Mark Roberge joined us this week for a very special podcast to talk about the launch of his new book titledThe Sales Acceleration Formula: Using Data, Technology, and Inbound Selling To Go From $0 to $100 Million. We cover a specific component of his book called "The Sales Hiring Formula." Mark has long been a supporter and advisor to the Bowery Capital portfolio and he is currently the Chief Revenue Officer of the Sales Division atHubspot. He is one of the only sales leaders we know who has "gone the distance" starting as employee #4 and growing the sales organization to over 450 people, $100MM in ARR, and 10,000+ customers. His book is the distillation of all he's learned over the past 7 years in the seat and is chock full of sales and marketing insights for any SaaS founder. Go on over to Amazon andgrab a copy now!We start the discussion on how Mark thought initially about sales hiring at Hubspot and how his quantitative background informed his thinking of developing a specific sales hiring formula. We then dive into the actual formula that Mark invented and Hubspot uses to this day and cover the specific traits that they care about when hiring sales people when anchored against his sales hiring formula. Once a SaaS founder has the sales hiring formula, Mark then runs through how to continually test and tweak it over time. Following, we cover some of Mark's lessons on where to find sales people and how to optimize for getting the best candidates coming through your door. Things like forced referrals, passive emails, and building your own recruiting agency will all be new to most founders out there thinking about sales hiring. We close the discussion on what the best profile is for a first sales hire and what specific triggers need to be in place to first make that first sales hire. Give a listen below to the great discussion we had!
David Levy joined us this week for another episode of the Bowery Capital Startup Sales Podcast. David is an enterprise Account Executive at Crittercism, to discuss "Selling SaaS At The Outpost." We constantly talk a fair amount on the podcast about tactics of selling SaaS from your company's headquarters but what about those of us that may not be in HQ and are Selling SaaS At The Outpost? David was the 4th sales hire into Crittercism, a first mobile application performance management (mAPM) solution, and the first hire not based in the company's headquarters in San Francisco. He was the quintessential person selling SaaS at the outpost beginning in New York and building some serious scale for the company early on. Today his coverage is all the way up to Boston and down to Atlanta. David talked with us specifically about several components that matter most as a SaaS Account Executive not in your headquarters. Thinking about things like consistency of communication with HQ, working and discussing on the ground learnings constantly with other AEs that are in your HQ or other regions, learning from other AEs at other companies in your region,executing eventsand going to other smart events in your territory, and finally getting back to your HQ to meet with product, marketing, executive, and sales teams to discuss what is happening on the ground are all key to selling SaaS at the outpost. We talk about the initial days of setting up the Crittercism outpost, how David balanced selling andgetting some quickwins with starting to build out some repeatability and foundation, and finally the model David believes is the best way to really maintain a great working relationship with your HQ. All in it was an excellent discussion about a generally overlooked topic that many SaaS founders don't think a lot about when hiring that first sales person to a territory. Give a listen below and if you canreview uson iTunes it would mean a lot!
Matt Bachmanjoined us in the studio this week to talk about "Building Your Channel Program." Matt was one of the earliest employees at Acquia and came onto the podcast to discuss a common area of thinking for many SaaS founders. As you start to grow in the market with your sales efforts how do you compliment this and add a channel program to start to build beyond your own selling capacity?In our podcast Matt and I dig in to what it means to create a channel program and why any SaaS startup should think hard about building this element of their business out early on. We dive into the specific components necessary to make a program like this successful, how you should think about growing it to become a huge part of your sales and marketing efforts, and finally how to maintain it and keep the best channel partners and eliminate those that don't ultimately perform. Matt has a ton of experience in this space having been one of the first sales employees at Acquia and on the founding team of the BD/Channel Partnerships effort so he knows his stuff and shares it with us. Give a listen and we hope you enjoy!