The SaaS Sales Performance Podcast: Recent Episodes
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B2B SaaS sales are changing in real-time, and conventional wisdom is becoming quickly obsolete. On the SaaS sales performance podcast, we’ll provide you with the practical tools you need to take advantage of this rapidly changing environment. We read the latest research so you don’t have to. Our masterclasses are distilled down into indispensable practical advice, and we speak to the experts on the front-lines. This is the podcast for anybody wanting to be on the cutting edge of SaaS sales.
In this episode of the SaaS Sales Performance podcast, we are thrilled to welcome Niraj Kapur, a renowned sales coach and expert with a rich background in sales management.
Niraj shares his compelling journey from growing up in a small town in Northern Ireland to becoming a top influencer in the sales industry. His story is filled with resilience and determination, overcoming early career challenges to eventually thrive in sales.
Niraj delves into the vital skills and mindset shifts required to transition from a top-performing salesperson to an effective sales manager.
Tune in to gain invaluable insights into the art of sales coaching, the importance of continuous learning, and the power of empathetic leadership in driving team success and achieving exceptional sales performance.
In this episode of the SaaS Sales Performance podcast, we're thrilled to introduce Stéphan Israël, Chief Revenue Officer at Access Intelligence.
With extensive experience spanning various industries, Stéphan shares invaluable insights into key themes facing revenue leaders today.
Explore topics such as forecast accuracy, manager enablement, and navigating digital transformations as Stéphan draws from his diverse journey.
Gain perspectives on aligning teams for efficiency and driving value amidst market challenges.
In this episode of the SaaS Sales Performance podcast, join us as we welcome Oliver Tate, Global Head of Growth Enablement at Dentsu.
With a diverse background in computer science, consulting, and sales training, Oliver explores the critical theme of ROI in sales enablement.
Gain insights into the challenges and lessons Oliver brings from various industries, emphasizing the importance of aligning enablement with business objectives.
Explore a three-step framework for impactful enablement as Oliver shares valuable perspectives.
In this episode of the SaaS Sales Performance podcast, we're thrilled to host Stephen Millard, Operating Partner and Chief Platform Officer at Notion Capital. With over 30 years in enterprise software, Stephen shares invaluable insights into the challenges of scaling from one to twenty or fifty million in recurring revenue. Explore the transformative journey of building go-to-market strategies, overcoming growth hurdles, and the pivotal role of people and growth in SaaS success.
In this episode of the SaaS Sales Performance podcast, we extend a warm welcome to Mick Gossett, CEO and Co-founder of Jointflows, in the spotlight. Mick, a former maestro in revenue leadership with a remarkable history at prominent brands such as Outreach and Yieldify, shares his odyssey from professional athlete to the architect of thriving brands in the SaaS domain. Join us as Mick delves into the parallels between the realms of sports and sales, underscoring the significance of metrics, deferred gratification, and stepping beyond one's comfort zone. Acquire insights into Mick's outlook for Jointflows, tackling challenges related to visibility, predictability, and forecasting in the revenue terrain. Uncover Mick's viewpoint on the forthcoming evolution of the buying journey, the pivotal role of AI in sales, and the weight of internal alignment for achieving success.
In this episode of the SaaS Sales Performance podcast, we're thrilled to welcome Gabe Lullo, the accomplished CEO of Alleyoop, to share insights on navigating B2B sales challenges.
Join us in exploring Gabe's journey from revenue leader to CEO, delving into the evolving landscape of outbound strategies. Gain invaluable perspectives on SDR role shifts, talent pipeline dynamics, and the art of building a resilient sales culture.
Discover the secrets behind Alleyoop's impressive SDR retention rate and how Gabe advocates for a culture of competition and gamification.
Uncover the future of outbound sales in diverse markets and the strategic role of agencies in flexible and cost-effective sales development.
