With B.C. currently at greater than 100,000 jobs in tech and increasing at more than 7% per year, Silicon Valley experts warn that growth may be self-limiting unless companies invest as much in go-to-market expertise as in engineering
Winning by Design, the premier Software as a Service (SaaS) sales strategy consulting and coaching firm, announced that it has agreed to acquire Science to Sales, based in Vancouver, BC. Winning by Design is headquartered in Silicon Valley, California, has eight offices around the globe, and three hundred customers including Adobe, Showpad, and Zenefits. Science to Sales has been providing services to Silicon Valley firms such as Host Compliance, Sentient Technologies, Linc Global, and is now shifting focus to the Pacific Northwest. The acquisition signals a coming of age for Vancouver as a tech hub.
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Derek Sather, founder and managing director of Science to Sales and now managing director of Winning by Design warns that Vancouver companies should not overlook investments in go-to-market expertise: “Companies which innovate not only in what they sell but also in how they sell are winning big across business-to-business categories. A good example is software powerhouse Adobe, which saw their stock increase by 39.1% in the first half of 2018. Adobe has built an in-house Sales Academy program to onboard and coach new sales talent and frontline managers in partnership with Winning by Design.”
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“Vancouver has endless opportunities for inside sales talent to learn and grow their careers. However, we lack experienced senior sales executives who can navigate large complex sales. As a result, Vancouver technology companies struggle to fill senior roles and are often forced to source candidates in the US. Investing in the development of intermediate seniority talent and growing them into more senior roles is needed to help the Vancouver tech hub continue to grow and thrive,” added Vancouver-based Scott Barker, Head of Partnerships, Outreach.
Coaching SaaS Sales Teams Course
Winning by Design will kick off a coaching frontline manager course “Coaching SaaS Sales Teams” in Vancouver on January 10, 2019. Managers will learn how to implement a coaching culture and how to improve motivation and productivity using Sales as Science techniques.
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