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.
This week the Bowery Capital team hosts Gabe Larsen, Director of Sales Strategy at InsideSales, to talk about sales cadence strategies that work. InsideSales.com offers the sales industry a comprehensive sales acceleration platform that creates high-performance sales teams with breakthrough technology. In our podcast, Gabe and I discuss a systematic approach to cadence, best practices to manage your efforts, and how to grow and customize an optimal sales cadence to match your business needs. He speaks about the definition of sales cadence, and how different aspects of the sales process (such a calls, emails, and social touches) can be tweaked to better serve varying sales situations. We further dig into some unique models that Gabe has seen, and what people are using outside of the core cadence to better connect with often busy and distracted decision makers. Finally, Gabe takes us through what has worked for his team at InsideSales, and what a successful sales cadence ultimately looks like.
Gabe joined InsideSales.com with over 15 years of experience in revenue generation, from helping financial clients price and trade complex derivatives to helping multi-national organizations penetrate new markets. As Director of InsideSales.com’s Labs, Gabe’s expertise has helped over 200 clients solve the biggest problems in the Sales Acceleration space. After co-founding his own company in partnership with Dave Elkington, current CEO of InsideSales.com, Gabe worked at Accenture and then joined Goldman Sachs as an Equity Derivatives Specialist. He joined Nobel Prize winner and world-famous behavioral economist, Daniel Kahneman, at Gallup and spent four years as an international strategic consultant working with clients like Toyota, Honda, Heinz, IKEA and TD Ameritrade. Gabe helped establish Gallup’s Middle East presence and doubled the region’s revenue in his first year by helping close a ten-million-dollar deal.
Gabe has also established himself as an international expert, speaker and thought leader by writing and speaking about inside selling and its ability to drive predictable revenue.
If you liked “Sales Cadence Strategies That Work” and want to read more content from the Bowery Capital Team, check out other relevant posts from the Bowery Capital Blog. If you haven’t already, subscribe to the podcast to get all our new content each week!
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.