Podcasts about mindtickle

Episode SummaryIn this episode of OnBase, host Chris Moody and Parth Mukherjee delve into the critical role of customer voices in shaping go-to-market strategies. Parth shares his journey through the tech industry, highlighting his experiences in product marketing and go-to-market strategy across different company stages. He emphasizes the importance of product marketing teams in bringing the customer's perspective into the organization and outlines the five key components of a go-to-market strategy: who, what, why, where, and how. Parth also discusses methods for collecting and analyzing customer data, balancing quantitative and qualitative feedback, and addressing stakeholder resistance. Additionally, he explores emerging marketing trends, the use of AI in marketing, and the challenges of B2B marketing, such as attribution.Key Takeaways:Voice of the Customer is Key: Customer insights are crucial for shaping effective go-to-market strategies.  Five Components of Go-to-Market Strategy: The five key questions to answer are who is the target audience, what are the offerings, why should buyers care, where should we sell, and how do we hit our targets.  Data Collection and Analysis: Utilize a combination of call recording technologies, surveys, customer interviews, and focus groups to gather customer feedback.  Balancing Quant and Qual: Combine quantitative data with qualitative insights to build compelling narratives and make informed decisions.  Addressing Stakeholder Resistance: Use proof and data to overcome internal misconceptions and align stakeholders.  Importance of Timing: Gather customer feedback throughout the product life cycle, starting from the product vision stage.  Emerging Marketing Trends: The importance of buyer self-education, hyper-personalized marketing, prompt engine optimization (PEO), and the convergence of ABM with intent data.Quotes“Product marketing should be the voice of the company in the market—and more importantly, the voice of the market inside the company.”Best Moments 00:07: Parth shares his journey into tech and marketing.  03:30: The importance of customer voices in shaping go-to-market strategy.  04:45: The five components of an effective go-to-market strategy.  07:30: Methods for data collection and analysis.  13:00: How to deal with stakeholder resistance using proof and data.  16:15: The importance of gathering customer feedback throughout the product life cycle.  19:00: Emerging marketing trends for the next five years.  22:30: Use cases of AI in marketing.24:30: The biggest challenge in B2B marketing: attribution. Tech Recommendations⁠Chorus⁠ – Call intelligence for market and product insights.⁠MindTickle⁠ – Deal rooms and enablement for modern B2B sales.⁠Klue⁠ – Competitive intelligence and win-loss analytics.Books:⁠Crossing the Chasm⁠ by Geoffrey Moore⁠Building a StoryBrand⁠ by Donald MillerBlogs & Newsletters:⁠HubSpot Blog⁠⁠Gartner for Go-To-Market Insights⁠⁠Marketing Brew⁠Podcasts:⁠Marketing Over Coffee⁠⁠Product Marketing Life by PMA⁠Shout-outs:⁠Kevin Akeroyd⁠, CEO at Sovos⁠Ann Handley⁠, Chief Content Officer at MarketingProfs⁠Andy Raskin⁠, Strategic Narrative CoachAbout the Guest:Parth Mukherjee is the VP of Product Marketing, Corporate Marketing, and Go-To-Market Strategy at Sovos, a leading tax compliance platform. With over 20 years of experience in tech marketing—including pivotal roles at Adobe, Cognizant, and five high-growth VC-backed startups (four of which successfully exited)—Parth brings deep expertise in scaling companies through every phase of growth.Before joining Sovos, Parth led marketing at Chorus and MindTickle, and continues to apply a data-driven yet deeply human approach to building strategic narratives that resonate with customers and internal stakeholders alike.⁠Connect with Parth⁠.

Today Andy is joined by a panel of sales veterans, including Teri Long, VP Global Revenue Enablement at Mindtickle, Jeff Winters, CRO of Abstrakt Marketing Group, and Haris Halkic, Founder of SalesDaily.co. Andy leads off wondering why people in SaaS sales aren't more freaked out about win rates in the high teens. The group explores the crowded nature of the sales market, an influx of VC money, and other external and technological changes that may contribute to this issue. They also discuss the importance of personalized instruction, how sales enablement can improve seller performance, the need for training in human skills and understanding buyer behavior by possibly taking some lessons from old-school sellers, while highlighting the vital role of sales managers in providing impactful coaching. Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

SEASON: 4 EPISODE: 14Episode Overview:If you are ready to improve your productivity and increase your revenue, then you are going to enjoy this episode of Becoming Preferred as we dive into the world of sales enablement and go-to-market transformation with a true industry luminary.My guest on this episode is a powerhouse in the realm of business strategy, leadership coaching, and sales enablement. He's the author of the game-changing book, Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence, and his expertise has transformed countless businesses from struggling to thriving.In today's episode, my guest will share his insights on creating clear paths to success for small to medium-sized businesses. We'll explore how companies can improve productivity, increase revenue, and navigate the complexities of today's market, so get ready for a conversation packed with actionable advice, inspiring ideas, and transformative insights. Join me now for my conversation with the brilliant strategist and sales enablement guru, Roderick Jefferson!Guest Bio: Roderick Jefferson is an internationally recognized, business-focused speaker. He has shared his dynamic and energetic voice in a variety of events including keynotes, guest lectures, webinars, podcasts, and domain expertise panels, with companies such as ATD Conference, B2BMX Conference, Cisco, Collibra, LinkedIn, MindTickle, Revasum, Oracle, Sales Assembly Conference, Sales 3.0 Conference, Sales Enablement PRO Conference, Salesforce (Dreamforce), SAP, Seismic, Showpad, SiriusDecisions, Uber, and Zoom.Roderick is also an acknowledged thought leader in the sales enablement space and author of the Amazon #1 New Release & Bestselling book, Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence. He has held a variety of executive leadership, sales, sales enablement, operations, and customer experience roles at 3PAR, AT&T, Business Objects, Magnit, Marketo, Oracle Marketing Cloud, NetApp, Netskope, PayPal, Roderick Jefferson & Associates, Salesforce, and Siebel Systems, and Siteimprove.Resource Links:Website: https://roderickjefferson.com/keynotes/Product Link: https://amzn.to/3vENYAoInsight Gold Timestamps:04:25 You learned the importance of setting the goal, and how were you going to get there?05:39 I think you train animals, you enable people07:03 Sales enablement in 3.0 is both art and science07:29 It's communication, it's collaboration, and it's orchestration09:38 What isn't sales enablement?11:44 I'll see trainers that are teaching people how to give presentations instead of having conversations15:36 Culture is what happens when no one is watching17:20 Where I see the biggest problem18:48 What a sales onboarding program might look like20:49 We're constantly validating24:29 What's gone forever and what are the new things that we should be preparing for24:37 Those two big little words, AI26:33 You're doing it because of a why, not a what, and you're getting to the root cause28:32 A strategic investmentConnect Socially:LinkedIn: https://www.linkedin.com/in/roderickjefferson/Facebook: https://www.facebook.com/ThevoiceofRodTwitter (X): https://x.com/ThevoiceofRodYouTube:

  Hey there, tired of feeling like you're constantly juggling between customer success and finding new sales opportunities? You've probably been told to just push harder and do it all, leaving you exhausted and stretched thin. The struggle to balance it all can be overwhelming, leaving you feeling drained and unproductive. But what if there's a better way to achieve both success and productivity without burning yourself out? Keep reading. Want to revolutionize your sales team's approach and achieve exceptional customer engagement? I've got the solution to help you achieve that. Let's dive in and uncover the secrets to transforming your sales productivity and customer-centric strategies. Are you ready to level up your game? Let's make it happen! This is Teri Long's story: Teri Long, the Vice President of Global Revenue Enablement at MindTickle, has had an incredible journey that led her to her current role. With more than 20 years of experience as an enablement leader, she initially spent a decade as a quota-carrying sales rep, which shaped her unique perspective on the challenges and needs of sales professionals. Teri's unwavering passion for enabling sellers and driving customer success is evident in her varied experience, spanning startups, enterprise organizations, and fractional work within business development and operations. Her remarkable resilience and determination are showcased by a surprising and inspiring personal story – overcoming a snowmobiling accident that resulted in a six-inch titanium plate and six screws in her collarbone, followed by a swift return to snowmobiling just two months after surgery. Teri's journey, both personally and professionally, reflects her tenacity and drive, making her insights on implementing effective sales enablement programs all the more impactful and compelling. Humans are complex and humans aren't linear. We need to figure out how to teach sellers and customer success that in this new world, you get a box this big, and somehow you need to translate verbal and nonverbal body language. - Teri Long Teri Long, serving as the Vice President of Global Revenue Enablement at Mind Tickle, boasts 20+ years of extensive experience in enablement leadership, coupled with a decade-long tenure as a quota-carrying representative across startups and enterprise organizations. As a pivotal founding member of the Revenue Enablement Society, her influence has been instrumental in shaping global enablement strategies. Teri's expertise lies in implementing effective sales enablement programs, making her a sought-after authority for sales enablement leaders and professionals aiming to optimize sales productivity and foster a customer-centric approach. In this episode, you will be able to: Mastering effective sales enablement programs for exponential growth. Unleashing the power of a digital presence to supercharge sales success. Aligning customer success and sales strategies for unstoppable growth. Boosting sales productivity through cutting-edge technology solutions. Harnessing personal brand prowess to skyrocket sales performance.   The key moments in this episode are: 00:00:09 - Introduction to Vengreso and FlyMSG 00:01:18 - Welcoming Teri Long 00:08:09 - Implementing Sales Enablement Programs 00:12:36 - Identifying the Biggest Problems 00:14:02 - Effective Enablement Leadership 00:14:58 - Challenging Assumptions in Sales Training 00:18:30 - Impact of Operationalizing Processes 00:20:44 - Fundamental Challenges in Sales 00:24:34 - Sales as the Art of Helping 00:28:55 - Balancing Customer Experience and Sales 00:29:35 - Restructuring Customer Success Compensation Model 00:30:39 - Misalignment Between Sales and CS 00:34:28 - Bridging the Gap Between Sales and CS 00:39:48 - Digital Presence and Relationship Building 00:43:55 - Blog Content and Social Media 00:44:35 - Connecting with Teri 00:45:16 - Personalized Connection Requests 00:45:48 - Favorite Movies 00:47:22 - Closing Remarks Timestamped summary of this episode: 00:00:09 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces Vengreso and FlyMSG, a free personal writing assistant and text expander application. The podcast aims to help sales leaders and practitioners grow their sales numbers at scale. 00:01:18 - Welcoming Teri Long Mario welcomes Teri Long, Vice President of Global Revenue Enablement at Mind Tickle, and shares their history of collaboration in shaping revenue enablement sales strategies. 00:08:09 - Implementing Sales Enablement Programs Teri emphasizes the importance of initiating enablement strategy with a charter and a listening tour to identify urgent, short-term, and long-term priorities, as well as success metrics tied to organizational business metrics. 00:12:36 - Identifying the Biggest Problems Teri advises enablement leaders to investigate root causes by delving into data and being hyper-curious. She highlights the importance of testing hypotheses to pinpoint the reasons behind sales performance issues. 00:14:02 - Effective Enablement Leadership Teri underscores the role of enablement leaders as investigators who test and validate hypotheses to identify the root causes of sales performance issues, emphasizing the need for a test and validate approach to problem-solving. 00:14:58 - Challenging Assumptions in Sales Training Teri Long discusses the common assumption that sales teams need more training when they're not selling. She challenges this by delving into the reasons behind the lack of sales and emphasizes the importance of digging through processes before jumping to training as a solution. 00:18:30 - Impact of Operationalizing Processes Teri shares a real-life example of how operationalizing the sales process and creating a playbook led to significant impact for a BDR team. By removing roadblocks, setting clear expectations, and creating repeatable enablement programs, they saw an improvement in sales productivity and performance. 00:20:44 - Fundamental Challenges in Sales The conversation shifts to fundamental challenges in sales organizations, focusing on individual and team productivity. Teri references the State of Sales Productivity report and highlights the importance of genuinely helping buyers during the buying process. 00:24:34 - Sales as the Art of Helping Teri shares a personal story of how she unintentionally became a top salesperson by simply helping customers. She emphasizes the importance of authentically wanting to elevate customers and provide value, echoing the findings of the productivity report. 00:28:55 - Balancing Customer Experience and Sales The discussion centers on the challenge of balancing customer experience and finding new opportunities. Teri highlights the disconnect between customer success and sales incentives, emphasizing the need for sales leaders to align incentives to drive adoption and renewal. 00:29:35 - Restructuring Customer Success Compensation Model Teri suggests tying 30-35% of CS compensation to renewal to align incentives with sales. This could lead to hiring more experienced salespeople and reevaluating the CSM organization. 00:30:39 - Misalignment Between Sales and CS Teri highlights the misalignment in compensation and expectations between sales and CS. Lack of communication between AEs and CS reps leads to confusion and potential customer dissatisfaction. 00:34:28 - Bridging the Gap Between Sales and CS Teri emphasizes the need for CS reps with sales backgrounds and the importance of value selling in the CS role. She suggests evaluating competencies and hiring the right people to drive success. 00:39:48 - Digital Presence and Relationship Building Teri discusses the importance of digital presence for both sales and CS teams, emphasizing the need for personalized engagement and building rapport with buyers. She also highlights the shift towards understanding digital body language and leveraging technology for customer interactions. 00:43:55 - Blog Content and Social Media Teri discusses a new feature that allows users to generate social media posts from blog articles. The goal is to streamline the content creation process and empower sellers to be more productive. 00:44:35 - Connecting with Teri Teri invites listeners to reach out to her through LinkedIn, phone, or email. She emphasizes her commitment to being responsive and helpful in networking. 00:45:16 - Personalized Connection Requests Mario advises listeners to send personalized connection requests to Teri on LinkedIn. He encourages them to mention the podcast and Teri's insights in their invitation. 00:45:48 - Favorite Movies Teri shares her two all-time favorite movies: "Breakfast at Tiffany's" and "The Heat." She expresses her love for Audrey Hepburn and Melissa McCarthy, showcasing a unique dichotomy in her movie preferences. 00:47:22 - Closing Remarks Mario thanks the audience for listening and encourages them to leave a 5-star rating and review for the podcast on iTunes. He also promotes the use of FlyMSG to increase productivity. Mastering effective sales enablement Effective sales enablement is crucial for organizations to align their sales teams with the overall business goals and priorities. By mastering sales enablement, businesses can enhance their sales productivity, drive better customer relationships, and ultimately boost revenue. Implementing successful sales enablement programs involves creating a clear charter, prioritizing challenges, and aligning efforts with organizational metrics. Unleashing the power of digital presence Having a strong digital presence is essential for sales professionals to connect with customers and prospects in a virtual environment. Utilizing digital tools and platforms can help sales teams personalize interactions, understand buyer behavior, and improve customer engagement. Embracing technology and leveraging digital resources can streamline sales processes and enable sales professionals to scale their efforts efficiently. Aligning customer success and sales Aligning customer success with sales goals is crucial for organizations to drive long-term customer satisfaction and retention. By incentivizing customer success managers based on renewals and engagement, businesses can ensure a seamless transition from sales to post-sale activities. Developing a clear handoff process between sales and customer success helps set expectations and ensures successful customer onboarding and retention strategies. The resources mentioned in this episode are: Connect with Teri Long on LinkedIn and send a personalized connection request mentioning the Modern Selling Podcast with Mario Martinez Jr. Watch the movie The Heat starring Sandra Bullock and Melissa McCarthy for a good laugh and a memorable bar scene. Download FlyMSG for free to save 20 hours or more in a month and increase productivity with a text expander and personal writing assistant.

