Sales Therapy by Flowla

Madelyn DePrey and Alper Yurder discussed the exciting world of customer success in tech. Madelyn shares her journey from hospitality to becoming a leader at Aircall, offering valuable insights on building strong customer relationships. They discuss balancing technology with the human touch, working effectively across teams, and keeping customers happy in today's fast-paced market.

Hannah Ajikawo and Alper Yurder discussed the challenges faced by sales teams, the importance of personal branding, and the need for continuous learning and improvement. Hannah shares her journey in sales and highlights the key areas where companies often struggle, including incoherent focus, incompatible sales processes, and inconsistent methodologies. She emphasizes the importance of trust, both in oneself and the sales process, and encourages leaders to delegate and empower their teams. Hannah also offers coaching programs to help tech leaders improve their go-to-market strategies.

Jonathon Ilett and Alper Yurder discussed optimizing your sales pipeline for success. Jonathon shares his insights on aligning sales and customer success teams, leveraging data for informed decisions, and the importance of strong leadership in scaling sales operations. This conversation offers valuable strategies and practical tips for enhancing your sales process and improving customer retention.

Jacob Karp and Alper Yurder discussed modern business practices and leadership strategies for creating resilient and innovative organizations. The session highlights how leaders can navigate challenges, foster a positive work culture, and drive success in a dynamic business environment while sharing practical tips and real-world examples. They also demonstrate how effective leadership and strategic planning can seamlessly integrate into daily operations and organizational culture. The session underscores the importance of adaptive leadership and provides actionable strategies for achieving long-term excellence.

Jeff Whitlock and Alper Yurder discussed the dynamic landscape of call recording and transcription services, the importance of focusing on a niche, and the challenges of building a successful startup. Jeff shares his journey, including the strategic shifts Grain has undertaken, the lessons learned from hiring sales experts, and the value of embracing sales from the outset.

Tom Glason and Alper Yurder discussed the importance of hard work, the impact of leadership on individuals, and common mistakes made by B2B tech companies in their go-to-market strategies. They also discuss revenue leaders' journeys, practical hiring and onboarding tips, and the importance of professionalizing the sales organization and hiring fractional sales leaders to bridge the gap between founder-led selling and an entire sales team. 

Jamal Reimer and Alper Yurder discussed sales techniques, career advancements, learning from the past, reaching common ground, and changing the sales strategy as it evolves. Jamal stressed the importance of trusting instincts and concentrating on the process's transformation. Alper investigated the function of the digital sales room in very complicated deals. They also spoke about career paths in the sales field.

Patrick Trümpi and Alper Yurder discussed sales, discovery calls, journaling, and personal growth. They touched on the importance of guided discovery in sales, the need to listen actively during conversations, and how journaling can help with self-reflection and personal development.

Pierre Herubel and Alper Yurder discuss content's role in building trust and accelerating sales, offering insights into outbound outreach, strong offers, and timing for success. Pierre underscores content marketing's power for awareness, trust, and business growth. He also shares insights on sales and marketing alignment, content's role in sales acceleration, and LinkedIn best practices, stressing aligning teams, creating incentives, and collaboration.

Rachel Provan and Alper Yurder discussed crucial points related to customer success management, the requirement of aligning goals to a customer's expected outcomes, awareness of evolving the customer's journey, options of different communication channels, maintaining healthy boundaries, and anticipating potential mistakes while engaging with customers.

Alper Yurder and Stefan Smulders discuss his entrepreneurial journey and strategies for brand building on platforms like LinkedIn amidst rapid company growth. Key Takeaways -LinkedIn is constantly changing, and it requires creativity and adaptability to succeed on the platform. -Finding the right narrative and providing practical playbooks can help attract and retain customers. -Consistency and value are key in building a customer base.-Scalability challenges can arise as a company grows, and it's important to focus on specific target markets. -Customer success and onboarding are crucial for ensuring value and retaining customers.

In this Sales Therapy episode, Sarah Jones discusses her tech industry journey, emphasizing empathy in leadership, challenges for women, and the evolving role of pre-sales in go-to-market strategies. Key Takeaways -Pre-sales is a strategic role that focuses on business outcomes and building strong customer relationships. -Customer success is crucial for the long-term success of a company, and it should be a shared responsibility across the organization. -Pre-sales plays a pivotal role in the future of sales, and the Chief Solutions Officer role can help drive customer success. -Active listening, asking the right questions, and technical proficiency are key skills for client success managers. -Pre-sales should be valued and recognized for their contributions to go-to-market strategies.

