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Anand Kulkarni started his career in the dark ages of AI, as a Computer Science researcher at UC Berkeley. He published papers on human intelligence inside of software products, and eventually founded LeadGenius, which was AI for sales and was supported by Andreessen Horowitz and Sam Altman. Outside of tech, he is married with 2 kids, and used to be an avid rock climber. He also loves to eat tofu, and has been picking up a lot more science fiction lately.Though the AI space is crowded today, Anand and his team have been working in the space since 2016. They observed the need to modernize legacy software and digitally transform organizations. They wanted to utilize an intelligent approach to this, and started down the path of building a large dataset, building software to learn from it, and use that to modernize software.This is the creation story of Crowdbotics.SponsorsSpeakeasyQA WolfSnapTradeLinkshttps://crowdbotics.com/https://www.linkedin.com/in/anandpkulkarni/ Our Sponsors:* Check out Kinsta: https://kinsta.com* Check out Vanta: https://vanta.com/CODESTORYSupport this podcast at — https://redcircle.com/code-story/donationsAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
010. Crowdbotics | Anand Kulkarni was previously co-founder and Chief Scientist of LeadGenius, a Y Combinator, Sierra Ventures, and Lumia Capital-backed startup using human computation and deep learning to automate account-based marketing (ABM). LeadGenius has raised over $20M in venture funding and developed best-in-class marketing automation technology used by Fortune 500 customers like Google, eBay, and Box. In conjunction with nonprofits like the World Bank, LeadGenius generates fairly-paid digital employment for over 500 individuals in 40 countries. *** For Show Notes, Key Points, Contact Info, & Resources Mentioned on this episode visit here: Anand Kulkarni Interview. *** Looking to offload some vacant land? Explore what the host's other venture, Bubba Land Company, can offer you!
LeadGenius offers innovative data sourcing and cutting-edge growth automation solutions to help you achieve your SaaS growth goals. Get in touch today! Find out more at: https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
If you're looking to expand your enterprise business into Europe, the Middle East, or Africa (EMEA), LeadGenius is your go-to resource! Get custom datasets, growth automation, and more! Find out more at: https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
If you're looking to expand from Germany into EMEA markets, LeadGenius offers the custom data you need to optimise your marketing and communication! Find out more at https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
With LeadGenius, you get access to cutting-edge growth automation tools and custom data on demand, helping you to scale your business! Find out more at: https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
Custom data sets and market insights from LeadGenius serve as a secret weapon that can give your B2B company the advantage it needs in today's challenging market. Learn more by visiting https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
If you're running an enterprise business in the US and want to expand, the right data can supercharge your sales and marketing efforts. That's where LeadGenius comes in! Find out more at https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
Discover how LeadGenius customizes B2B data for sales and marketing. VP Derek Rahn explains their precision insights for various industries, emphasizing tailored customer experiences and leadership priorities. Growth Marketers face three major challenges: boosting qualified leads, enhancing campaign ROI, and lowering customer acquisition costs—precisely why they're in the growth game in the first place. Discover the solution with Pathmonk Accelerate: +50% Sales Increase Automatically Increase Website & Blog Lead Generation AI-Powered Personalized Experiences based on real-time intent Cookieless Technology All Integrations Supported No Website Changes Required Ready to elevate your website conversion? Experience it firsthand with our interactive demo ➡️ https://demo.pathmonk.com/ #growthmarketing #personalization #CRO #marketingpodcast
Take your lead generation efforts to the next level with the help of LeadGenius' personalized B2B data sets for SaaS companies. Learn more by visiting https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
Have you got the pulse of B2B clients in Canada? LeadGenius can make it happen with its bespoke datasets and marketing insights. Learn more by visiting https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
You can't get ahead if you and your competitors use the same market intelligence. That's why LeadGenius offers bespoke data sets tailored to B2B enterprises in the UK. Learn more by visiting https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
LeadGenius can give you custom data sets that will help you thrive in the exciting EMEA market. Learn more by visiting https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
If you're a SaaS provider in the e-commerce space, working with LeadGenius is the best way to achieve your growth goals! Find out more at: https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
If you're an EMEA business wanting to connect with more UK customers, LeadGenius can help you unlock your growth potential with custom data on-demand! Find out more at https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
LeadGenius can help you grow your European business with targeted datasets created on demand, allowing for more meaningful connections and greater sales opportunities! Find out more at https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
What company isn't “customer obsessed”? Well, a lot, as it turns out. That's not for lack of caring—but building a customer-centric culture is easier said than done. And how you do this depends on whether you're starting from square one or trying to change a company's culture from the inside. According to Prayag Narula, CEO and Co-Founder of Marvin, changing a culture towards customer centricity requires starting from the bottom-up. Building something new? Leaders should be obsessing over customer feedback, actively placing research and customer insights front and center from the very beginning. In this episode of Awkward Silences, Prayag sits down with Erin and Carol to discuss his strategies for building a customer-centric product culture at Marvin. Tune in to learn more about what it means to obsess over customers, doing research versus using research, how customer centricity is put into practice at Marvin, and more.
With the help of LeadGenius, your B2B business can get access to hard-to-source, market-specific data sets that make your sales team's job easier. Learn more by visiting https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
If you want your sales team to attract more leads and close more deals, leverage custom B2B data sets from LeadGenius. Learn more at https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
LeadGenius is the only tool you need to make smarter sales and marketing decisions - with custom data tailored to your audience and growth goals. Find out more at: https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
Discover a better way to source industry-specific B2B datasets with LeadGenius, your all-in-one lead-generation sidekick. Learn more by visiting https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
Want to level up your B2B business' sales and marketing game? LeadGenius' bespoke data sets can give you insights you can't access anywhere else. Learn more by visiting https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
Want to make more data-driven decisions to scale your company faster? With LeadGenius, you get access to the best data to take your engagement to the next level! Find out more at: https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
To get a distinct advantage over your competitors in the EMEA region, LeadGenius provides bespoke data sets that yield game-changing insights. Learn more by visiting https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
With LeadGenius, you can automate your growth and achieve your sales goals in Europe and beyond - thanks to cutting-edge data sets that you can't get anywhere else! Find out more at: https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
Welcome to another episode of The Action and Ambition Podcast! Joining us today is Derek Rahn, a career Revenue builder who has worked inside the data space for most of his 18-year career. He loves segmentation, data analysis, and building personalization into human-led sales and marketing efforts. Derek is also the VP of Demand Gen at LeadGenius, where he leads a team of data experts who are changing how B2B businesses acquire and consume data. At LeadGenius, they provide a competitive advantage to forward-thinking sales and marketing experts looking to revolutionize the way they segment and communicate with prospects. Tune in to learn more!
If you own a business in Germany, LeadGenius can give you access to B2B data sets and market intelligence you can't get anywhere else. Learn more by visiting https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
Why settle for the same data sets all your other competitors get? LeadGenius can offer you personalized data sets that can lead to better answers - and a better bottom line. Learn more by visiting https://www.leadgenius.com/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
Struggling to find a dataset that provides the information you need about a demographic or a new market? Let LeadGenius build it for you with its personalized dataset service. Learn more at https://www.leadgenius.com/products/ LeadGenius City: Berkeley Address: 2054 University Ave #400, Website https://www.LeadGenius.com Phone +1 520 490 2524 Email marketing@leadgenius.com
If we train our salespeople to use data and devise probing questions that sort out which prospects are worth their time, is our main instruction to reps, “Go for the disqualification jugular vein!”? How's that working for you? Santosh Sharan, president, and COO of Apollo.io joins our Market Dominance Guys, Chris Beall, and Corey Frank, in part three of their three-part conversation about the roles of technology and data in cold calling, and the necessity of training the human voice to do more than disqualify prospects. Santosh explains, “Sales reps depend on technology so much that they don't take time to do research and take a look at conversations strategically.” Chris and Corey both concur: To be a good talker and listener in a sales setting, training is essential, and the goal of that training should be gaining the buyer's trust through the use of a great script and “The Impact of the Human Voice,” which is the title of today's Market Dominance Guys' episode. About Our Guest Santosh Sharan, president and COO at Apollo.io, a leading data intelligence and sales engagement platform. Previously, Santosh was COO at LeadGenius, COO at Aberdeen, and VP at ZoomInfo.
Sales and marketing departments usually operate as two separate entities. Although that's not healthy for a business, it's generally the reality in many companies. Santosh Sharan, president and COO of Apollo.io, joins our Market Dominance Guys, Chris Beall and Corey Frank, in this second of three conversations, to talk about the evolution of data as a business asset and how shared data — and unified leadership — can eliminate this unfortunate dichotomy of purpose, and fuse sales and marketing into one weapon with a single goal: market domination. “Sales is simple,” Santosh says, “You're looking for an edge over your competitors.” It used to come primarily from developing relationships, which Chris defines as gaining your prospect's trust. Now, though, getting the desired information or data to an interested prospect provides an increasingly important edge — if you can do it faster than your competitors can. And, thus, data joins trust as a necessary tool of sales. Learn more about this and other data- and sales-related insights in today's Market Dominance Guys' episode, “Data & Trust: Your Assets in Market Domination.” About Our Guest Santosh Sharan, president and COO at Apollo.io, a leading data intelligence and sales engagement platform. Previously, Santosh was COO at LeadGenius, COO at Aberdeen, and VP at ZoomInfo.
Sales used to be considered a trick done by salespeople, but success in sales today relies more and more on collecting information, analyzing the resulting data, and then using it to finetune your sales department's approach to prospects. Santosh Sharan, president and COO of Apollo.io joins our Market Dominance Guys, Chris Beall, and Corey Frank, in this first of three conversations about instrumentation that collects data and how careful analysis can help make sense of that data in order to provide guided intelligence to sales teams. Join these three sales-minded experts as they walk you through what to do with all the data you collect in this week's Market Dominance Guys' episode, “The Increasing Atomic Weight of Data.” About Our Guest Santosh Sharan, president and COO at Apollo.io, a leading data intelligence and sales engagement platform. Previously, Santosh was COO at LeadGenius, COO at Aberdeen, and VP at ZoomInfo.
