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The Upside: Killer Sales Tips

9 posts from January 2011

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January 31, 2011

Customer Success Story | Glance for Salesforce Shortens Project Cycles and Improves Service Delivery for The Bridge Group, Inc.

“The Glance for Salesforce app is a really straightforward way to conduct ‘business as usual’, but with the added bonus of reporting, for better analysis of Sales team activities.”

-- Matt Bertuzzi, The Bridge Group, Inc.

Who BIG_new_logo

Matt Bertuzzi
Manager, The Bridge Group, Inc.
The Bridge Group, Inc. specializes in building, expanding, and optimizing inside sales strategies for smart B2B technology companies.

Matt’s Business Challenge

Since The Bridge Group sells consulting and strategy services to Sales and Marketing leaders in technology companies around the country, the team spends a fair amount of time presenting to clients and prospects over the phone.

So, Matt needed a way to quickly start up screen sharing sessions to put a “visual” to his phone conversations and presentations. Unlike other complicated web conferencing tools that can take minutes (or longer) to launch, Glance’s screen sharing tool is built for quick, effortless start-up on the part of the session host and guests.

In addition, Matt needed a way to “tie his session activity to context”, in other words, to track the quantity and quality of the time he and his team were spending presenting and selling to clients and prospects, with the ultimate goal of increasing sales process efficiency. He had questions like “How many presentations, sales calls and demos were we giving per week? Per client? Which clients seemed to need the most attention? Which colleagues needed extra support?”

Since Matt spends his days inside Salesforce.com, he wanted to use an AppExchange app to answer these questions.

Here’s where Glance for Salesforce comes in. Matt downloaded Glance for Salesforce from the AppExchange and once installed, began launching his screen sharing sessions with colleagues and clients directly from within Salesforce. Now, his Glance for Salesforce dashboard provides critical insight into how demo and service sessions are impacting his teams’ productivity.

How Glance Helps

Matt likes the way Glance’s Salesforce app is a “straightforward way to conduct business as usual, but with the added bonus of reporting, for analyzing team activities.” He also likes the way Glance integrates with the Salesforce.com’s Event Scheduler to help arrange his online meetings and presentations.


“With Glance for Salesforce, we’ve really been able to become more productive”, said Matt. “Internally, the ease of launching on-the-fly meetings has ultimately shortened our project cycles and improved our service delivery.”

Watch our video and see how Glance for Salesforce works!

-- Carla Gates, Director, Marketing, Glance Networks

January 24, 2011

Brrrr...It's Cold In Here | A Practical Tip for Warming Up That Icy Reception Your Cold Calls Are Getting

I read a great post by Sales 2.0 author Anneke Seley on Selling Power's blog today, where she referenced an "open letter to vendors" from an IT Manager named Justin Davison. In his letter, posted in the Spiceworks user community, Justin castigates the sales professionals who disturb his work all day long with prospecting calls that are truly cold - they haven't bothered to research Justin or his company beforehand, and are simply playing the traditional Sales numbers game, hoping for a hit. Justin urges Sales professionals to get to know him first and to "talk to his problems", rather than just pushing their solutions.

Think about it. Wouldn't it be great if you could get to know your prospects before cold calling them?  Wouldn't this make your cold calls much warmer, if you knew something about the needs, concerns, and pain points of your prospects before you made the call?

Well, there is a way. Its called social media, which is really just a fancy word for 'online community': Twitter, Facebook, LinkedIn, Quora, blog posts, even the "old-fashioned" online communities like forums and listservs. These are communities where your customers are hanging out, sometimes ranting, sometimes conversing, but often looking for answers, solutions, and recommendations.

This is where you come in.

Now, not only can you find out what issues keep them up at night, but if you actively and thoughtfully contribute to their community, you set yourself up as someone who knows something about their field, their interests, their pain points...their world. Note that when I tell you to "thoughtfully contribute", I'm not talking about posting promotions and offers, or even pushing your product or company. I'm talking about adding real value by retweeting the advice of others considered "experts" (always a polite way to enter any community), by answering questions in a relevant manner, and by posting original thought leadership in your field.

So, when the times comes to make that cold call to someone like Justin, imagine how different things might be if he recognizes your name, and even recalls how you answered a question in his online community! You won't feel that icy chill blowing through the phone.

Here at Glance, we have a Sales Manager that does a great job of getting to know his prospects and thoughtfully contributing to his customers' communities via social media. His name is Mike Walsh, and you can follow him on Twitter where he hangs out as @SalesOsmosis.

I'll end this post with 2 sentences from Justin's letter: "I challenge you to use new ideas to communicate with me and my peers and differentiate yourself from the people who are still cold calling every day. I challenge you to move beyond COLD calling..."

-- Carla Gates, Director, Marketing & Social Media, Glance Networks

>> Bring your sales demos to life with Glance. Try free!


