The CoSell Show

Scott Lichtenstein is an entrepreneur and startup executive with experience scaling sales, marketing, and sales operations for B2B & SaaS technology companies. He's a student of go-to-market strategy and the co-founder of BuyerSight, a platform that provides AI guidance for sales leaders about their reps and customers.  Tune in to our conversation with Scott on our latest episode of the CoSell Show.   Topics discussed: Scott's journey to SaaS and what led him to build BuyerSight. Walking the talk and becoming a truly data-driven company. How noisy go-to-market is and the effectiveness of a multi-channel approach. Measuring goals, KPIs to follow, and how minor tweaks at the top of the funnel can have major impacts later on. The challenges he faced as a start-up and his advice for early-stage entrepreneurs.

This week on the CoSell Show, we have someone who's trying to fix email for both buyers AND sellers, and to do some good for the world. Tune in to our conversation with Andy Mowat, Co-founder and CEO, Gated.    Topics discussed: From running grocery stores to founding Gated, how Andy got into SaaS and realised his potential for building go-to-market machines. The current state of cold outreach, and how we got here. Gated's ideal customer profile, their work culture, and how they're functioning in a fully remote workplace. Andy's experience as a founder and his vision for Gated.

Demi Obayomi is a technology investor with experience in venture capital, investment banking, and entrepreneurship. He's currently the vice president at Sapphire Ventures and we're really excited to share his story on the CoSell show.   Topics discussed: Demi's journey from growing up in Nigeria, far away from everything technology-related, to falling in love with SaaS and what brought him to Sapphire. What investors are looking for in start-up founders. The effect of current market conditions on start-ups and investors, and what it's going to be like raising capital in 2022. Apart from the investment, the role that Sapphire plays in helping scale its portfolio companies. The rule of 40 and other metrics that VCs follow, pre & post-investment. The product roadmap and why start-up founders need to focus on this from the early stages itself.

This week on The CoSell Show we have with us Todd Busler, Operator in Residence at Unusual Ventures. Todd helps early-stage founders find their ideal customers, increase traction, and build great sales teams.   Topics discussed: Todd's early days at Heap, how the market has evolved, and what their sales process looks like. The dramatic growth of Unusual Ventures, how they invest in next-gen founders & at what stage, and their number one metric; founder satisfaction & success. Unusual's method of building a company and the metrics they use to track their progress. Difficulties faced by founders and the typical mistakes they make in the early stages.

Eric talks about his journey from an engineer to CEO to Head of Sales, what he really loves about his job, insights into Vanta's process from lead to close.   Topics discussed: Eric's tremendous journey from an engineer to start-up CEO to Head of Sales, and what he loves about his current job at Vanta. Their strategy is to step out in front and tackle pain points their customers might experience as they grow. Insights into Vanta's sales process from lead to close. Being thoughtful about your ICP and how investing in inbound marketing channels has a spiraling network effect that helped Vanta grow exponentially. Building a sales playbook and hiring a smart frontline to leverage & replicate their aggressive growth.

This week on The CoSell Show we are thrilled to have with us Danielle Simon, Director of Channel, Alliances, Partnerships at CybelAngel  Topics discussed: - How to build an 'ideal partner profile' (IPP) when building a partner program  - The importance of thinking through the short and long-term partnership goals  - The 80/20 rule in partnerships, and how iteration in building a your target partner list is critical 

This week on The CoSell Show we are thrilled to have with us Scott Sambucci, Founder and CEO of SalesQualia, and Author of 'Stop Hustling, Start Scaling' Topics discussed: - Scott's passion for ultramarathon's and how he swam from Catalina Island to the shore of Rancho Palos Verdes Now more than ever, the sales environment is changing, and what do about it. Things to consider in your sales strategy, and how to track and measure success. Download a copy of my NEW book – "Stop Hustling, Start Scaling": https://scottsambucci.lpages.co/free-download-stop-hustling-start-scaling/

This week on The CoSell Show we are thrilled to have with us Carolyn Betts (Founder and CEO at Betts Recruiting) Topics discussed: How Carolyn built Bett's Recruiting into what it is today Austin as a tech hub, and why Carolyn decided to make Austin the new HQ Carolyn's "long-view" on recruiting and partnerships

