Increasing revenue is a universal goal of every senior sales and
marketing executive. To achieve that goal, successful companies
today are using next generation Web 2.0 technologies to accelerate
their sales process, to align sales and marketing teams, to develop
new sales channels, and to improve sales forecasting and execution.
ScaleVP hosted a summit for more than 50 private company sales
and marketing executives to share their expertise on how to make
the most use of these new strategies. ScaleVP invited three well-known
experts and close friends of the firm to keynote:
Don Beck, Senior VP of Worldwide Sales of NComputing, 30
years of senior sales experience from IBM, J.D. Edwards, Adobe
and Postini (acquired by Google).
Sally Duby, President & COO of Phone Works, formerly an
executive with Computer Associates, Network General and Oracle,
a veteran in the field of technology inside-sales and a leader
in the Sales 2.0 movement.
David Thompson, Co-Founder & CEO of Genius.com and former
CMO of WebEx, a visionary in the Sales 2.0 movement. Created
the first Sales 2.0 conference attended by more than 400 executives.
ScaleVP Director Chad Kinzelberg introduced the experts
and reminded the audience that sales and marketing are inextricably
tied and that the Web is the ultimate sales tool where they can
engage the customer 24/7.
After the three experts spoke, ScaleVP Managing Director Jim
Jones directed a question and answer session with Beck, Duby
and Thompson and addressed the maniacal-like focus needed today
for the sales process.
We want to share the insights of these experts and the interactive
question and answer session with all of the ScaleVP website visitors.
Following are the PowerPoint presentations and podcasts for
each of the keynoted speakers and the unedited version of the
question and answer session.
Leveraging Inside Sales
Sally Duby, President and COO of Phone Works
Duby defines inside-sales, how to best leverage it, and metrics
used.
Sales Predictability and Accountability
Don Beck, Senior VP of Worldwide Sales of NComputing
Beck discusses the tools and techniques of the Sales 2.0 world.
Aligning Sales and Marketing
David Thompson, Co-Founder and CEO of Genius.com
Thompson describes the Cultural Revolution that Sales 2.0 is creating
between sales and marketing and how executives can leverage it
for their success.
Making Sales 2.0 Work for You Question and Answer Session
Jim Jones, Managing Director, Scale Venture Partners
Jones drives a lively interaction among Duby, Beck and Thompson
and the audience learns that trial and error is important in sales,
how companies can use a CRM system, and what sales measurements
should be in place for success today.
