Why sales tech is a unicorn factory — Don Otvos // LeanData (copy)

VP of Rev Ops at LeanData, Don Otvos discusses the growth and bloom of sales tech companies. Several sales tech organizations are quickly rising to unicorn status. With the advancement in technology within the sales industry, better decisions are being made and more productivity is being realized. In today’s podcast, Don Otvos discusses sales tech, and how sales teams can tap into them.
About the speaker

Don Otvos

LeanData

 is a little camera shy

Don is VP of Rev Ops at LeanData

  • Part 1 Why sales tech is a unicorn factory — Don Otvos // LeanData (copy)

Show Notes

  • 02:11
    Why has sales tech overthrown fintech as the latest unicorn?
    Sales tech has become a unicorn because it helps automate different tasks, which in turn increases the productivity of companies sales teams. It makes it easier for sales teams to concentrate on their core goals - generating revenue.
  • 03:41
    What are the automation gaps that people in sales face throughout their careers?
    Easy access to resourceful data. Particularly data on potential leads. Having technology that can deliver that information easily and quickly is extremely useful.
  • 05:33
    What other gaps exist?
    Its important to have accurate data that are also assigned accurately in the CRM. This prevents unnecessary turf wars and saves a lot of time.
  • 07:22
    What other areas tend to be problematic for sales organizations?
    Increasing efficiency. Effective sales can be generated by having the right data and using this data at opportune moments.
  • 10:08
    What are the examples of sales tech orgs that have addressed needs that were previously not thought of?
    Apart from voice analysis tech that helps sales reps gauge how they are performing, there is now software that helps sales teams find out how engaged they are with particular accounts over a certain period.
  • 13:03
    How does information on engagement play into other sales decisions?
    Measuring engagement helps sales teams find opportunities. This data makes it easy to prospect and make a decision on which accounts they should go after.
  • 13:52
    Is de
    Sales tech makes your current sales reps more productive and efficient. Making them more productive ultimately reduces the need to hire more sales reps, therefore, cutting costs.

Quotes

  • “We need to understand which prospects and which potential future customers are out there actually wanting our attention as opposed to carpet bombing them.” Doug Bell

  • “The holy grail of sales tech, which is what I'll call consistent awareness. In other words, there's a shared understanding of what's happening in an account.” Doug Bell

  • “If you can make the reps that you have more efficient and productive, you're not going to have to hire as many reps.” Don Otvos

  • “The best SDRs and AEs that I've seen out there, are the ones that embrace the technology that they see available to them, whether it's at their company or not.” Don Otvos

  • Part 1 Why sales tech is a unicorn factory — Don Otvos // LeanData (copy)
About the speaker

Don Otvos

LeanData

 is a little camera shy

Don is VP of Rev Ops at LeanData

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  • Current Podcast

    Part 1Why sales tech is a unicorn factory — Don Otvos // LeanData (copy)

    VP of Rev Ops at LeanData, Don Otvos discusses the growth and bloom of sales tech companies. Several sales tech organizations are quickly rising to unicorn status. With the advancement in technology within the sales industry, better decisions are being made and more productivity is being realized. In today’s podcast, Don Otvos discusses sales tech, and how sales teams can tap into them.