This week on The CoSell Show we are thrilled to have with us John Heltzel (Founder and VP of BD at Los Altos Ventures). Topics discussed: John's long-time passion for building cool things with legos Tips on creating long-lasting partnerships built on trust  His investment advice for younger folks (also a "long-game" strategy)  

Partner co-selling discussion with Ray Carroll (Former VP at Marketo, Engagio, and Skilljar). Topics include: Why there is no better time to evaluate new strategies for breaking into top accounts Key successes that Ray has had co-selling in his career How to pitch your boss to invest in co-selling platforms

This week on The CoSell Show we are thrilled to have with us renowned keynote speaker & Bestselling Author of Brandscaping: Unleashing the Power of Partnerships, Andrew Davis! Topics Covered: What Tony Bennett, The Backstreet Boys, and Elmo have in Common How to use “Fractal Marketing” to Grow an Authentic Customer Base Why You Should Make Your Partnerships “People Powered” vs Brand Driven How to Grab and Hold your Audience's Attention with the “Curiosity Factor” Connect with Andrew on Instagram, YouTube, Twitter, LinkedIn, and his website. Learn more about his book, Brandscaping: Unleashing the Power of Partnerships, here.    Brought to you by our host: Taylor Baker (Host and Producer of The CoSell Show Podcast for CoSell.io)

This week on The CoSell Show we are thrilled to have back with us Laura McLeod, Senior Marketing Manager, Strategic Partnerships at 99designs. Topics Covered: How to quickly get your design and branding needs while maintaining maximum productivity How to prepare your SAAS business for a global marketplace Learning how to avoid making perfection the enemy of good and more! Brought to you by our host: Taylor Baker (Host and Producer of The CoSell Show Podcast for CoSell.io)

This week on The CoSell Show we are thrilled to have back with us Trey Roth, the founder and CEO of Yaystack.  Topics Covered: Asking yourself “what breaks my heart” when determining your brands purpose Using the “gift of the gap” to your advantage How working as a music producer prepared Trey to be an entrepreneur  Brought to you by our host: Taylor Baker (Host and Producer of The CoSell Show Podcast for CoSell.io)

This week on The CoSell Show we are thrilled to have with us Trey Roth, the founder and CEO of Yaystack.  Topics Covered: Why the details of your personal story matter to your company and your brand The importance of authenticity in today's marketplace How partnerships can mutually benefit your customers and your company Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show we are thrilled to have with us Lin Shearer, the founder and principal consultant at Spark Consulting.  Topics Covered: How the e-commerce world has changed in the past decade (and what is on the horizon) Crafting a career built on curiosity and growth How to know if you are ready to start your own company Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show we are excited to have Bart Bradshaw, VP of Strategy & Finance at Blip.  This week's Topics:   Making 2020 the year of Fun Building a business built for long-term success rooted in authenticity How to build the career you want (at any stage of your life) Mastering the art of the “side hustle” Bart's Projects & Contact Info: bart@blipbillboards.com London Littles Built to Stay Podcast Built to Stay - “Stand Your Ground” (discussed in this episode) Ideal job Venn diagram    Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show we are beyond thrilled to have Clodagh Higgins, Agency Coach and Consultant at the Growit Group. Topics Covered: Why focusing on the “gaps” is important in business, as well as art When and why you should consider working “on” your business instead of “in” it How to maximize global expansion success How to create consisted, authentic content for your personal, or professional brand … and more! More about Clodagh and the Growit Group: Growit Group provides coaching & consulting for Digital Agencies on how to run successful and profitable businesses. Clodagh S.Higgins is an ex-Hubspotter, now Agency coach and consultant that has owned her own Digital Agency for 8+ years in Sydney & Dublin. She has worked with over 500+ agencies helping them grow and scale their businesses. She is the author of A Happy & Healthy Digital Agency and hosts a weekly podcast, interviewing Agency Owners about the highs and lows of running a professional services business, Agency Life. Clodagh believes that Agency owners can have the profitable business of their dreams, with an expert team that are happy, while getting great results for their clients. You can learn more about Growit's methodology on their YouTube channel. When Clodagh is not helping Agencies you will find her training for Powerlifting competitions and she has a World Record in Strict Curl and a National Record in the bench press. She lives in the West of Ireland in her retreat in progress called Isleen Cottage. You can follow her on Instagram @queenmaevev2 There are a variety of ways to work with Clodagh & Growit from listening to her podcast for free, buying her book on Amazon, purchasing her Digital Agency Re-energiser online course or hiring her for coaching & consulting through various Growit Group Service Offerings.   Read about the results that Clodagh and the Growit Group team have got for their clients Penguin Strategies Influence Agents & Inbound Norway   Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show we are excited to have Brandon Lee, the Founder and CEO of Funnel Amplified. Topics Covered: How social media changed the way we do business Why networking with a “me” approach doesn't work (and what works better!) Tips about founding a startup from someone who has experienced every up and down that goes along with that journey More Questions for Brandon? Find Brandon on LinkedIn Find Brandon on Twitter Email Brandon Download Brandon's EBooks Here! Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show we are excited to have Kyle Rutter the Senior Sales Director at Clari. Topics Covered: How to maintain a consistent symbiotic relationship in a partnership What different startup sales and acquisitions look like Why being a mentor is as important as having one More Questions for Kyle? Find Kyle on LinkedIn Follow Kyle on Twitter Email Kyle Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)  

