SaaSy Talk Unfiltered

About The Guest(s): Kelly Breslin Wright has over 30 years of experience in leadership, sales, operations, and strategy. Kelly has served in multiple executive roles, including as President and Chief Operating Officer at Gong and as Executive Vice President (CRO) at Tableau Software. Kelly is currently Founder and CEO of her own thought leadership platform Culture Driven Sales. Additionally, Kelly has been a Board Director at public and private companies, including Fastly (NYSE:FSLY), Plum (NASDAQ: PLUMIU), Gong, Lucid, Even, and Amperity. She has advised many technology companies, including Dropbox and Asana. She is an adjunct professor at the University of Washington’s Foster School of Business.Earlier in her career, Kelly spent time at Bain & Company, McKinsey & Company, Bank of America, Dale Carnegie Training, and AtHoc. She earned her BA from Stanford University and MBA from The Wharton School at the University of Pennsylvania. Episode Summary: In this episode, Kelly Breslin Wright shares her remarkable journey from selling books door-to-door to becoming a key figure at Tableau Software, guiding the company from its inception through to a successful IPO and beyond. With a focus on the critical role of culture in sales and business success, Kelly discusses her transition into board roles and teaching, emphasizing the importance of mission, vision, and alignment in creating effective teams and compelling sales strategies. Highlights include her insights on building a board for startups, prioritizing people in businesses, and her unique perspective on sales as a deeply human and culturally driven process. Key Takeaways: Kelly's early experiences in sales and entrepreneurship shaped her passion for helping people and running her own business. The importance of aligning sales with the overall company strategy and having a clear mission and vision. The role of culture in driving sales and creating a positive work environment. The need for companies to rate people and culture as top priorities. The challenges and considerations in building an effective board and assessing team dynamics during company growth. Notable Quotes: “Culture ties back to the overall essence of the company”  - Kelly Breslin Wright "Every single person in the company is a guardian of the culture." - Kelly Breslin Wright "The best salespeople have high empathy, are good communicators, and can emotionally connect with others." - Kelly Breslin Wright “I have always had the same priorities…#1 People, #2 People, #3 People.” - Kelly Breslin Wright Chapters 00:21 From Selling Books to Executive Roles: Kelly's Career Path 04:50 Teaching the Art of Sales: Kelly's University Course 11:14 The Essence of Company Culture and Its Impact on Sales 14:21 Guardians of Culture: Every Employee's Role 16:27 Balancing Data-Driven Decisions and Maintaining Culture 20:24 Core Values and Operating Principles: The Foundation of Culture 26:25 Mission, Vision, and Values: More Than Just Words 28:24 Navigating Business Challenges and Priorities 28:50 The Three Pillars of Success: People, PIML, and Culture 29:33 The Importance of the Right Team for Growth 31:48 Evaluating Leadership and Team Dynamics for Expansion 34:11 Cultural Fit vs. Experience in Hiring Decisions 39:44 Culture-Driven Sales: Connecting on a Deeper Level 42:46 Effective Board Composition and Its Impact 46:30 Legacy and Personal Reflections 48:25 Quick Fire Round Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Stephanie Jenkins is the VP of Global Sales at PandaDoc. Prior to PandaDoc Stephanie served as the CRO at rapidly growing Series C startups, and at Glassdoor as the VP of Sales where she scaled the company from an unknown, small-scale start-up to a SaaS recruiting giant (8M →400M ARR). In 2018, she led the team through a successful exit event, an acquisition from Recruit Holdings for 1.2B. Stephanie’s strengths are adaptability, agility, building systems and processes for scale, and creating mission-driven teams.  Episode Summary: In this episode, Stephanie shares her journey into the tech industry, starting from her desire to move to California and work in the tech industry. She discusses her experience at Glassdoor and the lessons she learned during the company's rapid growth. Stephanie also talks about the importance of work-life balance and how she prioritizes her family while still achieving success in her career. She provides insights into adapting and innovating sales strategies, the impact of her career decisions on her personal life, and her leadership philosophy in motivating her team. Stephanie also discusses the future of Pandadoc and her excitement about AI and its potential in the tech industry. Key Takeaways: Stephanie's journey into the tech industry started with her desire to move to California and work in the tech industry, which led her to join Glassdoor and eventually become the Global VP of Sales at Pandadoc. Glassdoor's growth taught Stephanie the importance of adaptability and experimentation in sales strategies, such as bundling products together and running effective proof of concepts. Stephanie prioritizes work-life balance and believes in creating a system of regular review of metrics to deliver the right performance while still being present for her family. As a leader, Stephanie focuses on understanding her team's goals and helping them achieve success both in their careers and personal lives. Stephanie is excited about the future of Pandadoc, particularly in the areas of AI, contract lifecycle management, and configure price quote solutions. Notable Quotes: "It's not the strongest or fastest species that survives, but the ones that can adapt the fastest." - Stephanie "You have to find the thing that makes you love what you do, that you get up excited to do every day." - Stephanie "You have to think about who you're working for, what are we doing, how are we helping people, and then how am I helping this company and helping further that mission." - Stephanie Chapters 00:25 Stephanie's Journey into Tech 03:31 From Sales Beginnings to Global VP 05:17 Lessons from Glassdoor's Growth 07:23 Adapting and Innovating in Sales Strategies 10:56 Exploring Work-Life Balance and Career Choices 14:59 Work-Life Balance in the Tech World 20:28 The Impact of Career Decisions on Personal Life 21:59 Leadership Philosophy and Team Motivation 24:01 Implementing Work-Life Balance in Sales Teams 27:07 The Freedom and Responsibility Model in Sales 30:31 A Week in the Life of a Sales Leader 33:00 Future Aspirations and the Impact of AI 34:09 Legacy and Personal Reflections 35:09 Quick Fire Round: Favorites and Preferences Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): As the Founder of revenue•x, a GTM and revenue advisory providing fractional CRO services, Neil focuses on helping small and medium-sized businesses build an efficient GTM motion that results in a full pipeline and recurring revenue through people, processes, and platforms. Neil brings 25+ years of learning within B2B SaaS, technology, consulting and data businesses, where he has helped lead companies through different growth stages, including $0-$3M, $3-$6M, $20-$50M, and $100M-$200M+. Neil's other passion is PORCH, an exclusive community for immigrant entrepreneurs, which he founded with his son Hunter.  