Podcasts about smb sales

In this episode, Jake engages in a conversation with Mike Kavanagh, the RVP of SMB Sales at Zendesk, recognized for his deep expertise in technology sales and GTM strategies. They discuss the evolving challenges of outbound sales, highlighting common pitfalls such as overly product-centric messaging rather than customer-centric solutions. Together, they explore the necessity of strategic planning adaptations, the impact of AI tools like CustomGPTs, and the crucial role of data-driven optimization in boosting outbound effectiveness in today's competitive B2B sales landscape.______________________________________________Follow Mike Kavanagh:Connect with Mike Kavanagh on Linkedin:https://www.linkedin.com/in/mikejkavanagh/______________________________________________If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

SaaStr 737: How to Build Go-to-Market Efficiency in SMB Sales with Owner.com CRO Kyle Norton How do you build GTM efficiency in SMB sales? The CRO at Owner.com, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion. While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too. The three topics we'll cover in today's podcast are:  The importance of staying focused and how to say no. Ways to scale that don't include rampant inefficiency and burn. How to build operational excellence into your organization at different stages of the growth curve. Full playbook, video and recap of this session here on saastr.com.  -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on final Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave20 SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 -------------------------------------------------------------------------------------------- This episode is sponsored by Pendo, the all-in-one product experience platform. Pendo helps your users do the things you really want them to do. You can try Pendo for free at Pendo.io/saastr and check out Mind The Product, the community for product people like… us. This episode is sponsored by: Remote.com Are international payroll regulations giving you a headache? Remote.com is your solution. With our best-in-class interface and expertise, we consolidate payroll for your employees, whether in one country or a hundred. Trust us with swift, secure payments for your team while you focus on scaling markets and driving business growth. This episode is sponsored by: Northwest Registered Agent Get more when Northwest Registered Agent starts your business. They'll form your company fast and stand up your entire business identity in minutes. That means business free domain, business email, website, hosting, address, mail scanning, business phone app, all within minutes. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

Summary: In this episode of the Revenue Circus Podcast, Dominic engages in a conversation with Natalia Granada from Microsoft. They delve into Natalia's professional background and her responsibilities in Enterprise Sales. The discussion touches upon the distinctions between Enterprise Sales and SMB Sales, featuring humorous anecdotes from the working world. Natalia provides insights into her future plans for the podcast and discusses the challenges in Enterprise Sales. They explore the collaboration between Sales and Pre-Sales and the future landscape of the Sales industry. The episode concludes with a conversation about the integration of artificial intelligence in Sales and Natalia's personal desire to spend a day with an artist. Takeaways: 1. Enterprise Sales requires a distinct approach compared to SMB Sales. 2. Collaboration between Sales and Pre-Sales is crucial for success in Enterprise Sales. 3. The Sales industry will evolve in the future, particularly with the integration of artificial intelligence. 4. The Revenue Circus Podcast offers valuable insights and tips for Sales professionals. Chapters: - **00:00** Introduction and Presentation - **01:05** Professional Background and Responsibilities at Microsoft - **03:14** Differences between Enterprise Sales and SMB Sales - **05:16** Career Path and Onboarding at Microsoft - **07:26** Humorous Stories from the Working World - **09:25** Future Plans and Guests of the Podcast - **11:48** Challenges in Enterprise Sales - **15:08** Collaboration between Sales and Pre-Sales - **16:28** Future of the Sales Industry - **18:43** Integration of Artificial Intelligence in Sales - **21:15** Personal Question: Artist Natalia would like to spend a day with - **24:57** Conclusion and Invitation to the Podcast Apply now as a guest for the podcast: ⁠⁠⁠⁠⁠https://forms.gle/C6FsHp2CKS37NkdL9⁠⁠⁠⁠⁠ -- The podcast is presented by ARRtist Circus - the Tomorrowland for Sales & Customer Success Teams in Europe. Don't miss the event of the year - On April 19, 2024, in Berlin. Find all information and tickets at ⁠⁠⁠⁠⁠www.ARRtist-circus.com

In the second of two bonus episodes, listen to more golden nuggets of entrepreneurial wisdom from the stars of this year's London Business Show. Your host, Bulent Osman, engages in-the-moment with keynote speakers, exhibitors and the show's organisers, who offer their insights and advice to all entrepreneurs and business owners. In this episode, Bulent speaks with: Daniela Tabor - Head of SMB Sales, Spotify  Holly Sawyer - Marketing Manager, The Business Show Sukhi Wahiwala - Chairman, Inspired College of Education Anna Wood - Deputy Editor, Startups Magazine Craig Kelly - Founder & MD, Iconic Media Solutions Brian Horsburgh - SMB Country Manager, Dell Technologies Corresta Galaviz (Bus Ops Mgr) & Eric Kleinsorge (CEO), GSLI Kelly Bagla - Founder, Bagla Law Firm Simon Squibb - Founder & CEO, HelpBnk   Follow this show on your podcast app and join us on The Startup Sensations Podcast LinkedIn page. Watch video highlights on YouTube. We love hearing your feedback, so email us at hello@startupsensations.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Joining us today is a true trailblazer in the sales arena, Evan Wolf, Reddit's Head of Mid Market and SMB Sales for North America. With a proven track record of building powerhouse teams that drive remarkable business expansion, Evan brings a wealth of knowledge in sales strategy and technology. Not only is he a creative problem solver, but he's also a passionate storyteller who revels in the art and science of sales.In this episode, we sit down with Evan to explore the fascinating evolution of Reddit's advertiser landscape. Discover how Reddit's advertiser composition has transformed in recent years and the driving factors behind this shift. We'll also uncover the tailored offerings Reddit has in store for SME clients, along with the platform's strategic investments to enhance usability and efficiency for both new and existing clients within this dynamic segment.

SMBs are the heart of Asia's economy. They make up more than 96% of all Asian businesses, providing two out of three private-sector jobs in the region. Winning in Asia means cracking the code of how to sell to SMBs. But SMB is a tough segment to crack -- dispersed audience, lower budgets and ACV, and the demand for immediate gratification often make the growth equation tricky. In this episode, we speak to Sanjiv Razdan, the Global Head of SME Business & B2B Commercial Payments at Instarem (Nium). With over hundreds of SME clients across various industries ranging from manufacturing, trading, logistics, fuel, payroll services, consulting services and more, Nium has a longstanding track record of successfully serving SMBs. Together with Sanjiv, we explore the SMB opportunity in Asia, key differences between selling to SMBs versus enterprises, and how to win the SMB market in this region. Mentions: https://www.adb.org/publications/role-smes-asia-and-their-difficulties-accessing-finance https://blog.hubspot.com/sales/smb-sales Connect with Sanjiv Razdan at https://www.linkedin.com/in/sanjiv-razdan-44b2b012/ Connect with the hosts at Romka Walkowiak: https://www.linkedin.com/in/romka-walkowiak and Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/ Thank you for tuning into Asia Growth Forecast! Don't forget to hit subscribe and follow us on Apple Podcasts or Spotify (so you never miss an episode)! If you love this show, please leave us a 5-Star Review https://ratethispodcast.com/asiagrowthforecast and share your favorite episodes with friends.

Do you feel that SMB sales don't hold the same weight as enterprise sales? Think again! In this show, we aim to redefine your perspective on SMB sales and demonstrate how they can be as rewarding, if not more, than their Enterprise counterparts.This is not just about challenging common misconceptions; it's about imparting you with real, practical tactics employed by top SMB reps to close deals faster and more frequently. If you're a sales rep looking to boost your performance and results, this show is the answer! You'll Learn:Unmask the hidden potential in SMB salesApply strategies top SMB reps use to manage their pipeline effectivelyImplement proven methods to speed up your sales cycle and increase your close rateThe Speakers: Jed Mahrle, Miranda Morrison and Troy BarterIf you want to catch The Daily Sales Show live, join here:https://hubs.la/Q01yLCGf0Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Explore our YouTube Channel:https://hubs.la/Q01N39ks0

Turn your sales approach on its head with the Bigly CRM app! More details at https://biglysales.com/ Bigly Sales, Inc. 11197 Blackhawk Blvd. , Davie, FL 33328, United States Website https://biglysales.com/ Phone +1-561-254-4007 Email tom@biglysales.com

The Modern Selling Podcast Episode #234:Evolution of Selling: Generative AI's Impact on SMB Sales with Ketan Karkhanis In recent years, the world has witnessed a tremendous shift towards an all-digital way of doing things, especially after the Pandemic. From remote work to virtual meetings, the digital age has changed the way we do business. In this new era, web pages have become the main selling point for any company. With the rise of Artificial Intelligence (AI), web pages can now be personalized to cater to the specific needs of individual buyers. This personalized approach to selling has proven to be highly effective, and it is revolutionizing the way companies approach sales.

On this episode of the RepVue podcast, Darin and Jordan from RepVue talk with KnowBe4's VP of SMB Sales Ted Baturin. Learn more about how he got his start at KnowBe4, what traits he looks for in ideal candidates, what to expect during the ramping process, and more.

Andrew Sage joins us for the eleventh episode of the Cisco Leadership Podcast. Andrew is a Global Vice President by day -- musician by night. He brings a fresh perspective on leadership through the lens of a musician. He emphasizes the true power of understanding a team, the impact of enrolling each individual towards a collective goal and the concept of "bloom where you're planted."

