Hunters and Unicorns

18. Hunters and Unicorns - 202020 Mastery Mission - Kyle Kearns

Welcome to Hunters and Unicorns, 20/20/20 Mastery Mission. 20 topics, 20 guests for 20 minutes.

We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery.

Today we are joined by Kyle Kearns, Regional Sales Director at Starburst. In this interview, why he is so passionate about data collection and accountability in this ever evolving, consumption-based marketplace and what it takes to thrive in this environment.

“I review my business for the previous week and the week ahead. How many new business meetings have I got set up for that week? What are the key impact meetings that I've got set up for that week? Collecting that data becomes important, particularly when you start to land deals six - nine months in. When you start to land these enterprise accounts, you can reflect on that data and then you can understand, how many meetings did it take to land that organization? How many partners were involved as a result of this?”

Kyle elaborates on the complexity of closing deals in pre-IPO tech companies and explains the operating rhythm and constant analysis required to effectively track data in the early stages of growth to create a blueprint for repeatable success. With advice for both reps and managers on how to use research and smart prospecting to close deals, Kyle offers tips and insights on the power of data and how you can use it to help you stay in control of your position in the deal cycle, prioritise your time and increase your efficiency. Kyle talks on his chosen topic of ‘Accountability’ and why he believes that it is the key to success, especially in pre-IPO tech companies. With an abundance of experience as ‘first man on the ground' in early-stage technology companies, Kyle offers his advice to individuals considering a role at pre-IPO tech organisations. He explains Listen to our story session to discover more on how to adapt your mindset and apply Kyle’s strategies to real business scenarios – learn tactics and best practices for improving accountability within your ecosystem and how to use data collection to help your team accelerate and land deals.

THE POWER OF INCREMENTAL CHANGE - Hunters and Unicorns presents Culture Crunch - Susan Whittemore

Welcome to Culture Crunch.  

We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. 

By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: 

• Why engagement is critical  
• The importance of diversity, equality, and inclusion  
• How to achieve true scale by attracting a diverse workforce of A Players 

Today we are joined by Susan Whittemore, Revenue Operations Leader at TeamPay, to discuss her thoughts on what it takes to create a good company culture in a digital world and find out why creating a culture that values mental health can improve the workplace environment and lead to increased performance from employees and teams.  

“There is a cost to a bad culture. A lot of times we don't see it, we don't measure it, we don't put it on that balance sheet, but there is a performance tax that takes place when you have a rogue culture. If there is on the surface, a sense of belonging, but then behind closed doors individuals are feeling isolated, you're not going to get the optimum performance that you hired them originally for – this is happening with organizations that are spending so much time, energy, and money hiring, and yet they're losing their employees 6-12 months later.” 

With an extensive background in analytical thought leadership, Susan has experienced first-hand how a toxic workplace culture can be the best predictor of employee attrition, particularly in the tech sector. With a focus on data-driven solutions and innovation, technology companies have a tendency to put products above all else when it comes to creating meaningful change, sometimes to the detriment of their employees. Susan puts forward pivotal strategies for today’s leaders on how to create a more synchronised and cohesive work environment. She offers tangible steps on how to develop a positive people-first culture and retain A Player talent by aligning your organisation, facilitating communication between all revenue-generating teams, and taking time to understand what drives people both professionally and personally.  

Reflecting on the challenges behind us and how to position yourself for the future, Susan illuminates the path forwards and identifies simple and inexpensive measures you can take today to empower your employees, build trust, and transform your workplace culture. Listen to discover how to put people at the centre of your organisation to create a work environment that not only reflects the core mission and values of your company but also allows you to continually improve and scale at a faster, more predictable rate.   

 

17. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - David Boyle

In this story session we cover:  

- How to beat competition using the Value Framework

- Recent examples of how David has used the Value Framework to win transformational deals

- Examples from David’s past of how not using the value framework has led to failure Strategies that will help you test whether your champion is ready to sell on your behalf.

Today we are joined by David Boyle, Strategic Accounts leader at Aware, for a Hunters and Unicorns exclusive.

17. Hunters and Unicorns - 202020 Mastery Mission - David Boyle

Welcome to Hunters and Unicorns,

20/20/20 Mastery Mission. 20 topics, 20 guests for 20 minutes.

 

We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery.

 

Today we are joined by David Boyle, Strategic Accounts leader at Aware. In this interview, David presents his understanding of The Value Framework and how to use it as a powerful tool to grow your sales organization. David explains the key characteristics of the Value Framework and its capacity to help you articulate the worth and differentiation of your products in a way that has meaning to your buyers. He talks us through how a well-defined sales messaging strategy can be implemented not only by reps, but also by managers and leaders to provide consistency and increase your chances of success through mutual understanding and shared hypothesis.

 

“You’ve got to slow down. You're really making sure you're not misunderstanding each other, and you’ve got to really dig in as to the implications of not doing anything. It's how voracious and aggressive you are at qualifying and making sure that the hypothesis becomes a shared hypothesis and if you get agreement on this document, and if you're the scribe, you're in control of things.”

