Podcast – Episode 10:
CTO’s roles in driving revenues for SaaS Companies
(In sales, seemingly small things can make a huge difference)
Selling is an art, and like any art, we can use techniques to improve or suppress the probability of creating the desired result. In the modern world and COVID19 crisis, interactions in the digital world are becoming the norm rather than the exception. The normalities of face to face meetings have, at least for the short term, turned into a rarity. Thus, impacting the ability to develop a healthy rapport between the seller and potential client. Gene, a thought leader in the space of sales and company growth, shares his wisdom on how technology leaders can set up their sales representatives to tip the scales towards success. What appears to be small things can make an impact on online meetings, which smooth the path towards a sale or, at a minimum, a stronger client relationship. Gene is an author on the art of selling, who has lots of experience working with many large organizations to drive revenue growth, and a man with many years of experiential success for his clients. So, what Gene has to say to Tech leaders holds weight. His advice will help your organization’s bottom line.
“What a seller should be doing is bringing in their engineers [to their sales meetings], bringing in their technology thought leaders. … [the] technically inclined people whose job is to ask the hard questions. Whether it’s the CTO, an engineer, or a subject matter expert, they are vital in today’s buying and selling processes.”
Key takeaways from the Podcast are:
- Tech leaders can drive sales revenues in more ways than you initially think
- Partnerships with Sales, Marketing and technology offices create a powerful synergy
- The disruption of the COVID-19 crisis highlights an opportunity to employ technology to reduce Sales function costs and increase customer engagement
TLDR: Straight to the point
(Quick Links)
We all live busy lives, and sometimes a long Podcast is too much of a time-footprint for our busy schedules. So, to help you get to the bit you’re more interested in, use our table of contents below. Quick links to help you get straight to the point.
2. Three factors that support Sales.
3. Factor #1: Sales processes and methodologies.
4. Factor #2: Metrics.
5. Factor #3: Get Marketing team involved in growth.
6. Identified best practices need to be trained with rigor.
7. It requires all three factors so that you know you are moving in the right direction.
8. Setup educational briefings with engineers, tech leaders to support sales.
9. Tech leaders can offer two big bonusses to the sales teams.
10. Be aware of the sales new norm and how technology can help (Everything has changed).
11. Tech leaders and their teams, can and should support, the sales people to drive revenue.
12. Seeing the companies that are going to thrive in this new era of selling (Technology leaders role).
14. Standardize on the platform for your sales people and train everyone to use them effectively.
15. The difference that audio quality can make in a sales call.
16. The difference that camera quality can make in a sales call.
17. Look behind you, is what's behind you giving the right impression in a sales conference call?
18. The impact of brand representation by using cheap free conferencing tools.
19. Standardize on the tools to create the weapons your sellers need to compete.
20. New technology is an enabler (or an unfortunate disabler).
21. CTOs partnering with sales and marketing to help them to be more effective.
22. CTOs or senior techs leader being involved in the sales conversation.
23. Bring tech people into the sales meeting.
24. Free resources from Gene and his company.
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