Claim OwnershipBowery Capital Startup Sales Podcast
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Description
Bowery Capital is an early stage venture capital fund that focuses solely on helping portfolio companies with sales related challenges. This podcast is a discussion between the Bowery Capital team and experienced industry friends in an effort to help a younger generation of startups better understand the issues and pain points they will face when thinking about early revenue generation.
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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.'
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."
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
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.
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?
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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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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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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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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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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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.
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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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
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.
Matt Cameron, CEO of SaaSy Sales Leadership, joins the Bowery Capital Startup Sales Podcast to discuss "Early-Stage Enterprise Sales."
Mark Jung, VP Marketing of Dooly, joins the Bowery Capital Startup Sales Podcast to discuss "Modern Marketing Tactics."
Kevin Michaelis, VP of Sales at Process Street, joins the Bowery Capital Startup Sales Podcast to discuss the "Most Important Traits For Early Sellers."
Oleg Campbell, Founder and CEO of Reply.io, joins the Bowery Capital Startup Sales Podcast to discuss "Evolving Your Sales Tech Stack."
Alan Silvestri, Founder and CEO of Growth Gorilla, joins the Bowery Capital Startup Sales Podcast to discuss "Link Building and Scrappy SEO Tactics."
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."
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