Colorado Technology Sales Roundtable: Two November events in Denver and Colorado Springs

On November 12th, we return to Lustre Pearl in Denver’s RiNo District for a talk with Anthony Franco:

Stop Selling and Start Serving your Customers Needs

Anthony will discuss something at the core of our communities mission of professional development. “Become a better sales professional: stop talking about your product / service and start addressing and solving their business goals and financial goals.”

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On November 13th, our Colorado Springs Chapter is hosting Leif Ulman CEO and Co-founder of KidReports. Leif overcame the challenges of selling a new product to an industry. When KidReports first started selling their software platform, their biggest competition was the status quo.

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Selling a New/Disruptive Product

In charge of enterprise and corporate sales, Leif and his team listened to their customers in order to adapt the product and learn the best way to sell to the customer’s needs. After 6 years, Leif and KidReports were acquired by the company that grew to be their largest competitor.

The venue is Epicentral on North Tejon.

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Denver Startup Week recap and a Sandler webinar for women in Sales

Our Denver Startup Week Session was a success.  with 177 RSVPs, we had 50+ in attendance at 8AM on DSW’s Friday morning.  This was remarkable as the attendees were up against horrendous traffic caused by police tape covering an eight-city-block scene nearby from the prior night in Downtown Denver.

Our panelists:

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We sent the slide deck to the mailing list, but there were several email bounce-backs, so, apologies if you didn’t actually receive it.  For those looking for the slide deck, a PDF can be found here: DSW Sales WTH Presentation

The Moderators:

Our Fantastic Support Staff:

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One other item; Last-minute webinar for women in Sales, from Dan Levitt of Sandler Training:

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Denver Startup Week

We have some great panelists for our DSW presentation next week.

In anticipation of some folks moving a little slow the morning after the Thursday night party at Beta, we’re rolling out a Bloody Mary bar.  We’ll understand if you have to take a nap Friday afternoon.  Coffee will be on hand, too. Personal Energy Drink favorite: Monster Zero.

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Be sure to register here: https://www.denverstartupweek.org/schedule/4633-startup-check-product-heck-yeah-sales-wth

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While we are self-funding the BMB, we still have a huge shout-out to the sponsors of Denver startup Week.

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Our TIPS Certified servers will be ready to get your Friday at CSW off to the right start.  We’re planning on standard ingredients, plus bacon  Any special requests?  Please email, call or text.  🙂

Colorado Springs

Colorado Springs is a City I, frankly, knew too little about.  The economy has has reputation as having a ‘little brother’ relationship to Denver, with Denver’s dominant center of business gravity in Colorado.

Last night I had a lot of details and nuance filled in for me.  The economy has a reputation being tilted towards “Federal Sector” business, home to defense contractors and has 220 IT & cyber security companies.

The Economy is diversifying and, thanks partially to functional tele-presence web conference technology, one headwind may be fading in importance: Transportation.

Last night several local Colorado Springs Sales Professionals described what is was like  dealing with a city whose airport is not well populated with Nationwide Airline Carriers.  When Southwest opted out of the Colorado Springs Airport and Western Pacific Airlines folded, the local economy suffered.  The reality is that business executives and sales pros alike need easy access to rocky mountain region, access to the rest of the country and the rest of the globe.  While Colorado Springs Residents leverage the local airport as much as possible, the airlines there are limited & incur additional stopovers in their travel.  Technologies like Zoom and other video conferencing technologies have alleviated this to a point.

Another tailwind that may spark a lot of growth in Colorado Springs is the talk of affordability vis a vis Denver.  There are ~100,000+ people coming into Colorado per year, primarily in metro-Denver.  This has pushed the cost of living up in Denver.  This trend has not hit the ‘Springs yet & makes the city an affordable option (think Denver circa 2005) with all the outdoor lifestyle benefits of living in Colorado.

Another interesting anecdote relayed to me was about the VC community.  Silicon Valley thrives, in part, due to the physical proximity of VC companies to founders and entrepreneurs.  The VC community in Colorado is centered around Denver.  Having this community expand to Colorado Springs would help considerably.

There was an electricity in the air at this meeting last night.  Several Sales Professionals were saying the city is poised for growth.  I’m excited about the Colorado Springs Chapter of the meetup and I’ll see you in November, January and beyond.

See you on the 28th, bright and early!

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Denver Startup Week has announced the Venue for our 8AM Session on the 28th, the Polsinelli Offices on the 23rd floor of 1401 Lawrence St. in Denver.  33 sign-ups so far, with three weeks to go!

Try not to get distracted by the view when you arrive.

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We are still finalizing our Panelists and can guarantee the content will be priceless.

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In the meantime, we have our regular Monday night Meetup at Lustre Pearl on the 10th and our inaugural Colorado Springs Meetup on Tuesday night.

View More: http://kateslensphotography.pass.us/i-heart-cos-2014

Pitch Lab: Every Great Sales Team Needs a Great Strategy. Here’s Yours.

What a great concept: Mixing Sales and Improv.  A 2018 to-do of mine is to take an improv class.  This would be a natural continuation of the two years of Toastmasters classes I had back at Oracle in California.  As sales professionals, we should all be engaged in a relentless pursuit to improve our communication skills.  Even Olympic Athletes and NBA players have coaches and attend practice daily.  We are Sales Professionals and should pursue our development with equal vigor.

Pitch Lab 2018 crowd

To that end, Pitch Lab is a great group to get involved in.  They have an event coming up next week that I will be at: “Every Great Sales Team Needs a Great Strategy. Here’s Yours.”

Register here: https://www.eventbrite.com/e/pitch-lab-every-great-sales-team-needs-a-great-strategy-heres-yours-tickets-47311504985

I should also add that I’m not plugging these guys because they made me the ‘face’ of PitchLab (see below) I swear there is no conflict of interest!

