In this episode, Elias Rubel is joined by Andrew Ettinger, an entrepreneurial and truly elite level sales executive helping best of breed technology companies scale, grow and succeed in the marketplace.
Andrew is a true, born and bred modern executive sales leader who leverages an astute business mind to deliver systems to organizations such that significant business outcomes are realized by the customer. He implements and firmly believes in the modern approach of measuring the Key Moments. They are pain, conversations (not pitch!), diagnose, trade, orchestrate, impact, and grow. A 10% improvement in this simple process over these 7 moments can deliver a 2x increase in ARR and a 10x increase in realized impact for the customer.
[02:39] Andrew’s background
[04:16] Flexibility in mindset and not getting stuck in your ways
[08:13] Understanding that there's no problem with making mistakes. Learn and apply the lessons learned as you go forward.
[10:22] List of regulations from California
[11:18] On developing self awareness, self reflection, and deep introspection
[12:04] Technical evangelism and doing deep workshops that benefit the organization
[14:34] Privacy as a first class citizen and why that matters
[16:35] What works to instrument the workflows into production processes
[17:04] Navigating the turbulent waters of the enterprise
[01:42] The shift from single-market to multi-market
[04:36] The Miley moment
[10:50] Setting a brand vision well into the future
[13:10] What keeps Shane up at night?
[17:20] Shane’s inspiring people
[18:59] How does Shane stay balanced?