Shalu's journey as a startup founder coincided with the birth of her daughter a couple of years after founding Growthpal, presenting a unique set of challenges. Even as her daughter needed time and staying up through the night and juggling the demands of a rapidly growing company leading a team of 50 people, which requires much more time compared to a job, it has been an emotional battle. The clash between the demands of late-night U.S. sales and the desire to be present for her daughter has been a battle of managing the emotional toll and the importance of effective time management. The emotional battle of not always being seen as the top priority by her daughter while also striving for success in the competitive startup landscape highlights the sacrifices and challenges that many women face in similar situations.After graduating from IIT Kharagpur, she did her MBA from IIM Lucknow, and worked at  Mindtickle and Deloitte and was consulting with 20 startups across various verticals including healthcare. During her college days as well, she tried her hand at starting up and learned multiple things even though they did not work out and believes that they helped her get here. Shalu's journey into entrepreneurship wasn't without its challenges. As a co-founder of Growthpal, she faced the unique challenge of navigating a startup landscape with no set guideposts unlike when one is in a job where one is told what to do. Wearing multiple hats, from team building to strategic decision-making, she embraced the chaos and considers it a valuable opportunity for personal growth.

In this podcast episode, Shankar Ganapathy, founder of Boomerang, shares his professional journey from marketing to sales and his experiences at MindTickle and Boomerang. He discusses the nuances of sales playbooks and advises on the optimal timing for startup founders to hire sales personnel. Shankar emphasizes the importance of adapting sales strategies to meet individual customer needs and the transition from a broad marketing approach to personalized sales interactions and much more!TimestampsTransition from marketing to sales (00:02:39)Moving from India to the US (00:06:06)Starting Boomerang (00:09:07)Acquiring first customers (00:12:14)Defining a sales playbook (00:14:32)Making the first sales hires (00:18:27)Sales Hiring (00:20:03)Curiosity Assessment (00:24:18)Compensation Negotiation (00:26:48)Title Negotiation (00:29:18)Timing of Sales Hiring (00:30:54)Deal Structuring (00:33:08)Deal Reviews (00:35:07)Multiyear Deals (00:37:12)Experience with Sequoia Surge (00:39:08)Building a Startup Program (00:39:58)Pivoting Decision (00:40:59)Shankar's LinksBoomerang - Getboomerang.aiLinkedIn – https://www.linkedin.com/in/shanksgan/My Links Podcast: https://lifeselfmastery.com/itunesYouTube: youtube.com/lifeselfmasteryTwitter: https://twitter.com/rohitmal

Welcome to the CRO Spotlight Podcast! In this episode, we delve into the dynamic world of revenue enablement with special guest Teri Long, VP of Sales and Revenue Enablement at Mindtickle. Throughout our conversation, we explore Teri's fascinating career journey and her passion for driving success in organizations. We also discuss the evolving role of sales and revenue enablement in the context of changing buyer behaviors and the enduring importance of human interaction in sales. Join us as we dive into the critical impact of revenue enablement, the alignment with the Chief Revenue Officer, the relationship with revenue operations, and the potential shifts in sales enablement. Be prepared for insightful discussions, personal anecdotes, and valuable perspectives on the future of sales and revenue enablement.00:51 Warren Zena CEO CRO Collective shares experiences.03:11 Content enablement evolves, changes direction, optimizes experience.08:24 Metrics don't always reflect true health.11:28 Struggle with client communication leads to misunderstandings.14:20 Disruptive questions slow down sales process.17:48 Incentives drive different behavior in sales and CS.22:02 Revenue enablement vs sales enablement as threat.22:57 Discussion about why CROs shouldn't run sales. Inquire about Terry Long's diverse background and journey to revenue enablement.28:43 Embraced failure, built success, and networked consistently.29:27 Exciting problem-solving and helping people succeed.34:35 Interacting personally builds strong character and skills.38:23 Texting sales and prospecting, digital presence key.41:19 Generation gap affects communication in sales.44:51 COVID changed human interaction and sales dynamics.48:34 Challenging physical and mental feats for self-validation.49:30 Personal achievement through discipline, impressed kids.

Oloid is changing the game in building security. They're revolutionizing workplace access, bidding farewell to traditional methods like pin-pads, badges, and fingerprint readers by offering a seamless single sign-on solution. Mohit shares his journey of tackling the physical access challenge in building security.For more such interesting founder journeys, subscribe to our newsletter founderthesis.comRead more about Oloid:-1.This SaaS startup is modernising access control by integrating physical and digital identities2.Oloid Closes $12M Series A Funding to Scale World's First Software-Based Physical Access Technology

From Pune to Unicorn status, Mindtickle's incredible journey is a must-listen. Mindtickle was founded in Pune in 2012 by a group of initially business-clueless engineers. Discover how they achieved product-market fit and successfully scaled to become a unicorn in the US enterprise SaaS market, recounted by Mohit.For more such interesting founder journeys, subscribe to our newsletter founderthesis.comRead more about Mindtickle:-1. Mindtickle Enters Unicorn Club With SoftBank-Led $100 Mn Series E2.SaaS Unicorn Mindtickle Acquires US-Based Enable Us To Empower Salespersons

Click this link for a 7 Day Free Trial of Customer Conversations.  In this "building in public" episode, I had the pleasure of sitting down with Jeremy Roberts, Account Executive, at Mindtickle, a sales readiness platform. I invited Jeremy on after he offered to help me validate Customer Conversations, the new premium version of this podcast. I wanted to record our discussion and workshop a couple of ideas with him. By the end, I came away with 3 major takeways that I will incorporate into the overall offering. I hope you enjoy this kind of episode.   

In this special episode of Product Marketing Insider, GhostRanch CEO Mikey Mioduski sits down with Chris Lynch, CMO at Mindtickle. They discuss why presentations are so important, how demos have evolved and why they're so hard to nail, packaging and positioning through storytelling, and more.

ExtraaEdge is an early start-up founded in 2016, currently powering 350+ Educational Institutes with the cloud computing solution. Founded by Abhishek Ballabh (ex. HSBC Data Scientist) & Sushil Mundada (ex. HSBC - Lead BA & CRM Architect) ExtraaEdge delivers all the required tools for End-to-End automation of admissions processes. With their combined passion for education and knowledge expertise in Data and CRM, they contribute by developing ExtraaEdge.In this episode, Varun and Arvind explore Abhishek Ballabh's journey of founding ExtraaEdge and his experience of SaaSBOOMi's SGx program. Abhishek shares various marketing insights and anecdotes about his journey so far and how his new found “yoda-mindset” has taken him and his company from a primarily hustle-driven outbound sales company to now being predominantly inbound marketing-driven organization.Listen on as this trio share some great insights and banter.Key Take aways0:41 Welcome and Introduction to Abhishek Ballabh & ExtraaEdge2:59 CAGR Banter4:03 Marketing Org Chart7:17 Desi Perception of Marketing & Sales8:41 Coupling the effects of SGx and Covid10:18 Lessons learnt in SGx put to practice11:43 SGx - Growth Vipassana for entrepreneurs 12:44 Who reports to Marketing?19:58 Founder Branding21:20 Channeling one's Yoda-mindset22:49 Being the face of the brand26:55 ExtraaEdge's transformation Pre and Post SGx30:41 Apple's DRI concept 31:56 Transformation from Outbound Hustle to Inbound Marathon36:28 First International client through ABM41:57 Maximizing MarTech through ExtraaEdge Certification Academy48:46 Being synonymous with your industry49:47 Stacking Marketing Dominoes across the prospects journey52:10 The push and pull of Marketing & Sales53:39 Founder being a student of Marketing & ConclusionKey Mentions1:48  HSBC  2:09 Mindtickle  4:41 Jessica Livingston, Paul Graham, Y Combinator  6:30 Sushil Mundada 6:43 SaaSBOOMi Growth X program  8:25 Sachin Bhatia  20:20 Niti Ratnaparkhi 20:58 Yoda (Star Wars)  30:16 Apple30:18 Steve Jobs  36:52 Ankit Oberoi & Ad Pushup  37:20 Bits Pilani Dubai39:35 Nikhil Sutar  43:46 Career Guide 48:01 Robert Cialdini  48:47 Almabase  Happy watching! 

