Bowery Capital Startup Sales Podcast

Ulysses David, the former Global VP, Global Strategy / GM, India at Dataiku joins the Bowery Capital Startup Sales Podcast to discuss "Leveraging India To Scale Adoption & Growth.'

Leslie Brand, the former Senior Director of Corporate Marketing at Alation, joins the Bowery Capital Startup Sales Podcast to discuss "Building Your Customer Advisory Board."

This week we had Derek Draper, SVP of Sales at Juniper Square join the Bowery Capital Startup Sales Podcast to discuss how he thinks about setting up an effective sales framework. Topics include: Breaking down your pipeline by volume, velocity, and conversion What metrics matter, and what steps can you take once you identify a weak area? Prospsect Personas: How to make sure you're speaking the right language to the right personWhy he made the jump from investor to founding and building a company. Common traps to look out for to avoid "happy ears Links to mentioned articles: https://review.firstround.com/this-sales-plan-moves-the-needle-on-every-success-metric https://docs.google.com/document/d/1ASbwkr3lzrAT8m8oSfzrQbfm9XmDseDMs-xKgIbWTxY/edit

Baxter Lanius, Founder and CEO of Alternative, shares his experience around building a sustainable, profitability focused startup. We discuss 1) the difference in a Private Equity vs Venture Capital mindset, 2) strategies for fundraising and scaling in a bear market 3) why he made the jump from investor to founding and building a company.

Krishan Patel, VP of Product of Apollo, shares his experience around building a product-led growth engine and discuss 1) how he shifted his career from sales to product, 2) how and why to shift a sales-led org to a product-led one (and how Apollo did it) and 3) what about your company and product needs to be right to know if you should lean into PLG or not?

Ian Andrews, CMO of Chainalysis, joins to share his experience as a buyer from organizations like Chainalysis, Pivotal, Teradata, and Opsware. Topics include: 1) What separates a good email from one that gets instantly deleted? 2) How to do effective research on your prospect before reaching out. 3) What should you know about the company before your first conversation? 4) Why coming into a meeting with a hypothesis is better than a blank page. Follow the Bowery Capital Startup Sales Podcast for more like this.

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.

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.

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.

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.

Brendan Tolleson, CEO and Co-founder of RevPartners, joins the Bowery Capital Startup Sales Podcast to discuss 1) Scaling culture by simplifying it into Intentionality, Documentation, Rewards, and Ownership, 2) How to bring new hires up to speed culturally in the first 90 days, and 3) Mission and Margin: How to move at VC pace and pursue excellence but also truly care for your people and customers in an authentic way.

Rakib Azad joins to share his experience as a buyer from organizations like Chainalysis, MongoDB, Footlocker, and Ladders. Topics include 1) how to work with your champion and align your product to the company's priorities, 2) why not doing your research can (and will) kill your deal, and 3) pet peeves sellers should stop right away to avoid getting blocked :) Follow the Bowery Capital Startup Sales Podcast for more like this.

This week we dove into 1) Vendor consolidation with insights from Mark Roberge, former CRO of Hubspot 2) Marketing automation growth 3) Covid's impact on how sales leaders should think through data, coaching, and analytics 4) Prioritizing what tools to get and when as an early stage company. This report, in partnership with G2, is meant to serve as a guiding framework for anyone evaluating sales, marketing, customer success or management software solutions. Link to the report: https://bowerycap.com/blog/sales/2021-startup-sales-stack-report

Melanie Hallenbeck, Chief Growth Officer of Elevate.inc, joins the Bowery Capital Startup Sales Podcast to discuss 1) Selling into ENT as an early stage startup, 2) navigating procurement, and 3) how Covid has changed the sales culture landscape.

Matt Cameron, CEO of SaaSy Sales Leadership, joins the Bowery Capital Startup Sales Podcast to discuss "Early-Stage Enterprise Sales."

Mark Jung, VP Marketing of Dooly, joins the Bowery Capital Startup Sales Podcast to discuss "Modern Marketing Tactics."

Wendy Gonzalez, CEO of Sama, joins the Bowery Capital Startup Sales Podcast to discuss the "Convincing Prospects to Buy vs. Build."