Blumira is targeting an underserved part of the market; SMBs. Brian, the VP of Sales at Blumira, joins us to discuss how he is successfully running the sales team and growing revenue.  His background is in Enterprise selling and he highlights what is similar and also what is different with selling to SMBs. In this episode, you'll learn:The average length of a sales cycle working with SMBs and what we can learn from that on the enterprise side Advantages of having a rigorous POC process while also being flexible when neededImportance of having enough discipline to say no to some dealsBlumira: www.blumira.comBrian: On LinkedIn or bpenney@blumira.comYou might also like the following:162: Eric Appel, CRO @ Island: why stealth is sexy and the different way Island has built the sales team143: How to answer the “What does your company do?” question without being boring or using buzzwords109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture PartnersSupport the show

Ingram Micro's SMB Alliance empowers the growth of technology-focused solution providers, creates an invaluable community and offers unmatched resources.2022 was a great year for the SMB Alliance, with a highly effective hybrid events calendar that brought members together from all over the world. Devaughn Bittle and Patrick Cash speak with Darren Gottesmann, executive director of U.S. SMB Sales and Partner Communities, Kelly Sander, director of U.S. SMB Sales, and Kellie Wischerath, senior SMB field sales manager, for an entertaining look at the past year and what 2023 holds:The growth of peer groups, vendor sponsorship and member engagementDeveloping exciting fresh content for next yearEmbracing hybrid culture To join the discussion, follow us on Twitter @IngramTechSol #B2BTechTalkListen to this episode and more like it by subscribing to B2B Tech Talk on Spotify, Apple Podcasts or Stitcher. Or, tune in on our website.

IN THIS EPISODE, WE COVER: 01:59 - What is the best investment an early career sales person can make for themselves and why? 08:54 - How has Sofie's view on sales changed over her career and why? 13:22 - One mistake Sofie made early in her career and how it impacted her 21:42 - Who has had the greatest impact on Sofie's career? 26:51 - If you could go back in time what would you do differently? 30:02 - Closing thoughts and how to reach out to Sofie MORE ON SOFIESofie Peedu is currently Senior Director of SMB Sales at Box, overseeing an organization of Account Executives, Managers and Directors. She started her Box career in 2012 as an Account Executive, and through the years moved through a number of different roles and took on a number of challenges including being a founding member of the renewals team, relocating to Europe to build out the renewal motion overseas, and managing across varying segments from the Enterprise to Emerging. Along the way, she has been a President's Club winner 5 times and has helped grow the SMB segment 30%. Seeing the company grow in both revenue, from ~$200m to ~$900m, and employee count, from ~400 to ~2100, has given her a deep understanding of how a company and a sales organization evolves into a mature operation in the Tech space. Prior to Box, she has 5 years experience selling hardware and SaaS at Granicus, a San Francisco start up. Sofie is passionate about coaching and developing her team to become future sales all-stars and leaders, making customers wildly successful and creating a top performing, highly collaborative and engaging place to work. She received her education - a Masters of Political Science - from the University of Uppsala in Sweden, where she was born and raised. A 29 year resident of the Bay Area, she currently lives in San Francisco with her partner, Esteban, and in her free time enjoys going to see live music, being outdoors camping, hiking and skiing, and visiting her sister, niece and nephew in Southern California.MORE ON RAMPED: Check us out at www.rampedcareers.com Interested in becoming a Ramped Professional? Sign up here: https://www.rampedcareers.com/onboarding/signup Interested in becoming a Ramped Corporate Partner? Email us at sales@rampedcareers.com

Ryan Reisert, Brand Ambassador @Cognism speaks to Marc Wendling, Global VP SMB Sales @Snowflake all about change in sales. In this episode, Ryan and Marc discuss how people, processes and technology change when a company is scaling from series C to IPO, defining each stage of growth along the way, how to optimise the 5 key pillars of outbound and more.

The future of sales is here. Sales leaders must adapt to the changes it's bringing because they're only widening the gaps between enterprise and high-velocity SMB selling. Listen to the latest episode of Ask A Sales Leader to hear Phil interview Bill Kiriakis, chief revenue officer of Adjust, who shares insights on the differences between enterprise selling and high-velocity SMB selling.

The future of sales is here. Sales leaders must adapt to the changes it's bringing because they're only widening the gaps between enterprise and high-velocity SMB selling. Listen to the latest episode of Ask A Sales Leader to hear Phil interview Bill Kiriakis, chief revenue officer of Adjust, who shares insights on the differences between enterprise selling and high-velocity SMB selling.

In this episode we are taking a turn to explore the business of law from the legal technology side of things. Melissa Chambers (Vice President of Enterprise Solutions, LawPay/Affinipay) and Mike West (Vice President of SMB Sales, NetDocuments) unveil the real truth behind the uniqueness of law firms and the real pain points that they have. Now, imagine yourself with only 2 minutes to make your pitch to a firm. What is the first thing you lead with? You're going to have to listen to find out because Mike and Melissa said it best. 