January 20, 2011

2012: The Enterprise Sales Apocalypse?

You don’t have to look to the Mayan calendar for signs of the Apocalypse for field organizations selling and supporting enterprise software solutions.  Instead, I would point you to the product release schedule of leading enterprise platforms like Salesforce.com, Oracle and Microsoft, and the speed at which they are moving core revenue-generating applications to the Cloud.

Consequently, I think it wise that Outside Sales Professionals, System Engineers, and Regional Managers, take the necessary steps to adapt their skills to fit future B2B recurring revenue models. 

As I’ve watched the software-as-a-service (SaaS) market evolve, it has become clear to me that once specific elements of the “cloud universe” align, the need for armies of expensive outside sales teams will rapidly erode.

Particularly, I have been monitoring the orbits of the following:

  1. Enterprise Market: enterprise acceptance of the cloud as mission critical 
  2. Market leaders: major platform co’s shifting to meet demand
  3. Pricing Models: resulting price reductions
  4. Liability: extinction of perpetual agreements
  5. Customer Engagement: customer preference for virtual/real time engagement

I’m sure we could debate each of these items; however, if you follow B2B software trends, you’ll agree that we are moving closer to this astronomical event - every day.

I am not suggesting that outside organizations are on the verge of immediate extinction, nor am I promoting tenure for inside reps.  I’m simply making the point that as the enterprise moves more and more of its mission critical apps to the cloud; software companies will not only migrate their solutions, but their entire sales, marketing and support models. 

Making the leap will required field personnel to adopt the proficiency of inside sales representatives to become what I refer to as a Hybrid Rep; someone who has the expertise and required skill to navigate the enterprise, carry an established network of influencers and decision makers, yet demonstrate stellar phone-skills, the ability to leverage 2.0 tools, and engage in social media.

Most importantly, many will need to realize that given the decrease in average deal size found within this subscription world, along with the limited (time) commitment required by customers; that quotas and compensation will also evolve, inversely impacting on-target-earnings.

So if you’re out there tonight reading this post, sitting in that all too familiar regional jet; turn your gaze upwards, through the clouds, and into the stars, and ask yourself if you’re ready for this new Cloudy Universe and all of the challenge that it will bring.

Because unlike some fantastical movie or crazy prediction, this change is real, it’s upon us and worlds will collide.

-- Tom Scontras, VP Sales & Marketing, Glance Networks

>> Come hear Tom talk about Sales 2.0 at the AA-ISP's Inside Sales 2011 San Francisco, Feb. 10


January 17, 2011

Join Glance and Other Savvy Sales Pros at AA-ISP's "Inside Sales 2011", Feb. 10, San Francisco

Register today >>

The American Association of Inside Sales Professionals presents Inside Sales 2011 - San Francisco, Feb. 10 -- the only conference dedicated exclusively to the "front lines" of Inside Sales.

This event will bring together Inside Sales Professionals to learn, share, and network. Tom Scontras, VP Sales & Marketing at Glance Networks, is scheduled to speak, along with Steve Richard, Co-Founder and President, Vorsight, Josiane Feigon, Founder & President, TeleSmart Communications, Brett Wallace, Vice-President Sales, Zoominfo, and many others.

As a platinum sponsor, Glance invites you to join us for a day of Sales best practices in San Francisco!

-- Carla Gates, Director, Marketing, Glance Networks



January 13, 2011

Stuck in the #Snowpocalypse? Keep Working From Home With No-Brainer Screensharing Tools

With snow reported in all 50 states in te U.S. this week, and the #snowpocalypse  (don't blame me, that's what they now call 'blizzards' on Twitter!) hitting most of the East Coast, many of you got stuck at home, either taking care of kids home from school, or literally snowed in by unplowed roads.

Miss a day of work?! Not you! You've signed for Glance or another screen sharing service, and you just keep on working, meeting, managing, pitching, selling, demo-ing, implementing, presenting, collaborating, executing, accomplishing, producing, achieving...and, killin' it!

Yesterday, one of our favorite Glance customers, Derek Dean of Reed Construction Data, a division of global information solution provider Reed Elsevier, sent me an email that said simply, "Glance is a lifesaver for us right now! All our reps are working from home." Derek and his reps are stuck at home in an still-icy Atlanta, but still working, thanks to Glance's easy screensharing and demo tool (and now integrated within Salesforce). Thanks, Derek! We love feedback like that!

I'm no weather forecaster, but I can safely predict more snow this Winter, so why not get prepared and sign up now?! If you have never tried screensharing, its cloud-based software (i.e., no downloading required) that allows you to share anything and everything that is on your computer screen, with one or more people on their computers, regardless of where you all are -- in other words, you can work or meet together even if you're not in the same place. If you're still unsure, try it free first for a week.

Once you try screensharing, its hard to go back (that was my own experience).

