Bowery Capital Startup Sales Podcast

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Episodes

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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

Using Events To Accelerate Sales with Garrett Stanton (Okta)

Garrett Stanton of Okta joined us this week with a great podcast focused on "Using Events To Accelerate Sales." Garrett was employee number 20 at Okta and runs the middle market sales team for the company. He came on before the holidays to talk to us about a great sales strategy to move prospects down the funnel and to potential close: Events. Most young SaaS organizations wouldn't think a ton about this strategy of sales events as an effective way to close business and drive leads on the sales ...

Dec 19, 2014•31 min•Transcript available on Metacast

Rep Attainment with Doug Landis (Box)

Doug Landis of Box came in this week to talk about "Rep Attainment" as it relates to your growing SaaS company. Many already know Doug as a well known speaker in the sales community and he's also been a frequent guest and speaker at our own CRO Summits. For the uninformed, Doug is currently the VP of Sales Productivity at Box and has been a sales trainer and leader at many companies including Google, Oracle, and Monster.In our podcast Doug talks about the concept of rep attainment and how this r...

Dec 12, 2014•23 min•Transcript available on Metacast

The First 30 Days with Kayvan Salmanpour (NewsCred)

Kayvan Salmanpour of NewsCred came into the studio this week to talk about "The First 30 Days" and what he did as a sales leader coming into NewsCred. Kayvan was employee #3 and brought a rare blend of being both a seller as well as a sales manager and formerly was an entrepreneur who founded his own company called Media Planet. Our friend Mark Roberge at Hubspot talks a lot about what qualities you want in your first sales hire and Kayvan is probably the best example of the perfect person to ha...

Dec 05, 2014•30 min•Transcript available on Metacast

Building Disciplined Sales Organizations with Dustin Markowski (Chartbeat)

Dustin Markowski from Chartbeat joined us this week for the seventh edition of the Bowery Capital Startup Sales Podcast. Dustin is currently the VP of Sales & Customer Success at Chartbeat and formerly was the Head of the Enterprise Sales at Hightail and prior to that held the same role at ShareVault. He's been twice hired into organizations as the first sales leader over the top of several SDRs and AMs and came to the studio this week to speak with us about "Building Disciplined Sales Organizat...

Nov 21, 2014•27 min•Transcript available on Metacast

The MEDDICC Sales Qualification Process with Russell Sachs (Work Market)

Russell Sachs from Work Market joined us this week for the sixth edition of the Bowery Capital Startup Sales Podcast. Russell has long been a sales leader in the NY community and is currently the EVP of Sales at Work Market. We sat down with him to walk through "The MEDDICC Sales Qualification Process." Back during his MessageOne and Dell days he learned the process from an old boss and it has stuck with him as a teaching tool in every company he’s been with since.For those that do not know, the...

Nov 14, 2014•36 min•Transcript available on Metacast

Humanizing Data with Cezary Pietrzak (Cezary & Co)

Cezary Pietrzak joined us in the Bowery Capital offices this week for the fifth edition of the Bowery Capital Startup Sales Podcast. We chose a fascinating topic that Cezary has had a ton of experience around that we loosely called "Humanizing Data". Cezary has been a consultant to companies like Google and Y&R on the larger side and Appboy and DigitalOcean on the start-up side, and has also started his own company, Wanderfly (acquired by TripAdvisor). Time and time again he found sales and mark...

Nov 07, 2014•30 min•Transcript available on Metacast

Scaling Sales with SDRs with Sam Jacobs (Axial) and Bryan Rutcofsky (Yext)

Sam Jacobs from Axial and Bryan Rutcofsky from Yext joined us this week for the fourth edition the Startup Sales Podcast. The topic of our discussion focused around "Scaling Sales with SDRs" and how to build a large sales team by utilizing sales development reps and their lifecycle from SDR to Account Executive and Beyond. Sam and Bryan have both been with their respective companies from the very early days and have learned from failures and successes what makes a good SDR and how to get the bes...

Oct 31, 2014•32 min•Transcript available on Metacast

Whale Hunting with JT Levin & Geoff Winchell (Sailthru)

JT Levin and Geoff Winchell from Sailthru joined us this week for the third edition the Startup Sales Podcast. The topic of our discussion focused around "Whale Hunting" and how to really build large accounts early on in your SaaS business. JT and Geoff were the first two sales hires to Sailthru and today manage the team that generally is focused on six and seven figure deals. They've seen 400+ customers and tens of millions of dollars of revenue through the life of the business and individually...

Oct 24, 2014•34 min•Transcript available on Metacast

Making The Most Of SaaS Trials with Will Batson (ClearSlide)

Will BatsonfromClearSlidejoined us today for the inaugural edition of something new we are trying here called the Bowery Capital Startup Sales Podcast. The topic of our discussion primarily focused around making the most of SaaS trials and Will knows a thing or two about the topic having joined ClearSlide back in 2010 as their first sales hire when the busines had 2-3 customers. With thousands of customers today, $90MM+ in capital raised, and a ton of lessons learned Will was kind enough to shar...

Oct 06, 2014•35 min•Transcript available on Metacast