Sam Shoolman is the Director of SMB Sales at HubSpot. He currently leads a team of 8 Sales Managers and 60 Account Executives. Sam is responsible for revenue growth in the North American SMB market. He is also responsible for Recruiting/hiring, onboarding, training, the rollout of new playbooks/initiatives, regular data analysis, cross-functional projects.Sam is a consultative and growth-driven sales leader focusing on emerging SaaS technologies that improve marketing, sales, and customer service. Sam had Hands-on experience in North America, EMEA & APAC markets.You can learn more and follow Sam Shoolman on the following links below.Twitter - ​​https://twitter.com/samshoolmanLinkedIn - https://www.linkedin.com/in/samshoolman/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.LinkedIn - https://www.linkedin.com/in/jordanbenjamin/Website - http://mycoreos.com/Podcast - https://www.mycoreos.com/podcastEmail - jbenjamin@hubspot.comTwitter - https://twitter.com/jbenj09

Matt Bullock, VP of Sales and Marketing at Prodatix turns the table on us this week and asks the questions he has been jousting with for some time. Question like:How does my growth strategy determine how to on-board my sales team?How can I drive my company to the next level?What should I be asking my sales team to do on a daily basis?The conversation is a lot of fun, and Matt keeps it interesting as he tries to consolidate the last few years into a growth strategy that will take his company into the future. Matt's scenario isn't unique and neither is his personality! Join us for a three-part off-the-cuff session of counseling and coaching mixed in with a great conversation.If you have insights, comments, or suggestions for us, please email us (Mike@thesellingpodcast.com, Scott@thesellingpodcast.com) and let us know! We would love to hear from you

Gary Swart is a General Partner with Polaris Partners, and until April 2014, he was the CEO of oDesk  (now UpWork, NASDAQ; UPWK). Gary is a thought leader in entrepreneurship, how best to hire and manage teams, and the future of work, including online work. He is passionate about helping small businesses thrive, fueled by his extensive experience working with startups and small businesses and mentoring entrepreneurs and business school students. Gary has spoken at the Inc. Leadership Conference, The Economist’s Ideas Economy panel, South by Southwest, TechCrunch 50, TiECon, GigaOM’s Net:Work Conference, and at Harvard Business School, which teaches a case study on oDesk. His commentary has appeared in various publications, including Forbes, TechCrunch, The Washington Post, and The Next Web. He has also appeared on TV and radio shows, including the BBC, National Public Radio, CNBC, and Bloomberg TV and Startups Uncensored. Previously, Gary led SMB Sales for the Americas at IBM’s Rational Software Product Group and also served as VP of Worldwide Sales and Operations at Intellibank. Gary holds a B.S. in Business Administration from the University of Maryland.

After surviving 2020, it’s time for SMB partners to grow and thrive in 2021. Fortunately, Ingram Micro offers numerous opportunities for SMBs to collaborate and learn from one another. In episode 160, Keri spoke with Darren Gottesmann, the Executive Director of SMB Sales at Ingram Micro. The two discussed: The investments Ingram Micro is making in training and resources for SMBs How SMBs can better engage with the President’s Club What 2021 is going to look like for the mid-sized market Where technology is going in the next year Learn more about the SMB Alliance here. Learn more about Ingram Micro’s six Channel Chiefs who were honored by CRN here. To join the discussion, follow us on Twitter @IngramTechSol #B2BTechTalk Listen to this episode and more like it by subscribing to B2B Tech Talk on Spotify, Apple Podcasts, or Stitcher. Or, tune in on our website.

We're taking a look at what it means to Be Helpful at Paychex with Tami Duncan, Vice President of SMB Sales, who shares with us how critical the partnership is between Sales and Service when trying to be helpful to our customers. Tami also shares some of her favorite reminders on being a more active listener, while also introducing us to...squirrels at a rave? All this and more on this fresh episode of Culture: Unfiltered!

Nick Fedotoff is the VP of SMB Sales at Salesforce. Nick recently celebrated his 10-year anniversary at the company, as he's climbed the ranks from BDR to AE all the way up to sales management. Nick was also the 3rd guest of this podcast almost 3 years ago. This is a great episode for anyone looking to sell more, climb into sales leadership or just geek out on personal development. In this conversation, we discuss: Nick's path from BDR to VP Sales at Salesforce What "Principles" by Ray Dalio has meant to him Tips for selling on a monthly quota The time Nick clinked beers with Marc Benioff (!!!) You can connect with Nick on LinkedIn. For more content, check me out on LinkedIn, Twitter, Instagram, and YouTube. All other content is also hosted on MillennialMomentum.net. If you enjoyed today's conversation, please subscribe, leave a review and tell a friend.

