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SaaSy Talk Unfiltered
By Ricky and SeanTechnology
SaaSy Talk Unfiltered episodes
- SaaSy Talk S02.06: Earning Trust in Sales: Andrew's Approach to Authentic Conversations
About The Guest(s): Andrew grew up in South Africa and built one of the country’s largest healthcare consulting businesses. He has lived, worked, and run businesses on six continents, and has been a salesperson for 25 years.
Andrew is the author of The 11th Habit, a Tedx speaker, and a lecturer at Northwestern University’s Kellogg School of Management.
Andrew is the founder of Habits at Work, where he and his team help customer-facing teams build relationships, create and leverage trust, and uncover their customer’sneeds beyond what’s on the surface.
Episode Summary:
In this episode, Andrew Sykes discusses the importance of trust in sales and how it can be built in the first few minutes of a conversation. He shares his journey from being an actuary to starting his own business and becoming a professor of sales. Andrew emphasizes the need for salespeople to be trustworthy and highlights the perception-based nature of trust. He also discusses the current state of sales training and the opportunity to professionalize the sales profession. Andrew provides practical tips for building trust, such as making a positive first impression, finding common ground with prospects, and making promises and delivering on them. In this conversation, Andrew Sykes shares insights on building trust and making a strong first impression. He emphasizes the importance of building trust through small promises and micro-moments rather than grand gestures. Andrew also provides tips on building trust in a boardroom setting, such as greeting each person individually and taking the time to connect with them. He discusses the power of storytelling in sales and how well-told stories can inspire and influence others. Andrew's personal origin story framework is also shared as a tool for building trust. Lastly, Andrew shares his favorite sports team, music genre, movie, and place to visit.
Key Takeaways:
Trust is crucial in sales and can be built in the first few minutes of a conversation.
Salespeople should strive to be trustworthy and focus on building trust with prospects.
The current sales training model often emphasizes quantity over quality, but there is an opportunity to professionalize the sales profession.
Practical tips for building trust include making a positive first impression, finding common ground with prospects, and making and delivering on promises. Building trust is about making small promises and delivering on them in micro-moments.
In a boardroom setting, take the time to greet each person individually and connect with them on a personal level.
Storytelling is a powerful tool in sales as it allows others to see a future that includes their personal transformation.
Craft a personal origin story that includes one sentence about credibility, one about why you do what you do, and one impactful sentence about the privilege of what you get to do.
Notable Quotes:
"Customers decide that they want to buy from you before they decide if or what they want to buy from your company."
"Your job is to stand apart as someone who others view as trustworthy."
"Sales is the conversational art of helping another by speaking their preferred future into existence."
"A well-told story is the gift of allowing others to see for themselves a future that has an opportunity for personal transformation."
Chapters00:00 Introduction and Background02:11 The Importance of Trust in Sales
10:00 Building Trust in the First Five Minutes
17:10 The Flaws of the Current Sales System
23:19 Shifting Towards a Customer-Centric Model
29:47 Creating Trust from the Start as an Entrepreneur
37:30 Building Trust in a Boardroom Setting
41:02 Authenticity and Personal Background
43:25 The Importance of Storytelling in Sales
48:03 Legacy and Personal Transformation
50:43 Quick Fire Round
Subscribe to our Newsletter:
https://substack.com/@saasytalkunfiltered
Visit our Website:
https://saasytalkunfiltered.transistor.fm/
49 min - SaaSy Talk S02.05: From Grapes to Growth: The Unconventional Path to Tech Leadership
About The Guest(s): Nicole Brambila is an experienced tech leader and Chief Revenue Officer (CRO) with a diverse background in sales and management. She began her career in the wine industry before transitioning to the tech sector. Nicole has worked at companies such as Eventbrite and Deputy, where she held various roles and gained valuable experience in sales, storytelling, and cross-functional collaboration. Currently, she is the CRO at Medely, a marketplace for nurses, where she is focused on solving human problems in the healthcare industry.
