt Dixon
In this episode of Tech Sales Insights, Randy Seidl is joined by Matt Dixon, the founding partner at DCM Insights, to delve into the captivating world of Challenger sales and explore the profound insights from Matt's latest book, "The Jolt Effect: How High Performers Overcome Customer…
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E153 - Lessons Learned: Culture, Growth, Hiring, Forecasting, Career featuring David Schneider
In this episode of Tech Sales Insights, Randy Seidl is joined with David Schneider, General Partner of Co-Two and seasoned executive with a remarkable track record. Dive deep into the lessons learned throughout Schneider's career, covering topics such as culture, growth, hiring, forecasting, and...
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E152 Winning Outbound Sequence Strategy with Sam Nelson
In this episode of Tech Sales Insights, Randy Seidl engages in an insightful conversation with Sam Nelson, the founder of SDRLeader.com and Agoge Prospecting School. Discover the secrets of successful outbound prospecting, the importance of proper enablement, and the nuances of effective sequence...
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E151 - Evolution of the Customer Journey with John Byrne
In this episode of Tech Sales Insights, Randy is joined by John Byrne, President at Dell, for an insightful conversation on the evolution of the customer journey. They explore the dynamic shifts in buyer behavior, the impact of Gen AI, and how technology is reshaping the sales landscape. John...
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E150 - The First 90 Days as a New Leader with Scott Strubel
In this episode of Tech Sales Insights, join us for a fireside chat with Scott Strubel, Vice President of the America's Partner Organization at Darktrace, a leading cybersecurity AI company. Scott shares his firsthand experiences and insights from the first 90 days as a new leader in the...
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E149 - The Future is Now: AI-Powered Revenue Team Transformation with Amit Bendov
In this episode of Tech Sales Insights, Randy Seidl welcomes Amit Bendov, the CEO of Gong, to discuss the profound impact of AI in sales and revenue team transformation. Amit shares the origins of Gong's AI-driven platform, its evolution, and the pivotal role it plays in empowering sales teams....
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ABOUT THIS SHOW
Technology Sales, Sales Management, and Sales Leadership insights and best practices, by a community of global best practitioners. Learn more at SalesCommunity.com
HOSTED BY
Randy Seidl
CATEGORIES
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Frequently Asked Questions
How many episodes does Tech Sales Insights have?
Tech Sales Insights currently has 286 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Tech Sales Insights about?
Technology Sales, Sales Management, and Sales Leadership insights and best practices, by a community of global best practitioners. Learn more at SalesCommunity.com
How often does Tech Sales Insights release new episodes?
Tech Sales Insights publishes regularly with 286 episodes available. Check the episode list for the typical release schedule.
Where can I listen to Tech Sales Insights?
You can listen to Tech Sales Insights on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Tech Sales Insights?
Tech Sales Insights is created and hosted by Randy Seidl.
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