In this episode of Tech Sales Insights, host Randy welcomes Steve Layne, the Co-founder, Chairman, and CEO of RedVector, a security company. Randy mentions that Glen, a member of the team, is working hard in Manhattan while they discuss the topic of achieving $10 million in annual recurring revenue (ARR) in early markets. Randy and Steve discuss their backgrounds briefly, with Steve sharing his experience as a car salesman and a marketing analyst at Volkswagen, Porsche, and Audi. They also touch on Steve's entrepreneurial journey, including his involvement in startups and his time at Lockheed Martin. The discussion leads to the formation of RedVector, which emerged from technology developed at Lockheed Martin for insider threat detection. Overall, the episode sets the stage for an insightful conversation about Steve's experiences and RedVector's journey in the security industry. It highlights the challenges of early markets and the importance of achieving significant ARR. The episode provides a glimpse into Steve's background and how his previous roles and experiences have influenced his approach to sales and entrepreneurship. It also showcases the intersection of technology, analytics, and cybersecurity, which form the foundation of RedVector's offerings.
INSIGHT OF THE DAY
STEVE: THE JOURNEY FROM CAR SALESMAN TO MARKETING ANALYST, UNVEILING THE SECRETS OF SELLING AND THE PSYCHOLOGY OF CONSUMER BEHAVIOR
“I, in large measure, learned how to sell right and learned the ways it means what it took to To, to close a deal, if you will. And so after college I couldn't be a car salesman. I went to college.
I had a degree in marketing and so I had to go get a marketing job somewhere. So I went to work for Volkswagen, Porsche, Audi, in their mid-Atlantic region as a marketing analyst. And it was a fantastic experience because I worked with 70 dealerships in a five state region and I also got to work with the, their ad agency, Doyle Dan and Bernbach, famous New York Madison Avenue Ad Agency where I was very early on in my career, I was schooled in something called the psychographics of the automobile purchaser.
Which has served me extremely well in my sales career in terms of understanding the psychology of why people buy and why they buy certain things."
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