Logo: Glance

The Upside: Killer Sales Tips

23 posts categorized "Breaking News"

December 06, 2010

Glance for Salesforce Now Available on Salesforce.com AppExchange 2, the World's Most Popular Marketplace for Business Apps

FOR IMMEDIATE RELEASE
For information, contact:
Michelle G. Faulkner
Big Swing Communications
michelle@bigswingcomm.com
+1-617-510-6998

Enables users to launch impromptu demos instantly from Salesforce

SAN FRANCISCO, Calif. – Dreamforce 2010 (Booth 1107) – Dec. 6, 2010 – Glance Networks (http://www.glance.net), the Sales 2.0 thought leader known best for its on-the-fly-demo tool, announced today that its new Glance for Salesforce solution is now available on AppExchange 2.

Appexchange Glance for Salesforce enables users to launch impromptu demos instantly from within Salesforce. Built using Force.com, the enterprise cloud computing platform, Glance for Salesforce is immediately available for test drive and deployment on AppExchange 2 at http://www.salesforce.com/appexchange/. The announcement was made today at Dreamforce 2010, the cloud computing event of the year.

A video demonstration of Glance for Salesforce is available at http://glance.at/g39Zzj.

Sign up for a free, 30-day trial at http://www.salesforce.com/appexchange/.

Glance solutions are already used by thousands of companies worldwide to enhance productivity, shorten sales cycles, cut costs and close more business. Glance differs from traditional web conferencing and webinar tools in that it’s engineered for impromptu conversations, rather than for pre-scheduled events. Glance sessions can be initiated with just one click. With no software to download, participants are instantly connected.

With Glance for Salesforce, reps can launch demos simply by clicking on a Glance icon that appears within the Salesforce interface. Behind the scenes, Glance’s Cloud Service automatically tracks and stores each rep’s activity enabling real-time reporting. Glance for Salesforce dashboards provide critical insight into how sales demos affect rep productivity and profit.  Glance for Salesforce can also be used for customer support sessions.

Glance is demonstrating Glance for Salesforce publicly for the first time at Dreamforce (Booth #1107). According to Tom Scontras, vice president of sales and marketing at Glance, customer reaction to Glance for Salesforce has been extremely positive. “When we asked customers what more we could do to help improve their sales efficiency, Salesforce integration was at the top of their list,” said Scontras. “We tend to work with companies that are very tech-savvy and early adopters of Sales 2.0 technologies. Glance for Salesforce is a powerful tool for ‘Quota Killer’ sales reps who need to make a big impact during a short phone conversation.”

“In our business, demos have a major impact on our ability to close sales,” said Derek Dean, director of sales strategy at Reed Construction Data, a current Glance user. “Glance already enables our reps to do more demos, and that has had a direct correlation to revenue. Our entire sales process is managed within Salesforce – being able to launch Glance sessions right there will make our team even more productive, and will also improve my ability to measure results and refine our sales processes. This is a great tool for Salesforce users.”

‘Quota Killer’ T-shirts, Other Glance Prizes at Dreamforce
Dreamforce attendees who visit the Glance booth (#1107) during the show can pick up a ‘Quota Killer’ T-shirt, and are eligible for other prizes to be awarded throughout each day of the show including The Killers CDs and iTunes gift cards. For details, follow Glance on Twitter (http://www.twitter.com/GlanceNetworks) and on Facebook (http://facebook.com/GlanceNetworks).

Dreamforce is the industry’s leading global cloud computing event focused on inspiring customer, partner and developer success with cloud computing. Attendees will learn how to maximize their current investments and explore new offerings across Salesforce Chatter, Sales Cloud, Service Cloud, Force.com and more. Over the past 10 years the cloud computing economy has radically changed the way companies operate. Now as we enter the next phase, cloud computing is becoming inherently social, real‐time and mobile. Dreamforce is where this transition is happening with hundreds of salesforce.com partners exhibiting the latest cloud offerings, as well as training sessions, seminars and breakout sessions.

