Welcome to another episode of the Startup Selling Podcast! In today’s episode, we have Andy Mowat, the VP of Growth Operations at Culture Amp.
Culture Amp is a company that makes it easy to collect, understand, and act on employee feedback so that you can build a better company culture.
I wanted to have Andy on the podcast because he focuses on the go-to-market strategies for sales, marketing, and customer success at Culture Amp.
His job is to figure out how to amplify revenue from the point of initial customer acquisition all the way through to customer retention and upsells.
I want to give you a couple of the highlights of our conversation so you know what to listen for as you are tuning in to this episode.
Some of the topics that we covered were:
- Operational tracking for sales and go-to-market operations.
- Data quality, performance tracking, and deal quality.
- The configured price quote.
- Pipeline quality, and how it's different than deal quality.
- Seven areas of sales operations, and what you should be tracking in each.
- Time-to-close and time-to-loss.
- Percentages of deals converted versus percentage of disqualified deals.
- Lead-to-account matching model versus an account-contact model.
- When to install a sales operations person in your company.
- NPS and the Confidence Question and how to think through evaluating your accounts on the customer success side of your business.
- Sale Not Acceptable (SNAP), and how at Culture Amp gives their salespeople the ability to disqualify sales leads.
- Sales compensation.
As you can see, we covered lots and lots of ground in less than an hour.
You should follow Andy on LinkedIn, he writes articles about marketing, sales metrics, customer success metrics, tech, and operations.
Where to find Andy:
LinkedIn: https://www.linkedin.com/in/amowat/
Welcome to another episode of the Startup Selling Podcast, in today’s episode we have Alex Goldfayne. Alex is a global sales consultant, speaker, and the author of a Wall Street Journal best-seller called Selling Boldly.
Here's an excerpt from his LinkedIn bio:
My consulting firm, The Revenue Growth Consultancy, creates an average annual revenue growth of 10-20% for my clients. Also. about once a week, I deliver keynote speeches, sales kickoffs, breakout sessions and workshops for various associations and companies around the country. The topic is sales growth, but I also dive deeply into confidence (instead of meekness), proactivity (instead of reactivity), and optimism (instead of pessimism). Fast sales growth is a function of mindset change and a system of simple behaviors.
After reading Alex’s book, I sent him a note on Linkedin. We talked on the phone, and we immediately clicked. So I invited him to the Startup Selling Show, and he graciously accepted.
The reason I wanted to have Alex on the podcast is to talk through the strategies he uses when he consults with large companies and their sales teams, and how you can implement them with your startup as you grow and scale.
In today’s conversation, we focused on how start-up sellers can change their mindset and use communication to increase sales.
Here are some of the topics that we covered in our conversation:
Where to find Alex on the interwebs:
Resources mentioned:
That’s it for now!
Welcome to another episode of the Startup Selling Podcast. Today’s episode is a bit different because there’s no special guest. It’s just you and me.
A couple of years ago I wrote a book “52 Sales Questions Answered” (get a free copy here).
Back then, I used to be really active on quora.com answering sales related questions. I got to the point where I had answered so many questions, that I decided to put them all together into a book and that’s how “52 Sales Questions Answered” was born!
Today’s episode is like an audiobook with comments. Meaning, I read the question, I read the answer I wrote back, and then I add comments based on new experience.
Since one episode is not enough to read the whole book, I chose a few questions that I think would be particularly relevant for CEOs or Sales Leaders that are managing a sales team.
Enjoy!
Welcome to another episode of the Startup Selling Podcast. Today we have Matthew Harrell as our special guest. He is a business leader, advisor, and angel investor. He has over twenty years of experience in enterprise sales and channel management at Google Cloud and Symantec.
In 2009, he started off with Google as a Strategic Accounts Manager. Since then he’s been quickly moving up the ladder. He was a Regional Sales Leader, then he was the head of Google Cloud Channel Business in the Americas, and now he’s the Head of Google Cloud Business in Latin America and the West.
A lot of his work today is focused on channel distribution, channel partnerships, channels sales, and partner development.
His LinkedIn job description says:
Lead team of 30 Channel Sales Managers and Partner Development Managers responsible for the Google Cloud partner business and channel go to market strategy for G-Suite and Google Cloud Platform across the US West and Latam. This includes owning the channel sales targets, ecosystem development of all channel types, including GSI's, MSP's, Regional Systems Integrators (RSI's), VAR's, Telcos, etc. and development of disruptive partner models that will drive significant scale.
