Top 10 Sales 2.0 Leaders I Want to Meet

Sales 2.0 Conference in San Francisco

I am much looking forward to the Sales 2.0 conference in San Francisco next week.

Here are 10 Sales 2.0 Leaders I hope to meet at the conference and why:

1. Jim Cyb, Vice President, Sales, Americas, ZenDesk

2. Pete Eppele, VP Product Management, Zilliant

3. Steve Patrizi, Chief Revenue Officer, Bunchball

4. Kevin Akeroyd, SVP, Field Operations, Badgeville

5. Kirk Mosher, Vice President, CRM Product Marketing, Oracle

6. Mike Derezin, Global Head of Sales, Sales Solutions, LinkedIn

7. Robert Pease, Founder & CEO, Nearstream

8. Jill Rowley, Director of Key Accounts, Eloqua

9. Paul Melchiorre, Global Vice President, Ariba

10. Anneke Seley, Founder Phoneworks, co-author Sales 2.0 book

They are all speaking about some of the most important trends in Sales 2.0:

Sales analytics

Big data is changing the way products are being bought and sold. It has been called sales metrics, sales analytics, predictive sales analytics and sales intelligence. The bottom line is that there is much talk this year about a more data-driven approach to sales.  Jim Cyb, Vice President, Sales for Americas at ZenDesk will be on a panel and talk about ZenDesk’s move from a zero touch sales to a low touch sales organization.  His company, which now has 15,000 customers, started life without a sales team. Pete Eppele, VP Product Management, Zilliant will be presenting interesting new technology that can uncover where you can sell more, sell other products and win back wallet share that competitors have taken.

Gamification

Both Steve Patrizi, Chief Revenue Officer from Bunchball and Kevin Akeroyd, SVP Field Operations from Badgeville will be speaking on how to use gamification or Behavior Lifecycle Management (BLM) as Kevin calls it, can be used to motivate your sales team. I always thought that gamification was used primarily to drive usage and adoption of your products and services by customers. However, both of these sales leaders are eating their own dog food and will share how they get their own teams to use sales best practices and tools by throwing in some fun and games. It should be an interesting duel!

Customer success

I was pleasantly surprised to see that Kirk Mosher, VP CRM Product Marketing from Oracle will be speaking about “customer success” (a concept Totango deeply cares about). I still of Oracle as the classic Sales 1.0 company: bully customers into signing seven-figure deals, adding another seven-figure professional services engagement and then counting on the fact that customers won’t switch ever to a competitor because they have invested so much money with you. However, it seems that things have changed!

Social selling

Everybody recognizes that social selling has huge potential but in the real-world sales haven’t yet embraced all new possibilities. There are a large number of sessions (again) at this Sales 2.0 conference to help sales teams learn. Mike Derezin, Global Head of Sales, Sales Solutions at LinkedIn, will break down his social selling tips by lifecycle stage. Robert Pease, Founder & CEO of Nearstream, will cover tactics for identifying buying signals on social media networks, essentially capturing demand that’s already out there rather than generating leads.

Lead management

Jill Rowley, Director of Key Accounts, Eloqua has been an evangelist for the lead management automation space since its inception. She is a leading commentator on social media and one of the top networkers in the space. She was the winner of 20 Women to Watch in Lead Management last year. More importantly, my friend Matt Childs from Dreamsimplicity tells I absolutely have to meet Jill while at Sales 2.0. She will be on a panel about, what else, nurturing revenue-generating prospects to close.

Sales effectiveness

In Silicon Valley we love technology and I am a tech-girl guilty myself so last but not least I am much looking forward to the talk by Paul Melchiorre, Global Vice President, Ariba and Anneke Seley, Founder Phoneworks and co-author Sales 2.0 book which both focus on “getting real”. Does all this technology really pay off in terms of sales effectiveness?

A full agenda and lots of people to meet!

If you are going to be at the Sales 2.0 conference, give us a shout on Twitter @totango #sales20 and we are looking forward to connect! I will even buy you a beer!

 

Best of 2011: SaaS Sales Models Tips

Tip - theory into practice

Are you running a B2B sales or inside sales organization?
Do you have a freemium or free trial in your service?
Are you considering a low or zero touch sales model to increase velocity of your sales funnel?

These modern sales models are somewhat evolutionary as the official enterprise sales model is just not the customers first choice anymore.

