131 episodes

Technology Sales, Sales Management, and Sales Leadership insights and best practices, by a community of global best practitioners. Learn more at SalesCommunity.com

Tech Sales Insights Randy Seidl + David Nour

    • Business
    • 5.0 • 3 Ratings

Technology Sales, Sales Management, and Sales Leadership insights and best practices, by a community of global best practitioners. Learn more at SalesCommunity.com

    E101 Part 3 - Balancing Feedback from Technical and Go-to-Market Founders - with Nick Candito

    E101 Part 3 - Balancing Feedback from Technical and Go-to-Market Founders - with Nick Candito

    This episode of Tech Sales Insights is the last part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He explains the need for balance between technical and go-to-market founders and how each plays a pivotal role in defining the product that will ultimately solve the customer's problem. And just as important, Nick also discusses the need for feedback to climb to the next stage of growth.



    HIGHLIGHT QUOTES

    Have a feedback loop between the technical and strategic founders - Nick: "Every technology-first company needs a product and I think that's... the skillset of the founders. I think the ones that have a founder around the table who knows how to think about strategy, ops, go-to-market, they tend to be able to have every part of that conversation."

    "You represented the fastest. But I also think there's something to be said about the feedback loop with strictly technical founders that know how to kind of see each other's strengths and then just trust what maybe others are getting for observations."

    Be mindful of the bigger picture and the people you work with along the way - Nick: "Thinking very deliberately about relationships and opportunities, you always think you're going to have your next opportunity or there's more relationships that you can get introduced to, so I've tried to now be much more relationship-focused, much more patient, and it's tough to balance that with the founder DNA."



    Find out more about Nick in the link below:

    About Nick



    Send in a voice message to us: https://anchor.fm/salescommunity/message



    This episode of Tech Sales Insights is brought to you by:

    Sales Community | https://www.salescommunity.com/

    OpenSymmetry | https://www.opensymmetry.com/

    • 18 min
    E101 Part 2 - The White Space Between PLG and Enterprise Selling and the Chasm That Can Kill Your Company - with Nick Candito

    E101 Part 2 - The White Space Between PLG and Enterprise Selling and the Chasm That Can Kill Your Company - with Nick Candito

    This episode of Tech Sales Insights is the second part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He discusses how companies need a great product and customers to even begin a PLG motion. Nick also talks about determining product-market fit using product signals, as well as choosing the right customers that help you define the market together.



    HIGHLIGHT QUOTES

    You need a great product and actually have customers to be successful at PLG - Nick: "The reality is, to build a great company, you're going to need the best product, good marketing, and probably exceptional go-to-market, which means everything that goes into how you think about predictably finding, acquiring, and then making a customer successful."

    Finding product-market fit early and picking the best customers - Nick: "You really want to optimize for how do you get in the door for those customers, and picking great customers means they're going to help you define the market together which is how do you grow the addressable opportunity."



    Find out more about Nick in the link below:

    About Nick



    Send in a voice message to us: https://anchor.fm/salescommunity/message



    This episode of Tech Sales Insights is brought to you by:

    Sales Community | https://www.salescommunity.com/

    OpenSymmetry | https://www.opensymmetry.com/

    • 16 min
    E101 Part 1 - Investing Through Collaboration, Not Competition - with Nick Candito

    E101 Part 1 - Investing Through Collaboration, Not Competition - with Nick Candito

    This episode of Tech Sales Insights is the first part of our conversation with Nick Candito, Founding Investor at Flatfile and Co-Founder of Angel Collective Opportunity Fund (ACOF). He shares his professional journey in investing and operations and how he ensures the health of their portfolio today together with their fund managers. He also explains how they do not lead rounds and instead facilitate the introductions that lead to the next rounds of financing.

    HIGHLIGHT QUOTES

    Working with large family offices with an emerging manager problem - Nick: "It's been helpful right now to be more active with existing companies, especially the ones that are doing better than maybe the broader market knows because they're not out fundraising."

    Making introductions to facilitate the next rounds of financing - Nick: "We're not leading rounds. We do facilitate a lot of introductions. If our managers are inception stage, we describe ourselves as inflection. So right when the business is starting to really work and doing better than people realize."

    Find out more about Nick in the link below:

    About Nick

    Send in a voice message to us: https://anchor.fm/salescommunity/message

    This episode of Tech Sales Insights is brought to you by:

    Sales Community | https://www.salescommunity.com/
    OpenSymmetry | https://www.opensymmetry.com/

    • 16 min
    E100 Part 3 - The Secret Sauce to Leadership - with Carl Eschenbach

    E100 Part 3 - The Secret Sauce to Leadership - with Carl Eschenbach

    This episode of Tech Sales Insights is the last part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. He shares his wisdom on the secret sauce to effective leadership and how to become a leader who motivates, inspires, and lives the true meaning of servant leadership as well.