Matt and I met around seven years ago.
I cold emailed him through LinkedIn and invited him to join a meetup group I was running back then. He graciously accepted and attended a meetup as a guest speaker to talk about enterprise sales. We’ve stayed in touch since.
I wanted to have Matt on the show to talk specifically about his work in channel partnerships and about indirect selling versus direct selling. Some of the topics we covered are:
Where to find Matt on the Interwebs:
The Elf On The Shelf Christmas Time Edition.
If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10).
Welcome to another episode of the Startup Selling Show - Talking Sales with Scott Sambucci... in today’s episode we have Shannon Waller…
Shannon Waller is a passionate expert on entrepreneurial teams. She’s been working with Strategic Coach since 1991 and she’s also the creator of The Entrepreneurial Team Program, a parallel program - for team members of her Coaching clients - that focuses on fostering a winning entrepreneurial attitude in its participants.
Shannon is a sought-after speaker, presenter, and coach. She’s a Kolbe Certified Consultant, and the 2015 recipient of the Kolbe Professional Award for individual leadership in building conative excellence.
She also co-authored the bestselling book Unique Ability 2.0: Discovery and has written two books about entrepreneurial team success.
Her first book, The Team Success Handbook, is a wealth of her distilled teamwork wisdom and includes 12 actionable strategies for working successfully in any entrepreneurial company.
Most recently, Shannon published Multiplication By Subtraction, a comprehensive guide to gracefully letting go of wrong-fit team members.
Shannon has been working with entrepreneurs over the past 27 years helping them build highly functional teams and with their entrepreneurial mindset.
In today’s conversation with Shannon, we talked about:
Where to find Shannon on the Interwebs:
Topic: Life is a verb
In this episode, the SalesQualia team talks about the meaning of the phrase “Life is a verb.”
Disclosure: Scott was highly caffeinated in this episode :-).
If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10).
Welcome to another episode of the Startup Selling Podcast, in today’s episode we have Brandon Bruce the Co-Founder and Chief Operating Officer at Cirrus Insight.
Since founding the company in 2011, Cirrus Insight has been listed in the Inc 5000 ranking for three years in a row… A list of the nation's fastest-growing private companies.
Cirrus Insight is an all-in-one sales productivity platform with world-class Salesforce integration. 250,000 people use Cirrus Insight and its sister products Attach.io and Assistant.to to work faster and smarter from the inbox and calendar. It allows you to Track emails, schedule meetings, set follow-ups and more, right from your inbox...
In my conversation with Brandon, we covered a lot of the early days at Cirrus Insight. We focused on how Brandon and his Co-Founder, Ryan Huff, built the company from 0 to +250,000 users…
Some of the topics that we covered are:
Brandon grew up in Los Olivos, a small California town of 800 people and had only
one classmate in grade school.
He loves endurance sports and raced his bicycle 508 miles across Death Valley in 2002 as part of the Furnace Creek 508 (https://www.the508.net/). He finished in 35 hours and 7 minutes. He also enjoys hiking, camping, and building with Legos. Brandon lives in Knoxville, Tennessee with his wife, Tricia, and their two children, Sonoma and Carson.
Brandon’s advice for Entrepreneurs and Founders:
“Stay curious.” & “Have the ability to make decisions.”
Where to find Brandon on the Interwebs:
Topic: When things don’t go as expected
In this episode, Scott tells us a story about an ultra marathon he ran where things didn’t go as he expected, the steps he took to deal with the situation, and how he ended making the best possible decision given the circumstances.
If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10 :-).
Topic: Pulling the trigger on projects or initiates.
In this episode, we talk about pulling the trigger on projects or initiatives you’ve had for a while… We give personal examples of how we delayed things, and provide some recommendations on how you can start your projects today!
If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10 :-).
Topic: Exercise for the busy people
In this episode, we talk about a couple of workout routines that busy,busy people can use to stay fit and healthy.
If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10 :-).
Topic: Sticking to your guns.
In this episode, we talk about "sticking to your guns."
If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10 :-).
Topic: Nutrition for a healthy life
In this episode, we talk about a couple of nutritional strategies that busy,busy people can use to stay healthy.
If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10 :-).
Topic: Extreme Ownership
In this episode, we talk about Extreme Ownership.
Books Mentioned in the episode:
Extreme Ownership by Jocko Willing & Leif Babin
If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10 :-).
Topic: Changing the way you work.
