Ep. #8, Data Driven Sales

In this episode, Yaron is joined by Scott Sambucci, Founder of SalesQualia. Scott and Yaron discuss easy to use and repeatable frameworks for sales success.To join the show as a guest, contact us at [email protected] or tweet at us at @roadtogrowth_.

In this episode, Yaron hosts Andrew O’Neal, Head of Growth at Clearbit. Andrew and Yaron discuss how to better leverage data derived from your sales tools, and the importance of making your product easy to interact with for both devs and non-devs alike.To join the show as a guest, contact us at [email protected] or tweet at us at @roadtogrowth_ you can also subscribe to every Heavybit podcast by copying this link into your favorite podcast app.

In episode 7, Yaron is joined by Derek Draper, CEO of Pattern. Derek and Yaron talk about sales hiring strategies, various compensation models for successful sales teams, and finally how to derive more value from your CRM.To join the show as a guest, contact us at [email protected] or tweet at us at @roadtogrowth_.

In this episode, Yaron talks with Runscope’s John Sheehan about the philosophy behind building a strong developer community, they also discuss how every product requires a different set of tactics to yield positive results.To join the show as a guest, contact us at [email protected] or tweet at us at @roadtogrowth_.

In this episode, Yaron is joined by Marcy Campbell, SVP WW Sales & Business Development at Qubole. Marcy and Yaron discuss how to place your sales organization in a winning position, how to grow to multi-million dollars in revenue, and the importance of a strong engineering team supporting your sales team.To join the show as a guest, contact us at [email protected] or tweet at us at @roadtogrowth_ .For more from Marcy Campbell, watch her recent Heavybit Speaker Series presentation on Early Stage Sales & Business Development.

On this episode of Road To Growth, Yaron talks with Kyle Wild, CEO of Keen IO, about the power of guerrilla marketing in building a strong community and brand, and then selling into that community without betraying the trust you’ve built.To join the show as a guest, contact us at [email protected] or tweet at us at @roadtogrowth_.For more from Kyle Wild, listen to his recent conversation with RainforestQA CEO Fred Stevens-Smith on his show Zero To Won.

On this episode of Road To Growth, Yaron talks with Don MacLennan, co-founder and CEO of Bluenose Analytics, about the importance of customer success at your company, and how it impacts your bottom line.To join the show as a guest, contact us at [email protected] or tweet at us at @roadtogrowth_For more on Customer Success from Don MacLennan, watch his Heavybit Speaker Series presentation on Investing in Customer Success in our Library.

In this episode, Yaron is joined by Edith Harbaugh, Co-founder and CEO of LaunchDarkly. Edith and Yaron discuss the underlying parallels between fundraising, recruiting, and product.Road To Growth host Yaron Sadka shares his thoughts on episode #2 —Regardless of your feelings towards sales, there are many learnings that one gains from understanding it and it’s processes. In fact, many people don’t realize how much of it is entwined with other aspects of life and business. This episode touches on two major pillars of sales that can support other avenues of your business – pipeline and negotiation.If you’ve ever applied to attend college or went job hunting then you’re likely familiar with how a pipeline operates. You probably used a spreadsheet to track where you applied, who you spoke to, important deadlines, the requirements for a complete submission, and countless metrics to make sure you put forth the best product – no different than a sales pipeline for opportunities.When a potential customer is vetting your product against competitors, your sales people are responsible for giving you a competitive edge by engaging the client in different ways to demonstrate value. Taking the sales process of managing a pipeline and applying it to fundraising and hiring endeavors can support you immensely. Though it may not feel like it, you are responsible for steering the outcome and controlling interactions in both cases. VCs are inundated with requests for funding as are top hiring prospects with offers from recruiters and you need to make sure you stay at the forefront.Part of managing a pipeline requires listening to the other side. The best negotiators know how to listen. This doesn’t mean talking less but taking notes on what is valued and desired by the other side. When done right, this pays off during negotiations. If you’ve ever studied negotiation then you know that both sides place different values on the same item.Why, for example, is a startup willing to give away $500 of value for free? Well, in exchange for a company logo on their website they can generate significantly more revenue than what would be paid on a monthly basis. This same principal applies to hiring and fundraising. Listen to what people value and negotiate based on that instead of focusing too heavily on hard numbers…unless, of course, that’s what is of most value.Also, rarely is something off the table in a negotiation. A successful negotiation has both sides coming away winners and if your unorthodox request balances the scales then it shouldn’t bring too much opposition along with it.For more Road To Growth and to find out about new episodes you can follow the show on Twitter at @roadtogrowth_.

Thanks for listening to Road To Growth, a bi-weekly podcast exploring what it takes for a sales team to succeed beyond merely hitting quotas. Our first guests include Iron.io CEO, Chad Arimura, LaunchDarkly CEO, Edith Harbaugh, Bluenose Analytics CEO, Don MacLennan, and Keen.io CEO, Kyle Wild. Each has a different perception of sales, and each offers valuable lessons for success that you can’t miss.To join the show as a guest, contact us at [email protected] or tweet at us at @roadtogrowth_