How does the marketing team at Bigtincan use intent data to influence and close deals? This week on the Inbound Success podcast, Bigtincan CMO Rusty Bishop breaks down the mechanics behind the company's account-based marketing (ABM) campaigns, including the tech stack they're using, and the nitty gritty details behind their intent data. Rusty says most companies look to intent platforms to solve their ABM challenges, but wind up spending a lot of money for poor results. In this episode, he gets into detail on the advanced keyword strategies Bigtincan is using to build an intent data set that they can then use to target in-market buyers. The results have been impressive. For every dollar Rusty's team spends on display, they influence more than $107,000 in pipeline, and more than $27,000 in closed won deals. Check out the full episode to learn how they do it. (Transcript has been edited for clarity.) Resources from this episode: Check out the Bigtincan website Connect with Rusty on LinkedIn Transcript Kathleen (00:02): Welcome back to the inbound success podcast. I am your host, Kathleen Booth. And today my guest is Rusty Bishop, who is the CMO of Bigtincan. Welcome to the podcast, Rusty. I am dying to know the story behind the company name. So let's start with having you make a quick introduction of yourself because I also, I'm going to scoop you a little bit and just say for my guests who are listening, this is going to be fascinating because Rusty has the software company, but he has been a biochemist. He's a guitar player. He's got a fascinating background. So stay tuned to hear about it. Rusty, tell us more about yourself and then also what Bigtincan is and how it got that name. Rusty (01:01): You got it. So my background, so yeah, after undergrad, I did get a PhD in biochemistry and molecular genetics studying infectious disease research for a big part of my research came out here to Southern California, to the university of California, San Diego, to do post-doctoral research and ended up being on the faculty and staff here in San Diego for about 12 years. So I did about 15 years of biomedical research in my past life. I am no longer consider myself a scientist, although I think it does probably color everything I do for certain. After that I did, I started a company with a guy named Mark Walker, who is the head of sales at a company called Invitrogen which went on to become Thermo Fisher, one of the largest life sciences companies in the world. And then we started a company based on the idea that when, when I was in the lab, when I was a researcher salespeople would come into our lab. Rusty (01:55): And that was back in the days where you could actually walk in the labs. You can't do that in more, they're all locked down, but they could literally just walk in and they'd be like, Hey, I'm from this company and I want to sell you some stuff. And they would literally break out a paper catalog and try to sell us stuff. And I, you know, at that point iPad was coming out, iPhone was coming out and we just thought, there's gotta be a better way. Mark and I created a company called FatStax which was geared and focused towards sellers, mostly in the life sciences space, those people who were coming to me and as a scientist and trying to sell me things that, that went very well. We had a great exit to Bigtincan in 2018, and I've been there ever since. And I became the CMO less than a week and a half ago. Rusty (02:41): I worked under our previous CMO who is still here as the president of the company and kind of fought my way up to being the CMO. So marketing is relatively new for me. All of that, totally new. I've been doing it for years as a founder. And of course, you know, here at Bigtincan running marketing for about two years. Kathleen (02:58): Love it. Rusty (02:59): Yeah. Lots of weird science stuff in my background. And as you did note, I was a professional musician for about two years before all of that. So it's been a wild ride I'm multitalented guy. I like that. I like to do lots of things. Kathleen (03:14): So tell me how the company got its name. Rusty (05:24): Great question. Everyone asks that. So it reminds me that that's actually a pretty memorable name. So the company was found in Australia. And the original concept behind the company was, was when iPad applications were something that people actually wanted. So that the idea was that I'd take all of your content and put it into an iPad application and the original founders, David King, who's our current CEO always talked about how people have this thing where they're communicate through string cans and how that you lose the communication. So they had the idea that if you put everything into the big team can, then you could communicate effectively across your company. So that was the original origin story. Now, of course, that was in Australia with two guys standing and above a coffee shop in Sydney. So what the real name is, I really don't know. So we'll, we'll leave it at that for now. That's how I got his name. And it's been his name for ever since then, publicly traded on the Australian stock exchange. If you want to go learn more about us as a company, there's everything you could ever want to know is right there. I love Kathleen (06:21): That story. And I definitely, when I was little, definitely connected to tin cans with a string and tried to talk through it, it was a terrible communication method. I will say it doesn't work. It's sort of like a myth, right? Like whoever did that successfully, I don't know. Right. So switching, switching gears, you you've, you know, I love that you bring this sort of brain of a scientist to the way you're doing marketing and you and I talked a little bit before we did the interview about some of the things you're working on. And I was really fascinated hearing you talk about what you guys are doing with intent data and how you're taking this very scientific approach to figuring out, you know, what, what you're going to search for within your intent data platforms to turn up results that are actually going to be meaningful. So let's back up and start with tell me what you're using intent data for in the first place. Rusty (07:18): Okay. Yeah. Good question. So I'll start with one thing which I want to clarify. I'm sure that everyone that listens to your podcast knows this already, but intent software is not ABM. Everyone seems to get that a little backwards here, especially in our company. They're like, yeah, we're just doing ABM and no, you're not. You're using an ad platform to detect intent out there in the world. So, so what do we, what do we use it for? So we are attempting to detect in market accounts at various stages, we have three different product lines that we can either sell together here on Bigtincan, or we can sell them separately. We also go to market in various verticals and the reason we needed an intent tool was because the amount of keywords that someone could enter into Google to find what we do or to solve their problems more accurately was astronomical. So the chances of us, you know, properly making our website SEO for all those keywords was approaching zero. And so in order to detect all those accounts out there in market, we we do 6Sense and we chose 6Sense. I don't know if that matters, not to the users. I think they all do very similar things. So our methodology from day one was can we detect virtually every account in market using this type of software and is in combination with other things like G2 and other intent data. Kathleen (08:45): So just out of curiosity, you mentioned you chose 6Sense. Why that platform over any other ones? Rusty (08:53): You know, it's funny, I had a feeling you were going to ask me that and I tried to go back and look, and that's a year and remember why we chose 6Sense. I think at the end of the day, it was the combination of ease of use for us as well as the second part of 6Sense, which is the ability to do predictive. And that is, you know, once we know and we detected these accounts are in market and they're searching for certain things, and they're also making certain choices with you guys, Bigtincan, there might be opening emails or 15 people that account are doing certain actions. We can now begin to predict how well those accounts are going to move through the funnel and if they are going to close and should we be working them or not? Rusty (09:32): We're about a year into building our predictive model. I will not say it's a quick process, but it's something I really wanted to get to core science brain. You know, how can we build something that would predict whether we should work these accounts or not, and you know, where we should put more activities from a marketing side. And so that was the ultimate reason we chose 6 cents. You know, in hindsight, I don't know if there's any real reason to choose one over the other, they all except for go and listen to, and really think about what it is that your company needs to achieve with these platforms. That's the key. All the sales people are really good by the way. Oh my gosh. Like, and that space, it must be really intense because the salespeople are all excellent and they will show you stuff that will blow your mind. And you'll absolutely think that this is the greatest thing ever. And you're going to look like a rockstar when you get demo these platforms. And to me, that's sort of like, it triggers one of my middle models, which when I start thinking software is going to make me look like a rockstar, I should probably stop and back up and realize it's not true. Kathleen (10:32): Yeah. The tool is almost never the solution. Exactly. Yeah. So, so you're, you're using a platform to collect intent data, to look for in market accounts. And then before we dive into exactly how you're setting your platform up, I just want to talk through, like, once you get that data back and it flags these accounts, how are you, how are you adding that into your marketing workflow? Speaker 3 (10:57): The Rusty (10:57): Variety of different weights. It depends on where we detect them in the, in the funnel. You know, if we detect them high in the funnel, like they're just coming into awareness that they have a problem. We're mostly just doing marketing. We're mostly doing, you know, ads, LinkedIn ads and those types of things. If we're detecting them far down the funnel based on our predictive model and what they're searching for, I mean, we're going to be doing seriously active outreach. We might have salespeople going after them. We'll be using things like Alice to send them gifts, to make, have them have a conversation with us. We're reaching out to our partners. We partnered with apple, which is a great go to market model for us and seeing if they're working with them. So it really just depends on where they are in the funnel when we, you know, realize that, you know, sometimes they come into funnel really fast. You'll just see a flurry of activity. And so we can, you know, we have a person, I have a person on that team, Tyler who full time monitors, what's going on in six sense. And then, you know, we do a lot of things automated, but some of it's still manual like, oh my gosh, these guys are hot, get, get, break the process and let's go. Right. So it really just depends on where we detect them. Kathleen (12:00): Nice. All right. So, so let's dig into it. So you've got, you make the decision to get one, get an intent platform and, and you're right. I do think there is a tendency for marketers to look at these platforms and think that they're going to be some sort of a magic bullet. Like I'm going to put it in, I'm going to login my account and the leads are gonna rain down on me. Right. so from, based on my conversations with you, I understand that that is not the case. So walk me through the process that you use to figure out how to get the right data out. Yeah, Rusty (12:34): No problem. So the first thing I'll point out is that, so when you demo these platforms, the most of the time, they're going to ask you for a keyword list so that they can show you what your data looks like in their platform. And this it's really powerful, actually the way that I would demo it the same way now. So there's a mistake there that it will, I will caution all, anybody who's listening on, which is this, your keywords from your website is probably what you're going to give them. Right? You have all of us have like a data dump of SEO keywords we're going after. You're already ranking for a lot of those terms. You already detecting a lot of people that are searching for those terms. So you're not going to find people far off in the market or far down in market. Rusty (13:10): You're not going to be able to segment a buyer, a group of buyers with your SEO keyless. But that is when you typically turn these things on, it's already in there for you. And so you think right out of the gate, wow, we're already doing great. We're detecting all of these companies all these types of things. So, you know, for us, it took us maybe like two or three months before we realized this is not showing us in mark. It's showing us some in-market accounts, but it was nowhere near the universe. So my first recommendation is figure out a way to get a baseline. So, you know, but coming from my science background, you always need something that is, you know, zero, you need something that, am I going to get an improvement, or am I going to get a negative out of this? Rusty (13:49): Right. And that's the way that baseline is. I don't know what baseline might be for your listeners scaffolding. Right? So for us, we get something like G2 where you say, okay, G2, tell us how many people you think are in market. Right? And we might go to Forrester or to another analyst and say, how many, what is the total Tam of, for our market? And then we kind of do some back of the hand envelope kind of math and say, well, we think this many companies should be in market today. Now, if you're a giant company that could be, you know, a hundred of thousands of buyers, if you're very focused company, that might be only 150, 200 people. So knowing a baseline to me is critical because the is going to spit out numbers a hundred percent a good rule of thumb. I like to think about this. If your Tam is a billion dollars over the next five years, right. I seriously doubt $200 million worth as in market. Yeah. Unless Kathleen (14:40): There's a ton of churn for every solution out there. Rusty (14:42): Yeah. This is like massive. Like there's always outliers, but like, so just, you know, do some, some real back of the envelope, like, you know, smell, test kind of thing, where you say is this, like, could this many people possibly be out there trying to buy what we sell? So that helps first. And then the next phase, I would say segmentation. So for us, we took the very simple segmentation, which was, you know, on the top level, the buying stages for us that's awareness, which we defined as aware they have a problem. Okay. The second one is consideration, which means they're figuring out they have a problem. And the thinking that what we sell might be one of the things they could solve it with. The next one is decision pretty obvious, right? They've already decided this thing can solve my problem. You know, now I'm looking at the various offerings that are out there and of course the last one is purchased. Rusty (15:28): So for each one of those what we did is we built a spreadsheet and that's when she had a list of modifiers and then a list of keywords. So let me unpack that for you first, give me some examples and understand what you mean. Here's an example. So I I don't give anything away. I love Peloton. I'm all about it. I ride every day. I could be their marketer tomorrow, if you're hiring, let me know. But so let's just use like a Peloton as an example. Right. So if I'm coming into awareness, okay. I might be searching for things like exercise programs. I might be searching for gyms near me. I might be searching for home gyms. Right. So I might not be actually searching for