Until the next snowpocalypse,
Carla Gates, Director, Marketing, Glance Networks

January 07, 2011

DoneDone with DimDim? Glance Offers DimDim Customers Free Web Conferencing Service for a Year

For information, contact:
Tom Scontras
+1 781-838-1401

Glance provides alternative for users left hanging by Salesforce.com’s acquisition of DimDim

ARLINGTON, Mass. – Jan. 6, 2011 – Glance Networks (http://www.glance.net), the Sales 2.0 thought leader known best for its on-the-fly-demo and web conferencing tools, announced today in the wake of DimDim’s acquisition by Salesforce.com that it is offering all DimDim customers free web conferencing service for a year.

DimDim will only support current customers’ monthly accounts until March 15, 2011, so they need to find an alternative quickly. For DimDim customers also using Salesforce.com the offer includes Glance for Salesforce, a complete integration into Salesforce CRM that allows users to launch presentations, collaborative sessions or support calls from right within Salesforce.

“Acquisitions can be nerve-wracking for customers – particularly when services or support are cut off abruptly,” said Tom Scontras, Vice President of Sales and Marketing for Glance. “We’re pleased to invite DimDim users to join the Glance family. 6,000 other customers worldwide currently leverage Glance for reliable web conferencing, demonstrations, support sessions and screen sharing.”

DimDim customers must activate their Glance subscriptions by March 31, 2011 to be eligible for the offer. To get started, call Glance Customer Service at 1-888-945-2623. To learn more about Glance services and see video demos, visit www.glance.net.

About Glance Networks
Glance provides the first on-the-fly-demo tool that enables users to launch impromptu sales and support sessions instantly with one click. Designed to foster relationship building in a Sales 2.0 world, Glance solutions are used by thousands of companies worldwide to enhance productivity, shorten sales cycles, reduce costs and close more business. Learn more and sign up for a free trial at http://www.glance.net.

January 06, 2011

Done-Done with Dim-Dim? Try Glance for FREE!

Glance Networks, known best for its cloud based, on-the-fly presentation, online meeting and collaboration solution, announced today its Done-Done with Dim-Dim Program, a FREE annual subscription of its services for any Dim Dim customer needing to find a new home.
Join the Glance family, a place to where 6000 customers world-wide come to deliver on time, reliable Web Presentations, Demonstrations, Support Sessions and Collaboration.
Our customer care team is standing by to welcome you!  Email us! But don’t wait, this offer ends on March 31.

-- Tom Scontras, Jo Klos, Mike Walsh, Carla Gates, Jorge Mestre, and the Glance team!

January 05, 2011

Announcing the FASTEST screen sharing session start-up ever! (Say that 5 times fast!)

Fastest screen sharing session start-up ever! Fastest screen sharing session start-up ever! Arrrgh. Already I'm tongue-tied!

What it really means is that with the new Glance 2.6 beta, Glance users can now start their online demos, presentations, and meetings with just a simple browser address - for example, mine would be carla.glance.net. That's it. Really. If I were doing a web demo with you right now, I'd tell you to go to carla.glance.net in your browser. No additional keys, password, first born son, nothin'!  And you'd be connected instantly to my session, looking at what's on my screen. Now, THAT'S FAST.

(For users who prefer the extra security of a session key, that's still an option when starting a session).

Glance 2.6 beta has other cool features, too.

  • Now, you can switch screen sharing between presenters and guests, so you both can see each other's screens, if necessary. This feature is also ideal if you have a co-presenter in your session.
  • Collect guest contact info, at your discretion. On your Glance Web page, there are three optional fields: Name, Email, Phone. Now you can make any of these fields Required or Hidden.

If you're already a Glance customer, just go to http://www.glance.net/beta to get started. We'd love to get your feedback as you use 2.6 beta.

If you're not a Glance user yet, get a free trial by clicking the green button at the top of this page, and then ask to switch to the 2.6 beta.

If you have any questions or comments about Glance 2.6 beta, call our Test Coordinator, Jorge, at 1-877-452-6236.

(Initially, this is a PC only release. But you can also download the latest version of Glance 2.5 for Mac.)

-- Carla Gates, Director, Marketing, Glance Networks

January 04, 2011

Join Glance at Sales 2.0, March 7-8 | THE Event for Savvy Sales, Marketing, and Sales Ops Leaders

Network with and learn from leading authorities and businesses in the Sales 2.0 industry -- join Images Glance at San Francisco's Four Seasons Hotel, March 7-8 for The Sales 2.0 Conference.

Speakers include Selling Power magazine CEO Gerhard Gschwandtner, "Celebrity CMO" and author, Jeff Hayzlett, and Sales 2.0 author Anneke Seley.

Breakout sessions include topics on next gen sales ops, social selling, new tools to make you more effective, and top trends in compensation and sales performance.

Look for Glance's booth at the conference and stop by and say hi!