Every week on Demand Gen Visionaries we sit down with marketing leaders from some of the world's largest and fastest-growing companies to uncover the demand gen strategies that have been fundamental to their skyrocketing success.In each episode, we ask our marketing-leader guests which three areas of investment are most important to their demand gen initiatives. Tune into this special mini-series to hear the budget items our CMO guests can't live without!Find parts: one, two, three, four, five six & seven---Episode Timestamps: Part seven of this special mini-series features 10 CMOs and marketing leaders from some of the world's fastest-growing companies, including:*(02:07) Dylan Steel, CMO of Coalition*(03:56) Chris Lynch, CMO of MindTickle*(04:47) Marie Hillion, Head of marketing at Livestorm*(06:25) Dan Verley, SVP of Sales Workplace Technologies at Canon Solutions America*(10:18) Cindy Knezevich, SVP of Brand and Communications at SalesLoft*(12:48) Micheline Nijmeh, CMO at JFrog*(14:53) Ryan Bonnici, CMO at Gympass *(16:37) Palmer Houchins, VP of Brand Marketing & Communications at G2*(17:55) Rich Donahue, CMO of IBotta *(20:38) Maria Pergolino, CMO of ActiveCampaign---Quotes:“Data can get you really helpful insights and tell you if you're way off base, but sometimes magic is figuring out the combination of what your customer says they want and what's aligned to their value, how much you have to shift their perception and change their mindset of what your product can be and can do and then find the sweet spot.” - Dylan Steele, CMO of Coalition Inc.People respond well to strong storytelling, no matter if you're in a consumer context or you're in a B2B context because even in B2B, there are people making decisions.” - Chris Lynch, CMO of Mindtickle“Adapt and try to not have the same approach, not only the language but also try to adapt to the mindsets of the region, the countries that you're going to enter in and you're going to target.” - Marie Hillion, Head of Marketing, Livestorm"Marketing is an invaluable tool and partner. When done well and when paired well, and we all consider the needs of the organization and what role we each play, it's really a powerful tandem when you go to market if things are aligned." - Dan Verley, SVP of Sales, Canon Solutions America"Brand is who you are, product marketing and demand gen is what you do. And so those two things work really well together when they're aligned, when they're not aligned, it can be pretty painful." - Cindy Knezevich, SVP of Brand and Communications, SalesloftThere's an old saying, the content is king and there's a reason for it. Organic search is all about content, same with paid search, but organic much more so, and the nurture you're building to get them to engage with you. - Micheline Nijmeh, CMO, JFrog“I think at the end of the day, the most important thing with your content investments is to invest in creating really good content.” - Ryan Bonnici CMO, Gympass“We're going to go to market with both a seller and buyer campaign, and this is where the brand becomes sort of a glue, we make sure that the way that we're presenting ourselves is cohesive.” -Palmer Houchins, VP of Brand Marketing & Communications at G2“You have to trust that you're hitting the audience the right way and you're getting your message there the right way. We want to be the right message, we want to be with the right partners and that's true of any influencer, right? As long as you have the right partner it's probably going to be a really good partnership”. - Rich Donahue, CMO of IBotta “ It has to be a mission that you stand behind and it has to be something you can differentiate. There are many products out there in the world that like you can't tell the difference between two of them, and if you can't, it's then really hard to differentiate. It's really hard to do great marketing, you have to choose an opportunity where you feel like you can do something with your skill, with that marketing.” - Maria Pergolino, CMO of ActiveCampaign---SponsorDemand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksFollow Ian on TwitterConnect with Ian on LinkedInCaspian Studios 

When it comes to the success of any modern sales team, effective sales operations tactics can play a critical role. By addressing common gaps and bottlenecks, the entire process can be made much more efficient, which will in turn pave the way for improved outcomes overall. In this episode, Hannah and Tony sit down with someone who can speak to all this and more: Anna-Luisa Fisher-Jeffes, the Sales Operations Manager at Unily, a global SaaS company that provides an employee experience platform to its customers. She recently moved to the UK from South Africa, where she spent most of her career in management consulting and sales management. During the episode, Anna-Luisa shares several key strategies for making the sales process more efficient, including why sales team leaders need to look at the data to determine where the team can make tangible improvements. She also touches on scalability, the modern sales tech stack, forecasting and much more.

Building and scaling an effective sales team is no easy feat. Leaders need to take so many different elements into consideration today, and managing a team full of different personalities and working styles isn't always a straightforward task. However, some people somehow make it all look easy. In this episode, Hannah and Tony sit down with Asad Afzal, the Director of Sales at Formstack and an expert in building and scaling successful sales teams. During the interview, he shares key tips for building and scaling effective sales teams, strategies for approaching sales training and onboarding in today's fast-paced environment, advice for leaders and much more.

When it comes to growing, scaling and developing an excellent sales team, there's truly a fine art to it that can't be learned overnight. In this episode, Hannah and Tony sit down with Stephanie Valenti, the Chief Revenue Officer at SmartBug Media. In her role, Stephanie leads sales, marketing, and all client services and delivery departments at the company. She's also spent more than 15 years learning the best strategies for fostering sustainable growth, leading a team, and helping B2B sales organizations scale up, so she has plenty of wisdom to share about leadership and the customer journey overall. During the episode, Stephanie shares lots of insightful advice and plenty of actionable tips that you can benefit from, no matter your current role within your organization.

Lisa Sharapata is a CMO. She has held various Marketing leadership roles at companies like BoostUp.ai, MindTickle, and 6Sense. She helps companies achieve MLG via proper, modern, non-spam marketing. She is also a Board Member at Peak Community. Lisa dons B2B buyers' flip flops to share buying preferences for Marketing + Sales: ✅aware of vendors via peers/referrals/WOM/influencers via content/social/communities (tks to Marketing + Marketing's influence on peers) ✅learn about/try/buy vendors via peers and website (tks to Marketing) w/OPTION for Sales ❌Turn off + tune out: telemarketing, email spam, LinkedIn spam, bribery via gift cards (Sales Development)

Scaling sales excellence is one of the key challenges that sales organizations face in their growth journey.  Our guest in this week's episode works at a tech vendor that helps organisations tackle this challenge by means of Sales Readiness and he shares his insights on what best practice looks like in 2022.  Please welcome the VP of Readiness at Mindtickle, Alex Salop.  These are some of the questions we discuss in this episode: What is Sales Readiness and what does best practice look like in 2022? What do maturity levels look like across regions and industries in the Sales Readiness space? What are the steps organisations should take to build a Sales Readiness program? Which area of focus promises the greatest impact on revenue metrics? How can organisations make sure they leave room for sellers to apply their personal style while adopting best practices identified by the business? How can sales leaders and sales enablers make sure their sales-readiness program constantly improves? Here are some of the resources referenced in this episode: Connect with Alex on LinkedIn: https://www.linkedin.com/in/alexsalop/ (https://www.linkedin.com/in/alexsalop/) Mindtickle State of Sales Readiness 2022 Benchmark Report: https://readinessresources.mindtickle.com/reports-guides/mindtickle-state-of-sales-readiness-2022-benchmark-report (https://readinessresources.mindtickle.com/reports-guides/mindtickle-state-of-sales-readiness-2022-benchmark-report) Connect with Felix Krueger online:https://www.linkedin.com/in/hfkrueger/ ( https://www.linkedin.com/in/hfkrueger/) Where to find The State of Sales Enablement: Website -http://thestateofsalesenablement.com/ ( http://thestateofsalesenablement.com/) LinkedIn -https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/ ( https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/) Apple Podcasts -https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853 ( https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853) Spotify -https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g ( https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g)

In this episode, Hannah and Tony explore the reasons why a great salesperson should also be a great storyteller, and how you can brush up on your own skills. They sit down with Nick Capozzi, the Head of Storytelling at Demostack and an expert in crafting compelling video content to boost sales and strengthen the narrative surrounding a brand. As someone who got his start in sales sailing on cruise ships, Nick has an intimate awareness of the power of storytelling and the key elements of a great piece of content. He shared more about the fascinating backstory behind his career, as well as some of his best-kept secrets when it comes to leveraging storytelling as a sales tool. Nick also provides listeners with an overview of how to create an Oscar-worthy demo, which you definitely won't want to miss if you're hoping to take your brand storytelling to the next level.

In many ways, finding success in sales is all about your mindset. The sales professionals who are able to maintain a flexible and optimistic mindset no matter what's happening in the market around them will already have a major advantage over the competition and a greater chance at achieving their goals. In this episode, Hannah and Tony explore some of the key elements of sales success, and what makes some companies thrive in challenging times while others fail. To inform their discussion, they sit down with the President and Founder Listen and subscribe wherever you listen to podcasts: Listen on Apple Podcasts: https://fal.cn/readysetsellappleListen on Spotify: https://fal.cn/readysetsellspotifyIn each bi-weekly episode of Ready, Set, Sell, hosts Hannah Ajikawo, Practice Lead at Skaled Consulting and Tony Germinario, Director of Sales at Mindtickle sit down with industry thought leaders to provide listeners with smart insights, tangible advice, and actionable tips they can apply to the work they do in their own roles. Want to learn more about creating a culture of sales excellence? It starts here: https://fal.cn/3mr6VConnect with Hannah Ajikawo: https://www.linkedin.com/in/hannah-aj...Connect with Tony Germinario: https://www.linkedin.com/in/tony-germ...Connect with Colleen Francis: https://www.linkedin.com/in/colleenfrancis/

It's rare that someone is born an amazing sales leader, which is why it's essential to maintain a growth mindset, a flexible outlook, and a willingness to learn new things. Remote work and new technologies are forcing organizations to adopt new strategies for keeping their teams educated and engaged, and this episode's guest reminds us why a personalized approach to training is so important today, and how sales teams can adopt a similar strategy. In this episode, Hannah and Tony explore the latest and greatest strategies for training, development and onboarding in the sales world with Amy Lord, the Global Sales Enablement Manager at Unisys. In her role, Amy designs and implements onboarding, continuous learning, and coaching programs for hundreds of sales professionals.

This episode features an interview with Chris Lynch, CMO of Mindtickle, the market-leading sales readiness platform, helping revenue leaders at world-class companies. Chris has a proven track record leading and growing both direct-to-consumer and B2B marketing organizations.   On this episode, Chris shares his insights into how emotions drive purchasing decisions, why customers respond well to strong storytelling, and why it's important to understand the consumer from a data standpoint.---“People respond well to strong storytelling, no matter if you're in a consumer context or you're in a B2B context because even in B2B, there are people making decisions.” - Chris Lynch, CMO of Mindtickle---Episode Timestamps:*(02:49) - Chris's role at Mindtickle*(07:11) - Why emotions drive purchasing decisions*(08:13) - Segment: Trust Tree*(14:03) - Segment: The Playbook*(25:42) - Figuring out your brand story*(31:36) - Rebranding your website*(37:15) - Segment: The Dust Up*(38:45) - Segment: Quick Hits---SponsorDemand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Chris on LinkedInConnect with Ian on LinkedInLearn more about MindTicklewww.caspianstudios.com

In the episode, ‘'Customer Advocacy: The Key to Winning at NetNew and Retention'', Brandi Starr was joined by Adrian Chang, Senior Director, Field & Customer Marketing at Mindtickle. Adrian's experience as an award-winning executive comes with more than 17 years of hands-on experience. His accolades to date include orchestrating marketing programs and customer success initiatives for generating win-win outcomes for B2B and B2C environments. In this episode, Adrian discusses the importance of customer advocacy; the necessity of putting the customer first, and allowing the end customer and their experience to guide marketing - particularly within B2B environments. Emphasizing the need to invest time and energy into converting customers to loyal brand advocates, Adrian believes in a holistic approach when it comes to this journey. According to Adrian, successful customer advocacy starts with literacy on what it takes to create a customer, and an advocate. He also discusses the need to define successful brand advocacy; and the necessary metrics that need to be tracked to achieve results. Jam-packed with advice around the customer advocacy journey, creating brand advocates, and measuring activity for marketing success, you won't want to miss this insightful episode! Links: Connect with Adrian on LinkedIn Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live.

