Big tech is transforming every aspect of our world. But how, and at what cost? This season of Land of the Giants – The Disney Dilemma – focuses on Disney’s ability to weather the ups and downs of the business cycle and changing tastes and explores what has kept it successful for over 100 years. The entertainment giant has leveraged nostalgia and its intellectual property to build a beloved brand, but after an acquisition spree that included Marvel, Lucasfilm, and 20th Century Fox, can it sus ...
…
continue reading
Content provided by Matt Amundson & Craig Rosenberg | Hosts of The Transaction, Matt Amundson, and Craig Rosenberg | Hosts of The Transaction. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Matt Amundson & Craig Rosenberg | Hosts of The Transaction, Matt Amundson, and Craig Rosenberg | Hosts of The Transaction or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
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Insight-Driven Outreach Beats Personalization with Ana Leyva - Ep 51
Manage episode 477803932 series 3556097
Content provided by Matt Amundson & Craig Rosenberg | Hosts of The Transaction, Matt Amundson, and Craig Rosenberg | Hosts of The Transaction. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Matt Amundson & Craig Rosenberg | Hosts of The Transaction, Matt Amundson, and Craig Rosenberg | Hosts of The Transaction or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
Ana Leyva advises early-stage startups at Pear VC on their go-to-market strategy to help them build stunning sales motions that set them up to scale. Ana provides pre-seed and seed startups with her first-hand experience as a seasoned operator with past roles at tech unicorns Box, ServiceTitan, and Vanta. Ana joins Co-Hosts Craig Rosenberg and Matt Amundson to delve into how to transition beyond a founder-led sales motion without losing their special perspective, why insight-driven outreach beats crappy sales personalization in B2B, and the two foundational pillars that you need to have in place to build a strong go-to-market strategy.
Additionally, Ana details the importance for founders to be extremely disciplined with their Ideal Customer Profile and who they allow to steer the course of the future of their company.
Also, Craig gets a ton of text notifications, and Matt muses about buying Craig a present for Easter.
Critical Takeaways
- The crappy bit of personalization you grabbed from LinkedIn and added to your stale cold outbound email is not going to set you apart. ‘We went to the same school’ doesn’t help that decision maker develop a solution to the problems they’re facing.
- Rather than relying on bare-minimum ‘personalization’, put your thinking cap on and reach out with a business insight that can actually help your prospect learn more about their business, understand their problem better, or make a more informed decision.
- As hard as it can seem to turn down customers early on, founders need the discipline to focus on prospects who will truly benefit from their product, and saying no to the wrong fit is crucial for building long-term customer relationships.
- The bedrock of your go to market strategy should be built upon endless customer obsession and very strict ICP (Ideal Customer Profile) parameters. That ensures you deeply understand the pain your customer solves and can build a product to solve that pain effectively.
- Don’t just let your customers come to you, you need to pick the right protagonists for the epic narrative that you are creating for yourself and your customers. Be picky about who you allow to join and steer the arc of this grand story you are embarking on.
Sponsored Segment
Interested in becoming a sponsor of The Transaction? Contact [email protected]
Chapters
00:00 - Episode Preview
00:20 - Squishy Pineapples & The 1995 UCLA Bruins
04:01 - Introducing Ana Leyva, GTM Leader at Pear VC
08:29 Selling at B2B Conferences on the Road as a New Mom
11:32 - Focus on Providing Value, not on Bland “Personalization”
21:33 - B2B SaaS Founders Need to Rewrite New Go To Market Playbooks
27:24 - Scaling Your Sales Team & Shifting from Founder-led Sales
34:53 - Discipline is a Founder’s Best Friend & Going Narrow is the Way to Win as a Startup
45:06 - Is Cold-Calling Coming back in Style for SaaS Sales Teams?
Sign up for our Newsletter: https://thetransaction.substack.com/
Epic Quotes
- “I am sick of personalized emails.” - Ana Leyva
- “I always tell our founders, you’re not selling for the initial close; you’re selling for the renewal.” - Ana Leyva
Connect with Ana
- LinkedIn: https://www.linkedin.com/in/analeyva/
- Pear VC Website: https://pear.vc/
Shoutouts
- AJ Gandhi: https://www.linkedin.com/in/anjaigandhi/
- Brandon Redlinger: https://www.linkedin.com/in/brandonredlinger/
- Brent Adamson: https://www.linkedin.com/in/brentadamson/
- Brent’s Episode:
- Chris Orlob: https://www.linkedin.com/in/chrisorlob/
- Chris’s Episode:
- Jen Allen-Knuth: https://www.linkedin.com/in/demandjen1/
- Jason Lemkin: https://www.linkedin.com/in/jasonmlemkin/
- Jason’s Post on LinkedIn: https://www.linkedin.com/posts/jasonmlemkin_so-theres-a-lot-of-angst-on-linkedin-about-activity-7308223252420509697-EJCS
- Stevie Case: https://www.linkedin.com/in/steviecase/
- Scott Albro: https://www.linkedin.com/in/scottalbro/
- Gong
- Scott Barker: https://www.linkedin.com/in/ssbarker/
- Phil Fernandez: https://www.linkedin.com/in/phil-fernandez-6902881/
Love the show? Give us a shoutout on LinkedIn and tell us what you loved!