Episode Summary: In this episode, Ricky and Gauri interview Nicole, a seasoned tech leader and CRO. Nicole shares her unconventional journey from the wine industry to tech, highlighting the importance of active listening and empathy in sales. She discusses the human element in technology and the challenges of working in a global role. Nicole also emphasises the value of mentors, both male and female, in her personal growth as a leader. As she navigates her new role as CRO, Nicole focuses on building a strong foundation and shaping the future of the business.
Key Takeaways:
Transitioning from outside sales to inside sales taught Nicole the importance of actively listening, which became a foundational skill in her career.
As a leader, it is crucial to be empathetic rather than sympathetic, as empathy allows for progress and understanding.
Working in global roles taught Nicole the significance of not making assumptions and being open to learning from different cultures and perspectives.
Nicole aims to be more intuitive and trust her instincts as a leader, while also hiring people who are better than her in certain areas.
In her current role, Nicole is focused on building a strong foundation, utilising data as a source of truth, and shaping the future direction of the business.
Notable Quotes:
"Empathising with both the rep, the business, and the prospect is incredibly important, but sympathising with them doesn't actually allow you to progress forward." - Nicole
"Don't make assumptions and don't assume you know anything. Let them teach you, and you'll be much better for it." - Nicole
Chapters
00:06 Journey to CRO: From Wine to Tech
02:40 The Human Element in Technology and Career Progression
07:09 Leadership Evolution and Embracing Mistakes
09:49 The Role of a CRO: Challenges and Daily Operations
13:48 Personal Growth and Mentorship in Leadership
20:55 Cultural Differences in Global Roles
32:58 Strategic Planning and Future Goals
35:10 Quickfire Round and Closing Thoughts
Subscribe on Spotify:
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Subscribe on Apple:
https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070
Subscribe on YouTube:
https://www.youtube.com/@SaaSyTalkUnfiltered
Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered
Subscribe to our Newsletter:
https://substack.com/@saasytalkunfiltered
Visit our Website:
https://saasytalkunfiltered.transistor.fm/
Follow Ricky Sevta on Linkedin:
https://www.linkedin.com/in/rickysevta/
Follow Sean Diljore on Linkedin:
https://www.linkedin.com/in/seandiljore/38 min - SaaSy Talk S02.04: Power of Event and Content Marketing
About The Guest(s): Meet Lindsay, the Associate Director of Content & Campaigns at Goldcast. With a knack for creating impactful content, Lindsay focuses on showcasing how B2B marketers can leverage events as top revenue-driving channels. Check out goldcast.io to discover the power of events for brand and business growth.
With a diverse background spanning various industries, Lindsay brings a wealth of experience to the table. From the largest credit union in Alabama to a renowned nonprofit brand and a SaaS company with multiple acquisitions, she's a seasoned content leader and strategist. Lindsay excels in building content engines, fostering team relationships, crafting holistic messaging across channels, and creatively driving business goals.
Beyond her work, Lindsay is passionate about educating others. She's presented on topics like podcasting, content marketing, digital strategy, and nonprofit leadership at prestigious events such as CU Social Media Conference and Together Digital Indy. Lindsay also serves her community as a member of the Junior League of Indianapolis, a writer for Indy Maven, and a supporter of the Humane Society for Hamilton County. She's a graduate of leadership programs like United Way's Leadership United and Indy Hub's 1828 program, showcasing her commitment to personal and professional growth.
Episode Summary: In this episode, Lindsay, Director of Content and Campaigns at Goldcast, joins the show to discuss the power of event and content marketing. Lindsay shares her career journey, transitioning from financial services to non-profit organizations and eventually finding her place in the tech industry. She emphasizes the importance of aligning content with product development and shares insights on leveraging dark social strategies for brand positioning. Lindsay also highlights the value of events in brand creation and awareness, providing tips on planning and budgeting for both large and small-scale events. The conversation concludes with a discussion on the role of podcasts in content marketing and the changing landscape of marketing, including the consumerization of B2B marketing.
Key Takeaways:Transitioning into a new role and industry requires adaptability and a willingness to learn.
Dark social strategies have evolved into evangelism, providing organic opportunities to reach new audiences.
Events are a powerful tool for brand creation, awareness, and lead generation.
When planning events, it's important to align content with product development and consider both large and small-scale options.
