Sales Pipeline Hygiene and Best Practices with Bill Siegel (SecurityScorecard)
Bill Siegel, CFO at SecurityScorecard, joins the Bowery Capital Startup Sales Podcast to discuss "Sales Pipeline Hygiene and Best Practices."
Episodes
Bowery Capital Startup Sales Podcast
Bowery Capital
Bowery Capital is an early stage venture capital fund that focuses solely on helping portfolio companies with sales related challenges. This podcast is a discussion between the Bowery Capital team and experienced industry friends in an effort to help a younger generation of startups better understand the issues and pain points they will face when thinking about early revenue generation.
Episodes
Sales Model Evolution From Freemium To Enterprise with Oliver Jay (Asana)
Oliver Jay, Head of Sales at Asana, joins the Bowery Podcast to talk "Sales Model Evolution From Freemium To Enterprise"
Finding The Right Marketing Metrics For Your Team with Bill Macaitis
Bill Macaitis, a former marketing executive from Slack and Zendesk, joins the Bowery Podcast to discuss “Finding The Right Marketing Metrics For Your Team.”
Moving Upstream: How to Build a Sales Org in Freemium SaaS with Dannie Herzberg (Slack)
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."
The Importance of Creating an Internal Growth Ladder for Your Sales Team with Meghan LaTorre (Zendesk)
Meghan LaTorre, Sales Manager at Zendesk, joins the Bowery Podcast to discuss The Importance of Creating an Internal Growth Ladder for Your Sales Team.
Industry Marketing Programs and How to Build Them at Every Stage with Morgane Palomares (GitHub)
Morgane Palomares, Marketing Manager at Github, joins us on the Bowery Podcast to discuss Industry Marketing Programs and How to Build Them at Every Stage.
How To Differentiate Your Product When Selling Into A Crowded Space with Omar Divina (HyperScience)
Omar Divina, VP of Sales and Customer Success at HyperScience, joins the Bowery Capital Podcast to discuss How To Differentiate Your Product When Selling Into A Crowded Space.
Coaching Your Employees Through Their Career Path with Trenton Truitt (Wizeline)
Trenton Truitt, SVP of Sales & Customer Success at Wizeline, joins the Bowery Capital Podcast to discuss Coaching Your Employees Through Their Career Path.
Transitioning From Services To SaaS with Promise Phelon (TapInfluence)
In today's episode, we host Promise Phelon, CEO of TapInfluence, to discuss "Transitioning From Services To SaaS."
Beyond Individual Contribution: Learning As A Sales Team with Conner Burt (Lessonly)
In today’s episode, we host Conner Burt, COO of Lessonly, to discuss "Beyond Individual Contribution: Learning As A Sales Team," how sales teams can go beyond working day to day as individuals, and learn together as teams. Lessonly is modern team learning software used by over 650,000 learners at more than 350 companies to translate important work knowledge into Lessons that accelerate productivity. Sales teams across the world use Lessonly to reinforce best practices, accelerate rep performance...
Hiring Your First BDR with David Aronica (Splash)
This week, the Bowery Capital team hosted David Aronica, Business Development Manager at Splash to discuss “Hiring Your First BDR." Splash is an event marketing platform that enables users to create event experiences. The end-to-end Splash platform empowers users to create memorable event experiences through beautiful design, powerful planning and analysis tools, and meaningful integration of email marketing and social media. Splash enables brands like Facebook, Spotify, Salesforce and Anheuser-...
Hiring Your First Sales Representative with Evan Bartlett (ZocDoc)
This week, the Bowery Capital team hosted Evan Bartlett, Head of Inside Sales at ZocDoc to discuss “Hiring Your First Sales Representative." ZocDoc is an online medical care scheduling service, for end users integrating information about medical practices and doctors' individual schedules in a central location. Each month, millions of patients use ZocDoc to find in-network neighborhood doctors, instantly book appointments online, see what other real patients have to say, get reminders for upcomi...
Sales Recruiting 101 For Founders with Jason Dorfman (Rubrik)
This week, the Bowery Capital team hosted Jason Dorfman, Inside Sales Manager at Rubrik, to discuss "Sales Recruiting 101 for Founders." Founded in 2014, Rubrik offers live data access for recovery and application development by fusing enterprise data management with web-scale IT, and eliminating backup software. This marks the end of a decade-long innovation drought in backup and recovery, the backbone of IT. Within minutes, businesses can manage the explosion of data across private and public ...