In this episode of the SaaS Sales Performance podcast, we're delighted to introduce Jorge Bestard, Head of EMEA at Canva. As we continue our exploration of revenue leadership at high-growth companies, Jorge shares a captivating career journey that started with a background in boxing and led to a flourishing career in tech sales at just 17. With a wealth of experience in various B2B SaaS organizations, Jorge sheds light on specializing in companies seeking to discover their sales market fit within the enterprise space. He emphasises the critical importance of hiring for the first sales representative rather than the thousandth. Jorge also delves into the power of product-led growth in B2B sales and its influence on reaching higher-level decision-makers. In a market flooded with products and AI messaging, Jorge highlights the necessity of personalized, standout outreach and shares innovative tactics for cutting through the noise. Tune in to gain valuable insights from Jorge on coaching and developing sales teams in the age of AI, the enduring significance of interpersonal skills, and how human connections remain pivotal at all levels of sales, differentiating, competing, and ultimately achieving success.
In this episode of the SaaS Sales Performance podcast, meet Sam Sippl, a seasoned CFO with diverse leadership experience across industries. Sam delves into the vital role of CFOs in purchasing decisions, emphasizing their impact on relationship-building and the sales process. Discover how Sam aligns financial objectives with business goals, providing clarity to streamline processes and overcome business-financial misalignment. He underscores the importance of ROI-driven business cases. Sam collaborates with CEOs, offering financial insights, and partners with CROs to navigate sales opportunities and procurement challenges. Explore ROI significance and the potential of technology and AI investments as well as how to empower businesses through strategic alignment and ROI-focused approaches, fostering success.
Join us this week as we welcome Rober Ruiz, Country Manager for Treatwell in the UK and Ireland, an expert with an impressive track record in leading and scaling businesses.
Rober shares his remarkable career journey, insights on systems thinking for growth, and the significance of product-market fit.
Don't miss his valuable tips on building resilient teams and fostering a thriving work culture in the digital industry.
In this episode of the SaaS Sales Performance podcast, we're excited to introduce Georgina Beard, Head of Sales Enablement at SEON - a cybersecurity and fraud prevention company making waves globally.
Georgina's journey from a sales background to becoming an emerging enablement leader is both inspiring and insightful. She sheds light on the pivotal role of enablement as the "glue" uniting diverse teams for enhanced effectiveness and efficiency. Explore the challenges, definitions, and priorities that shape the world of enablement and gain valuable perspectives on driving sales efficiency, prioritizing customer relationships, and positioning enablement at the core of organizational success.
Today's episode goes into the challenges and strategies in revenue leadership.
Our guest, Rouzbeh Rotabi, is an experienced revenue leader with over 20 years of experience in leadership positions. Dive into Rouzbeh's journey into sales and the valuable insights he has gained throughout his career.
Rouzbeh highlights the transformative impact of the 2008 financial crisis, which led to the emergence of unique solutions and the growth of successful companies.
Explore the importance of adapting go-to-market strategies in the current climate and emphasize the significance of focusing on selling painkillers rather than vitamins.
Join us in this episode as we welcome Gordon Tobin, the Vice President and GM for EMEA at G2. Gordon's diverse experiences and global perspectives have shaped his journey in the revenue profession.
Discover the power of gratitude in achieving success and how conscious choices can lead to positive change. Gordon shares valuable insights on talent acquisition, emphasizing its impact on a company's growth and future success.
Don't miss this opportunity to gain valuable knowledge from a seasoned leader in the industry!
Who are you selling to? What are your customer segments?
Joining the podcast to fly through a masterclass in pricing and packaging is freelance sales expert Jens Massaert.
Since growing through positions at Teamleader and Nodalview, Jens now operates as a fractional VP of Sales - bringing his unique knowledge on everything SaaS pricing.
He shares the importance of segmenting your market, nailing the unique CAC and LTV data for each segment and how it can maximise the efficiency of your sales reps.
Join us to break your product into trigger, filler and killer - so that you can provide customers with a solution, without the faff!
Today’s episode is all about reinvention.
And who better to guide us on a journey of reconceptualising your career, than Sam Sutton-Reid from educational media outfit Pearson.
Currently Director of Revenue Operations, Sam has grown through roles in sales and enablement to lead the line with his forward-thinking brand of success-building.
Sharing thoughts on setting goals, maximising the efforts of sales reps and ensuring that ownership is attributed to your efforts, join us to dive into Sam’s methodology - and you’ll maybe find yourself making the leap into enablement!
And nobody knows this better than Liam Jones, Head of Business Development at zero-waste food redistributors Olio.
