How do you identify your target market? What tools should you be using to attract them? How to introduce a novel product in an established market? What relationships should you be making and questions should you be asking to effectively land and expand your customer base?
About Whitney Sales
Whitney Sales is a business leader, venture capitalist, and the founder of Sales Method, a consultancy that helps startups grow by identifying their target markets, establishing strong sales teams, and launching their product quickly and successfully.
Sales is a fitting surname for Whitney, who has over 10 years of start up sales experience and is an expert in early stage sales and efficiently getting company’s products to the market.
She specializes in building successful sales teams and has lead four companies to Inc. 500 Fastest Growing Companies list, including LoopNet, Joby, Meltwater, and SpringAhead.
Whitney graduated University of California San Diego with honors and a Bbachelor’s degree in Ssociology, and continues to study sociology and neuroscience.
Key Takeaways:
When identifying your target buyers, always be informed of whether they are dealing with a pain, if they are allocating a portion of their budget to this pain, and if the people dealing with the pain and the budget are accessible.
When making connections in companies, learn to differentiate between champions, who get things done, and talkers, who waste your time.
Domain expertise is essential for establishing credibility with clients.
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About Shira Abel
Shira Abel is the CEO and Lead Strategist at Hunter & Bard (http://www.hunterandbard.com), a public relations and design agency. Clients include: Folloze, Totango, Cyara, Pushbullet, AXA Tech, CloudEndure, Pitango VC, Allianz, and more. Creator and host of the SaaS Insider podcast. Mentor at 500 Startups. Former professor of Marketing for Startups at Tel Aviv-Jaffa Academic College. MBA from Kellogg School of Management. Loves family time, cooking, and traveling. Hates writing about herself in the third person. She lives with her husband, teen and tween sons and a very large Great Pyrenees.
If you would like to be interviewed on SaaS Insider - please contact Shira at https://www.hunterandbard.com.
The SaaS Insider podcast is brought to you by Hunter & Bard, an agency specializing in Public Relations and design – helping SaaS companies develop mindshare. It’s also a member of the C-Suite Radio Network. Check out Hunter & Bard today at http://hunterandbard.com
How do you develop a winning idea? What is the secret to making a profound impact on your customers? How to balance quantifiable data with creativity in order to predict client reaction and satisfaction? In this week’s episode of Insider SaaS, Steve Tornello shares his experiences in creative problem solving with host Shira Abel.
About Steve Tornello
Steve Tornello is an award winning creative director and writer who currently works at Sales Force as Director of Integrated Marketing, where he creates and relays meaningful messages through all aspects of marketing and advertising.
His extensive background includes 14 years of leading and creating huge ad campaigns for companies like Nike, EA Sports, Xbox, Visa, Youtube, Ebay, and many others. His work spans across mediums such as print, television, websites, social, and more. Whether he is writing, directing, editing, producing or managing a project, Steve strives to communicate a human truth to his audience.
Aside from his role in marketing, Steve cultivates his creativity through writing articles which have been featured in Sports Illustrated and other media outlets, and is currently in the process of selling and producing a screenplay.
Key Takeaways:
It takes sorting through several ideas before you discover a brilliant one.
Judge your work based on the knowledge and experience of past failures and successes. Your work should constantly evolve and improve alongside your company and audience.
Creative success is achieved through collaboration between visual and writing departments, as well as creative freedom and mutual understanding between directors and their team members.
“Ideation by committee, design by yourself.”
Personal outlets, self-care, and healthy habits are crucial for maintaining the necessary energy to foster creativity and motivation.
Please rate this podcast.
About Shira Abel
Shira Abel is the CEO and Lead Strategist at Hunter & Bard (http://www.hunterandbard.com), a public relations and design agency. Clients include: Folloze, Totango, Cyara, Sarine Technologies, Pushbullet, AXA Tech, CloudEndure, Pitango VC, Allianz, and more. Creator and host of the SaaS Insider podcast. Mentor at 500 Startups. Former professor of Marketing for Startups at Tel Aviv-Jaffa Academic College. MBA from Kellogg School of Management. Loves family time, cooking, and traveling. Hates writing about herself in the third person. She lives with her husband, teen and tween sons and a very large Great Pyrenees.
If you would like to be interviewed on SaaS Insider - please contact Shira at https://www.hunterandbard.com.