Kristi Faltorusso discusses her journey from Marketing to Chief Customer Officer, emphasizing celebrating success and navigating the dynamics in customer success. Key Takeaways -Customer success is not a one-size-fits-all model; it requires a bespoke approach. -Success is not solely defined by titles and compensation; it is important to appreciate the impact of one's work. -The role of a Chief Customer Officer involves a broader focus on the performance of the business as a whole.

Jonathan Corbin, CEO of Maven AGI, joins Alper Yurder to discuss sales and customer success strategies. Onboarding methods, early-stage success, reducing churn, key indicators, and upselling. Key Takeaways -Focus on people's strengths and create a performance-oriented culture. -Different customers have different onboarding preferences: self-serve, self-serve with validation, or fully guided onboarding. -Customer health scores and leading indicators can help predict retention and expansion. -Technology, such as generative AI, can enhance customer experience and support customer success efforts. -Customer success should be intentional and focused on delivering value throughout the customer journey.

Join Alper Yurder and Thibaut Souyris as they delve into the world of sales and entrepreneurship, focusing on the art of outbound prospecting. Thibaut shares insights on boosting reply rates, emphasizing consistency, problem-centric messaging. -Building a business requires experimentation, sharing experiences, and finding ways to make the most amount of money in the least amount of work. -Craft outbound messages using the Trigger, Question, Teaser, Call to Action framework. -Prioritize time blocking and problem-centric sequences to become a better SDR.

Join Angeley Mullins, Chief Customer Officer at Resourcify, as she shares her journey breaking barriers in tech, emphasizing the significance of drive and curiosity. Gain valuable insights and advice for emerging CROs/CCOs, highlighting the importance of resilience and building strong networks in scaling companies.

In this episode of Sales Therapy Alper Yurder interviews Jay Nathan, covering Nathan's software industry journey, leadership insights, and customer success strategies. Nathan shares tips on collaboration, onboarding, and reflects on the future of tech sales. Key Takeaways -Customer success is an organizational capability, not just a team or role. Leadership requires transitioning from being an individual contributor to focusing on coaching and mentoring. -Advisors play a crucial role in providing guidance, opening doors, and offering support to companies. -Onboarding is a critical stage in reducing churn, and early value demonstration is key. -The biggest mistake that leads to churn is a lack of focus on onboarding and activation.

Join Alper Yurder and Todd Busler in this episode of Sales Therapy, as they share insights on understanding customer challenges, building effective teams, and the future of sales enablement, including digital sales rooms, Key Takeaways -Growing up in a small community can provide valuable experiences and skills that translate well into sales and leadership roles. -Deep product knowledge is important, but understanding the persona, competitive landscape, and customer problems is even more crucial in sales. Focus on understanding the customer's problem and challenges, rather than just promoting the product. -Digital sales rooms benefit both sales reps and leaders by facilitating collaboration and advancing deals faster.

Join Alper Yurder and Guy Rubin as they discuss his journey as a founder and the challenges of being a UK-based startup in a US-heavy industry.  Key takeaways -Take the time to learn and gain experience before becoming a founder. -Partnerships can be a successful approach to entering the US market. -Businesses need to become more data-driven to improve sales performance. -Building strong relationships with customers is crucial for revenue growth and success in onboarding and customer success.

In this episode, Alper Yurder interviews Adam Kay, CRO of Playroll, delving into Adam's transition from a legal career to sales, his reflections on business growth, and the importance of customer satisfaction for a bootstrapped startup. Key takeaways Choose a career path that aligns with your interests and values, even if it diverges from conventional expectations. Stay adaptable and commit to ongoing learning to thrive in fast-paced industries. Focus on nurturing existing client relationships to drive revenue growth, rather than solely chasing new leads. Practice prudent budgeting and seek innovative solutions, especially in ventures without substantial funding. Maintain authenticity and prioritize building genuine connections with clients to drive sales success.

Join Alper Yurder in this episode of Sales Therapy as he chats with Emir Atlı about building HockeyStack. Dive into B2B startup growth, LinkedIn marketing, and the power of data-driven strategies. Key Takeaways: Emir's choice to leave college shows the dedication needed for startup success, despite initial challenges. The strong bond between co-founders is crucial, akin to a marriage, sustaining them through the startup journey. YC acceptance relies on factors like long-term vision, product-market fit, and team cohesion, as Emir highlights. Emir stresses the importance of data analysis in decision-making for aligning marketing and sales efforts effectively. Guest: Emir Atlı ⁠LinkedIn⁠⁠ Company⁠ Connect with Us ⁠Flowla⁠ ⁠Linkedin

