From Rep to Regional Leader: The Brutal Truth of Tech Sales

From Rep to Regional Leader: The Brutal Truth of Tech Sales

What does it take to rise from sales rep to regional leader, build high-performing teams across APAC, and stay true to the fundamentals of great selling - even as the industry changes around you? In this episode of Battle Scars of a SaaS Leader, James Bergl reunites with two of his former standout sellers from the Datto era - Reece Appleton, Regional Director APAC at Huntress, and Adam Folb, Head of MSP Asia Pacific at Check Point Software - to unpack the brutal truths of building a career and a team in tech sales. From competing on the same sales floor to leading some of APAC's most respected go-to-market teams, Reece and Adam share honest lessons on scaling teams, hiring for culture and performance, mastering discovery, and what it really costs to give everything to a company. In this episode you'll learn: 🔥 Why most reps skip discovery — and why it's killing their pipeline 💡 The difference between a qualification framework and a sales methodology 🎯 What hiring mistakes both leaders made and what they taught them 👊 How to scale a team from 1 to 50 without losing what made it great 🧠 Why the fundamentals of solution selling never change — no matter the era 🚀 What AI is actually doing to the shape of modern sales teams Chapters: 0:00 Introduction and how Reece and Adam started on the same floor 4:18 The Datto era — 66% growth YoY and what made it special 7:10 Culture mergers, acquisitions, and who survives 12:00 Leadership reflections — what James would do differently 15:15 Scaling Huntress APAC from 1 to 50 18:30 MEDDPICC vs SPIN — qualification vs methodology 22:00 What separates a good rep from a great one 26:00 What's fundamentally changed in sales over the last decade 31:00 AI, SDRs, and the future of the sales role 36:00 Hiring for hunger, diversity of thought, and culture fit 41:00 Giving everything to a company — and the emotional cost 46:00 Life lessons, leadership philosophy, and what's next 🎙 Battle Scars of a SaaS Leader Podcast: https://www.youtube.com/@BluebirdRecruitment/podcasts 🔥 Subscribe so you never miss an episode: https://www.youtube.com/@BluebirdRecruitment/featured 💡 A new approach to SaaS recruitment: https://bluebirdrecruitment.com Connect with James Bergl: www.linkedin.com/in/jbergl/ Connect with Reece Appleton: www.linkedin.com/in/reece-appleton Connect with Adam Folb: www.linkedin.com/in/adamfolb Host & Guests: ➡︎ James Bergl ➡︎ Reece Appleton ➡︎ Adam Folb Cinematographers/Editors: Romain Pondard / Klippable https://www.linkedin.com/in/romain-pondard https://www.klippable.com/ #SaaS #SalesLeadership #TechSales #APAC #Cybersecurity #MSP #SalesHiring #GoToMarket #B2BSales #Leadership Have a thought about this episode? Let's chat [https://www.buzzsprout.com/2394337/fan_mail/new]

From BDR to Sales Director: Career, Leadership and Motherhood

What does it take to build a successful sales career across multiple industries, step into leadership, return to work after motherhood, and still lead with authenticity? In this episode of Battle Scars of a SaaS Leader, James Bergl sits down with Lauren, Sales Director at ClickView, to unpack her journey from entering SaaS sales at 22 to leading sales teams in edtech. Lauren shares honest lessons on switching industries, building go-to-market systems, hiring for hunger and resilience, navigating maternity leave, and why great leadership comes down to clarity, empathy, and choosing your words carefully. In this episode you’ll learn: 🔥 Why psychometric tests don’t always reveal true sales potential 💡 How to enter a new industry and quickly understand your customer 🎯 What traits matter most when hiring salespeople and sales leaders 👩‍💼 The reality of returning to work after maternity leave 🧠 Why authenticity, radical candor, and kindness matter in leadership 🚀 How to lead through change without losing your team Chapters: 0:00 Introduction and Lauren’s early SaaS career 4:18 Building confidence and moving into leadership 5:42 Why ClickView became the right fit 10:20 Entering a new industry and learning the customer 13:47 Sales lessons from edtech 16:39 Hiring traits that matter in sales 20:48 Motherhood, maternity leave, and career identity 26:22 How companies can better support working parents 34:30 Lauren’s definition of great leadership 38:31 Leadership mistakes and extreme ownership 40:26 How leadership has changed post-Covid 42:50 The top traits Lauren looks for in leaders 46:25 Life philosophy, impact, and legacy Have a thought about this episode? Let's chat [https://www.buzzsprout.com/2394337/fan_mail/new]

Why Are So Many Lawyers Starting AI Businesses?

