4 September 2018
Selling to enterprise customers and other small businesses has a unique set of challenges and nuances that can be daunting for any startup.
Founders and sales teams need to understand the market, their product, and have a great sense of their customer’s needs to effectively sell to them.
Join us as for a panel discussion on B2B sales strategies, tactics, and more with sales leaders and founders from NYC! We’ll discuss
Pricing your product
Identifying target segments and customers for your product
Understanding and developing a sales funnel
Hiring your first salesperson & growing a sales & marketing team
Sales processes and best practices for young companies
Collaborating between marketing, sales, and customer success
Leveraging channels like paid advertising and social.
Calculating lifetime value, the cost of acquisition and other key metrics.
Monica Stewart is a Principal at Skaled, a modern sales-consulting firm that helps companies increase the efficiency and effectiveness of their sales organization with the use of sales technology. She helps companies like Microsoft, LinkedIn, ADP, and WayUp succeed by creating profitable, long term client relationships. Previously, she was the Director of Sales at RedIQ, and worked on the strategic sales team at Trello.
Chris Surdi is the head of enterprise sales of the Eastern US at Segment, a platform that enables companies to collect, unify and connect their first-party to over 200 marketing, analytics and data warehouse tools. Before his time at Segment, he was an Enterprise Sales Executive at Braintree (a PayPal company), where he was responsible for working with established companies which were processing multi-million dollars worth of sales online annually. Chris received his BS in Business Administration and Marketing from San Jose State University.
Tony Esposito is the Regional Director of Sales and Marketing at inDinero, a mid-stage tech startup focused on B2B software+services. He is a B2B Sales and marketing leader with experience across various industries in both startup and corporate environments. He’s mentored and advised startups on how to increase revenue with better strategic planning, targeted sales/marketing, and the development of repeatable sales processes. Tony is skilled at identifying sales and partnership opportunities and navigating complex sales cycles from discovery to close.
Morgan Mackles is the VP of Sales at x.ai, a hardcore technology company with a mission to democratize the personal assistant. His expertise is in building out scalable and repeatable sales processes. He came to x.ai with 15+ years of sales and sales-management experience, having succeeded in quota-carrying roles across F500 and startup companies. He was previously VP of Sales at Iron.io, while serving as an advisor to RainforestQA and HeavyBit.
Valerie Bartley is the Head of Sales and Partnerships for the Eastern US at msg.ai, a Y-Combinator and VC-backed Artificial Intelligence company that sits at the intersection of two exciting and rapidly developing fields: AI and Conversational Interfaces. Her clients include Fortune 1,000 companies with multiple stakeholders across marketing, customer service and product organizations. Previously, she worked at Twitter, where she was the Industry Lead for Tech & Telco Client Solutions. She led a team of salespeople and account managers, and was responsible for driving revenue growth, managing senior client relationships and industry strategy.