Peloton. Right. And so the things that I would add as modifiers there, especially for companies that generally sell things that people were trying to solve a problem, or have a pain they'll be searching for modifiers, like solve, troubleshoot, decrease, increase you know, and you build a full list of those modifiers. Okay. So with them, you're going to have all of your, you know, your actual terms that someone could be solving the pain for. So let's say the pain is right. Like I'm, I need to exercise more. Right. So like increase my exercise. You could, and now you just cross reference those two lists into your total list for your world of awareness. Kathleen (16:45): Yeah. That's interesting. So it sounds like if I understand you correctly, it sounds like when you first start out, you're probably going to want to upload all of what I would term your highest intent keywords. And those are the ones that are going to create the greatest amount of overlap with the prospects you already have in your database. Speaker 3 (17:09): Okay. Good. Accurate. Okay. So then Kathleen (17:13): It's the modifiers or another words like making the search strings a little bit more long tail that produce the best results. Do you do any research behind like search volume or anything like that when you do that? Or is it really just intuitive? Rusty (17:28): So we took a different tack. So we, we tried to do some search volume research long tail, just doesn't it just doesn't register enough in SCM rush or a Google analytics or any other things that are out there. So we were trying to, as I told you, our goal was to detect as many in-market accounts as possible. It was not to detect the companies that are hottest today. Right. So, you know, therefore what we decided to do, which could be completely different for you or for anyone else who's doing. This is effectively, you know, we want to increase the world so that we cash long tail, right. In LA by long tail. We mean that one person out there who's searching for that one thing, which we solve for. But when you have lots of different offerings, like Bigtincan has, there's a lot of things that we solve for, right. Rusty (18:11): So there's probably a hundred different pain points that we can go in and work with on a customer. So the modifiers give you, if you could imagine, you have to put yourself in your buyer's shoes, I'm sitting down at my computer, I'm going to put something in the magic, Google search bar. I have no idea what I'm looking for, but I know that I want to get more exercise. Right. And somehow I've got to get from getting more exercise to Peloton Peloton marketer. Right. So then in each, so that's that's where the modifier thing, this gives you the world of possible, right? Cause you're going to be running this platform me around just because someone's not searching for it today. Doesn't mean they won't search for it tomorrow or the next day or the next day. So Kathleen (18:49): You put, so you put your keywords in then with the modifiers and then what it comes Rusty (18:56): A segment. Right. So we might have an awareness segment. Okay. Let's just take that one, for example. And then, which has a giant list of keywords and their modifiers. So we're trying to find people that are searched. So when someone let's say they're searching for, you know, increase daily exercise, I'll go back to the Peloton example. Immediately we know if we get information from them down the line, they come to our website, et cetera, they were searching for that originally. So their original pain was that. So that gives us the basis for all of that. But then that becomes a segment, right? So then the next step is the further, make it take your segments out. So you might have verticals, you might have geographies, you might have. Well, however it is that you go to market. So now I might have a segment that say, you know, people in, you know, California that are looking to increase their daily exercise. So you just keep taking your segments out further and further until your segments make sense for the way that your team goes to market. Speaker 3 (19:54): Interesting. Yeah. And, Kathleen (19:56): And how did that manifest in terms of the flow of leads coming into your go to market strategy? How long did it take also? Oh, that's a great question. That's, that's a very deep, that's a multi-part question, tackle it in whatever order makes sense. How about that? Rusty (20:14): How long did it take? So you will literally begin to detect things almost instantaneously. Right. But especially if you have a broad enough net, okay. Now what will scare you, right. Is when one of the, some of the things that happened immediately, once we did this, right, was we had salespeople having the mind blown moment, which is like, oh my God, my biggest account is about to buy our competitor. You know, if we went in, because we of course put all those types of terms in there. Right. So our biggest competitor plus pricing. And so that is instant. Like you can, you will literally get instant data, right. So if people are searching for it and how do you, that's, Kathleen (20:51): That's super interesting. So how do you tackle that? Rusty (20:54): It's by priority, right? So if, I think, I think we all know if someone is already in purchase phase, you're probably not going to knock them off your competitor. Right. if someone is, you know, up and maybe just coming into decision, or they're just into consideration phase, then it's, you know, you, you prioritize those over the other ones for outreach, everything else you tackle with marketing, with ads or emails and those types of things. So as, Kathleen (21:18): As the head of marketing, when you have these different leads and some of them are very top of the funnel, as you pointed out their awareness stage, some are more middle and bottom of the funnel, how you parse it, like, are you parsing them all to your sales team? Or are you putting some of them into marketing nurturing? Like, how are you tackling that? Okay. So Rusty (21:38): Two things here. So w you do not, you do not detect leads, you detect accounts really important. I thought, I thought this too. I thought I was going to get a ton of leads. You do get a ton of leads, but you got to know how to go look for them, right. So you gotta build a step. And we actually built this up. So when when account reaches a certain threshold for us, you know, on our predictability scale they immediately go out to a third party that we've hired. That's, LeadGenius probably shouldn't give that away, but whatever. And then they go and pull the names of the leads based on criteria that we give them an advance that comes back into Salesforce, and then we start our outreach. So that's the way we get an actual lead from it. And back up there, I forgot the first part of your question. I apologize, Kathleen (22:23): Really a long, how are you parsing it out to your sales team or are you putting them into marketing, nurturing flows? Exactly. So Rusty (22:30): Parsing out to the sales team is when they come down into the later phases, like bottom, bottom end of our predicting their consideration or decision phase, those would actually so we actually took 6 cents to the next level and bought the piece that goes into Salesforce so that our sellers have access at the account level and they have a 6Sense dashboard so that they can choose accounts to go after and we actually encourage them to do so. Our SDRs also have been trained on how to, you know, when they run out of inbound, which is very rare, but when they run up inbound to go and look for, you know, in market accounts to go out and do outcome for so very everything at the top end, we're using display ads through 6Sense or through other platforms to, again, try to, to move them down. The funnel is a way that I would look at it, right. So how do we engage these people that we've detected, who've hit the awareness phase and give them things that they might be interested in so that they come down into consideration and begin to see Bigtincan as a, as a viable solution for their problems. Kathleen (23:35): And what specifically needs to happen for somebody to cross the line from, or somebody, some company to cross the line from an account that is in your ad, nurturing to an account that you think is really ready for sales outreach. Like what indicators are you looking at? Rusty (23:52): I'm looking for multiple people, which you can detect in these platforms by IP address across the organization, searching for the right types of terms. That could be into very, you know, let's say there's multiple in consideration, there's several in decision. You know, that are hitting our search terms that we've specified you know, visiting our website is using indicator that they have at least figured out that we have something that could solve their problem. So the trigger generally, it, it I'm being vague because it's all set in our predictive model and it immediately notifies us when someone has tripped a certain number of the triggers that we've given it to say, all right, you know, there's X number of people at this company doing this there, you know, three people have come to the website, they've gone past the homepage. You know, one of them hit the pricing page at that point. You know, if someone hasn't reached out, I'm probably getting upset. Yeah. Kathleen (24:44): So tell me about results. Like, we talked a little bit about how this isn't a really super fast thing to get stood up. You've been, and you've been setting this up for how long and, and using it for how long? Rusty (24:56): It's a great question. So I'd say we did not use it properly for about a year, which is why, hopefully this is helpful to people so that getting this right out of the gate could save you a lot of time. But once I, once I feel like we had a good up and running, we probably had a completely running inside of Salesforce, entire system. Like we want it since January. Okay. Let's call it eight months, seven, eight months at this point right now as, as a simple measure, right? So for the first time ever, we're, we've detected more in market accounts, then G2 tells us are in account in market. So that was, that was a signal that I wanted to get to. So I wanted to say, all right, if people are going to G2 and things like that, right. I realize that you have marketers may not use YouTube. Rusty (25:44): It's the review side for software, if you don't. So the people that go there are looking for specific things, right? I realized that once we went over that, that we hit a threshold of in-market, that was, was bigger than what we could get from other sources. So then we look at like results. So right now for about every dollar that we spend on display we're influencing $107,000 of pipeline. Wow. In our upper part. And for every dollar we display, we're closing one about 27,000. Wait, say that last part again, we're closing one close won. For every dollar we spend on display 27,000. 27,000 influenced by our platform. Kathleen (26:34): For every dollar you spend on display, you are- Rusty (26:39): Influencing a $107,000 of pipeline, and we're influencing $27,000 closed won over the last six months, per month. Kathleen (26:49): Got it. Got it. Sorry. It took a minute there. Wow. That's great. That's great. Rusty (26:55): Those are, you know, that's our average right now. So for me, I, I gotta be really happy with that. Kathleen (27:02): Has it reduced the amount of outbound prospecting that you needed to do? Rusty (27:09): Not at all. In fact it increases your outbound. Kathleen (27:13): Just because you have a larger kind of target list to work? Rusty (27:17): Yeah. You have a larger target list. The level of complexity that adds is you also have to train your outreach teams where their SDRs are salespeople to how to do outreach by looking at what people are searching for. So it, it does add a level of complexity, but what I like about it is one of the things that truly hate is when people try to personalize things for me and they just go out and say like, Hey man, you play guitar. That's cool. Like you want to buy our stuff? And that's not cool. Rusty (27:48): That's not good outreach. Right. What good outreach is, you know, I've noticed that people at your company are searching for these types of things. These types of problems generally indicate this, you know, would you be interested in talking about a possible solution? That's good outreach, right? So training your teams, how to do good outreach is harder. But so does it, you asked me, did it decrease the amount of outbound, the answers? No. it, it effectively increases it. Right? Cause you're detecting more accounts than market. Kathleen (28:16): What impact did it have on inbound pipeline? Rusty (28:19): That's a good, I don't know. I don't know the answer. Kathleen (28:22): I mean, I would think it would increase it because if you're targeting ads at those people and at least presumably it would, it would result in more inbounds. Rusty (28:30): Yeah, yeah, yeah. I don't have that. I don't have that on my dashboard. I'm looking at currently, but I will definitely go look at it. Cause it does make sense that logically if, you know, you were, they were getting, becoming engaged with your brand, that they would eventually comment and be an inbound in some way. Yeah. Kathleen (28:46): So if somebody is starting down this path now, like let's say they purchase an intent platform, kind of like you did. What would be your top three pieces of advice for somebody who's starting today? Rusty (29:01): Top three. Wow. That's a good question. I love it. I think the first one is make sure that your customer facing teams know what to do with the intent data. And that means you, you probably actually need to go and build actual messaging for them. Rusty (29:25): Because they it's, we as marketers know, I think we sort of, if you're running a campaign or you're doing detection and you're developing these keywords lists, you kind of intuitively know what, how people should be out doing outreach, but your customer facing teams don't so that's, that was a big one, right? Because they'll go, yeah, they're in market and they'll just reach out with, Hey, do you want to buy herself? You've ruined your chance. Right. You blew it. So I think that's probably number one. Number two is what we talked about with the whole segmentation stuff is don't failing to take into account the long tail is probably one of the bigger mistakes that I think that you could make. Now, look, if you're one of these companies or just as magic product product that you can sell it, you can go to tech then 10 and go to town. Rusty (30:09): Right. But if you're not, if you're a person out there working for a company that solves problems for people that they don't necessarily know that your solution can solve it, then that long tail is really going to help you. Yeah. Final piece, not refining regularly. I mean, you have to constantly refine. I'll give you an example of that. So when we first turned it on our platform on pre COVID one of our SEO terms was remote learning. So as you can imagine, that's sitting there in our 6sense platform, right. So what happened with COVID? Do you know how many people search for remote learning and how can we distinguish that from someone who was looking for learning software, right. A much better modifier you know, sales, learning software, and even much better modifier. Right. Then everyone who was sitting there trying to figure it out at work, how I'm going to train the kids, get them in school. Right. So you'll, you'll get these without we're finding constantly you, you run to a ton of false positives and the false positives are really bad. Right? Cause they'll make you reach out to people who are in market. And you know, I don't, I don't see any reason to blind, like email people. It's not something I do or we do. I guess it works for some people, but it doesn't work for me. Kathleen (31:22): So how often are you refining? Oh, we never stop. We take a look at it weekly, monthly. Rusty (31:29): I