It is time for a group therapy session! Join Alper Yurder, Christina Brady, Adam Jay, and Dale Zwizinski as they discuss navigating the complex world of sales and maintaining a customer-centric approach. Key Takeaways: Salespeople should focus on helping rather than selling, and be empathetic and consultative. The negative perception of salespeople can be overcome by demonstrating integrity, value, and genuine care for customers. The top of the funnel presents unique challenges in the sales process, including missteps and the need for proper qualification. Attribution and understanding the customer journey are essential for successful sales and marketing strategies. Sales is both an art and a science, requiring a blend of intuition and data-driven strategies. Guests: Christina Brady Adam Jay Dale Zwizinski Connect with Us: Flowla Linkedin

Grab a chair, you're invited to the therapy room! In this episode of sales therapy Fadi and Alper delve into the sales techniques and customer success. Key Takeaways: Emphasizing the importance of understanding and adapting to the changing preferences of buyers, such as their desire for autonomy and immediate human interaction when needed. Highlighting the shift from traditional sales methodologies to more customer-centric approaches, including the integration of customer success early in the sales process for better alignment with customer needs. Discussing the focus on behavior-driven strategies for customer engagement and retention, leveraging data to preemptively address potential churn. Stressing the importance of defining and delivering on customer-defined value, not just vendor-defined outcomes, to ensure contract renewals and build lasting relationships. Exploring ways to do more with less by fostering collaboration across revenue teams, sharing tools and processes to increase efficiency. Emphasizing the need for leaders to focus on team coaching and personal development as a way to maintain motivation and productivity without relying solely on financial incentives. Guest: Fadi Bassil LinkedIn Company Connect with Us Flowla Linkedin

Join this episode of sales therapy Alper Yurder and Yoav Vilner talk about everything start-up and growing in the new age of tech. Key Takeaways: Continuously assess market needs and trends to identify gaps and opportunities for innovation. Surround yourself with a diverse and talented team, complementing your skills with individuals who are smarter and more experienced in different areas. Ensure alignment between different teams and departments within your organization to optimize efficiency and effectiveness. Building a successful Series B company requires a strong focus on product-market fit and efficient go-to-market strategies. Startups can be built successfully even during a downturn by focusing on customer needs and feedback. Viral campaigns can bring unexpected success and exposure. Guest: Yoav Vilner Walnut LinkedIn Connect with Us: ⁠flowla.com ⁠LinkedIn

Ongoing therapy session! In this episode of sales therapy, Andy and Alper delve into the secret details of sales! Key Takeaways: Sellers need to move beyond superficial discovery questions to truly engage and understand the buyer's needs and context. Buyers are looking for solutions that satisfy their requirements and suffice to achieve their goals, not necessarily the absolute best option. Sellers can capitalize on this by guiding buyers towards realizing the value of their solution as the 'good enough' choice faster. Experimentation and adaptation in sales strategies are key to finding what works best in engaging buyers and closing deals. Guest: Andy Paul The Sales Room LinkedIn Connect with Us: Flowla Linkedin

Time for a reunion! In this episode of sales therapy Javier and Alper delve into the world of sales with the secrets to scaling to global sales organizations from $6M to $100M Key Takeaways: Prioritize long-term customer success over short-sighted quarterly results in your sales approach. Understand the shift from contributor to manager, recognizing that a manager's success is tied to their team's success. Don't seek merit Prioritize curiosity, resilience, and a growth mindset when hiring or advancing in sales roles. Tackle sales challenges with a buyer-centric approach, focusing on personalization and early qualification.  Guest: Javier Ortega - CRO of Veriff LinkedIn Company Connect with Us: Flowla Linkedin

Grab a chair, you're invited to the therapy room! In this episode of sales therapy, Kyle and Alper delve into the evolution of growth in the SaaS industry! Key Takeaways: Emphasis on building a community and leveraging personal branding. The transition from traditional corporate marketing to creator-led brands. The importance of validating product ideas with users before scaling. Identifying and focusing on an ideal customer profile to drive targeted growth. Navigating the integration of AI into SaaS business models. Understanding the shift towards quality over quantity in go-to-market strategies. Guest: Kyle Poyar, Operating Partner @ OpenView | Growth Unhinged LinkedIn Connect with Us: Flowla Linkedin

Time to get a little personal! You're invited to the therapy room! In this episode of sales therapy Leslie and Alper delve into the evolution of leadership and community! Key Takeaways: Successful communities are founded on providing exceptional experiences that exceed expectations, leading to organic growth through word-of-mouth. Effective leadership is less about managing and more about guiding, coaching, and elevating team members. There is a growing recognition of the value of human interaction and personal connection in business, moving away from over-automated processes. Embracing traditional, human-centric approaches like building genuine relationships can be more impactful and sustainable than relying solely on modern sales methodologies. Guest: Leslie Greenwood, Co-Founder and CEO of Chief Evangelist ConsultingLinkedIn Connect with Us: Flowla Linkedin

