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Bowery Capital Startup Sales Podcast

Bowery Capital is an early stage venture capital fund that focuses solely on helping portfolio companies with sales related challenges. This podcast is a discussion between the Bowery Capital team and experienced industry friends in an effort to help a younger generation of startups better understand the issues and pain points they will face when thinking about early revenue generation.
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Bowery Capital Startup Sales Podcast
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May 20, 2016

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!

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