CEO – OUTREACH
He holds an MBA from Harvard and a Masters in Computer Science from the University of Pennsylvania.
Manny is a model of vulnerable and transparent leadership to his employees, from his heartfelt weekly email to his employees, to the traditional Friday get-together where the whole company shares their highs and lows of the week.
He is a proponent of saving the planet by consuming less and purchasing second-hand whenever possible (he might be the only CEO to take the stage at industry events in shirts purchased from Goodwill).
Manny grew up in Ecuador and now lives with his wife and four children in Seattle.
Frankly, the old world of B2B marketing and sales was too much art, not enough science. Salespeople and marketers have always known that you have to earn a buyer’s trust. If you aren’t appealing to their emotional cues, then you probably won’t make the sale.
This is true in B2C, and it’s possibly even more true in B2B where the decision-makers are making a very expensive purchase on behalf of their company. If they buy the wrong software, they could get fired.
In the old world, though, salespeople could get away with intuition-based selling: “That call went well — I bet I can close the deal by the end of month.” “That prospect no-showed our meeting so I’m not counting on their sale for this week’s quota check-in.” This subjective method of forecasting revenue is sloppy and inconsistent.
An inevitable trend from the new remote sales world is that people are paying less attention to everything. They have too many distractions, too many meetings, and they’re not interested in the same tired marketing campaigns.
That means the me-too methods of outselling your competition on product features aren’t going to work. You have to flip the experience and focus on the buyer first. But that’s nearly impossible when you’re selling to 10-20 key stakeholders at a time.
Account-based marketing is now table stakes, as B2B revenue organizations struggle to refine their virtual selling skills.
Customer journeys are getting more and more complex as B2B buyers expect B2C experiences.
To close this gap in expectations, many organizations have poured millions into tools and analytics that promise to give them an edge. But if they invest in the wrong technology, they get left behind.
Revenue teams need to deliver on their numbers with whatever means they have, and those who run headfirst toward digital transformation will deliver faster because they’ll have the real-time data they need to drive predictable, efficient growth.
Hundreds of point solutions have created a fragmented sales and marketing technology marketplace. The forward- thinking leaders — the Revenue Innovators — will find these technology deficiencies unacceptable.
This new cohort of Revenue Innovators will put buyers at the center of their strategies, arm themselves with the most innovative sales technologies, and over-index on data, rather than intuition, to inform their business decisions.
They will lean on engagement and intelligence platforms with extended AI capabilities to get a clear picture of everything happening across the revenue cycle.
These digital natives will push traditional enterprises to become more data-literate and tech-savvy, so sellers can build stronger relationships with their customers no matter where they are. They also then have access to the data that pinpoints the specific actions their reps need to take to deliver the best results.