Starting a podcast can be a valuable content engine, allowing for the positioning of brand point of view and integration into other marketing channels.
Notable Quotes:
"Dark social has now evolved into evangelism. It's about finding organic opportunities to get in front of new audiences where it doesn't cost a lot of money." - Lindsay
"Events are a goldmine of content. It's a lever to position your brand, get in front of your audience, and integrate into other marketing efforts." - Lindsay
Chapters
00:05 Lindsay's Career Journey and Transition into Tech02:32 The Dark Side of Tech: Pros and Cons
03:47 A Day in the Life of a Director of Content and Campaigns
05:36 Exploring Dark Social Strategy and Evangelism
08:09 Tips for Early Stage Founders on LinkedIn Presence
15:18 The Power of Events in Brand Creation and Awareness
19:20 Strategies for Attending Events and Maximizing Impact
25:37 The Role of Podcasts in Content Marketing
27:42 Leveraging Podcasts for Brand Positioning
29:48 Adapting to a New Role and Industry
31:46 The Changing Landscape of Marketing
32:21 The Consumerization of B2B Marketing
34:02 Advice for Aspiring Content and Campaign Managers
34:11 The Importance of Networking and Project Management
37:25 Reflecting on Personal Legacy and Mentorship
39:55 Quickfire Round
Subscribe to our Newsletter:
https://substack.com/@saasytalkunfiltered
44 min - SaaSy Talk S02.03: Fancy Titles
About The Guest(s): Amy Volas is a sales fanatic turned entrepreneur, bitten by the startup bug many moons ago. Having sold $100MM in revenue, and two successful exits, she founded Avenue Talent Partners (ATP) to help startups make confident hiring decisions by improving the art and science of executive sales and customer success hiring. ... without the cringe. She is an LP at Stage 2 Capital, advises a handful of founders, and is writing a book about startup hiring pitfalls. Off-duty, Amy combines her love of nature with a quirky fascination for Windex.
Episode Summary:
In this episode, Amy Volas joins Ricky & Sean to discuss the hiring process for early-stage startups. She emphasises the importance of taking a strategic approach to hiring and understanding the specific work required for each role, rather than getting caught up in job titles. Amy shares valuable insights on common pitfalls in early-stage hiring and provides actionable tips for founders to navigate the complexities of building their teams. She also discusses the challenges of hiring based on someone's past experience and highlights the need to focus on their ability to do the work required for the next phase of the business.
Key themes discussed in this episode include rethinking the hiring process, understanding the work over titles, navigating venture capital and hiring challenges, and identifying true achievers in interviews.
Key Takeaways:
Hiring is not an experiment; it requires time, strategic thinking, and a deep understanding of the work required for each role.
The interview process should focus on understanding the specific work needed and determining if hiring is necessary in the first place.
Job titles can be misleading, and it's important to focus on the skills and abilities required for the role rather than getting caught up in titles.
Hiring based solely on someone's past experience may not guarantee success; it's crucial to assess their ability to do the work required for the next phase of the business.
Choosing the right venture capital partner is essential, as their support and guidance can greatly impact hiring decisions and the overall success of the business.