This week on The CoSell Show we are honored to have Jason Shugars, the Senior Director of Global Partnerships at Blueshift. Topics Covered: How sending an “exit email” can make waves (in a good way!) How to structure a partnership to promote a mutually exclusive, and thriving, ecosystem Understanding different international business practices when you want to expand globally When and Why taking a sabbatical can be the best thing for your career More Questions for Jason? Find Jason on LinkedIn Follow Jason on Twitter Email Jason The Google Farewell Email Story Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show we are thrilled to have Ashley Hildreth, Head of Partnerships at Trustpilot. Topics Covered: 1. How to curate, authentic, lasting connections with your business partners 2. How an artistic background can help enrich your partnership pursuits 3. Using account mapping to match customer profiles when integrating your partnership More Questions for Ashley? Find Ashley on LinkedIn Want to partner with Trustpilot? Email: partnerships@trustpilot.com Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show we are especially excited to have with us Curtis Davey, Partnerships Manager at NiceJob. Topics Covered: 1. How partnership relationships are actually a lot like dating 2. Top tips on streamlining corporate communication 3. How to know when it is time to shake up your career path More Questions for Curtis? Find Curtis on LinkedIn Email Curtis Join the Cloud Software Association Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show we are delighted to have Matt Irving, Global Partner Operations Manager at WP Engine. Topics Covered: Are you chasing a goal or an outcome? Why you should “maniacally” focus on your customer How partnerships have evolved in the past decade and what is on the horizon in 2020 Have more questions for Matt? Find him on: LinkedIn Twitter Cloud Software Association Read Matt's "Are You Chasing a Goal or An Outcome" article here.  Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show we are ecstatic to have Rick Treleaven of Northpass.  Topics Covered: How to set and manage expectations before and during the maturity of a partnership Why Co-Selling is a great vehicle to expand a partnership into a reseller relationship How to wisely select markets for global business expansion Have more questions for Rick? Find him on: LinkedIn Email Rick! Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show we are happy to welcome Kevin Brown, Co-Founder and CEO of LeadSmart Technologies.  Topics Covered: 1. How to Avoid the "Black Hole Lead Crisis" 2. Combating Power Struggles when Working with Friends  3. Strategically Timing the Building of a Partership Ecosystem Join Kevin at the ISV Connect Summit in Orange County on November 6th! Register here.  Have more questions for Kevin? Find him on: LinkedIn - Kevin Brown Twitter - @LeadSmartCEO @brownkevinl @leadsmarttech Facebook - @LeadSmartTech Email - kbrown@leadsmarttech.com Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show Podcast, we are delighted to have Bridget Graf, the Product Marketing Manager at CallRail, as our guest.  Topics Covered: 1. How Partnerships Enhance Customer Value and Loyalty 2. How to Set Expectations before Starting a Partnership to Increase Success 3. Why Getting Your MBA can be a Good Career Move More questions for Bridget? linkedin.com/in/bridgetgraf twitter.com/bridgetgraf Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show Podcast, we are honored to have the founder of Partner Programs, Alex Glenn as our guest. We will be diving into the topic, When it is NOT Too Early to Start a Partner Program. Topics Covered: 1. The Three Things You Need to Start a Partner Program TODAY 2. The Partnership Roadmap to Success - When to Start Every Type of Partnership 3. How Building a Community is the Secret of a Successful Entreprenuer Learn more from Alex and his team at Partner Programs by taking one of their amazing courses! Listen to Alex's Marketing Automation Podcast for even more tips and tricks of the trade.   Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show we are thrilled to have Ginny Tonkin, Senior Demand Generation Marketing Manager at Iterable.  Topics covered: 1. How Co-Marketing can Grow your Business 2. Different Types of Successful Co-Marketing Campaigns 3. Tips of Taking Your Business Global Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show we are thrilled to have Rachel Fisch, Accountants and Alliances at Sage Canada.  About Rachel: Rachel Fisch is a community-builder and people-connector. She helps tech companies understand accountants, and assists accountants transform their firms with innovative tech and workflows, creating awesome client experiences and increasing profitability. (See more on Twitter: @fischbooks) Topics covered: 1. Why community-centered partnerships are more successful 2. Do your homework! Plan and research prior to meetings to increase the likelihood of growing a tangible partnership 3. How unexpected setbacks in your career can actually benefit your professional path Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show we are excited to have Jenna Earnshaw, Enterprise Account Manager at PartnerStack.   Topics covered: 1. What Co-Selling really means, and how it is vital to your startup 2. Tips for landing your ideal partner (and managing expectations throughout your partnership) 3. Women and the workplace - How to thrive  Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show we are thrilled to have Alexander Shyshko, Partnerships Manager at On24.  Topics covered: Knowing When your Startup is Ready to build a Partner Ecosystem How to Keep the Customer at the Center of Your Partnership Setting and Managing Expectations with Partners Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