Grab a chair, you're invited to the therapy room! In this episode of sales therapy, Jeff and Alper delve into the evolution of client success and strategies for modern businesses! Key Takeaways: Curiosity drives a deeper understanding of customer needs and goals, enhancing the effectiveness of client interactions. Effective change management and cultural adaptability are crucial for aligning company strategy with client success. Collaboration between sales and client success teams is essential for unified customer journeys and optimal service delivery. Customer success is increasingly intertwined with sales, focusing on retention and efficient revenue generation. Guest: Jeff Heckler, Customer Success Expert LinkedIn Connect with Us: Flowla Linkedin

The AI episode of Sales Therapy is here! Thibault and Alper delve into the sales strategies to get from 0 to $10M ARR and the benefits of all-bound go-to-market Key Takeaways: Embrace AI-driven personalization to enhance every sales touchpoint and streamline time-consuming tasks. Leverage AI to analyze data points and craft tailored sequences for each prospect, empowering sales teams with invaluable guidance. Find the sweet spot between sales-assisted PLG and direct sales approaches to engage diverse buyer personas effectively. Stay informed about industry trends while prioritizing customer feedback to drive business decisions. Opt for precision-targeted, personalized outreach over mass communication tactics to safeguard brand reputation and maximize sales impact. Guest: Thibault Brioland, Co-Founder&CEO of Humanlinker LinkedIn Company Connect with Us: Flowla Linkedin

Join Alper and Alex as they explore buyer-centric sales, optimizing team structures for efficiency, and challenging outdated sales mentalities for sustained success. Key Takeaways: Sales roles should focus more on being advisors and helpers, akin to therapists, rather than just pushing for sales. Moving away from the traditional, linear sales approach to an integrated, all-bound strategy that combines sales, marketing, and partnerships. Acknowledging the mental strain in sales jobs and the importance of taking care of one's mental health. Setting realistic quotas and targets, considering historical data and market dynamics, to reduce undue stress and promote a healthier work environment. Guest: Alex Olley - Co-Founder and CRO of Reachdesk LinkedIn Company Connect with Us: Flowla Linkedin

Take a seat! you're invited to the therapy room! In this episode of sales therapy Robin and Alper delve into the art of founder-led sales! From the challenges of founder-led sales to new and being a global entrepreneur, the two discuss how you can stand out from the crowd in 2024. Key Points Emphasis is placed on the unique challenges of founder-led sales, including the development of an effective sales playbook and adapting the product-market fit based on customer feedback and market trends. Utilizing professional social media platforms, especially LinkedIn, is highlighted as a crucial strategy for sales growth, with an approach centered around providing value and solving client problems through engaging content. Success in sales is attributed to understanding and addressing the specific 'jobs to be done' for clients, ensuring that products and services genuinely meet their needs. Guest: Robin Choy - Co-Founder and CEO of HireSweet LinkedIn Company Connect with Us: Flowla Linkedin

Grab a chair, you're invited to the therapy room! In this episode of sales therapy Eimri and Alper delve into the secrets of “human-led” growth! From the challenges of founder-led sales to new and creative ways of sales development, the two discuss how you can stand out from the crowd in 2024. Key Points Strategic SDR Roles: Transition towards a more strategic and audience-centric approach in sales development. Emphasis on Personal Branding: Importance of leveraging personal branding for effective outreach. Importance of Customer Feedback: Critical role of customer insights in product development. Building Long-Term Communities: Focusing on community engagement for sustainable business growth. Guest: Eimri Bar - Co-Founder of Bloom LinkedIn Company Connect with Us: Flowla Linkedin

Founders therapy session! In this episode of sales therapy Rafael, Serkan and Alper delve into the facts about being a founder and a sales leader at the same time! From being a leader in sales to the secrets of growth, the two discuss how you can stand out from the crowd in 2024. Key Points Avoid immediate pitches; instead, add value in follow-ups by showcasing product evolution and addressing specific needs. Emphasize patience in the sales process, especially during relationship development. Encourage persistent and value-adding follow-ups to strengthen connections with potential clients. Emphasize the significance of disciplined adherence to sales processes for efficiency and effectiveness. Guests: Serkan Ferah - Founder of Native Rafael Guper - Co-Founder and COO of Ujji Watch this episode on YouTube: https://youtu.be/f8yh2NUc1u8 Connect with Us: Flowla Linkedin