Notable Quotes:
"Hiring is not an experiment. The interview process is not meant to quantify and qualify what good looks like. It's to slow down, to take a breath, and to actually figure out, do I even need to hire for what I think I need to hire?" - Amy
"Just because someone has been at big logos and has seen a company grow doesn't mean they know how to do the work that needs to be done to get your business to the next level." - Amy
"Revenue expansion and retention solve every problem. Instead of seeking validation from everybody else, listen to your customer, listen to your team, look for the patterns and themes, and let that guide you." - Amy
Chapters
00:31 Meet Amy Volas: A Journey Through Sales and Leadership01:59 Navigating the Complexities of Early-Stage Hiring
05:03 The Misconceptions of Hiring Based on Titles
06:44 The Importance of Understanding the Work Over the Title
12:31 Navigating Venture Capital and Hiring Challenges
16:37 Choosing Wisely: The Impact of Hiring Decisions
23:06 The Reality of 'Been There, Done That' in Hiring
25:03 Decoding the 'Been There, Done That' in Hiring
25:23 The Power of Outbound Strategies: A Real-World Example
26:29 Career Progression Myths in Tech
29:04 Identifying True Achievers in Interviews
30:18 Amy's Personal Success Story
32:09 The Main Actor vs. Support: A Unique Perspective
34:38 Quick Fire Round: Amy's Favorites
Subscribe on Spotify:
https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq
Subscribe on Apple:
https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070
Subscribe on YouTube:
https://www.youtube.com/@SaaSyTalkUnfiltered
Subscribe to our Newsletter:
https://substack.com/@saasytalkunfiltered
Visit our Website:
https://saasytalkunfiltered.transistor.fm/
41 min - SaaSy Talk S02.02: The Evolution of Demand Generation
About The Guest(s): Janine Laughlin is a seasoned global marketer with over 20 years of experience driving revenue and growth for B2B SaaS companies. She is a data-driven marketing leader with expertise in go-to-market strategy, integrated marketing, advertising, digital strategy, ABM, campaign management, and field marketing. She has helped high-growth startups scale faster through pipeline management and funnel optimization. An empowering leader, Janine has a history of building collaborative and productive teams. She has proven success in increasing market share and revenues, driving business growth, and improving ROI.
Currently, Janine is the Head of Demand Generation at Lighthouse, the leading commercial platform for the travel and hospitality industry, headquartered in London, England. She leads a team of digital and field marketers in North America, EMEA, APAC, and LATAM, and is responsible for driving marketing-sourced pipeline.
Episode Summary: In this episode, Janine discusses the evolution of demand generation and the importance of adapting to changes in the B2B SaaS industry. She shares her journey into marketing and the role mentorship has played in her career. Janine also provides insights into the challenges and strategies in SaaS businesses, the process of building and restructuring a global demand gen team, and the key metrics she tracks in the marketing funnel. She emphasises the importance of sales and marketing alignment and offers advice for finding the right mentor. Janine concludes by sharing her typical work week and tech stack, as well as her excitement for emerging technologies like ABM and AI in marketing.Key Takeaways:
Buyers are doing extensive research on their own before making a purchasing decision, so it's important to have a strong digital presence and social proof.
Mentorship is crucial for career growth, and it's important to give back by mentoring others.
When joining a new organization, take the time to understand the business, market, and competitors before making any major changes.
Restructuring the demand gen team can lead to increased efficiency and collaboration across regions.
Key metrics to track in the marketing funnel include traffic, engagement, conversion rates, and ROI.
Nurturing leads is essential for building relationships and increasing conversion rates.
Sales and marketing alignment is crucial for success, and regular communication and goal-setting are key.
A well-rounded marketing team should include roles such as product marketing, brand strategy, content creation, marketing operations, and digital marketing.
Emerging technologies like ABM and AI are exciting opportunities for marketers to improve targeting and efficiency.
Notable Quotes:
"You don't know what you don't know. Having someone that really exposed me to all facets of marketing and being there for me... I couldn't have gotten to where I am today without her."
"ABM is a real thing that buyers are doing a lot of research on their own before they even go to your website... It's constantly shedding light on the dark funnel and how to use lead scoring and grading to get someone identified and then be able to retarget them." - Janine on the importance of ABM in marketing.
Chapters
0:00 The Evolution of Demand Generation
00:32 Introduction and Greetings
00:42 Getting to Know Janine and Her Role at Lighthouse
01:32 Janine's Journey into Marketing
02:53 The Importance of Mentorship in Janine's Career
05:29 Challenges and Strategies in SaaS Businesses
07:17 Building and Restructuring a Global Demand Gen Team
11:57 Understanding Conversion Metrics and Funnel Optimization
19:01 Sales and Marketing Alignment in an Organization
21:26 Janine's Typical Work Week and Tech Stack
37:42 The Future of Marketing
38 min - SaaSy Talk S02.01: Growth and Evolving Leadership Style
About The Guest(s): Alex embarked on his career at CDW, spending eight years immersed in sales, cultivating a passion for customer relations and revenue growth. He led two pivotal chapters, propelling businesses from inception to $9M and later to $22M. As the Co-founder and CEO of SceneDoc, a pioneer in 'mobile-first' data collection for global first responders, he steered the company to acquisition by Tyler Technologies (NYSE: TYL) in December 2018. Post-acquisition, Alex assumed key roles at Tyler, ANDE Corporation, Qumu (acquired by Enghouse Systems), and Spatial Data Logic (acquired by Gauge Capital), showcasing his leadership prowess. Presently, he dedicates the majority of his energy to advising startups, providing fractional and interim CEO/CRO services, and occasionally investing in early-stage ventures. At the helm of Dena Growth, his consulting and advisory venture, Alex boasts a proven track record in steering tech companies to success. Over his career, Alex has advised over 90 startups, led or supported five acquisitions, and helped in the raising of $75 million in venture capital and private equity, Alex is a driving force in the tech ecosystem.
Episode Summary: A candid conversation with Alex Kottoor, co-founder of SceneDoc, sharing significant moments from his journey of conceptualising, growing, and eventually selling his company. Kottoor details SceneDoc's evolution, starting from their days as a note-taking app to their impactful niche as a service for public safety entities. He discusses the challenges and achievements they faced, from hiring the right team to finding product-market fit. He also stresses the importance of being customer-obsessed, having a supportive spouse, and advises new entrepreneurs to trust their gut and start their journey as soon as possible, closing the session with further insights on investment cycles, funding, and sales methodologies.
Key Takeaways:
Building a successful startup requires a combination of domain expertise, sales skills, and the ability to adapt to the needs of the market.
Hiring the right team at each stage of growth is crucial, and founders should prioritize hiring for the stage they are in rather than solely focusing on domain expertise.
Founders should be prepared to weather the storm and have a high pain tolerance, as running a startup is a constant grind.
Founder-led sales can be effective, but it's important to transition to a VP of sales at the right time and hire someone who can scale the sales process.
Understanding the market and focusing on a specific target audience can lead to predictable growth and attract the attention of larger players in the industry.
Notable Quotes:
"You need to hire for the stage of growth you're at and not lose sight of the type of business you're trying to build."
"Pain tolerance is key. You have to be able to weather the storm and crawl through the mud longer than everybody else."
"The more you can be in the trenches with prospects and customers, the more optionality you'll have in funding the business."
Chapters
00:23 The Journey of Building SceneDoc
02:37 The Turning Point: From Picky Note to SceneDoc
04:49 The Growth and Evolution of SceneDoc
05:37 Challenges and Learnings in the Early Days
08:26 Building the First Team and Overcoming Challenges
11:34 The Evolution of Leadership Style and Team Building
18:50 Reflections on the Journey and the Reality of Running SceneDoc
21:38 The Strategy Behind SceneDoc's Success
25:51 The Unconventional Approach to Enterprise Sales
28:20 The Journey to Predictable Growth
28:52 Transitioning from Founder-led Sales
29:31 The Role of a CEO in Sales
30:32 Understanding Investment in Startups
30:57 The Importance of Knowing Your Market
32:15 The Decision to Raise Capital
33:14 The Biggest Mistake and Rewarding Moments
35:32 Advice for Aspiring Founders
37:35 The Next Wave of Dana Growth
41:02 Quick Fire Round
Subscribe to our Newsletter:
https://substack.com/@saasytalkunfiltered
47 min - SaaSy Talk S01.50: Scaling Your Startup with Matt Verlaque: Key Lessons Learned from a CEO's Perspective
About The Guest(s): After spending a decade in the fire department, Matt founded UpLaunch in 2016 and was the CEO through its successful acquisition in 2020. After his exit, he partnered with Dan Martell as the COO of SaaS Academy, the largest coaching & training program for B2B SaaS founders in the world. Inside of SaaS Academy, Matt oversees the Growth Accelerator program, where he coaches early stage founders to find product market fit, hone their go-to-market strategies, and make their first few key hires in the business. Most recently, Matt has utilized his wealth of experience in the world of SaaS businesses to co-author the book “Software as a Science: Unlock Limitless Revenue Growth Without Losing Control”. Outside of his work at SaaS Academy, Matt is a husband, father of three young boys, and spends most of his spare time reading, weightlifting, cycling, and running.
In this episode, Matt Verlaque shares his journey from being a firefighter to becoming a tech entrepreneur and eventually the COO of SaaS Academy. He discusses the challenges he faced as a first-time founder and the importance of focusing on a specific niche. Matt also emphasizes the value of effective time management and the power of having an assistant. He provides insights into the future of SaaS and the impact of AI on businesses. Tune in to gain valuable insights from Matt's experiences and expertise.
Key Takeaways:
Scaling a startup requires focusing on a specific niche and solving a problem for a target audience. By narrowing your focus, you can better understand your customers' needs and provide a solution that truly meets their requirements.
Overcoming self-doubt as a founder involves focusing on solving the next problem in front of you and working the process. By breaking down challenges into manageable steps and staying focused on the task at hand, you can overcome self-doubt and make progress towards your goals.
The calendar is a tool for organizing and protecting your time, allowing you to prioritize what matters most.
Hiring an assistant can be a game-changer for founders, as it frees up time and allows them to focus on high-value tasks.
Notable Quotes:
"The calendar is actually a defense mechanism against chaos and not the thing that causes chaos."
"The first hire outside of the founding team should be an assistant who can make you better and help you do the things you need to do."
"Interviewing is a skill to be developed just like writing code or doing a sales call."
"I just want to figure out how to unlock entrepreneurship for young people who have the predisposition and the personality traits to be great at it."
Chapters
00:34 The Birth of a Side Hustle02:03 Challenges of Early Stage Founding
02:46 The Role of SaaS Academy in Growth
03:41 The Transition from Founder to CEO
05:12 The Importance of Customer Interaction
09:59 Building and Scaling the Team
12:42 Overcoming Self-Doubt and Embracing the Journey
24:32 The Future of SaaS and AI
26:44 The Struggles of First-Time Founders
27:22 The Power of Time Management and Calendar Organization
29:10 The Importance of Hiring an Assistant
34:19 The Value of a Test Project in Hiring
42:59 The Future of Entrepreneurship Education
45:04 Quick Fire Round
Subscribe on Spotify:
https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq
Subscribe on Apple:
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Subscribe on YouTube:
https://www.youtube.com/@SaaSyTalkUnfiltered
Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered
Subscribe to our Newsletter:
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Visit our Website:
https://saasytalkunfiltered.transistor.fm/
Follow Ricky Sevta on Linkedin:
https://www.linkedin.com/in/rickysevta/
Follow Sean Diljore on Linkedin:
https://www.linkedin.com/in/seandiljore/48 min - SaaSy Talk S01.49: A Deep Dive into the World of Tech Sales
About The Guest(s): Bringing over 20 years of comprehensive sales experience, Michelle is an accomplished sales leader with a love for all things sales. Her experience consists of 11 years of sales leadership and 9 years of being an Individual contributor. She has spent the last 6 years at G2, before G2 she had a long tenure at CareerBuilder and also Quill.com. Michelle has honed her expertise in building a collaborative, high-performing sales culture and also has been recognized for her commitment to developing Sales Professionals, not just in their sales career, but by helping them set and achieve personal goals that will improve their lives as a whole. Michelle resides in the Chicago area and has 2 young kids. In her free time, she loves to run, read suspense books, and play tennis.
Episode Summary: In this episode, Michelle Vu, VP of Sales at G2, shares her journey into the world of tech sales and provides valuable insights into the sales process. She emphasizes the importance of effective discovery and asking the right questions to uncover customer pain points. Michelle also discusses the onboarding process for sales teams, the role of account executives in prospecting, and the challenges of forecasting. She highlights the significance of metrics and conversions in evaluating sales performance and shares her approach to deal reviews. Michelle's passion for developing sales talent and her excitement for leveraging AI in sales make this episode a must-listen for anyone in the sales industry.Key Takeaways:
Effective discovery and asking the right questions are crucial in sales to understand customer pain points and provide value.
The onboarding process for sales teams should focus on developing skills in uncovering pain points and having meaningful conversations with customers.
Account executives should take ownership of prospecting and not solely rely on other sources for pipeline generation.
Metrics such as conversion rates and the number of contacts in an account are important indicators of sales performance.
Deal reviews and collaborative selling play a significant role in improving sales outcomes and addressing challenges.
Notable Quotes:
"You can learn your product, but what you need to learn is how to uncover pain and have meaningful conversations with customers." - Michelle Vu
"Sales is not a lone wolf role anymore. You have to be okay with taking advice and giving advice." - Michelle Vu
Chapters02:15 From Office Supplies to Tech Sales04:16 The Importance of Face-to-Face Selling
06:27 The Role of Discovery in Sales
07:14 Onboarding Process for Sales Teams
09:19 The Role of Account Executives in Prospecting
11:14 Preparing for Success in 2024 and Beyond
13:03 A Day in the Life of a Sales Leader
15:39 Hiring the Right Salespeople
16:37 The Importance of Feedback in Sales
19:05 Transitioning to Metrics
20:29 Dealing with the 'Ronaldo's' of Sales
21:07 Setting Expectations and Maintaining Consistency
22:04 Discussing Forecasting Challenges
24:23 The Importance of Deal Reviews
29:27 Quick Fire Round
Subscribe on Spotify:
https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq
Subscribe on Apple:
https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070
Subscribe on YouTube:
https://www.youtube.com/@SaaSyTalkUnfiltered
Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered
Subscribe to our Newsletter:
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Visit our Website:
https://saasytalkunfiltered.transistor.fm/
Follow Ricky Sevta on Linkedin:
https://www.linkedin.com/in/rickysevta/
Follow Sean Diljore on Linkedin:
https://www.linkedin.com/in/seandiljore/33 min - SaaSy Talk S01.48: The Role and Importance of the Chief Revenue Officer
About The Guest(s): Warren Zenna is a 25-year veteran of the Sales and Marketing industry and the Founder and CEO of The CRO Collective, a strategic B2B consultancy that uniquely focuses on the success of Chief Revenue Officers and the CEOs who appoint them.
Warren’s vision for The CRO Collective was to create a platform and community that solves the pervasive B2B revenue misalignment by supporting the success and appointment of CROs.
Prior to the existence of The CRO Collective, CROs had no dedicated resource for training, development, tools or community to support their unique and critical role in the B2B technology sector. The CRO Collective’s mission is to finally solve the pervasive issue of revenue misalignment through the deepening of the relationship between the employer and employee.
The CRO Collective’s mission is to help CROs succeed and help CEOs build CRO-Ready Organizations.
An innovator with a mission, purpose and real results, Warren is a well-known public speaker and content contributor whose work has been featured in Forbes, MediaPost, Adxchanger, eMarketer and Digiday
Episode Summary: In this episode, Warren discusses the role of the Chief Revenue Officer (CRO) and the importance of aligning sales, marketing, and customer success functions within a business. He shares his journey into the CRO role and how his experience shaped his approach. Warren emphasizes the need for a CRO who can strategically understand the customer journey and unify the three customer-facing functions to achieve the best customer outcomes. He also highlights the challenges of finding the right CRO and the importance of CRO readiness within a company.
Key Takeaways:
The CRO is the most important person in a B2B company as they are responsible for aligning sales, marketing, and customer success functions to drive revenue growth.
A good CRO should have a deep understanding of the customer journey and be able to strategically unify sales, marketing, and customer success to achieve the best customer outcomes.
Companies often face revenue misalignment due to the lack of a high-level perspective and integration between sales, marketing, and customer success functions.
The role of the CRO is evolving, and there is a shift towards CROs with expertise in revenue operations and customer success.
CRO readiness is crucial before hiring a CRO, as it involves understanding the organizational health, identifying areas for improvement, and ensuring the company is prepared for a CRO.
