Holly B. Hunt, the Vice President of Channel Sales for Cipher, shares her compelling journey in building an indirect sales channel for a leading cybersecurity firm. Her story weaves through the essential themes of resilience, persistence, and the critical role of networking in advancing one's career. Holly discusses the burgeoning demand for managed security services amidst rising cybersecurity threats and how Cipher's roots in Brazil and expansion to the U.S. are influencing their strategic growth. Her insights resonate deeply with sales professionals navigating the rapidly changing cybersecurity landscape.

Listeners are treated to an inspiring narrative that follows the evolution of sales careers and leadership roles. We explore the transformation of an individual who progressed from managing a clothing store sales team during college to leading a podcast business. This segment spotlights the power of embracing new opportunities and special projects, which capture leadership attention and facilitate career advancement. The episode further highlights the shift from a numbers-focused mindset to a leadership approach that thrives on empathy and effective communication, encouraging team growth and productivity.

The conversation continues by addressing work-life balance and the importance of mentorship, particularly for women in male-dominated fields like cybersecurity. Holly emphasizes the necessity of taking time off for mental health and how leaders can foster a supportive environment for their teams. She shares personal experiences of overcoming gender biases with the help of a dedicated mentor, underscoring the transformative impact of guidance and honest feedback. The discussion wraps up with insights on the effective utilization of CRM systems in sales organizations, highlighting their potential pitfalls and benefits when used correctly.

Holly B. Hunt is a seasoned sales leader with nearly two decades of experience in telecommunications sales, sales leadership, enablement, and channel development. She is currently the VP of Channel Sales at Cipher, a global Managed Security Services Provider, and has previously held leadership roles at Comcast Business, AT&T, Windstream, and others. Holly has been widely recognized in the IT channel, earning multiple accolades, including the Women of the Channel list (2022-2024), Sandler Partners’ National Channel Manager of the Year (2022, 2023), and the LEAD award for exceptional female leaders (2023). She actively contributes to industry organizations, serving on the board of the Alliance of Channel Women and OAPB Fishing Foundation, and as Communications Chair for the Alliance of Channel Women. Holly was recently inducted into Cloud Girls and is a sustaining member of the Junior League of Fort Lauderdale. A double-degree graduate from the University of Georgia, she is also an entrepreneur and has moderated the John Maxwell Live 2 Lead Leadership Conference.

Quotes:

"Resilience isn't just about bouncing back; it's about growing through the challenges and emerging stronger in your career journey."

"In the rapidly evolving world of cybersecurity, the power of networking cannot be underestimated. Your network truly is your net worth."

"Effective leadership isn't just about numbers; it's about fostering a team environment where empathy and communication drive success."

"Embracing vulnerability as a leader can transform not only your team dynamics but also your personal relationships.”

Links:

Holly’s LinkedIn - https://www.linkedin.com/in/hollybhunt/

Cipher - https://www.cipher.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog

Join us on the Sales Lead Dog podcast as we sit down with Joel Robnett, the dynamic Director of Sales and Marketing for Tech Heads, Inc. Joel opens up about his unexpected journey from aspiring lawyer to tech industry leader, sharing how Tech Heads blossomed from a mid-90s consulting firm into a powerhouse of managed services and cloud solutions. With a focus on problem-solving and empowerment, Joel reveals the foundational values of attitude, effort, and partnerships that have been pivotal to his success.

Communication and trust are the lifeblood of successful sales teams, and Joel offers profound insights into fostering these essential elements. He shares how leaders can create a transparent environment where vulnerability is seen as strength, encouraging team members to openly share challenges and victories alike. In a world leaning heavily towards virtual work, Joel emphasizes the irreplaceable value of in-person interactions for maintaining team spirit and transforming setbacks into springboards for future growth.

Our conversation takes a closer look at the synergy between sales and marketing teams, highlighting the importance of open dialogue and mutual understanding. Joel discusses the strategic role of CRM systems as more than just a tool, but a strategy that aligns operations and enhances workflows. Creating a culture of trust around CRM usage ensures that sales and delivery teams communicate seamlessly, providing an exceptional customer experience. This episode is a treasure trove of practical strategies and industry wisdom you won't want to miss.