Since becoming their first sales hire five years ago, Liam has grown with the company - making the move into management two years ago.
He shares the lessons he’s picked up along the way: on refining the sales hiring process, seeking mentorship for personal development and working within an industry that looks beyond the financial reward, to achieve a global benefit.
With Olio continuing to expand their operations, Liam is perfectly placed to give us the rundown on the business, his leadership style and the key sales attributes he looks for in sustainably-minded sales reps.
Get yourself a seat at the table.
It certainly helped Jonah Mandel grow his career.
Currently in a transatlantic management position as VP of Sales and Customer Success at Capchase, Jonah knows a thing or two about pushing for career progression.
Sharing the key tips that have helped him strive ahead, Jonah is now putting an onus on developing his team and discarding the growth at all costs mentality in favour of sustainability, precision, skill and nuance.
Joining us for a masterclass in getting the most out of the art of enablement is Felix Dumitrica from Pleo.
Felix brings a ton of useful content in this jam-packed episode, to reveal some ways you can revolutionise the way enablement is run in your organisation.
Setting out a step-by-step process for success - he shares philosophies that will boost measurement of the enablement ROI, embed a culture of cross-functional collaboration, train reps the right way and pinpoint the importance of staying relevant.
Get the notepads ready!
Education is not an event, it’s a process.
Welcomed onto the show this week is Jeroen Buijs, an industry expert on building and enabling sales teams.
Jeroen is passionate about educating sales reps the right way - understanding that it’s never a one-off, but rather a constant mission for gradual improvement.
Touching on his own core values and the importance of understanding different cultures, Jeroen brings a bank of expertise on how to humanise the sales process, develop a sales team and look beyond automated data to focus on the outcome.
You need to be data-informed, not data-led.
Here to explain this crucial difference is sales enablement expert Ben Elijah from Ardoq.
Ben is on a mission to ditch the old method of enablement and implement a customer-centric strategy that emphasises the importance of repeatable and scalable processes.
Citing his universal framework for producing a sales readiness score, and underlining the power of micro-learning, Ben’s ruthless focus on outcomes is guaranteed to help you deliver results.
Why? According to Michelle Dotson, Head of GTM Enablement and Strategy at videocall giants Zoom - because new technology is about to change the way we learn.
In our chat, Michelle details a backstory that saw her helping with her dad’s business at just twelve years old, to selling cars to fund college and being headhunted by a customer she skilfully upsold a Toyota to!
With the intricacies of sales enablement ingrained into her ethos - she dissects the role of enablement in start-ups versus big companies, how to increase buy-in from the leadership team and above all, why sales enablement is headed for a period of science-driven, data-backed transformation.
Our expert today: Tom Castley from analytics gurus Hook.
Tom believes that the world of postsales is full of untapped potential, with so many companies neglecting the importance of valuing their existing relationships.
He talks us through his journey from pre-sales to sales and upward in to management - using Hook as a case study for how to go about driving revenue and retention.
How does a Product-Led strategy change the way you work?
Becoming another second-time guest of the show is Clément Auffan, now Head of Sales at PhantomBuster.
In our first episode with Clément we traced his career and work at Pace Revenue, but today we focus on everything PLG.
From creating commission plans for reps, onboarding, defining ICP and integrating customer usage data: today’s episode is your definitive guide to life in the product-led lane!
Engagement is crucial - yours, your employee’s and your customer’s.
This week, Matt is joined by Tom Lavery - CEO and Founder of leading Conversation Intelligence software ‘Jiminny’.
Sharing his entrance into CI, Tom covers the importance of early adopters in effectively shaping your product and kick-starting revenue, as well as discussing why positive engagement across your company is crucial.
The pair also highlight why coaching and team building are essential in aiding the transition from a small to medium business and beyond.
How do you fast-track your sales journey?
According to today’s guest Italo Maddalozzo - by focusing on your values and investing in your education.
Italo is currently VP of Sales at Sermo, after a meteoric rise through the ranks at Bloobirds and Compettia.
He takes us through how his call centre beginnings instilled in him a desire to learn, improve and connect with the customer.
Preaching integrity - to yourself and your clients - today’s episode will help you maximise your skillset and smash your targets.
Video communication has transformed sales.
