Last summer, something monumental happened. One of Uncuffed's founding producers, Greg Eskridge, came home after more than 30 years in prison. In this episode we’ll bring you back to that emotional day last summer when he walked out of the San Quentin gates, free at last. Our work in prisons is supported by the California Arts Council, the California Department of Corrections and Rehabilitation, independent foundations, and donations from listeners like you. Learn more, sign up for Uncuffed news, and support the program at www.weareuncuffed.org Follow us @WeAreUncuffed on Instagram and Facebook Transcripts are available within a week of the episode coming out at www.kalw.org/podcast/uncuffed…
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Win Competitive Deals Through Excellent Support - Areya Dargahi, Director of Mid-Market Sales at Gainsight
Manage episode 453517536 series 3554012
المحتوى المقدم من Alan Zhao and Warmly - The B2B Signal-Based Go-To-Market SaaS Platform. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة Alan Zhao and Warmly - The B2B Signal-Based Go-To-Market SaaS Platform أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.
Areya Dargahi leads mid-market sales at Gainsight, a Series E SaaS company that helps businesses drive efficient growth by unifying the post-sales customer journey. Areya has built out their mid-market sales team from scratch, and now his team is bringing just shy of $10 million ARR.
Gainsight started off as an enterprise-only solution and then moved down to target SMB and mid-market clients. They saw that smaller companies had outgrown the tools available to them and realized there’s a huge opportunity to expand.
Although from a product perspective there weren’t many strong competitors that rivaled Gainsight, their downmarket motion still required quite a bit of competitive intel and strategy to ensure that Gainsight wins those competitive deals.ls. What really helped them was setting up a slack channel where the whole team monitors their competitors and shares their insights - whether they are positioning changes, new content releases or notes from going head to head on a deal.
Areya is a huge proponent of quick response times during the sales process. While features do matter, for upmarket deals there’s always a possibility that a feature gets custom built for that client, but in order to build enough mutual trust for such a big, two-sided commitment, something as simple as quick response times can work wonders when putting prospects at ease during the sales process.
Tune into the full episode to learn why you should improve your sales process by taking a customer success approach!
HIGHLIGHTS:
0:00 Intro
2:44 Getting to Sales and Customer Success alignment
3:57 Moving from Enterprise to Mid-Market/SMB
5:13 Building Gainsights competitive intelligence
7:40 The importance of quick response times
11:01 Relationship vs Outcome selling
12:53 Winning the deal is only half of the battle
17:54 Account Executives need product expertise
22:31 How to approach teaching AE’s product
Connect with Areya - https://www.linkedin.com/in/areyad/
Connect with Max - https://www.linkedin.com/in/max-greenwald/
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/
38 حلقات
مشاركةManage episode 453517536 series 3554012
المحتوى المقدم من Alan Zhao and Warmly - The B2B Signal-Based Go-To-Market SaaS Platform. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة Alan Zhao and Warmly - The B2B Signal-Based Go-To-Market SaaS Platform أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.
Areya Dargahi leads mid-market sales at Gainsight, a Series E SaaS company that helps businesses drive efficient growth by unifying the post-sales customer journey. Areya has built out their mid-market sales team from scratch, and now his team is bringing just shy of $10 million ARR.
Gainsight started off as an enterprise-only solution and then moved down to target SMB and mid-market clients. They saw that smaller companies had outgrown the tools available to them and realized there’s a huge opportunity to expand.
Although from a product perspective there weren’t many strong competitors that rivaled Gainsight, their downmarket motion still required quite a bit of competitive intel and strategy to ensure that Gainsight wins those competitive deals.ls. What really helped them was setting up a slack channel where the whole team monitors their competitors and shares their insights - whether they are positioning changes, new content releases or notes from going head to head on a deal.
Areya is a huge proponent of quick response times during the sales process. While features do matter, for upmarket deals there’s always a possibility that a feature gets custom built for that client, but in order to build enough mutual trust for such a big, two-sided commitment, something as simple as quick response times can work wonders when putting prospects at ease during the sales process.
Tune into the full episode to learn why you should improve your sales process by taking a customer success approach!