mean, we have a person who's about half of his job is to run that platform and to do account based marketing on top of it. Right. Not just run the platform, but so the reason I say that is we go to market vertically and the words that various verticals use to describe things are dramatically different. And our sales people will hear those words right. On a demo or on a sales call. And they might come back and say, Hey, you know, so-and-so was talking about this thing called e-detailing. And I'm like, I don't even know what that is. Well, it's the same thing as what we're doing right now, except for it's what happens when a salesperson talks to a doctor. Right. But then there might be another 50 terms that are associated with e-detailing, for example, that you also need to add that, or you're going to hear about and you know, analysts are changing the way they talk about things all the time, easy solution right there. The way that your competitors, right? What are they writing in their books? What are they saying? All of a sudden they change their messaging. I mean, you gotta be constantly refining it. I mean, I'd love to say we have a process where every week we're refining. Rusty (32:33): One of our mantras around here is if you see something, say something and people are very good about it because we're all remote, like everybody else. And just, yeah. And you got to yeah, basically. Yeah. These days yeah, yeah. Bigtincan's all over the world and everyone's mostly remote. So slack is a great tool and training your people, right? If you see something, say something and that refines your keyword list and these tools. So you said for three, you know. Kathleen (33:03): You got me three, I love it. And I put you on the spot with that one. Rusty (33:07): One more, which I'll go for it. The fourth one which is don't just blindly measure intent around your competitors. You will get really freaked out, like really fast. What do you mean by that? So let's say you just, you just entered a competitor's name as one of your search terms, which you're going to do. Like, I promise you if you installed DemandBase or 6Sense, that's the first thing you would put in there, like how many people are searching for my competitor. But you have to realize that when people enter your competitor's name in the search bar, like 80% of those are their users are there. People who've already bought their stuff. So you got to get just blindly getting freaked out about competitors. Names and intent is, is not good business practice. But once you use your modifiers, now you can start to get, now you start breaking those competitors down. Right. And figuring out what people are actually doing. Right? Kathleen (33:54): Yeah. I could definitely see where people would start to get spun up by that. Rusty (33:57): Or for the fourth one. But that one actually, that's a good one. Kathleen (34:03): All right. So we're going to switch gears and there's two questions. I always ask my guests. So I'd love to hear your answers. The first being, of course, this podcast is all about inbound marketing. Is there a particular company or an individual that you think is really studying the standard for what it means to be a great inbound marketer these days? Rusty (34:19): Wow. You know, I knew you were going to ask me this question and I went and listened to some of your podcasts and I thought about it. So I want to give you somebody that's unusual that you might not have gotten. So one of my favorite people in the world is Tim Ferris, Tim gets so many inbound requests that he has an automatic responder that denies them all okay. On everything he publishes. He says, don't contact me because I won't contact you back. So if you had to set a gold standard for inbound, I think that's probably it, you know? So what does that let's unpack that, right. So what I'm not saying is you got to be famous to be a great inbound marketer. What I'm saying is you've got to create something that's so valuable that you had so much inbound that you're fighting it away. I think that's that to me is kind of an interesting bar to set. Now, the other side of that bar is like, that's Kathleen (35:11): Such a, it's a very high bar to hit though. Rusty (35:15): It is. But I think that we all get caught up into, I need to create this stuff so that people will click on it and download it. And it's not valuable. At Bigtincan we talk about valuable buying experiences every day? It's one of our reasons to be it's written on everything we do. We tell everyone about it. And I don't think it's very viable to send, you know, email. One, have you heard of this email. Two didn't you respond email. Three let's break up. You know, so I set the standard up there. Like we should be creating content that's so valuable that people are breaking down the door to get it now, are we doing it yet? No, but we're sure going to track. So that comes example, that example I've been studying a lot lately is Qualtrics. And the reason I've been studying them is I think that their Play Bigger move. I'll put that in air quotes to move from surveys to XM as a category is fascinating. And the way that they became a category and did inbound around that, it was just amazing. If you ever get a chance to read their 10K that they put out when they went public, it's just absolute messaging clinic. It really is there anything to read their 10K, but it is a message clinic. I mean, it's just awesome. Kathleen (36:24): Now I'm super curious. I got to go hunt that down. Rusty (36:26): Yeah. So a couple of unusual things. There's so many people doing great inbound. I mean, you interview them every day. So I think those are two unusual ones. Kathleen (36:39): Yeah. Those are some good ones. And I'm dying now to read the Qualtrics 10K. You've piqued my interest with that one. Rusty (36:45): Well, when you make a decision to be a category, you gotta, man, you gotta do it. Kathleen (36:52): A lot of people give big lip service to it and very few are able to really make it happen. So those are always interesting case studies to look at. Second question is, you know, marketers tend to tell me that their biggest challenge is just staying on top of everything. That's changing all the time in the world of marketing, particularly with digital. So are there particular sources that you rely on to keep yourself educated on the cutting edge, et cetera? Rusty (37:18): Yeah. I am not a cutting edge guy. I don't know about that. Just in time person, which means, you know and I don't mean that in a way to like give you a flippant answer, but like, you know, if we need to figure out why our segments aren't working in 6Sense, right. I'll go and search like crazy and find the blog on their website, which talks about that as opposed to staying on top of the most modern stuff. I mean that being that, so my mental mode is more to read books. And I read absolutely voraciously, take notes. My, I tell my wife all the time, if I died, just sell the Evernote, it's going to be, it's worth more than we are. But so, but there's like a couple of things that constantly refer back to so one, four hour workweek by Tim Ferriss. Rusty (38:04): I'll just say it again. I love him to death. I think it's the way it should work. I love Designing Brand Identity by Lena Wheeler. I go back to it. I feel like every day when we're doing brand here at Bigtincan. Monetizing Innovation. I get asked about pricing all the time and segmentation of products. That book is the Bible. I probably have, I feel like a broken my Kindle reader, trying to go back and forth to it back in time. And the last one is On Writing Well by William Zinter. Probably my most favorite book on how to write. My team all the time, writing things and creating content. And they're always saying, how do I get better? And I say, this is the Bible effectively. So those four books I realized that's not how to stay on top of modern marketing. Kathleen (38:44): No, that's a great answer. And I love, yeah, I love there were some books in there I've never heard of. And I too, I'm a big book reader, as you can see, I'm sure if you're listening, you can't see this, but I, I always, in my interviews, I'm always sitting in front of my bookshelf that has all the books that I love in it. And they're actually stacked two deep in the shelves that have books. Cause I don't have room for them all. So yeah, no, I love books. And thank you for being specific and mentioning titles and authors. That's great. Yeah. All right. Well, if somebody is listening and they want to reach out and ask you a question or learn more about what you talked about, what is the best way for them to connect with you online? Rusty (39:22): The best way is through Linkedin. It's, it's Rusty Bishop, I'm on LinkedIn. It's pretty obvious who I am. I do react to LinkedIn probably better than anything else. That like most CMOs, I probably get a thousand emails a day. I, I may or may not respond, but yeah, LinkedIn is great. That's the best way. Kathleen (39:39): Fantastic. And if you're listening and you liked this episode, I would love it. If you would head to apple podcasts and leave the podcast a review, and if you know somebody else, who's doing amazing inbound marketing work, tweet me at @workmommywork because I'd love to make them my next guest. Thank you so much for joining me Rusty. Rusty (39:56): Thank you. I enjoyed it. I did too. Thanks.
The Top Entrepreneurs in Money, Marketing, Business and Life
Prayag is founder and Executive Chairman of LeadGenius. Before founding LeadGenius in 2011, Prayag worked at Finland’s top research institute as an expert in Ubiquitous Interaction and built mobile applications and embedded systems in Delhi’s startup scene. He is an author of several book chapters and papers on Human Computer Interaction, Computer Networks and Network Security. He has a M.S. in Information Science from U.C. Berkeley and a B.S. degree from Netaji Subhas Institute of Technology India. Connect via twitter @prayagn. He describes himself as, “a standup guy who loves history, poetry, startups and Scotch.”
Leaders of B2B - Interviews on B2B Leadership, Tech, SaaS, Revenue, Sales, Marketing and Growth
Our guest on this episode is Derek Rahn. Derek is the VP of Sales & Customer Success at LeadGenius. LeadGenius is a solution to help you uncover hard to find B2B data i.e leads that can truly give you a competitive edge. Much of this episode focuses on lead generation efforts and on how sales reps should spend their time. But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marking growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham. We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz from the RAIN Group, LeVelle Moton the head basketball coach at NC Central University, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus. Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now. Thanks for tuning in. This is Best Selling.
Dominic tells you how to to create a path for the prospect to think for themselves. You can check him out at https://www.LeadGenius.com/
Derek tells you how to do Personalization on Scale. You can check him out at https://www.LeadGenius.com/
Marketplace noise is accelerating, products are multiplying, and attention span is weaning. All the while, sales reps are often lasting less and less time in their roles. What's a sales leader to do? Ask Derek Rahn, VP of Sales at LeadGenius. His brilliance doesn't just come from his 15 amazing years in sales, but in the way he's able to communicate his success to his team and others. On this episode, he gives 3 ways that every sales leader needs to rethink the sales function. What we talked about: Refining your techstack People, then process, then technology When enhancing your techstack, consider the entire org Tech does nothing without training Combining personalization with relevancy & novelty in your messaging A few ways to enhance your messaging Going vertical with your reps Verticalization of sales reps For more engaging sales conversations, you can subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website..
Derek Rahn has spent his entire career in sales, doing all jobs from an intro level SDR to, currently, the VP of Sales at LeadGenius. Derek has led some major deals, including getting LeadGenius into Google. He thinks a lot about what it takes to train young SDRs, how to move a company's sales strategy upmarket, and what AI means for the future of sales. My favorite part of the conversation is our discussion about how a startup needs to prepare itself for selling larger clients. I'm obsessed with the value of selling to small companies and getting everything possible out of the fast sales cycles and fast feedback loops before moving to larger clients. Derek has been through that multiple times and knows that crossing the chasm from small client to large takes many startup lives. We talk a lot about how to survive that crossing. I learned a lot from Derek and took quite a few notes, including the quote: startups selling to startups is like drunk people selling each other beer at a bar. I hope you enjoy my conversation with Derek Rahn. twitter.com/derekrahn linkedin.com/in/derek-rahn-5b5155b
Our guest today is Carthele Kelly. Carthele started selling in Pharmaceuticals, one of the largest field sales machines in the world. He moved into tech shortly after, as the first hire at LeadGenius, growing to Head of Sales, and Director of Sales Development at Zenefits where he hired dozens of sales reps for his team. Throughout, he has been a Mentor at the famed accelerator, 500 Startups, teaching hundreds of founders about early-stage sales. Cart and I spend a lot of time on specific stories and strategies that he implemented before taking things to a higher level. It was great to get into the nitty-gritty, and I hope you enjoy this episode with Carthele Kelly. www.linkedin.com/in/carthelekelly/
Host Zeb Couch, Sr. Enterprise Account Executive at LeadGenius, interviews Erik Taylor, Business Development Manager at FinancialForce, to discuss how Erik has improved efficiency within his BDR team throughout the entire sales process. At one point Erik had calculated that his team was spending only 25% of their day on actual sales outreach activities, the rest of their time was being spent on researching, adding, cleansing contacts and then creating lists and reports so they could track these folks when they finally had the time reach. This process was not scalable either financially or administratively, so FinancialForce partnered with LeadGenius to solve various issues and ultimately increase outbound selling activity by 50% within a very short time. Listen to hear about real problems and solutions to all B2B sales organizations and how to fix them. About our guest, Erik Taylor: He started his sales career unknowingly when he was 11 years old, trading Pokemon cards and collecting holographics. The stakes are higher now, but to Erik, the game is still the same. With a natural curiosity, desire to help others, and drive to succeed - he's hustled and grinded as a sales professional, and consistently over-performed both as an individual contributor and a team leader. Currently, he works for one of the fastest-growing Cloud ERP and PSA providers in North America.
Company culture is grown and nurtured from within. Mark Godley and his guest, Rob Kornblum, keynote speaker, author, former VC, and friend dispell some myths about how to build a successful company culture to keep your company on track to grow and to keep attracting people you WANT to work with. Later in the show they also discuss their years in tech startups and why culture, hiring and people are the essential ingredients in a successful startup. Rob even goes so far to say that the team is more important than the product! Join the podcast to hear from a successful author, VC, and data wonk about the skills and savvy you need to hire and succeed in the startup world. ___________________________________________ LeadGenius Radio is hosted by Mark Godley CEO of LeadGenius which is a program on the Funnel Radio Channel.
