Tom Hannigan is the President of the Americas at ServiceNow. He has over 30 years of experience in the tech industry, with a focus on sales and leadership. Tom has held various roles at EMC and ServiceNow, and he is known for his collaborative and empathetic leadership style. In this episode of Tech Sales Insights, Tom discusses leadership development and selling into multiple markets. He emphasizes the importance of staying hungry and humble, and he shares his philosophy on people, winning as a team, and operational command. Tom also highlights the significance of value selling and the role of sales ops in driving success. KEY TAKEAWAYS Staying hungry and humble is crucial for success in sales and leadership. Building a strong team and fostering collaboration is essential for winning as a team. Operational command, including effective time management and accountability, is key to achieving sales goals. Value selling is critical in today's market, where customers are focused on productivity and profit. Sales ops plays a vital role in supporting sales teams and driving revenue growth. QUOTES "The team with the best people wins every single time." "If you don't understand the business problems, you're not going to be able to solve any of their problems." "Every interaction is a sales call." "Being in front of the customer is the most important thing we need to do." "The best channel folks understand salespeople and how they attack the territory." Find out more about Tom Hannigan through the links below: LinkedIn Profile: https://www.linkedin.com/in/tomghannigan/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/ Sandler: https://www.sandler.com/