The Power of Sales: Notes from the SATAI Conference, San Antonio, Texas

Yesterday I had the pleasure of attending the STARs 2009 Technology Innovation Conference sponsored by SATAI, where venture capital and entrepreneurs come together for a mutual exchange of ideas with the goal enterprise formation. Simply put, how to build companies that will endure and create jobs in South Texas. While the conference was interesting on many levels, it became increasingly clear that the skill that matters most of all is the power to sell.

Jake Wengroff, Global Director of Corporate Communications for Frost & Sullivan provided a valuable break-out session on “Twitter or Not – The Business Case for Social Media,” where he challenged companies to task their sales force to become a social media force by embracing these technologies instead trying to control them. Instead of containing the message, Wengroff offered sage advice to companies imploring them to keep their message genuine, organic and authentic. This seismic shift in corporate communications requires honesty and a long-term view, but as Wengroff explained also has the potential or significant long-term pay-off. Wengroff provided a clear vision of the power of social media to enhance the brand, expand the network and improve customer insights and relations. Most importantly, however, “Twitter or Not” provided entrepreneurs a look into the power of social media to help drive sales.

The power of sales was also clearly seen at the end of the day during the elevator pitch contest. While many of the contestants had interesting business ideas that solved for real-world problems, it was the salesman of the bunch that took home the prize. His demeanor was cool and confident as he worked the room for a mere 90 seconds. Compare the winner’s pitch to the scientist who probably had the best technology at the event and we had the classic case of style over substance.

While sales was not the focus of the event, it became increasing clear through out the event that it is critical skill of any entrepreneur looking to compete in and increasingly competitive business environment.

Michael Seringer
VP Operations

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