In this video, we take a look at India's journey to 100 unicorns, from it's first ever startup unicorn in 2011, in the form of inMobi, to neobanking startup Open becoming 100th unicorn in 2022. The term 'unicorn' was created by American VC and entrepreneur Aileen Lee in 2013, she took all of the U.S.-based software companies that were started in or before 2003 and had achieved a valuation of $1 billion through public or private market investors, and put them in a club: the Unicorn Club. In India's case, it's unicorn journey started in 2011, when InMobi, a company that was founded in 2007, became a unicorn. Following this, Flipkart became a unicorn in 2012, Mu Sigma in 2014 and then Ola in 2014. Snapdeal also became a unicorn in 2014, but they have since exited from this club due to their valuation falling below $1 Billion. Companies like Quikr, Hike and Shopclues also fall in this category. Then we have companies who have been since acquired and also bags the question that should they be counted as unicorn today? Flipkart is an example here, which was acquired by Walmart. Then you have startups like Billdesk, which was bought by PayU, PhonePe getting acquired by Flipkart and BigBasket, which became a unicorn in 2019 and were acquired by Tata Digital in 2021. All this while, India's unicorn growth was pretty slow but steady till 2017, when Jio launched its 4G services, and this brought a mobile internet revolution in the country. From 1 unicorn in 2017, India saw 10 unicorns in 2018: B2C unicorns included Swiggy, OYO, BYJU'S, Policybazaar, Paytm Mall, and Phonepe, and B2B unicorns included Rivigo, Freshworks, Billdesk, and Udaan, which was the fastest company to become a unicorn at the time - it took them just 26 months. Then, in 2019, things slowed down a bit, with just 7 unicorns that year: in the B2C category were Ola Electric, Lenskart, Dream11, Delhivery, and BigBasket, and in the B2B category were Incertis and Druva. In 2020, COVID increased people's reliance upon the internet, and host of Indian e-commerce startups like Firstcry, Cars24, and Nykaa became unicorns. Facilitating these online payments resulted in fintech companies like Razorpay and Pine Labs also achieving unicorn status. B2C startups like Verse Innovation (Dailyhunt), ed-tech startup Unacademy, fintech startup Zerodha, and SaaS startup like Zenoti and Postman also became unicorn in the same year. 2020, was followed by an even bigger year in terms of unicorns in 2021, when 44 Indian companies became unicorns. This year saw 11 E-commerce startups (Spinny, OfBusiness, Moglix, Mensa, Meesho, Mamaearth, Licious, Infra.Market, Good Glam Group, GlobalBees, Droom), 11 Fintech startups (Zeta, Slice, Mobikwik, Groww, Digit, CRED, Coinswitch Kuber, CoinDCX, Chargebee, BharatPe and Acko) becoming unicorns. Then we have 5 enterprisetech and SaaS startups (Mindtickle, MapmyIndia, Gupshup, BrowserStack, Apna), 4 health startups (Cure.fit, Innovaccer, Pharmeasy, Pristyn Care), 4 consumer service startups (Blinkit, CarDekho, Rebel Foods, Urban Company), and 3 edtech startups (Eruditus, Vedantu and Upgrad) also becoming unicorns. Other 2021 unicorn categories include Media and Entertainment startups MPL and sharechat, Logistics startup Blackbuck, Traveltech startup Easemytrip , Real Estate startup Nobroker, and Manufacturing startup Zetwork. Talking about where where these startups coming from, they were all from tier 1 cities. Bangalore is leading this list with 39 unicorns, NCR region with 32 unicorns, mumbai with 16, Pune with 6, Chennai with 5 and Hyderabad with 2. Now we are halfway in 2022 and we have already produced and now it seems that by 2025, India will have upwards of 250 unicorns. So that will be exciting to watch and we will continue to track all of this in our upcoming episodes.

For a business to be effective, all teams need to work synergistically together and avoid operating in silos, especially sales and marketing. Optimizing outcomes for both teams means they need to prioritize constant communication and strong alignment on their end goals. In this episode, Hannah and Tony chat with Chris Lynch, the CMO of Mindtickle. During the episode, they discuss how sales and marketing teams can come together in pursuit of a company's mission and vision to work more effectively, how to tell your brand story, the importance of being truthful as marketers and salespeople, and finding success through remaining adaptable to change.

In this episode, Benji interviews Chris Lynch, Chief Marketing Officer at Mindtickle. B2B marketers are constantly trying to simplify complicated, broad offerings. Honing the craft of distilling the complex into plain English is top of mind for many of us and today Chris imparts his learned wisdom providing a way forward for us to do exactly that.

This week our host Ian Truscott and Jeff Clark, former Research Director at SiriusDecisions/Forrester and sought after marketing strategy advisor kick off a new series discussing five f'in' marketing fundamentals, and along the way flog marketing music analogies pretty much to death. Ian interviews Chris Lynch, the Chief Marketing Officer at Sales Readiness Platform, Mindtickle. Chris oversees all global marketing functions, including product marketing, demand gen, brand, and creative. As you'll hear he has deep experience in product positioning and messaging, go-to-market strategies, and the alignment of marketing with sales objectives. Before MindTickle, Chris was the CMO at the direct-to-consumer apparel brand KUIU, where he built a team focused on data-driven strategies and customer engagement, was the CMO at Cision, where he led a global team and pioneered a new approach to messaging and campaign development, culminating in Cision's IPO. And prior to that, Chris had senior marketing roles at Oracle, Badgeville, Tibco and Socialtext.   Besides learning about Chris's career, what inspired him to become a marketer from his background as a journalist, we learn about sales readiness and enablement and Chris nominates a popular choice for our portal to marketing hell that is the Rockstar CMO swimming pool. Ian then winds down the week, with his content marketing guru, Robert Rose who is the Chief Trouble Maker at the Content Advisory and was once described as a likeable Mark Ritson. Over a cocktail, Robert shares a thought about a wicked problem. The people: Ian Truscott on LinkedIn and Twitter  Jeff Clark on LinkedIn and Twitter Chris Lynch on Linkedin and Twitter Robert Rose on Twitter and LinkedIn The mentions: Modern Product Marketers Roadies or Rockstars? Mindtickle on the web, Twitter and LinkedIn The Mindtickle Podcast Article by Chris Lynch on BuiltIn: How to Align Your Marketing Content With Sales Needs. Robert's The Content Advisory Blog Robert's podcast with Joe Pulizzi - This Old Marketing    The music: Piano Music is by Johnny Easton, shared under a creative commons license Stienski & Mass Media - We'll be right back on YouTube The Fundamental Things by Bonnie Raitt on Spotify   Previous episodes, show notes and transcripts are on Rockstar CMO FMand the podcast is available on all your favorite platforms, including Apple and Spotify. Learn more about your ad choices. Visit megaphone.fm/adchoices

Ready Set Sell is a new Mindtickle podcast dedicated to helping revenue and sales professionals improve their sales outcomes through tangible advice, actionable tips and expert insights. Hosted by sales consultant and coach Hannah Ajikawo and sales leader and coach Tony Germinario of Mindtickle, each episode features exclusive interviews with sales practitioners, leaders and experts exploring themes like becoming a better sales coach, how to ramp reps faster, winning sales behaviors, how to leverage data to create more top performers and all the latest and greatest tools you should know about. Along with their guests, Hannah and Tony offer their perspective on the ins and outs of sales readiness, tricks of the trade, success stories and honest accounts of what didn't work so well in order to help you and your teams improve performance. Listen to the first episode dropping this February and be sure to subscribe to the show wherever you get your podcasts.

Want to know how to build a product so good it sells itself? Listen to this week's episode of the Flying Cat Marketing podcast!  This week, we bring you insights from Richie Khandelwal, founder of Pricelabs, a SaaS pricing solution for the SMB and mid-market Airbnb and vacation rental space. We caught up with Richie to learn how Pricelabs got started when he was looking for a way to ease his own rental pricing pain back in 2014. From there, it's gone from strength to strength, scaling all the way to reach customers in over 95 countries and pricing over 100,000 listings! All without raising single funding round! Richie reveals how Pricelabs' unique approach to understanding their customer, hiring, and finding product-market fit has been key to their success. It even helped them survive and thrive during Covid. He also outlines how their seemingly unscalable processes paid off in the long run and give his take on why SaaS companies should never be led by sales. We round it all off by hearing about upcoming plans to take Pricelabs to the next level in the near future, and Richie's advice for other SaaS founders. We hope you find it as enjoyable and instructive as we did!    In this episode: (write out the main sections in bullet points)How a personal need led to the growth of a SaaS solution with international reach. Pricelabs' unique approach to understanding the customer.  Finding product-market fit. Scaling unscalable processes. Eliminating information silos. Why SaaS companies shouldn't be led by sales.  What the future has in store for Pricelabs. -------Richie Khandelwal has been working in SaaS GTM roles for the last 5 years.He is the co-founder of Pricelabs, a SaaS revenue management platform for Airbnb and vacation rental owners and property managers. At PriceLabs, Richie looks after GTM and Operations. PriceLabs targets the SMB and mid-market segment in the hospitality space, has customers in over 95 countries and has priced over 100K listings.Prior to PriceLabs, Richie was VP of Business Operations and Finance at MindTickle (now a Unicorn as of 2021) - raised >$80 Million in funding, led employee growth from 40 to 400, worked closely with CEO and investors to chart growth plans into enterprise space.Richie has also worked as Management consultant with Bain & Company and Engineer with Shell.Richie has an engineering degree from IIT Madras and an MBA from Kellogg School of Management.Find him on LinkedIn.

In this Episode, I speak with Deepak Diwakar & Krishna Depura, Co-founders of MindTickle, the Sales Readiness platform of the World!

Should leaders be the best performers in their team? Not if you ask Anthony Parker, General Manager EMEA at Mindtickle. According to him, if he's better than his team, it diminishes his abilities as both a leader and a coach.In episode 9 of The Talent Intelligence Podcast, Anthony sits down with our Head of Sales Anthony Parker to discuss: Growing and scaling Assessing talent The difference between working at large orgs and start-ups Proving yourself in leadership And much more...

Josh talks with Lindsey Plocek, the Principle Product Marketer at Mindtickle. Mindtickle is a sales readiness company that is using AI to power marketing insight. But as technology and marketing evolves, we are faced with more and more ethical questions.  Sign up for our Bonus Content - https://lamphousefilms.com/signup/ Ready to Talk About Your Next Campaign - calendly.com/lamphouse

This week on The Inbound Success Podcast, Mindtickle VP of Marketing, Brand and Demand Lisa Sharapata explains how she built an account-based marketing campaign that resulted in her winning the B2B Innovator Award and the B2B Vanguard Award at the 2021 B2B SMX conference. Lisa's approach relies on intent data to identify in-market accounts. She went all in on this after discovering intent data and joined 6Sense to learn more about it. Now, at Mindtickle, she's a 6Sense customer and is using predictive modeling to identify the best fit, high intent prospects and market to them at scale. The result? Conversion rates increased from 9 to 40%. Want to know how she did it? Check out the full episode to hear Lisa's story. Resources from this episode: Connect with Lisa on LinkedIn Check out the Mindtickle website

Facebook may be required to sell off Giphy if a provisional finding by Britain's antitrust authority is confirmed. The deal may impede competition between social media platforms and the in-display advertising market, according to Britain's Competition and Markets Authority. EdTech startup Eruditus and local language technology platform VerSe raised capital in the latest funding rounds. In our tech conversation today, CEO Krishna Depura talks about plans ahead at Mindtickle

If you're a passionate listener of our podcast, then please do share your feedback with us - https://tinyurl.com/sopfeed (takes 5 mins or less). Help us publish more of your favourite content every week! Welcome to another episode of The Startup Operator Roundup, where Roshan Cariappa and Gunjan Saha discuss -