Nick Fedotoff is the VP of SMB Sales at Salesforce. Nick recently celebrated his 10-year anniversary at the company, as he's climbed the ranks from BDR to AE all the way up to sales management. Nick was also the 3rd guest of this podcast almost 3 years ago. This is a great episode for anyone looking to sell more, climb into sales leadership or just geek out on personal development. In this conversation, we discuss: Nick's path from BDR to VP Sales at Salesforce What "Principles" by Ray Dalio has meant to him Tips for selling on a monthly quota The time Nick clinked beers with Marc Benioff (!!!) You can connect with Nick on LinkedIn. For more content, check me out on LinkedIn, Twitter, Instagram, and YouTube. All other content is also hosted on MillennialMomentum.net. If you enjoyed today’s conversation, please subscribe, leave a review and tell a friend.

What is the future of work, collaboration, virtual teams, distributed workforces, and work from home? The Chief Operating Officer of Dropbox shares her views and offers practical advice for managing remote employees and building distributed teams. Thank you to Productiv for making CXOTalk possible. Visit https://www.productiv.comOlivia Nottebohm serves as the Chief Operating Officer at Dropbox, where she oversees sales, customer experience, business development, marketing and communications, and the people team. Read the full transcript: https://www.cxotalk.com/episode/future-work-2021Prior to joining Dropbox in 2020, Olivia spent six years with Google Cloud, where she was VP of SMB Sales and GTM Operations. In that role she led go-to-market efforts, driving revenue for a portfolio of business products that included G Suite. She helped build and scale Google Cloud’s business, overseeing a cross-functional operations team of sales, customer engineering, business development, operations, and professional services. Before that, Olivia was a partner at McKinsey, where she worked with companies to build and execute against successful go-to-market strategies at scale. This conversation includes: -- What is the future of work in 2021? -- Remote jobs and distributed work -- Planning for the future of work -- Enabling diverse teams -- Dropbox enables distributed teams -- Designing collaboration tools at scale -- Customer experience and software design at large scale -- Building a remote work environment and culture -- Describing the future of work -- How to plan for the future of work -- Advice on managing the transition to distributed and remote work

What is the future of work, collaboration, virtual teams, distributed workforces, and work from home? The Chief Operating Officer of Dropbox shares her views and offers practical advice for managing remote employees and building distributed teams. Thank you to Productiv for making CXOTalk possible. Visit https://www.productiv.comOlivia Nottebohm serves as the Chief Operating Officer at Dropbox, where she oversees sales, customer experience, business development, marketing and communications, and the people team. Read the full transcript: https://www.cxotalk.com/episode/future-work-2021Prior to joining Dropbox in 2020, Olivia spent six years with Google Cloud, where she was VP of SMB Sales and GTM Operations. In that role she led go-to-market efforts, driving revenue for a portfolio of business products that included G Suite. She helped build and scale Google Cloud’s business, overseeing a cross-functional operations team of sales, customer engineering, business development, operations, and professional services. Before that, Olivia was a partner at McKinsey, where she worked with companies to build and execute against successful go-to-market strategies at scale. This conversation includes: -- What is the future of work in 2021? -- Remote jobs and distributed work -- Planning for the future of work -- Enabling diverse teams -- Dropbox enables distributed teams -- Designing collaboration tools at scale -- Customer experience and software design at large scale -- Building a remote work environment and culture -- Describing the future of work -- How to plan for the future of work -- Advice on managing the transition to distributed and remote work

When it comes to building brands and helping large companies improve, not many are better than Joe Escobedo. As an international branding consultant, he's worked with many Fortune 500 companies to help them improve their processes and achieve better results. In this insightful discussion, we discuss:Methods for getting your foot in the door of giant companiesDifferences in approaches for different sized organizationsHow to define where you want to focus your effortsEvery time I talk to Joe I really enjoy it. We just have a good time while discussing cool business ideas.To learn more about Joe , visit: https://joe-escobedo.com/Find Joe on LinkedIn at: https://www.linkedin.com/in/joe-escobedo/--For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.

Join host Adam Michalski as he interviews Ty Lingley, Director of Partnerships at Unbounce. Ty offers some great advice on how to build and scale an SMB-focused partner program.Topics Covered:How Unbounce structures and runs their SMB-focused partner programWhat differentiates an SMB partner program from an Enterprise partner programHow to leverage Zapier to do a lot of the "heavy lifting" with your initial integrationsWhy you need to get to product-market fit before you  start thinking about partnershipsHow to embed a "partner centricity" mindset into your organization Partner with Unbounce:UnbouncePartner with UnbounceSponsors:Partnership LeadersPartnered.ioSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io. 

