SaaSy Thoughts, with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech. This week we talk through warning signs on culture that can kill a start-up/scale-up; CEOs and sales; and as always, Sam's 'Something interesting and new'. Brought to you by www.saasysalesleadership.com

SaaSy Thoughts, with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech, brought to you by www.saasysalesleadership.com

This week we cover: direct listing IPOs, privacy apps, workplace non-disparagement agreements (& why they suck), plus cool new tech to know about.

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

This week we cover:

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:

SaaSy Thoughts, with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech.  This week we cover some hot new apps that are scaling, the future of Clubhouse and what new announcements by Zoom, Slack and hybrid tech players will mean for you.

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

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

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.

Kicking the year off, Matt Cameron explains:

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