In this episode, we talk about why/when you should change the way you work and try a new approach.
If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10 :-).
In today’s episode of the Startup Selling Show we have Niko Hughes. Niko is the Co-Founder and COO of SDRemote.
SDRemote is an outsourcing & consulting company focused on helping early stage startups (Pre Seed - Series A) achieve market validation, logo acquisition and build the revenue stream they need to receive additional funding or reach profitability.
Prior to starting SDRemote, Niko spent the last 5 years working in sales and marketing with a number of different startups. Niko, along with his brother Anthony Hughes, decided to start SDRemote because they saw that early stage companies had a need to ramp up sales, but lacked the know-how.
Throughout the course of the conversation Niko and I talked about sales process management. We specifically focused on the top of the funnel.
Some of the specific topics we covered are:
Tools mentioned
Books Mentioned:
How to get in touch with Niko:
Get a FREE copy of my book: “Startup Selling: How To Sell If You Really, Really Have To And Don’t Know How.”
Justin, along with his brother, Co-Founded Disco, which is a software company that focuses on helping teams appreciate each other on top of other communication platforms.
Prior to Disco, Justin worked at Intuit as Territory Sales Manager, he was also Account Executive at Gigya, and Director of Enterprise Sales at Nomu.
In this episode we dove deep into Company Culture and Core Values. Some of the specific topics that we covered are:
Some of the books, and resources that were mentioned:
Where to get in touch with Justin:
Email: justin@justdisco.com
Linkedin: https://www.linkedin.com/in/justinlvandehey/
Website: www.justdisco.com
Welcome to another episode of the Startup Selling Show. In today’s episode we have Xan Gentile. Xan is the Head of Account Management at Blend (also, one the best dressed man in the mortgage industry). He has been with the company since it’s early days. Now they’ve raised a series D an the team has grown to 400+.
Xan’s has been selling large enterprise software deals to the mortgage and financial markets for three and a half years, so given his success and experience I thought he would be an AWESOME guest for the Startup Selling Show.
In this episode we went deep into Customer Success, Account Management, and Enterprise Sales. Some of the specific topics that we covered are:
How to get in touch with Xan:
David Dulany is the CEO and founder of Tenbound, which is a consulting and training firm that focuses 100% on sales development in the tech space in the Bay Area.
He’s also the organizer of The Sales Development Conference (Check it out here: https://tenbound.com/conference), and, as you can imagine, he’s an expert when it comes to sales development.
In this episode, we really focused on one main topic: sales development. Just a few of the things that we covered:
Some of the books and resources that were mentioned by David:
Where to find David on the Interwebs:
Getting in touch with David: www.tenbound.com/contact
Topic: Why Some Entrepreneurs Fail And Others Don't
In this episode we talk about why some entrepreneurs fail and others don't.
If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10 :-).
Today’s guest is Brian “I Help Startups Grow” Manning, he’s the Head of Growth at PatientPing which is a company in the HealthTech sector that connects health care providers and allows them to share information, coordinate care, and work together to get patients healthier faster.
Brian was also the CoFounder of Zocdoc's Enterprise Team and has been doing enterprise sales for 18+ years.
In this episode, we really focused on two main themes: Enterprise Sales and Sales Team Management. Just a few of the topics we covered include:
Some of the books and resources that were mentioned by Brian:
Where to find Brian on the Interwebs:
Hey Everyone -
Welcome to another episode of the Daily Dose. In this episode we talk about:
Enjoy!
Today we have Kris “Speedhunter” Duggan on the Startup Selling Podcast.
“If you’re not a sales-oriented founder, sales is a critical part of your business success and you can’t outsource it. You should put as much effort on sales as you put into product.” — Kris Duggan
Kris is an expert when it comes to startup sales, especially enterprise software. Kris’s experience and accolades include:
His 2018 goal is to help 100 startups, if you’re interested in getting help from Kris, you can just go to his blog at https://krisduggan.com/ and contact him through there. Look for the blog post titled – “ Live, Personalized Advice for 100 Entrepreneurs – How can I help?”
In this episode, Kris and I cover:
Some of the books and resources that were mentioned by Kris:
Where to find Kris on the Interwebs:
Welcome to another episode of the Daily Dose —
In this episode we talk about a bunch of tips on how to become a better conversationalist, some of the topics that we covered:
1- Five bricks a day.
2- Improve your conversation by improving your questions.
3- Have a set of go-to questions in case your conversation stalls.
Keep your eyes peeled for our next episode.