A fireside chat with Carolee Gearhart, VP of Worldwide Channel Sales and Global SMB Sales at Google Cloud, recorded at SADA’s 2020 All Hands Kickoff. In this special episode, hosted by Tony Safoian, Carolee shares with us her journey so far and her appointment to the new global role at Google Cloud focusing on Channel success. Carolee also describes Google’s mission to democratize data and how their strategy has shifted under Thomas Kurian’s leadership, as well as important discussion around diversity, inclusion and empowering women in the tech industry. Host: Tony Safoian Guest: Carolee Gearhart Connect on Twitter: https://www.twitter.com/cloudnclear https://www.twitter.com/SADA https://www.twitter.com/Safoian https://twitter.com/CaroleeGearhart Connect on LinkedIn: https://www.linkedin.com/company/sada/ https://www.linkedin.com/in/safoian/ https://www.linkedin.com/in/caroleegearhart/   To learn more, visit SADA.com.

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB.

As the end of the decade fast approaches, Sarah Rochkind, Director of Mid Market & SMB Sales at Axiom, breaks down the kinds of questions everyone in sales should be reflecting on. Sarah and Jeremey hold a magnifying glass up to weighty topics like territory strategy, career pathing, and organizational complexity. Visit SalesLoft.com for show notes and insights from this episode. 