Insight Selling In The Modern Market with Bobby Long (Dedrone)
This week, the Bowery Capital team hosted Bobby Long, VP of Sales at Dedrone, to discuss "Insight Selling In The Modern Market." Dedrone is the first automated drone security platform; an extension of physical and cyber security into the airspace that protects a vulnerability gap exploited by the advances in consumer and commercial drone technology. Their most notable references include the Clinton-Trump presidential debates, the Suffolk County prison in New York, the Royal Family of Qatar, Citi...
Marketing Stack Essentials with Jen Grant (Looker)
This week, the Bowery Capital team hosted Jen Grant, Chief Marketing Officer at Looker, to discuss “Marketing Stack Essentials.” Founded in 2011, Looker is a business intelligence software and big data analytics platform that helps you explore, analyze, and share real-time business analytics easily. Approaching the Business Intelligence industry in a new way, Looker believes that businesses can only thrive when information is easily accessible and consistently defined across the entire organizat...
Analyst Relation Strategies That Work with Grant Halloran (Anaplan)
This week, the Bowery Capital team hosted Grant Halloran, CMO at Anaplan, to discuss "Analyst Relation Strategies That Work." Anaplan is driving a new age of connected planning. Large and fast-growing organizations use Anaplan’s cloud platform in every business function to make better-informed plans and decisions and drive faster, more effective planning processes. Anaplan also provides support, training, and planning transformation advisory services. In our episode today, Grant joins the podcas...
Optimizing New Product Launches with Brian Kelly (Kissmetrics)
This week, the Bowery Capital team hosted Brian Kelly, CEO at Kissmetrics, to discuss "Optimizing New Product Launches." Kissmetrics is a behavior analytics and engagement platform that was built to help marketers and product teams increase conversions, drive engagement and grow retention. Over 900 companies, like Unbounce, SendGrid, Outbrain, Lucid Software, and more use Kissmetrics to quickly identify and take action on roadblocks across their growth cycles. In our episode today, Brian joins t...
Customer Success Driven Sales with Lincoln Murphy (Sixteen Ventures)
This week, the Bowery Capital team hosted Lincoln Murphy, Customer Success Consultant at Sixteen Ventures, to discuss "Customer Success Driven Sales." Sixteen Ventures is a consulting agency focused on helping SaaS and Cloud vendors identify, acquire and keep more customers to bring about growth and profitability. In today’s episode, Lincoln joins us in the studio to discuss why it’s essential for all companies to be using customer success driven sales. He explains that the idea of customer succ...
Public Sector SaaS & Selling Into Government with Jon Ende (SeamlessDocs)
This week, the Bowery Capital team hosted Jonathon Ende, Founder & CEO at SeamlessDocs, to discuss “Public Sector SaaS: Selling Into Government.” SeamlessDocs ' public sector SaaS platform helps government clients not only digitize their existing forms, but also process and track them. The company aims to be “the future of government forms,” bringing modern, intuitive user experience to the government-citizen interface. Though perhaps not the sexiest market, the opportunity is massive: US federa...
Leveraging Internal Champions with Mark Birch (Stack Overflow)
This week, the Bowery Capital team hosted Mark Birch, an Enterprise Sales Executive at Stack Overflow, to discuss "Leveraging Internal Champions." Stack Overflow is the world's largest and most trusted community for software developers. A question and answer website for professional and enthusiast programmers, Stack Overflow caters to developers and provides a forum for learning, knowledge sharing, and career advancement. The Company also provides enterprise customers with a powerful database to...
Creating Engineering Urgency During Your Sales Cycle with Michael Katz (mParticle)
This week, the Bowery Capital team hosted Michael Katz, CEO and co-founder of mParticle, to discuss "Creating Engineering Urgency During Your Sales Cycle." mParticle provides a single API to connect a company's entire marketing stack, giving customers the freedom and flexibility to build a modern data infrastructure to reduce the complexity of multiple API connections. The Company's technology offers customers access to up to 150 (and growing) different APIs, creating turnkey data connections an...
