Reba Cox joins the Bowery Capital Startup Sales Podcast to share her experience as a buyer from organizations like MongoDB, Philips, and ESAB. Topics include 1) what procurement actually does behind the scenes 2) negotiating price vs value with procurement 3) why procurement will never be your champion and strategies to keep them from becoming a blocker.
Here are some of the main questions and ideas we discussed in the podcast:
1. To start us off, how did you figure out your overall approach to marketing at Dooly? You were a one-man department (I’m sure with many more ideas than resources before the most recent round). We’re going to get into specific tactics later but would love to hear about how you came up with your overall approach/direction?
2. Once you had a bit more direction and something to center around, how’d you go about coming up with specific tactics? What was the ideation process like and I’d love to hear what some of your initial ideas were?
3. Some of these ideas are pretty far outside of the box. How’d you go about getting buy-in internally to try some of these less traditional ideas?
4. Some of these concepts are really fresh and new and original...I can see how they’d have instant appeal when you first launched them. How do you keep evolving them to keep people coming back and keep it interesting?
5. Have you tried anything yet that was just a total flop? Any lessons learned to share?
6. Part of marketing feels like a constant game of catch-up and trying to match what competitors are doing. (i.e. they got a booth at this conference, we need one too. They’re ramping up spend on these keywords, we should too. They’re putting out content on XYZ, ok us too). Seems like you’ve largely drawn inspiration outside of your immediate space/vertical - curious how you think about competition as it relates to marketing? Does it have much impact on the ideas you try, where you choose to invest, etc.?
7. Any big insights or predictions in how you see marketing evolving today and where you see it going over the next few years?
8. Any final thoughts, tips or tricks for folks to summarize?
Big thank you to Mark for coming on the podcast and sharing his insights with us!
Jonathan Cochrane (VP Operations, SaaSOptics) joins the Bowery Capital Startup Sales Podcast to discuss 1) how being able to adapt your demo on the fly leads to sales 2) why trying to show all your product features is like a terrible first date and 3) what he looks for when teams present vendors to him for budget approval.
Chad Wonderling (Chief Accounting Officer, Salesloft) joins the Bowery Capital Startup Sales Podcast to discuss 1) what is a CAO and how is it different to other finance roles, 2) what makes an outbound email stick out, 3) how to use LinkedIn to build relationships with prospects, and 4) why sales is a lot like dating.