Today, in my last “Best of 2011″ post series, I’ve gathered all the videos and posts from which you could learn about low and zero touch sales models and about free trial and freemium best practices so you could go ahead and build your ultimate sales machine!

Low Touch Sales and Zero Touch Sales Tips

Free Trial and Freemium Best Practices

>>Read other posts in this series<<

When Not to Waste Your Time on a SaaS Sales Prospect

Target the right prospects

Anthony Iannarino’s sales blog on “All Opportunities Aren’t Created Equal” got me thinking about prioritizing your time, given limited sales and marketing resources.

This is especially important for lean startups and high velocity sales businesses, where there are a relatively high number of prospects as compared to the number of sales and marketing resources.

However, prioritizing your time in a self service sales model is changing as compared to the traditional enterprise model where every prospect requires sales touch. Consider these reasons
why a prospect may not be ‘Mr. Right’ or ‘Mrs. Right’ in the traditional sales model (as mentioned in Anthony’s blog):

#1 – When a Prospect Has No Money. The art world’s ‘starving artist’ is the ‘struggling start-up’ of business. Both may produce beauty, but without a stable income neither is worth bringing
home to your parents.

#2 – When a Prospect Has Too Much Money. They have big ideas and big budgets to make them happen—they just need your software, customized almost beyond recognition; causing too much work and distraction.

#3 – When a Prospect Is Dissimilar. Trust, communication, shared values, and a united vision for achieving goals are all factors of a great relationship.

Interestingly, if you are offering an online, self service trial for your service and have a low touch or zero touch sales model, you may not need to be too concerned about these factors
upfront. You can let customers self qualify through your sales funnel. It is ok to have any of these three customers sign up for a trial. Then actions speak louder than words. When a prospect
is active during the trial and engages with your product as-is, he is probably worth your time.
If, on the other hand your prospect never logs into the free trial or is aggressively calling your support team, it may be worthwhile finding yourself another ‘date’.

Does your SaaS Business have a VP Customer Success?

Earlier this week, I spoke to Dave Rosenberg for his CNET Blog ‘Customer success’ VP role: To reduce SaaS churn.

At Totango, we care deeply about customer engagement and customer success. We agree with Dave that with SaaS “it might make just as much sense to focus on retaining (and garnering new revenue from) current customers as it would be to focus on gaining new customers”.

For companies with a zero-touch or low-touch sales model, customer engagement management is about much more than ensuring customer satisfaction. I wrote about that previously in my blog 4 Tips to Increase B2B Sales for example. It doesn’t matter who owns the customer engagement function and many modern sales leaders understand and implement customer success programs. Some B2B sales leaders have split their team into hunters and farmers, with the latter focused on customer success. Others now call themselves “Chief Revenue Officer” (as discussed in a recent blog by Phil Hernandez).

Still, the trend to assign a dedicated executive to manage customer engagement, is promising. Sometimes, you have to put your money (people) where your mouth is.

Some companies which already have a VP Customer Success include: ReputationDefender, Intacct (VP Sales and Customer Success), HubSpot, Salesforce.com, Sendori, Computer Associates, SAP, Marketo, InsideView, Zuberance, Success Factors, Zuora, JIVE Software, and Yammer (VP Customer Engagement).

On this blog, we plan to continue to monitor this trend.

For now, some appointments we have seen in recent months are below.

New VP Customer Success Appointments

Rudy Reyes, VP Customer Success at Alcove9

Rudy Reyes, VP Customer Success at Alcove9

  • On October 17, 2011 Alcove9 appoints Rudy Reyes, Vice President of Customer Success.
  • On October 3, 2011 Xignite appoints Cameron Karr as VP Customer Success.
  • On September 14, 2011 Jump Technologies announced the appointment of Adam Jacobs as Vice President of Customer Success.
  • On August 23, 2011 AtHoc appointed Sanjay Saini as its vice president of global operations and customer success.
  • On August 2, 2011 Zenprise Inc. announced it has named Christopher Doell as vice president, customer success.

Congratulations to all!

 

Customer Success Hot Line

If you know about a recent Customer Success appointment
please e-mail me at gnirpaz [at] totango [com]

 

 

About TOTANGO:
TOTANGO analyzes in real time customer engagement and intention within SaaS applications to help you grow your business

 

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