About the Force.com Platform and AppExchange 2
Force.com is the only proven enterprise platform for building and running business applications in the cloud. The Force.com platform powers the Salesforce CRM (http://www.salesforce.com/) applications, more than 1,000 ISV partner applications like those from CA Technologies, FinancialForce.com and Fujitsu, and 185,000 custom applications used by salesforce.com’s 87,200 customers such as Japan Post, Kaiser Permanente, KONE and Sprint Nextel. Force.com also enables developers to make any enterprise app social by leveraging the social collaboration components including profiles, status updates, and real-time feeds available with Chatter.

Applications built on the Force.com platform can be easily distributed to the entire cloud computing community through the salesforce.com AppExchange 2 marketplace (http://www.salesforce.com/appexchange/), now featuring the ChatterExchange.

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.

November 24, 2010

Party at Dreamforce with Glance and Friends | Tues. 5:30pm B Bar - B There! #df10

Party With Glance at Dreamforce Long day on the Dreamforce floor? Given just one too many demos for the day? Start your Tuesday evening with killer cocktails and conversation at B Restaurant and Bar above Moscone North.

Drinks are on Glance, as we celebrate the launch of Glance for Salesforce, along with our partners CodeScience and GearsCRM. Glance for Salesforce is a version of the service that’s fully integrated with Force.com, Salesforce.com’s enterprise cloud computing platform. Glance for Salesforce will be available in early December; Glance will publicly demonstrate the solution for the first time at Dreamforce (booth #1107).

Glance for Salesforce enables sales representatives to launch demos instantly from within Salesforce, while behind the scenes Glance’s Cloud Service automatically tracks and stores each rep’s Bbar activity enabling real-time reporting. Glance for Salesforce dashboards provide critical insight into how sales demos impact rep productivity and the corresponding bottom line.

At the party, we'll be giving away our famous "Quota Killer" tee-shirts, and trying out B Bar's and Glance's signature Quota Killer cocktail (that's right, ask for it by name!)

The event is free and you can bring friends!

Here's more...

-- Carla Gates, Director, Marketing

November 24, 2010

Vote for Us! Vote for Us! Glance Nominated for Top Sales 2.0 Solution

Glance is a finalist in the Annual Top Sales Awards 2010 in the Sales 2.0 solution category. Between November 24 and December 1, you can show your support for Glance by voting for us (see below)!

Glance is an extremely light weight, fast connecting sales and support tool which differs vastly from traditional web conferencing applications like Webex and Gotomeeting. Our service is engineered for impromptu conversations, rather than large scale, cumbersome, pre-scheduled events.

And, if you're a Salesforce user, you can soon start up a Glance sales demo right from within Salesforce, as we launch Glance for Salesforce on December 6. 

If you've never used Glance, you can try it free for 7 days.

Top Sales 2.0 2010 - vote here

-- Carla Gates, Director, Marketing

November 18, 2010

Heading to Dreamforce? So is Glance! And We've Got On-the-Spot Killer Prizes for You #df10

Want to be a Quota Killer? (Who doesn't?)
Give us 3 minutes at Dreamforce, and we'll show you how...

The Glance team is gearing up for our annual trip to Dreamforce - and if you are too, we'd love to meet you! Stop by Glance's Booth 1107 in the Cloud Expo, and in 3 minutes we'll show you how to kill your quota by using Glance for Salesforce to: Get Glance's exclusive quota killer tee-shirt

  • Launch demos instantly from within Salesforce;
  • Track and store each sales rep’s activity; and
  • Gain critical insight into how sales demos impact rep productivity and bottom line.

Hey, and just for stopping by our booth, we'll give you our exclusive Quota Killer tee-shirt.

Even better, if you wear your Quota Killer tee-shirt at Dreamforce, we'll give you a $15 iTunes card or Killers CD on the spot! (If you've been under a rock, The Killers are an indie rock band whose music is guaranteed to get you amped for your cold call sessions.)