Taking us through the stages of this transformation is Aleks Gollu, Founder and CEO at 11Sight.
The latest of a series of successful start-ups, 11Sight are changing the game for salespeople across the world - revolutionising the speed and success rate of landing new prospects.
We dive into the inspirations for the venture, the internal logistics within the PLG sphere and the ever-blurring lines between sales and customer success.
How can you scale and grow in order to pursue sales goals? The ever-thriving Anup Khera, of Attentive shares his thoughts.
He tells Matt why choosing the right people, understanding employee strengths and continuous coaching are his absolute priorities.
The pair also cover how some roles in SaaS sales can be taken on by people from non-business backgrounds.
If you’re looking to champion your personal growth and that of your employees, this episode is for you.
How has sales enablement evolved?
Here to outline the past, present and future is Celine Grey, currently Director of Revenue Acceleration at Oyster.
In her flagship role, Celine envisions a world of all things enablement, not just sales - that leads to boosts in culture, cost efficiency, product quality… not just revenue!
In the episode, we trace her career, the hyper-growth journey of Oyster and the importance of using data to track results.
What’s the key to being a successful CRO?
Today’s guest Grant Coombe has amassed a wealth of experience helping a whole range of companies to maximise their potential.
Currently CRO at the ever-growing FundApps, Grant’s CV includes positions at Bloomberg and a stint running his own consultancy.
Sharing an array of tips and tricks, we cover the difference between big companies and scale-ups, how to close the experience gap and how to streamline internal structure for success.
How do you organise teams in a big company?
Sharing his experiences from the field today is Kevin Knieriem, EVP & CRO at tech firm Clari.
Kevin reveals a journey that has led him from food marketing and software developing to adventures in the world of sales.
We cover internal promotion culture, mentorship and the tricks Clari use to approach revenue operations, sales enablement and structure.
“Sales is a constantly evolving game.”
In this episode, Matt is joined by Vice President of GTM strategy at Greaser Consulting, Erika Davis.
Erika discusses the surprises of her career in sales, highlighting key aspects of sales leadership and healthy company dynamics.
Also delving into the importance of both continuous feedback in sales and understanding oneʼs preferred work flow, this isn't one to miss for those wanting to improve their sales leadership skills.
Recruitment is crucial - so how do you make sure you’re hiring well?
Chris Duddridge, VP of Sales at Soroco, says the key quality to look for is a balance of will and skill.
With Chris finding a passion for sales after a brief stint in the military, he shares some lessons that he’s learned along the way.
We cover the importance of a growth mindset, interview checklists and the ever-increasing role of automation.
How do you define sales enablement? And why is it so increasingly important?
This week, Matt welcomes Brendan McGrail, Sales Enablement Leader at Next Caller to help better understand the space.
Brendan takes us through the do's and dont's of sales enablement, and unpacks the lessons he wants others to learn when thinking about supporting sales teams.
Listen in for Brendan's journey and to get to grips with Sales Enablement.
Product-Led Growth is here to stay. Joining to explain why is Jimmy Fong, CCO at SEON Fraud Fighters.
Jimmy and Matt break-down the current market: from Slack to Hubspot, they analyse how every B2B SaaS company is inevitably moving to a product-led model.
Listen in to understand the changing nature of what drives growth at B2B SaaS companies.
What’s it like to be in a business in exponential growth?
Returning to the show today is Greg Freeman, Business Development Director at kleene.ai.
Greg recently chose to step away as VP of Sales into a position which better fulfils his own growth.
Sharing his reasons and motivations, we cover the management fast-track, essential softwares and how he ‘has absolutely no idea how to sell’!
It's a question that every business owner needs to answer.
To help provide answers, we welcome Nasri EL-Sayegh, VP of Sales at Hokodo.
Nasri’s knowledge and passion are second to none - and here he gives Matt the inside track on how organisation, talent, sales execution, strategy and the gamification of sales can help build your machine.
Sales can be for everyone.
Today’s guest Scott Howland, of Google Cloud Security, can certainly attest to that.
He recounts his journey from studying music at college, working with homeless young people, to landing a sales job and flourishing in the industry.
A fellow podcast host from his time at Zephr, he tells Matt Milligan all about his lessons learnt, innovative ways to build connections and his latest role at Google.