HIGHLIGHTS:
0:00 Intro
2:44 Getting to Sales and Customer Success alignment
3:57 Moving from Enterprise to Mid-Market/SMB
5:13 Building Gainsights competitive intelligence
7:40 The importance of quick response times
11:01 Relationship vs Outcome selling
12:53 Winning the deal is only half of the battle
17:54 Account Executives need product expertise
22:31 How to approach teaching AE’s product
Connect with Areya - https://www.linkedin.com/in/areyad/
Connect with Max - https://www.linkedin.com/in/max-greenwald/
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/
38 حلقات
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1 9x Presidents Club at HubSpot - James Stone, Head of Mid-Market Sales at HubSpot 27:48
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التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احبJames Stone (Head of Mid-Market Sales at HubSpot) has been with the company for 14 years, taking part in their growth from $30 Million ARR to $2.5 Billion in 2024. During this time, James has secured Presidents Club 9 times. HubSpot’s brand is best known for their inbound sales motion. Today in the mid-market sector, James mentions that 25% of their pipeline comes from their business development org, 25-30% comes from their reps proactively prospecting, and another 40-50% comes from inbound and their partner org. The partner program has been a huge focus in recent years, as having HubSpot be part of the onboarding and success process really helps mitigate churn. Tune into the full episode to hear more on how HubSpot is currently approaching their sales engine! HIGHLIGHTS: 0:00 Intro 3:21 How HubSpot onboards 10+ new sellers per month 4:41 Identifying which reps will succeed 6:43 Where does HubSpot generate pipeline? 8:21 How customer expectations have grown 11:51 Get your prospects team involved 17:18 How the role of data is changing 19:57 Reigniting closed lost deals 22:01 Uncovering the champion for change 24:54 Tips on making Presidents Club Connect with James - https://www.linkedin.com/in/jamesmstone/ Connect with Max - https://www.linkedin.com/in/max-greenwald/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/…
1 How to Become a Successful CRO - JD Miller, 5x Exit CRO, Author & Operating Advisor 29:47
29:47 التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احب29:47
التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احبJD Miller (CRO, Operating Advisor, Author of The CRO's Guide to Winning in Private Equity ) joined the show to help CRO’s beat the odds and stay in their roles longer than the average tenure of only 18 months. So why exactly are CRO’s getting booted so early in their journey with a new company? The easy answer would be that they aren’t hitting their revenue targets - but JD doesn’t agree. During his time as a CRO and now being on the boards of multiple companies, JD has realized that the real issue lies in board communication and realistic forecasting. The lesson here is that CRO’s need to be transparent with the board and they absolutely cannot afford to avoid giving bad news. The CRO’s who show the board what the weather's going to be are the ones who will last in their roles. JD’s experience as a CRO has shown him that the problem that organizations think they have isn’t always the reality. When he interviewed the company he joined, they were certain it was a sales issue, but after looking at the data - they were winning 35% of their deals, so the real issue at hand was lead generation. He doubled down on that and drove exceptional outcomes in the first 90 days. Tune into the full episode to learn how to become a CRO that lasts! HIGHLIGHTS: 3:11 Tips on going from $3 - $10 Million 4:36 Top performers aren’t always the best leaders 6:48 Is the sales compensation model outdated? 10:45 What skills should sellers prioritize in 2025? 14:41 Why is the average CRO tenure so low? 16:45 Diagnosing the real revenue problem 18:29 What makes a good CRO? 19:55 “Watch one, do one, teach one” 22:15 When should founders step out of sales? 24:31 Learning how to let go accelerates growth 27:47 Become a better CRO in 2025 Connect with JD - https://www.linkedin.com/in/jdmillerphd/ Connect with Max - https://www.linkedin.com/in/max-greenwald/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/…
1 Turning a Sales Tactic Into a 400+ Person Company - Kris Rudeegraap, Co-Founder/Co-CEO of Sendoso 29:41
29:41 التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احب29:41
التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احبToday’s episode welcomes Kris Rudeegraap, Co-founder and Co-CEO of Sendoso, the leading Sending Platform,that helps companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. A big part of Sendoso’s success is the fact that Kris built a platform based on his own domain expertise in sales. Back in 2014, he was an individual contributor who implemented strategic gifting as part of his sales strategy. He noticed exceptional outcomes tied to a very manual process and thought of building a better way. Fast forward 8+ years, Sendoso is a staple brand in the B2B tech space with 400+ employees, $152 Million Dollars secured in venture capital and no signs of stopping. Tune into the full episode to hear Kris’ journey! HIGHLIGHTS: 0:00 Intro 2:39 The Strategic Gifting method 4:43 How Kris came up with Sendoso 6:25 The journey of building Sendoso 10:15 How to transition out of founder-led sales 14:32 Should you implement strategic gifting? 20:04 Lead scoring matters 23:52 You need to use all available channels Connect with Kris - https://www.linkedin.com/in/rudeegraap/ Connect with Max - https://www.linkedin.com/in/max-greenwald/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/…
1 From Google To Founding Warmly - Max Greenwald Joins The Exceptional Sales Leader Podcast 57:32
57:32 التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احب57:32
التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احبWe're flipping the script - today's episode has Darren Mitchell interviewing the CEO/Co-Founder of Warmly - Max Greenwald - on The Exceptional Sales Leader Podcast. Tune in to learn the journey of the Revenue Rebels host!