This week on The CoSell Show we are thrilled to have Jason Flores, Executive for Strategic Accounts and OEN Partnerships at WalkMe.  Topics covered: How to Nurture a Symbiotic Partnership Relationship Unlocking maximum mutual prosperity by "staying in your lane" How to grow, and maintain, trust in your partnership Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)  

Rory Blanton (Industry Relations Manager at Qualia) joins us on The CoSell Show!  Some of the topics covered: How Qualia defines and identifies partners to drive revenue Thoughts on creating OKRs to drive co-selling efforts  Using Co-marketing efforts (i.e. webinars) to drive new business sales leads Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

Drew Schuil, VP of BD & EMEA Ops at Integris Software, joins us on The CoSell Show to discuss: How Integris vets potential partnerships and co-selling opportunities The biggest surprises that have come about in building strategic partnerships Advice to startups looking to build a partner ecosystem Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)

Matt Fox, CRO at Oculus360, joins us on The CoSell Show to discuss: The best partner channels to leverage as a startup The power of co-selling and the process for getting started The drivers for creating a successful partnership program "The Dad Bods", Matt's neighborhood band that he is the lead singer in Your Host and Podcast Producer: Taylor Baker

‍Brian Friedman, VP of Digital Innovation at Aventri https://brianmfriedman.com/ ‍ Brian Friedman, VP of Digital Innovation at Aventri, the former CEO of Loopd, joins us on The CoSell Show to discuss: Why strategic partnerships are essential to startups, how partnerships and co-selling is different in the event-tech space versus other industries, the most common myths about startup partnerships. when to cut bait when things aren't working out, and how to successfully find, engage, and manage co-selling partnerships. Brian also recently wrote a book -- Takeaways -- an Amazon #1 Best Seller. Hosted by Taylor Baker (Podcast Producer & Head of Content at CoSell.io)