Hash It Out By Foundership - Demystifying Web3 for Doers

Join us on a new season in Sales & Growth Marketing Series, where we bring in Leaders in Sales & Marketing to share their insights

Speaker - Anurag Srivastava GM - APAC & Japan @ Vymo 

Host - Bimlesh Gundurao - Chief Coach @PITCHCAMP.in

In this session we will talk about

1. Finding your ICP and new business development

2. The holy trinity - sales, pre sales, customer success for a new territory

3. Skilling for New logo Vs key account management

4. Incentives/OKR's drive behaviours

5. Renewals are a gold mine

00:00 About PITCHCAMP

01.30 Anurag Introduction

04:00Joining a Startup and starting the Sales Journey as a leader

06:20 Evolution of getting into the Market & ICP

11:05 Current ICP

12:40 figuring out and reaching the right ICP

13:50 Inside Sales & Field Sales in India for Customer Acquisition

20:05 Channel Partner eco system

25:35 Channel Partner Readiness

26:50 Cadence & Forecasting

33:35 Sales closure - challenges & tactics

36:50 Q&A

43:21 Land & Expand

47:30 Key Account Management

52:45 Renewals

Join us on a new season in Sales & Growth Marketing Series, where we bring in Leaders in Sales & Marketing to share their insights  

Speaker -Amit Agarwal - SVP - Sales & BD @Manthan, Author 

Host - Bimlesh Gundurao - Chief Coach @PITCHCAMP.in  

3 Techniques to improve your EQ 

1. Gratitude 

2. Visuallization 

3. Self Talk & Self-Praise  

Book Resources Mentioned in the video 

1. The Ultimate Sales Accelerator - https://amzn.to/3152QKF 

2. The Magic - https://amzn.to/34R67hA 

3. 21 day Mirror Work - https://amzn.to/370iVVD  

Video links referred to in the webinar  

Video (Gratitude): https://www.youtube.com/watch?v=Jrp5Ri2GZ38   

Video(Visualisation: https://www.youtube.com/watch?v=p-mZhvxeK_k   

Video(Self praise ): https://www.youtube.com/watch?v=Dg0KUQ2Wlcw

Join us on a new season in Sales & Growth Marketing Series, where we bring in Leaders in Sales & Marketing to share their insights  

Speaker -Prakhar Jain - Director Global Sales @ Whatfix 

Host - Bimlesh Gundurao - Chief Coach @PITCHCAMP.in  

Sub Topics 1. Sales structure 

2. Moving from #Generalisation to #Specialisation 

3. When to consider an experiment as failed or successful 

4. Triggers in business that help understand the right time to specialize a role 

5. Benefits of different structures  ...and more.  

00:00 Welcome and Introduction to PITCHCAMP 

01:52 Introduction to Prakhar 

04:50 Early days at Whatfix 

08:05 Experiments that helped move mid-market & enterprises 

09:53 Managing Pricing and Positioning 

12:08 Team Structure experiments - Generalists Vs Specialists 

19:00 Using Business triggers to run experiments 

24:53 What experiments failed 

29:45 MQL & SQL

33:00 Q&A

Join us on a new season in Sales & Growth Marketing Series, where we bring in Leaders in Sales & Marketing to share their insights  

Speaker - Neil Barman - Chief Growth Officer @ Yellowmessenger.com 

Host - Bimlesh Gundurao - Chief Coach @PITCHCAMP.in  

Sub Topics 

1. Sales Hiring - How to do the initial hires and set-up the initial sales team. 

2. Initial GTM - Region, Market, industry 

3. Pricing strategy 

4. Building an ecosystem of channel partners 

5. Technology - Product led growth vs market-led product  

00:00 Welcome & Introduction to PITCHCAMP 

02:30 Neil Barman Introduction and Background 

07:35 Other associated activities 

12:45 What changes you brought in after you joined to head Sales 

18:28 What should a growth leader do in a Post Product Market Fit startup 

20:00 Hiring Philosophy 25:35 Hiring Mix 28:40 Pricing for Enterprises 

34:30 Paid vs Free Pilots 

41:50 How should ICP/TAM be aligned for different countries and categories 

47:15 Entering US Markets 

48:15 Making channel partners work 

50:00 Q&A

Join us on a new season in Sales & Growth Marketing Series, where we bring in Leaders in Sales & Marketing to share their insights    

Topic: 7 outbound plays to set more meetings with your ideal clients - Jason Bay 

Host - Bimlesh Gundurao

00:00 Introduction to PITCHCAMP 

01:40 About Jason 

03:40 Experience in Prospecting in Pre-Covid and During-Covid times 

06:00 7 Outbound Plays 

10:23 Play #1 - Permission based openers 

13:53 Play #2 - Soft Vs Hard CTA 

18:00 Play #3 - Creative email Subject Lines 

22:40 Play #4 - Question Stacking 

30:36 Play #5 - New Technology Adoption 

33:50 Play #6 - Low Hanging Fruit 

36:53 Play #7 - Triple Threat sequencing 41:20 Q&A

Join us on a new season in Sales & Growth Marketing Series, where we bring in Leaders in Sales & Marketing to share their insights  

Topic: How to Build a Marketing Funnel that converts?  