Prayag Narula, Founder and Executive Chairman at LeadGenius, and Jeff Serlin, Head of Sales & Support Operations at Intercom, sit down to discuss what goes into building a high-velocity sales process that has the right mix of people, signals and technology. Jeff is a master at scaling processes and teams to ensure successful growth, but that’s not the best part, Jeff is humble and willing to help his peers to do the same. Jeff’s thoughts and experiences make this a must listen to the podcast if you are in the business of creating an ABM machine at scale for SMB. Listen live or catch the recording after, but either way, just listen! ___________________________________________ LeadGenius Radio is hosted by Prayag Narula President and Chairman of LeadGenius which is a program on the Funnel Radio Channel.
When people think about AI, there's often a lot of fear, uncertainty, and doubt that comes up. We wonder whether the technology will replace human jobs or what’s our role in the development of AI. But we don’t really talk about these things. That’s why I’m so excited about this episode of AI:IRL. Prayag Narula joined me to flesh out the human role in the development, management, and utilization of AI. We also talked about the impact AI will have on humans — will it really take over our jobs? Prayag is the Founder of LeadGenius, a demand generation automation company that uses a combination of data mining, tech, and crowdsourcing to automation and accelerate outbound sales and marketing.
Mark Godley, CEO of LeadGenius, sits down with Amnon Mishor, Co-Founder & CTO of Leadspace, to discuss his journey in the B2B data space and how he applied his military data intelligence training to the b2b marketing space. Mark and Amnon discuss the recent consolidation in the b2b data space and why it is a good thing for the industry and go on to make some predictions for the data industry’s future in the next five years. This is a great conversation between data wonks that you don't want to miss. About our guest: Amnon Mishor co-founded Leadspace (formerly Data Essence) in 2010 and served as the company’s CEO for its first four years. Amnon brings more than 10 years of experience in envisioning and leading the development of innovative solutions in the fields of web intelligence, semantic technologies, and search. Prior to Leadspace, Amnon designed and deployed successful business and competitive intelligence solutions for over a dozen high-tech organizations, including Bezeq (Israel’s national telecom company) and ECI Telecom. During his service in the Israel Defense Force, Amnon headed the Intelligence Systems and Data Mining Department of the army’s Technological Intelligence Unit.
010. Crowdbotics | Anand Kulkarni was previously co-founder and Chief Scientist of LeadGenius, a Y Combinator, Sierra Ventures, and Lumia Capital-backed startup using human computation and deep learning to automate account-based marketing (ABM). LeadGenius has raised over $20M in venture funding and developed best-in-class marketing automation technology used by Fortune 500 customers like Google, eBay, and Box. In conjunction with nonprofits like the World Bank, LeadGenius generates fairly-paid digital employment for over 500 individuals in 40 countries.*** For Show Notes, Key Points, Contact Info, & Resources Mentioned on this episode visit here: Anand Kulkarni Interview. ***
Mark Godley talks with Brett Hurt, CEO & Co-Founder of Data.World. This is a great, informative show because Mark and Brett’s data values align. Brett believes that data is liberating and data can lead to all types of epiphanies...which is what the team at LeadGenius preaches daily. Tune in to hear how your company, B2B or B2C, can leverage data.world’s open data sets that make up the largest collaborative data community...oh and it has a user-friendly interface that was not built for gurus and quants, just normal sales and marketing folks. They discuss: Why data is liberating The definition of a graft database How data.world is the world's largest collaborative community How data is transforming the way F500 do business The future of a database-driven culture in retail, healthcare, and B2B How to catalog your data Learn why you must build a data-driven culture How to wake-up your hidden workforce About our guest: Brett is the CEO and co-founder of data.world, a Public Benefit Corporation (and Certified B Corporation) focused on building the platform for modern data teamwork. data.world helps you tap into more of your company’s collective brainpower—everyone from data scientists to nontechnical experts—so you can achieve anything with data, faster. Brett is also the co-owner of Hurt Family Investments (HFI), alongside his wife, Debra. HFI is involved in 65 startups and counting, mostly based in Austin (see http://lucky7.io/portfolio for details). HFI is also invested in 19 VC funds and multiple philanthropic endeavors. Brett founded and led Bazaarvoice as CEO from 2005-2012, through its IPO, follow-on offering, and two acquisitions (PowerReviews and Longboard Media). Prior to Bazaarvoice, Brett founded and led Coremetrics, which was rated the #1 Web analytics solution by Forrester Research and, like Bazaarvoice, expanded into a global company and category leader. Coremetrics was acquired by IBM in 2010 for around $300m.
Prayag Narula, President, and Founder of LeadGenius, sits down with Brian Vass, VP of Sales and Marketing Technology at Paycor to discuss the process he uses to vet new martech vendors, cut through the noise and make the best purchases for his team. Brian then goes on to discuss his role in aligning sales and marketing, how Paycor uses their data to implement a successful ABM strategy for both enterprise and SMB prospects, and how Paycor uses their data to personalize the customer experience. And to finish off the podcast, Prayag hosts the first ever, rapid-fire game of “Fad or Fortune”. About Prayag's guest: Brian Vass, Vice President of Sales and Marketing Technology, Paycor Brian is a modern sales & marketing leader with a passion for leveraging people, process, and technology to drive revenue growth. He has a track record of spearheading change and enabling teams to perform at their highest potential. In his tenure at Paycor, Brian was instrumental in building a revenue-focused marketing team, implementing CRM and Marketing Automation, and creating a combined sales and marketing operations team. He is a frequent speaker at Dreamforce, Marketo Summit, and other industry events.
Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up-to-date on the latest trends and best practices so they can be more effective in their jobs. Our guest today is Zeb Couch. He oversees strategic enterprise accounts at LeadGenius. Zeb, could you take a minute and introduce yourself and your role? Zeb Couch: Sure. So, at LeadGenius, I’m heading up the strategic accounts team. Our focus over here is to help people figure out what data they need, what personalized data they need to run their sales and their marketing teams, and then once we are able to get them the data that they need, we help them figure out the best way to use it. SS: Excellent. So, being on the strategic account side, what are some of the ways that sales enablement processes have impacted your efficiency and productivity at your organization? ZC: I don’t know if you guys have found this but whenever I talk about sales enablement with different people, sometimes it means different things within different orgs. I don’t know if you guys have found that, but people define it differently sometimes. I think over here, we consider sales enablement really being the process of giving salespeople the best data and the best content that they need to really tell the right story to the right person at the right time. I think it’s important to bring those pieces together in a way that obviously supports them but really helps increase efficiency and productivity. All of that is ultimately measured by revenue generation. So, we think of sales enablement as again, bringing together data, which really at the end of the day is the right person and information at the right time to reach that person, and the content is really all about that right story. And we’ve really worked to put a process in place so that the way that we deliver the data and content is delivered in a way that’s efficient and productive for the team. SS: Excellent. So, tell me a little bit about what sales enablement looks at your organization. How’s it currently structured at LeadGenius? ZC: It kind of straddles, for us, a sales ops and a marketing ops role. I think the data we have really coming from our sales ops folks, so our director of sales ops, Adam Louie, and the folks on his team are using our own tools to go out and find the information that the sales folks need. Then on the marketing side, they’re really helping us put together the right content to reach those people with. And also sort of helping us to make sense of the different intense signals and the different data points that we’re gathering around timing to make sure that we’re delivering that content to the right person when they’re at the right point in the buying cycle that’s kind of matched to their role and also their company’s industry. So, it straddles both sales ops and marketing ops for us. SS: Yeah. No, that’s perfect. Actually, if you don’t mind me deviating a little bit from the interview questions– ZC: No, not at all. Let’s do that, for sure. SS: I love what you’ve been talking about pairing data and content to align with the buyer’s journey. Can you explain to me, especially with the strategic accounts that you oversee, kind of how you guys think about approaching those accounts holistically and using the data that you have to make sure that you’re surfacing the content that’s most relevant to those prospective buyers when you’re engaging with them? ZC: Yeah, so from a strategy perspective, we kind of have three layers to how we’re going after accounts, right? And those three layers relate back to what I think has become the buzzword of the last two years, which is ABM. So we’ve structured our account approach for both account-based marketing and account-based sales in three tiers. So, we have this programmatic tier where we’re sort of tapping into thousands of potential target accounts. That’s sort of our third base tier. The second tier is really hundreds of accounts that we take a one-to-few type of approach. Things are a little bit more personalized, the efforts that we put in place to identify those accounts have been a little bit more nuanced and targeted. And then our top tier is more of this one-to-one approach, where we’re focusing on maybe tens of accounts that we know we really want to get into. And each tier has its own tracks that are based on industry, depending on the accounts that are in those tiers, and then also roles. So, the people that we want to hit at those accounts, based by tier and also by industry. As far as the data goes, we have the good fortune of being a data company at our core, so we’re able to use a lot of different sources to help us filter accounts into those three tiers, filter the right people into those accounts, and then also use some sales automation tools to perform the outreach. As far as the content goes, there are two areas where we’ve really been focusing on recently. So, the content pieces – our VP of demand has been doing an incredible job in mapping user stories and account content collateral to industries. That is something that we haven’t really done in a meaningful way before. That’s the first piece. The second piece where we start to get more sophisticated is being able to have content that is better mapped to not only industry but where certain accounts in the verticals that I mentioned are aligned around their buying behaviors. So, our goal is to develop content that is at the top of the funnel for those three tiers: some awareness content and high-level content around industry. Then as people start to show signals, whether it’s from an intent perspective across those tiered accounts or searching for solutions or competitors that are related to us, surfacing content to them that’s more related to that piece. As they start to engage with us, having another layer of content that maybe dives a little bit deeper into more specific solutions as we start to unpack what that prospect’s sales or marketing teams might need and what they’re looking for. Then I think one other area, just to cap this off as far as content goes, is when someone becomes a customer of ours. That opens up a whole new opportunity to educate them and stay top-of-mind and continue to deliver value. I think at a lot of organizations, so much time and energy is spent on developing content to convert people, and maybe less time and energy is spent on developing content to keep people. They should use those folks and upsell/cross-sell opportunities and use that content in cross-sell/upsell opportunities and also opportunities just to educate people on the solution that you provided in new ways where they could use a tool. So, that’s sort of a cross of all of our account tiers, how we organize those accounts, how we’re trying to map content to those accounts and just kind of how everything works today and also some aspirational stuff. SS: Absolutely. And I love that you guys take an account-based approach, we do here as well. I think that an account-based approach for go-to-market really does dovetail very nicely into sales enablement because it is that high-touch, it is very personalized outreach, and I think sales enablement pairs very nicely. That’s exactly what sales enablement is intended to do. It’s intended to help the sellers have a more personalized engagement with their buyers and really accelerate the velocity of the deal by knowing what the buyer’s most interested in and when and how to educate them to move them along the funnel. So, that sounds amazing and right up our alley. We definitely see ABM and sales enablement working hand-in-hand really well across a lot of organizations. ZC: Yeah, I think you nailed it, just as far as this word “personalization”. If we just look at the consumer marketplace, your business, our business is all B2B focused, but we kind of think of it as human-to-human, right? I mean that’s sort of cliché now but the idea is that we’re selling to people. And if we look at what’s happening on the consumer side of things, Amazon, Netflix, even Uber and Lyft, everything is personalized to who I am, what I care about, what I’m interested in watching, the things I’ve purchased, my frequent destinations. Lyft and Uber will surface those as soon as I open the app. It’s all around personalizing things to me. I think in the B2B world, again, because we’re human-to-human, are starting to demand that level of personalization when it comes to how sales teams are performing outreach to them. How sales teams and marketing teams are coming together to deliver content that’s relevant to me as a buyer. I do a ton of research before I reach out to anyone. So, the idea here is how do we take those signals and also just maybe even add in some predictive ability to try to surface information that we know is going to be immediately curated to you. I think people demand that today as buyers, whether we’re in our consumer hat or we’re wearing our business hat, we need to personalize experiences to people. I think in a lot of ways that’s been a moving target for people, so we’re trying not only in our own business with the solutions we deliver but also as we coach people and work with people, just developing this whole methodology around personalization being at the core of marketing and sales enablement together. And it’s tough, but I think like you guys, where we’re working through ways to make those experiences more personalized every day. SS: I love that, and I think you’re absolutely right. I think as buyers, even in the B2B world, you’re spot on that our B2C experience is now blending into our B2B buying expectations. And so we’re expecting sales reps to be more educated, know what it is that we’re interested in, know where we are in our buyer’s journey and how to get us to the next step as quickly and as easily as possible. And I think that