Sam Jacobs from Axial and Bryan Rutcofsky from Yext joined us this week for the fourth edition the Startup Sales Podcast. The topic of our discussion focused around "Scaling Sales with SDRs" and how to build a large sales team by utilizing sales development reps and their lifecycle from SDR to Account Executive and Beyond. Sam and Bryan have both been with their respective companies from the very early days and have learned from failures and successes what makes a good SDR and how to get the best results from these hires. They've trained hundreds of early sales employees in the art of selling and individually closed much of the early business at Axial and Yext.In our podcast Sam and Bryan talk to listeners about a number of high level elements associated with hiring SDRs. In today's startup environment it's extremely difficult to find quality sales talent and just as difficult to retain it. Sam and Bryan discuss their perfect SDR profile, how they go about training young sales teams, and how they encourage their teams to perform well at their job day in and day out. Following a high level discussion Sam and Bryan each reveal their most valuable tip on how to succeed as a startup sales person who's just getting into the game. Give a listen and we hope you enjoy!
JT Levin and Geoff Winchell from Sailthru joined us this week for the third edition the Startup Sales Podcast. The topic of our discussion focused around "Whale Hunting" and how to really build large accounts early on in your SaaS business. JT and Geoff were the first two sales hires to Sailthru and today manage the team that generally is focused on six and seven figure deals. They've seen 400+ customers and tens of millions of dollars of revenue through the life of the business and individually closed most of the big accounts that today make up a large portion of the revenue for the business.In our podcast JT and Geoff talk to listeners about a number of high level elements associated with winning whale customers and dispel the old adage that "nobody gets fired for buying IBM." Today's marketers and technologists are much more well-versed and knowledgeable and even a small SaaS company like Sailthru was able to land some very large business by operating more effectively early on. Following a high level discussion JT and Geoff each cover one of their larger whales and walk the listener through the scenario of how they got the lead, worked the account, and ultimately closed the business. They talk a fair amount about where the snags were and ultimately the lessons learned and tricks they used to win the business. Give a listen and we hope you enjoy!
Mitch Wainer from DigitalOcean joined us today for the second edition of something new we're trying here called the Startup Sales Podcast. The topic of our discussion focused around "How Marketing Drives Success In Your Early Days" and Mitch is one of the best minds on the topic having co-founded Digital Ocea. He's been the CMO of the company from the beginning and tested, implemented, and succeeded with more new ideas and tooling than we could mention in the podcast. Mitch is also a well known voice in the growth-hacking community.In our podcast Mitch walks listeners through what DigitalOcean did from a marketing standpoint with customers 0 through 50, then 50 through 2,000 and finally 2,000 and beyond. Mitch talks about the various tools and services the company uses to grow, the unique organization he has built around marketing, and how customers "bear hugging" customers and constant feedback loops have helped them better understand their own brand and positioning in the market.
Will BatsonfromClearSlidejoined us today for the inaugural edition of something new we are trying here called the Bowery Capital Startup Sales Podcast. The topic of our discussion primarily focused around making the most of SaaS trials and Will knows a thing or two about the topic having joined ClearSlide back in 2010 as their first sales hire when the busines had 2-3 customers. With thousands of customers today, $90MM+ in capital raised, and a ton of lessons learned Will was kind enough to share his expertise with an eye towards helping emerging companies think about SaaS trials.In our podcast Will talks about a number of topics including how to build "brand trust" early on to get a lead to trial your product, trial length versus value exchanged, how to deal with "trial fatigue" and force conversion to sign-up, when should your company not engage in trials, and finally how to get a trial customer to be your biggest evangelist. The full transcript can be foundhereif you want to read. Give a listen and we hope you enjoy!