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“I still have to explain the WHY. The WHY is about painting a picture of a future state that could be many miles down the road – you’re looking at that mountain way off in the distance and saying, if people are working for me, why should they take that long journey to the top […]

“I think it’s really important when you’re leading or building a sales organization to pay attention to the nuances of the sale and modify the playbook to meet the growth strategy of the business. There is no cookie cutter. There are no shortcuts. There are elements that stay static, but adapting with agility has helped […]

“I’m very proud to have worked for two very iconic companies, PTC and BMC. The reason I’m at BMC is because I’m committed to what we’re trying to achieve here and never more so than now because I see a massive amount of transformation coming. What I like to do is to transform things and […]

“I think leaders are leaders. I think a lot of that is just innate. If I took Bob Ladouceur and put him in charge of BladeLogic sales, would he have been successful? I 100% agree with that. If I took McMahon and put him in as a high school football coach, I 100% think he […]

“Do you need to be a specialist in something to sell it? No. You need to know how to sell, learn what that product can do for a customer, and then apply the playbook, and you can be successful.”  – Mauro Trione Hunters and Unicorns shares the playbooks from leaders, founders, executives and investors from high growth technology companies. […]

“Going into BMC, that’s a Harvard Business School case study and I would title it, Speed Boat Takes Over Aircraft Carrier.”  – Mark Musselman Hunters and Unicorns shares the playbooks from leaders, founders, executives and investors from high growth technology companies. In this special edition series The 33 CXOs we investigate the greatest success story in the history of software sales. […]

“I love doing this. I love building sales teams. What do I want? I want to build a big company so that we can have great customer success and we can go win together, that’s what it’s about.”  – Keith Butler Hunters and Unicorns shares the playbooks from leaders, founders, executives and investors from high growth […]

“A great leader motivates through understanding your strengths, your weaknesses, your desires, your motivations, your insecurities, your goals and then they use that to drive you, to motivate you, to appeal to you, to persuade you to do things not only for the betterment of the company, not only for the betterment of the leader, […]

“Once you’re a part of a championship team with A-players, great products, great leaders and great cultures, it’s very hard to go backwards. We were lucky. We were in the right place at the right time, but we worked hard. Once you’ve been a part of that, you’re always trying to build it better. That’s what we tried to do it at Force […]