This week in Indian Startup News, Karan Bajaj quits WhiteHat Jr, e-RUPI explained, Food delivery partners protest against exploitation from Zomato and Swiggy on Twitter, Zomato's grocery delivery and Zomato Pro Plus, CarTrade IPO date, Policybazaar files for IPO, Nykaa files for IPO and UpGrad acquires KnowledgeHut. In funding news, Unacademy raises $440 million, BharatPe raises $370 million to become a unicorn, OfBusiness raises $160 million to become a unicorn, Infra.Market raises $125 million and MindTickle raises $100 million to become a unicorn. Karan Bajaj quits WhiteHat Jr: After selling WhiteHat Jr to Byju's in a massive $300 million all-cash deal last year, Karan Bajaj has decided to quit the startup as he plans on taking a sabbatical before starting some public service work. e-RUPI explained: e-RUPI is a digital prepaid voucher that can be used by the beneficiary to avail a specific service without the need of an app, internet connection or even a bank account. This is going to be primarily be used by the government to ensure that the money allocated to a beneficiary not only reaches them but is also used for the purpose it was intended. Food delivery partners protest against exploitation from Zomato and Swiggy on Twitter: According to the latest report by ET, food delivery partners have taken to Twitter to raise their voices against the exploitation by Swiggy and Zomato. Their complaints include lack of compensation for rising petrol prices, absence of first-mile pay, lack of long-distance return bonus and daily earnings cap. Zomato's grocery delivery and Zomato Pro Plus: After stopping grocery delivery services, Zomato has restarted grocery delivery on their platform after their investment in Grofers and they have also introduced Zomato Pro Plus - offering services like free delivery to their customers. CarTrade IPO date: Online marketplace for used cars CarTrade's IPO is all set to go live on 9th August. This profitable startup is planning to raise $400 million during the IPO. Policybazaar files for IPO: PB Fintech, the parent company of Policybazaar and Paisabazaar, has filed their DRHP and are planning to raise $800 million through the IPO. Nykaa files for IPO: Nykaa has filed for an IPO and they are planning to be the first profitable unicorn to go public. They are looking to raise $540 million at an expected valuation of $5-$5.5 billion. UpGrad acquires KnowledgeHut: Professional upskilling platform UpGrad has acquired another professional certification course provider KnowledgeHut to strengthen their upskilling and reskilling portfolio. Unacademy raises $440 million: Edtech unicorn Unacademy has raised $440 million in a round led by Temasek Holdings. BharatPe raises $370 million to become a unicorn: Digital payments and lending startup BharatPe has raised $370 million in a round led by Tiger Global – turning them into a unicorn. OfBusiness raises $160 million to become a unicorn: B2B e-commerce and financing platform OfBusiness has raised $160 million in a round led by SoftBank – turning them into a unicorn. Infra.Market raises $125 million: B2B marketplace for construction materials Infra.Market has raised $125 million as its valuation climbs to $2.5 billion. MindTickle raises $100 million to become a unicorn: SaaS startup MindTickle has raised $100 million to be the third Indian startup to turn unicorn this week.

Welcome to another episode of Three Minute Marketing, where we interview some of the world's best and brightest growth marketers across different channels. I'm super excited to be joined by Lisa Sharapata, an impressive marketer. She's currently VP of Marketing at MindTickle, a platform that helps revenue leaders accelerate ramp time and improve performance using […]

Welcome to another episode of Three Minute Marketing, where we interview some of the world's best and brightest growth marketers across different channels. I'm super excited to be joined by Lisa Sharapata, an impressive marketer. She's currently VP of Marketing at MindTickle, a platform that helps revenue leaders accelerate ramp time and improve performance using The post How to Think About the Relationship Between Brand and Demand Generation with Lisa Sharapata appeared first on WebMechanix.

Scott Beechuk, Partner at Norwest Venture Partners discusses his experience as a startup founder and his move to VC, the latest market trends, Scott's investment process, as well as qualitative and quantitative characteristics of companies he likes to invest in.Scott Beechuk's BioScott brings more than 20 years of product, engineering, and SaaS expertise to his role as a partner on Norwest's enterprise team. He focuses on early- to late-stage investment opportunities in enterprise SaaS with a focus on companies building business applications taking advantage of human-assisted AI, advanced behavioral analytics, client-agnostic platforms and industry-specific solutions. He currently serves on the boards of Bluecore, Leanplum, MindTickle, Qualified, Singular, and Socrates AI.Scott most recently served as Senior Vice President of Product Management for Salesforce Service Cloud, the industry's #1 enterprise customer service platform. While at Salesforce, he also served as Head of Engineering, Product, UX, and Documentation for Desk.com.Before joining Salesforce, Scott cut his entrepreneurial teeth building multiple consumer and enterprise software companies including a multi-brand e-commerce service with an integrated multi-channel customer service platform, an enterprise privacy middleware platform and consumer metasearch engine.Time Stamps00:10 Scott's background and why he joined Norwest Venture Partners05:18 COVID's effect on startup creation09:50 Post COVID SaaS valuations11:10 Investment Process – from sourcing to investing18:30 Qualitative and quantitative characteristics Scott is looking for in startups26:57 Common mistakes startups make32:35 Fundraising advice to founders34:32 Bonus QuestionSIGN UP at https://www.saashimi.cloud to receive transcripts of the interviews and news about upcoming guests and events.

Aaron has been doing sales enablement since before the term even existed. He shares his insights on:  How Sales Enablement becomes the center of the organizationThe true evolution of sales enablement Quantifying the value of sales enablement to the CEO and CFO People only build processes for the current state and why that is wrong. What motivates sales enablement is being a change agent What to look for in hiring someone for sales enablement How to compensate someone from sales enablement Build your enablement process first before you buy your enablement stack Scaling sales enablement 

It's makeover time. In this live show, CEO and Co-founder of Directive, Garrett Mehrguth, and a SaaS marketing leader work together to build a strategy for a recognizable SaaS brand - as quickly as possible. The company randomly selected Front, by spinning a wheel at the beginning of the show, and together, the two will craft a strategy for SaaS marketing leaders everywhere. Today's guest... MindTickle's VP of Marketing, Brand and Demand, Lisa Sharapata!

  EP21 - THIS WEEK IN SALES On this week in sales we’ll be looking at: - The Post-Pandemic Evolution of B2B Sales - Mary Shea, Leading Analyst of Sales Technology, Joins Outreach as the First-Ever Global Innovation Evangelist - 64% of B2B Marketers Still Faced with Budget and Resource Challenges - Top 10 CRM Software for Small Businesses - CAN AUTOMATED SALES EMAILS REALLY BE PERSONALIZED? - MindTickle number of Fortune 500 and Global 2000 customers and achieves more than 150% enterprise net retention - Imposter syndrome's ugly roots

More leads does not equate to more revenue! Then how do we convert more leads to hit our revenue goals? A Marketing Executive, Revenue Thought Leader, Go-to-market Strategist, Host of The Emerging CMO Group at the Peak Community, VP Marketing, Brand and Demand at MindTickle, Lisa Sharapata, discusses how to efficiently hit your revenue goals.   Takeaways: To beat the average growth rate in your industry you first need to thoroughly understand the Ideal Customer Profile and hit them at the right time with the right message. Before going into a new role or company discuss their goals and best steps to reaching them. This will help you gage whether or not the leadership or company culture are a good fit. “Brand is way more than the colors, font, messages and logo. It is the culture, the mindset. It is what other people are going to say about your company.” ~Lisa Sharapata While planning your revenue goals, create a 30-60 day plan and start internally auditing. Create a SWOT analysis, gap analysis, and set milestones for your goal timeline. Have a conversation with your executive leaders to discover their goals and challenges. Align your team's goals with what they are already trying to do. “Community is the new event.” ~Lisa Sharapata In order for sales to partner with marketing, they need to see value in the leads they are receiving.   Links: LinkedIn: https://www.linkedin.com/in/lisasharapata/ MindTickle: https://www.mindtickle.com Peak Community: https://www.peak.community   Busted Myths: You do not need more leads. There is an old school mentality that more leads equal more revenue. However, with a concise group of leads it is easier to find the accounts that are in your Ideal Customer Profile.   Ways to Tune In: iTunes - https://podcasts.apple.com/us/podcast/the-hard-corps-marketing-show/id1338838763 Spotify - https://open.spotify.com/show/1vVLpNI1LssMTiL6Kdsamn Stitcher - https://www.stitcher.com/podcast/the-hard-corps-marketing-show Google Play - https://play.google.com/music/m/Im7mytmu2wa2mekhoeixlja5hpe?t=The_Hard_Corps_Marketing_Show YouTube - Full video - https://youtu.be/tfTvF83Nxbg

Gopkiran Rao is the Chief Strategy and Marketing Office at MindTickle. In this episode we discuss why now it is more important than ever for organizations to effectively and appropriately – engage their customers and prospects in conversation, not in sales cycles. We explore what that means in terms of the business acumen and agility that sellers need to possess to effectively engage in today’s environment. Plus, we dig into what it means for sellers these days to be sales ready. Learn more about your ad choices. Visit megaphone.fm/adchoices

Jeff Santelices is the Chief Revenue Officer at MindTickle. In this episode we start with what it means for a seller to be sales ready. Then we delve into the topic of sales learning and the levers managers can pull to improve sales performance. Next, Jeff shares the KPIs that he relies on to manage his team and reveals the one KPI that everyone uses that is totally useless. Finally, we talk about QBRs and how to run an efficient one in the midst of this pandemic. Learn more about your ad choices. Visit megaphone.fm/adchoices

You've had to shift your SKO to virtual. No flying off to an exciting location, no fancy food or late night in the bar. Also no Death by PowerPoint? How do you make a virtual SKO come alive and achieve more than you could have imagined? How do you create powerful learning environments that make a difference through the year? Join Anna Britnor Guest and guests, Edward Boon of Promote International, Jasmine Jackson-Irwin, Senior Enablement Leader at CircleCI, and Nick Salas of MindTickle who share their practical experiences and top tips.

Hear from MindTickle and PSI as they discuss how to empower sales and other customer-facing professionals to effectively engage customers based on a deep understanding of market dynamics, trends, competitive landscape as well as industry terminology important to prospects and customers across industries. MindTickle and PSI help enable reps to up-level their skills to become trusted advisors to their customers.

Strap in for an eclectic journey on the first episode of DrinksWithAVC, where we're joined by Norwest Venture Partners' own Scott Beechuk. From tales of a Russian airliner and a mini piano to a nod to Hunter S. Thompson, Scott's stories are as varied as they are fascinating. Sip on this rich blend of tech insights and personal anecdotes with us!Links:www.nvp.com

On this week in sales we’ll be looking at: - If insurance salespeople are now obsolete - Why selling practice might make perfect - If you should get paid daily rather than monthly And much more! This Week In Sales hosts: Victor Antonio – Youtube.com/user/salesinfluence Will Barron – Salesman.org/Youtube Topics: Your car insurance salesman is now an AI bot connected to blockchain Malta-based virtual assistant firm Vaiot has integrated IBM’s Watson Assistant with the Cosmos blockchain to sell car insurance. The new platform features an end-to-end sales process that does not require human assistance to complete the car insurance contracts. The mobile app interacts with customers via voice or text, initially asking a series of questions to identify and suggest insurance options. https://cointelegraph.com/news/your-c... X.ai X.ai the leading meeting scheduling tool for individuals and teams, today announced a major update to their AI scheduling technology that lets their users request a meeting over email or Slack in any language. https://salestechstar.com/sales-marke... MindTickle raises $100 million Helps large and small businesses through it’s sales readiness platform has raised $100 million in venture funding. https://techcrunch.com/2020/11/15/sal... Prospify Discover the proposal software that gives control and insight into the most important stage of your sales process. From design to sign-off, get the confidence and consistency to dominate your deals. https://www.proposify.com/ Hold the Emoji and Other Tips for Successful Email Negotiations According to 2019 research (that was recently published) by IACCM, a global contract management association, about 75 percent of contract negotiations are completely virtual. https://knowledge.insead.edu/blog/ins... Perfect Practice Makes Perfect UPtick enables reps to practice the real-life customer interactions they face. Like playing a video game, reps work their way through challenging scenarios and receive consistent, expert feedback from UPtick’s virtual coach. https://www.sciolytix.com/products/up... Surprising Changes Ahead For B2B Sellers (Forrester) Mary Shea, principal analyst at Forrester – “I’m calling 2020 the year that B2B, sales, marketing and buying has changed forever.” AI and automation put sellers on a path to fulfil their consultative destiny – Shea believes that technology will increasingly take mundane tasks off of salespeople and give them better insights to be more consultative advisors. B2B sellers become experts at creating and engaging with video – “Historically, you would look for a salesperson who is a great communicator, a great problem solver, someone who can overcome objections and kick open that door and close that deal. B2B sales leaders activate more employees on behalf of commercial goals “The lone-wolf seller is facing extinction,” proclaims Shea. “As buy-side teams increase in size, expectations and expertise, we also need the selling teams to increase so that you have breadth and depth to meet the needs of a range of different buy-side stakeholders who may have different and competing agendas.” Sales tech consolidation accelerates as buyers demand end-to-end solutions – “Our research shows that about 41% of B2B organizations have reduced the size of their sales organization as a result of COVID economic hardships.” This cost pressure is impacting the tech tools sales forces use as well. https://www.forbes.com/sites/johnelle... Getting paid every day PayPal is one of the first major companies to pay its workers as soon as it’s earned rather than having to wait every two weeks. The move came after looking at the compensation and spending habits of its lowest-paid workers, many of whom were living paycheck-to-paycheck and relying on expensive borrowing (the company also boosted salaries after the research, says Bloomberg). By Alexander Besant, Editor at LinkedIn News https://www.linkedin.com/feed/news/ge... TV shows mentioned: - The Crown - Raised By Wolves