 

Giving examples from his own experience, David elaborates on how to use the Value Framework to solidify alignment with your buyer and establish a strong data-driven foundation for all phases of the customer journey. He also emphasises the importance of highlighting potential career progression opportunities for your champion during the qualification stage as well as the company-wide benefits that would result from investment in your solution. With advice for both reps and managers on how to leverage the Value Framework, David offers tips, insights, and tools to help you develop your persona-based messaging, align your business outcomes with your customer’s pain points, and drive more successful sales cycles.

 

Listen to our story session to discover more on how to apply David’s strategies to real business scenarios – learn tactics and best practices for developing value-focused messaging and aligning your sales organization with the Value Framework to create sophisticated, metric-based business cases that will increase trust in your solution and improve your close rates.

WE NEED HUMANISM - Hunters and Unicorns presents Culture Crunch - Dr Jennie Byrne

Welcome to Culture Crunch.  

We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. 

By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: 

• Why engagement is critical  
• The importance of diversity, equality, and inclusion  
• How to achieve true scale by attracting a diverse workforce of A Players 

Today we are joined by Jennie Byrne, physician leader, brain and behaviour specialist, entrepreneur, and author, to discuss her interpretation of a healthy workplace culture and find out how an understanding of human psychology and behaviour can give us the tools we need to thrive in a digital world. 

“We spend a lot of time and effort thinking about operations and technology in business settings and we spend so much time on that without accounting for the human side of things, that we end up wasting our time. You could spend years optimizing operations, but if you're not accounting for the human side, it's just a waste of time.” 

In her new book, Work Smart: Use Your Brain and Behaviour to Master the Future of Work, Jennie describes how the human brain and behaviour work and how this translates to a business environment. She describes the implications on mental health related to a lack of consideration for the human condition in the tech space and how we must understand human nature to create positive change within our organizations.  

Sharing her own story of being more authentic to herself and to others, dissolving the boundary between her personal and professional being, Jennie pinpoints that the future of work will be more focussed on being better people than about having the best technology.  

“I think people in leadership should really focus on equity, whether that's gender equity, racial equity, socioeconomic equity, I really do believe that if we can get equity at the leadership level, it can quickly start to translate into equity at other levels.” 

As a founding member of CHIEF, a private network focused on connecting and supporting women executive leaders, Jennie is passionate about empowering women in leadership. She shares her views with us on role models within the female leadership landscape and offers mentorship advice to women in business looking to strengthen their skills, magnify their influence, and pave the way to bring others with them.  

Whether you are an employee, manager, or leader, listen in to discover how to drive cultural cohesion and a forward-thinking mentality into your workplace and learn how a better understanding of behavioural health can help us all improve communication, maximize efficiency, and move forward faster.  

15. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Thea Mayes

Today we are joined by Thea Mayes, Major Account Executive at Snowflake, the Data Cloud company.

 

Thea shares how her background in Olympic lifting helps her achieve consistent results. We explore the importance of finding balance with personal accountability and leveraging you your team to propel success.

16. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Andy Whyte

Today we are joined by Andy Whyte, author, host, and founder of MEDDICC.com.

We explore the fundamentals and dispel the misconceptions of MEDDICC to help you achieve consistent results. A must listen from the author of one of the most important books written on MEDDICC best practices.

14. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Michael Musselman

In this story session we cover: 

 

- Partnering with Cloud Service Providers

– Why it matters

- Game changing examples of how to re-engage with customers and close deals by aligning with Cloud Service Providers

- The evolution of Cloud Services and why you should transition to a cloud first model

– or risk getting left behind

 

Today we are joined by Michael Musselman, Senior Director of Technology & Strategic Alliances at Lacework, the data-driven security platform for the cloud. Whether you're at the top of your game or just starting out, listen discover how to apply Mike’s strategies for transacting on Marketplace to real life scenarios and learn preparation tactics and best practices for aligning with a Cloud Service Provider to scale your business.

12. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Ceire McQuaid

In this story session we cover: 

   

• Ceire’s journey to the top and why she needed to understand her success in order to transition into a leadership  
• How starting at the bottom at AppDynampics shaped Ceire as an empathetic leader and enabled her to help others following a similar path 
• Ceire’s advice to people entering SaaS from both MEDDIC and non-MEDDIC backgrounds 

   

Today we are joined by Ceire McQuaid, Regional Vice President UK&I at DataRobot, for a Hunters and Unicorns exclusive.  

Whether you're at the top of your game or just starting out, listen to discover how to apply Ceire’s strategies to real business scenarios and learn about the opportunities and skillset you should expect to develop when you join a MEDDIC company, with tactics, tips and best practices for finding the right MEDDIC organisation for you. 

13. Hunters and Unicorns - 202020 Mastery Mission - Part 2 - The Stories - Stuart Simmons

In this story session we cover:   

• How to pivot from business level conversations to transformational execution  
• The importance of mindset, belief system and creating audacious goals to successfully execute big deals 

• Tactics for securing EB sponsorship and the transformational impact that results from it 

 

Today we are joined by Stuart Simmons, Regional Director of Financial Services at Snowflake, for a Hunters and Unicorns exclusive. 

 

Whether you're at the top of your game or just starting out, listen to discover real business examples of how Stuart’s approach to sales execution has generated transformational results and learn how to apply his strategies and adapt your own belief system to navigate a successful future career in SaaS.