Joel Robnett brings extensive sales and marketing leadership experience in the technology sector. He is currently the Director of Sales & Marketing at Tech Heads, Inc., where he’s been fostering growth and innovation since September 2022. His career spans prominent roles from startups to global enterprises, focusing on driving sales excellence and market impact.

Joel holds a Bachelor of Arts in Speech Communications with a Minor in Leadership Studies from Whitworth University. Beyond his professional achievements, he is a dedicated volunteer, serving on the Board of Directors for Choice Adoptions, coaching youth sports for his three kiddos and teaching children’s church. His passion for leadership, both in business and the community, makes him a compelling voice in today’s landscape.

Quotes:

"In sales, your input drives your output. It's all about attitude, effort, and the partnerships you build along the way."

"Creating a transparent environment where vulnerability is seen as a strength can transform setbacks into springboards for future growth."

"In-person interactions are irreplaceable for maintaining team spirit, especially in a world leaning heavily towards virtual work."

"CRM systems should not just be seen as tools, but as strategic elements that align operations and enhance workflows."

Links:

Joel’s LinkedIn: https://www.linkedin.com/in/joelrobnett/

Tech Heads, Inc. - https://www.techheads.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog

Sandra Antoun, a remarkable force in the world of IT sales, graces our show today with her inspiring story of transition from teaching children with autism to conquering the tech sales arena. Her journey emphasizes the importance of organization, consistency, and resilience—a trifecta for anyone aiming to climb the career ladder. Sandra shares her insights on the rapidly evolving landscape of AI and compliance in IT services, shedding light on how to communicate technical solutions in an accessible manner. Her experiences underscore the value of adaptability and genuine relationship-building across industries.

Our discussion takes a deeper dive into the realm of sales leadership, where Sandra shares her strategies for managing a sales team and navigating the pressures of being the lone salesperson in a company. We explore the significance of personality assessments in hiring decisions and the unique strengths women bring to sales roles, particularly in a male-dominated tech environment. Sandra's narrative is a testament to the entrepreneurial spirit and the critical need for diversity in hiring practices. Her insights aim to inspire future generations of women eager to make their mark in sales.

In our final segment, Sandra delves into the art of empathy and strategic goal setting, key elements for thriving in sales and marketing. We discuss the power of relationships and networking in discovering hidden talents, along with the strategy of setting ambitious, long-term goals. Emphasizing the necessity of focus and flexibility, Sandra offers practical advice on avoiding distractions and making incremental changes to stay aligned with core objectives. As we wrap up, the conversation highlights the importance of leveraging CRM tools for business success, and we encourage listeners to connect with Sandra for more of her expert guidance.

Sandra Antoun, Chief Marketing Officer at Vintage IT Services in Austin, Texas, has driven the company’s growth for over 15 years through strategic leadership and a commitment to delivering innovative IT solutions. Her expertise in managed IT services, cloud solutions, and customer relationship management has helped foster enduring partnerships and improve customer retention. Recognized as a leader in the IT channel, Sandra has earned accolades such as CRN's Women of the Channel (2023), Sales Executive of the Year, and the Power 100 Award (2024). Passionate about leveraging technology to solve complex business challenges, Sandra remains dedicated to empowering businesses with tailored, secure, and efficient IT solutions.

Quotes:

"If you can sell one thing, you can probably sell another. It's about nurturing relationships and being human through the process."

"AI has been non-stop, but compliance is a part of that. As AI grows, we need to determine how to adopt it internally and set policy use cases around it."

"The three things that have driven my success are being organized, consistent, and not taking things personally. It's about effort and moving on."

"The unique strengths women bring to sales roles are invaluable, especially in male-dominated industries like tech. We need to inspire future generations."

Links:

Sandra’s LinkedIn - https://www.linkedin.com/in/sandra-antoun-082b1b14/

Vintage IT Services - https://vintageits.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog