SaaSy Talk Unfiltered

By Ricky and SeanTechnology

SaaSy Talk Unfiltered episodes

January 21, 2024SaaSy Talk S01.36: Electric Dreams: Louise's Journey from Sparky to Leadership at Schneider Electric
About The Guest(s): Louise has over 20 years experience in technical and leadership roles across a range of sectors and disciplines, including technology, real estate, facilities management, and working as an electrician in the mining industry. This diverse experience underpins her passion for how people and technology can shape real estate experiences and improve the world we live in.
Louise joined Schneider Electric in November 2020, as the Vice President Digital Buildings, Australia, leading a 350 strong team delivering sustainability and efficiency solutions to the built environment.
Prior to that Louise was at AMP Capital, where she was most recently the Program Director for Technology and Innovation, ensuring delivery of client and business value from technology investment and leading real estate's digital and innovation team. Louise has also held senior roles in property management, operations and facilities management.
Louise is a Graduate of the Australian Institute of Company Directors, a member of Chief Executive Women, holds a Masters of Facilities Management, and remains a qualified electrician.
Summary: Louise shares her unique career journey, from starting as an apprentice in the mining industry to becoming a leader at Schneider Electric. She discusses the challenges and opportunities in the industry, including the shift towards open platforms and the integration of IoT. Louise also highlights the importance of diversity in leadership teams and the need for continuous learning and skill development. She emphasizes the role of AI in making buildings more efficient and addresses the challenges of the skills shortage in the industry. Louise concludes by sharing her vision for the future and the legacy she hopes to leave as a leader.
Key Takeaways:
Louise's career path was unique, starting as an apprentice in the mining industry and transitioning into facility management and real estate.

The industry has seen significant changes in the past decade, with a shift towards open platforms and the integration of IoT.

Diversity in leadership teams is crucial for success, including a mix of skills, backgrounds, and experiences.

AI plays a significant role in making buildings more efficient and addressing the challenges of the skills shortage.

Louise's vision for the future includes continued growth and development in her role at Schneider Electric.
Quotes:
"I would like for people that have worked in the businesses I lead to look back at that period and be like, that was a good part of my career."

"The biggest challenge locally, I think it holds true globally, is going to be skills shortage."

"It's about investing in and growing their capability rather than reducing the workforce."

"The application of technology to meet outcomes and getting that right is crucial."
Chapters
00:42 Louise's Unique Career Journey
01:45 Transition into Facility Management and Real Estate
02:28 Role at Schneider Electric
03:21 Industry Changes Over the Last Decade
04:18 Adapting to Open Platforms and IoT
04:59 Challenges and Solutions in Data Integration
08:12 Working with Partners and Vendors
13:49 The Future of Schneider Electric
18:09 Leadership and Career Reflections
22:56 Looking Ahead: Challenges and Opportunities
25:38 Conclusion and Final Thoughts

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:
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/
33 min
January 12, 2024SaaSy Talk S01.35: Leading Tradify to Global Success: Unfiltered with CEO Michael Steckler
About The Guest(s): Michael is an award winning leader. He was part of the management team that grew advertising technology company Criteo (NASDAQ: CRTO) from 50 to 2,500 employees and $2BN USD in annual revenue. Prior to Criteo, Michael was Managing Director of AOL UK. He has also held executive positions in the US and has lots of experience scaling businesses internationally.
Michael is currently the CEO of Tradify, a job management application used by thousands of trade businesses globally to simplify their job quoting, scheduling, management and invoicing.
Summary:
Ricky and Sean interview Michael Steckler, the CEO of Tradify. Michael shares his journey into the tech industry, from starting in media sales to working at Microsoft and Criteo. He discusses the challenges and rewards of transitioning from a founder to a CEO and the importance of building a strong leadership team. Michael also talks about the unique aspects of the New Zealand tech scene and the opportunities and challenges of running a global software company from a remote location. He emphasizes the importance of having a support structure as a CEO and the value of networking and learning from other leaders. Michael shares his insights on budget planning, pricing strategy, and the key factors that have contributed to Tradify's success. He also discusses the importance of authentic company values and metrics in driving business growth.
Key Takeaways:
The strongest founders recognize their weaknesses and build a team that complements their strengths.

Moving from a founder to a CEO requires measurable impact, trust, credibility, and understanding company culture.

Building a support structure as a CEO is crucial, including a strong network of mentors and peers.

The most rewarding moments for Michael at Tradify are seeing long-term employees reflect on the company's growth and impact.

Building a successful company culture involves authentic values, leading by example, and fostering open communication.

Key factors contributing to Tradify's success are a great product, understanding the customer, and a scalable go-to-market strategy.

Metrics play a crucial role in driving business growth, differentiating between vanity metrics and operational metrics.
Quotes:
"The strongest founders...assemble great teams and recognize that."

"If you're going to be a CEO, you need to...thoroughly understand that business."

"Values aren't about being that value 100 percent...It's about calling each other out on it."

"Having a great product and understanding your go-to-market are the key factors in cracking the code for business success."

"Understanding...the most important metrics to the business...is probably the most important thing for me."

"Understanding the difference between vanity metrics and metrics that really drive the business...is important."

"If you have a bad ENPS, everything else you're worrying about is irrelevant."

"Keep executing, keep growing the business, keep growing the team, do all the things that we're doing well, and fix things that we're not doing so well."

"The number one thing I care about is respect...That is the most important thing."
Chapters
00:00 Michael’s Background
00:05 Journey into Tech and Early Career
03:28 Taking the Helm as CEO of Tradify
04:35 Reflections on Past Experiences and Lessons from Microsoft and Criteo
06:05 Adjusting to NZ's Tech Scene
08:02 Transition from Founder to CEO
09:35 First 100 Days as CEO
17:05 Building a Support Structure as a CEO
19:39 Learning from Mistakes and Pricing Strategy
23:57 A Day in the Life of a CEO
25:39 Budget Planning for 2024
28:12 Most Rewarding Moments at Tradify
29:52 Building a Successful Company Culture
35:19 Cracking the Code: Tradify's Success Factors
40:20 Looking Ahead: Future Plans for Tradify
42:06 Quick Fire Round: Getting to Know Michael

Subscribe to our Newsletter:
https://substack.com/@saasytalkunfiltered
46 min
January 06, 2024SaaSy Talk S01.34: Exploring International Growth and Transparency With Kallie McConkie, ActiveCampaign
About The Guest(s): Kallie McConkie is the Senior Vice President of Customer Experience and Success at ActiveCampaign. Since joining in 2018, Kallie has been instrumental in growing the team across the globe to support customer-facing teams, including customer support, onboarding, customer education, solutions consulting, customer success management, and implementation functions to create remarkable customer experiences, helping businesses grow using customer experience automation.
As a MarTech veteran, Kallie started her career at Constant Contact, where she was responsible for educating their customers on using email marketing and social media to grow their businesses. From there, she joined HubSpot, pre-IPO, and spent 4 years building and growing a paid customer training program that educated thousands of customers across the globe on inbound marketing.
Kallie is a proud member of Chief and an active participant in the Chicago Tech Customer Success community, participating in the Sales Assembly Customer Success Leadership Council. She received her bachelors from Michigan State University.
Summary: Kallie McConkie shares her journey into the tech industry, from working for a non-profit to becoming a marketing expert. She discusses her experience at HubSpot and the importance of a customer-centric approach. Kallie also talks about the challenges and rewards of building teams in different countries and the importance of in-person interactions. She emphasizes the power of transparency in leadership and the need for clear communication. Kallie provides valuable insights into marketing for SMBs and the importance of automation tools. She also discusses the company's plans for 2024 and the exciting possibilities of AI in business.
Key Takeaways:
Kallie stumbled into the tech industry by chance and has been in Martech for the past 15 years.

HubSpot's collaborative and customer-centric approach was a valuable lesson for Kallie.

Building teams in different countries requires understanding and adapting to different cultures and regions.

In-person interactions are crucial for building relationships and creating a strong company culture.

Transparency in leadership is essential for building trust and motivating teams.

Marketing automation tools can help SMBs streamline their marketing efforts and engage with customers more effectively.

ActiveCampaign is focusing on strategic programs and expanding its presence in different regions.

Kallie is excited about the possibilities of AI in business and its potential to improve efficiency and customer experience.
Quotes:
"If I as a leader cannot explain the why, I shouldn't be doing something." - Kallie

"There is no substitute for in-person interactions. You can't build the same relationships and connections on a Zoom call." - Kallie

"Be transparent and tell people what you're able to, with the right context." - Kallie

"Invest in tools that will help you not spend the majority of your time on marketing." - Kallie

"AI can be really powerful and help small businesses be more efficient in their day-to-day operations." - Kallie
Chapters
00:00 Introduction and Kallie’s Journey into Tech
00:13 Transition from Non-Profit to Tech
02:13 Experience at HubSpot and Customer-Centric Approach
03:29 Strategic Programs and Daily Operations
04:00 Expansion into Costa Rica
06:28 Building Teams in Different Countries
08:40 Adapting to Different Cultures and Regions
14:34 Importance of In-Person Interactions
20:33 Transparency in Leadership
21:53 The Power of Transparency in Business
23:03 The Importance of Explaining 'Why' in Leadership
25:01 Switching Business Strategies: From Sales to Customer Growth
27:06 Marketing Tips for Early Stage Founders
30:13 Planning and Budgeting for 2024
33:13 Personal and Professional Excitements for 2024
33:26 The Excitement and Fear of AI in Business
35:37 Quickfire Round: Getting to Know Kallie

Subscribe to our Newsletter:
https://substack.com/@saasytalkunfiltered
39 min
December 20, 2023SaaSy Talk S01.33: The Art of Scaling SaaS: Unfiltered With Steven Bryerton, ZoomInfo
About The Guest(s): Steven is a seasoned sales leader with extensive experience in the tech industry. He started his career at Discover Org (now ZoomInfo) and played a crucial role in scaling the organization from 4 reps to 400 reps. Steven has a deep understanding of sales processes, team composition, and the importance of specialization in driving success.
Summary: Steven shares his journey into the tech industry, starting from a Craigslist posting at Discover Org. He discusses the challenges and learnings he faced while scaling the organization, emphasizing the importance of specialization in sales roles. Steven explains the role of segmentation in sales and how it contributes to the success of the organization. He also highlights the grading system used to measure the performance of account executives and the impact it has on lead routing. Steven discusses the concept of playbooks in sales and how they help streamline processes and improve performance. He shares insights into maintaining performance and growth in a scaling business, emphasizing the importance of open communication and continuous improvement. Steven also discusses the alignment between sales and marketing and the role it plays in driving success. He shares his thoughts on forecasting and the importance of data-driven decision-making. Finally, Steven talks about the future of ZoomInfo and the focus on building a modern go-to-market strategy.
Key Takeaways:
Specialization is key in sales roles to ensure maximum efficiency and performance

Segmentation of sales roles, such as new logo acquisition and CS, helps drive success and maximize value

Grading AEs based on performance metrics allows for better coaching and development

Playbooks are essential in sales to streamline processes and ensure consistency across the team

Open communication and a culture of continuous improvement are crucial for maintaining performance and growth in a scaling business

Alignment between sales and marketing is essential for driving success and achieving revenue goals

Data-driven forecasting and decision-making are crucial for accurate planning and execution

The future of ZoomInfo focuses on building a modern go-to-market strategy that leverages data, software, and automation to drive success
Quotes:
"We made a bunch of mistakes early on… just continually iterating, measuring, bifurcating roles, figuring out the best motion."

"One of our advantages was always that segmentation and bifurcation of some of the roles."

"The AE scorecard is the backbone of how we measure and stack rank our account executives."

"Data allows us to figure out how we onboard, how we enable, and then how we consistently coach."

"The best companies have a mix of people who've been there for a long time and understand the why of the company, and people who've done it before." - Sean

"Forecasting is one of the areas where we're constantly looking to improve… it's a big math equation."

"We've shown up differently and are more focused on meeting the customer where they are today."

"No matter where the SDR sits, targets and alignment matter."
Chapters
00:00 Introduction
00:55 Challenges and Learnings in Scaling the Org
02:26 The Importance of Specialization in Sales
02:41 The Role of Segmentation in Sales
03:48 Grading Sales Reps and its Impact
06:16 The Role of Data in Sales Performance
16:11 The Concept of Playbooks in Sales
18:02 Maintaining Performance and Growth in a Scaling Business
21:19 Open Communication and Growth
21:29 Aligning Sales and Marketing for Success
22:07 The Importance of Setting Targets Together
23:25 The Art of Negotiation and Collaboration
23:51 The Challenges of Being a Public Listed Company
24:11 The Art and Science of Forecasting
24:38 Understanding Win Rates and Their Impact
28:21 The Importance of Keeping Opportunities Open
30:21 Adapting to Changes in the B2B SaaS Selling Environment
36:52 The Role of SDRs in an Organization
38:06 The Future of ZoomInfo
39:40 Quick Fire Round
43 min
December 17, 2023SaaSy Talk S01.32: The Art of Growing Your Influence Through Content Marketing: Unfiltered With Devin Reed
About The Guest(s): Devin currently the Director of Content & Thought Leadership at Clari where he's responsible for brand, content, and pipeline contribution. He also advises B2B marketing teams and publishes The Content Strategy Reeder, a weekly newsletter about growth strategies and tactics for creating memorable content. You can subscribe here, for free.
Summary: Devin Reed shares his career journey from sales rep to content strategy director. He talks about his early struggles in finding a job in the tech industry and how he ended up at ClearSlide in San Francisco. He also shares the unexpected love story that led him to his wife, who was his hiring manager at ClearSlide. Devin then discusses his experiences at Gong and Clari, and how he transitioned from sales to marketing. He emphasizes the importance of being honest in interviews and following your passion. Devin also talks about the birth of his newsletter, The Reeder, and the key elements of creating engaging content. He concludes by discussing his desire to reshape the game and find a better way in his career.
Key Takeaways:
Be honest in interviews and follow your passion.

Insightful, relevant, and actionable content is highly engaging.

Content marketing should be tied to strategic company goals and revenue.

Focus on solving problems and changing the way people think and act.

Reshape the game and find a better way.
Quotes:
"I'm not here to build another Gong. I'm here to build Clari 2.0."

"Content marketing should be tied to strategic company goals that the CEO cares about."

"Content creation becomes extremely important when you look at it from an outcome lens."

"Content marketing is a long tail strategy that requires patience and belief in thought leadership."

"Reshape the game and find a better way."

"I hope my legacy is that I helped a lot of people as I go through reshaping the game."

"If you eat crunchy peanut butter, you're a psychopath."

"Feet in the sand and the sun out. I'm happy."
Chapters
00:14 Devin’s Early Career Journey
00:29 Struggles and Breakthroughs in the Tech Industry
03:32 Unexpected Love Story
07:15 Transition from Sales to Marketing
11:44 Experiences at Gong and Clari
26:19 The Job Rejection That Sparked a Journey
27:24 The Birth of The Reeder: A Freelance Writing Venture
28:07 The Power of Personal Branding and Building an Audience
29:38 The Art of Creating Engaging Content
34:25 The Shift in Sales and the Rise of Content Marketing
43:02 The Legacy of Reshaping the Game
44:27 The Lighter Side: A 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:
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/
51 min
December 13, 2023SaaSy Talk S01.31: Mastering the Art of Sales: Unfiltered With KD
About The Guest(s): Kevin "KD" Dorsey is a highly experienced sales leader and entrepreneur. He has built successful sales organizations in various industries and is known for his expertise in sales strategy and leadership. KD emphasizes the importance of understanding people in sales and how this has been a consistent factor in his success across different industries.
Summary: KD shares his personal journey into sales and explains how he discovered his talent for pattern recognition, which led him to pursue a career in sales. He emphasizes the importance of understanding people in sales and how this has been a consistent factor in his success across different industries. KD also provides valuable tips for young salespeople, including the power of pattern recognition and the importance of asking the right questions to understand customers' needs. He discusses the BIPC methodology (Behaviors, Issue Diagnosis, Process, Skill, and You) that he teaches to his managers to help them coach their reps effectively. KD also highlights the significance of positive recognition and celebrating the process rather than just focusing on the results.

Key Takeaways:
Pattern recognition is a valuable skill in sales and can help identify opportunities and make informed decisions.

Understanding people is crucial in sales, as it allows for effective communication and the ability to address customers' needs.

Asking the right questions is essential to gain insights into customers' motivations, fears, and desired outcomes.

The BIPC methodology (Behaviors, Issue Diagnosis, Process, Skill, and You) can help managers coach their reps effectively.

Positive recognition and celebrating the process are powerful motivators for behavior change and skill development.
Quotes:
"People, people like life is all about people. Leadership is all about people. Selling is all about people." - KD

"You are not emailing a persona, you are emailing a person." - KD

"It's easy to stand out in sales because most emails look the same. Be creative and find what works for you." - KD

"Celebrate the process. Positive recognition is more powerful for behavior change than negative, constructive criticism." - KD
Chapters
00:00 Introduction and Personal Journey into Sales
02:03 The Importance of People in Sales
03:43 The Art of Understanding People
04:27 Tips for Young Salespeople
04:42 The Power of Pattern Recognition in Sales
05:57 Building Successful Sales Organizations
11:40 The Role of Marketing in Sales
17:43 The Importance of Humor in Sales
23:02 Hiring Process and Characteristics for Salespeople
28:28 The Importance of Perseverance in Hiring
28:37 The Art of Hiring: Defining and Grading
29:02 The Pitfalls of Feature Dumping in Sales
29:41 The Need for Change and Improvement in Sales
31:31 The Power of Practice in Sales
32:01 The Role of Training in Sales
32:15 The Importance of Practice in Sports and Sales
34:45 The Art of Motivating Sales Teams
42:45 The Role of Leadership in Sales
48:01 The Importance of Celebrating Success in Sales
48:01 The Power of Positive Recognition in Sales
49:08 Quick Fire Round

Links

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:
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:
Chapters https://www.linkedin.com/in/seandiljore/
52 min
December 10, 2023SaaSy Talk S01.30: Navigating RevOps: A Chat with Meg From Rev.com
About The Guest(s): Meg is an accomplished Sales and Operations leader with experience streamlining processes and driving execution for organizations in all stages of growth. She specializes in organizations in hyper-growth mode or preparing for acquisitions and other key financial events. Meg is the Vice President of Revenue Operations at Rev.com, a leading global speech-to-text service. Her love for helping others embrace change is Meg's favorite part of leadership. It makes up for her love for Manchester United and the Dallas Cowboys.
Summary: Meg shares her career journey, from starting in sales and CPG to her current role in revenue operations. She explains the role of revenue operations and how it differs from sales operations. Meg emphasizes the importance of process, people, and development in revenue operations and offers insights into building a successful revenue operations team. She discusses the challenges and solutions in revenue operations, including getting buy-in, measuring effectiveness, and avoiding pitfalls. Meg also touches on the role of enablement in revenue operations and the future of revenue operations with the integration of AI.
Key Takeaways:
Revenue operations is focused on process, people, and development.

Start with process to provide a foundation for success.

Building a revenue operations team in a startup requires a nimble and adaptable mindset.

RevOps should align with the C-suite and have clear goals and strategies.

Effective revenue operations requires strong cross-functional relationships.
Quotes:
"RevOps is the business police, but we're really here to make sellers and the go-to-market motion successful."

"RevOps supports sales, marketing, and finance to drive revenue."

"Good RevOps leaders are grounded and people-oriented."

"You have to be intentional with how you present a process or the benefit or data."

"Quota setting should be equitable role to role and represent success for each role."

"Compensation plans are only as effective as someone can regurgitate them."

"RevOps should use AI as a tool to make processes more efficient."
Chapters:
00:00 Introduction and Guest Background

01:24 Journey into Revenue Operations

03:14 Understanding the Role of RevOps

04:09 Building a RevOps Team

06:57 Challenges and Solutions in RevOps

08:54 Differentiating Sales Ops and RevOps

10:16 Measuring the Effectiveness of RevOps

11:54 The Role of Enablement in RevOps

14:54 Tech Stack Considerations in RevOps

18:13 Pitfalls to Avoid in RevOps

19:28 Setting Quotas in RevOps

21:14 Understanding Compensation Plans

22:08 RAMP Time and Its Importance

30:09 Building Cross-Functional Relationships

32:37 Favorite Business Tools

34:59 The Role of AI in Sales

36:52 Quickfire 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:
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/
40 min
December 06, 2023SaaSy Talk S01.29: Redefining Success in SaaS Sales with Sam McKenna
About The Guest(s): Samantha McKenna, CEO of #samsales Consulting, is an award-winning sales leader, brand ambassador for LinkedIn, LinkedIn Sales [In]sider, angel investor, board member, and highly sought-after speaker. She has broken 13 sales records and believes great sales are rooted in exceptional manners, and consistently looks for opportunities to continue growing the company’s philanthropic efforts.
With more than 80,000 LinkedIn followers, Sam has inspired sales professionals with her tangible sales tips and actionable advice used daily by executives and teams alike. Sam has been named a Top 50 Woman in Revenue, Top 25 Women in Revenue, Top 20 Women in Sales Leadership, The 100 Best LinkedIn Influencers, appears as one of the faces of LinkedIn Sales Navigator’s marketing campaigns, and has been named a Top Ten LinkedIn Sales Star several times over. She has a deep commitment to helping women succeed - particularly those who are military spouses - as well as individuals from underrepresented backgrounds. Sam is dedicated to shining a light on her trademark Show Me You Know Me and #givefirst mantras - and together with her team, raised over $50,000 for charity in both 2021 and 2022 with the innovative #samsales ‘Show Me You Know Me ’ Charity Event.
Key Takeaways:
Motivation in sales comes from a competitive spirit and the desire to constantly excel.

Starting your own business allows for more control over your time and the opportunity to make a broader positive impact.

Challenges in running a business include making tough decisions and figuring out how to grow without external funding.

Hiring the right people involves looking for individuals with a process, intellectual curiosity, and the ability to build rapport.

Building a repeatable sales process requires understanding your accounts, running targeted plays, and leveraging LinkedIn for relationship building.

Urgency in sales is a differentiator and shows respect for the prospect's time.

Being responsive and quick in following up with leads can make a significant impact on closing deals.
Quotes:
"Quality over quantity is key in sales. Take the time to research and personalize your outreach." - Sam McKenna

"Treat your book as a business and take risks to differentiate yourself in the market." - Sam McKenna

"Move your ass. Being urgent in sales shows respect for the prospect's time." - Sam McKenna
Chapters:
00:00 Introduction and Initial Conversation
00:13 Sam's Motivation and Drive in SaaS Sales
01:41 Starting Sam Sales: The Journey and Vision
04:20 Challenges and Rewards in Running a Business
09:39 The Impact of an All-Woman Business
11:46 Sam's Unique Approach to Sales
15:22 Building Genuine Relationships in Sales
20:50 Hiring the Right People for Sales Success
26:37 Hiring Mistakes in Startups
27:08 Common Misconceptions in Hiring
27:59 The Importance of Skill Set in Hiring
28:09 Building a Repeatable Sales Process
29:10 Understanding Your Accounts
31:17 The Importance of Relationship Building in Sales
32:54 Building a Brand and Treating Your Book as a Business
37:45 The Role of LinkedIn in Sales
40:09 The Future of Sales
42:08 The Importance of LinkedIn for Salespeople
46:48 The Urgency in Sales
49:11 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:
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/
52 min
December 05, 2023SaaSy Talk S01.28: Building a Global SaaS Company: Challenges, Fundraising, and Market Expansion
About The Guest(s): Jason Atkins is the co-founder of Cake, a global SaaS company that provides equity management solutions for startups. With a background in finance and a passion for innovation and entrepreneurship, Jason has been instrumental in building Cake into a leading player in the equity space. He is dedicated to driving the growth of the company and helping startups around the world succeed.
Summary:
In this episode, Jason Atkins, co-founder of Cake, shares his journey of building a global SaaS company from the Gold Coast. He discusses the founding moment of Cake and the problem they were trying to solve in the equity space. Jason also talks about the challenges they faced in the early days and the importance of usability in SaaS products. He shares insights into the fundraising journey and provides practical tips for early-stage founders. Jason then dives into the go-to-market strategy for global expansion and the importance of understanding your customer. He highlights the role of marketing in business growth and the power of community-led marketing. Finally, Jason discusses his priorities as a CEO and gives a glimpse into the future plans for Cake.
Key Takeaways:
Cake was founded to bring the speed and innovation of blockchain to the traditional equity space.

Building a startup from scratch is extremely challenging, but focusing on learning and minimizing expenses can make a big difference.

Access to the right people and funding is crucial in the early days of a startup.

Usability is a key factor in the success of a SaaS product, and understanding your customer's buying process is essential.

When expanding globally, it's important to identify your customer and focus on the markets where they are buying.

Being present where your customers are and building a strong community can drive growth and success.

Jason's top priorities as a CEO are evangelism, sustainable revenue growth, and building a strong team.
Quotes:
"If you're in a new space, just give. Volunteer, help others, and learn as much as you can." - Jason

"Raise as little money as possible, learn as fast as possible, and focus on achieving milestones." - Jason

"Be where your customers are and spend time with them. People want to work with good people." - Jason

"Product-led growth is about solving a problem and being there when your customers need you." - Jason
Chapters:
00:00 Introduction and Founding Moment
00:05 The Problem and Solution
01:30 Choosing a Co-Founder
03:28 Challenges in the Early Days
09:23 The Importance of Usability in SaaS
11:15 Fundraising Journey and Tips
17:37 Celebrating Success and Global Expansion
22:38 Global Expansion and Learning from Different Markets
23:11 Understanding the Product and Market Strategy
23:37 Challenges and Successes in Market Expansion
24:20 The Importance of Identifying Your Customer
27:52 The Role of Marketing in Business Growth
31:45 The Journey of a CEO: Priorities and Future Plans
34:49 Quick Fire-Round

Equity Toolkit: https://www.cakeequity.com/equity-toolkit

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:
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/
39 min
November 30, 2023SaaSy Talk S01.27: Mastering the art of scaling of sales and customer success
About The Guest(s): Marina Golemis is the Senior Vice President of North American Sales at ShipBob, a technology-enabled fulfilment platform that supports over 7,000 e-commerce companies. Her leadership has contributed to the company's incredible growth, as she has been involved in every part of the Customer Acquisition process, as well as Customer Success, Implementation and Sales Engineering. She is recognized for her insights into how leaders can trust themselves and their perspectives, which is integral to the role of a sales leader.

Marina lives in the suburbs of Chicago with her husband and two daughters. When not nerding out on sales podcasts, Marina can be found at her local yoga studio.
Summary: Marina shares her journey into the tech industry, starting with a job in logistics after college. She then worked for a fashion startup before joining ShipBob. Marina discusses her role overseeing both sales and customer success and how it has improved alignment between the two teams. She also talks about the challenges of scaling a team and the importance of setting up processes and hiring the right people. Marina emphasises the value of honesty and transparency in customer success and shares her approach to forecasting and revenue retention. She also highlights the importance of consistency in leadership and the lessons she has learned from her mentors.
Key Takeaways:
Marina's early career in sales taught her the importance of grit and the value of working in a field you are passionate about.

Success managers can benefit from learning sales skills to proactively identify opportunities for upselling and cross-selling.

Revenue retention and growth should be a key metric for success teams, and quotas should be set based on attainable goals.

Scaling a team requires setting up processes and hiring the right people, as well as maintaining consistency in leadership.

Forecasting can be challenging, but understanding the factors that can impact revenue and maintaining open communication with customers can help improve accuracy.
Quotes:
"We don't want to be the company doing layoffs every year where people aren't bought in because they're always scared that tomorrow's their last day." - Marina

"Consistency and leadership is so important. I know what to expect from my boss, and that consistency helps me come prepared and anticipate his questions." - Marina
Chapters:
00:06 Marina's Journey into Tech
01:33 Joining ShipBob and Company Growth
01:57 Balancing Sales and Customer Success
05:08 Upselling and Cross Selling Strategies
07:46 The Hiring Process and Team Scaling
10:15 The Importance of Culture Fit in Hiring
13:22 Maintaining Team Size and Increasing Productivity
15:47 Forecasting Methodology in Sales
16:09 The Art of Revenue Forecasting
16:21 Challenges in Forecasting and Overcoming Them
17:31 Impact of Macroeconomic Downturn on Business
17:44 Adapting to Market Changes and Building Resilience
18:59 The Power of Peer Groups and External Influence
20:05 Career Progression and Growth at ShipBob
20:32 Addressing Quota Challenges and Ensuring Team Success
21:43 The Importance of Accountability and Transparency in Leadership
22:04 Learning from Mistakes and Adjusting Expectations
27:07 Maintaining Consistency and Positivity in Leadership
27:58 Quick Fire Round and Closing Remarks

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:
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/
31 min

About SaaSy Talk Unfiltered

From the publisher's feed

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…

Share SaaSy Talk Unfiltered

Sign up to save your podcasts

SaaSy Talk Unfiltered

SaaSy Talk Unfiltered episodes

About SaaSy Talk Unfiltered