This week, we welcomed Don Otvos into the Bowery Capital studio to discuss "Shortening SaaS Sales Cycles." Whether it's your average cycle across all opportunities or that one yet-to-close whale eating up resources, time-to-close is a universal concern. Don has deep experience in and an excellent background for dealing with this problem. Currently, he is the VP of Sales Ops at DataHug, a sales optimization platform that helps reduce the blind spot for sales managers so they can forecast more accurately and better coach their reps. Prior to that, Don series as a Senior Manager of Global Sales Ops at Yammer, and beforehand spent time an Account Management roles at Mulesoft. In our episode, Don describes a great framework for how to go about solving the sales cycle problem in your own environment. The framework covers three main steps, each of which we explore in depth: (1) focus getting a foot in the door; (2) discover the "compelling events" that occur in your SaaS sales cycles; and (3) institutionalize learnings into your sales process to affect change. Give a listen and we hope you enjoy another edition of the Bowery Capital Startup Sales Podcast!
This week we were in the studio with Mateo Askaripour to discuss "The Monday Sales Meeting: Purpose, Power, Possibilities." Mateo currently leads Sales Development at Grovo and is responsible for the growth and development of both outbound and inbound lead generation efforts, reps, and success. Mateo definitely knows a thing or two about The Monday Sales Meeting and walks listeners through a structured chat about why to do it, when to do it, and how to do it. We cover a lot of ground in this edition with Mateo giving any SaaS founder an easy to understand playbook for how to execute solid Monday sales meetings. He gives listeners some great tricks around how to encourage participation, individual rep development, and overall ways to make The Monday Sales Meeting fun. We also cover many serious topics like the metrics that need to be tracked, how to think about the development and growth of your own Monday sales meeting, and finally how to empower your salespeople to better understand their own verbal and non-verbal tonality through this meeting. Give a listen and we hope you enjoy another edition of the Bowery Capital Startup Sales Podcast!
John Affourtit came on to the Bowery Capital Startup Sales Podcast today to chat specifically about "Getting Unstuck In SaaS Sales." John is currently the Director of Enterprise Sales at Sparkcentral where he sold and manages many of the larger relationships including T-Mobile, Delta Airlines, Netflix, Uber, Nordstrom and Discover Financial. John is one of the most tactical helpers we know and spoke with the Bowery Capital team about everything and anything related to getting unstuck in sales. He first covers the specific categorizations of stuck deals. Then he moves on to a concept called a MAP (mutual action plan) that John and his team use to get unstuck. Next he talks about some of the tips and tricks he has learned along the way to help get unstuck and finally John talks about some of the major deals that he has closed and how he has gotten unstuck from the various issues and situations that have come up.