Podcast: Talking SMB Sales with Cisco’s Jenn Allen

Jenn Allen believes most tech companies are getting it wrong when selling to “cloud native” small businesses. And getting it right is important, given we’re looking at a pretty rapid transition from older to younger business owners in the coming years as Baby Boomers set to hit retirement age at a 10,000 per day clip (give or take).

Allen is the latest guest on the Local Search Association’s On Target podcast. On the podcast Allen, whose title is go-to-market Lead for Cisco’s SMB segment, and I talked about “cloud natives” (largely millennial SMBs that start their businesses using cloud tools), product bundling and the prospect for the holy grail of sales — a self-service, guided selling platform.

“Cloud natives grew up living on apps that live in the cloud,” Allen said. “These millennials have huge aspirations. I read that 75% say they want to own their own businesses. They are very different from the boomers and my generation. They don’t want to go to work for large corporations.”

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