Speaker - Avinash MB, Marketing Director 

Host - Bimlesh Gundurao  

- A Practical framework to build a marketing funnel. 

- Deep Dive into what constitutes ideal landing pages for B2C & B2B domain using examples. 

- Review few landing pages to come up with live suggestions and feedback.  

- Some practical tips which will help in the quick iteration of marketing funnels. 

- We Will be having 4 examples with insights, we can use it as per time availability.   

00:00 PITCHCAMP Introduction 

03:00 Avinash Introduction 

07:45 Marketing Funnel that works 

08:27 6 Principles of Persuasion 

09:58 Need for a framework 

12:05 Persuasion Slide 

14:32 Gravity - Customer Motivation 

16:25 Gravity - Example 

19:05 Nudge 

20:43 Nudge Example 

23:35 Angle 

25:19 Angle- Example 

28:55 Friction 

29:46 Friction - Example 

36:36 Case Study 1 - Analysis (B2C) - Real Estate 

43:54 Case Study 2 - Analysis (B2B) - Security 

50:37 Q&A 

59:59 Case Study 3 - Analysis (B2C) - Edutech

Join us on a new season in Sales & Growth Marketing Series, where we bring in Leaders in Sales & Marketing to share their insights

Topic: How to Build a SaaS Sales Engine Speaker - Sandiep Medisetti, Head - Sales @ Almabase Inc

Host - Bimlesh Gundurao

Sandeep Medisetti is an entrepreneur & SaaS sales leader. Now, as the Head of Sales at Almabase, takes care of building a sales team and growing Almabase revenue. He believes selling SaaS is different and is a "rocket ship" opportunity. Recently published a book on Selling SaaS to help college graduates and sales professionals break into and accelerate their sales career.

He is a Chemical Engineering graduate from National Institute of Technology, Warangal (NIT-W) and is also an alumnus of SBSP at Booth School of Business, University of Chicago.  While he is not selling SaaS, he plays squash, reads books (his recent favorite is 'Never Split the Difference'), watches Nolan movies, do Yoga and Run!

In this webinar, we talk about

1. How SaaS Sales is different from other Products and Services

2. Best practices to acquire initial customers

3. Key aspects of an Outbound Sales Engine

4. Setting Targets and Measurements

Join us on a new season in Sales & Growth Marketing Series, where we bring in Leaders in Sales & Marketing to share their insights  

Topic: Building a Great Sales Development Team  

Speaker - Rahul Wadhwa, Sr SDR Manager, VWO, Author - "Get Hired" 

Host - Bimlesh Gundurao  

00:00 About PITCHCAMP 

03:00 Introduction 

06:17 What is an SDR and what does the role do? 

13:51 Building initial SDR Team for early stage 

23:38 How to Hire SDR? What skills to look for? 

30:27 How do you keep your SDR Teams motivated? 

33:40 Setting Targets and incentive structures 

39:35 Q&A 

39:40 Do I need to hire 2 SDRs as I start building my team? 

41:00 Good idea to partner with Sales Agencies in new international markets? 

45:00 Who should do price negotiation 

46:00 How do we ensure increase in sales numbers 

49:20 Tips for fresh SDRs who are starting their careers 

51:00 Facing rejections in SDR role

Join us on a new season in Sales & Growth Marketing Series, where we bring in Leaders in Sales & Marketing to share their insights  

Speaker - Morgan J Ingram - Director of Sales Execution & Evolution @ JB Sales  

Host - Bimlesh Gudurao, Chief Coach @ PITCHCAMP  

00:00 About PITCHCAMP 

00:01 Morgan Introduction 

00:05 Modern Art of Sales Prospecting 

00:06 Traditional Vs Modern 

00:08 Elements of Personal Communication 

00:10 Content Vs Context 

00:11 Multi-Touch Prospecting 

00:12 Video - email - Social - Phone 

00:14 LinkedIn Video Messages 

00:28 email AIDA 

00:34 email CTA 

00:36 Social 

00:40 Voice Messaging on LinkedIn 

00:42 Phone AIDA 

00:45 LinkedIn/Video Prospecting Playbook 

00:46 Q&A

Join us on a new season in Sales & Growth Marketing Series, where we bring in Leaders in Sales & Marketing to share their insights  

Sales in the Time of Covid - Shruti Kapoor CEO Wingman  

Host - Bimlesh Gundurao  

Get REAL INSIGHTS on acquiring customers from the US during these COVID Times  Insights from analyzing 1000s of US Sales Calls across #industries and segments.  

00:00 PITCHCAMP Introduction and poll 00:02 Shruti’s background and starting Wingman 

00:08 Acquiring first 10 customers, competition, target market 

00:10 # 1 Sales Challenge Poll 

00:12 What has changed at Mid 2020 

00:15 Quota Achievement expectations 

00:16 How has your Quotq changed? Poll 

00:18 How do we bridge the gap 

00:19 What we found analyzing 1.5 Mn mins 

00:20 Signs of Recovery 

00:22 Budgets aren’t thawing 

00:23 Budgets and Discounts 

00:26 Show them ROI 

00:28 Timing isn’t right 

00:29 WFH - Nervous Tics 

00:30 Everyones a presenter - building rapport 

00:31 Summary - New Reality 

00:32 Q&A