Today, our teams work globally, flexibly and insanely fast.
How can you keep up? How can you future-proof your management strategy?
Mark Addis, of EduMe, has decades of experience at the helm of many sales teams, and has just the tools you need to get on top of the landslide.
In todays episode, Matt Milligan grills him on everything he’s learnt about leadership in the pandemic, tackling our modern mammoth challenges, and what you can expect from the next stage of your career.
How can you stand out in an interview?
In this episode, Matt Milligan chats to Rebecca Drew of Vidyard about her career journey, the key qualities she looks for in interviewees, and the revolutionary potential of video-based sales communication.
Rebecca is a recruitment veteran, and knows exactly what makes candidates stand out from the crowd: Curiosity, Coachability, Collaboration and Commitment.
Offering her anecdotes, tips and strategies for a successful interview, this episode is not one to miss.
“Buyers are still buyers, and sellers are still sellers. Businesses still have problems that technology can solve”.
In this weeks’s '10 Minute Masterclass’, Uhubs expert and Head of Growth at Wiserfunding Patrick Throp advises Sales Leaders on how to best manage their Sales Teams as the world reacts to the ongoing Covid 19 Crisis.
Breaking down the 3 C’s of coaching and expressing the importance of understanding where your focus is, Patrick helps you avoid the common pitfalls.
This 10 minute Masterclass is for anyone who’s interested managing or working in a Covid-proof Sales team.
Is Sales Development an afterthought?
To answer the question, Matt Milligan sat down with Quinn Fulk, Regional Director of Sales Development at Snowflake.
Touching on his backstory and his rise into the world of SDR management, Quinn uncovers common pitfalls, key interview questions and important personal qualities - to help ensure that your new SDRs will be with the company for the long haul!
Story-telling can change your business.
In this first '10 Minute Masterclass' from Uhubs experts, Todd Brison shares the practical power of story-telling. Citing the latest research, he uses everything from NFT’s to Star Wars to explain how story-telling is by far the most effective way to convey your message.
Stories “fill the gap between information and understanding” - and make you more effective in almost every area of life.
This 10 minute Masterclass is for anyone who’s interested in selling or educating: whether that’s an idea, a service or ultimately themselves.
What can Silicon Valley teach us about sales?
In the 35th episode of the SaaS Sales Performance Podcast, Matt Milligan is joined by Paul Dudley, co-founder and CRO at Gravity Data.
Paul’s sales story begins in Silicon Valley, veering away from a career in science to take a role in data analytics at a company who, in his words, ‘just happened to be a SaaS business’.
Having since founded Gravity Data, Paul reflects on his journey, sharing the different complexities of each position, and offering lessons learned in the worlds of sales enablement, coaching and onboarding.
Is the conflict between purpose and profit inevitable?
In the 34th episode of the SaaS Sales Performance Podcast, Matt Milligan is joined by sales enablement leader Dennis van Soest from banking platform Mambu. Dennis believes that for modern sales enablement you need executive leadership engagement, which is precisely what led him to Mambu, a company who believed in his vision.
Here, he talks passionately about the impact their work has in the world, asserting that ‘you don’t have to choose between purpose and profits’. Bringing 25 years of experience to the table, he breaks down his approaches to customer-centric selling, motivating salespeople and taking things at your own pace.
What's it like to be the first sales hire?
In the 33rd episode of the SaaS Sales Performance Podcast, Matt Milligan chats to sales leader Clément Auffan.
Continuing the theme from our last episode, the conversation focuses on Clément’s experience as the first senior sales hire at Pace Revenue.
He breaks down his path to the role, and recounts how his DIY onboarding experience led him to creating a fresh process for new starts. Clément believes that salespeople should be more than ‘car sellers’ - offering his vision for a sales world which helps and collaborates.
Join us as he picks apart coaching styles, time management, useful softwares and his favourite sales book.
How important is that first sales hire?
In the 32nd episode of the SaaS Sales Performance Podcast, Matt Milligan chats to two top revenue leaders - who he happend to study with at university!
Today, we welcome Alfie Marsh from Spendesk and Greg Freeman from kleene.ai. Together, they collate their expertise from the world of start-ups, drawing from ten years of experience in both America and the UK. In the conversation, they discuss everything you need to know about bringing in the first sales hire and knowing when to go to market, to managing expectations - from the perspective of both founder and sales leader.