Notable Quotes:
"You need someone who can look at a business at a high level strategically and understand the moving parts and how they unify together to make the best customer outcome." - Warren
"The problem is there's no one minding the store from a high-level perspective. It can't be the CEO. It should be the chief revenue officer." - Warren
Chapters
00:34 Warren's Journey into the CRO Role01:55 The Importance of Understanding the Customer
04:20 The Problem with Current Business Models
05:30 The Disconnect Between Marketing, Sales, and Customer Success
07:53 The Birth of the CRO Collective
15:43 The Relationship Between CRO and COO
27:27 The Consequences of Accepting Investment: A Shift in Company Culture
33:29 The Importance of Understanding the Organizational Health Before Hiring a CRO
37:46 The Importance of Focusing on Customer Growth
38:18 Quick Fire Round
Subscribe on Spotify:
https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq
Subscribe on Apple:
https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070
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https://www.linkedin.com/in/seandiljore/44 min - SaaSy Talk S01.47: The Peaks and Valleys of CEO Life
About The Guest(s): Sahil Patel is the CEO of Spiralyze, a leading company specializing in predictive CRO and data-driven website optimization. Prior to Spiralyze, Sahil was the CEO and founder of ER Express, a successful SaaS company, which he led for 11 years before its sale in 2021.
With over 23 years of experience in sales, operations, software development, and finance, Sahil also holds an undergraduate degree from Emory University and an MBA from Harvard.
Throughout his career, Sahil has worked with renowned organizations such as Netflix, Podium, NBA, Lowe’s, Harvard University, and Gusto. He specializes in website conversion optimization, running over 130,000 A/B tests for clients, and offers unique insights into best practices for efficient A/B testing.
Episode Summary: In this episode, Sahil Patel shares his journey as a CEO and the lessons he has learned along the way. He discusses the challenges and rewards of being a CEO, the impact of the role on personal life, and the importance of mental health and support. Sahil emphasizes the value of simplicity in business and the power of building a strong team. He also provides insights into his approach to goal-setting and time management.
Key themes discussed in this episode include the intrinsic and extrinsic rewards of being a CEO, the challenges of balancing work and family life, and the importance of seeking help and support. Sahil's personal experiences and reflections offer valuable insights for aspiring CEOs and entrepreneurs.
Key Takeaways:
Being a CEO is emotionally taxing and requires resilience. The job is not just about achieving external success, but also finding intrinsic rewards in creating value for customers and developing your team.
Balancing work and family life is a challenge for CEOs, but it is important to prioritize personal relationships and be present for your loved ones.
Seeking professional help, such as therapy, and joining peer groups can provide valuable support and guidance for CEOs.
Keeping goals and plans simple and focused is key to success. Having a clear vision and working on a few key priorities can lead to better outcomes.
Building a strong team and creating a positive work environment are essential for long-term success as a CEO.
Notable Quotes:
"When you're the CEO, there's not a lot of social kudos. No one's giving you a performance review and saying, 'Here's three things you did well last quarter.' And here's a couple of things I want you to work on."
"If you're the CEO that can create that kind of workplace where people are no longer being paid to be there, they want to be together, I think that's number one."
"Get the help before you need it. When you're in crisis mode, you don't have a lot of options. If you can work on yourself before you're in crisis mode, you're going to be in a stronger place."
Chapters
00:08 Sahil's Journey to CEO00:13 The Story of Spiralize
01:44 The Challenges and Rewards of Being a CEO
07:19 The Impact of Being a CEO on Personal Life
11:01 The Intrinsic and Extrinsic Rewards of Being a CEO
13:59 The Importance of People in a CEO's Journey
15:45 Reflections on the First CEO Gig
20:08 Balancing Work and Family Life
20:53 The Importance of Mental Health and Support
22:20 Challenges of Young Entrepreneurs
23:05 Tools for Personal and Professional Growth
27:43 The Power of Simplicity in Business
29:52 Reflections on Leadership and Legacy
33:44 Quick Fire Round: Getting to Know Sahil
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https://saasytalkunfiltered.transistor.fm/
Follow Ricky Sevta on Linkedin:
https://www.linkedin.com/in/rickysevta/
Follow Sean Diljore on Linkedin:
https://www.linkedin.com/in/seandiljore/
39 min
About SaaSy Talk Unfiltered
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Join Ricky and Sean as they chat with phenomenal guests – the top SaaS Founders, Leaders, Investors, and Individual Contributors out there. Our mission? To share their stories, the rollercoaster…
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