In this episode of Tech Sales Insights, Chris Scanlon, CRO at human, discusses the nuances of sales leadership across small and large companies. Sponsored by Alexander Group, Scanlon shares insights on building sales culture, the importance of enablement, and aligning executive teams. He also delves into his career journey, including roles at Accuvant, Optiv, and Checkpoint, and the significant impact of his mentors. Additionally, Scanlon talks about the challenges of defining ideal customer profiles and leveraging a comprehensive sales tech stack, including tools like Clary, Sixth Sense, and ZoomInfo. The episode emphasizes the evolution needed for sales leaders to become effective operators in both startup and large organizational environments. KEY TAKEAWAYS Different Dynamics in Sales Leadership: Understand the contrasting challenges and opportunities in sales leadership within small startups versus large corporations. Building a Winning Culture: Learn the importance of creating a positive, engaging culture to attract and retain top talent. Staying Customer-Centric: Discover the value of staying close to customers, regardless of company size, to drive sales and innovation. The Evolution of Cybersecurity: Gain insights into the growth and specialization within the cybersecurity industry and its impact on sales strategies. Leadership Lessons: Chris shares his experiences and lessons learned from merging companies, managing large teams, and maintaining a hands-on approach to sales leadership. QUOTES "At the end of the day, it's about creating a culture where people want to work and thrive." "You go from knowing everything about your customers to just checking people's homework. Staying close to the front line is crucial." "In cybersecurity, it's not just about antivirus and firewalls anymore. The landscape has evolved dramatically." "Leading by example is vital. If you want your team to do more sales calls, you have to show them it's possible by doing it yourself." "Building a winning culture starts with hiring the right people and giving them the environment to innovate and succeed." Find out more about Chris Scanlon through the links below: https://www.linkedin.com/in/cscanlan/ This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.