Mindtickle started with corporate events to improve employee engagement but over the course of 4 years and many pivots later they created a new category of enterprise software called sales-readiness. Join us as we talk to Deepak about how they built and sold their software to companies all over the world. More info on: ajuniorvc.com/podcast

For break-out information on this news update, please listen to the podcast.Technology News1. Apple hit with two privacy complaints in Europe over its mobile tracking tool for advertisers2. SpaceX launches four astronauts into orbit in NASA mission3. Jeff Bezos names first recipients of his $10B Earth Fund for combating climate change4. HBO Max ends Amazon standoff, reaches deal for Fire TV devices5. Qualcomm receives U.S. permission to sell 4G chips to Huawei in exception to ban6. CVS becomes first national retailer to offer support for PayPal and Venmo QR codes7. The DOJ has approved Mastercard's acquisition of Finicity Funding News8. Sales readiness platform MindTickle raises $100M led by SoftBank Vision Fund 29. Advanced battery startup Form Energy raises $70M Series C10. Zilliz raises $43M for its open source software11. Harbr raises $38.5M to help enterprises exchange and share big data troves securely12. Getaround raises additional $25M in debt financing13. Computer vision startup Chooch.ai raises $20M Series A14. Gretel raises $12M Series A led by Greylock15. Undock raises $1.6M to help solve your group scheduling issuesSee you tomorrow! Have a great day!A. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit techdelivered.substack.com

Hello and welcome back to Equity, TechCrunch’s venture capital-focused podcast where we unpack the numbers behind the headlines.This is Equity Monday, our weekly kickoff that tracks the latest big news, chats about the coming week, digs into some recent funding rounds and mulls over a larger theme or narrative from the private markets. You can follow the show on Twitter here and myself here — and don’t forget to check out last Friday’s episode that we wound up titling “Th O’s r ptinal, th dllrs r mndtry," a joke that if we observe the weekend's podcast analytics, was a mistake.Lesson learned!But in better news there was lots to get to this morning, so here's a digest of what we talked about:More good vaccine news is scrambling the stock market yet again, dinging tech stocks and bolstering non-tech shares. This also happened last Monday, but was swallowed up by terrible COVID-19 numbers by Friday.ProfitWell data on SaaS and the pandemic proves to be largely good news.C3.AI filed to go public, more on that shortly on the main site.UIPath could go public early next year at a $20 billion valuation.SpaceX pulled off its latest rocket launch, sending four humans into space.Parler is partially living off ultraconservative cash.MindTickle raised $100 million from the second Vision Fund. Its revenue growth is impressive, at 170%.Thoughtexchange wrapped its Series B at a total size of $34 million.Pharmapacks raised $250 million from Carlyle. That's a big check.Catch up on our DoorDash IPO coverage, if you need to. Here's our overview, here's the VC winners' list, and here's what COVID-19 did for the delivery company.Do not sleep on the fact that our own Chris Gates is posting Equity videos from every main episode over on YouTube. He does a great job and it’s fun to be on video, as well as audio platforms.We hope you are rested and ready to go for the rest of the week. Chat as soon as Airbnb files.

Hello and welcome back to Equity, TechCrunch’s venture capital-focused podcast where we unpack the numbers behind the headlines.This is Equity Monday, our weekly kickoff that tracks the latest big news, chats about the coming week, digs into some recent funding rounds and mulls over a larger theme or narrative from the private markets. You can follow the show on Twitter here and myself here — and don’t forget to check out last Friday’s episode that we wound up titling “Th O’s r ptinal, th dllrs r mndtry," a joke that if we observe the weekend's podcast analytics, was a mistake.Lesson learned!But in better news there was lots to get to this morning, so here's a digest of what we talked about:More good vaccine news is scrambling the stock market yet again, dinging tech stocks and bolstering non-tech shares. This also happened last Monday, but was swallowed up by terrible COVID-19 numbers by Friday.ProfitWell data on SaaS and the pandemic proves to be largely good news.C3.AI filed to go public, more on that shortly on the main site.UIPath could go public early next year at a $20 billion valuation.SpaceX pulled off its latest rocket launch, sending four humans into space.Parler is partially living off ultraconservative cash.MindTickle raised $100 million from the second Vision Fund. Its revenue growth is impressive, at 170%.Thoughtexchange wrapped its Series B at a total size of $34 million.Pharmapacks raised $250 million from Carlyle. That's a big check.Catch up on our DoorDash IPO coverage, if you need to. Here's our overview, here's the VC winners' list, and here's what COVID-19 did for the delivery company.Do not sleep on the fact that our own Chris Gates is posting Equity videos from every main episode over on YouTube. He does a great job and it’s fun to be on video, as well as audio platforms.We hope you are rested and ready to go for the rest of the week. Chat as soon as Airbnb files.

Sales readiness as a business support category is driving companies to new heights, faster... MindTickle's learning platform and gamification is at the vanguard of that, and Chief Strategy and Marketing Officer Gop Rao talks with host Matt Benelli about the internal mechanisms of success, the re-definition of 'sales team', and the future of sales enablement.

Sales readiness as a business support category is driving companies to new heights, faster... MindTickle's learning platform and gamification is at the vanguard of that, and Chief Strategy and Marketing Officer Gop Rao talks with host Matt Benelli about the internal mechanisms of success, the re-definition of 'sales team', and the future of sales enablement.

Sales readiness as a business support category is driving companies to new heights, faster... MindTickle's learning platform and gamification is at the vanguard of that, and Chief Strategy and Marketing Officer Gop Rao talks with host Matt Benelli about the internal mechanisms of success, the re-definition of 'sales team', and the future of sales enablement.

Sales readiness as a business support category is driving companies to new heights, faster... MindTickle's learning platform and gamification is at the vanguard of that, and Chief Strategy and Marketing Officer Gop Rao talks with host Matt Benelli about the internal mechanisms of success, the re-definition of 'sales team', and the future of sales enablement.

Companies with non-performing sales teams often describe symptoms such as suffering from shortages in revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusually high number of non-quota-carrying people hitting the bottom line hard. MEDDIC Academy noticed that all these symptoms are related to the same illness: inability to qualify. In this podcast, MEDDIC Academy Founder and Educator, Darius Lahoutifard will discuss how our partnership helps sales teams move past this challenge and help every seller execute like the best.

MindTickle is now bringing its data-driven Readiness and Enablement solution for customer-facing teams, in partnership with The Ken Blanchard Companies® and its extensive talent development and leadership training solutions and programs. This joint offering will help organizations develop results-oriented, proactive leaders who understand their teams' needs and have conversations that help increase engagement, improve performance, build loyalty, and drive sustainable exponential impact.

Gopkiran Rao, Chief Strategy and Marketing Officer at MindTickle, a comprehensive, data-driven solution for sales readiness and enablement joins us in this episode of The SalesStar podcast, Gopkiran, shares some interesting insights in this episode, especially those that can help teams tide over these rough times! As a start though… Key topics discussed: What it takes to make a sales/marketing campaign successful How should sales and marketing pivot during a pandemic? How will salestech adoption and use evolve during this remote work phase due to Covid-19 What it takes to boost revenue plans and generation for a successful outcome

A CRO's Response to Re-enabling Sellers and Partners for the COVID-19 Era by MindTickle

In this podcast, you'll hear from veteran readiness and sales training experts Gopkiran Rao, Chief Strategy and Marketing Officer at MindTickle and Dave Mattson, the CEO and President of Sandler Training speak about how our partnership and joint solution will instill a transformational virtual sales training and coaching culture of applied knowledge, skill development, and behavior change. These are key success factors as companies worldwide are requiring customer-facing and sales teams to make the shift to remote engagement with their customers and prospects. Through our partnership, customers will be able to apply what they've learned from Sandler's best-in-class sales training and using MindTickle's data-driven virtual training and coaching sales readiness platform, to instill a transformational virtual sales training and coaching program. Today more than ever, Sales teams are getting their training and coaching online to incrementally improve their performance and accelerate deal closure.

In this episode, Oscar Collingwood-Smith from MindTickle shares some creative strategies that can help Sales professional prospect better and provide more value to existing customers.

Although most organizations achieve their sales revenue targets, why does individual sales performance continue to struggle, with almost half of sellers still not meeting quota goals and less than half of deals forecasted actually closing. Consistency and predictability remain a challenge. Modern sales readiness offers a potential answer, this according to my interview with Gop, helping your team evolve from traditional boot camps and in-person traditional training to leveraging a platform for continuous, ongoing learning of "on message" and "on task" capabilities needed for every individual seller to succeed. In this session, we discuss the current sales performance challenges, ways sales readiness can help bridge the gap, and how MindTickle leverages their Readiness Value Assessment Tool to better communicate and quantify the value of readiness to frugal prospects. https://www.linkedin.com/in/gopkiranrao/ #salesenablement #salesreadiness #salesperformance #training #sales #salesleadership #readinessplatform #aalestech #salestechnology #ROI #businessvalue #assessment #microlearning #AI #evolvedselling #valueselling #valuemarketing

Creating a learning environment that drives better sales and customer success outcomes - Interview with Pat Lynch, VP of Enablement Excellence and Innovation at MindTickle, one of the industry's most comprehensive readiness and learning solutions for closing the knowledge and skill gaps found in customer-facing teams. Pat joins me today to talk about learning versus training, the frustrations of Chief Learning Officers, what's missing from the modern corporate learning environment, what is needed to get the most out of the Millennial and Gen-Z workforce and what MindTickle are doing about it.