Kevin Michaelis, VP of Sales at Process Street, joins the Bowery Capital Startup Sales Podcast to discuss the "Most Important Traits For Early Sellers."

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

Alan Silvestri, Founder and CEO of Growth Gorilla, joins the Bowery Capital Startup Sales Podcast to discuss "Link Building and Scrappy SEO Tactics."

Sam Pandey, US Army Reserve Innovation Officer 75th Innovation Command, joins the Bowery Capital Startup Sales Podcast to discuss "Startup Strategy Primer with the US Government."

Chris Williams, Co-Founder & Managing Director at Wolves Not Sheep, joins the Bowery Capital Startup Sales Podcast to discuss "Early-Stage Startup Positioning."

Sarah Doughty, Founder and Customer Success Champion at Crescendo Labs, joins the Bowery Capital Startup Sales Podcast to discuss "The Importance of Customer Marketing."

Elizabeth Walton Egan, SVP Marketing at Yext, joins the Bowery Capital Startup Sales Podcast to discuss "Getting Rid of Attribution."

Chris Toy, Co-Founder & CEO of MarketerHire, joins the Bowery Capital Startup Sales Podcast to discuss "Marketing Operations."

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."

Grant McDougall, Founder & CEO of BlueOcean, joins the Bowery Capital Startup Sales Podcast to discuss "How To Do a Brand Audit."

Morgan Ingram, Director of Sales Execution and Evolution at JB Sales, joins the Bowery Capital Startup Sales Podcast to discuss "Prospecting Using Video."

Andrew Elliott, CRO at People Data Labs, joins the Bowery Capital Startup Sales Podcast to discuss "Excelling at Each Stage of Growth."

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."

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

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

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."

Jessica Barrett, Managing Director, North America Sales at pymetrics, joins the Bowery Capital Startup Sales Podcast to discuss "Startup Sales Hiring: Potential Over Pedigree."

Oliver Williamson, Head of Sales at CircuitHub, joins the Bowery Capital Startup Sales Podcast to discuss "Selling to Engineers."

Tom Abbott, Managing Director of SOCO Sales Training, joins the Bowery Capital Startup Sales Podcast to discuss "Using LinkedIn for Outbound Selling."

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."

Dev Basu, Founder and CEO at Powered by Search, joins the Bowery Capital Startup Sales Podcast to discuss "Pivoting Messaging During COVID-19."

Ed Fry, Head of Growth at Paddle, joins the Bowery Capital Startup Sales Podcast to discuss "Driving Revenue Retention During COVID-19."

Erik Huberman, Founder & CEO of Hawke Media, joins the Bowery Capital Startup Sales Podcast to discuss "How to Market During Social Distancing."

David Rodnitzky, Founder & CEO of 3Q Digital, joins the Bowery Capital Startup Sales Podcast to discuss "Growth Marketing During COVID-19."

Jason VandeBoom, Founder & CEO of ActiveCampaign, joins the Bowery Capital Startup Sales Podcast to discuss "Communicating With Customers During COVID-19."

Russ Heddleston, CEO of DocSend, joins the Bowery Capital Startup Sales Podcast to discuss "Content Effectiveness During COVID-19."

Amy Volas, Founder & CEO at Avenue Talent Partners joins the Bowery Capital Startup Sales Podcast to discuss "Hiring During & After COVID-19."

Marko Savic, Founder & CEO of FunnelCake, joins the Bowery Capital Startup Sales Podcast to discuss "Managing RevOps During COVID-19."

Sanj Sanampudi, CEO of Concert Finance, joins the Bowery Capital Startup Sales Podcast to discuss "Resetting Quotas Amidst COVID-19."

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

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".

Andy Wilson, CEO & Founder at Logikcull, joins the Bowery Capital Startup Sales Podcast to discuss "Selling the Way Your Customers Want to Buy."

Zack Woods, Head of Enterprise Sales at Alchemy, joins the Bowery Capital Startup Sales Podcast to discuss "Selling Into Digitalization and Innovation Teams."

Jason Bay, Co-Founder & CRO at Blissful Prospecting, joins the Bowery Capital Startup Sales Podcast to discuss "Outbound 3.0."