Neil speaks often on the power of community and go-to-networks to help businesses grow and practices what he preaches through his contributions as an Ambassador, and the Chair of the Fractional/Consultant/Advisor group at Pavilion, a Featured Thought Leader at Sales Assembly, and an Advisor at Gartner Sales Community. His background includes leadership positions at RIWI (CRO), Environic Analytics (SVP of Marketing and Partnerships), Deloitte (VP), Dentus (SVP / Managing Partner),  Rogers (Sr Director), and Nielsen (VP). Always trying to live by the POP principles (Passionate, Optimistic, Perseverance), Neil prides himself on having a perfect say/do ratio. Episode Summary: In this episode, Neil shares his journey from working in the corporate world to becoming a fractional CRO and founder of Porch. He discusses the challenges and rewards of entrepreneurship, the rise of fractional roles in the market, and the importance of building relationships in sales and marketing. Neil also talks about his passion for helping immigrant entrepreneurs and the mission of Porch to provide support and resources to this community. Key Takeaways: Fractional leadership is a growing trend in the business world, offering companies the expertise of experienced professionals on a part-time basis. Building relationships and leveraging warm outreach strategies are becoming more effective than traditional cold outbound methods. Events and in-person interactions are still crucial for building meaningful connections and driving business growth. Porch is a community for immigrant entrepreneurs in Canada, providing support, resources, and networking opportunities to help them succeed in a new market. Neil emphasizes the importance of continuous learning and staying up-to-date with new technologies and strategies in sales and marketing. Notable Quotes: "I think we all have different risk factors or different things that make us take a jump or not take a jump." - Neil "Fractional CRO is about getting your hands dirty. I'm doing everything that a full-time CRO would do, just on a part-time basis." - Neil "Outbound strategies are getting harder and harder. We need to focus on warm outreach and building relationships." - Neil Chapters 00:09 Neil's Personal and Professional Journey 02:11 Transitioning from Corporate to Entrepreneurship 04:31 The Rise of Fractional Roles and Neil's Current Ventures 04:51 Reflecting on Career Choices and the Impact of COVID-19 10:23 Exploring the Fractional CRO Role and Its Benefits 18:51 Giving Back: BeFractional and Porch Initiatives 23:16 Empowering Immigrant Entrepreneurs: The Forge Community 25:53 Shifting Gears: Go-to-Market Strategies and Business Insights 27:11 The Evolution of Outreach: Embracing Warm Strategies Over Cold 31:56 Navigating the AI Landscape: Strategies for Authentic Engagement 37:16 Looking Ahead: Neil's Focus for 2024 and Beyond 40:00 Quick Fire Round: Personal Insights and Preferences Revenuex- https://www.linkedin.com/company/revenue-x/ #Befractional - https://www.linkedin.com/company/befractional-org/ PORCH - https://www.linkedin.com/company/porchcommunity/ Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/ 

About The Guest(s): Don McKenzie is co-founder of Tribe Global Ventures, a B2B focused VC that helps Australian and New Zealand companies scale into the UK and/or the US. Prior to entering the world of VC, Don founded companies including through to the ASX in sectors such as B2B SaaS, construction, insurance services, and consulting. Don’s focus is working with portfolio companies to traverse the predictable problems of high growth using various organisational life cycle development tools.    Episode Summary:  In this engaging podcast episode, Don shares his journey from a tech-enthusiast developing algorithms in his youth, to building a successful tech platform and steering through the complexities of entrepreneurship and investment. Delving into the realms of angel and VC investments through his experiences, he emphasises the importance of empathy and authenticity in supporting startups. The conversation highlights the challenges and opportunities in the tech industry, underscoring the significance of product-market fit, effective messaging, and the intrinsic value of learning from failures. Don's passion and insights into building healthy, resilient businesses, and fostering founder growth make for a compelling narrative, offering valuable lessons and inspiration for founders and investors alike. Key Takeaways: Founders should prioritise go-to-market strategies and focus on solving real problems that customers are willing to pay for. Building a healthy organisation with high trust and respect is crucial for long-term success. Founder transition requires careful planning and a systemic approach to align structure, vision, and mission. The current investment landscape requires startups to demonstrate real value and solve significant problems to attract funding. Authenticity and integrity are key to building successful businesses and maintaining strong relationships. Notable Quotes: "Your story doesn't matter. It's the counterparties' story that matters. You've got to work out a way to open the door to get into their story." - Don "Success is not just about passion and vision. It's about the underlying structural elements that often go unnoticed." - Don Chapters 00:38 Introduction and Guest Welcome 00:46 Don's Journey into Tech and Entrepreneurship 03:54 Insights on Startups and Angel Investing 05:17 The Importance of Learning from Failures 09:37 Challenges Aussie and Kiwi Startups Face 13:39 The Power of Product-Led Growth (PLG) 16:27 Investment Strategies and Go-to-Market Scaling 20:47 Founder to Professional CEO Transition 29:51 The Pitfalls of Founder Transition 32:15 Navigating the SaaS Bubble: Lessons and Strategies 42:00 Investment Strategies and Founder Advice for 2024 47:01 Personal Reflections and Future Aspirations 47:51 Rapid Fire Round: Getting Personal Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/

About The Guest(s): Andrew grew up in South Africa and built one of the country’s largest healthcare consulting businesses. He has lived, worked, and run businesses on six continents, and has been a salesperson for 25 years.Andrew is the author of The 11th Habit, a Tedx speaker, and a lecturer at Northwestern University’s Kellogg School of Management.Andrew is the founder of Habits at Work, where he and his team help customer-facing teams build relationships, create and leverage trust, and uncover their customer’s needs beyond what’s on the surface. Episode Summary:  In this episode, Andrew Sykes discusses the importance of trust in sales and how it can be built in the first few minutes of a conversation. He shares his journey from being an actuary to starting his own business and becoming a professor of sales. Andrew emphasizes the need for salespeople to be trustworthy and highlights the perception-based nature of trust. He also discusses the current state of sales training and the opportunity to professionalize the sales profession. Andrew provides practical tips for building trust, such as making a positive first impression, finding common ground with prospects, and making promises and delivering on them. In this conversation, Andrew Sykes shares insights on building trust and making a strong first impression. He emphasizes the importance of building trust through small promises and micro-moments rather than grand gestures. Andrew also provides tips on building trust in a boardroom setting, such as greeting each person individually and taking the time to connect with them. He discusses the power of storytelling in sales and how well-told stories can inspire and influence others. Andrew's personal origin story framework is also shared as a tool for building trust. Lastly, Andrew shares his favorite sports team, music genre, movie, and place to visit. Key Takeaways: Trust is crucial in sales and can be built in the first few minutes of a conversation. Salespeople should strive to be trustworthy and focus on building trust with prospects. The current sales training model often emphasizes quantity over quality, but there is an opportunity to professionalize the sales profession. Practical tips for building trust include making a positive first impression, finding common ground with prospects, and making and delivering on promises. Building trust is about making small promises and delivering on them in micro-moments. In a boardroom setting, take the time to greet each person individually and connect with them on a personal level. Storytelling is a powerful tool in sales as it allows others to see a future that includes their personal transformation. Craft a personal origin story that includes one sentence about credibility, one about why you do what you do, and one impactful sentence about the privilege of what you get to do. Notable Quotes: "Customers decide that they want to buy from you before they decide if or what they want to buy from your company." "Your job is to stand apart as someone who others view as trustworthy." "Sales is the conversational art of helping another by speaking their preferred future into existence." "A well-told story is the gift of allowing others to see for themselves a future that has an opportunity for personal transformation." Chapters 00:00 Introduction and Background 02:11 The Importance of Trust in Sales 10:00 Building Trust in the First Five Minutes 17:10 The Flaws of the Current Sales System 23:19 Shifting Towards a Customer-Centric Model 29:47 Creating Trust from the Start as an Entrepreneur 37:30 Building Trust in a Boardroom Setting 41:02 Authenticity and Personal Background 43:25 The Importance of Storytelling in Sales 48:03 Legacy and Personal Transformation 50:43 Quick Fire Round Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/ 

About The Guest(s): Nicole Brambila is an experienced tech leader and Chief Revenue Officer (CRO) with a diverse background in sales and management. She began her career in the wine industry before transitioning to the tech sector. Nicole has worked at companies such as Eventbrite and Deputy, where she held various roles and gained valuable experience in sales, storytelling, and cross-functional collaboration. Currently, she is the CRO at Medely, a marketplace for nurses, where she is focused on solving human problems in the healthcare industry. Episode Summary: In this episode, Ricky and Gauri interview Nicole, a seasoned tech leader and CRO. Nicole shares her unconventional journey from the wine industry to tech, highlighting the importance of active listening and empathy in sales. She discusses the human element in technology and the challenges of working in a global role. Nicole also emphasises the value of mentors, both male and female, in her personal growth as a leader. As she navigates her new role as CRO, Nicole focuses on building a strong foundation and shaping the future of the business. Key Takeaways: Transitioning from outside sales to inside sales taught Nicole the importance of actively listening, which became a foundational skill in her career. As a leader, it is crucial to be empathetic rather than sympathetic, as empathy allows for progress and understanding. Working in global roles taught Nicole the significance of not making assumptions and being open to learning from different cultures and perspectives. Nicole aims to be more intuitive and trust her instincts as a leader, while also hiring people who are better than her in certain areas. In her current role, Nicole is focused on building a strong foundation, utilising data as a source of truth, and shaping the future direction of the business. Notable Quotes: "Empathising with both the rep, the business, and the prospect is incredibly important, but sympathising with them doesn't actually allow you to progress forward." - Nicole  "Don't make assumptions and don't assume you know anything. Let them teach you, and you'll be much better for it." - Nicole  Chapters 00:06 Journey to CRO: From Wine to Tech 02:40 The Human Element in Technology and Career Progression 07:09 Leadership Evolution and Embracing Mistakes 09:49 The Role of a CRO: Challenges and Daily Operations 13:48 Personal Growth and Mentorship in Leadership 20:55 Cultural Differences in Global Roles 32:58 Strategic Planning and Future Goals 35:10 Quickfire Round and Closing Thoughts Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Meet Lindsay, the Associate Director of Content & Campaigns at Goldcast. With a knack for creating impactful content, Lindsay focuses on showcasing how B2B marketers can leverage events as top revenue-driving channels. Check out goldcast.io to discover the power of events for brand and business growth. With a diverse background spanning various industries, Lindsay brings a wealth of experience to the table. From the largest credit union in Alabama to a renowned nonprofit brand and a SaaS company with multiple acquisitions, she's a seasoned content leader and strategist. Lindsay excels in building content engines, fostering team relationships, crafting holistic messaging across channels, and creatively driving business goals. Beyond her work, Lindsay is passionate about educating others. She's presented on topics like podcasting, content marketing, digital strategy, and nonprofit leadership at prestigious events such as CU Social Media Conference and Together Digital Indy. Lindsay also serves her community as a member of the Junior League of Indianapolis, a writer for Indy Maven, and a supporter of the Humane Society for Hamilton County. She's a graduate of leadership programs like United Way's Leadership United and Indy Hub's 1828 program, showcasing her commitment to personal and professional growth. Episode Summary: In this episode, Lindsay, Director of Content and Campaigns at Goldcast, joins the show to discuss the power of event and content marketing. Lindsay shares her career journey, transitioning from financial services to non-profit organizations and eventually finding her place in the tech industry. She emphasizes the importance of aligning content with product development and shares insights on leveraging dark social strategies for brand positioning. Lindsay also highlights the value of events in brand creation and awareness, providing tips on planning and budgeting for both large and small-scale events. The conversation concludes with a discussion on the role of podcasts in content marketing and the changing landscape of marketing, including the consumerization of B2B marketing.Key Takeaways: Transitioning into a new role and industry requires adaptability and a willingness to learn. Dark social strategies have evolved into evangelism, providing organic opportunities to reach new audiences. Events are a powerful tool for brand creation, awareness, and lead generation. When planning events, it's important to align content with product development and consider both large and small-scale options. Starting a podcast can be a valuable content engine, allowing for the positioning of brand point of view and integration into other marketing channels. Notable Quotes: "Dark social has now evolved into evangelism. It's about finding organic opportunities to get in front of new audiences where it doesn't cost a lot of money." - Lindsay  "Events are a goldmine of content. It's a lever to position your brand, get in front of your audience, and integrate into other marketing efforts." - Lindsay  Chapters 00:05 Lindsay's Career Journey and Transition into Tech 02:32 The Dark Side of Tech: Pros and Cons 03:47 A Day in the Life of a Director of Content and Campaigns 05:36 Exploring Dark Social Strategy and Evangelism 08:09 Tips for Early Stage Founders on LinkedIn Presence 15:18 The Power of Events in Brand Creation and Awareness 19:20 Strategies for Attending Events and Maximizing Impact 25:37 The Role of Podcasts in Content Marketing 27:42 Leveraging Podcasts for Brand Positioning 29:48 Adapting to a New Role and Industry 31:46 The Changing Landscape of Marketing 32:21 The Consumerization of B2B Marketing 34:02 Advice for Aspiring Content and Campaign Managers 34:11 The Importance of Networking and Project Management 37:25 Reflecting on Personal Legacy and Mentorship 39:55 Quickfire Round Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered

About The Guest(s): Amy Volas is a sales fanatic turned entrepreneur, bitten by the startup bug many moons ago. Having sold $100MM in revenue, and two successful exits, she founded Avenue Talent Partners (ATP) to help startups make confident hiring decisions by improving the art and science of executive sales and customer success hiring. ... without the cringe. She is an LP at Stage 2 Capital, advises a handful of founders, and is writing a book about startup hiring pitfalls. Off-duty, Amy combines her love of nature with a quirky fascination for Windex. Episode Summary:  In this episode, Amy Volas joins Ricky & Sean to discuss the hiring process for early-stage startups. She emphasises the importance of taking a strategic approach to hiring and understanding the specific work required for each role, rather than getting caught up in job titles. Amy shares valuable insights on common pitfalls in early-stage hiring and provides actionable tips for founders to navigate the complexities of building their teams. She also discusses the challenges of hiring based on someone's past experience and highlights the need to focus on their ability to do the work required for the next phase of the business. Key themes discussed in this episode include rethinking the hiring process, understanding the work over titles, navigating venture capital and hiring challenges, and identifying true achievers in interviews. Key Takeaways: Hiring is not an experiment; it requires time, strategic thinking, and a deep understanding of the work required for each role. The interview process should focus on understanding the specific work needed and determining if hiring is necessary in the first place. Job titles can be misleading, and it's important to focus on the skills and abilities required for the role rather than getting caught up in titles. Hiring based solely on someone's past experience may not guarantee success; it's crucial to assess their ability to do the work required for the next phase of the business. Choosing the right venture capital partner is essential, as their support and guidance can greatly impact hiring decisions and the overall success of the business. Notable Quotes: "Hiring is not an experiment. The interview process is not meant to quantify and qualify what good looks like. It's to slow down, to take a breath, and to actually figure out, do I even need to hire for what I think I need to hire?" - Amy "Just because someone has been at big logos and has seen a company grow doesn't mean they know how to do the work that needs to be done to get your business to the next level." - Amy "Revenue expansion and retention solve every problem. Instead of seeking validation from everybody else, listen to your customer, listen to your team, look for the patterns and themes, and let that guide you." - Amy Chapters 00:31 Meet Amy Volas: A Journey Through Sales and Leadership 01:59 Navigating the Complexities of Early-Stage Hiring 05:03 The Misconceptions of Hiring Based on Titles 06:44 The Importance of Understanding the Work Over the Title 12:31 Navigating Venture Capital and Hiring Challenges 16:37 Choosing Wisely: The Impact of Hiring Decisions 23:06 The Reality of 'Been There, Done That' in Hiring 25:03 Decoding the 'Been There, Done That' in Hiring 25:23 The Power of Outbound Strategies: A Real-World Example 26:29 Career Progression Myths in Tech 29:04 Identifying True Achievers in Interviews 30:18 Amy's Personal Success Story 32:09 The Main Actor vs. Support: A Unique Perspective 34:38 Quick Fire Round: Amy's Favorites Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/

About The Guest(s): Janine Laughlin is a seasoned global marketer with over 20 years of experience driving revenue and growth for B2B SaaS companies. She is a data-driven marketing leader with expertise in go-to-market strategy, integrated marketing, advertising, digital strategy, ABM, campaign management, and field marketing. She has helped high-growth startups scale faster through pipeline management and funnel optimization. An empowering leader, Janine has a history of building collaborative and productive teams. She has proven success in increasing market share and revenues, driving business growth, and improving ROI.Currently, Janine is the Head of Demand Generation at Lighthouse, the leading commercial platform for the travel and hospitality industry, headquartered in London, England. She leads a team of digital and field marketers in North America, EMEA, APAC, and LATAM, and is responsible for driving marketing-sourced pipeline. Episode Summary: In this episode, Janine discusses the evolution of demand generation and the importance of adapting to changes in the B2B SaaS industry. She shares her journey into marketing and the role mentorship has played in her career. Janine also provides insights into the challenges and strategies in SaaS businesses, the process of building and restructuring a global demand gen team, and the key metrics she tracks in the marketing funnel. She emphasises the importance of sales and marketing alignment and offers advice for finding the right mentor. Janine concludes by sharing her typical work week and tech stack, as well as her excitement for emerging technologies like ABM and AI in marketing. Key Takeaways:  Buyers are doing extensive research on their own before making a purchasing decision, so it's important to have a strong digital presence and social proof. Mentorship is crucial for career growth, and it's important to give back by mentoring others. When joining a new organization, take the time to understand the business, market, and competitors before making any major changes. Restructuring the demand gen team can lead to increased efficiency and collaboration across regions. Key metrics to track in the marketing funnel include traffic, engagement, conversion rates, and ROI. Nurturing leads is essential for building relationships and increasing conversion rates. Sales and marketing alignment is crucial for success, and regular communication and goal-setting are key. A well-rounded marketing team should include roles such as product marketing, brand strategy, content creation, marketing operations, and digital marketing. Emerging technologies like ABM and AI are exciting opportunities for marketers to improve targeting and efficiency. Notable Quotes: "You don't know what you don't know. Having someone that really exposed me to all facets of marketing and being there for me... I couldn't have gotten to where I am today without her." "ABM is a real thing that buyers are doing a lot of research on their own before they even go to your website... It's constantly shedding light on the dark funnel and how to use lead scoring and grading to get someone identified and then be able to retarget them." - Janine on the importance of ABM in marketing. Chapters 0:00 The Evolution of Demand Generation 00:32 Introduction and Greetings 00:42 Getting to Know Janine and Her Role at Lighthouse 01:32 Janine's Journey into Marketing 02:53 The Importance of Mentorship in Janine's Career 05:29 Challenges and Strategies in SaaS Businesses 07:17 Building and Restructuring a Global Demand Gen Team 11:57 Understanding Conversion Metrics and Funnel Optimization 19:01 Sales and Marketing Alignment in an Organization 21:26 Janine's Typical Work Week and Tech Stack 37:42 The Future of Marketing 

About The Guest(s): Alex embarked on his career at CDW, spending eight years immersed in sales, cultivating a passion for customer relations and revenue growth. He led two pivotal chapters, propelling businesses from inception to $9M and later to $22M. As the Co-founder and CEO of SceneDoc, a pioneer in 'mobile-first' data collection for global first responders, he steered the company to acquisition by Tyler Technologies (NYSE: TYL) in December 2018. Post-acquisition, Alex assumed key roles at Tyler, ANDE Corporation, Qumu (acquired by Enghouse Systems), and Spatial Data Logic (acquired by Gauge Capital), showcasing his leadership prowess. Presently, he dedicates the majority of his energy to advising startups, providing fractional and interim CEO/CRO services, and occasionally investing in early-stage ventures. At the helm of Dena Growth, his consulting and advisory venture, Alex boasts a proven track record in steering tech companies to success. Over his career, Alex has advised over 90 startups, led or supported five acquisitions, and helped in the raising of $75 million in venture capital and private equity, Alex is a driving force in the tech ecosystem. Episode Summary: A candid conversation with Alex Kottoor, co-founder of SceneDoc, sharing significant moments from his journey of conceptualising, growing, and eventually selling his company. Kottoor details SceneDoc's evolution, starting from their days as a note-taking app to their impactful niche as a service for public safety entities. He discusses the challenges and achievements they faced, from hiring the right team to finding product-market fit. He also stresses the importance of being customer-obsessed, having a supportive spouse, and advises new entrepreneurs to trust their gut and start their journey as soon as possible, closing the session with further insights on investment cycles, funding, and sales methodologies. Key Takeaways: Building a successful startup requires a combination of domain expertise, sales skills, and the ability to adapt to the needs of the market. Hiring the right team at each stage of growth is crucial, and founders should prioritize hiring for the stage they are in rather than solely focusing on domain expertise. Founders should be prepared to weather the storm and have a high pain tolerance, as running a startup is a constant grind. Founder-led sales can be effective, but it's important to transition to a VP of sales at the right time and hire someone who can scale the sales process. Understanding the market and focusing on a specific target audience can lead to predictable growth and attract the attention of larger players in the industry. Notable Quotes: "You need to hire for the stage of growth you're at and not lose sight of the type of business you're trying to build." "Pain tolerance is key. You have to be able to weather the storm and crawl through the mud longer than everybody else." "The more you can be in the trenches with prospects and customers, the more optionality you'll have in funding the business." Chapters 00:23 The Journey of Building SceneDoc 02:37 The Turning Point: From Picky Note to SceneDoc 04:49 The Growth and Evolution of SceneDoc 05:37 Challenges and Learnings in the Early Days 08:26 Building the First Team and Overcoming Challenges 11:34 The Evolution of Leadership Style and Team Building 18:50 Reflections on the Journey and the Reality of Running SceneDoc 21:38 The Strategy Behind SceneDoc's Success 25:51 The Unconventional Approach to Enterprise Sales 28:20 The Journey to Predictable Growth 28:52 Transitioning from Founder-led Sales 29:31 The Role of a CEO in Sales 30:32 Understanding Investment in Startups 30:57 The Importance of Knowing Your Market 32:15 The Decision to Raise Capital 33:14 The Biggest Mistake and Rewarding Moments 35:32 Advice for Aspiring Founders 37:35 The Next Wave of Dana Growth 41:02 Quick Fire Round Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered

About The Guest(s): After spending a decade in the fire department, Matt founded UpLaunch in 2016 and was the CEO through its successful acquisition in 2020. After his exit, he partnered with Dan Martell as the COO of SaaS Academy, the largest coaching & training program for B2B SaaS founders in the world. Inside of SaaS Academy, Matt oversees the Growth Accelerator program, where he coaches early stage founders to find product market fit, hone their go-to-market strategies, and make their first few key hires in the business. Most recently, Matt has utilized his wealth of experience in the world of SaaS businesses to co-author the book “Software as a Science: Unlock Limitless Revenue Growth Without Losing Control”.  Outside of his work at SaaS Academy, Matt is a husband, father of three young boys, and spends most of his spare time reading, weightlifting, cycling, and running. In this episode, Matt Verlaque shares his journey from being a firefighter to becoming a tech entrepreneur and eventually the COO of SaaS Academy. He discusses the challenges he faced as a first-time founder and the importance of focusing on a specific niche. Matt also emphasizes the value of effective time management and the power of having an assistant. He provides insights into the future of SaaS and the impact of AI on businesses. Tune in to gain valuable insights from Matt's experiences and expertise. Key Takeaways: Scaling a startup requires focusing on a specific niche and solving a problem for a target audience. By narrowing your focus, you can better understand your customers' needs and provide a solution that truly meets their requirements. Overcoming self-doubt as a founder involves focusing on solving the next problem in front of you and working the process. By breaking down challenges into manageable steps and staying focused on the task at hand, you can overcome self-doubt and make progress towards your goals. The calendar is a tool for organizing and protecting your time, allowing you to prioritize what matters most. Hiring an assistant can be a game-changer for founders, as it frees up time and allows them to focus on high-value tasks. Notable Quotes: "The calendar is actually a defense mechanism against chaos and not the thing that causes chaos." "The first hire outside of the founding team should be an assistant who can make you better and help you do the things you need to do." "Interviewing is a skill to be developed just like writing code or doing a sales call." "I just want to figure out how to unlock entrepreneurship for young people who have the predisposition and the personality traits to be great at it." Chapters 00:34 The Birth of a Side Hustle 02:03 Challenges of Early Stage Founding 02:46 The Role of SaaS Academy in Growth 03:41 The Transition from Founder to CEO 05:12 The Importance of Customer Interaction 09:59 Building and Scaling the Team 12:42 Overcoming Self-Doubt and Embracing the Journey 24:32 The Future of SaaS and AI 26:44 The Struggles of First-Time Founders 27:22 The Power of Time Management and Calendar Organization 29:10 The Importance of Hiring an Assistant 34:19 The Value of a Test Project in Hiring 42:59 The Future of Entrepreneurship Education 45:04 Quick Fire Round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Bringing over 20 years of comprehensive sales experience, Michelle is an accomplished sales leader with a love for all things sales. Her experience consists of 11 years of sales leadership and 9 years of being an Individual contributor. She has spent the last 6 years at G2, before G2 she had a long tenure at CareerBuilder and also Quill.com.  Michelle has honed her expertise in building a collaborative, high-performing sales culture and also has been recognized for her commitment to developing Sales Professionals, not just in their sales career, but by helping them set and achieve personal goals that will improve their lives as a whole. Michelle resides in the Chicago area and has 2 young kids. In her free time, she loves to run, read suspense books, and play tennis.  Episode Summary: In this episode, Michelle Vu, VP of Sales at G2, shares her journey into the world of tech sales and provides valuable insights into the sales process. She emphasizes the importance of effective discovery and asking the right questions to uncover customer pain points. Michelle also discusses the onboarding process for sales teams, the role of account executives in prospecting, and the challenges of forecasting. She highlights the significance of metrics and conversions in evaluating sales performance and shares her approach to deal reviews. Michelle's passion for developing sales talent and her excitement for leveraging AI in sales make this episode a must-listen for anyone in the sales industry.Key Takeaways:  Effective discovery and asking the right questions are crucial in sales to understand customer pain points and provide value. The onboarding process for sales teams should focus on developing skills in uncovering pain points and having meaningful conversations with customers. Account executives should take ownership of prospecting and not solely rely on other sources for pipeline generation. Metrics such as conversion rates and the number of contacts in an account are important indicators of sales performance. Deal reviews and collaborative selling play a significant role in improving sales outcomes and addressing challenges. Notable Quotes: "You can learn your product, but what you need to learn is how to uncover pain and have meaningful conversations with customers." - Michelle Vu "Sales is not a lone wolf role anymore. You have to be okay with taking advice and giving advice." - Michelle Vu Chapters 02:15 From Office Supplies to Tech Sales 04:16 The Importance of Face-to-Face Selling 06:27 The Role of Discovery in Sales 07:14 Onboarding Process for Sales Teams 09:19 The Role of Account Executives in Prospecting 11:14 Preparing for Success in 2024 and Beyond 13:03 A Day in the Life of a Sales Leader 15:39 Hiring the Right Salespeople 16:37 The Importance of Feedback in Sales 19:05 Transitioning to Metrics 20:29 Dealing with the 'Ronaldo's' of Sales 21:07 Setting Expectations and Maintaining Consistency 22:04 Discussing Forecasting Challenges 24:23 The Importance of Deal Reviews 29:27 Quick Fire Round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/   Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Sahil Patel is the CEO of Spiralyze, a leading company specializing in predictive CRO and data-driven website optimization. Prior to Spiralyze, Sahil was the CEO and founder of ER Express, a successful SaaS company, which he led for 11 years before its sale in 2021. With over 23 years of experience in sales, operations, software development, and finance, Sahil also holds an undergraduate degree from Emory University and an MBA from Harvard. Throughout his career, Sahil has worked with renowned organizations such as Netflix, Podium, NBA, Lowe’s, Harvard University, and Gusto. He specializes in website conversion optimization, running over 130,000 A/B tests for clients, and offers unique insights into best practices for efficient A/B testing. Episode Summary: In this episode, Sahil Patel shares his journey as a CEO and the lessons he has learned along the way. He discusses the challenges and rewards of being a CEO, the impact of the role on personal life, and the importance of mental health and support. Sahil emphasizes the value of simplicity in business and the power of building a strong team. He also provides insights into his approach to goal-setting and time management. Key themes discussed in this episode include the intrinsic and extrinsic rewards of being a CEO, the challenges of balancing work and family life, and the importance of seeking help and support. Sahil's personal experiences and reflections offer valuable insights for aspiring CEOs and entrepreneurs. Key Takeaways: Being a CEO is emotionally taxing and requires resilience. The job is not just about achieving external success, but also finding intrinsic rewards in creating value for customers and developing your team. Balancing work and family life is a challenge for CEOs, but it is important to prioritize personal relationships and be present for your loved ones. Seeking professional help, such as therapy, and joining peer groups can provide valuable support and guidance for CEOs. Keeping goals and plans simple and focused is key to success. Having a clear vision and working on a few key priorities can lead to better outcomes. Building a strong team and creating a positive work environment are essential for long-term success as a CEO. Notable Quotes: "When you're the CEO, there's not a lot of social kudos. No one's giving you a performance review and saying, 'Here's three things you did well last quarter.' And here's a couple of things I want you to work on." "If you're the CEO that can create that kind of workplace where people are no longer being paid to be there, they want to be together, I think that's number one." "Get the help before you need it. When you're in crisis mode, you don't have a lot of options. If you can work on yourself before you're in crisis mode, you're going to be in a stronger place." Chapters 00:08 Sahil's Journey to CEO 00:13 The Story of Spiralize 01:44 The Challenges and Rewards of Being a CEO 07:19 The Impact of Being a CEO on Personal Life 11:01 The Intrinsic and Extrinsic Rewards of Being a CEO 13:59 The Importance of People in a CEO's Journey 15:45 Reflections on the First CEO Gig 20:08 Balancing Work and Family Life 20:53 The Importance of Mental Health and Support 22:20 Challenges of Young Entrepreneurs 23:05 Tools for Personal and Professional Growth 27:43 The Power of Simplicity in Business 29:52 Reflections on Leadership and Legacy 33:44 Quick Fire Round: Getting to Know Sahil Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Victoria is an experienced SDR Leader, most recently awarded top 60 SDR Leaders in the space. She currently is the Director of Sales Development for NAMER and LATAM over at LivePerson.  