there’s definitely a low tolerance for sales reps that are trying to send out those canned messages that don’t necessarily resonate. So, I think enablement is playing a huge role in really trying to uplevel the game of sales reps within organizations that have to address these new buyers, basically. ZC: Totally, yeah. We couldn’t agree more, Shawnna, for sure. SS: That’s very cool. I want to deviate away from our current talk track, and I want to talk to you a little bit, just given your sales background and that you’ve been doing sales now for some time across several organizations. I would love to talk to you just a little bit about your perspective on sales enablement’s approach to sales readiness, if you will. So, as a rep or as a sales leader, I’m sure that you’ve engaged with enablement across several fronts but one of the ones that’s probably the most high-touch and high-visibility is probably the readiness component. As you go into a new organization ensuring that sales onboarding is working and effective all the way through that kind of continuous training and frontline manager coaching, I would love to understand from you just some of the maybe best practices or experiences that you’ve had on that front, just in the shoes of a sales leader. ZC: Sure. This is a loaded question, it’s a good one. Totally transparently, I think a lot of the organizations I’ve worked in could benefit from better processes around hiring and continued education. I feel like it’s always been similar to how we’ve talked about maybe a lack of total focus around how we expand existing customers. I feel like there’s been a lack of total focus at least in my experience around continuing to provide training to folks once they’ve been onboarded. I feel like a lot of focus is on finding whom I consider to be the right candidates and kind of ramping them up, and we think of a lot of times ramping them up means how quickly can they sell their first deal. Then once that’s done, oftentimes structure sort of falls away as far as continued education goes. So, I feel like a lot of the orgs I’ve worked within could have benefitted from better processes around that. I think in my opinion if I were to be able to have more of a hand overall, is creating material that helps different use cases and different challenges that we’ve solved in the past in some meaningful way to keep all reps up to speed with new use cases and new things that are being solved. We use Slack for something like that, we have a dedicated channel for that. But I think overall, I think better coaching needs to go into listening. And maybe this is more of an intangible than you’re looking for, but I feel like sales reps and especially today in this agent buyer 2.0 where people just do tons of research before they reach out to an organization. Sales reps just always need to work on becoming better listeners. And then that goes hand-in-hand with asking better questions and understanding that often what is said is not what is heard. Then, I think just coaching and best practices around how do I become a better listener, how do I identify different things that someone might be saying, how do I develop better strategies as a person to work to solve different solutions? That is where I think great coaching is just so important to help reps have better bedside manner with how they engage with people. That is something that I think the great sales folks that I’ve worked with are very, very good at. It’s a rare person that can translate and teach better listening and better questioning skills to people but better listening, better questioning, those are two things that I would love to develop better process around in almost every organization that I’ve been a part of. If there’s some way to codify that, I would eat it up. I don’t know if that totally answers your question, Shawnna, but those are just some of the things that came to mind for me around those three areas that you mentioned. SS: Thanks for listening. For more insights, tips, and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you want to know more about, let us know, we’d love to hear from you.
Jeff Kostermans, VP of Demand Generation at LeadGenius, sits down with Daniel Guagler, CMO of PFL, to discuss the meteoric rise of tactile marketing in the past few years and how to effectively weave it into your outbound marketing plan. Join us for a lively discussion on the resurgence of direct mail, the importance of physical address data verification when launching a direct mail program, if direct mail is here to stay and his predictions on other marketing trends we’ll see in the next few years. About Jeff's guest: Daniel is a business-driven, entrepreneurial-minded marketer with an extensive background in web-based marketing, search engine optimization, and direct sales. His passion is helping small businesses reach the next level. Since joining PFL in January 2005, Daniel has leveraged his strategic and hands-on approach to business to propel company growth, in his roles as Director of Business Development, Marketing Manager and Technical Service Representative (TSR). He discovered his passion for business and marketing in college when he started developing websites for local businesses and helping them get found online. He has been involved in Internet marketing for more than 10 years. Daniel earned his bachelor's degree from Montana State University in business marketing with a strong emphasis in computer science. He credits growing up on a cattle ranch in central Montana in helping him develop an early appreciation for rolling-up his sleeves and getting the job done.
Mark Godley sits down with Brett Hurt, CEO & Co-Founder of Data.World. This is going to be such a great, informative show because Mark and Brett’s data values align. Brett believes that data is liberating and data can lead to all types of epiphanies...which is what the team at LeadGenius preaches daily. Tune in to hear how your company, B2B or B2C, can leverage data.world’s open data sets that make up the largest collaborative data community...oh and it has a user-friendly interface that was not built for gurus and quants, just normal sales and marketing folks. About our guest: Brett is the CEO and co-founder of data.world, a Public Benefit Corporation (and Certified B Corporation) focused on building the platform for modern data teamwork. data.world helps you tap into more of your company’s collective brainpower—everyone from data scientists to nontechnical experts—so you can achieve anything with data, faster. Brett is also the co-owner of Hurt Family Investments (HFI), alongside his wife, Debra. HFI are involved in 65 startups and counting, mostly based in Austin (see http://lucky7.io/portfolio for details). HFI are also invested in 19 VC funds and multiple philanthropic endeavors. Brett founded and led Bazaarvoice as CEO from 2005-2012, through its IPO, follow-on offering, and two acquisitions (PowerReviews and Longboard Media). Prior to Bazaarvoice, Brett founded and led Coremetrics, which was rated the #1 Web analytics solution by Forrester Research and, like Bazaarvoice, expanded into a global company and category leader. Coremetrics was acquired by IBM in 2010 for around $300m.
Mark Godley invites Brett McBee-Wise, VP of Product at LeadGenius, to be his guest for the 2019 April Data Dump show. Brett has a rich history in the martech space and has spent his entire career designing, marketing, and building sales and marketing software. Mark and Brett dive into what product looks like at a data company, the importance of user experience, balancing internal systems with the customer experience and much more. If you’re in product management or looking to get started Brett is an awesome resource...listen and learn!
Mark Godley, CEO of LeadGenius, chats with Maria Grineva, CEO and Co-Founder at Orb Intelligence, about her experiences as a serial entrepreneur in the data space over the last decade. What sets Maria apart from the pack is that she has built her companies without venture capital funds. This has allowed Maria to create companies at her own pace, grow organically and create products that she and her team have complete control over. Maria has a perspective on the industry that we all wish we had...pure and free! Join us this month to get the scoop on how Maria is growing and expanding Orb Intelligence on her own terms. About our guest, Maria Grineva Maria Grineva (Grin-yella) is a computer scientist and tech entrepreneur. Over the last 10 years, she has built two successful technology businesses. Currently, as a Founder and CEO of Orb Intelligence, Maria's mission is to bring high-quality firmographic data and advanced tools to use it to fuel B2B advertising, marketing, and sales. Before starting Orb, Maria worked as a Senior Scientist at Yandex, where she led a team of engineers and scientists to build a social search product called Wonder. In 2009, Maria co-founded TweetedTimes, a personalized news service which was acquired by Yandex in 2011. In 2010, Maria co-founded Teralytics, a big data consulting services for Swiss corporations. Maria has a Ph.D. in Computer Science from Russian Academy of Sciences with specialization in database systems, followed by two years in ETH, Zurich as a postdoc in Database Systems group. She has published her research work at prestigious academic conferences: WWW, SIGMOD, VLDB, and others.
This episode of Data Dump Podcast spotlight’s a different kind of data buyer - a buyer of data companies. Mark Godley, Data Dump Host & CEO of LeadGenius, chats with Jason Mironov, Principal TA Associates, about the role that private equity investments play in the data world. Jason eloquently explains how private equity and VC funding companies differ in focus and how TA Associates helps companies maintain self-sufficiency, grow profits strategically and how best to set up companies for success. Tune in to get a different look at the B2B data world as well as some future predictions that just might help your investments. About our guest: Jason Mironov Jason joined TA in 2012 and has more than 11 years of experience in private equity and financial services. His current investments span information services, integrated payments, consumer and travel. With domain experience across industries, Jason looks to partner with management teams and founders with a customized approach and a clear strategy for growth and transformation.
This week on LeadGenius Radio, host Zeb Couch, Sr. Enterprise Account Executive at LeadGenius, sits down with Erik Taylor, Business Development Manager at FinancialForce, to discuss how Erik has improved efficiency within his BDR team throughout the entire sales process. At one point Erik had calculated that his team was spending only 25% of their day on actual sales outreach activities, the rest of their time was being spent on researching, adding, cleansing contacts and then creating lists and reports so they could track these folks when they finally had the time reach. This process was not scalable either financially or administratively, so FinancialForce partnered with LeadGenius to solve various issues and ultimately increase outbound selling activity by 50% within a very short time. Listen to hear about real problems and solutions all B2B sales organizations and how to fix them. About our guest, Erik Taylor: He started his sales career unknowingly when he was 11 years old, trading Pokemon cards and collecting holographics. The stakes are higher now, but to Erik, the game is still the same. With a natural curiosity, desire to help others, and drive to succeed - he's hustled and grinded as a sales professional, and consistently over-performed both as an individual contributor and a team leader. Currently, he works for one of the fastest growing Cloud ERP and PSA providers in North America.
Someone filled out a question card at my workshop without leaving a name, but I like the question: “How to Reduce the tension between sales and marketing over timely follow up to qualified leads?” Whoever wrote the question, I just want to let you know that it’s a common issue across industries and companies. You are not alone. Marketing works hard to get leads, but sales says that the leads can’t be converted or are not ready to act on. Sometimes, they don’t even follow up… I get it. I think there are three ways to address this issue: Agree on actionable MQL definitions Focus on quality of leads, not quantity Establish a Service Level Agreement (SLA) Agree on Actionable MQL Definition I am using myself as an example here. I do a lot of research for my clients on messaging framework, SWOT analysis, persona creation, and content writing. So I download white papers, trends and reports from many websites. After downloading certain types of content, I’d get an email or a call from that company’s salesperson trying to follow-up with me. Obviously, the marketing team didn’t qualify me before they passed me to the sales team. I usually share my real first and last name. By the way, my last name Didner is not very common. If marketing had done some research on me, they would know that I am not a qualified lead and probably didn’t meet the sales’ team’s ideal customer profile (ICP). The best way to get sales to follow-up your leads in a timely manner is to make sure that you pass leads that meet their ICP. These prospects have done something on their website to indicate that they are ready to talk. I use LeadGenius as an example frequently, their MQL definition is someone who matches sales ICP and has raised a hand to request a demo. When this lead is passed to sales, sales knows that this person wants to see the demo, therefore, it’s a hot lead. Sales has a big incentive to follow-up right away. Focus on quality, not quantity Many marketing groups are tasked with an aggressive goal, such as 2000 leads per month. For 2000 leads a month, that’s 100 leads per day based on 20 working days. If you are looking for 100 highly qualified leads, you’ll need to amp that to 400 leads per day assuming a 25% conversion rate. People like me may be perceived as a high-qualified lead who came to your website and downloaded several pieces of highly valuable content. But a high lead score based on content consumption, in this case, doesn’t mean that I am a highly-qualified prospect. Continuous nurturing won’t convert me, either, given that I’m only interested in white papers or trend reports, not necessarily about the products and services. It’s important to have a frank conversation between sales and marketing about goal setting. A high number of leads doesn’t equate to high quality leads. Sales want as many leads as possible, I get it. But it may be unreasonable to task marketing to get all those leads, especially if the budget is small. Leads are not free. Driving outbound campaigns for inbound leads is not free, either. You need to correlate your budget with lead goals and educate the sales and management team to understand that. Establish a Service Level Agreement (SLA) To ensure that sales performs timely follow-up on leads try to set up an SLA and ask the sales team to commit to follow-up on the leads within a certain amount of time, like 48-72 hours after a lead is assigned to them. Of course, you need to make sure that you have a dashboard in place to track that follow-up. If they aren’t keeping up, have a conversation with them. Here is the truth: you’ll have sales people that follow the SLA and you’ll also have sales people that don’t. Maybe you can also do the correlation analysis to see if salespeople who follow-up on your leads have a higher probability of meeting their sales goals than those who don’t. Use the data to have a conversation with those who aren’t following up in a timely manner. Salespeople are motivated by data. If you can show them that timely follow-up of your leads help them, they’ll do it. Hopefully, the data is on your side. This is very common issue on the marketing side. I want to let everyone know that you are not alone. If anyone of you have other ways to address with this issue, please let me know. I am more than happy to share your best practices with everyone and give you credit as well. Again, if you like the podcast, please leave comments on iTunes. Keep hustling, my friends. You got this.
