Dustin Markowski from Chartbeat joined us this week for the seventh edition of the Bowery Capital Startup Sales Podcast. Dustin is currently the VP of Sales & Customer Success at Chartbeat and formerly was the Head of the Enterprise Sales at Hightail and prior to that held the same role at ShareVault. He's been twice hired into organizations as the first sales leader over the top of several SDRs and AMs and came to the studio this week to speak with us about "Building Disciplined Sales Organizations."In our podcast Dustin and I cover the scenario that he faced when joining Chartbeat and how he built the individual sales contributors and the customer success team into a well oiled machine. We speak a fair amount about the nuances involved in building discipline and how he has dealt with issues like building discipline with individual sellers, forcing new or "the right" elements of pipeline contribution and lead generation, what to do when people start getting angry at the disciplined approach you are taking (!), and finally what impact this sort of discipline can ultimately have on your organization. Most SaaS companies go through these issues at some point between $1M and $5M in ARR and it is helpful to hear Dustin distill his experiences.
Russell Sachs from Work Market joined us this week for the sixth edition of the Bowery Capital Startup Sales Podcast. Russell has long been a sales leader in the NY community and is currently the EVP of Sales at Work Market. We sat down with him to walk through "The MEDDICC Sales Qualification Process." Back during his MessageOne and Dell days he learned the process from an old boss and it has stuck with him as a teaching tool in every company he’s been with since.For those that do not know, the principles of the MEDDIC (as it was originally known) acronym are generally know as the holy grail of sales forecasting and widely used today by many of the best SaaS companies. The MEDDICC acronym was originally developed at Parametric Technology Corporation (PTC) by the sales development team of Richard Dunkel and Jack Napoli. Why should you care? After the sales team adopted the MEDDICC qualification process, sales grew from $300MM to $1B and PTC met or exceeded every quarters revenue targets for 20 quarters in a row. Richard and Jack continue to teach the MEDDICC framework today and while there are a lot of sales methodologies out there, MEDDICC has survived the test of time and continues to be widely used.In our podcast Russell talks about where he learned the MEDDICC process and how he implements it at Work Market, how emerging SaaS companies should think about this framework to force analytical rigor, and what to do when MEDDICC is working and what to do when it is not working. Following the high level discussion, we dive into each component of the MEDDICC framework and Russell gives real world stories and thoughts on each component as well as tips and tricks that he’s learned over his 10+ years using the framework. To follow along with the podcast Russell was gracious enough to share an accompanying presentation which puts pen to paper on the full process. Given we cover a lot of information I’d encourage everyone to read the slides following listening to the podcast. Give it a listen!
Cezary Pietrzak joined us in the Bowery Capital offices this week for the fifth edition of the Bowery Capital Startup Sales Podcast. We chose a fascinating topic that Cezary has had a ton of experience around that we loosely called "Humanizing Data". Cezary has been a consultant to companies like Google and Y&R on the larger side and Appboy and DigitalOcean on the start-up side, and has also started his own company, Wanderfly (acquired by TripAdvisor). Time and time again he found sales and marketing teams knee deep in data without an understanding of the macro picture. As a result he started to develop a high level thesis and framework to help SaaS companies think more about the human side of the data as it related to customers, partners, stakeholders, and anyone that interacts with a company.In our podcast Cezary takes the listener through the high level framework and how he came upon the thinking and then we dive into specific examples of how companies use this thinking today. We cover specific SaaS examples and showcase how complimenting heavy analysis with some higher level understanding helps really target root issues and develop both practical and quantitative solutions. Cezary also talks about specific examples where the data can sometimes get you stuck and how humanizing it can pull you out of the weeds and help solve problems. Overall a really fascinating topic and one that I think many companies don't think enough about. The full transcript can be found here if you want to read. Give a listen and we hope you enjoy!