1 Win Competitive Deals Through Excellent Support - Areya Dargahi, Director of Mid-Market Sales at Gainsight 33:30
33:30 التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احب33:30
التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احبAreya Dargahi leads mid-market sales at Gainsight, a Series E SaaS company that helps businesses drive efficient growth by unifying the post-sales customer journey. Areya has built out their mid-market sales team from scratch, and now his team is bringing just shy of $10 million ARR. Gainsight started off as an enterprise-only solution and then moved down to target SMB and mid-market clients. They saw that smaller companies had outgrown the tools available to them and realized there’s a huge opportunity to expand. Although from a product perspective there weren’t many strong competitors that rivaled Gainsight, their downmarket motion still required quite a bit of competitive intel and strategy to ensure that Gainsight wins those competitive deals.ls. What really helped them was setting up a slack channel where the whole team monitors their competitors and shares their insights - whether they are positioning changes, new content releases or notes from going head to head on a deal. Areya is a huge proponent of quick response times during the sales process. While features do matter, for upmarket deals there’s always a possibility that a feature gets custom built for that client, but in order to build enough mutual trust for such a big, two-sided commitment, something as simple as quick response times can work wonders when putting prospects at ease during the sales process. Tune into the full episode to learn why you should improve your sales process by taking a customer success approach! HIGHLIGHTS: 0:00 Intro 2:44 Getting to Sales and Customer Success alignment 3:57 Moving from Enterprise to Mid-Market/SMB 5:13 Building Gainsights competitive intelligence 7:40 The importance of quick response times 11:01 Relationship vs Outcome selling 12:53 Winning the deal is only half of the battle 17:54 Account Executives need product expertise 22:31 How to approach teaching AE’s product Connect with Areya - https://www.linkedin.com/in/areyad/ Connect with Max - https://www.linkedin.com/in/max-greenwald/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/…
1 How to Build a Mid-Market Sales Motion with Steven Wright, Director of Mid-Market Sales at Synergis 32:42
32:42 التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احب32:42
التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احبSteve Wright leads mid-market sales at Synergis, where they help companies find and retain top talent in technology. After 25 years of primarily serving enterprise clients, Synergis saw an opportunity to expand into mid-market - and the results have been phenomenal. The magic of mid-market is that it allows you to work directly with decision makers who have strategic, tactical and contract signing abilities all in one. They have less established buying processes, which can be a huge relief if your company doesn’t yet have a fully fleshed out enterprise motion. In today's softer market, mid-market companies are still big because they don't have the internal resources to do everything in-house. While enterprise clients can often leverage existing teams, mid-market needs external support to drive transformation. This has led to Synergis's mid-market division hitting 107% of plan even as enterprise slows. For companies looking to expand into mid-market, success requires deep domain expertise and the ability to be advisory rather than just a silver-tongued seller. The best salespeople combine enterprise best practices with consultative selling skills while continuously working on their output metrics. Tune into the full episode to learn how to build and scale a successful mid-market motion! HIGHLIGHTS: 0:00 Intro 1:00 Why mid-market? 3:12 Rewriting the enterprise playbook 8:08 Mid-market vs enterprise in 2024 10:31 Should you start selling into the mid-market? 16:33 Small vendors winning big deals 21:10 Best AI tools in 2024 Connect with Steve - https://www.linkedin.com/in/stevenwwright/ Connect with Max - https://www.linkedin.com/in/max-greenwald/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/…
1 How to Master HubSpot in 2024 - Ali Schwanke, Founder of Simple Strat 27:58
27:58 التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احب27:58
التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احبAli Schwanke (Founder @ Simple Strat) is an expert in helping companies get better and faster results through mastering HubSpot. Her company is a Diamond Solutions Partner and she’s the host of HubSpot Hacks, the #1 unofficial YouTube channel for HubSpot Tutorials. Even though HubSpot positions itself as a plug and play solution that’s easy to set up, Ali believes that the best HubSpot strategies start with a whiteboard and a chart. You need an understanding of what exactly is the purpose of your CRM and how it can best integrate with your team's existing workflows. Intent mapping has proven to be a winning tactic in 2024. With the right tech stack you can start to truly focus your sales efforts towards leads that have the highest likelihood of closing. Ali recommends identifying false signals like existing customer website visits to help make the process more efficient. Automations are a necessity, but over-automating can cause complications down the line, especially as you scale your team. Tune into the full episode to get a real lesson in RevOps and master your CRM! HIGHLIGHTS: 0:00 Intro 1:51 Product-market fit is a must 3:41 Clearbit + HubSpot = Data Enrichment 5:31 How to build better workflows on HubSpot 7:08 Orchestrations in HubSpot 9:11 First steps towards lead scoring 11:50 Lead Gen vs Demand Gen 13:21 HubSpot configuration dream state 16:11 Best HubSpot Hacks 19:17 There is no automation silver bullet 20:52 Top 5 Don’t Do’s in HubSpot 22:37 Max’s bonus Don’t Do 25:05 Top 3 HubSpot Dashboards Connect with Ali - https://www.linkedin.com/in/alischwanke/ Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/ Connect with Max - https://www.linkedin.com/in/max-greenwald/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/…
1 Stop Losing Deals to Procurement - Mike Lander, CEO at Piscari 33:35
33:35 التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احب33:35
التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احبMike Lander is an expert at handling procurement and helping sales teams increase their win rates in the mid-market and beyond. After years of founding companies, running consultancies and scaling teams, Mike took his experience as a buyer and started Piscari to help sellers better understand how buyers think and how to walk away from negotiations with their desired outcomes achieved. The biggest mistake a seller can make when dealing with procurement is sticking their head in the sand and expecting the deal to go through. There’s a common myth that procurement refuses to work with SME’s - and that is simply not the case, as they value the flexible and entrepreneurial approach that smaller companies bring. To win over procurement, you need to understand what they value and be proactive with your approach. One thing to always remember is that procurement aren’t the budget holders - they are the guardians of the budget, which means that their interests are aligned with mitigating risk and increasing savings. The best thing you can do is involve them early on - get added to their supplier lists, pass any checks and really introduce yourself so that you’re not starting over when the sales cycle looks to be almost finished. Tune into the full episode to learn how to handle procurement and win upmarket deals! HIGHLIGHTS: 0:00 Intro 3:04 Who are procurement teams and what do they want? 9:51 How to prepare for procurement 13:20 How to quantify ROI 15:49 Challenge procurements thinking 20:36 Who does procurement report to? 23:04 Stop wasting time on unwinnable deals 25:55 The Incumbent wins most of the time 27:27 Winning in competitive bid processes 30:04 Get good at RFP’s Connect with Mike - https://www.linkedin.com/in/mikelander/ Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/ Connect with Max - https://www.linkedin.com/in/max-greenwald/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/…
1 How to Transition out of Founder-Led Sales - Alex Newmann, CEO & Founder of Newmann Consulting Group 21:13
21:13 التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احب21:13
التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احبAlex Newmann (Founder & CEO of Newmann Consulting Group) is an expert at helping founders of B2B companies (either bootstrapped or Series A funded) transition out of founder-led sales, make their first sales hires and build a scalable, repeatable sales process. In this episode, he sits down with Alan Zhao to help change the way you think about making your first sales hires and bring some light to a few strategic mistakes that lead to unsuccessful sales handoffs. When taking the leap out of founder-led sales, you don’t really need to reinvent the wheel. Alex says that no matter your GTM model - PLG, Enterprise or inbound-led - the playbook already exists and you should use it to structure 80% of your strategy. The rest revolves around your ideal client profile, sales cycle, niche and messaging. Your first hire is pretty much the most important decision you’ll make when transitioning. Hiring too early will cause a lot of inefficiency and burn out even the brightest sales hire, that’s why you need to achieve product-market fit prior to that. Same goes for hiring a sales leader before you have a sales team assembled, as their expertise won’t be super useful and you’ll be burning money. The founder should start by producing some sales wins alone, then documenting the process, establishing their ICP and dialing in their messaging. After you’ve built your