Clarity is everything.
In the 31st episode of the SaaS Sales Performance Podcast, Ash Ali chats to sales consultant James Newell of 'Clear Sales Message'.
James’ approach to coaching salespeople focuses on improving the clarity of message and the confidence of their delivery. He talks at length about emotional contagion, honesty, courage - the ways in which such human qualities are integral within a successful sales conversation.
Coupling this with careful research and advance planning for the trickiest questions, his ethos is ultimately all about bringing value to the table and leaving a lasting impression. In this episode, James dissects anecdotes and advice from his successful career - exploring everything you need to become a natural seller.
In the 30th episode of the SaaS Sales Performance Podcast, Matt Milligan chats to Ryan Grace, an accomplished revenue leader and current CRO at social shopping platform Hero. Ryan is no stranger to success: Hero’s recent acquisition by Klarna is the fifth of his career. In this conversation, he looks back on how a passion for coaching inspired him to go into management, how to plan for success as a revenue leader, and the ways in which he uses a whole range of data to perfect sales conversion rates. Offering crucial advice and insights into the inner workings of successful companies, take the chance to learn from the best!
Did you know you could use personalised video messages to drive outbound sales?
In the 28th episode of the Saas Sales Performance Podcast, Ash Ali chats to Dave Holloway - video marketing expert at BML Creative and author of the bestselling book Wonder Leads. Dave’s approach to B2B sales is all about video messaging: sending personalised sales pitches which demonstrate a willingness to go above and beyond for prospective clients. Citing focus and thorough research as fundamentals for success, he talks through each step of his process and why you should ditch the template emails to step up your outbound sales!
In this mini-episode, Matt Milligan leads a Q&A from the recent round table discussion involving
Alice Smith, Hugh Furness, Ryan Burke and Steve Aird. Answering questions from salespeople tuning in to the livestream, our panel offer their tips and insights for choosing the right company, refining sales pitches and using data to drive a successful sales leadership.
In the 28th episode of our ‘SaaS expert interview’ series, Jamie Slevin hosts Pavel Golenistsev, Organisational Psychologist and founder of Business Purpose. Pavel has a unique ability to communicate the lessons of organisational psychology on management strategy, the coaching process, and how to get the best out of your team. Full of practical advice and hugely important distinctions (such as the one between coaching and mentoring), this episode is not one to miss.
This is the second extract from our annual round table. Last week, our group of experts spoke about the impact of culture in sales organisations. This week, they reflect on the pandemic: on the challenges of adopting remote working tech, replacing the small actions that make up on-boarding and maintaining employee engagement. Join today’s experts - Alice Smith of ACS Consulting, Hugh Furness of Kalgera, Ryan Burke of Qatalog and Steve Aird of Ebsta - as they pick apart what those in sales can learn from the experience of the last 18 months.
This first episode of our annual Round Table discussion focuses in on culture. Today, we welcome Anup Khera of Smarp, Natasha Dadlani of MNI, Henrique Moniz de Aragão of G2, Paul Towse of SalesForce and Ollie Sharp of SalesLoft. Our group of experts touch on the practicalities of how to foster culture in sales, how to integrate your culture in your hiring process and how to use your culture to upskill employees. With additional conversation on how to devise coaching plans and honing direction, this isn’t one to miss.
Episode 25 of the ‘SaaS interview expert series’ sees Matt Milligan speaking to Owen Richards. Owen says that like everyone working in sales he “fell into it” - taking on a role as a part-time Telemarketing Rep whilst in Australia, before rising through the ranks and eventually moving back to the UK to co-found Air Marketing. Speaking infectiously about his approach to navigating the tricky world of outbound sales, Owen asserts that patience and a “tolerance for failure” is fundamental for success. With years of experience and anecdotes up his sleeve, he shares countless pieces of advice for effectively building, measuring and scaling the right system to hiring, motivating and coaching the right SDRs to make it work.
The 24th episode of our ‘SaaS expert interview series’ features a conversation between Matt Milligan and Scott Barker, the Global Sales Enablement Manager for communications platform 8by8. He walks us through his career and comments on the importance of establishing a charter. Scott knows that practice is key, and shares his methods for assisting the coaching of salespeople at any stage of their career.