Part of the huge April wave of feature releases for Dynamics 365, were some license tweaks and a some new license types. I already discussed the new Dynamics 365 for Marketing license here, but in this post, I want to focus on the new Dynamics 365 Sales Professional License. A Little History Bear with me, but we need to take a short walk down memory lane to get back to today. When Dynamics CRM Online first launched in 2011 it was aggressively priced at $44/user/month. Compared to Salesforce this was a real bargain. It was also one offering that included multiple workloads, including Sales and Service. Some time later the price was increased to $65, or $50 as an addon to Office 365. I think there was some customer concern that the price was actually too low for the product to be very good. If the competing product is more than double, then this must be a lesser product. When the brand consolidation to Dynamics 365 took place, the Sales app was renamed Enterprise Sales app and the price shot up to $95. Still less than Salesforce, but not so much less that customers were leery of it. To offset this jump several "transitional" licenses were introduced to "step up" existing customers over time. In addition, a new "Promo" license was introduced specifically for Small and Midsized Businesses (SMB) Sales at $40. Shortly after that a second SMB Sales and Service license was added for $65. The sale of these "promo" licenses to new customers ended the first of this week. Evolution of Business Edition to Pro You may have heard the term "Business Edition" floating around, and in fact it still pops up on some Microsoft documentation that has not yet been scrubbed. Business Edition was conceived as a plan for SMB Customers. The first, and only, product that launched under the Business Edition concept was a light version of NAV that had been SaaSified. In the pipeline were also Business Edition Sales App, Service App and a new Marketing App. These "Apps" were intended to be lower cost (+/- $40), and would have limited features, parsing out the Enterprise stuff that SMB did not need. Seemed like a great idea! But, well into the development of the Business Edition apps, Microsoft had an epiphany. "Why develop a specific app to target a customer by size? We should really focus on a solution that targets users with simpler needs, regardless of size." As big a fan of the SMB idea as I was, I could not argue with this logic, and it still worked for SMB, even if SMB was no longer the specific target. For the Marketing App, this meant any size customer could use it, if it met their needs, and why not. But what happened to this Simpler Business Edition Sales App that was being built? The idea of a limited App for users with more basic needs still made sense, regardless of customer size. But did it still need a specific "simplified" App? Could they not just use the same sales app as Enterprise, with some limitations placed on it? It is certainly one less thing to support. And the Dynamics 365 Sales Professional License was born. It is a new app, but it is the same app as Enterprise, but with some limitations placed on this new app. Limitations are fair, since it is priced at $65 vs $95. So as you absorb the information below, remember, there is a difference of $30/user/month. Limitations Whenever you attempt to apply any kind of limits to anything, partners and customers will bitch and complain. Nevermind that it costs less.. "why can't it cost less, and be the same as the full priced one?" This seemed to be the prevailing argument that I was hearing, which makes no sense at all of course. "Why isn't the Big Mac on the Dollar Menu?" I get that nobody likes limits, but even Mercedes Benz sells a shitload of their entry-level vehicles... so clearly there is a market. The better question to ask, is how many of my customers' users can fit within these limits, allowing me to help lower their total cost... where it makes sense. This is really no different than the exercise we undertake for the Team Member license, a severely restricted, but very low cost, license. Who can get by with it? I watched Microsoft over the last year or so, tweak and fiddle with these limitations, trying to get the recipe just right. They needed to balance providing enough capabilities, while not so many capabilities that they cannibalize the full Enterprise license/app. Clearly there will be some cannibalization, but there is an alternative goal.  To revisit the Mercedes Benz analogy, some people who bought the entry-level car, might have bought a more expensive Mercedes if it did not exist. However, most of the buyers of that entry-level car would probably not have bought a Mercedes at all, if the entry-level did not exist. Mercedes opened up their brand to an entirely new audience, many of which will upgrade from the entry-level car eventually. So let's dive into these "limitations". Excluded Completely There are quite a few features of the full Enterprise Sales License/App that are not included at all in the Sales Professional License/App. A few that you should be aware of, that might help your decision process are, Sales goals and Territory Management. For most SMB customers this will not be an issue, but for larger customers these may be important. A few of the other completely excluded existing features are Social Engagement, Gamification, Voice of the Customer (surveys) and Mobile offline Synchronization. A brand new feature called Dynamics 365 for Sales Intelligence is also not included. One more item that is not included, that could be a key point, depending on your plans, is PowerApps. This one bothers me a bit for SMB, as I saw PowerApps coming not play there in the near future. But Microsoft can always adjust this later if it makes sense. The Case for a New Case The Customer Service capabilities of Dynamics 365 are quite significant. They are also part of a separate license/app. A license that might make sense for your Customer Service Organization, but what about the occasional case that needs to be created by a Salesperson. A missing part, or some other issue the customer shared with the Salesperson. The Salesperson certainly does not need the full Customer Service capabilities, but they do need some way to engage and initiate simple cases. Microsoft recognized this need and created a new "Lite" case management capability, specifically for this scenario. It is included with either the Professional or Enterprise Sales license/app. A Salesperson can create, assign and resolve these types of cases themselves, without needing the full-blown Customer Service license. This is an important factor to consider. Specific Limits Microsoft took a two-pronged approach to the Sales Professional limitations. The first was to completely eliminate some features that they felt their target user would not need. The second was to apply some "limits" to other features. This is probably where most of the partner controversy came from. But again, partners would like a full-blown product at a lower cost, because it's easier to sell. Duh. This is also the area where Microsoft spent the most time refining. I recall a conversation where someone on the team told me, and I am paraphrasing here, "We can always raise a limit that is determined to be too low, but we could not easily lower one that was too high". So consider this a test for a brand new license/app, if it does not accomplish the goals, Microsoft can adjust the levers. Freaking out is not required... yet. Custom Entities are limited to a maximum of 15. Business Process Flows are limited to a maximum of 5. Custom Workflows are limited to a maximum of 15. You can install a maximum of 10 3rd party apps (ISV solutions). Each entity can have a maximum of 2 forms. You are also limited to 5 custom reports. I will take credit for the 2nd form, as I reacted almost violently to an earlier plan with a single form. There are some further caveats to understand. 3rd party ISV solutions do not count against the limits of custom entities, process flows or workflows... however those third party apps may be subject to those limits in their own solution. I am seeking clarification on that now. But, if that is the case, then an ISV solution that you install, could itself have no more than 15 custom entities, 5 business flows or 15 workflows. Why might this be the case? Because partners and ISVs are sneaky. Without these limits an ISV would just backfill a customer's Sales App with all of the things that were limited out, and we're right back to cannibalization of the full product license. That's cheating. But again, I am seeking clarification, and will update this post when I get the official public answer. How will this work? This is a question I posed to Microsoft. You can mix-and-match Enterprise Licenses with Professional Licenses. This got my head spinning. If half of my users have limits, and the other half do not, how does that work in a single instance? With different App modules. So beyond just a specific license for Sales Professional, there is also a specific app for Sales Professional. A person who has an Enterprise Sales License can access a Sales Professional app, however, they will be subject to the same limitations, because the Limitations are being applied at the app level. This particular caveat will make you think a little harder about this. Why have an Enterprise Sales license at all for a Sales Professional app? The thinking here is that an Enterprise customer might have people in multiple roles. For example a full app for the main business unit, and maybe a Sales Pro app for another business unit, as one example. An Enterprise user could access both; a Sales Pro user could not access all of the mothership from their app. How will these limits be applied to the Sales Pro App? It will be your responsibility to not expose within your Sales Pro App, any more capabilities than are allowed. Eventually, there will be some telemetry to let you know if you strayed out-of-bounds. Of course, Microsoft will have this telemetry also, so cheaters beware. Upgrading For many customers the Sales Professional License/App will be a great long-term solution. For others, it will be a great introduction. So there will absolutely be circumstances where a customer who started on the Sales Professional License/App will want upgrade to the Enterprise Sales License/App. What does that look like? Simple, just apply an Enterprise Sales License to the user, and give them access to the Enterprise Sales App. This is way better than an earlier discussed concept of separate instances. So that's all I got on the new Sales Professional App. I'll update this post when I have the other answers. Update: 04/09/18 I got the answer from Microsoft. While it was discussed previously, there is no limit on the size of the actual solutions that are installed from AppSource, just a limit on the number of them.