preliminary sales process, make your first hire and scale further by hiring in small groups - that way they’ll have some internal competition to keep things exciting, as well as a peer group that can learn and develop together. Finding the right fit during the interview process is another strong indicator of a successful, long-term hire. Before hiring, Alex recommends first identifying the technical level of your target buyer and evaluating whether it’s possible to teach someone the ins and outs of the market within a reasonable amount of time. Then, consider your “ideal sales profile” - their industry experience, their stage fit and their personality traits. Tune into the full episode to learn how to transition out of founder-led sales! KEY INSIGHTS: 02:21 Picking the right sales playbook 03:15 When do you start delegating sales? 06:46 Don’t bring sales leaders on too early 08:11 Evaluating your first sales candidates 12:19 What answers to look out for 15:16 Fixing the leaky bucket of churn 17:20 The optimal way to acquire sales leaders Connect with Alex - https://www.linkedin.com/in/alexnewmann/ Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/…
1 Building High Conversion B2B Landing Pages - Sahil Patel, CEO of Spiralyze 37:39
37:39 التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احب37:39
التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احبToday’s episode welcomes Sahil Patel, CEO of Spiralyze. They help companies grow by providing data-driven performance Conversion Rate Optimization (CRO) services. The point of a great landing page is to lead your potential clients to take action on your offer - whether it’s a demo, a strategy call or a free trial. Sahil mentions that while lead gen gets a bad rap on LinkedIn, it’s still part of a holistic brand strategy and exists as a necessary bridge between prospects liking your brand from afar and prospects actually talking to your team. A great landing page can hook your prospects into taking action, which can ultimately be the difference between you and your competitors getting a chance to make their case that their product is a good fit for the prospect. Sahil considers a double-digit lift in your metric of choice as mission success when optimizing your landing page. Most companies don’t see this level of improvement because their landing pages consist of a huge wall of text that’s boring, their forms are too long and they don’t actually show you the product. When asked about examples of great landing pages in SaaS, Sahil refers to Service Fusion and Record360. The strategy of showing your product on your landing page is what Sahil calls the “shiny car in the parking lot” - when you see it and you want it. A big part of becoming a shiny car is credibility. While building brand credibility happens outside of the landing page, you still have real estate within the page to place exceptional testimonials from those clients that have the biggest brand and best match your ICP. A great testimonial should have a simple message that roughly translates to: “I bought the product and it worked”:. Tune into the full episode to learn more on how to build a high performance B2B landing page. KEY INSIGHTS: 02:06 Increasing your landing page conversions 06:05 Examples of great landing pages 08:19 The point of a landing page 11:25 Differentiating intent 13:27 Mapping your visitors by intent 19:02 Adding credibility to a landing page 24:04 Optimizing for low-intent visitors 25:25 How to measure visitor intent Connect with Sahil - https://www.linkedin.com/in/sahilanamipatel/ Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/…
1 Generating $2.8 Million in Pipeline at Demandbase - Austin Jouett, AE at Intensify Demand 32:45
32:45 التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احب32:45
التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احبToday’s episode welcomes Austin Jouett, Full-Cycle Account Executive at Intentify Demand - a provider of demand and lead generation services, specializing in B2B sectors such as SaaS, IT technology, FinTech, Martech and HR Tech. They help businesses connect with their ideal prospects by delivering high quality and meticulously verified data including contacts, companies, firmographics and technographics. Austin started out in door-to-door sales. There he was trained to never take no for an answer, which led to a lot of aggression from his prospects. This made him appreciate the safety of remote phone sales and gave him a thick skin when it comes to rejection. His first SDR gig was at Demandbase, where he generated $2.8 million in pipeline becoming their top SDR in 2022. He started off as an inbound SDR, where he used qualified.com and an in-house ABM platform to prospect into deanonymized accounts. Prospects had to go through 3 different passes between differently ranked salespeople, which is not a great customer experience and led to a lot of ghosting. Austin’s daily workflow for inbound and upsells consisted of taking