Optimizing Your Team for Customer Activation with Sean Ellis (GrowthHackers)
We're happy to announce that our guest Sean Ellis released his new book today, covering customer activation amongst many other growth hacking tips and stories. If you like what you hear in today's podcast, we encourage you to check out “ Hacking Growth ,” now available for purchase on Amazon ! This week, the Bowery Capital team hosted Sean Ellis, CEO and founder of GrowthHackers, to discuss “Optimizing Your Team for Customer Activation.” GrowthHackers helps companies achieve sustainable customer...
Organizational Restructuring As You Move Upstream with Bobbi Jo Price (ClearCare)
This week, the Bowery Capital team hosted Bobbi Jo Price, Head of Sales at ClearCare, to discuss “Organizational Restructuring As You Move Upstream.” ClearCare is a front-to-back office software solution for private duty home care agencies . ClearCare’s web and mobile platform offers scheduling, integrated telephony, two-way caregiver messaging, and marketing tools that help streamline care planning and automate back office tasks. Bobbi joins us to discuss the difficult task of organizational re...
Hiring Sales Generalists Versus Sales Specialists with Eileen Wiens (Intacct)
This week, the Bowery Capital team hosted Eileen Wiens, VP of Emerging & SMB Sales at Intacct, to discuss "Hiring Sales Generalists Versus Sales Specialists." Intacct is the largest private ERP vendor that provides cloud-based financial management and accounting applications for businesses and CPA firms. The company's applications are used by more than 8,500 organizations from startups to public companies and are designed to improve business performance and make finance more productive. In this ...
Building Out An SDR Team with Shelley McNary (Bill.com)
Building out an SDR team is is no easy task in the world of business software. Many founders are curious about the allure of these programs as you never seem to have enough pipeline. Founders have probably heard about amazing resources called Sales Development Reps (SDR) that should generate a ton of inbound for your company. Today, we were joined on the podcast by Shelley McNary, the VP of Sales at Bill.com to discuss "Building Out An SDR Team" as well as the specifics behind how and when do th...
Go-To-Market Considerations In Vertical Software with Stephanie Jennings (MINDBODY)
This week, the Bowery Capital team hosted Stephanie Jennings, SVP of Sales at MINDBODY, to discuss “Go-To-Market Considerations In Vertical Software.” MINDBODY provides cloud-based business management software for the wellness services industry, helping studios of all types--yoga, pilates, personal training, dance, martial arts, spas, salons--to better service their end customers. The company serves about 35MM consumers located in over 130 countries and territories. MINDBODY raised over $100MM i...
The Software Pricing Quadrant with Daniel Barber (Datanyze)
This week, the Bowery Capital team hosted Daniel Barber, SVP of Sales & Customer Success at Datanyze, to discuss “the Software Pricing Quadrant.” Datanyze is a sales intelligence platform that arms customers with deep "technographic" data: information regarding companies' technology stacks and changes in its composition over time. Datanyze's insights are leveraged by any type of role in a variety of ways, but they are valued particularly highly by B2B marketers & salespeople seeking the right ti...
Cohort Analysis for Customer Success with Allison Metcalfe (LiveRamp)
This week, the Bowery Capital team hosted Allison Metcalfe, VP of Customer Success at LiveRamp, to discuss “Cohort Analysis for Customer Success.” LiveRamp is a marketing data company that unifies customer data across disparate sources. Large brands use LiveRamp’s identify resolution capabilities to drive true omnichannel marketing at new levels of accuracy and efficacy. At LiveRamp, as well as in previous roles, Allison has explored the full spectrum of analyses a customer success leader can us...
Aligning Sales and Marketing with PJ Bouten (Showpad)
This week we welcomed PJ Bouten, the co-founder and CEO at Showpad , onto the show to discuss the importance of Aligning Sales and Marketing teams. We begin the discussion by covering exactly why aligning sales and marketing is essential to business performance. We then move the conversation into how a B2B business can go about aligning sales and marketing, what systems are needed, checks in place, and meetings should be scheduled to ensure and encourage sales and marketing work together. PJ sha...
Mastering Customer Lifetime Value with Scott Buxton (Datadog)
This week we welcomed Scott Buxton, VP of Finance at Datadog, onto the show to discuss Customer Lifetime Value: how to calculate it and how to most effectively use it to manage a SaaS business. In today's episode, Scott touches on his experience using CLTV in his current and past roles, sharing his thoughts on how to best put the metric to work operationally. Customer Lifetime Value (CLTV or CLV) is a critically important concept for subscription businesses of all stripes. It seeks to capture th...