Showing Value as a Sales Leader with Tammy Sexton

As the Chief Revenue Officer at Skyflow, Tammy Sexton is
responsible for driving revenue growth and scaling the
go-to-market team for the company's innovative data privacy
platform. With more than 20 years of experience in enterprise
sales,Tammy has a proven track record of leading and developing
high-performing sales teams, building strategic partnerships, and
delivering value to customers across various industries and
regions. She has successfully managed and grown sales
organizations at early and mid-stage startups, such as
LaunchDarkly, LogicHub, and Sumo Logic, as well as established
companies, such as PagerDuty, EMC, and PTC.


In this episode of the Revenue Builders Podcast, Tammy discusses
the importance of data privacy and how Skyflow's data vault as a
service helps companies protect sensitive information. She shares
insights on the impact of data breaches on brand reputation and
revenue, as well as the role of data privacy in building customer
trust. Tammy also reflects on her journey as a sales leader and
provides valuable lessons on transitioning from an account
executive to a manager, managing managers, and becoming a
CRO.

Tune in to this conversation with John McMahon and John Kaplan on
the Revenue Builders podcast.


HERE ARE SOME KEY SECTIONS TO CHECK OUT


[00:01:19] Tammy Sexton's background and role at Skyflow
[00:03:48] Examples of companies that use data vaults for privacy
protection
[00:05:18] Skyflow's certification program and compliance
benefits
[00:07:53] Tammy Sexton's experience and lessons learned in sales
leadership
[00:10:22] Avoiding the mistake of becoming a "super rep" as a
manager
[00:14:12] Coaching first line managers on recruitment and
finding the right fit for the company
[00:20:17] Focusing on the basics and fundamentals as a second
line manager to make a big difference
[00:27:48] Challenges of managing different groups as a CRO
[00:40:48] Key things to learn as a new CRO in a company
[01:06:44] Discovery and pain metrics drive urgency


ADDITIONAL RESOURCES


Learn more about Tammy Sexton and about their
company.
LinkedIn: https://www.linkedin.com/in/tammy-sexton/
Company LinkedIn: https://www.linkedin.com/company/skyflow/
Email: Tammy Sexton tammy@skyflow.com


Download our Sales Transformation Guide for Leaders:
https://forc.mx/3sdtEZJ


HIGHLIGHT QUOTES


[00:50:55] "So it's not just about the data. It's not just about
necessarily the numbers at the top, but the conversion numbers,
the SC conversion from POV to win, the AE conversion at each
stage. So if I can sit down with a manager that has six AEs and
help that manager with data that says this AE always gets stuck
at this part of the sales cycle. Why do they have a 20 percent
POV win rate and technical win rate when all the other AEs have a
60 percent chance of moving to the next stage."
[01:06:26] "Nothing better than good discovery and good pain and
good influence on decision criteria. And at the end of the day,
the metric will drive the urgency. If you did it right. If you
did it right, go back to the basics."