Tell us about your journey in technology:
I started in the Pharmaceutical and Healthcare industry, but in ’99 when the first tech bubble hit, I recognized how important tech was going to be. I dove into technology and helped build a company called Quinstreet, then went on to big data, media, and now this exciting intersection of so many things I’ve learned along the way.
What challenges did the Covid-19 pandemic pose for your team?
The hardest thing has been maintaining culture. We’re social creatures for the most part, and the isolation from team members and those relationships stung a lot.
For the business, we came up with a plan and managed to grow throughout the disruption.
It’s getting better now, and we’re just starting to get back to the office. More people want flexibility, and things have changed in some respects, but we’re on a great trajectory and it’s great to have people back together.
What sets Frequence apart from the competition?
Digital media sales automation, planning, execution, reporting, optimization, etc. – they used to require a baffling array of point solutions.
Frequence is the only true proprietary technology platform that lets you create data-rich media proposals, automatically launch and optimize multi-tactic campaigns, and produce comprehensive reports all with an easy-to-use platform engineered to scale, grow, and evolve with your business.
How do you envisage Sales Automation evolving in the years to come?
If you go to the extreme in sales automation, it’s mostly self-serve. There’s too much media creation happening to keep up with for many local-market businesses. The companies that are aggregating all the functions together and streamlining with automation to make it better for their customers are the ones that will succeed.
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What 3 things can business owners do to optimize their digital outreach?
Understand your goals, tactics and audience.
Understand measurement and how you’re defining and pursuing optimization.
Leverage the right tech partners that show proven expertise.
As a Sales leader, what metrics do you use to define success?
Financial targets are obviously essential, but so are other avenues for providing value (like support and strategic expertise, for example). Our contracts are based on growth, so we approach our work with an eye toward responsiveness, results and a long-term outlook.
How do you see Sales Automation impacting the traditional sales and marketing funnels?
Everything is getting better and more efficient. The technology is constantly evolving, and we’re on the cusp of a lot of fundamental changes to the digital landscape as we know it. The fundamentals will always be important, and we feel well positioned to thrive in the evolving market.
Sales automation will play an important role, because the future is looking even more complex than the present. There’s a lot of exciting potential.
Could you name one person that you would like to see featured here?
People who are going to give honest and fresh answers, and willing to have some fun. Maybe Yamini Rangan from HubSpot.
Could you name the Top 5 apps/platforms that you use for marketing?
Google Office Tools, TTD, the main social platforms, and Frequence.
What advice would you give to someone who aspires to be a Sales Leader?
Be authentic. A lot of people think of sales and marketing as a performance, and hold back their true selves. People really appreciate authenticity and relationships.
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