Grab a chair, you're invited to the therapy room! In this episode of sales therapy Mike and Alper delve into how to receive high-value intros and get paid to make intros! From being a founder to expanding a network, the two discuss how you can stand out from the crowd in 2024. Key Points Mike advocates a shift towards genuine human connections, promoting IntroStars as a platform focused on warm referrals and personal introductions. The challenge of scaling warm referrals is addressed by IntroStars, presenting a global marketplace for warm business introductions, and revolutionizing lead generation. Mike Adams' founder story reveals his journey from sales professional to IntroStars creator, driven by a personal need to solve the challenge of obtaining warm introductions. Guest: Mike Adams - Founder & CEO of introstars LinkedIn Company Watch this episode on YouTube: https://youtu.be/BNFb4bShmU0 Connect with Us: Flowla Linkedin

Grab a chair, you're invited to the therapy room! In this episode of sales therapy Akiva and Alper delve into how to manage high-stakes client relationships and navigate complex deals. From being GTM leader to founder, the two discuss how you can stand out from the crowd in 2024. Key Points Emphasis on giving team members autonomy to own their domain and contribute as collaborators. Focusing on detailed discovery and alignment with the client's timeline and urgency. Highlighting the need for customer discovery to validate market needs before heavy investment in sales personnel. Advising against hiring salespeople prematurely and stressing the importance of aligning the product with actual market problems. Guest: Akiva Weiss - CEO and Founder of Copilot ⁠LinkedIn⁠ ⁠Company⁠ Connect with Us: ⁠Flowla⁠ ⁠Linkedin

Take a seat! You're invited to the therapy room! In this episode of sales therapy Osman and Alper delve into how to make PLG work and grow in the Latin American market. From being a founder to starting a new business on a different continent, the two discuss how you can stand out from the crowd in 2024. Key Points As a startup, early challenges are tougher because you have no idea what you are doing. But you eventually get used to that. Having strong founder relationships in the team is essential to get the motivation that you need to survive as a company. Build your sales pitch based on the deadlines and key actions to emphasize the cost of inaction. Understand the problem, what people are looking for, what kind of problems they are trying to solve and offer them a “painkiller.” Guest: Osman Koc - CEO of UserGuiding ⁠⁠LinkedIn⁠⁠ ⁠⁠Company⁠⁠ Connect with Us: ⁠⁠Flowla⁠⁠ ⁠⁠Linkedin

Grab a chair, you're invited to the therapy room! In this episode of sales therapy John and Alper delve into how to help companies maximize and drive their revenue growth. From being CRO to being a founder in the sales area, the two discuss how you can stand out from the crowd in 2024. Key Points Focus on customer improvement and understand the significance of the "golden period" in sales cycles for optimal deal closure. Emphasize velocity in the sales process, aiming to compress cycles while staying within the golden period. Encourage a mindset of continuous improvement, embracing experimentation and learning from occasional failures. Guest: John Hammond - CEO of JHKL The Not So Secret CRO BLOG: https://thenotsosecretcro.com/ Connect with Us: Flowla Linkedin

Grab a chair, you're invited to the therapy room! In this episode of sales therapy Michael and Alper delve into how to manage complex deals, engage clients, and nurture conversations, insights & observations on the changing landscape of SaaS sales. From navigating complex deals to the secret of SaaS sales, the two discuss how you can stand out from the crowd in 2024. Key Points When selling to executives, believing in what you're selling and the charisma that you can transmit to the customer is really important. To succeed with multithreading, you need a very clear idea of what leaders are looking for and what they are interested in. Sales leaders today are looking to get even more predictability around key deals that they're working on, which makes sales enablement tools like Flowla really important. The most important skills a sales rep should have for complex sales are relationship building, understanding your customer's business, and building really good business cases. Guest: Michael Akinle - Revenue Advisor and Sales Director at Clari Connect with Us: Flowla Linkedin

You're invited to the therapy room! In this episode of sales therapy Ryan and Alper delve into how to build winning teams and go-to-market strategies in a changing economy! From being a key person in sales deals to managing teams, the two discuss how you can stand out from the crowd in 2024. Key Points Tenacity is the number one trait that you need to possess in order to succeed in any go-to-market function. Top three attributes of a top-performer are being a self-starter, coachability, and grit. To enable your team, you need documented processes, a central knowledge base for each team, and strong reporting. When getting started in the role, remember that you're accountable to your leadership but also treat people as your greatest asset. Guest: Ryan Wilson - VP of Revenue at Generis Connect with Us: Flowla Linkedin