See you on the 28th, bright and early!

polsinellibranding

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.

Polsinelli-Denver

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

polsinelli-denver7.jpg

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.

Pitch Lab

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

BovinePosterBusinessworkshops7

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

H5

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

H5 02.jpg

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.

ESQ

Tech Hops

Since moving to Colorado in 2013, I’ve attended a variety of networking events.  One of the most upbeat and fun among them is ‘Tech Hops’

tap 14 Denver June 2018

The folks at David, Graham & Stubbs sponsor this fun series of events, combining networking with craft beer.  They have a knack for picking out the best brewers and craft beer venues in Denver.  Their events have been (among many others) at Prost Brewing, Epic Brewing, First Draft and next month they are at Tap XIV in LoDo.

https://www.dgslaw.com/news-events/tech-hops-june-2018

I’ve come away from each event with new contacts, new ideas and have been able to help out folks I have met, too.  The Attorneys at DGS are also business advisers and get to interact with some promising members of the Colorado Tech scene.  Check it out.

Denver Startup Week Update – I submitted an event and need your vote.

Here is a great excuse to register for Denver Startup Week: I just submitted a talk and would really appreciate your support by voting for my submission!

The talk is about startups & the decisions they have to make as they ramp up a sales organization.

Please click here and register for Denver Startup Week 2018.

https://www.denverstartupweek.org/panel-picker/4633-startup-check-product-heck-yeah-sales-wth

Denver startup week photo credit to Colorado Biz

Denver startup week photo credit to Colorado Biz

We are hoping to foster huge support for our meetup and gain some additional visibility for our group.

***Note: Voting is open until Friday, May 18th.  ***
Please pass this along to grow the support!
Thank you all so much!

Process Automation & Productivity

I was chatting with a retired neighbor this weekend who asked about the new company I’m working for, starting today; OneDataSource. I gave the overview of ‘Process Automation’ in AP, how this company reduces overhead in AP processes by 80%.

ODS Workflow

He got it & shared how, back in the day, his construction company had to do something similar with payroll. It took four full time employees to manage payroll for a company of 160. Outsourcing that process to a service like ADP could have cut their own payroll for that function, it could have redirected many other resources for the company that were actually focused on their business of construction: the capital, benefits, the space in the office, etc. This doesn’t even cover the time value of money. If you can turn around a process in 15 hours instead of 100, the resources that are devoted to that process see a productivity increase of 500%. A business leader has more options at that point. What to do with those resources? They can redirect employees to more productive tasks, reassign them to other departments (there is a huge value to keeping someone on board who possesses the institutional knowledge of how a company works) or reduce your headcount if that is a priority.

ODS developed the onePAY software and service to deliver a simple and automated solution that enables companies to grow significantly with the resources they already have, or in some cases, with fewer. One AP person is now able to process hundreds, even thousands of invoices in 1/5 the time, and still have the bandwidth for other vendor management needs. OneDataSource often sees this traditional AP staff ‘data entry’ role convert to a higher value-add analytics role.

Simply put, onePAY automates the AP process, reducing the required labor-hours and associated costs up to 80%, and providing increased visibility into expenses and cash flow. ODS’s team of engineers and business analysts monitor the software and team’s performance to ensure the client gets the maximum ROI possible.

OneDataSource is a SaaS Business Intelligence/Business Process Automation solutions serving operational, accounting, data warehousing, HR and marketing analysis needs of organizations across North America. Solving the technology puzzle for both mid-sized and enterprise businesses, we guide our clients from the world of spreadsheets and manual data entry to fully automated data acquisition, warehousing, processing and analysis.

The company has a strong niche in multi-unit franchise operations. I’m excited to see where things go from here.  I’ve been tasked with taking the company beyond this vertical.

ODS Case Study

Selling to the CFO, a meetup recap

One of the greatest challenges in Enterprise Technology Sales or most other B2B sales is getting access to the ‘C-Suite’ and making sure you are relevant to the true ‘Person(s) of Authority’ within an organization.  Tonight we had Stu Lucko lead a discussion on what separated sales professionals from salespeople.

The gist of the talk was that a sales pro needs to listen to financial executives and truly seek to understand their business concerns around operational issues.  They’re looking for someone who will really partner with them and solve problems so they are getting value out of the solutions at hand.

Part One, seen here, Stu talks about a personal case study with a Salesforce.com rep who got it right and also what a sales professional needs to do to get the attention of a CFO.

Why is this important?  IT Executives like VPs os IT, CTO’s and CIO’s often have the companies biggest budget outlays behind payroll.  These IT Executives often report through the CFO to the CEO.  They are intimately involved in the enterprise technology decision making process.  You can call this a ‘holistic’ view, a ‘birds eye’ view, the C-Suite is the place in a company where hardware, software, processes and people all come together.

Stu also dives into dreaded ‘switch-over costs’ from the CFO’s point of view.  CFO’s are looking for more than promised ‘cost savings’ in the solutions that we pitch to them.  They’re looking at the big picture, especially costs associated with disrupting their business processes.

“The past is a foreign country; they do things differently there.” – L.P. Hartley