Bowery Capital Startup Sales Podcast
By Bowery Capital
Leveraging India To Scale Adoption & Growth with Ulysses David (Dataiku)
Ulysses David, the former Global VP, Global Strategy / GM, India at Dataiku joins the Bowery Capital Startup Sales Podcast to discuss "Leveraging India To Scale Adoption & Growth.'
Building Your Customer Advisory Board with Leslie Brand (Alation)
Leslie Brand, the former Senior Director of Corporate Marketing at Alation, joins the Bowery Capital Startup Sales Podcast to discuss "Building Your Customer Advisory Board."
Metrics Matter: Creating an Effective Sales Framework with Derek Draper (Juniper Square)
This week we had Derek Draper, SVP of Sales at Juniper Square join the Bowery Capital Startup Sales Podcast to discuss how he thinks about setting up an effective sales framework.
Topics include:
- Breaking down your pipeline by volume, velocity, and conversion
- What metrics matter, and what steps can you take once you identify a weak area?
- Prospsect Personas: How to make sure you're speaking the right language to the right personWhy he made the jump from investor to founding and building a company.
- Common traps to look out for to avoid "happy ears
Links to mentioned articles:
https://review.firstround.com/this-sales-plan-moves-the-needle-on-every-success-metric
https://docs.google.com/document/d/1ASbwkr3lzrAT8m8oSfzrQbfm9XmDseDMs-xKgIbWTxY/edit
Building a Start-Up in a Bear Market with Baxter Lanius (Alternative)
Baxter Lanius, Founder and CEO of Alternative, shares his experience around building a sustainable, profitability focused startup. We discuss 1) the difference in a Private Equity vs Venture Capital mindset, 2) strategies for fundraising and scaling in a bear market 3) why he made the jump from investor to founding and building a company.
Building a Product-led Growth Engine with Krishan Patel (Apollo)
Krishan Patel, VP of Product of Apollo, shares his experience around building a product-led growth engine and discuss 1) how he shifted his career from sales to product, 2) how and why to shift a sales-led org to a product-led one (and how Apollo did it) and 3) what about your company and product needs to be right to know if you should lean into PLG or not?
Buyerside Chat: Ian Andrews, Chief Marketing Officer (Chainalysis)
Ian Andrews, CMO of Chainalysis, joins to share his experience as a buyer from organizations like Chainalysis, Pivotal, Teradata, and Opsware.
Topics include:
1) What separates a good email from one that gets instantly deleted?
2) How to do effective research on your prospect before reaching out.
3) What should you know about the company before your first conversation?
4) Why coming into a meeting with a hypothesis is better than a blank page.
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Buyerside Chat: Reba Cox, Dir. of Procurement (MongoDB)
Reba Cox joins to share her experience as a buyer from organizations like MongoDB, Philips, and ESAB. Topics include 1) what procurement actually does behind the scenes 2) negotiating price vs value with procurement 3) why procurement will never be your champion and strategies to keep them from becoming a blocker.
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Buyerside Chat: Jonathan Cochrane, VP Operations (SaaSOptics)
Jonathan Cochrane joins to share his experience as a buyer from organizations like EY, ScienceLogic, Higher Logic, and SaaSOptics. Topics include 1) how being able to adapt your demo on the fly leads to sales 2) why trying to show all your product features is like a terrible first date and 3) what he looks for when teams present vendors to him for budget approval.
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Buyerside Chat: Chad Wonderling, CAO (Salesloft)
Chad Wonderling joins to share his experience as a buyer from organizations like Salesloft, Rubicon, and Ceres Global. Topics include 1) What is a CAO and how is it different to other finance roles, 2) what makes an outbound email stick out, 3) how to use LinkedIn to build relationships with prospects, and 4) why sales is a lot like dating.
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Buyerside Chat: Chris Spooner, SVP Finance (Rubicon)
Chris Spooner joins to share his experience as a buyer from organizations like Rubicon and Novelis. Topics include 1) How to enable your champion to go get a "yes" and not a "go do more work", 2) the art of blind calendar invites, do's and don'ts, and 3) a cold call that actually worked and why it worked
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Scaling Culture in a Remote World with Brendan Tolleson (RevPartners)
Brendan Tolleson, CEO and Co-founder of RevPartners, joins the Bowery Capital Startup Sales Podcast to discuss 1) Scaling culture by simplifying it into Intentionality, Documentation, Rewards, and Ownership, 2) How to bring new hires up to speed culturally in the first 90 days, and 3) Mission and Margin: How to move at VC pace and pursue excellence but also truly care for your people and customers in an authentic way.
Buyer's Corner: Rakib Azad, VP Finance (Chainalysis)
Rakib Azad joins to share his experience as a buyer from organizations like Chainalysis, MongoDB, Footlocker, and Ladders. Topics include 1) how to work with your champion and align your product to the company's priorities, 2) why not doing your research can (and will) kill your deal, and 3) pet peeves sellers should stop right away to avoid getting blocked :)
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The 2021 Startup Sales Stack with Michael Brown and Eugene Godsoe (Bowery Capital)
This week we dove into 1) Vendor consolidation with insights from Mark Roberge, former CRO of Hubspot 2) Marketing automation growth 3) Covid's impact on how sales leaders should think through data, coaching, and analytics 4) Prioritizing what tools to get and when as an early stage company.
This report, in partnership with G2, is meant to serve as a guiding framework for anyone evaluating sales, marketing, customer success or management software solutions.
Link to the report: https://bowerycap.com/blog/sales/2021-startup-sales-stack-report
Early-Stage Selling and Building Team Culture with Melanie Hallenbeck (Elevate.inc)
Melanie Hallenbeck, Chief Growth Officer of Elevate.inc, joins the Bowery Capital Startup Sales Podcast to discuss 1) Selling into ENT as an early stage startup, 2) navigating procurement, and 3) how Covid has changed the sales culture landscape.
Early-Stage Enterprise Sales with Matt Cameron (SaaSy Sales Leadership)
Matt Cameron, CEO of SaaSy Sales Leadership, joins the Bowery Capital Startup Sales Podcast to discuss "Early-Stage Enterprise Sales."
Modern Marketing Tactics with Mark Jung (Dooly)
Mark Jung, VP Marketing of Dooly, joins the Bowery Capital Startup Sales Podcast to discuss "Modern Marketing Tactics."
Most Important Traits For Early Sellers with Kevin Michaelis (Process Street)
Kevin Michaelis, VP of Sales at Process Street, joins the Bowery Capital Startup Sales Podcast to discuss the "Most Important Traits For Early Sellers."
Link Building and Scrappy SEO Tactics with Alan Silvestri (Growth Gorilla)
Alan Silvestri, Founder and CEO of Growth Gorilla, joins the Bowery Capital Startup Sales Podcast to discuss "Link Building and Scrappy SEO Tactics."
Startup Strategy Primer with the US Government with Sam Pandey (US Army Reserve)
Sam Pandey, US Army Reserve Innovation Officer 75th Innovation Command, joins the Bowery Capital Startup Sales Podcast to discuss "Startup Strategy Primer with the US Government."
Early-Stage Startup Positioning with Chris Williams (Wolves Not Sheep)
Chris Williams, Co-Founder & Managing Director at Wolves Not Sheep, joins the Bowery Capital Startup Sales Podcast to discuss "Early-Stage Startup Positioning."
The Importance of Customer Marketing with Sarah Doughty (Crescendo Labs)
Sarah Doughty, Founder and Customer Success Champion at Crescendo Labs, joins the Bowery Capital Startup Sales Podcast to discuss "The Importance of Customer Marketing."
Creating a Winning B2B Content Strategy with Devin Reed (Gong)
Devin Reed, Head of Content Strategy at Gong, joins the Bowery Capital Startup Sales Podcast to discuss "How To Create a Winning B2B Content Strategy."
How To Do a Brand Audit with Grant McDougall (BlueOcean)
Grant McDougall, Founder & CEO of BlueOcean, joins the Bowery Capital Startup Sales Podcast to discuss "How To Do a Brand Audit."
Prospecting Using Video with Morgan Ingram (JB Sales)
Morgan Ingram, Director of Sales Execution and Evolution at JB Sales, joins the Bowery Capital Startup Sales Podcast to discuss "Prospecting Using Video."
Excelling at Each Stage of Growth with Andrew Elliott (CRO at People Data Labs)
Andrew Elliott, CRO at People Data Labs, joins the Bowery Capital Startup Sales Podcast to discuss "Excelling at Each Stage of Growth."
Iteration in Early-Stage Selling with Scott Leese (Surf and Sales)
Scott Leese, Founder & CEO of Surf and Sales and Scott Leese Consulting, joins the Bowery Capital Startup Sales Podcast to discuss "Iteration in Early-Stage Selling."
Selling to Engineers with Oliver Williamson (CircuitHub)
Oliver Williamson, Head of Sales at CircuitHub, joins the Bowery Capital Startup Sales Podcast to discuss "Selling to Engineers."
Using LinkedIn for Outbound Selling with Tom Abbott (SOCO Sales Training)
Tom Abbott, Managing Director of SOCO Sales Training, joins the Bowery Capital Startup Sales Podcast to discuss "Using LinkedIn for Outbound Selling."
Pivoting Messaging During COVID-19 with Dev Basu (Powered by Search)
Dev Basu, Founder and CEO at Powered by Search, joins the Bowery Capital Startup Sales Podcast to discuss "Pivoting Messaging During COVID-19."
Driving Revenue Retention During COVID-19 With Ed Fry (Paddle)
Ed Fry, Head of Growth at Paddle, joins the Bowery Capital Startup Sales Podcast to discuss "Driving Revenue Retention During COVID-19."
How to Market During Social Distancing with Erik Huberman (Hawke Media)
Erik Huberman, Founder & CEO of Hawke Media, joins the Bowery Capital Startup Sales Podcast to discuss "How to Market During Social Distancing."
Growth Marketing During COVID-19 with David Rodnitzky (3Q Digital)
David Rodnitzky, Founder & CEO of 3Q Digital, joins the Bowery Capital Startup Sales Podcast to discuss "Growth Marketing During COVID-19."
Communicating With Customers During COVID-19 with Jason VandeBoom (ActiveCampaign)
Jason VandeBoom, Founder & CEO of ActiveCampaign, joins the Bowery Capital Startup Sales Podcast to discuss "Communicating With Customers During COVID-19."
Content Effectiveness During COVID-19 with Russ Heddleston (DocSend)
Russ Heddleston, CEO of DocSend, joins the Bowery Capital Startup Sales Podcast to discuss "Content Effectiveness During COVID-19."
Hiring During & After COVID-19 with Amy Volas (Avenue Talent Partners)
Amy Volas, Founder & CEO at Avenue Talent Partners joins the Bowery Capital Startup Sales Podcast to discuss "Hiring During & After COVID-19."
Managing RevOps During COVID-19 with Marko Savic (FunnelCake)
Marko Savic, Founder & CEO of FunnelCake, joins the Bowery Capital Startup Sales Podcast to discuss "Managing RevOps During COVID-19."
Resetting Quotas Amidst COVID-19 with Sanj Sanampudi (Concert Finance)
Sanj Sanampudi, CEO of Concert Finance, joins the Bowery Capital Startup Sales Podcast to discuss "Resetting Quotas Amidst COVID-19."
Why Your Sales Capacity Plan Doesn't Work with Rick Smolen (Intralinks)
Rick Smolen, Former VP of Sales at Intralinks and Greenhouse, joins the Bowery Capital Startup Sales Podcast to discuss "Why Your Sales Capacity Plan Doesn't Work".
Selling Into Digitalization and Innovation Teams with Zack Woods (Alchemy)
Zack Woods, Head of Enterprise Sales at Alchemy, joins the Bowery Capital Startup Sales Podcast to discuss "Selling Into Digitalization and Innovation Teams."
Outbound 3.0 with Jason Bay (Blissful Prospecting)
Jason Bay, Co-Founder & CRO at Blissful Prospecting, joins the Bowery Capital Startup Sales Podcast to discuss "Outbound 3.0."
Breaking into Startup Sales with Matt Hidalgo (Cockroach Labs)
Sales Productivity with Phil Harrell (Forrester)
Phil Harrell, Service Director at Forrester, joins the Bowery Capital Startup Sales Podcast to discuss "Sales Productivity"
How To Have Tough Sales Conversations with Trenton Truitt (Apollo GraphQL)
Trenton Truitt, Chief Sales Officer at Apollo GraphQL, joins the Bowery Capital Startup Sales Podcast to discuss "Tough Sales Conversations"
Sales Repositioning with Brian Malkerson (Attentive)
Brian Malkerson, VP of Sales at Attentive, joins the Bowery Capital Startup Sales Podcast to discuss "Sales Repositioning"
Scaling Sales Teams Quickly As You Go Global with Rich Liu (TripActions)
Rich Liu, Chief Revenue Officer at TripActions, joins the Bowery Capital Podcast to discuss "Scaling Sales Teams Quickly As You Go Global"
Building Your Early, Post-Seed Sales Machine with Brandon Gracie (GasLight Solutions)
Brandon Gracey, Principal at GasLight Solutions, joins the Bowery Capital Podcast to discuss "Building Your Early, Post-Seed Sales Machine."
Transforming Your QBR Process with Karen Rhorer (Atrium)
The Why, Try, Buy Method For Open Source Software Sales with James Weitzman (Cockroach Labs)
Building Communities to Support BD Efforts with Shai Goldman (SVB)