the users of their ABM platform, analyzing signals within Demandbase and writing pipeline acceleration reports for his prospects. This got him to book a record of 16 meetings in a single month, which was 2.5x his quota. Tune into the full episode to learn Austin’s way of generating pipeline! Connect with Austin - https://www.linkedin.com/in/austinjouett/ Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ (05:13) - What D2D skills translate to SDR skills? (07:25) - Human-level prospecting (08:20) - How Demandbase SDR’s prospected (10:33) - Stop passing around prospects (15:28) - Prospecting into net new accounts (21:22) - Turning prospects from cold to warm (24:25) - What signals work best during outreach? (27:02) - How to improve your signal-based selling approach…
1 WTF are Signals? How to Build Your GTM for ROI with Chris Walker & Alan Zhao 52:54
52:54 التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احب52:54
التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احبIn case you missed it - today’s episode contains the recording of the June 6th live event with Chris Walker and Alan Zhao about how to implement a signal-based go-to-market approach. Chris’s new company, Passetto , combines proprietary signal-based analytics technology with expert strategic consulting to help B2B companies create breakthroughs in growth and profitability using data. Signal-based go-to-market is an evolution of how sales teams identify which prospects have a higher likelihood to buy based on their engagement with vendors. These signals can be anything from a website visit to a “like” on a LinkedIn post. By identifying which signals have the highest intent, sales teams can then build a strategy around reaching out to the right accounts at the right time based on data, instead of taking a spray and pray approach to prospecting. Check out the recording to learn how to implement a signal-based go-to-market approach! KEY INSIGHTS: 01:06 Why should we care about Signal-Based GTM? 02:40 Why signal-based selling is trending right now 04:33 Right fit vs right time vs right message 07:27 Signal-based categories and platforms 10:01 The problem with implementing signal-based platforms 11:54 Advantages of having a smaller GTM team 13:27 What are signal-based analytics? 14:53 Scrappiest way to approach signals 15:49 The ideal way to implement signals 20:01 How to track signals 25:45 Structuring your signal data collection 28:24 Who should implement signal-based GTM? 30:12 How RevOps can pivot to signals 34:55 How to prioritize signals? 36:35 Building a modern GTM motion 40:21 Getting to $1M+ ARR 43:29 How to collect signal data 46:50 How branding improves sales outcomes 49:32 Choosing marketing channels outside of LinkedIn…
1 Creating a Culture of Empathy in Sales - Brian Lawrence, VP of Sales at Clazar 16:44
16:44 التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احب16:44
التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احبToday’s guest is Brian Lawrence, VP of Sales at Clazar - the cloud GTM co-pilot for software businesses of all sizes that recently received their $10 million Series A round. Brian started his career at Oracle, where he moved up quickly and became one of the youngest managers at the company. When he was climbing up the ranks, a big part of his success was his willingness to learn and having a high level of curiosity. His leadership style is centered around building a culture of empathy, trust and collaboration. Brian doesn’t consider someone an A+ player solely based on their numbers. Instead, he looks for candidates that not only carry themselves up, but also those around. His biggest regrets as a sales leader have always come from hiring people who showed immediate red flags. Empathy, when displayed towards prospects, is one of the best ways to ensure that they’ll trust you and end up going with your solution when they’re ready to buy. At HelloSign, Brian had to build a strategy on how to sell to developers, who aren’t typically susceptible to aggressive sales tactics. They created content that showed a ton of self awareness and rebuilt their sales motion to cater to their new ICP, which ultimately won them enough business to get acquired by Dropbox down the line. Tune into the full episode to learn about how to make empathy your ultimate sales superpower! KEY INSIGHTS: 03:01 How to move up the ranks in sales 04:13 Infusing empathy into your leadership style 06:14 Why a culture of collaborators wins 08:32 Using empathy to win deals 12:01 How to become an expert in your market Connect with Brian - https://www.linkedin.com/in/briantlawrence/ Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/…
1 0 to $30 Million ARR with 4 Salespeople - Ryan Staley, B2B AI Sales Expert & CEO of Whale Boss 27:20
27:20 التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احب27:20
التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احبThe jury is still out on the right way to utilize AI in B2B sales. One thing is sure - AI and automation powered sales teams that stay lean are winning at a much higher rate than those who have gotten comfy over the last few years and have yet to figure out how to delegate gruntwork to machines. Today’s guest is a master of sales efficiency. Over 5 ½ years, his team went from $0 - $30 million in ARR with only 4 salespeople using a truly efficient sales process, and now he’s gone all in on AI transformation for B2B sales and go-to-market as a whole. Ryan Staley is the Founder & CEO of Whale Boss - a consultancy that helps Chief Revenue Officers & Sales Professionals leverage AI to work 10 hours less weekly and 2x their performance. He's also the host of The Scale Up Show - a top 2% podcast where he deconstructs how the top SaaS CEOs in the world grow their companies repeatedly and predictably. During his early days as a sales leader, Ryan received quite a bit of flack for not having the right processes and systems in place to build a repeatable and scalable sales process. When opportunity struck and Ryan moved upmarket, he was determined to not make the same mistake again. His first a-ha moment came when he realized that most SaaS sales leaders don’t analyze their deal metrics enough to niche down and achieve efficient growth. Ryan then started looking at the patterns between the biggest deals they closed and took a data-driven approach to the top 40 deals the company had closed. He noticed that certain verticals had better outcomes than others, and the real kicker was that a few of these verticals weren’t a focus point. His team then narrowed down on the few niche profiles that received the most value from their product and made it their full focus. Tune into the full episode to learn more on how to become an efficient and effective sales org! KEY INSIGHTS: 04:01 Going from 0 - 30$ Million with 4 Salespeople 06:22 How to find your true ideal client profile (ICP) 09:04 Which metrics should you track? 11:34 Why sales methodologies are flawed 13:57 Building a team of efficient sellers 15:47 Systemising your referral stream 17:03 How to utilize AI in B2B 20:29 Approaching AI the right way 22:29 Finding your personal AI use case Connect with Ryan - https://www.linkedin.com/in/ryan-staley/ Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/…
1 How LinkedIn & Cameo Built Their PLS (Product-Led Sales) Motion - Karen Chi, Founder of Karen Chi Consulting 34:32
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التشغيل لاحقا التشغيل لاحقا قوائم إعجاب احبMany people don’t realize this but quite a few of your favorite platforms, including LinkedIn and Cameo, have implemented a product-led sales (PLS) motion a long time ago. In short, product-led sales is a go-to-market approach that relies on existing users of the product to drive revenue. Here’s the problem - if your PLS motion is implemented without a strategic approach to customer experience and enablement, you’ll end up in a worse position than if you gated the platform from the get-go. Today’s episode welcomes Karen Chi - Founder of Karen Chi Consulting and former GTM leader of LinkedIn and Cameo. She’s also the Co-Founder and Managing Partner of inVest Ventures - a Community VC fund investing in LinkedIn alumni founders building great companies. There’s a common theme between signal-based GTM and product-led selling - interpreting data and predicting behaviors. Even though the concept of signal-based sales and product-led platforms started making waves recently, the concepts have been around for a long time. Karen recently attended the PLGTM conference and she’s ecstatic to see that there’s a passionate community around product-led companies. Building a successful product-led sales motion requires a huge paradigm shift in how you think about your go-to-market. Karen says that you can’t expect your product-led motion to carry the weight throughout the whole sales process. Instead, you need to approach it with the mindset of “how do I build my product so our customers can get from 0-1 themselves” and then sales can take them from 1-100. The self-service experience can’t be just a glorified lead generation tool, as you end up creating a situation where your potential client lowers their expectations of the value of the platform effectively disqualifying themselves early in the process. Check out the full episode to learn more about product-led go-to-market! Connect with Karen - https://www.linkedin.com/in/karenychi/ Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ (05:32) - Starting a Venture Capital fund (08:32) - What is Product-Led Selling & Signal-Based GTM (10:31) - How to set up your PLG/PLS motion (14:05) - When to involve salespeople into your PLS motion (16:33) - How to educate your users (20:46) - Using the right channels to convert clients (22:57) - How to serve your free tier users (25:51) - Growing Cameo's PLS motion (31:10) - How to become a great PLS sales rep…
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