SaaSy Thoughts Podcast

SaaSy Thoughts Podcast

By SaaSy Sales LeadershipBusinessManagement
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SaaSy Thoughts Podcast episodes

  • SaaSy Thoughts [April 12, 2021] with Sam Arnold and Matt Cameron - Insight's on the week's news and longer term trends in tech.

    SaaSy Thoughts, with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech.

    This week we cover:

    • The tech worker migration from SF... Where people are REALLY moving to
    • The current crazy valuations and what that may mean if you are joining a new company
    • A new app that teaches young adults about real world stuff (Like taxes)
    • The latest most ridiculous digital service - An emoji identity!?
      • 33 min
    • SaaSy Thoughts [April 5, 2021] with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech.

      SaaSy Thoughts [April 2021, Week 2] with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech.

      This week we cover:

      • Things to noodle on about these new forms of financial assets enabled by securitization platforms or blockchain (But explained in non tech language)
      • Implications of the new rural internet access initiative
      • A cool new company facilitating remote office setups (Firstbase)
      • A robotic writing service so you never have to miss grandma's birthday card again
      • A YCombinator company that has figured out how to get their competition to say their name in nearly every sales call... How do they do that?  Great question.
        • 32 min
      • The SaaSy Podcast w/ David Hershenson, Chief of Staff at Tray.io

        In this interview, SaaSy's CEO Matt Cameron meets with David Hershenson, Chief of Staff at Tray.io: A SaaS veteran who has worked at Salesforce, Yammer and Zendesk who shares how he transitioned to the CoS role and how you can set yourself up for it: 

        00:18 [Cameo from a surprise guest]

        03:56 The transition to CoS from inside sales

        06:30 [Our cameo returns]

        10:43 How to set yourself up to secure a CoS role

        12:30 Where to from CoS role?  Options beyond CoS.

        13:41 Traits that Hersh has identified in the most effective sales leaders

        16:11 Signs a sales leader is not going to work out

        21 min
      • SaaSy VLOG 03 - Selling at product led growth (PLG) companies

        Learn what PLG companies should provide their sales teams with to accelerate sales cycles.  I also discuss how you as a sales professional can engage with freemium users to ensure that you don't get stuck with the curious, junior user who is trying out your system.

        If you are interested in learning more about up leveling your go to market skills, come see our courses at www.saasysalesleadership.com

        7 min
      • The SaaSy Podcast "How to land the MEGA deals" with Gavin Jones

        In this episode we talk about how to land the MEGA deals, with Gavin Jones, who in addition to being the Australian Country Manager for Tableau, has had an incredible run leading enterprise sales teams at Pivotal, Good technology, Salesforce, Oracle and Avaya.

        1:22 How a role in market research was an entry point to figuring out how to land multimillion dollar deals.

        1:47 How to differentiate based on customer's business processes, change management and related programs.

        5:28 - The skills and acumen you need to pull off 7 figure deals

        13:30 - How do you even start to create and envision a mult-million dollar deal?

        20:17 - Earning the right to becoming the trusted advisor.

        22:48 - Challenger/Provocative selling where insight driven selling delivers outsized value to an account

        24:54 - The 'Flanking strategy' used to land and expand across a bank to secure the mega deal.

        31:09 - How politics factors in deals and how you actually figure it out (A very cunning tactic you can all use)

        35:11 - What are the characteristics of the most successful enterprise sales professionals.

        43 min
      • SaaSy VLOG Ep 1: 'How to secure access to large budgets in enterprise sales'

        Kicking the year off, Matt Cameron explains:

        - How to write a  value proposition that gets access to the big budgets you need for creating massive customer value and blowing out your quota.
        - The key persona that you need to avoid as you engage in your next enterprise opp
        - Hint:  His name is Seymour.
        0:00 - 0:18 - Finding the unrealized value in your territory: Exec Agenda
        0:48 - Gtmhub: Example company research and background
        2:09 - 2:45 - Creating Value Proposition from OKRs
        3:10 - 🍫🐶3:52 - History of OKRs, V2MOM model, Value Props from V2MOM (Obstacles)
        5:02 - 🍫🐶5:06 - How OKRs are built, how to tie externalities to intuiting OKRs
        5:50 - Understanding your customer's customer to understand what's happening inside the company 🚁
        6:41 - How corporate objectives  guide the department (where you sell), 2020 change in department-level buying process  
        7:37 - Mapping the political landscape (Set Priorities, Influence, Inform, Seemores)  
        8:36 - Alternative uses of capital: the 2020 change in budgeting priorities, how to adapt  
        9:38 - Summary: methods of execs, strategic planning, understand the process for planning and objectives  
        10:32 - 2021 Recs: #1 Understand/influence your business' strategy #2 map prospect objectives to your value prop  
        11:28 - Closing (🍫🐶)

        12 min
      • SaaSy Vlog Ep2: 'Enterprise Sales as a career'

        We discuss the career of the CEO of SAP and why you should work for a large enterprise if you want to sell to F1000 (And Matt suggests two companies you should apply to if you are in transition right now). 

        0: How to get to be CEO of a 40K employee company by age 40

        1:01  Who you need to connect with to sell MEGA deals
        1:48  How to ascend to the top role without staying at one company for 20 years
        2:31  A trap to avoid when career ladder climbing
        5:00 Why enterprise sales is a great option for many of us and where you can get started

        8 min

      About SaaSy Thoughts Podcast

      From the publisher's feed

      Episodes spotlight go-to-market operators from the SaaSy Sales community who share practical and actionable insights that you can use today.