James sits down with Andrew Morton to learn about his journey from a Nova Scotia farm to a cybersecurity sales leader, showing that success often comes from unexpected places. Starting with technical roles, he quickly discovered his talent for sales in the early 2000s.
Now as VP of Global Sales at DefenseX, Andrew has consistently turned difficult situations into opportunities for growth.
What makes Andrew's story special is his ability to adapt and grow in the fast-changing tech world.
He's successfully moved from selling hardware to modern cloud services, always focusing on building genuine relationships with customers and partners.
His approach combines old-fashioned values of honesty and hard work with modern business strategies.

Key Lessons:

• Success comes from being adaptable and willing to learn
• Technical knowledge combined with people skills creates unique advantages
• Authentic relationships matter more than fancy sales techniques
• Challenges can become opportunities with the right mindset
• Understanding both business and technology is valuable in today's market

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Rob Ray, a 25-year MSP veteran who transformed from accountant to industry titan by breaking every conventional sales rule.

In this value-packed episode, James discusses Rob's exact strategies to build one of the largest MSP communities and why traditional business growth methods are failing in today's market.

He shared his unexpected strategies that turned regular clients into fierce advocates.

A must-listen for MSP owners, sales leaders, and tech entrepreneurs who want to build lasting industry influence.

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What if the key to success in entrepreneurship lies in mastering every aspect of a business?

In this episode of Battle Scars of a Sales Leader, James sits down with Dane Meah, CEO and co-founder of MyCISO, a cutting-edge security SaaS platform.
Dane shares his incredible journey from selling plastic bags to building a successful cybersecurity company.

In this episode you'll learn:

• Dane's early career experiences and his passion for sales and business improvement
• The serendipitous path that led him to cybersecurity in Australia
• Building InfoTrust from 0 to 300 customers in just 3 years
• The challenges and pivots in developing MyCISO, a SaaS platform simplifying cybersecurity management
• Insights on work ethic, sales strategies, and the five core traits Dane looks for in sales professionals

Discover how resilience, adaptability, and customer-centric approach drove Dane's success in the competitive cybersecurity industry.

This episode is packed with valuable lessons for sales leaders and entrepreneurs alike!

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Building a robust team culture and scaling tech companies internationally is no easy task.

Learn from Matt's inspiring journey from his early days at Salesforce to impactful roles at LinkedIn, Slack, and now Rippling. We promise you'll gain invaluable insights into the importance of passion, perseverance, and smart risk-taking in the fast-paced world of technology and cloud computing.

Matt shares practical advice on navigating career opportunities in tech, offering a behind-the-scenes look at his work with LinkedIn's Sales Navigator product in Asia and his strategic move back to the U.S. Discover how he evaluates emerging companies and trends, the significance of leveraging a strong network, and why understanding company culture is crucial. Matt’s stories from Salesforce, Slack, and LinkedIn emphasize the importance of coachability and continuous learning in leadership roles, shaping his current contributions at Rippling.

Dive into effective hiring strategies for startup growth and the complexities of building culture in a hybrid workforce with Matt's expert guidance. He recounts success stories of hires from non-traditional backgrounds and addresses the challenge of hiring in conservative markets. Additionally, explore the nuances of international expansion, from conducting thorough market research to leveraging local networks and advisors. This episode is a goldmine for anyone aiming to succeed in the dynamic tech industry, offering a comprehensive guide on building high-performing teams and expanding globally.

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James sits down with Samantha Borg, Senior Director of Sales for Kaseya in Australia and New Zealand, to uncover the secrets of successful sales leadership.

Samantha reveals the lessons she's learned during her seven-year tenure at Datto and Kaseya, including the importance of hard work, passion, and building a team that thrives on trust and accountability.

Navigating the challenges of imposter syndrome, managing a large go-to-market team post-Datto acquisition, and dealing with underperformers—Samantha opens up about the emotional and operational aspects of sales leadership. Her candid reflections on balancing empathy with assertiveness and the demanding nature of VC-backed software companies are eye-opening. Learn how she leverages fundamental sales processes and mentorship to overcome these obstacles and lead her team to success.

Lastly, discover the strategies Samantha employs to hit sales targets, understand the path to deal closures, and maintain a cohesive team culture amidst significant acquisitions. Drawing inspiration from experts like Simon Sinek and James Kerr, she discusses eliminating organizational toxicity and aligning team goals. Tune in for invaluable insights that aspiring sales leaders won't want to miss, and connect with Samantha for more guidance on LinkedIn, where she actively engages with the professional community.

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