SaaSy Thoughts Podcast

Joining us this week is Appy Choudhary, Head of Sales Development, Blend.  Learn how Appy has successfully hired over 45 ICs and how he is evolving the SDR function.

Chapter list

• 00:00 Introduction
• 03:39 How does Appy attract SDR candidates?
• 08:01 A secret sauce input for Appy - How he creates diverse teams
• 13:14 How the SDR team can increase its impact on a company
• 24:16 Appy's formula for career success as an SDR leader

[VPs who scale] The SaaSy Thoughts Podcast with special guest:

Brennan O'Donnell, Partner at Frontline VC 

'What to know about establishing a presence in Europe for U.S. start-ups'

[Podcast Breakdown]

00:00 - Intro

00:55 - Who is Frontline VC?

06:06 - Mistakes made in heading to Europe from the U.S.

12:05 - Making the jump to Europe

18:50 - Where to base your startup

21:49 - De-risking

Glen Jones takes us through his experienced, having been through a recent acquisition and how to take advantage of the personal growth opportunities that this affords.

Chapter list

00:00 Intro

1:37  The EzyVet business profile

13:28 The retention incentives you might expect

15:18 What the key expectations of Glen rate after acquisition.

20:14  The opportunity for people post-acquisition

27:04  What conditions existed before the acquisition?

This week we discuss how mesh networks will help you stalk your partner, neural implants, Elon's influence and Sam's cool tool is Vimcal, which does for calendars what SuperHuman does for your inbox.

SaaSy Thoughts, with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech.

This week we cover:

• The tech worker migration from SF... Where people are REALLY moving to
• The current crazy valuations and what that may mean if you are joining a new company
• A new app that teaches young adults about real world stuff (Like taxes)
• The latest most ridiculous digital service - An emoji identity!?

SaaSy Thoughts [April 2021, Week 2] with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech.

This week we cover:

• Things to noodle on about these new forms of financial assets enabled by securitization platforms or blockchain (But explained in non tech language)
• Implications of the new rural internet access initiative
• A cool new company facilitating remote office setups (Firstbase)
• A robotic writing service so you never have to miss grandma's birthday card again
• A YCombinator company that has figured out how to get their competition to say their name in nearly every sales call... How do they do that?  Great question.
  

SaaSy Thoughts, with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech.  This week we cover some hot new apps that are scaling, the future of Clubhouse and what new announcements by Zoom, Slack and hybrid tech players will mean for you.

In this interview, SaaSy's CEO Matt Cameron meets with David Hershenson, Chief of Staff at Tray.io: A SaaS veteran who has worked at Salesforce, Yammer and Zendesk who shares how he transitioned to the CoS role and how you can set yourself up for it: 

00:18 [Cameo from a surprise guest]

03:56 The transition to CoS from inside sales

06:30 [Our cameo returns]

10:43 How to set yourself up to secure a CoS role

12:30 Where to from CoS role?  Options beyond CoS.

13:41 Traits that Hersh has identified in the most effective sales leaders

16:11 Signs a sales leader is not going to work out

Learn what PLG companies should provide their sales teams with to accelerate sales cycles.  I also discuss how you as a sales professional can engage with freemium users to ensure that you don't get stuck with the curious, junior user who is trying out your system.

If you are interested in learning more about up leveling your go to market skills, come see our courses at www.saasysalesleadership.com

In this episode we talk about how to land the MEGA deals, with Gavin Jones, who in addition to being the Australian Country Manager for Tableau, has had an incredible run leading enterprise sales teams at Pivotal, Good technology, Salesforce, Oracle and Avaya.

1:22 How a role in market research was an entry point to figuring out how to land multimillion dollar deals.

1:47 How to differentiate based on customer's business processes, change management and related programs.

5:28 - The skills and acumen you need to pull off 7 figure deals

13:30 - How do you even start to create and envision a mult-million dollar deal?

20:17 - Earning the right to becoming the trusted advisor.

22:48 - Challenger/Provocative selling where insight driven selling delivers outsized value to an account

24:54 - The 'Flanking strategy' used to land and expand across a bank to secure the mega deal.

31:09 - How politics factors in deals and how you actually figure it out (A very cunning tactic you can all use)

35:11 - What are the characteristics of the most successful enterprise sales professionals.

Kicking the year off, Matt Cameron explains:
- How to write a  value proposition that gets access to the big budgets you need for creating massive customer value and blowing out your quota.
- The key persona that you need to avoid as you engage in your next enterprise opp
- Hint:  His name is Seymour.
0:00 - 0:18 - Finding the unrealized value in your territory: Exec Agenda
0:48 - Gtmhub: Example company research and background
2:09 - 2:45 - Creating Value Proposition from OKRs
3:10 - 🍫🐶3:52 - History of OKRs, V2MOM model, Value Props from V2MOM (Obstacles)
5:02 - 🍫🐶5:06 - How OKRs are built, how to tie externalities to intuiting OKRs
5:50 - Understanding your customer's customer to understand what's happening inside the company 🚁
6:41 - How corporate objectives  guide the department (where you sell), 2020 change in department-level buying process  
7:37 - Mapping the political landscape (Set Priorities, Influence, Inform, Seemores)  
8:36 - Alternative uses of capital: the 2020 change in budgeting priorities, how to adapt  
9:38 - Summary: methods of execs, strategic planning, understand the process for planning and objectives  
10:32 - 2021 Recs: #1 Understand/influence your business' strategy #2 map prospect objectives to your value prop  
11:28 - Closing (🍫🐶)

We discuss the career of the CEO of SAP and why you should work for a large enterprise if you want to sell to F1000 (And Matt suggests two companies you should apply to if you are in transition right now). 

0: How to get to be CEO of a 40K employee company by age 40
1:01  Who you need to connect with to sell MEGA deals
1:48  How to ascend to the top role without staying at one company for 20 years
2:31  A trap to avoid when career ladder climbing
5:00 Why enterprise sales is a great option for many of us and where you can get started

In this episode we talk to Tom Morrill of The Sales Growth Zone and we cover all things Q4 and planning prep for Q1. Tom gives tactics for companies with or without enablement people - Have a look! 

SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesleadership.com

In this episode we speak with Paul Madott, who shares his philosophy around using strategic contact for less attempts that result in more deals.  Paul's company SOAR Training process trains people how best to make contact with decision makers for the best outcome.  Paul says that their open rate is over 30% and Linkedin connection request rates with Decision Makers is 42% - Not too shabby. 

SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesleadership.com

In this episode we meet Will Evans, a former 3 sport varsity athlete: Rugby (Yay), Basketball & Soccer!  Will talks us through his formula for success in selecting companies to join - People, Product and Package (pay).  He shares his success formula based on an incredible trajectory - We talk tactical and some more esoteric elements.  We get specific about how to protect your time by 'Matt Cameroning' the meeting (I am happy to become a verb).

SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesleadership.com

We meet Mike Goldenberg who is head of sales at Alyce - He gives some really actionable tips for scaling up the GTM team and how to think about choosing a company as a head of sales (We also talk about sloths).

SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesleadership.com

In this episode we met Evan Carlton who moved from SDR to management that ultimately led to a transition to enablement. If you are interested in this career path, then tune in as Evan shares some specifics that you ca take action on today.   https://www.saasysalesleadership.com

This week we meet Adam Pinkham who is a Sales Engineering leader based in Amsterdam - We cover gnarly topics like the navigation of stakeholder management and how to make the transition from individual contributor to manager. 

SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at  https://www.saasysalesleadership.com

In this episode we meet Carter Wigell - a senior sales leader who spent ten years at Salesforce and most recently had 500 people in his team at WeWork, responsible for around $4bn in revenue.  We talk about the most important considerations for stepping into the role for the first time and what CEOs need to be aware of to setup their head of revenue success. 

SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesleadership.com

In this episode we meet Australian Dan Ussher - A founder and revenue focused executive.  Dan started his career at Fuji Xerox and has gone on to have a great run with companies like Salesforce.  We talk about what it takes to do 7 figure deals and what it takes to be successful as an enterprise rep.

SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesleadership.com

This week we meet Sherif Hasan at Re-Leased (Property tech) who runs a team across multiple geos.  We discuss how to make the transition from peer to management, and as always, best practices for the role itself.

The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesmanagement.com

In this episode we meet Tyler Parson, a Director at Betts Recruiting.  She has been promoted 3 times from AE to senior manager.  She has a unique view on how to build a successful career in sales given the broad visibility that Betts afford her. 

The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesmanagement.com

This week we meet Chris Wheeler, Chief of Staff at Github (A division of Microsoft). Chris was the winner of the SaaSy 'Impact Award' in 2019 and helps us get an understanding of the COS role and what he sees as common themes among the most successful managers.

The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesmanagement.com

In this episode we meet Jamie Hankins of Endeavor.org - An incredible organization that believes in global impact through entrepreneurship.  Jamie works with dozens of organizations all over the world and generously shares best practic themes curated from across the globe. 

The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesmanagement.com

In this episode we meet Parker Eide, a distinguished SDR leader who won the SaaSy 'Impact Award' in 2018.  He shares some tactics for making the transition from peer to manager and how he has built an amazing culture within his team. 

The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesmanagement.com

This week we meet Amber Banks, Director of Sales Enablements at Justworks.  We learn all about modern enablement!  We also cover how to get into the role AND how to get maximum value from enablement as a sales manager.  As a special bonus we also talk about creating an inclusive workplace - Let's get into it!

The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesmanagement.com

In this episode Jared Fuller, Senior Director of Partnerships at Drift shares some unreal insights about building valuable alliances that deliver serious $.  Drift's growth is phenomenal and from an army of 1, Jared's group is having an outsized impact.  His entrepreneurial background really shines through in what is one of the highest tactic/min interview I have ever done.   Let's get into it.

Listen to The SaaSy Podcast on Spotify: https://open.spotify.com/show/2SJUNxR... The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesmanagement.com

In this episode we speak with Erica Rabb, VP Commercial Sales at Salesforce.  Erica will help you think through the shift from large employer to small (and back again), and she shares some very tactical insights on bridging the gap between work and home life.

Let's get into it.

SAASY SALES COURSES - We do custom live virtual programs for all courses. We have a growing list of folks wanting live-virtual programs. We can include you in a public cohort or run a private series!

For more info contact us: info@saasysalesmanagement.com

Browse our courses at https://saasysalesmanagement.com/courses/

The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://saasysalesmanagement.com

In this episode we speak to Mike Powers, District Manager at Autodesk Construction Solutions. We talk about hiring for domain expertise vs sales experience and what to expect after your company is acquired. Mike is an alumni of SaaSy Sales Management and we invite you to come see all our go to market live virtual and in-person programs @ https://www.saasysalesmanagement.com

The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni.

In this episode we speak to Grace Tyson, Sales Director at Chorus:

- Managing international teams

- Coaching best practices

- Ideas for the VP to set up a new manager for success

So Let’s get into it!

THE SAASY PODCAST pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career.

SaaSy Sales is a collection of SaaS industry veterans who have created a structured SaaS management development program with a collegiate community of alumni.  Our SaaSy programs have been contributed to and vetted by executives formerly of Salesforce.com, Box, Oracle, Yammer and many more.