This week I interview Alan Greenhalgh, Chief Product Officer of Vortini.

Nancy: Why does the industry need your solution?

Alan: We see a number of themes emerge with our customers and in the market more generally. We are constantly asked to demonstrate how they can improve efficiency and drive growth. Customers realize they have a wealth of information about the selling process but are yet to see business gains from it. Whether it be upsell or cross-sell opportunities, Vortini is designed as the place where this data comes together to operationalize the data and not only see where opportunities lie, but through the forecasting process we can set actionable steps to get there.

Corporations spend millions on classroom training and sales kick-offs, yet the ROI simply isn’t there – in fact, studies indicate that participants in curriculum- and lecture-based training forget more than 80 percent of the information taught within 90 days. Given the time and money invested in sales training, it’s not a question of insufficient effort or investment. Rather, the fundamental problem is the very structure of corporate training delivery: intense yet infrequent bursts, such as National Sales Meetings, or lengthy, one-size-fits-all courses.

Enterprises today are focused on profitable growth. It is the primary objective for CEO’s and for Sales and Marketing executives. As a means to drive that profitable growth, companies are implementing digital transformation projects to more effectively engage with their customers and build stronger relationships. Model N Revenue Cloud solutions enable companies to turn those “relationships into revenues,” by helping them successfully deliver a digital transformation that drives sales growth across the entire life cycle of their engagement with those customers.

This week I interview Matt Singer, Co-Founder & CEO of Videolicous.

Nancy: Why does the industry need your solution?

Matt: The world of B2B sales is more competitive than ever. Sales leaders struggle to get their prospects’ attention in a way that creates authority, establishes trust, and leads to sales. Personalized video is a powerful way to cut through the noise of cold calls and prospecting emails, putting a face to sales representatives, and helping to create emotional connections that lead decision makers to buy.

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified.

This week I interview David Hood, Founder & CEO of LeadGnome.

Nancy: Why does the industry need your solution?

David: The whole buyer’s journey has changed dramatically over the last ten years. Buyers are reaching out to companies at a much later stage in the buying process, and can reach out to multiple companies at the click of a mouse. The vendor that follows up the fastest will often establish the relationship and secure the deal.

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified.

This week I interview Jake Braly, VP of Marketing for Highspot.

Nancy: Why does the industry need your solution?

Jake: Today’s consumers are digitally empowered to evaluate B2B purchases on their own. They’ve become accustomed to a buying experience that they can control – one where they determine how much or how little support and interaction they want from a salesperson.

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified.

This week I interview Oleg Campbell, CEO & Founder of Reply.

Nancy: Why does the industry need your solution?

Oleg: It all started when I saw an opportunity in our audience pain (among sales & recruiting professionals, media outreach specialists, business developers, etc.). The first major issue they faced was the need to constantly follow up with prospects that didn’t respond to their message, not to waste the opportunity.

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified.

This week I interview David Keane, Co-Founder & CEO of Bigtincan.

Nancy: Why does the industry need your solution?

David: According to analyst firm CSO Insights, only 58% of sales people achieve their sales quota. This is a problem that puts pressure on sales people around the world to win more deals and be more effective and efficient with their time every day.