Derek: I’m an experienced Sales leader with a strong operational skill set. I started my career in sales as an SDR making 200 cold calls a day for an investment management company called Fisher Investments in the Bay Area.
I love sales because it’s so hard yet rewarding at the same time. Also, I kinda secretly like that while many people think of salespeople as a necessary evil, there are many others that believe we’re the secret sauce to the success of some organizations.
I was the 4th employee and first salesperson at Wildfire. During my time there, I lead the group to over 300 people in my organization, nearly $50m in revenue in year 3 and an acquisition by Google. Currently, I’m Founder and CEO at Pattern, a sales productivity tools company currently in stealth mode (see screenshots below).
Interviewer: Jorge Soto, Host and Chief Editor
Jorge: What is your professional background and how did you get into sales?
Philip: I graduated with a major in Entrepreneurship from the world’s first hospitality management school here in Switzerland, so no evident link to sales really. Hospitality is a “people business” though; typically a good condition to breed good sales people. After graduating, I went straight into technology start-ups, where sales is tough, and exciting.
I’d say my first “WOW” experience from selling I had when I was 7 years old and made 77 bucks from our garage sale. I already loved making deals at that time. Today I have more than 8 years of experience in all kinds of sales areas both B2B and B2C, and both inside sales and field sales.
During my various sales positions I must have worked and tested hundreds of different sales apps. SalesWings was born out of hands-on sales experience.
Jorge: SalesWings offers website tracking and predictive lead scoring based on website interaction and behavior of existing contacts. How does SalesWings work, and how does the sales person use it to execute actionable sales activities?
Philip: Sales teams are faced with a huge problem today: In the past, buyers would contact 5 – 10 suppliers when it came to making a purchase and evaluating options. Today, buyers do 80% of their supplier evaluation online, there’s enough content around, and then reach out to 1 or 2 suppliers only.
The result is that sales people may not get the chance to influence their prospects buying decision at the end of the buying journey, because they just don’t get contacted in time. Most sales outbound tools’ radar stops in the inbox, while SalesWings gives insights to all leads; including those that stay silent.
Our solution is straightforward: Research shows how prospects visit the suppliers’ websites repeatedly, and that there are patterns indicating an approaching buying decision. SalesWings tracks the website visits of existing prospects of a company, and uses its proprietary predictive sales analytics algorithm to identify the “Hot” prospects.
The output again is totally smooth: We simply shoot a notification to the sales rep when a prospect is “Hot”! This allows the salesperson to follow-up with the prospect at the right moment and gain control over the purchase decision.
I am always looking for new ways of improving the way that I prospect, especially when it comes to qualifying opportunities. I came across PostWire earlier this year and have to say I really like it. The way we sell has certainly evolved and contrary to many “sales experts” cold calling is not dead, it’s actually just gotten easier. In the past we just had the yellow pages /other directories and a telephone. Then the Internet changed the way we live our lives – both personally and business wise. There are great ways to passively engage and qualify prospects without having to always be in direct communication with them via phone or email.
Here is how I use it:
- After I get in contact with and qualify a prospect, I tell
them that I will be sending them a “PostWire page”, which “contains all sorts
of content like videos, case studies, blog posts, etc”.
- Postwire allows me to share the page with as many email addresses I want. As part of the sharing process, I am able to attach a
customized message to the recipients.
course, it allows me to share great content with my prospects that will be helpful
with further educating them as opposed to sending multiple emails back and
forth. Sharing these pages allows me to create actions. The sharing of the page
can be a quick and easy “next step”, and action on my part. Postwire has a
killer feature that sends me an email when someone has viewed the page. This
not only gives me some indication that they are remotely interested but it
becomes quite interesting when they access the page multiple times. You can
also set the privacy settings to allow anyone with the URL to be able to access
the page. The caveat is that PostWire will not able to identify who is visiting
the page yet will still send you an email that “someone” has visited your page. My colleague and Chief Marketing Office at PunchTab Angela Sanfilippo, describes PostWire as “Pinterest meets marketing collateral”.As you can see there are plenty of useful ways that PostWire can help salespeople more effectively communicate with and share collateral with prospects. According to the PostWire team they will be adding great CRM integration features in the coming months. Things like Salesforce.com integration for example.
Here is more information regarding PostWire: