Selling Saas

 In todays episode of the SellingSaas Podcast, Duane sits down with Brendan short from Groundswell to talk  about how GTM teams can better utilize the right data at the right time to better target and empower the sales teams to be more effective sooner.  

EPISODE HIGHLIGHTS:  

2:09 - How does the data from PLG fit into the GTM function

2:30 - Not having one specific owner of the data or the PLG function

3:45- should sales have access to or work out of the data warehouse?

5:00- Just off we are when it comes to using usage data on personalization and targeting.  

6:05- Building intelligent dashboards based on market data AND usage data from their accounts.  

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast, Duane sits down with Tyler Lindley on how to look at what kinds of hires you need to make at which stage of your company

EPISODE HIGHLIGHTS:  

0:50 - Must be a deep generalist, especially in a start up.

1:15 - Bringing in the tenured sales specialist to one day be the sales leader

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast, Duane chats with Brendan Short from Groundswell. Brendan talks about the myriad of ways GTM teams are trying to us what data they have or have access to in order to win more business, but just how disconnected all the tools are when it comes to building a truly accurate targeting method.

EPISODE HIGHLIGHTS:  

0:45 - Strike while the iron is hot, and NOT waiting for the perfect moment.  

3:00 - Who truly owns PLG in the GTM function?  

3:45 - Using a data warehouse in sales to create effective sales reps

4:45 - Targeting being the spot where data is the most underutilized and programs spread so thin

6:40 - Getting suggested "plays" to run when leads hit a certain threshold

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast, Duane sits down with the founder of Groundswell , Brendan Short. The conversation revolves around data and GTM teams, and all the things we need to be aware of so we can NOT push our buyers away

EPISODE HIGHLIGHTS:  

1:00 - Introducing PLG to sales reps and removing the thought that it replaces sales reps.  

2:00 - Sales is much more consultative and being a guide in a PLG strategy

3:05 - Buyers are massively more educated about your product than ever before, and its only getting better for them

4:15 - Getting relevant as soon as you can so you're not annoying the buyer

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast, Duane chats with Tyler Lindley from the Saleslift Podcast Duane talks about what are the foundations of a good sales manager and where most new sales managers miss the boat when going from top producer to managing

EPISODE HIGHLIGHTS:  

0:50 - Managers process for running a 1:1, or lack thereof

1:20 - The tactical parts as well as the emotional connection

2:30 - Great sales reps CAN become great managers, but it takes different work

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast, Duane sits down with Tim Geisenheimer, the founder and CEO of Correlated. We talk about the common misconception of tech companies that build a tool and expect growth without sales and how 96% of the top Saas companies employ a large sales force

EPISODE HIGHLIGHTS:  

0:50 - Getting GTM teams connected to Data with PLG

2:00 - PLG is not the field of dreams, you still need to do the work  

3:00 - 96% of PLG companies have an active sales team, you can get the company to a certain point of growth without, but ultimately to have the growth you want, you're going to need the presence of sales

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast, Duane gets to speak on the two most common reasons why customers churn. Its not what you think it is, and its something a lot of companies miss

EPISODE HIGHLIGHTS:  

0:50 - Where does churn come from? It's not price or sales... it's either they have a poor relationship with the company or the product isnt solving the need

1:40 - theres ways to reduce churn, but it takes time, it takes patience and it requires you to remove ego from the product.  

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast, Duane chats with Tyler about what kind of skills translate into sales management, if any... And, part of the mindset you MUST have as a leader in order to let go of control.  

EPISODE HIGHLIGHTS:  

0:45 - what skills translate into the sales management role from being a top sales rep

1:15 - The gap in mindset needed from leadership in order to successfully lean on your team to make your commission check, when it can't be you

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast Duane sits down with Tyler Lindley from Sales lift, and talks about the biggest gaps that we are seeing in sales leadership and how we are promoting people into sales leadership roles.  

EPISODE HIGHLIGHTS:  

0:46 - how we are not preparing our new sales managers for their new role and how just looking at the top rep for the path is broken.  

1:30 - the 3 month halo effect, that most managers experience  

2:00 - how to unpack whats going on inside the sales team in order to tactically coach each rep and how to look at data.  

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

 In todays episode of the SellingSaas podcast, Duane chats with Brandan Short who is the co-founder and CEO of Groundswell, which is a Software company created to help bridge the gap between product usage data and GTM teams. And, how Brendan started his career as a SDR and worked his way up to being an AE, and on to a sales leader. His first company was acquired after 18 months, and after some consulting went on to work with Zoom where he ran sales ops. Which is where he came up with the idea for Groundswell.  

EPISODE HIGHLIGHTS:  

0:52 - Brendan's long background in Enterprise SaaS and how it led to Groundswell

2:19 - The Benefits of a data for Sales Teams and using it to operationalize outreach and prioritization.  

3:59 - The Challenges of using for data warehouse tools to automated GTM functions

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.