SaaS Backwards - Reverse Engineering SaaS Success
Join us as we interview CEOs and CMOs of fast-growing SaaS firms to reveal what they are doing that’s working, and lessons learned from things that didn’t work as planned. These deep conversations dive into the dynamic world of SaaS B2B marketing, go-to-market strategies, and the SaaS business model. Content focuses on the pragmatic as well as strategic, providing a well-rounded diet for those running SaaS firms today. Hosted by Ken Lempit, Austin Lawrence Group’s president and chief business builder, who brings over 30 years of experience and expertise in helping software companies grow and their founders achieve their visions.
SaaS Backwards - Reverse Engineering SaaS Success
Ep. 136 - Going Back to Personality-Driven Sales in SaaS - with Alex Grace, Founder & CEO of Velocity Sales Consulting
With all the current tools and technology available to salespeople, many have naturally slipped into a less personal approach than what used to be the norm. As a result, their calls and emails are ignored, and they struggle to get quality leads.
This highlights the need to go “back to the future,” or back to the basics, and adopt a personality-driven, people-forward sales approach to cut through the noise.
In this episode, we spoke with Alex Grace, the founder and CEO of Velocity Sales Consulting, about his process when coming into a company as a new sales leader or CRO and how he uncovers why things aren’t going as planned.
Alex calls this a welcome change in sales, stating, “You'll hang up on an SDR that's using a line, but you're not going to hang up on a person that sounds like a person.”
Alex also discusses a common alignment issue between sales and marketing, noting that one can’t exist without the other and how they should be like an old wrestling tag team, working together to reach a common goal.
Overall, Alex shared valuable insights into stepping into a sales leadership role, people’s innate ability to sell, the power of saying no, going back to the basics, and alignment between sales and marketing.
Key takeaways from this episode:
- How to take advantage of top salespeople’s skills to help other salespeople on the team to improve
- What KPIs matter and tracking what makes a meaningful conversation
- The consolidation of sales and marketing leadership into the office of the CRO
Other resources to check out:
Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.
The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.
And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting
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