    HIGHLIGHTS

    The CRO's scope of responsibilities and leadership across roles
    Aim to become the motivational and inspirational leader
    Understanding the servant leader



    QUOTES

    The true meaning of servant leadership inspires success - Carl: "If you go and study what true servant leadership is, think about the very first word of servant leadership, and that is to serve. And I fundamentally believe the greatest leaders, regardless of role or capacity, are the ones that serve their people. They're not leading them. And through that servant-type approach, your leadership gets displayed and everyone becomes more successful."

    First level is motivational leader, second is inspirational, third is both - Carl: "The third level of leadership is the one who knows how to do both, because there are times, Randy, when you needed to be pushed probably and get that little extra out of Randy, but then there's other times when people inspired you and pulled you in."



    Find out more about Carl in the link below:

    About Carl



    Send in a voice message to us: https://anchor.fm/salescommunity/message



    This episode of Tech Sales Insights is brought to you by:

    Sales Community | https://www.salescommunity.com/

    OpenSymmetry | https://www.opensymmetry.com/

    • 15 min
    E100 Part 2 - Change Management Gets Things Done - with Carl Eschenbach

    E100 Part 2 - Change Management Gets Things Done - with Carl Eschenbach

    This episode of Tech Sales Insights is the second part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. He provides deep insights into how they choose companies to invest in, as well as the primary importance of change management to survive economic headwinds. Carl also gives actionable tips on how companies must sell and the shift in messaging that this requires.



    HIGHLIGHTS

    "Look inside and outside the building" to decide when to invest in a company
    Get things done by focusing on change management
    How to sell effectively in a down market



    QUOTES

    Adapt as fast as the changes come to survive - Carl: "In the climate we're in today and potentially even broader headwinds going forward, if your company is not changing as fast as what's happening outside the walls of your company, death is near. You just got to be open to change. You have to communicate change."

    Show a strong ROI to attract buyers during a downturn - Carl: "In down markets, nothing sells like a strong ROI, so I encourage people to revisit their value proposition, number one, around ROI. The second reason people buy is if you're going to help them drive revenue growth. And if you can have a value proposition that shows tangible evidence of it and you can back it up with quantifiable numbers, people will buy your technology."

    The growing complexity of operations has eroded operational rigor - Carl: "Simplicity scales, complexity doesn't."



    Find out more about Carl in the link below:

    About Carl



    Send in a voice message to us: https://anchor.fm/salescommunity/message



    This episode of Tech Sales Insights is brought to you by:

    Sales Community | https://www.salescommunity.com/

    OpenSymmetry | https://www.opensymmetry.com/

    • 18 min
    E100 Part 1 - The Journey to Becoming a Tech Sales Legend - with Carl Eschenbach

    E100 Part 1 - The Journey to Becoming a Tech Sales Legend - with Carl Eschenbach

    This episode of Tech Sales Insights is the first part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. Today, Carl shares his remarkable career journey, from working at a PBX company in 1987 to the present day at Sequioa, and all the sales jobs in between. He discusses what they do and do not do as a company and how working in a VC keeps him young.



    HIGHLIGHTS

    Carl's professional journey to becoming a legend in tech sales sales
    Taking care of a growing family and joining Sequioa



    QUOTES

    From sales to sales leadership and culminating in becoming partner at Sequioa - Carl: "I got a fortunate opportunity to join Sequoia and I've been here six and a half years and it's been a great experience. I've learned how to be an investor. I think I'm a better executive. I'm much more detailed on how to operate and run a company here."



    Find out more about Carl in the link below:

    About Carl



    Send in a voice message to us: https://anchor.fm/salescommunity/message



    This episode of Tech Sales Insights is brought to you by:



    Sales Community | https://www.salescommunity.com/

    OpenSymmetry | https://www.opensymmetry.com/

    • 17 min

Customer Reviews

5.0 out of 5
3 Ratings

3 Ratings

Mike Durso ,

Best Sales Podcast on the Internet!

Randy and David have hit a home run! This podcast provides an opportunity to learn directly from the world best CEO’s, CRO’s and investors in the world. The value and advice shared during these conversations is equivalent to a sales and leadership MBA! If you are at any level of sales this is a MUST LISTEN!

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