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Bowery Capital Startup Sales Podcast

Bowery Capital Startup Sales Podcast

By Bowery Capital

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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Leveraging India To Scale Adoption & Growth with Ulysses David (Dataiku)

Bowery Capital Startup Sales PodcastFeb 13, 2023

00:00
36:36
Leveraging India To Scale Adoption & Growth with Ulysses David (Dataiku)

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.'


Feb 13, 202336:36
Building Your Customer Advisory Board with Leslie Brand (Alation)

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."

Oct 19, 202234:14
Metrics Matter: Creating an Effective Sales Framework with Derek Draper (Juniper Square)

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


Jul 10, 202231:04
Building a Start-Up in a Bear Market with Baxter Lanius (Alternative)

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.

Jun 22, 202220:37
Building a Product-led Growth Engine with Krishan Patel (Apollo)

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?

Jun 09, 202227:47
Buyerside Chat: Ian Andrews, Chief Marketing Officer (Chainalysis)

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.

Follow the Bowery Capital Startup Sales Podcast for more like this.

May 25, 202229:57
Buyerside Chat: Reba Cox, Dir. of Procurement (MongoDB)

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.

Follow the Bowery Capital Startup Sales Podcast for more like this.

May 05, 202230:56
Buyerside Chat: Jonathan Cochrane, VP Operations (SaaSOptics)

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.

Follow the Bowery Capital Startup Sales Podcast for more like this.

Apr 06, 202226:54
Buyerside Chat: Chad Wonderling, CAO (Salesloft)

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.

Follow the Bowery Capital Startup Sales Podcast for more like this.

Mar 23, 202228:06
Buyerside Chat: Chris Spooner, SVP Finance (Rubicon)

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

Follow the Bowery Capital Startup Sales Podcast for more like this.

Mar 09, 202226:10
Scaling Culture in a Remote World with Brendan Tolleson (RevPartners)

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.

Feb 23, 202225:42
Buyer's Corner: Rakib Azad, VP Finance (Chainalysis)

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 :)

Follow the Bowery Capital Startup Sales Podcast for more like this.

Feb 09, 202231:57
The 2021 Startup Sales Stack with Michael Brown and Eugene Godsoe (Bowery Capital)

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


Feb 02, 202230:11
Early-Stage Selling and Building Team Culture with Melanie Hallenbeck (Elevate.inc)

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.

Dec 14, 202121:04
Early-Stage Enterprise Sales with Matt Cameron (SaaSy Sales Leadership)

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."

Jul 09, 202141:10
Modern Marketing Tactics with Mark Jung (Dooly)

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."

May 28, 202139:38
Most Important Traits For Early Sellers with Kevin Michaelis (Process Street)

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."

Apr 02, 202138:43
Evolving Your Sales Tech Stack with Oleg Campbell (Reply.io)

Evolving Your Sales Tech Stack with Oleg Campbell (Reply.io)

Oleg Campbell, Founder and CEO of Reply.io, joins the Bowery Capital Startup Sales Podcast to discuss "Evolving Your Sales Tech Stack."

Mar 26, 202132:34
Link Building and Scrappy SEO Tactics with Alan Silvestri (Growth Gorilla)

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."

Mar 12, 202144:17
Startup Strategy Primer with the US Government with Sam Pandey (US Army Reserve)

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."

Jan 29, 202140:34
Early-Stage Startup Positioning with Chris Williams (Wolves Not Sheep)

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."

Jan 22, 202147:33
The Importance of Customer Marketing with Sarah Doughty (Crescendo Labs)

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."

Jan 15, 202143:07
Creating a Winning B2B Content Strategy with Devin Reed (Gong)

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."

Nov 20, 202046:20
How To Do a Brand Audit with Grant McDougall (BlueOcean)

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."

Nov 17, 202048:02
Prospecting Using Video with Morgan Ingram (JB Sales)

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."

Oct 30, 202032:15
Excelling at Each Stage of Growth with Andrew Elliott (CRO at People Data Labs)

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."

Oct 23, 202044:39
Building Your First Revenue Operations Model with Brandon Jones (Komodo Health)

Building Your First Revenue Operations Model with Brandon Jones (Komodo Health)

Brandon Jones, Head of Revenue Strategy and Operations of Komodo Health, joins the Bowery Capital Startup Sales Podcast to discuss "Building Your First Revenue Operations Model."

Oct 13, 202031:21
Shifting From Field Sales to Inside Sales with Diego Gomes (Rock Content)

Shifting From Field Sales to Inside Sales with Diego Gomes (Rock Content)

Diego Gomes, Founder & CEO of Rock Content, joins the Bowery Capital Startup Sales Podcast to discuss "Shifting From Field Sales to Inside Sales."

Aug 21, 202040:28
Uplevel Your Sales Demos with Dave Kennett (Replayz)

Uplevel Your Sales Demos with Dave Kennett (Replayz)

Dave Kennett, Founder & CEO of Replayz, joins the Bowery Capital Startup Sales Podcast to discuss how to "Uplevel Your Sales Demos."

Aug 14, 202041:43
Iteration in Early-Stage Selling with Scott Leese (Surf and Sales)

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."

Aug 07, 202040:42
Selling to Engineers with Oliver Williamson (CircuitHub)

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."

Jul 17, 202028:28
Using LinkedIn for Outbound Selling with Tom Abbott (SOCO Sales Training)

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."

Jul 03, 202038:32
Ups and Downs of Building Sales Teams in Smaller Markets with Richard Harris (Harris Consulting Group)

Ups and Downs of Building Sales Teams in Smaller Markets with Richard Harris (Harris Consulting Group)

Richard Harris, Founder of The Harris Consulting Group and Director of Sales Training & Consulting Services at Sales Hacker, joins the Bowery Capital Startup Sales Podcast to discuss "Ups and Downs of Building Sales Teams in Smaller Markets."

Jun 30, 202035:21
Pivoting Messaging During COVID-19 with Dev Basu (Powered by Search)

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."

Jun 19, 202042:48
Driving Revenue Retention During COVID-19 With Ed Fry (Paddle)

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."

May 29, 202032:59
How to Market During Social Distancing with Erik Huberman (Hawke Media)

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."


May 22, 202035:32
Growth Marketing During COVID-19 with David Rodnitzky (3Q Digital)

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."

May 15, 202041:37
Communicating With Customers During COVID-19 with Jason VandeBoom (ActiveCampaign)

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."

May 08, 202030:32
Content Effectiveness During COVID-19 with Russ Heddleston (DocSend)

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."

May 01, 202035:03
Hiring During & After COVID-19 with Amy Volas (Avenue Talent Partners)

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."

Apr 24, 202039:27
Managing RevOps During COVID-19 with Marko Savic (FunnelCake)

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."

Apr 20, 202035:53
Resetting Quotas Amidst COVID-19 with Sanj Sanampudi (Concert Finance)

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."

Apr 17, 202033:50
Marketing Attribution with John Fernandez (Glia)

Marketing Attribution with John Fernandez (Glia)

John Fernandez, SVP Marketing at Glia, joins the Bowery Capital Startup Sales Podcast to discuss "Marketing Attribution."

Apr 10, 202042:20
Why Your Sales Capacity Plan Doesn't Work with Rick Smolen (Intralinks)

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".

Mar 16, 202026:11
Selling Into Digitalization and Innovation Teams with Zack Woods (Alchemy)

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."

Feb 28, 202037:35
Outbound 3.0 with Jason Bay (Blissful Prospecting)

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."

Feb 21, 202034:46
Mastering the Complex Enterprise IT Sale with Assaf Resnick (BigPanda)

Mastering the Complex Enterprise IT Sale with Assaf Resnick (BigPanda)

Assaf Resnick, Founder & CEO at BigPanda, joins the Bowery Capital Startup Sales Podcast to discuss "Mastering the Complex Enterprise IT Sale."

Feb 14, 202029:43
Going International with Eliot Pence (Anduril)

Going International with Eliot Pence (Anduril)

Eliot Pence, Head of International at Anduril Industries, joins the Bowery Capital Startup Sales Podcast to discuss "Going International."

Jan 24, 202033:49
Eight Years After Predictable Revenue with Aaron Ross (Predictable Revenue)

Eight Years After Predictable Revenue with Aaron Ross (Predictable Revenue)

Aaron Ross, CEO of Predictable Revenue, joins the Bowery Capital Startup Sales Podcast to discuss "Eight Years After Predictable Revenue."

Jan 17, 202031:33
Breaking into Startup Sales with Matt Hidalgo (Cockroach Labs)

Breaking into Startup Sales with Matt Hidalgo (Cockroach Labs)

Matt Hidalgo, Sales Development Representative at Cockroach Labs joins the Bowery Capital Startup Sales Podcast to discuss "Breaking into Startup Sales"
Dec 16, 201933:37