In the 23rd episode of the ‘SaaS expert interview’ series, Matt Milligan sits down with Giulio Magni, Sales Enablement Leader at Mimecast. Giulio breaks down the meaning of sales enablement, bringing anecdotes from his career at Minecast and relating his role to the specific workings of the company. In his own words his role is to provide “randoms acts of enablement”, and he shares examples of this in action - from on-boarding, to collaborating with team managers, to measuring and encouraging success.
Episode 22 of our ‘SaaS expert interview’ series features a conversation between Matt Milligan and Steve Fearon, CEO of Capita Healthcare Decisions. Steve picks apart his different roles and evaluates how to most effectively foster success as a sales leader. Along the way, he also sheds light on how Covid-19 sped-up the implementation of virtual working practices, preaches the importance of research, and emphasises the importance of business fundamentals.
Episode 21 of the SaaS Sales Performance Podcast has host Matt Milligan picking the brains of Sales Enablement specialist Maria Bross. Maria represents genuine leadership in Sales Enablement and here takes Matt through the challenges of the Enablement game, as well as offering advice for sales Managers that don't have enablement teams available.
In episode 20 of the SaaS Sales Performance Podcast, Jamie Slevin speaks with Vinit Shah - the London School of Sales’ founder and managing director. Jamie and Vinit get into the nuts and bolts of sales leadership, discuss fundamental sales concepts and reflect on the lessons of the pandemic.
In episode 19 of the SaaS Sales Performance Podcast, Matt Milligan picks the brains of Fes Askari, Strategic ABM’s Director of Sales & Strategic Accounts. Fes helps B2B Sales & Marketing teams win, grow and retain their most important accounts. Here, he shares how.
In the 18th episode of our ‘SaaS expert interview’ series, Jamie Slevin sits down with founder of Stratgey Sprints, Simon Severino. Simon talks us through the strategies and philosophy behind growing businesses. This podcast offers a glimpse into some of the insight Simon has gained from his vast experience coaching businesses through rapid scaling, and isn't one to miss.
The 17th episode of our ‘SaaS expert interview’ series sees Matt Milligan pick the brains of Emanuel Frauenlob - founder of the powerful sales tool Mesg.ai. Emanuel’s clear mission to help salespeople perform at their best is bolstered by vast expertise, and in this podcast he shares vital lessons, reflections and predictions on a great many aspects of the profession.
In episode 16 of our ‘SaaS expert interview’ series, Matt picks the brains of Lawrence Wayne, our sales enablement expert. Currently running his own coaching program, Lawrence has vast sales and marketing experience from working with huge brands, on top of being a seasoned digital content creator. Today, he walks us through his groundbreaking sales process - focusing on the journey of the buyer.
Episode 15 of our ‘SaaS expert interview’ series features a conversation between Matt Milligan and Alice Smith, a sales coach with vast experience from all corners of the industry. Alice shares her wider strategies for managing team members, covering a host of topics including on-boarding, team monitoring and welfare.
The 14th episode of our ‘SaaS expert interview’ series sees Matt Milligan chat to Rajiv Nathan, the Startup Hypeman. Rajiv specialises in scaling start-ups, and has some expert advice for your outbound strategy that you won’t have heard before. He’s also great fun, and if you’re at all interested in the origins of his viral ‘rap-preneur’ performances, this is not one to miss.
In the 13th episode of our ‘SaaS expert interview’ series, Matt Milligan chats with sales enablement expert Aaron Evans. Aaron is ranked as one of the world’s top sales enablement influencers, and as such he’s able to provide direct, comprehensive management strategies, and shed light on a whole host of intricate sales engagement processes. Matt and Aaron run through topics at breakneck speed, so if it’s a detailed sales education you’re after, this is not one to miss.
In episode 12 of our ‘SaaS expert interview’ series, Matt Milligan sits down with Chris Hatfield, the founder of Sales Psyche. Chris is an expert in mental health coaching for salespeople and sales leaders. Remarkably, salespeople are 3 times more likely to struggle with their mental health than those in the 'median' job. He talks us through how to go about tackling this challenge, and the knock-on effects it can have on productivity.