Glance differs from traditional web conferencing and webinar tools in that it’s engineered for impromptu conversations, rather than for pre-scheduled events. Glance sessions can be initiated with just one click. With no software to download, participants are instantly connected. Glance solutions are already used by thousands of companies worldwide to enhance productivity, shorten sales cycles, reduce costs and close more business.

Come on Quota Killer, what are you waiting for?

-- Carla Gates, Director, Marketing

Even if we don't get to meet you at Dreamforce, we'd like to talk to you about using on-the-fly demos to kill your quota. Start learning now with this white paper, Build Your Custom Sales 2.0 Toolkit to Fight Declining Sales Effectiveness.

November 08, 2010

Glance launches new integrated, on-the-fly-demo tool for Salesforce CRM | Sales reps will be able to launch demos instantly from Salesforce

FOR IMMEDIATE RELEASE

For information, contact:
Michelle G. Faulkner
Big Swing Communications
michelle@bigswingcomm.com
+1-617-510-6998

Glance launches new integrated, on-the-fly-demo tool for Salesforce CRM
Sales reps will be able to launch demos instantly from Salesforce

ARLINGTON, Mass. – November 8, 2010 – Glance Networks, the Sales 2.0 thought leader known best for its on-the-fly-demo tool, announced today Glance for Salesforce – a version of the service that’s fully integrated with Force.com, Salesforce.com’s enterprise cloud computing platform. Glance for Salesforce will be available in early December; Glance will publicly demonstrate the solution for the first time at Dreamforce 2010 (booth #1107). New_glance_logo

Glance for Salesforce enables sales representatives to launch demos instantly, while behind the scenes Glance’s Cloud Service automatically tracks and stores each rep’s activity enabling real-time reporting. Glance for Salesforce dashboards provide critical insight into how sales demos impact rep productivity and the corresponding bottom line.

Glance solutions are already used by thousands of companies worldwide to enhance productivity, shorten sales cycles, reduce costs and close more business. Glance differs from traditional web conferencing and webinar tools in that it’s engineered for impromptu conversations, rather than for pre-scheduled events. Glance sessions can be initiated with just one click. With no software to download, participants are instantly connected. Glance for Salesforce can also be used for customer support sessions.

Glance for Salesforce turns sales reps into quota killers
According to Tom Scontras, Vice President of Sales and Marketing at Glance, Glance for Salesforce was developed to address the fact that customers and prospects are increasingly harried, and less and less likely to spend a lot of time on the phone with a salesperson. Instead, they gather information in sound bites, in a series of dynamic conversations, leveraging technology to gain access to what they want, when they want it. “Customer expectations have changed so much in the past few years, and the smartest companies are adapting their sales processes to match those expectations,” said Scontras. “People don’t have the time for lengthy phone conversations or online meetings.  They might give a salesperson two minutes to make their case. Glance for Salesforce equips sales reps with the ability to make the greatest impact even in the briefest phone conversation and helps them kill their quotas.”

Current Glance user Trish Bertuzzi, President of The Bridge Group, Inc., said,  “We are already using both Glance and Salesforce CRM as core components within our sales process and are eager to implement the integrated Glance for Salesforce service. I am confident that it will make a significant impact in productivity by enabling reps to launch demos directly from Salesforce. The innovative reporting and management dashboards will allow us to accurately measure the impact these sessions have within any stage of our sales cycle. We’re excited about rolling this out to our team as well as our client base in December.”

Scontras noted that many of Glance’s existing users were already on the Force.com platform for sales and support. “When we asked how we could help make their teams even more productive, Salesforce integration was at the top of their wish list,” said Scontras. “We’re really pleased with the outcome, and think it will give us a great advantage when selling into a company that’s already using Salesforce CRM. Our delivery models, in terms of ‘no software,’ are very well aligned.”

