Scott has spent the last 20 years building and selling technology products, leading three Silicon Valley startups each to their first millions in revenue. Now with SalesQualia, Scott works with startups and growing companies to Start Up, Ramp Up & Scale Up™ their sales process. He works exclusively with teams selling to the enterprise, including SaaS, digital media, consulting and analytics companies across multiple verticals such as EdTech, FinTech, Health, Intellectual Property, Big Data and Retail.
Scott is also a marketing professor at Hult International Business School, teaching courses in New Product Development, Pricing Strategy & Sales Management. He’s authored two books on selling to the enterprise, with his third book scheduled for April 2017.
Scott lives in Northern California with his wife and son. He is an ultra runner and three-time Ironman. In 2016, he competed in Uberman – a multi-day endurance competition that included a 23-mile swim across the Catalina Channel and an ultra marathon through Death Valley.
The Q Framework: 7 Questions to Build a Winning Sales Process
February 21, 2017 | 4:30 PM
Sales is frustrating. Finding the right leads takes time. It’s feast or famine. You finally find that perfect client ready for your best work, then they grind you down on price. It seems like RFP should stand for “Running From Profitability…"
What you really want is to leverage your expertise, be in control every step of the way and land A+ clients with wheelbarrows of cash that love your work, then their friends.
In this talk, Scott will share the seven (7) questions that will build a repeatable, scalable sales process for your company so that you can find better prospects, fill a bigger pipeline and add your dream clients to your portfolio.
Sharpen your pencils! This talk in interactive. Scott will guide you through a short exercise to begin a new approach to sales for your company.
Business Development Panel
February 22, 2017 | 11:00 AM
We're assembling a panel of experts to talk all things business development. In this session, you will gain perspectives on all aspects of biz dev: marketing, contracts, presentation skills, and more.