ChannelPro Weekly is back for season two, and it’s bigger and better than ever! No, really, take it from Matt and Rich. They’ll tell you so themselves. Then they’ll chew over IBM’s big push into the SMB space, a new IoT management solution from TeamViewer, and ConnectWise’s acquisition earlier this month of HTG Peer Groups. That’s followed by chatter about ChannelPro’s 2018 tech industry preview article, an interesting new security vendor named ID Agent, some portable scanners, excerpts from an exclusive interview Rich conducted last December with Datto CEO Austin McChord, and a peek at a keyboard drawer, safely preserved in Matt’s tech museum, that dates to the dawn of the PC era. All that plus a lively discussion about donuts. Do you know what a bismark is? Neither do Matt and Rich. Subscribe to ChannelPro Weekly!    Look for us in your favorite podcast app. If you don't see us (yet) then you can subscribe via RSS in almost any podcast app using this link: http://www.channelpronetwork.com/rss/cpw Show Information: Episode #: 065Title: Dollars to DonutsDuration: 1:36:50File size: 44.4MBRegulars: Regulars: Rich Freeman - Executive Editor, Matt Whitlock - Technology Editor Topics and Related Links Mentioned:  IBM Unveils Major Partner-Led Effort to Boost Cloud and SMB Sales TeamViewer Launches IoT Remote Access and Monitoring Tool ConnectWise Acquires HTG Tech Preview 2018: IT as It Is and Ought to Be Vendor to Watch: ID Agent A Tale of Two Scanners: Epson DS-320 and Visioneer RoadWarrior 4D ChannelPro Exclusive: Austin McChord on What’s Next for Datto and Autotask, Part 1 ChannelPro Exclusive: Austin McChord on What’s Next for Datto and Autotask, Part 2 Matt's Museum Pick:  Keyboard SpaceSaver Matt's tech pick: Designer Suites DeskReady Keyboard Drawer Rich's ICYMI preview and peek ahead at the news week to come

Dannie Herzberg, Head of SMB Sales at Slack, joins the Bowery Capital Podcast to discuss "Moving Upstream: How to Build a Sales Org in Freemium SaaS."

Dannie Herzberg, Head of SMB Sales at Slack, joins the Bowery Capital Podcast to discuss "Moving Upstream: How to Build a Sales Org in Freemium SaaS."

An interview with Sam Roden, Director of SMB Sales at SecurityMetrics. Could you share the story of SecurityMetrics with us? In 1998, CEO Brad Caldwell recognized the need for affordable data security for the masses after his former company’s website was hacked. At the time, the only organization qualified to help his business through the... The post First Healthcare Compliance Podcast- SecurityMetrics appeared first on First Healthcare Compliance.

An interview with Sam Roden, Director of SMB Sales at SecurityMetrics. Could you share the story of SecurityMetrics with us? In 1998, CEO Brad Caldwell recognized the need for affordable data security for the masses after his former company’s website was hacked. At the time, the only organization qualified to help his business The post First Healthcare Compliance Podcast- SecurityMetrics appeared first on First Healthcare Compliance.

Sales is the universal language of business. Closing deals – and closing them efficiently – is key to the growth and success of any small business. But, according to a study done by PipeDrive, a cloud-based application aimed at helping SMBs close sales deals more efficiently, countries like South Africa, Brazil, Chile and others are finding higher levels of success closing deals than US-based SMBs. Timo Rein, co-founder and President of PipeDrive, shares with us more findings from the survey, including which countries close deals fastest, and are able to do so with minimal effort. He also shares why he feels US small businesses lag so far behind other countries in sales efficiency and effectiveness.

May 12, 2014 Big Data Patrick Schwerdtfeger & Great SMB Apps Bartosz Gonczarek

Gary Swart is the CEO of oDesk, the world’s largest online workplace—which has more than 4 million freelancers, and on which more than $1 billion of work has been done. Gary is a thought leader in entrepreneurship; how best to hire and manage teams; and the future of work, including online work. He is passionate about helping small businesses thrive, fueled by his extensive experience working with startups and small businesses that use oDesk, as well as by mentoring entrepreneurs and business school students. Gary has spoken at the Inc. Leadership Conference, The Economist’s Ideas Economy panel, South by Southwest, TechCrunch 50, TiECon, GigaOM’s Net:Work Conference in 2010 and 2011, and at Harvard Business School which teaches a case study on oDesk. His commentary has appeared in a variety of publications including Forbes, TechCrunch and The Washington Post. He has also appeared on numerous TV and radio shows, including BBC, National Public Radio, and the Fox Business program “After the Bell.” Previously, he led SMB Sales for the Americas at IBM’s Rational Software Product Group, and also served as VP of Worldwide Sales at Intellibank, where he was responsible for leading the sales organization.