What is Culture? Season 1 – Episode #15: We’re All in Sales

Sarah Curtis, Director of Sales Enablement, has been with Tangoe over ten years and has worked within many parts of the organization, including operations and human resources. In her current role, which she’s held over two years, she has onboarded more than 40 sales people and spends her days and weeks developing programs that help our salespeople build pipeline, push deals through the cycle, and ultimately win revenue for the company.

Sarah Curtis, Director of Sales EnablementIn this candid interview, Sarah discusses some major challenges that our sales organization faces and what she and leadership are doing to remove any obstacles. She also discusses how every Tangoe employee plays a part in the sales journey of our clients—how everyone who does their job with excellence is helping Tangoe retain, acquire, and delight our customers.

Driven by Our Values

Excellence: We do our best work, and always work to do better. That value, and truly adhering to it, as Sarah says, has triggered a fundamental shift in Tangoe’s culture, especially as it relates to the sales team, since they are met with and experience ongoing and continuous challenges.

Tangoe is all about providing value to our clients. We’re about helping organizations achieve their ultimate goals. We are not just pushing a product, we are not merely selling licenses to customers, we are selling the work we do (collectively as Tangoe employees) to our customers every day. And so, as we all work with excellence, this value, this approach, this drive, is what we are selling to our customers over the life of their accounts.

In addition to this episode focusing on sales, which we really haven’t done since episode #1 with the infamous Shaun McGrath, Sarah takes this opportunity and challenges us to think a bit differently about how we are working towards discovering our culture. As always, it was all my pleasure.

Here’s my conversation with Sarah Curtis. Let’s all learn from her.

Lastly, in this week’s episode, Sarah and I touch on the topic of mental health. Interestingly enough, May is Mental Health Awareness month. There are some very useful guides and resources located on the websites for both National Alliance of Mental Illness and Mental Health America. And for Tangoe employees, you’re encouraged to reach out to our Human Resources department to inquire about our available resources. Be well everyone.


About the Podcast

How does Tangoe—a global organization with over 2,200 employees in 11 countries, who has acquired several organizations throughout its nearly 20-year history—maintain, nurture, or alter its collective company culture? Can it be done? Before answering that, an organization must first discover its culture as it currently exists—without judgement. And that’s precisely what this podcast aims to do. Join us as we rediscover Tangoe’s culture through a series of candid interviews with employees, industry analysts, clients, and more. Learn more about the podcast What is Culture?

If you would like to be a guest on the podcast, please send me an email at Rocco.Lungariello@tangoe.com.

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