The SaaS Insider podcast is brought to you by Hunter & Bard, an agency specializing in PR and design – helping SaaS companies develop mindshare. It’s also a member of the C-Suite Radio Network. Check out Hunter & Bard today at http://hunterandbard.com
What is operational and customer debt? What are some challenges of going from a freemium to a paid subscription offering? How to manage your team and make sure they concentrate on the right things? Joshua Ho shares his successes and failures with the host Shira Abel in building a software company.
About Joshua Ho
Joshua Ho is the founder of Referral Rock where he leads the product and marketing teams. By his own admission, it is an odd combination of responsibilities but makes use of his primary skillsets as well as providing a vision for the business throughout the customer lifecycle.
His background in engineering and software architecture as well as his passion for customer experience helped him realize he could build solutions that fit a business need.
Outside of Referral Rock, Joshua is a competitive handball player who also enjoys engineering marble towers and elaborate train track systems with his two kids.
Key Takeaways:
Inside sales and simply talking to your customers can bring surprising results.
Customers expect a certain level of responsiveness, make sure your sales team knows how to prioritize.
Content is a powerful tool in bringing your customers to your website and getting them interested in what you do.
Please rate this podcast.
About Shira Abel
Shira Abel is the CEO and Lead Strategist at Hunter & Bard (http://www.hunterandbard.com), a public relations and design agency. Clients include: Folloze, Totango, Cyara, Sarine Technologies, Pushbullet, AXA Tech, CloudEndure, Pitango VC, Allianz, and more. Creator and host of the SaaS Insider podcast. Mentor at 500 Startups. Former professor of Marketing for Startups at Tel Aviv-Jaffa Academic College. MBA from Kellogg School of Management. Loves family time, cooking, and traveling. Hates writing about herself in the third person. She lives with her husband, teen and tween sons and a very large Great Pyrenees.
If you would like to be interviewed on SaaS Insider - please contact Shira at https://www.hunterandbard.com.
The SaaS Insider podcast is brought to you by Hunter & Bard, an agency specializing in PR and design – helping SaaS companies develop mindshare. It’s also a member of the C-Suite Radio Network. Check out Hunter & Bard today at http://hunterandbard.com
What is Account Based Marketing and is it right for you? How to implement lead scoring and how is it going to change going forward? How has the buyer behavior changed over the past 10 years? Andre Yee shares some great insight with the host Shira Abel on ABM, content marketing, and B2B selling.
About Andre Yee
Andre Yee is the CEO of Triblio, a leading ABM platform company. Prior to Triblio, Andre was the SVP Products at Eloqua, where he played a critical role in the emergence of marketing automation platforms. He is applying his specific experience in marketing automation toward shaping and defining the account based marketing (ABM) category. Through his experience at Triblio, he has the privilege of working with some of the best B2B marketers in the world, helping them deploy over a hundred ABM campaigns. Outside of work, he is interested in eating good food, spending time with good people and investing in good causes.
Key Takeaways:
• ABM is a powerful approach because the buyer behavior has changed and the buyers no longer need to be filling out forms.
• If you're delivering helpful content to your prospects, helping them solve their problems, and not just talking about your product, you will likely be able to shorten your sales cycle.
• In order to succeed with ads, you should be targeting the right people, inviting them to not just the landing page, but to explore what your company does and personalizing that experience.
Please rate this podcast.
About Shira Abel
Shira Abel is the CEO and Lead Strategist at Hunter & Bard (http://www.hunterandbard.com), a public relations and design agency. Clients include: Folloze, Totango, Cyara, Sarine Technologies, Pushbullet, AXA Tech, CloudEndure, Pitango VC, Allianz, and more. Creator and host of the SaaS Insider podcast. Mentor at 500 Startups. Former professor of Marketing for Startups at Tel Aviv-Jaffa Academic College. MBA from Kellogg School of Management. Loves family time, cooking, and traveling. Hates writing about herself in the third person. She lives with her husband, teen and tween sons and a very large Great Pyrenees.
If you would like to be interviewed on SaaS Insider - please contact Shira at https://www.hunterandbard.com.
The SaaS Insider podcast is brought to you by Hunter & Bard, an agency specializing in PR and design – helping SaaS companies develop mindshare. It’s also a member of the C-Suite Radio Network. Check out Hunter & Bard today at http://hunterandbard.com