This week the Bowery Capital team hosted Gabe Larsen, Director of Sales Strategy at InsideSales, to talk about sales cadence strategies that work. InsideSales.com offers the sales industry a comprehensive sales acceleration platform that creates high-performance sales teams with breakthrough technology. In our podcast, Gabe and I discuss a systematic approach to cadence, best practices to manage your efforts, and how to grow and customize an optimal cadence to match your business needs. He speaks about the definition of sales cadence, and how different aspects of the sales process (such a calls, emails, and social touches) can be tweaked to better serve varying sales situations. We further dug into some unique models that Gabe has seen, and what people are using outside of a core cadence to better connect with often busy and distracted decision makers. Finally, Gabe takes us through what has worked for his team at InsideSales, and what a successful sales cadence looks like. Listen here, learn more below, and make sure to subscribe for a new episode every Friday!
Gabe joined InsideSales.com with over 15 years of experience in revenue generation, from helping financial clients price and trade complex derivatives to helping multi-national organizations penetrate new markets. As Director of InsideSales.com’s Labs, Gabe’s expertise has helped over 200 clients solve the biggest problems in the Sales Acceleration space. After co-founding his own company in partnership with Dave Elkington, current CEO of InsideSales.com, Gabe worked at Accenture and then joined Goldman Sachs as an Equity Derivatives Specialist. He joined Nobel Prize winner and world-famous behavioral economist, Daniel Kahneman, at Gallup and spent four years as an international strategic consultant working with clients like Toyota, Honda, Heinz, IKEA and TD Ameritrade. Gabe helped establish Gallup’s Middle East presence and doubled the region’s revenue in his first year by helping close a ten-million-dollar deal.
Gabe has also established himself as an international expert, speaker and thought leader by writing and speaking about inside selling and its ability to drive predictable revenue.
For more podcast episodes from the Bowery Capital Startup Sales Podcast, go here.
This week, the Bowery Capital team hosted Steve Bachert, VP of Sales at Uptake, to discuss "Taking a SaaS Account Enterprise-Wide." Uptake is a predictive analytics software company that captures new value for Fortune 1000 companies by connecting and analyzing massive amounts of untapped data. Experienced SaaS salespeople will be familiar with a common scenario: you've landed into a SaaS account somehow, whether through a division, line-of-business employees, or perhaps even just through a beta program. Now you're faced with the challenge of expanding that SaaS account to cover the entire organization (e.g. an enterprise-wide deal). In this episode, we'll discuss the what to expect and how to prep your org to guide those whale SaaS accounts to close.
Things get complicated and burdensome fast when pursuing a company-wide enterprise deal. Especially when that SaaS account is a 500+ person organization, publicly traded and / or in a regulated vertical, you've got a whole new slew of potential considerations: security audits, F500-grade contract review, administrative requirements, regulatory & PCI compliance, DLP concerns, a new SLA / MSA scope, a new set of stakeholders getting involved from finance to IT, and much more. In our podcast, Steve and I started by defining the problem at hand, drawing on his deep enterprise sales experience at Uptake, Cloudera, HP and elsewhere: what does it mean to take a SaaS account enterprise-wide? We then broke down the how Steve has addressed this problem in the past, including amongst other things the common "tipping points" at which a SaaS account might be ready for that enterprise-wide pitch. In this week's episode, you'll have the opportunity to learn from Steve what to expect when selling big, what worked for him and what didn't, and how to best ready your sales organization for the onslaught of organizational overhead courting a F500-level contract can often bring. We finished the session with Steve's key takeaways for startup founders and early-stage sales leaders when first facing the challenge of bringing SaaS accounts enterprise-wide.
Steve Bachert is the VP of Sales at Uptake, and the perfect guest to enlighten us on the subject at hand. Steve has over 12 years of executive sales experience, and over the course of his career has been directly responsible for over $130MM in revenue. Some of his previous roles include: Senior Director of Sales at Cloudera, VP of Sales at Hewlett-Packard, EVP of Sales & Field Operations at Digital Fuel Technologies, and VP of Sales at Parametric. Steve earned his BS from Northern Illinois University and received his MBA from Loyola University.
This week the Bowery Capital team hosted Allen Gannett, Founder and CEO at TrackMaven, to talk about content marketing for SaaS startups. TrackMaven monitors activities across 15 digital channels to help marketers understand which content drives engagement and conversion. In our podcast, Allen and I discuss how startups should think about content marketing, how mature they should be before implementing a content marketing strategy, and the general guidelines for a successful campaign. He speaks about the issues with content marketing early on, and how a lengthy pay-back period can be off-putting to companies seeking more immediate ROI. Allen dives into what worked at TrackMaven, and how they grew their content catalog and viewer base. With a platform that serves marketing leaders from 100's of the worlds best brands, we are thrilled to have the chance to get Allen's insight!