She started her journey at LivePerson as an SDR about 4 and a half years ago and has been there ever since. She is passionate about managing SDRs and SDR Leaders and helping them reach their career goals and full potential.  Episode Summary: In this episode, Victoria shares her journey into the tech industry and provides valuable insights for aspiring SDRs. She emphasizes the importance of doing thorough research on top tech companies, reaching out to people at those companies, and networking to break into the industry. Victoria also discusses the role of SDRs in a tech company, the skills required to be successful, and the significance of onboarding and training. She highlights the need for a strong tech stack and the importance of using tools effectively. Additionally, Victoria shares her perspective on career progression for SDRs and the role of SDR Managers in supporting their growth.Key Takeaways: Conduct thorough research on top tech companies and reach out to people at those companies to break into the industry. Start as an SDR to gain valuable experience and learn the fundamentals of sales. Focus on building relationships and networking to create opportunities for career growth. Utilize a strong tech stack and ensure proper onboarding and training for SDRs. SDRs should be motivated by hitting their numbers, making money, and career progression. Notable Quotes: "Starting out as an SDR is the best way to break into the tech industry and learn the fundamentals of sales." - Victoria "SDRs are a privilege, not a necessity. They play a crucial role in generating interest, booking meetings, and qualifying leads." - Victoria "The role of an SDR is to generate interest, book meetings, and qualify leads. It's all about creating opportunities for the sales team." - Victoria Chapters 00:47 Victoria's Early Career and Transition into Tech 03:35 Victoria's Career Progression at LivePerson 04:49 Advice for Aspiring SDRs 05:38 Tips for SDRs Looking to Break into Tech 08:36 Building a Successful SDR Team 12:31 The Role of SDRs in a Tech Company 13:49 The Importance of Onboarding and Training for SDRs 19:01 Career Progression and Transition for SDRs 22:30 The Future of SDR Roles and Career Opportunities 31:55 Understanding Commission Payouts 33:19 Tracking Key Metrics for Success 35:24 Exploring the SDR Tech Stack 36:50 Debating Where SDRs Belong in an Organization 42:16 Becoming an SDR Manager: Skills and Pathways 44:16 The Value of Mentorship and Personal Development 47:58 Quick Fire Round including The Great Peanut Butter Debate Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/  #Leadership #SaaSyTalk #CEO #Founder #business #investing #vc #venturecapital #entrepreneur #startup

About The Guest(s): Dan Balcauski is the founder and Chief Pricing Officer at Product Tranquility, based in Austin, TX. He focuses on helping high-volume B2B SaaS CEOs define pricing and packaging for new products. Over his career, he has worked in both B2C and B2B companies ranging from startups to publicly traded enterprises. Summary: In this episode, Dan Balcauski joins Ricky and Sean to discuss the complexities of SaaS pricing. He shares insights from his career in the tech industry and explains how he transitioned into entrepreneurship. Dan highlights the most common mistakes made in the early stages of SaaS businesses and emphasises the importance of understanding customer value and market segmentation. He also provides practical advice on determining initial pricing and explains the process of pricing as a continuous journey. The episode concludes with a discussion on the pitfalls of freemium strategies and the benefits of value-based pricing.Key Takeaways: Pricing is not just about the dollar amount; it's about who and how you charge. Understanding your customer and their needs is crucial for successful pricing. Startups often make the mistake of trying to emulate the pricing strategies of large companies without considering their unique market and customer base. Pricing should be an ongoing process, not a one-time event. It should be continuously evaluated and adjusted based on market dynamics and customer feedback. Freemium strategies may not be the best approach for SaaS businesses, as they can lead to low conversion rates and create friction within the organisation. Value-based pricing, which focuses on the differentiated value a product provides to customers, is a more effective and sustainable pricing model. Notable Quotes: "When it comes to SaaS pricing, most executives think that what you charge determines your success. In fact, who and how you charge determines your success." - Dan Balcauski "You don't build average products because there's no average person. Similarly, there's no average price." - Dan Balcauski "Pricing is not an event, but a process. It should be continuously evaluated and adjusted based on market dynamics and customer feedback." - Dan Balcauski Chapters 00:06 Guest's Journey into Tech 01:36 Transition into Entrepreneurship 03:02 Challenges and Mistakes in Pricing 03:17 Understanding the Importance of Pricing 06:39 The Role of Pricing in Early Stage Startups 07:43 The Process of Pricing 14:32 The Impact of Economic Climate on Pricing 19:02 Pricing in the Context of Competition 19:58 Understanding Your Competition and Customers 20:39 Defining Your Market and Customer Segment 21:14 The Innovator's Dilemma and Disruptive Business Models 22:36 Understanding Different Market Segments and Value Proposition 23:18 Innovative Monetization Strategies 24:44 Understanding Customer Value and Pricing Orientations 25:17 The Journey of Pricing: From Cost-Based to Value-Based 29:33 The Pitfalls of Freemium Strategy 35:46 Closing Thoughts and Personal Insights Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ #Leadership #SaaSyTalk #CEO #Founder #business #investing #vc #venturecapital #entrepreneur #startup #pricing