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space, and we are here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today we’re excited to welcome Joe Booth to the podcast. Joe, could you take a minute and just introduce yourself? Joe Booth: Yeah. My name is Joe Booth. I am currently the senior director of sales enablement and competitive intelligence for a company called SecureAuth and we’re in the cybersecurity space, specifically around identity access management. SS: Excellent. So, I want to talk a little bit about key competencies for sales reps. How can sales enablement professionals ensure that their reps are meeting these key competencies before they’re released out into the field? JB: Well, first you have to understand what the key competencies are, and that comes down to the priorities within an organization and the experience that the people who have been successful of achieving those priorities. You can’t just assume that the one size fits all for all sales reps, and that if you have an initiative that you want everybody to go execute that, people are just going to inherently know how to do that. You’ve got to take a look at what has been successful in the past and then build these programs around that. Once you have the key initiatives identified, then you start figuring out the best training modalities in order to get those out the door for those individuals. Now, there are different ways that you can present information and get feedback back. There are a lot of tools out there that are in the ecosystem today, things like MindTickle and SalesHood, where you are able to go in and have your sales reps be able to role play with the computer and actually record themselves giving presentations, and you can provide feedback through those kinds of platforms. You can do role-playing with their managers. I mean at the end of the day; this is all about practice. You have to be able to give someone a safe environment to learn new skills. That way, when they go out into an unsafe environment, the skills are not new anymore. You are taking this type of training mentality where you’re saying we have kind of this circle of trust where you’re going to get to fail as many times as you need, and we’re going to keep giving you feedback and getting you set up for success and eventually, baby bird, we’re kicking you out of the nest. But before we do that, we want to be able to set up things like certifications, mandatory training, role-plays with their manager, things like this. SS: Alright. Let’s flip that around. What are some of the key competencies for sales enablement professionals, in your opinion? JB: You know, I’m a bit skewed. I come from a sales background so the things I feel are most important are what’s going to drive a sales rep to success. There might be a lot of people rolling their eyes saying, “yeah, no duh.” But really, I’ve sat through a lot of sales enablement and training programs myself as a sales rep and I’ve just been scratching my head, wondering when I am ever going to use this in the real world. For example, you might think that it’s important to have your executives come in and talk to the new hires for several hours, and your CFO might really want to do that because they like rolling up their sleeves and meeting the new guys, but really what do sales reps care about the finance department doing? All they care about is when am I going to get my expenses reimbursed, and when am I going to get my commissions on time? Those are the only two things that a sales rep really cares about when it comes to finance. So, you’ve got to be able to, as a sales enablement professional, set your ego aside and say what do sales reps really, absolutely need? And then what’s the easiest delivery mechanism for them? Because typically people don’t want to have to do this extracurricular training. They might not see the value in it, so you kind of have to make this really easy for them to digest, and it’s got to be relevant to their day-to-day job. Otherwise, people just aren’t going to do it. The sales enablement professionals that I’ve met that are really good at this are the ones that spend most of their time talking to sales reps and seeing what the best reps are doing and then trying to just duplicate that and scale it across the board. Then, you’ve got to use tools and put processes in place that are going to make it as easy as possible for your reps to do the job and then hold people accountable, not at the individual level, but at the manager level, because you are not a sales rep’s boss. You’re also not a babysitter, so it’s not your job to chase people down and say, hey, do the training, finish the training. These are adults. Either they’re going to do it or they’re not. But they do have a manager that they technically report to, so if you’re a sales enablement professional and you want to get the best out of people, make sure that you’re leveraging the leadership of that individual’s boss. And you’re going to be helping out that boss out as well, whether they’re regional vice president or whatever it might be. If you’re helping them hold their people accountable by showing them a weekly dashboard that shows the type of training people have completed or have not completed, they’re going to have more visibility in the preparedness of their team, they’re going to be able to act as a leader, they’re going to be able to practice their coaching skills, and they’re going to be able to be a little bit more of a defined figurehead within the organization when they do hold those people accountable. The best sales enablement experts are really the ones that identify influential people within an organization, they leverage the resources that they have at their disposal, and they set their ego aside to figure out what’s the easiest thing that a sales rep can do, and what’s the most information that I can put in it with it taking up as little of their time as possible? And it’s really a balancing act, for sure. SS: Definitely. I have to ask a question now that you brought frontline managers into the conversation. From your perspective, should enablement be focusing more on preparing those frontline sales managers or the actual sales reps? JB: It is both. So, in my experience, the frontline manager can be absolutely worthless, or they can be so significant that they’re the type of person that will change a person’s career trajectory. Now I was really fortunate. I had a boss named Aaron Schilke when I was an early sales rep. He took a chance on me, took me under his wing, he gave me some best practices to follow as a sales rep, and whenever I needed help, he was there for me and he was always willing to give me really good feedback. But a lot of sales reps do not have a manager like that. Their typical interactions with their manager are doing a weekly forecast, talking about a deal, why it might be slipping or why it might not be slipping, and then the manager gives some very obvious recommendations that anybody that’s been doing sales for a little while can give, and they just really act as a point of escalation. So, a good sales rep that has a good mentor is going to be way more productive than somebody that does not, so you have to be able to empower the sales rep themselves with the frontline manager as a supporting role. And in order to do that, you have to give that manager visibility into what your objectives are from a sales enablement perspective, why you’re rolling out the training that you’re rolling out, and then giving visibility into the individuals on their team that either are or are not hitting these objectives when it comes to the training. They will appreciate it because in my experience, the managers that are out there, they want their teams to be successful. The reason they went into management is that they want to have leadership roles. They’re not 100% coin-operated because an individual sales rep can make a lot more money than their manager. I know managers that have made half as much money as their top sales reps, but they are excellent leaders, they’re extremely happy when the people on their team are successful, and they really rely on sales enablement to help provide them with the information so they can give their teams feedback and figure out where the gaps are, so they can show that they can actually mentor and provide the resources that a good sales rep or even a struggling sales rep just desperately needs. SS: Excellent. Do you have some advice on effective ways to deliver sales manager learning and development training? JB: You know, I think when it comes to sales managers, they are often as busy, if not more busy, than sales reps because they have a lot of deals to keep track of. So, I find that less is more when it comes to the sales managers, and it’s more about constant communication than it is about taking a day or two days to sit in a classroom. Most of the people that are out there in sales management roles have been doing sales long enough that they are able to see how the tea leaves lie, but what they’re not really good at is staying up on the day-to-day things when it comes to helping their reps. Let me give you an example of that. We have a lot of sales leaders within our organization that have been in the cybersecurity space for decades, and they’re really good at talking to customers and they’re great at helping the reps understand what the products do, but they’re not necessarily great at being able to roll with the ever-changing process of a new leadership team, a new product roll-out, new sales messaging and all of this. In order to help the sales managers drink from that firehose, we really try and break it down in bite-size chunks. On a weekly call with our CRO where we have our weekly revenue forecast call and all the sales managers are on it, we do take time every week to talk about sales enablement, what the initiatives are for this week, what the priorities are, why they are our priorities; and then we pull up the dashboards at a manager level so they can see how their teams are trending compared to one another, and where some of their individual contributors might be lying in the weeds a bit. Just giving them bite-size chunks and helping them have the visibility I think is going to be more effective than trying to put together big training programs that, frankly, a small organization might not be able to have the bandwidth to support. SS: That’s excellent. I want to ask one closing question on this and then I want us to kind of pivot to a different area of focus. From your perspective, and you mentioned earlier that sales enablement is not just training, I would love to hear from you, what is sales enablement responsible for? JB: Sales enablement is responsible for making it easy for sales reps to get deals closed. That’s the bottom line. Now part of that is going to be training them on the message and what the product does, but another part of that is figuring out what the bottlenecks are internally that you can break. That way a sales rep doesn’t have all the internal friction that makes it hard for them to get business done. We’ve got to figure out how to make the CRM easier to use, how to make our internal processes of getting resources in place more streamlined so it doesn’t take days – which time is money in sales. You have to be able to react very quickly if you want to beat your competition. You have to be able to train sales reps on the message and the process and the systems, all of the things, but you also have to be able to go internally and look from a really strong business perspective and say, what are the operational efficiencies that we can figure out now that are going to make it easier for our sales reps to get their jobs done? And ultimately that’s going to help with things like deal velocity, deal size and also just overall morale when it comes to your sales team because you’re not sitting around waiting or scratching your head on why everything takes so long. SS: Absolutely. Alright, as I said, I want to pivot a little bit because one of the things that we heard from a lot of our members was that they want to understand initiatives. And I know we talked about one with you, but I would love to understand from you may be one of your most impactful sales enablement initiatives to date and why that was and how you went about it. JB: You know, the last company that I worked at, we were up against one of the largest software companies in the world. They were our primary competitor. When we had to go up against them, it was very difficult for us to get over the objection of, “Oh well, we’re already a Salesforce shop so they’re going to throw in this license for free, there’s really no reason for us to want to go buy something like you.” So, what we had to do is figure out on the few deals that we actually did win against this competitor, what did we do? What did the sales rep do on an individual level and then also from a feature function product comparison level, what were the gaps that we were filling for those customers? In order for us to identify that, we had to put all of these catches in place, so whenever a sales rep would either win or lose a deal, we would put these fields in the CRM so they could list certain things that were contributing win or loss reasons, and then those free field notes. So that allowed us to cast a wide net and then we would drill down with individuals to gather more information. Now we started off with just a handful of deals and our win rate was low and over the course of just a few quarters, we tripled our win rate. We got it up over 84% when it came to this particular competitor and the reason that we did that is we just kept refining the process. We kept looking at why we win and lose and then for the deals we knew we could not lose or that were just not able for us to win, we helped reps with confidence to disqualify those deals. That way they weren’t wasting time on deals that they just couldn’t win anymore, and then for the deals that looked perfect for us, we helped identify those for the sales reps so they would have specific qualification questions and then very specific discovery questions that they would ask the prospect. When we knew that we had this perfect profile of a customer, we would see our deal size go up, our sales velocity increase, and just much happier sales reps making a lot more money. But in order to do that, you have to really pull data out of the CRM, coach people on how to plug data in accurately, and then continue to talk to reps on a one-to-one level in analyzing the deals why you’re winning and why you’re losing. And when you do that over time and it could take months or it could take quarters depending on how fast your sales cycles are, you’re going to see a lot of success. But it is tedious, it’s time-consuming, and it takes a lot of attention to detail. But it will produce results and it will definitely propel you within the organization, and your sales reps will start trusting you more and then they’re more likely to do the training when you need them to do them. SS: Excellent. You touched on success and results. I would love to, as a closing question, just better understand from you what are those core measurements and performance measurements that sales enablement should be displaying back into their organization to prove the business impact that sales enablement is having? JB: You know, that’s a really hard one because every organization is a little bit different. But the two that I am most focused on are our win rate and also our sales productivity, and we calculate win rate based on the number of deals that we are winning versus the number of qualified deals that we lose. When I say a qualified deal, we really want to take a look to see how far a deal advanced through our sales stages before we either lost it or before we decided that we just didn’t want to participate anymore. We look at win-loss and then we look at sales productivity, and sales productivity, the way that we define it, is just the aggregate of the entire sales organization as we hit our quota attainment. So, if we have a revenue goal of $50 million and we hit $20 million, then you can see that our sales productivity is less than half. Those two are the big ones that we look at: sales productivity and win rate. And then you can slice and dice that pie in a million different ways when it comes to things like deal velocity, increased order size, cross-sell up-sell, all sorts of different ways. SS: Excellent. Thank you so much, Joe. I really appreciate your time today. This has been an amazing chat with you, so thank you so much. JB: Yeah. You bet. SS: Thanks for listening. For more insights, tips and expertise from sales enablement leaders, visit salesenablement.pro. If there is something you would like to share or a topic you want to know more about, let us know. We would love to hear from you.