Click to hear all programs sequentially. Or click on the program links below to listen to individual 25 minute podcast replays of the live program. These are the Funnel Radio Channel Programs for November 85th, 2018. They are offered sequentially as broadcast on November 8th. ----more---- 9:00 am Pac: INSIDE Inside Sales with Host, Darryl Praill @vanillasoft @ohpinion8ted Guest: Brian Smith, Jr., Member Services Exce, AA-ISP @iammrsmith__Topic: In the pursuit of sales mastery https://goo.gl/QRBzZ3 Brian Smith Jr recently shared that the biggest mistake he’s ever made in his sales career was trying to master every aspect of selling. Can you relate? Do you find yourself frustrated by your lack of knowledge? Do you think you’re that close to being a sales rockstar if you just knew a little more, or read another book, or watched another video? Perhaps you already know more than you need. Check out Brian’s epiphany and learn how it changed his life. It just might impact you the same way. 10:30 am Data Dump by Lead Genius on SMLA Radio with host, Mark Godley @leadgenius Guest: Maria Grineva, CEO and Co-Founder at Orb IntelligenceTopic: Don’t Take the Money! A Deep Dive into a Self-Funded Start Up https://goo.gl/hEC9DA For the November 2018 episode of Data Dump, Mark Godley, CEO of LeadGenius, chats with Maria Grineva, CEO and Co-Founder at Orb Intelligence, about her experiences as a serial entrepreneur in the data space over the last decade. What sets Maria apart from the pack is that she has built her companies without venture capital funds. This has allowed Maria to create companies at her own pace, grow organically and create products that she and her team have complete control over. Maria has a perspective on the industry that we all wish we had...pure and free! Join us this month to get the scoop on how Maria is growing and expanding Orb Intelligence on her own terms. 11:00 am Pac: CRM Radio by Goldmine with host, Paul Petersen @goldminecrm Guest: Dave Charest, content marketer | speaker | indie artistTopic: Want to create better content? Start here. https://goo.gl/GT5343 11:30 am Pac: Sales Pipeline Radio with host, Matt Heinz @heinzmarketing Guest: Jeffrey Gitomer @gitomerTopic: Learning from the King: Sales Lessons & Musings from Jeffrey Gitomer Listen live or catch replays before the show > 12:00 pm Pac: Rooted in Revenue with host, Susan Finch @susanfinchweb Guests: Alice Heiman @aliceheiman & Orrin Broberg @modusengagementTopic: Buyer Enablement - the next logical step. https://goo.gl/jSsJ3b What have you learned about Buyer Enablement, beyond the evolution of Sales Enablement? Some of the discussion included these points: The sales people need to see how the buyers are responding to what they are doing. What do buyers really want from salespeople? Well, we're not doing a very good job of getting them what they truly want. If we're going to enable our salespeople, we need to ENABLE them to help the buyer. If they can't, we are failing at Sales Enablement. The old sales training techniques no longer work. The role of the sales person has shifted over the past two years. Sales people are an information conduit to allow the buyer to preview what they may need. They almost become a concierge. It becomes a service role. Sales people have to evolve. Do Sales & Marketing need to be aligned? You'll have to listen to find out. Susan's guests today are Orrin Broberg, CEO/President, Modus and Alice Heiman of Alice Heiman, LLC and co-founder of Tradeshow Makeover. 12:30 pm Pac: WVU Marketing Communication Today with host, Matthew Cummings @wvutoday Guest: Dan Hill, CEO, Hill ImpactTopic: Brands in Motion: How to Evolve Using a Value and Data-driven Approach https://goo.gl/FKio7E In this podcast, listeners will take away practical guidance on cultivating a unique brand identity in the modern landscape. Emphasizing the importance of being a brand "leader" instead of a "manager," Dan Hill, CEO of Hill impact, offers valuable tips to modern branding strategies using data-driven insights without losing sight of organizational value.
Ask a salesperson what they want from marketing and they will say more leads. Give them more leads and they will swear you misheard them, they need qualfied leads. LeadGenius CEO Mark Godley tells you how it is done. SalesPipeline Radio's guest, Mark Godley, President of LeadGenius, discusses how lead augmentation drives greater sales pipeline contribution from qualfied leads. LeadGenius is a sales and marketing intelligence solution that enables B2B companies to identify and connect with their ideal customers. Using a unique combination of machine learning and human researchers, LeadGenius provides B2B marketing and sales teams around the world with highly-accurate lead generation data and go-to-market intelligence. Trusted by enterprise companies like Google, Square, Box, and eBay for over 3 years, LeadGenius has become the source of truth for contact, account, and custom data. More about Mark: With more than 25 years of B2B technology industry leadership, prior to joining LeadGenius in July of this year, Godley most recently served as Chief Revenue Officer for HG Data. Prior to that, he was Vice President of Market Development for ConnectAndSell, Inc., a cloud-based sales productivity platform. At healthcare startup Aventura, he managed the alliance, partnership and sales channel efforts. He also holds Advisory roles at a number of leading companies in the salestech and martech space, including Omniquo, ZenIQ, The Big Willow and ZoomInfo. Follow Mark on Twitter
Ryan Williams is the Founder @ SalesCollider, the organisation that helps technical founders jumpstart sales. Ryan got his start as the first sales manager at Adroll where he grew the team from 3 to 32 reps in just 8 months, a team that was responsible for ARR growing from $4m to $58m in under 2 years. Ryan then became an advisor to the early team at InVision where he coached both CEO and sales reps to close the first dozen enterprise deals. Then his last stop before founding SalesCollider was as VP of Sales at LeadGenius where he grew enterprise sales by over 400% and added clients such as Ebay, IBM and Google, just to name a few. Ryan is also an Entrepreneur in Residence @ 500 Startups and a Mentor with First Round Capital. In Today’s Episode You Will Learn: How Ryan made his way into the world of sales as first sales manager at Adroll and how that led to advising the CEO of InVision on gaining their first enterprise clients? 70% of VPs of Sales fail when they join early stage startups, why is this? How can founders know when is the right time to bring in their first VP of Sales? What can they do to maximise the chances of success when bringing them into the organisation? What is the right profile type for the first VP of Sales? What are the core foundations to assessing the strength of the VP in the interview, especially for engineering minded founders? What is the one question that Ryan loves to ask potential sales candidates? What answer does he look for? Does Ryan agree with a recent guest, “discounting is now table stakes”? Where do most early stage startups go wrong when thinking about discounts? What framework must startups utilise to analyse the right discount to offer? Why must they know the internal value they are providing to their customer in such a detailed way when discounting? 60 Second SaaStr What does Ryan know now that he wishes he had known at the beginning? SDR’s are the most important function in sales, agree or disagree? Sales rep productivity, what is good and what is bad? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Ryan Williams
Mark Godley is the President of LeadGenius, the startup that provides the power of human intelligence with the scale of machine learning. To date they have raised $16m in funding from the likes of a16z, Initialized Capital, Scott and Cyan Banister and SV angel just to name a few. As for Mark, he most recently served as Chief Revenue Officer for HG Data and before that was VP of Market Development for ConnectandSell. If that was not enough, mark also holds advisory roles in the salestech and martech space, including Omniquo, ZenIQ.io and The Big Willow. In Today’s Episode You Will Learn: How Mark made his way into the world of SaaS over 25 years ago? How has he seen the industry change so remarkably over that time? Why does Mark believe that many startups today are created with the wrong intentions? Who is ultimately to blame for this, the founders or the investors who back them? Why does Mark believe that SaaS founders should “ignore fundraising and sign customers”? What are the unidentified consequences to Mark of taking external money? How does Mark view the function played by discounting in onboarding your first few key customers? What does Mark think of pilots? How willing should founders be to engage with unpaid pilots? How can enterprise founders solve the 2 big problems today of. A.) Standing out in the sea of enterprise startups? Gain trust from enterprise CIOs when they are still a small team with little brand or track record? What does Mark believe is the secret to selling to enterprise effectively? Why must founders be both credible and vulnerable when selling? What is the difference between helping someone buy and selling them a product? 60 Second SaaStr What does Mark know now that he wishes he had known at the beginning? Why are data vendors their own worst enemy? What would Mark like to change about the world of VC and startups? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Mark Godley If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the Product Analytics Playbook from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just click here to download. User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY
Listen while you walk backwards on iTunes Regardless of the software used and the lead generation programs, the successes of competitive corporations are now based on their ability to manage and access accurate data. Without accurate data, a company is at a severe disadvantage in the B2B market place. Ou----more----r interview this week is with Mark Godley the President of LeadGenuis. Mark presents his ideas on how to avoid mistakes in creating an accurate database. The host is Jim Obermayer About Mark Godley With more than 25 years of B2B technology industry leadership, Godley most recently served as Chief Revenue Officer for HG Data. Prior to that, he was Vice President of Market Development for ConnectAndSell, Inc., a cloud-based sales productivity platform. At healthcare startup Aventura, he managed the alliance, partnership and sales channel efforts. He also holds Advisory roles at a number of leading companies in the salestech and martech space, including Omniquo, ZenIQ.io and The Big Willow. Godley holds a B.A. degree from Villanova University in Marketing. He also attended Executive Graduate programs at both the University of California, Berkeley, Haas School of Business and the University of Chicago, Booth School of Business. Godley has been an award-winning Guest Lecturer in the undergraduate business school at the University of Southern California. About LeadGenius LeadGenius, based in Berkeley, CA, is a marketing and sales solution that enables B2B companies to identify and connect with their ideal accounts. The LeadGenius solution is powered by best-in-class B2B data which is continually refined through a unique combination of machine learning technology and skilled human researchers. LeadGenius’ customers include industry-leading companies such as Google, Square, Signifyd and eBay. A Y-combinator company founded in 2011,LeadGenius is a fast-growing software and services company with the heart of a social enterprise and a mission to provide meaningful opportunities to underemployed individuals with digital skills anywhere in the world. Sponsor for CRM Radio: Goldmine CRM Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.
