This week, the Bowery Capital team hosted Dave Govan, VP of Sales at Hitachi Vantara, to discuss "Team Selling Into The Enterprise." Hitachi Vantara is a Japanese conglomerate, providing an unprecedented range of solutions within data management to enterprises of all sizes. The company has been at the forefront of innovation within this space, leveraging decades of experience to enable their clients in tapping into the full potential of their data. Sales representatives often attempt to sell into large enterprises by themselves without much aid from other individuals in their sales organization or even other functions. Many times, they even keep such accounts secret until they think they can win the deal. Typically the gap exists due to cultural or educational issues within the salesforce where historically the sales team has not performed collectively. Ultimately this jeopardizes the company’s ability to manage such complex sales processes and secure these large enterprise accounts. This is where team selling into the enterprise comes in. Team selling is the practice of identifying the various stakeholders involved on the buyer’s side, better understanding what or who from the selling organization may be able to influence them in the right way, then involving those individuals from your own team within the sales process. For example, in certain instances, a head of product, engineering lead, or even CEO or a board member may be best suited to speak to their respective counterparts on the customer side, given their insightful perspective of the role and any considerations that come with it. Not only does this allow these team members to specify value adds of the product that sales representatives may not be able to otherwise articulate, but also this enables the selling team to show the importance it will give the account by involving key management from day one. Team selling into the enterprise is critical and most beneficial in cases where the total contract value is large and the sale is complex, comprising of multiple stakeholders and decision makers. Dave Govan is the VP of Sales at Hitachi Vantara. Prior to this role, he held a number of leadership positions within the sales functions of businesses, including Oracle, Sailthru and Dynamic Yield. Dave has also advised a number of startups in various capacities. In addition, he also published the book Crisis in the Enterprise. Dave graduated from Rider University with a Bachelor of Science in Commerce.
This week, the Bowery Capital team hosted Stephen D’Angelo, President of Worldwide Field Operations at Aviso, to discuss “Data and AI In Sales.” Aviso is the only AI-driven platform on the market purpose-built to drive accurate sales forecasting and improve pipeline management. With Aviso Sales Vision, sales executives and CFOs deliver accurate forecasts, sales managers move deals through the pipeline faster, and reps close more deals with AI-driven smart selling signals. When we think about sales, we typically focus on the 3 main stages of a deal: top of the funnel, deal execution and closing. Stephen walks us through the ways that AI is now enabling sales teams to increase top of the funnel in a quality way by utilizing lead scoring. He then explains how high preforming teams are now applying AI and data to deals as they enter the pipeline, and are steering away from the more traditional “gut instinct” or reliance on a seller’s talent. He emphasizes the importance of deal scoring and activity scoring and explains his focus on the “moveable middle” when evaluating a pipeline. We discuss the importance of measuring all parts of the sales funnel, the most important metrics to track in the early days (especially the time it takes for deals to move from stage to stage), what AI is and what it is not, and how large sales teams should be before a company invests in tools like Aviso. We end the conversation by Stephen reiterating the importance of driving analytics in your business from the very beginning. Stephen has been in the software industry for three decades and has worked with many talented professionals around the world. His passion is building high performance global organizations focusing on blending the goals/objectives of the company with that of the individual. He is passionate about implementing world class practices to best serve clients as well as to help employees reach their maximum potential. AI, Machine Learning and Big Data are transforming many industries and he is excited to be part of that transformation.