{"href":"https://api.simplecast.com/oembed?url=https%3A%2F%2Frevenue-builders.simplecast.com%2Fepisodes%2Fperfecting-the-process-with-terry-tripp-r_GAAmcd","width":444,"version":"1.0","type":"rich","title":"Perfecting the Process with Terry Tripp","thumbnail_width":300,"thumbnail_url":"https://image.simplecastcdn.com/images/de81d237-fb77-4f97-95cc-b4be766ba83a/4d90ff1a-8655-4498-a21e-b808943de89f/revenuebuilders-epartwork-ep77-1.jpg","thumbnail_height":300,"provider_url":"https://simplecast.com","provider_name":"Simplecast","html":"","height":200,"description":"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.\n\nIn 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.\n\nHERE ARE SOME KEY SECTIONS TO CHECK OUT\n\n[00:02:01]\tOverview of Tines and its role in the cybersecurity market\n[00:06:16]\tTop three things a CRO wants to learn on day one\n[00:08:54]\tWhat a CRO wouldn't find when joining a startup\n[00:10:27]\tImportance of a well-defined sales process\n[00:18:24]\tThe importance of thorough discovery before entering an account\n[00:19:23]\tShow up with an informed hypothesis and a provocative point of view\n[00:20:37]\tResearching competitors and industry challenges for a PPOV\n[00:22:11]\tUnderstanding the pressures faced by CIOs and CISOs.\n[00:22:44]\tTailoring messaging based on industry and persona.\n[00:24:55]\tMoving from a general point of view to specific scoping.\n[00:33:03]\tImportance of KPIs and metrics.\n[00:33:15]\tUnderstanding wins and losses.\n[00:33:45]\tKPIs to monitor during the quarter and after the quarter ends.\n[00:35:13]\tThe importance of fundamentals and hiring A players.\n[00:35:56]\tThe significance of emotional intelligence (EQ) in sales roles.\n[00:46:35]\tPriorities for sales leaders: making the number, playbook, pipeline\n[00:47:59]\tPitfalls of having a small pipeline and not qualifying deals\n[00:51:34]\tLearning from various role models and experiences in sales\n\nAdditional Resources:\nConnect with Terry: https://www.linkedin.com/in/terrytripp/\nResources for Selling to the C Suite: https://forc.mx/3YTzfQM \n\nHIGHLIGHT QUOTES\n\n[00:13:21]\tTerry 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.”\n\n[00:16:55]\tTerry 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.”\n\nLearn more about Terry Tripp through this link.\nLinkedIn: https://www.linkedin.com/in/terrytripp/\nWebsite: https://www.tines.com/\n\nCheck out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064"}