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.
In 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.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:02:01] Overview of Tines and its role in the cybersecurity
market
[00:06:16] Top three things a CRO wants to learn on day one
[00:08:54] What a CRO wouldn't find when joining a startup
[00:10:27] Importance of a well-defined sales process
[00:18:24] The importance of thorough discovery before entering
an account
[00:19:23] Show up with an informed hypothesis and a provocative
point of view
[00:20:37] Researching competitors and industry challenges for a
PPOV
[00:22:11] Understanding the pressures faced by CIOs and
CISOs.
[00:22:44] Tailoring messaging based on industry and
persona.
[00:24:55] Moving from a general point of view to specific
scoping.
[00:33:03] Importance of KPIs and metrics.
[00:33:15] Understanding wins and losses.
[00:33:45] KPIs to monitor during the quarter and after the
quarter ends.
[00:35:13] The importance of fundamentals and hiring A
players.
[00:35:56] The significance of emotional intelligence (EQ) in
sales roles.
[00:46:35] Priorities for sales leaders: making the number,
playbook, pipeline
[00:47:59] Pitfalls of having a small pipeline and not qualifying
deals
[00:51:34] Learning from various role models and experiences in
sales
Additional Resources:
Connect with Terry: https://www.linkedin.com/in/terrytripp/
Resources for Selling to the C Suite: https://forc.mx/3YTzfQM
HIGHLIGHT QUOTES
[00:13:21] Terry 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.”
[00:16:55] Terry 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.”
Learn more about Terry Tripp through this
link.
LinkedIn: https://www.linkedin.com/in/terrytripp/
Website: https://www.tines.com/
Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.
This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.
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