If you’ve ever wondered how a vertical SaaS company decides where to go next, this conversation offers a rare, inside look.  James Bergl sat down with Ronnie Gurion, Clio’s COO, to map the choices behind global expansion, from why Australia became the APAC beachhead to how legal market nuance reshapes the usual “copy-paste” playbook.  🎯 Our mission here at Bluebird Recruitment is to help connect talented professionals with thriving SaaS companies in Sales, Marketing, Customer Success, IT, and development. 🎙 Battle Scars of a Sales Leader Podcast: https://www.youtube.com/@Bluebird-APAC/podcasts 🔥 Join this channel to never miss out https://www.youtube.com/@Bluebird-APAC/featured 🔥 Shorts Playlist:  https://www.youtube.com/@Bluebird-APAC/shorts 💡 A new approach to SaaS recruitment https://bluebirdtalent.com.au 💡Thinking of expanding your SaaS business into the Australian? 📚 Download the Guide here ➡︎ https://bluebirdtalent.com.au/resources Connect with James ➡︎ https://www.linkedin.com/in/jbergl/ Connect with Ronnie ➡︎ https://www.linkedin.com/in/rgurion  Host & Guest ➡︎ James Bergl (The Gentle Giant) ➡︎ Ronnie Gurion  Videographers/Editors: Romain Pondard/Klippable ➡︎ https://www.linkedin.com/in/romain-pondard ➡︎ https://www.klippable.com/ Have a thought about this episode? Let's chat [https://www.buzzsprout.com/2394337/fan_mail/new]

Why Asia-Pacific Expansions Fail (and What Actually Works) with Duco Van Breemen - CEO Haymarket HQ

We unpack how Asian startups use Australia as a Western test bed, the cultural signals that make or break sales, and a repeatable path to validate markets fast. We also explore investor perspectives, AI reality versus hype, and why commitment on the ground beats fly-in fly-out. • why Australia appeals for first Western expansion • how to read Australian sales language and build trust • reverse‑engineering competitor playbooks for fast intel • when Australia’s TAM is too small and what to do • hiring locally and supporting the first operator • localizing business model, brand and sales process • investors on Australian founders’ realism and capital efficiency • AI’s real role in GTM and where it falls short • profit for purpose and how Haymarket HQ gives back • where to find and meet incoming Asia startups 🎯 Our mission here at Bluebird Recruitment is to help connect talented professionals with thriving SaaS companies in Sales, Marketing, Customer Success, IT, and development. 🎙 Battle Scars of a Sales Leader Podcast: https://www.youtube.com/@Bluebird-APAC/podcasts 🔥 Join this channel to never miss out https://www.youtube.com/@Bluebird-APAC/featured 🔥 Shorts Playlist:  https://www.youtube.com/@Bluebird-APAC/shorts 💡 A new approach to SaaS recruitment https://bluebirdtalent.com.au 💡Thinking of expanding your SaaS business into the Australian? 📚 Download the Guide here ➡︎ https://bluebirdtalent.com.au/resources Connect with James ➡︎ https://www.linkedin.com/in/jbergl/ Connect with Duco ➡︎ https://au.linkedin.com/in/ducovanbreemen Host & Guest ➡︎ James Bergl (The Gentle Giant) ➡︎ Duco Van Breemen Videographers/Editors: Romain Pondard/Klippable ➡︎ https://www.linkedin.com/in/romain-pondard ➡︎ https://www.klippable.com/ https://au.linkedin.com/in/ducovanbreemen Have a thought about this episode? Let's chat [https://www.buzzsprout.com/2394337/fan_mail/new]

Why Resilience Beats Paper Perfect CVs in Hiring With Adam Frank

Adam shares what relocating to the UK to launch Squiz taught about first‑principles GTM, why partnerships beat cold starts, and how revenue flipped once distribution clicked. He breaks down his whiteboard interview test, the red flags he screens for, and why resilience, values alignment, and coachability trump paper‑perfect CVs. Now at SugarCRM, he explains why he hires builders over big‑brand sellers, how GTM can shape product, and the role networks play in attracting top talent and sustaining culture. 🎯 Our mission here at Bluebird Recruitment is to help connect talented professionals with thriving SaaS companies in Sales, Marketing, Customer Success, IT, and development. 🎙 Battle Scars of a Sales Leader Podcast: https://www.youtube.com/@Bluebird-APAC/podcasts 🔥 Join this channel to never miss out https://www.youtube.com/@Bluebird-APAC/featured 🔥 Shorts Playlist:  https://www.youtube.com/@Bluebird-APAC/shorts 💡 A new approach to SaaS recruitment https://bluebirdtalent.com.au 💡Thinking of expanding your SaaS business into the Australian? 📚 Download the Guide here ➡︎ https://bluebirdtalent.com.au/resources Connect with James ➡︎ https://www.linkedin.com/in/jbergl/ Connect with Adam ➡︎ https://www.linkedin.com/in/adamthefrank  Host & Guest ➡︎ James Bergl (The Gentle Giant) ➡︎ Adam Frank  Videographers/Editors: Romain Pondard/Klippable ➡︎ https://www.linkedin.com/in/romain-pondard ➡︎ https://www.klippable.com/ Have a thought about this episode? Let's chat [https://www.buzzsprout.com/2394337/fan_mail/new]