Magazine Article | February 1, 2018

Five SaaS Sales Suggestions

Source: Software Executive magazine

By Matt Pillar, chief editor

Conversica’s AI-driven sales assistant is a new kind of sell, but veteran SaaS salesman Dave Marod is up for the challenge.

Dave Marod answers the phone in that welcoming Midwestern kind of way, warmly and as though he’s been looking forward to our conversation all day. I’m calling him to talk sales strategy at fast-growing Conversica, the bleeding-edge AI software company where he leads the sales effort. Our introductory small talk threatens to derail the interview from its start. Marod is a speed-freak motor head. He races motorcycles. When he feels like going fast, it’s a Ducati superbike — capable of reaching speeds of 170 mph — in AMA (American Motorcycle Association)-sanctioned competition. When he feels adventurous, he opts for his KTM woods bike, which he races up and down mountains for hours at a time in WORCS (World Off Road Championship Series) endurance events. At this realization, we take quite a departure from shoptalk. Both of my kids race in a similar off-road ATV series on the East Coast, so the conversation is fluent and excited. Here’s the thing, though — my kids are 11 and 13 years old. Marod is damn near 50.