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. Today, we’re joined by James Bridgeman, the head of sales enablement and operations for Siemens’ building technologies division. James has experience working with massive sales teams and markets across the globe, and we’re thrilled to have him on the podcast. James, as you know, we’re seeing more necessity for sales enablement, so I would love to hear from you, your perspective on if you see this momentum continuing, and where you see the evolution of sales enablement going. James Bridgeman: Definitely. Yeah, I absolutely see the continued importance and momentum behind sales enablement. Looking back, I think a lot of it was technology, systems, platform-based, technology stack-based. But what I’m seeing now is a combination of technology, but really technology-enabled programs. I think I talked about it at the Sales Enablement Soiree. One of the areas we’ve seen really good early returns is we have a Ready-to-Sell program, which our data shows – you can almost pin your hat on it – it would take about three years for a sales rep to get up to speed as far as full proficiency. So, one of the things we thought was that anything we can do to get them proficient and up to where we thought they should be at in terms of a sales standard the better. We implemented the Ready-to-Sell program probably about a year and a half ago, and really it’s, over the course of a year, a series of milestones that a sales rep needs to hit. So, it does a couple of things. It gives them on-the-job training, classroom training, experiential training, a whole host of different ways to learn across key areas within sales. Then, we have somebody on the team who tracks their performance, holds them accountable, because if you just launch them like that, salespeople aren’t really going to follow through on it. And we actually saw some really good returns, we saw a 26% increase. So, we did some analysis where we compared year one Ready-to-Sell reps compared to year one reps before we started the program. We actually saw a 26% increase in order intake, which is huge. And then we saw actually a 53% reduction in turnover. Now, you can’t attribute both those great results to purely the Ready-to-Sell program, but that’s a good thing. We have a Ready-to-Sell program manager and then we have somebody who administers it on a day-to-day basis, really just making sure that sales reps are hitting their milestones. And then we recently moved the program to what we call the Siemens or the Sales Excellence Academy. It’s MindTickle, you might have heard of MindTickle, it’s like a learning reinforcement platform. We’re actually tracking the performance of that program through MindTickle. And then just last month we said, “you know what, we need to continue the success” and we came out with a program called Ready-to-Lead. At the companies I’ve been with, usually, people that are in either branch general managers or sales managers, they’ve typically been salespeople that have been successful, but that doesn’t mean you’re a good leader, right? And you don’t just want to throw them to the wolves. So, we took a similar approach. It’s over the course of six months instead of 12 months, and we came up with five areas like strategy, leadership, financials, there are some other ones, where we wanted them to have a core competency. We have MindTickle monitoring or administering the program but then we also have a team of national sales managers who go out and verify competency. And we’ve taken a tough stance, we’ve had sales managers say, “Hey, I’ve been around forever, can I opt out of the program?” and my response there is, “Look, it doesn’t matter how long you’ve been doing this, we all need to sharpen the saw and we all can get better.” So, we’ve taken a very strict approach where every sales manager or every branch general manager with direct reports needs to go through the program. We’ll see how the returns are there but we’re excited about it. SS: That’s awesome, that sounds exciting. I know that you have a hand in both sales enablement and sales operations. I’d love to understand how the teams are organized and structured, and how that works out because that’s sometimes the case. Sometimes sales operations and sales enablement are very closely related and in other organizations, they’re not. Sometimes sales enablement reports directly into a sales leader or a marketing leader, so I’m very curious to understand what it’s like having it kind of in the operations house over there. JB: Yeah, and you know even sales operations can mean different things, like sometimes it’s heavily focused on commissions and all that. I joined Siemens about two years ago and I joined really as a team of one, which was sales operations, to run sales operations. The way I approached it was really taking a lean approach to the end-to-end sales process. So I came in, gathered different people from throughout the field, and started to process map. We did rapid improvement events and really process mapped the end-to-end sales process and then tried to identify via lean techniques some of the paint points and going after those. And then after about a year, I also took on the sales piece, which again historically has been mostly the tool side, so CRM, our estimating system, our proposal generator, other programs that are specific to our industry. We have something called Spec Writer, I mentioned LinkedIn Sales Navigator and now moving into some of the programs like Ready-to-Sell and Ready-to-Lead. I think the two actually go hand-in-hand really well because I think you need to start from a lean approach of stripping out all the stuff that’s non-value added, making sure things are customer-centric. I mean, my mantra for the team is if it doesn’t either help the sales rep be successful or make the customer happy, we really shouldn’t be doing it. You know, we’re a 170-year-old German engineering company, so we have a lot of internal processes. Believe me, we’ve got a lot of work to do, it’s not like I came in and changed the whole dynamic. It’s an uphill battle because you know people, we do a lot of stuff to make ourselves happy but it doesn’t necessarily translate to making the sales reps be more successful and making the customers happy. SS: Yeah, absolutely. So I’m going to gravitate back to the topic of obviously revenue, top-line revenue, being the most impactful thing that you guys can do to prove a return. At the Soiree, you were talking a lot about how revenue is enablement’s responsibility and we’ve talked about some of the programs that you built to expedite ramping reps to obviously have that impact on revenue. I’d love to understand how you guys have kind of gone about measuring it. You alluded to the manual work with Sales Navigator but I would love to understand what are those kind of top-line metrics that you are presenting to your executive team in proving that enablement has return? JB: Yeah, I mean, we focus primarily on order intake, which is sales per sales rep. We also focus on gross margins of making sure, not only are they selling the top line, they’re selling well. I mentioned turnover. I think we’re getting there, we’re doing some good stuff but I’d say still with some of the legacy systems – I think of our CPQ, our proposal generator – it’s still a lot of adoption. And it’s like okay, so what does adoption mean? You can measure it and say people need to adopt and use it. So, I think we still rely on a lot of success stories and people sharing best practices and saying how by using – it was Octave, now it’s Conga – the proposal generator, I’m able to see when a customer opens the proposal, what they’re focusing in on, I can follow up in a timely fashion. But it can still be an uphill battle as far as getting reps who have been doing it a certain way for years and years to get with that. I would say we try to show how using a tool can translate into operating income or gross margin dollars, but I’m a big believer in sales reps are competitive. Sometimes you just have to stack rank them and you know they don’t want to be on the bottom. If you show them there are branches or areas or sales reps that are adopting these tools and they’re being very successful, they tend to perk up. SS: Oh yeah, absolutely. That always works with higher-ups as well. JB: Yeah, exactly. SS: Alright, I have a quick question just sort of on the sales tech stack. I am curious, how often do you guys go about evaluating your tech stack, deciding what do you deprecate? Where are maybe some solutions to overlapping? Is that something that you guys audit on a regular basis? JB: I’d say no, we don’t do it enough. I think we should do it every year, right? You’re not going to change your technologies every year but I think it’s smart to be thinking about what’s the next step, what’s the road map. We have an IT road map, I’d say it’s very IT driven. What I want is for the business to take more ownership of it. The nice thing is that we’ve got some folks with the expertise who are great at doing that, but I think it’s making sure you carve out the time to make that part of their goals and objectives. Part of their performance review is, “hey, I want you not only to manage the tool you have, manage the enhancement request, make the tough decisions, keep it under budget, but then as part of your goals and objectives, also be laying out what a road map is.” And making it a team event. That’s why we’re trying to get more involved in Dreamforce and being more aware of what’s out there because it’s overwhelming. There’s so much going on. But I think that we’re trying to do more of it. I’m trying to drive that mentality with the team. I still think we have a way to go. For example, our estimating tool is legacy, it’s our own homegrown tool. It’s tough because people get very attached and they feel like it’s their baby. Once you start talking about how we shouldn’t really be in the IT or technology stack business, you know people get a little worked up. And sometimes you have people that are true architects or developers versus program or product managers. It’s a different skill set, it’s a different mentality. But I try to create an environment where people aren’t freaking out about it. and it’s just good business to be constantly looking at what’s available. I mean, I’d say we don’t put as much priority on it as we should. We’re trying to change that and just cutting through the clutter. I mean, there’s so much out there, as you know. SS: Yeah. Yes, there is. It’s crazy. And the space just seems to grow and grow. Every year there are new companies coming out that I’ve never heard of, so it’s been interesting. JB: I mean, sales enablement to me, I don’t even know when it really started. Prior to Siemens, I hadn’t even really heard of it. I think it’s a huge value add. It still seems relatively young, and there are a lot of smart people starting really smart, innovative businesses to address a need that companies obviously have. So, yeah, it’s an exciting space to be in. SS: Absolutely, absolutely. And you mentioned that Siemens is big on making sure that the business impact is front and center to everything that you guys do and the things that you choose to take on as initiatives. I would be curious to hear just in your own words how sales enablement provides a business impact to an organization like Siemens. Like if someone was in a similar size organization and maybe they wanted to make the case for sales enablement, how would you advise that they go about explaining what it is that sales enablement can do for the organization? JB: I mean, to me it’s all – at a very high level – about providing salespeople with the tools, the technology, the process, and the programs to help them be more successful. It’s about being innovative, where some sales reps may have ideas on how to be innovative but most of the time they’re taking care of the customers. It’s about giving them innovation on a periodic basis to help them be more successful, and that’s why I think it’s so important and that’s why I think it’s a balance. There are the tools you’ve got to have; you’ve got to have a commission structure, you’ve got to have a CRM system, in our situation you’ve got to have estimating and proposal generation. So there are those things that are must-haves that you need to continue to nurture and innovate and show people the value of them. But then there’s also the side where you can be really innovative yourself and say what are those things? We try to look at it in terms of, I mean we didn’t invent it, it’s just stuff that’s been out there for a while. But looking at the customer journey, we map the sales journey to that and we try to really look at our offering, our sales enablement offering and say which of our offerings is doing well, which do we need to swap out or innovate, where are some of the gaps in the process that we need to address? Like I said, one of the areas we came up with was the getting reps up to speed. Another one I would like to do more of is previously in my career, I worked for a company that was a really big adopter of Gallup. What are the profiles of people that are going to be successful in that selling situation? I think we can probably do a better job of identifying the right kinds of talent to be successful. I think a lot of companies you rely on, if they were at a similar company to what we are then they’ll do well. I think you hire more for the person and the core skills and take some chances. Maybe they were in a different industry or not even in sales or whatever but you can have tools that would help you identify personal characteristics that would be successful. I think that’s a big area for us in the future. 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.

Patrick Lynch, VP of Enablement Excellence and Innovation at MindTickle! and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

The tech startup story behind MindTickle raising $27 million in Series B funding to accelerate product innovation. When someone hears the word “sales,” it certainly doesn’t inspire the thought of “fun”. Krishna Depura, co-founder, and CEO of MindTickle, aimed to address this when he launched the company in 2012: to have fun at work while learning and solving real-world problems. He and his co-founders wanted to create something that provided the flexibility for creativity, continuous challenges for growth and solved hard problems. MindTickle focused on this avenue after they realized they were able to make the greatest impact in sales and enterprises. When a salesperson joins a team, they need to gain new skills and product, industry and competitor knowledge. In fact, over the last 15 years, 52% of Fortune 500 companies have disappeared; the ones who survive recognize the importance of shifting the conversation from product to relationships – essentially, reinventing their sales behavior. Today, MindTickle offers the industry's most comprehensive sales readiness solution for closing the knowledge and skill gaps found in customer-facing teams. They make learning fun through on-demand online training, bite-sized mobile content, gamification, coaching and role-play with a data-driven approach, reaching enterprise customers such as Forescout, HPE, and AppDynamics, resulting in a 75% reduction in representatives’ time-to-productivity. I speak with Krishna regarding his inspiration for MindTickle and how it’s evolved with time to make sales fun and interactive for sales teams using technology and data-driven decisions.

Patrick Lynch, VP of Enablement Excellence and Innovation at MindTickle!, and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

Pat Lynch, VP of MindTickle discusses how sales enablement can turn around some disturbing trends in sales performance and productivity.

Ever wonder why sales training takes a few days for some reps, and some just never get it? Or why it's so hard for it to stick? Simple: the world is a-changin'. Daniel Kuperman reveals his strategy for cutting sales onboarding times by 50% or more.

Mohit Garg is the co-founder and Chief Revenue Officer at MindTickle--a company that trains, coaches and aligns sales teams to be more effective. On today’s show, Mohit shared with us some “Secrets to Scaling Sales” and provided answers to a few startups that called in. Mohit points out how the nature of the sales process today has changed significantly from a “notion of asymmetry” to be “much more value-centric.” This relates to how today, the market is much more democratic and the process is much more scientific. Mohit notices how it is about establishing the value equation and asking “how will this benefit my business?” Alan Cannistraro is the co-founder and CEO of RHEO, an all new video viewing experience that launched one week ago. This alternative to large competitors such as Vimeo and Youtube is the “perfect product” with “perfect timing.” Cannistraro points out how recently there has been a paradox of choice in which viewers do not know where to go or what to look for because there is “too much noise.” RHEO is a company designed to alleviate stress and anxiety with organized and consistently high quality videos. The product is organized by seven moods such as ‘chill, laugh and learn.’ The goal is to make the decision process significantly easier when you don’t actually know what you want The Narrative Summit is the third event produced by the Digital Narrative Alliance (DNA) to explore the use of storytelling as a business and social tool. "Stories That Change" is the focus of the third conference, which will take place June 20th at UCSF's Mission Bay Conference Center. Mitch Ratcliffe is managing director of DNA and our third guest today. What's this Narrative Summit all about? How to use stories to align mission and goals; Techniques to engage your audience towards a future state; To use stories to engage internally and externally; How to handle stories that can conflict with mission and goals; To use stories and narratives to develop co-designed products, services, and futures, based on proven film and marketing strategies represented by our speakers.

What is the Sales Excellence Podcast? It's our new podcast. We have Mohit Garg, The CRO and Co-founder of MindTickle talking more about why we are doing this podcast, who this is for and what's in the podcast for the listeners. Check it out now.

Mohit Garg is the co-founder and Chief Customer Officer of MindTickle, a new sales readiness platform.

MindTickle enables businesses, trainers and individuals to transform their existing online content (presentation slides, videos, and documents) into an interactive learning experience. MindTickle engages the learner and makes learning efficient, effective and delightful through a unique combination of gamification elements and social tools. Mohit Garg is the Co-Founder of MindTickle. Prior to co-founding MindTickle in […] For additional content and links, visit http://www.engagingleader.com/podcast/gamechanger