Glance for Salesforce will be available in early December through the Salesforce.com AppExchange 2 marketplace at http://www.salesforce.com/appexchange/. For a free, 7-day trial of Glance, visit 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 www.glance.net.

# # #

Glance Networks and Glance are trademarks of Glance Networks Inc.  All other trademarks contained herein are the property of their respective owners.




October 18, 2010

Join Us at Dreamforce 2010, the Cloud-Computing Event of the Year - Dec. 6-9, San Francisco

Are you experiencing the major shift in computing going on right now?  Some refer to it as "Cloud 2": the the convergence of cloud computing, social networking, and mobile applications.

If you plan Glance Networks is an official sponsor of Dreamforce 2010. We'll be there. Will you? use this fundamental change as an opportunity for your company to innovate, rather than fall behind, then Dreamforce 2010 is the event for you! Taking place Dec. 6-9 in the Moscone Center in San Francisco, this is the 8th annual user and developer conference for fans of Salesforce.com (30,000 of them will attend, they say).

As an official sponsor of this year's Dreamforce, the folks at Glance are looking forward to attending the scintillating sessions, scoping out the speakers (President Bill Clinton, and of course, Salesforce.com Chairman and CEO, Marc Benioff), meeting up with other all-star customers, and greeting you at our booth in the Cloud Expo.

Let us know if you plan to attend too. And stay tuned to Glance on Twitter and Facebook for more surprises as we get closer to Dreamforce kick-off.

See you there!

-- Carla Gates, Director, Marketing

October 11, 2010

"I Love You Man, But You're Fired" (Hiring and Firing Are the Toughest Part of Sales Management)

Hiring and firing -- the toughest part of Sales Management -- at least for me.  It seems like both ends of the process should be pretty simple, but for anyone who has made these decisions, or is currently trying to make them, we know that they are not.

I could write a book on this topic, however, this being a blog, I’ll focus on what my special guest Anthony Iannarino and I plan to discuss on this week’s Glance webinar:  A Sales Manager's Guide to Identifying and Dealing with Sales Winners and Losers: Hiring and Firing Sales Professionals and the Impact of Your Belief Systems.

What?!

I can hear many of you saying, now, “That Scontras is whacked -- belief systems?!  What about quota attainment, skills, past performance, etc?” 

All great questions, but only when asked relative to the Sales belief systems that you have committed to developing.

So, what’s a sales belief system?  

Understanding may be found in a simple comparative of big and small companies. For example larger companies typically break down sales process into very specific roles: Biz Dev, Inside, Outside, Overlay, etc., therefore selling beliefs are commonly systemic, heavily metric’d and micro-managed. On the contrary, small starts-up organizations, with limited capital, require sales pros to maintain entrepreneurial beliefs, wear many hats (all of the above), yet deliver results with little oversight. 

Many types of sales cultures exist; these are just 2 examples to make a point. That is; just because the resume of a large company sales rep boasts exceptional results; we shouldn’t expect similar performance from that same rep when hired into a foreign belief system – i.e. the start-up.

Most sales organizations, inherited or originally hired by us, are comprised of people who carry with them a variance in sales beliefs.  The greater the variance and longer this gap remains open after employment, the higher the degree of difficulty in delivering results as an individual or team.

Fixing this problem requires that we improve our interview process for new reps, while at the same time set and manage expectations for existing reps.

On the hiring front, we must evolve our mentality away from resume-based screening, and refocus interview questions to assist us in identifying candidates with the strongest “belief system fit”. While with our existing 'underperformers' we must provide the necessary “love”; pointing out where belief system gaps exist, and of course, providing the coaching and tools necessary to assist in their development.  

So, what are the right questions to ask in the interview process?  Am I really going to overlook a top performer’s resume, for belief system fit?  With my reps, exactly how much love is enough love?  And how long do I need to give the process before I can replace them?

All great questions! Each will be addressed by Anthony and myself during this Wednesday’s event.  As part of our preparation I have had the pleasure of discussing these very issues with him and have found his perspective eye-opening, to say the least.  In fact he has me re-thinking my own philosophies, particularly the one which reminds me that for the most part, my team and its performance, is really up to me. 