Matthew Whiteway is the Chief Commercial Officer for the world’s leading call tracking service, Infinity. In episode 11 of our ‘SaaS expert interview’ series, he chats with our very own Matt Milligan to share the best of what he's learnt over the years. From Matthew’s very first sales job as a teenager to this current team’s favourite remote social events, all bases are covered in this invaluable conversation.
Episode 10 of the ‘SaaS expert interview’ series features a conversation between Matt Milligan and Smarp’s Chief Revenue Officer, Anup Khera. From his work at Smarp, Anup has developed expertise on employee communications, which he shares with Matt here. He also walks us through his strategies for onboarding and team support, as well as the greatest challenges he faces as a leader.
In the 9th episode of our ‘SaaS expert interview’ series, Matt Milligan sits down with Ebsta’s own VP of Sales, Steve Aird. From his time working in SaaS and at Ebsta, the immensely powerful sales data analysis tool, Steve has accumulated a number unique insights into the sales process. Throughout this conversation, Matt and Steve break down the DNA of the deal, essential management strategies and discuss the possible tech breakthroughs on the horizon.
Episode 8 of the ‘SaaS expert interview’ series covers Matt Milligan’s conversation with Rachel Goldstone. Having quickly proven herself a valuable asset to her employers at Cognism, Rachel breaks down how she progressed from a fresh recruit to leading her own team in the space of just a few short months. She covers everything from how she keeps herself motivated to remote management strategies and essential tech.
In Episode 7 of our ‘SaaS expert interview’ series, Matt Milligan picks the brains of Hugh Furness, who imparts some of the vast knowledge he’s gained from 20 years in the IT industry. Hugh shares his strategies for working with his team during the transitions of 2020: topics include training, monitoring and caring for their wellbeing, as well as the essential tech that helped pull it off.
In this episode, the 6th installment of our ‘SaaS expert interview’ series, Matt Milligan chats to Dan Hardy, the VP of Sales at Crowdcube. Dan’s experience with such a successful crowdfunding platform leads to valuable insights on all aspects of management, and he shares his experiences tackling the new challenges brought about by the pandemic.
In the 5th edition of our ‘SaaS expert’ interview series, Matt Milligan sat down with Qatalog’s Chief Revenue Officer Ryan Burke. Ryan spent more than 5 years working in a remote sales environment at InVision (where he served as SVP). In this podcast, he explains what those in SaaS sales need to know about onboarding, communication and creating the best working environment. Matt and Ryan also talk through Gen Z’s strong desire for continued career development and learning opportunities.
Paul Towse is SalesForce’s Regional Vice President. In the 4th episode of our ‘SaaS expert’ interview series, he sits down with Matt Milligan to discuss the challenges that those in SaaS have had to face since March. Matt and Paul also chat through the ways that client relationships have changed, and the benefits of a tailored approach to maintaining staff relationships.
The 3rd in our 'SaaS expert interview' series sees Matt Milligan sit down with Ollie Sharpe. Ollie is the VP of Revenue for Sales Loft, a hugely successful sales engagement platform. Matt and Ollie chat recommendations for tech and tools, changes to the networking community and tips on how to best manage relationships.
The second of our ‘SaaS expert interview’ series sees Matt Milligan chat to Natasha Dadlani. Natasha is the Global Head of Sales at Market News (MNI), a Macro Intelligence firm specialising in Central Bank Policy. They chat all things Market News, the relationship between sales and risk, and the way that Gen Z are distinct as a generation of sales-people.
In the first of our 'SaaS expert interview' series, Matt Milligan welcomes Henrique Moniz de Aragão onto the podcast. Henrique is G2's EMEA Vice President and General Manager, and exclusively shares his thoughts on what you can expect this year. Matt and Henrique chat changes in customer interactions, onboarding processes and hiring. Henrique also shares his advice for those aiming to become sales managers.
Our very first podcast is delivered by Uhubs co-founders Matt Milligan and Ash Ali. Over the course of 2020, Matt and Ash sat down with a huge range of SaaS experts to identify the skills most predictive of success in the rapdily changing SaaS space. In this podcast, they report back on those conversations, and reveal the 7 SaaS specific insights that emerged from their research.