Anand Kulkarni was previously co-founder and Chief Scientist of LeadGenius, a Y Combinator, Sierra Ventures, and Lumia Capital-backed startup using human computation and deep learning to automate account-based marketing (ABM). LeadGenius has raised over $20M in venture funding and developed best-in-class marketing automation technology used by Fortune 500 customers like Google, eBay, and Box. In conjunction with nonprofits like the World Bank, LeadGenius generates fairly-paid digital employment for over 500 individuals in 40 countries. *** For Show Notes, Key Points, Contact Info, & Resources Mentioned on this episode visit here: Anand Kulkarni Interview. ***
Join us this week with our guest, Mark Godley, President of LeadGenius, to discuss how lead augmentation drives greater sales pipeline contribution. LeadGenius is a sales and marketing intelligence solution that enables B2B companies to identify and connect with their ideal customers. Using a unique combination of machine learning and human researchers, LeadGenius provides B2B marketing and sales teams around the world with highly-accurate lead generation data and go-to-market intelligence. Trusted by enterprise companies like Google, Square, Box, and eBay for over 3 years, LeadGenius has become the source of truth for contact, account, and custom data. More about Mark: With more than 25 years of B2B technology industry leadership, prior to joining LeadGenius in July of this year, Godley most recently served as Chief Revenue Officer for HG Data. Prior to that, he was Vice President of Market Development for ConnectAndSell, Inc., a cloud-based sales productivity platform. At healthcare startup Aventura, he managed the alliance, partnership and sales channel efforts. He also holds Advisory roles at a number of leading companies in the salestech and martech space, including Omniquo, ZenIQ, The Big Willow and ZoomInfo. Follow Mark on Twitter
Mark Godley, President of LeadGenius, has been in the lead database and lead generation market for a good majority of his career and serves as advisor to several of the top lead database service providers. Tapping into his experience and expertise, I ask Mark about the state of database providers and inquire into his thoughts on best practices for sourcing top of funnel leads and data enrichment services: Is there a difference between data providers? What questions should we ask data providers when evaluating them? What other best practice advice can Mark provide for selecting data providers? Is it time for a new role in marketing called the Data Operations Manager? What do demand generation priorities look like at various stages of a company lifecycle? What's the tenure of a CMO in a startup versus a more mature organization? What are some of the changes Mark's bringing about at LeadGenius?
ABM is one of the hottest topics in marketing today and a lot of the buzz is driven by some very cool new technologies and by the ever-increasing need for marketing to demonstrate business value. But what does it really take for an ABM program to be successful? Is it really just about the technology? To find out, join me as I chat with Lena Shaw, Director of Growth and Marketing at LeadGenius. We’ll explore the five key steps to building an ABM practice and three benefits of a successful program.
For sales reps, collaborating with marketing can be one of the most fruitful internal strategies. William Wickey, Senior Manager of Content and Media Strategy at LeadGenius, and one of the authors of an ebook, 2017 Trends & Tech Guide for B2B Sales & Marketing, joins me on this episode.
In this episode we talk to Lena Shaw, Director of Marketing and Growth at LeadGenius.
The Top Entrepreneurs in Money, Marketing, Business and Life
Amit Shanbhag. He bootstrapped RocketReach from 0 to over 300K registered users in its first year. RocketReach and RocketReach API are trusted by some of the largest companies on the planet like Apple, Google, Chase and Morgan Stanley—just to name a few. He has more than a dozen patents and has started his professional life writing code for geostationary satellites. He’s also a judge for the MIT $100K competition and hopes to invest more time and money back into the startup ecosystem. Famous Five: Favorite Book? – N/A What CEO do you follow? – Sundar Pichai Favorite online tool? — Google Search Do you get 8 hours of sleep?— 4-5 If you could let your 20-year old self know one thing, what would it be? – Amit would tell the young ones to take risks, give everything you’re doing a good shot, and that worrying isn’t productive Time Stamped Show Notes: 01:28 – Nathan introduces Amit to the show 02:08 – Amit was in Episode 465 and just passed 100K paying customers 03:03 – RocketReach has 300K signup users 03:31 – RocketReach has doubled its growth 04:00 – “We tried to go more into the lead generation space” 04:21 – The end customers hold RocketReach responsible for higher quality data, which is out of their control 05:04 – RocketReach is similar to LeadGenius 05:10 – LeadGenius charges higher for their data 05:48 – LeadGenius uses a combination of people and software to gather data 05:56 – Amit wants RocketReach to rely purely on software, without human intervention 06:25 – The other problem with the lead generation space is when the users don’t follow up with the leads generated for them, then put the blame on RocketReach for not having quality leads 06:51 – Amit isn’t sure if Lead Genius is doing something about this problem 07:36 – CAC is quite high 07:52 – The lead generation part of RocketReach hasn’t really piloted 08:17 – RocketReach was getting $3K – 7K per delivery set, but the retention rate is low 09:00 – RocketReach is using a lot of open APIs like AngelList and Crunchbase 10:17 – Most of the APIs that RocketReach uses are paid APIs 10:55 – Amit has decided that RocketReach will not continue down the lead generation path 11:06 – Amit wants customers to think of RocketReach as a productivity tool that is accessible on their browsers 11:26 – “We wanted to become more of a de facto productivity tool for sales” 11:33 – RocketReach focuses on features that can make a team more productive 12:17 – RocketReach doesn’t have the self-serve team feature on their website, at the moment 12:57 – RocketReach currently has 7 team members and is still bootstrapped 13:02 – RocketReach has one of the highest revenues per employee in the lead generation space 13:12 – If RocketReach had continued with the lead generation model, it would have made sense to raise 13:25 – RocketReach is trying to scale without hiring a sales team 14:20 – RocketReach has an average of $70 monthly RPU 14:30 – But the number of paying users is complicated 15:25 – RocketReach’s 120K users mentioned in Episode 465 is the number of registered users 16:13 – Amit doesn’t see the need to reveal the number of paying customers 17:18 – Customers are paying anywhere from 1K-50K 17:42 – Gross customer monthly churn is 7% 17:53 – The churn has gone down a bit 18:56 – RocketReach has 2 different revenue streams 20:40 – The Famous Five 3 Key Points: The lead generation space isn’t as easy as it seems. It IS possible to stay bootstrapped while, at the same time, scaling your business. Take risks, give your best shot, and worry less! Resources Mentioned: The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences Organifi – The juice was Nathan’s life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Freshbooks – Nathan doesn’t waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives
Jump on the Payne train! Join me this week as Joe Payne of Leadgenius and I dig into the secret weapon of high performance SDR programs that most companies ignore…research! Leadgenius has build an entire business on getting the research right first, then contacting people with a hyper-targeted and personalized message. Listen to how Joe and the team are making it happen, at scale.
In this episode we’re chatting with William Wickey, an expert in media and content strategy at LeadGenius. LeadGenius recently teamed up with Prezi and Ambition to release their 2017 Trends and Tech Guide for B2B sales and marketing professionals. William is here to share insider tips and tricks for getting the most out of the information presented in the guide, who it can help, and how to implement these resources throughout your entire organization! Episode Highlights: Introducing William Wickey The inspiration behind the ebook and who it can help the most How to best use the guide to impact your company positively Decoding account-based marketing: More than just a buzzword Using the guide to bring every division of an organization together Resources: Download the FREE ebook, The 2017 Trends and Tech Guide for B2B Sales & Marketing Check out another free ebook from Lead Genius, Bridging the Gap:The Ultimate Guide To Account Based Marketing & Sales Alignment For Predictable Growth
William Wickey is the senior manager of content and marketing at LeadGenius and co-author of the e-book, Bridging the Gap: The ultimate guide to account based marketing and sales alignment for predictable growth. In this episode of The SaaS revolution Show, William gives us a lesson in account based sales and marketing.
The Top Entrepreneurs in Money, Marketing, Business and Life
Anand Kulkarni, co-founder of LeadGenius. Anand left his job as a researcher and teacher at Berkeley to develop a tool that uses automation technology to find effective sales leads. Listen as Nathan and Anand talk over starting an SaaS business and exactly how to run an effective fundraising round. Famous 5 Favorite Book? – Only The Paranoid Survive What CEO do you follow? — Elon Musk What is your favorite online tool? — Gmail Do you get 8 hours of sleep?— Yes If you could let your 20 year old self know one thing, what would it be? —I wish I had known how much fun it is to start a company - I would have started sooner! Time Stamped Show Notes: 01:22 – Nathan’s introduction 01:54 – Welcoming Anand to the show 02:10 – LeadGenius is AI for sales - ‘top of the funnel automation’ 02:45 – One client is using it to map out every IT director in every Brazilian telecom company, and obtain their contact details 03:30 – Charges between $2k and $1 million a month 03:50 – Started in 2011 03:55 – Total revenue in 2015 was $8 million 04:20 – Worked with 200 customers in February 2015 04:37 – Annual revenue of $40k per user 05:00 – LTV to CAC ratio of about 10 06:00 – Spending about $15k to acquire a customer 06:30 – Some salary costs associated with accessing certain kinds of data 07:30 – Currently have net negative churn 07:40 – That means that growth from existing accounts offsets any loss of customers 08:45 – About to release a new email product 09:05 – Total MRR in February was about $700k 09:30 – 50 team members locally, plus 500 outsourced 10:00 – Raised $8 million total; the last round was a series A of $6 million 11:10 – How do you make the decision about when to raise another round? 12:50 – Pre-money valuation in the last round was in the tens of millions 13:35 – ‘A good partner pays for themselves’ - think about partners, not valuation 15:34 – Connect with Anand on twitter 18:00 – Famous Five 3 Key Points: If you’re deciding whether to run an investment round, look hard at the milestones for your business. Is investment right now going to make significant progress toward those goals? Don’t just look at valuations when you’re choosing partners. They should bring something significant to the business beyond investment Whatever you’re planning to do, or dreaming you can do: start. It’ll be fun. Resources Mentioned: Freshbooks - The site Nathan uses to manage his invoices and accounts. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Show Notes provided by Mallard Creatives
If you have ever tried (and failed) to connect with a high-profile prospect by sending them a personalized – but unsolicited – “cold” email message, you need to listen to this interview with Alex Brennan, Chief Marketing Sumo of InspireBeats.com. Over the past year alone, Alex's company has sent over 1 million cold emails for their prospects, with 2-3% of those messages resulting in the generation of an actual high-value introduction. Their technique is so effective that it actually caused a jaded old marketing wonk (me) to respond and agree to interview Alex on Radio Free Enterprise. At the bottom of this page is the exact email (Subject Line and Body Text) that Alex sent me on December 10, 2015 which resulted in him being interviewed eight days later. If you are in the business-to-business space with an offering that creates a high-level client lifetime value, this service can be a cost-effective way to generate a never-ending stream of qualified prospects. Connect with InspireBeats Website: InspireBeats.com See Their Pricing Packages ----------------------------------------------- — ORIGINAL EMAIL ALEX SENT FRANK — SUBJECT LINE: Room for another interview Frank? BODY TEXT: Hey Frank, Just came across your podcast and I love the charismatic way you interact with your listeners. I'm head of growth for a company called InspireBeats – we do fully managed sales and lead generation for startups and agencies, similar to LeadGenius. Naturally, we're trying to get the word out Since we target a similar group I think it would be quite interesting for your audience to hear some of these insights: * What we learned sending over 1,000,000 cold emails* Prospecting: how to find the perfect B2B lead* What to use instead of a sales script* Why conferences are a hugely overlooked lead gen spot And all that good stuff. Does that sound interesting? Thanks, Alex P.S. Awesome episode about the power of podcast appearances!
Episode 20 of Startup School Radio: Host Aaron Harris interviews Prayag Narula, cofounder of LeadGenius. Also on the show: Jason Tan, cofounder and CEO of Sift Science.
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