Who It’s For

  • Entrepreneurs who want to transition away from “founder-based selling” and grow a dedicated sales team
  • Sales leaders frustrated by their team’s lack of consistency
  • Anyone who desires a more predictable sales pipeline

What You’ll Learn

What do Bill Belichick, Pat Summitt & Steve Kerr all have in common? They all won numerous championships by developing an offensive system bigger than the talents of any one star player.

In this workshop, we’ll uncover the 3 keystones of a winning B2B sales approach: a discovery framework, consistent sales process and specialized sales roles.

You’ll leave with insight on how to ask the right questions to understand client motivation, differentiate yourself from the competition and close the right deals.

Takeaways

  • How to quickly assess the viability of new opportunities to effectively prioritize your team’s time
  • How to evolve your client-facing team from order-takers to consultants
  • How to take sales pipeline review meetings from painful to productive

Pitch Lab Sales Workshop

About Your Instructor

As Managing Partner at Pitch Lab, Jay Mays helps growth-stage, B2B companies build a scalable sales approach – while helping client-facing teams be more confident, engaging presenters.

Throughout his 20-year career in sales and business development, Jay has established multi-million dollar relationships with clients including AT&T, Meijer, FedEx and Universal Music Group.

Jay’s passion isn’t limited to sales, he’s also into cortados, 90s alt rock, the beach, The Onion, Larry David, dry socks, dark chocolate and of course his family.

What Folks Are Saying About Pitch Lab!

“I’ve worked with a lot of sales consultants over the years, and I can I say unequivocally Jay was the best. He took the time to understand our company, culture and service offerings and then custom create a sales process for us.”

— Natalie Henley, CEO Volume Nine

“Jay is able to think on both strategic and operational levels and is the kind of guy you want leading your deal making. Adept at turning ambiguous conversations into multi million dollar business relationships, Jay delivers.”

— Brian Casazza, CIO Vistage Worldwide

“ARF! ARF! ARF! ARF!”

— The ‘Lab’ of PitchLab.

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One other note, I recently registered with Denver’s Improve group ‘Bovine Metropolis’  and will take some started classes later this year.

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H5 Event in the DTC, Supporting STEM Education in Colorado on August 15th

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WHEN: August 15, 2018 4:00 – 7:30 p.m.

WHERE: 5350 S Valentia Way, Greenwood Village, CO 80111 – H5 Data Center’s 12-acre campus

WHAT: Connecting with Colorado’s influential tech leaders | Enjoy Gourmet Food Trucks and Craft Cocktails | Live Music + Festivities + Silent Auction + Open Bar

All proceeds benefit STEM education in Colorado

RSVP HERE

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In collaboration with Denver Public Schools, Rock Mountain technology companies and associations from around Colorado, we welcome you to the 2nd annual Summer STEM & Tech Fest

Top Technology Meetups in Denver

Photo Credit PeerSource July 2018

I was contacted not too long ago by Sami who writes for PeerSource and 303 Magazine.  WE conducted a Q&A about the Denver Technology Sales Meetup and it was published a week ago.  It was an honor to be ranked among the top technology meetups in Denver.  Here is her content:

Colorado Technology Sales Roundtable

WHO are they?

Bob McNeil, organizer of Colorado Technology Sales Roundtable, spoke about his meetup. “The focus of our group is on professional development within the technology sales area — spanning IT services, Cloud, Software and Hardware. We focus on the technology sales niche,” he said.

The group is comprised of sales professionals, principally in the technology sector.

“We present speakers, panelists and content,” he commented, adding — “We consult with each other on career advice and to solve tactical sales issues.”

What will an attendee gain from this group? They “will be able to connect to dozens of other highly motivated sales professionals that can provide insights into the technology industry. The stronger your network in Colorado, the better your chances are.”

WHAT do they enjoy doing together?

“Our July 2018 event was a defining meetup for us. We combined forces with the Denver Hispanic Chamber to produce a panel discussion on Women and Minorities in Tech,” McNeil said.

“We had business leaders from the public, private and nonprofit sectors whose experience and insights provided were inter-generational. The content was powerful and the panelists were inspiring.”

WHEN do they meet?

Colorado Technology Sales Roundtable meets on the second Monday of each month in RiNo and is starting to branch out to Colorado Springs.

“We meet towards the start of the month, before sales people start feeling end-of-month or end-of-quarter or end-of-year deadline quota pressure,” the organizer commented.

HOW can people learn more?

Find Colorado Technology Sales Roundtable on meetup.com or contact Bob McNeil, organizer of the meetup, at bob.mcneil@coloradotechnologysales.com.

We were right up there with ‘Learn to Code Colorado” “DenverScript” ‘Full Stackand Denver UX”  The article was ostensibly about meetups for developers, but we are happy to provide some diversity.  Please do give Samantha a follow  on Instagram and Twitter or connect with her on LinkedIn.

Women & Minorities in Tech

Women & Minorities in Tech is a topic near and dear to the heart of my meetup Co-Organizer, James Foy.

This months Colorado Tech Sales Meetup was the biggest in attendance, by far and, without hyperbole, a turning point for this meetup. Below are some pics.  The complete photo set can be seen here.

.The Speakers, Panelists were well spoken and had powerful, inspiring messages for the capacity audience.

James worked in collaboration with the Denver Hispanic Chamber to make this event happen.  Many left the meeting inspired to roll up their sleeves & take action.

James Foy

A huge thanks to Yev Muchnik, founder of ESQ Legal for hosting.  Yev’s Law office also serves as a co-working space, Art Gallery and meetup space.  The environment brilliantly mashes up Law, Business and Technology in RiNo.

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