Crazy, right?  

Please join us Wednesday at 1pm ET!

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

September 29, 2010

A Sales Manager's Guide to Identifying and Dealing with Sales Winners and Losers | Sign Up for Webinar

Wed., Oct. 13, 2010, 1pm ET (1pm PT)
REGISTER NOW >>

You're down on resources and staff. You need to get revenue up - quota is hanging over your head. Everyone needs to pull their weight. You've got a Sales Rep, hired 9 months ago, who consistently fails to make quota. What do you do with him? How much more time do you give them to improve? How much love is enough love?

In this interactive, don't-miss webinar, Anthony Iannarino, Pres. and Chief Sales Officer at SOLUTIONS Staffing, and Sales Thought Leader at www.thesalesblog.com, and Tom Scontras, VP of Sales and Marketing at Sales 2.0 tool provider, Glance Networks, discuss the nuts and bolts of hiring and firing sales reps; specifically the steps to take to get the right rep at the right time.

Come and partake in the debate, and leave with the Top 5 criteria for investing in some, and weeding out others.

REGISTER NOW >>

 -- Carla Gates, Director, Marketing, Glance Networks

August 31, 2010

Join Glance and Your Sales Peers at Boston's Inside Sales 2010 - the Only Conference Dedicated to the "Front Lines" of Inside Sales

Glance to sponsor Inside Sales 2010 - Boston, presented by the AA-ISP (American Association of Inside Sales Professionals).

This one day conference, October 7, at the Westin Hotel, Waltham, MA, will include American Association of Inside Sales Professionals (AA-ISP)informative sessions  and lively panel discussions featuring some of the nation's leading Inside Sales experts. The focus will be on addressing issues critical to the success of today's Inside Sales Professionals while providing key sales tactics. Inside Sales Professionals will leave exhilarated, enthused, and armed with new knowledge, techniques, and tools designed to improve and enhance sales performance. 

The event features nationally acclaimed speakers Art Sobczak, Trish Bertuzzi, Steve Richard, Bob Perkins, and Glance's own Tom Scontras, VP Sales & Marketing. Tom's "Don't Miss" discussion will focus on the cornerstones of building a strong inside sales team.

Register today!

-- Carla Gates, Director, Marketing

August 11, 2010

Learn the 3 Keys to Making the Successful Shift to Sales 2.0! REGISTER TODAY for the next Glance webinar, Tues. 8/24

"The Great Irony": How Sales & Marketing Technology Will Displace the Laggards

Join David Brock and Tom Scontras for the next event in our Glance Webinar series, "The Upside".

REGISTER now >>

Don't be a dinosaur! Technology has changed whole industries overnight. Automation has brought about David Brock great process improvements. Ironically, those of us marketing and selling technology itself could find ourselves displaced by the very innovations which once provided our career path.

Join David Brock and Tom Scontras at 1pm ET on Tues, August 24 for a lively discussion on how to rid yourself of those Sales and Marketing mindsets and methods which are rapidly becoming obsolete and replaceable.

You'll learn the 3 Keys to Making the Successful Shift to Sales 2.0:

  1. Find out if your business is a good fit for the Sales 2.0 model;
  2. Learn the critical cultural and mindset shifts you'll need to undergo; and
  3. Determine how to automate your sales processes in order to accomplish the shift.

David Brock is a recognized thought leader in Sales 2.0 and Marketing, New Product Introductions, and Strategic Partnering. David leads business consulting firm, Partners In EXCELLENCE, and is a successful veteran of High Tech Sales in Fortune 500 companies.

With 20 years of technology start-ups under his belt, Tom Scontras runs the Glance Sales and Marketing organization (or Smarketing, as he likes to call it).

Register now >>

David's blog about the webinar >>

-- Carla Gates, Director of Marketing, Glance Networks