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 we had Dustin Markowski from Chartbeat (formerly at Chartbeat company when we interviewed them for our podcast) into Bowery Capital 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 “Sales Org Discipline.”
In our podcast Dustin and I cover the scenario that he faced when joining Chartbeat and how he built the individual sales contributors and the customer success team into a well oiled machine with some serious sales org discipline. We speak a fair amount about the nuances involved in building this discipline and how he has dealt with issues like building discipline with individual sellers, forcing new or “the right” elements of pipeline contribution and lead generation, what to do when people start getting angry at the sales org discipline you are taking (!), and finally what impact this sort of discipline can ultimately have on your organization. Most SaaS companies go through these issues at some point between $1M and $5M in ARR and it is helpful to hear Dustin distill his experiences. We hope you enjoy!
If you liked “Sales Org Discipline with Dustin Markowski ” and want to read more content from the Bowery Capital Team, check out other relevant posts from the Bowery Capital Blog.
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.