57 episodes
Share
Manage episode 477803932 series 3556097
Content provided by Matt Amundson & Craig Rosenberg | Hosts of The Transaction, Matt Amundson, and Craig Rosenberg | Hosts of The Transaction. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Matt Amundson & Craig Rosenberg | Hosts of The Transaction, Matt Amundson, and Craig Rosenberg | Hosts of The Transaction or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
Ana Leyva advises early-stage startups at Pear VC on their go-to-market strategy to help them build stunning sales motions that set them up to scale. Ana provides pre-seed and seed startups with her first-hand experience as a seasoned operator with past roles at tech unicorns Box, ServiceTitan, and Vanta. Ana joins Co-Hosts Craig Rosenberg and Matt Amundson to delve into how to transition beyond a founder-led sales motion without losing their special perspective, why insight-driven outreach beats crappy sales personalization in B2B, and the two foundational pillars that you need to have in place to build a strong go-to-market strategy.
Additionally, Ana details the importance for founders to be extremely disciplined with their Ideal Customer Profile and who they allow to steer the course of the future of their company.
Also, Craig gets a ton of text notifications, and Matt muses about buying Craig a present for Easter.
Critical Takeaways
- The crappy bit of personalization you grabbed from LinkedIn and added to your stale cold outbound email is not going to set you apart. ‘We went to the same school’ doesn’t help that decision maker develop a solution to the problems they’re facing.
- Rather than relying on bare-minimum ‘personalization’, put your thinking cap on and reach out with a business insight that can actually help your prospect learn more about their business, understand their problem better, or make a more informed decision.
- As hard as it can seem to turn down customers early on, founders need the discipline to focus on prospects who will truly benefit from their product, and saying no to the wrong fit is crucial for building long-term customer relationships.
- The bedrock of your go to market strategy should be built upon endless customer obsession and very strict ICP (Ideal Customer Profile) parameters. That ensures you deeply understand the pain your customer solves and can build a product to solve that pain effectively.
- Don’t just let your customers come to you, you need to pick the right protagonists for the epic narrative that you are creating for yourself and your customers. Be picky about who you allow to join and steer the arc of this grand story you are embarking on.
Sponsored Segment
Interested in becoming a sponsor of The Transaction? Contact [email protected]
Chapters
00:00 - Episode Preview
00:20 - Squishy Pineapples & The 1995 UCLA Bruins
04:01 - Introducing Ana Leyva, GTM Leader at Pear VC
08:29 Selling at B2B Conferences on the Road as a New Mom
11:32 - Focus on Providing Value, not on Bland “Personalization”
21:33 - B2B SaaS Founders Need to Rewrite New Go To Market Playbooks
27:24 - Scaling Your Sales Team & Shifting from Founder-led Sales
34:53 - Discipline is a Founder’s Best Friend & Going Narrow is the Way to Win as a Startup
45:06 - Is Cold-Calling Coming back in Style for SaaS Sales Teams?
Sign up for our Newsletter: https://thetransaction.substack.com/
Epic Quotes
- “I am sick of personalized emails.” - Ana Leyva
- “I always tell our founders, you’re not selling for the initial close; you’re selling for the renewal.” - Ana Leyva
Connect with Ana
- LinkedIn: https://www.linkedin.com/in/analeyva/
- Pear VC Website: https://pear.vc/
Shoutouts
- AJ Gandhi: https://www.linkedin.com/in/anjaigandhi/
- Brandon Redlinger: https://www.linkedin.com/in/brandonredlinger/
- Brent Adamson: https://www.linkedin.com/in/brentadamson/
- Brent’s Episode:
- Chris Orlob: https://www.linkedin.com/in/chrisorlob/
- Chris’s Episode:
- Jen Allen-Knuth: https://www.linkedin.com/in/demandjen1/
- Jason Lemkin: https://www.linkedin.com/in/jasonmlemkin/
- Jason’s Post on LinkedIn: https://www.linkedin.com/posts/jasonmlemkin_so-theres-a-lot-of-angst-on-linkedin-about-activity-7308223252420509697-EJCS
- Stevie Case: https://www.linkedin.com/in/steviecase/
- Scott Albro: https://www.linkedin.com/in/scottalbro/
- Gong
- Scott Barker: https://www.linkedin.com/in/ssbarker/
- Phil Fernandez: https://www.linkedin.com/in/phil-fernandez-6902881/
Love the show? Give us a shoutout on LinkedIn and tell us what you loved!
57 episodes
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Similar to The Transaction
Big tech is transforming every aspect of our world. But how, and at what cost? This season of Land of the Giants – The Disney Dilemma – focuses on Disney’s ability to weather the ups and downs of the business cycle and changing tastes and explores what has kept it successful for over 100 years. The entertainment giant has leveraged nostalgia and its intellectual property to build a beloved brand, but after an acquisition spree that included Marvel, Lucasfilm, and 20th Century Fox, can it sus ...
…
continue reading
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The fun email marketing podcast. Sell more of your online courses, grow your membership and bring in more coaching clients with email marketing that doesn't stink. Sound good? Then join your fellow Email Marketing Heroes for your weekly dose of fun, practical, yet brutally honest email marketing advice. You can listen in to a piping hot, fresh episode every 'Email Marketing Wednesday' or if you prefer learning with your eyes instead of your ears, we turn each episode into a full written blog ...
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It didn’t all change in March 2020. Not really. The UK high street has been in the throes of a gradual revolution for decades. From the rise of ecommerce, to the birth of mobile, social commerce, and a growing emphasis on experience, change has been underway for a while. In fact for many, the pandemic has acted as a wake-up call. Digital transformation was no longer a ‘nice to have’ but a matter of survival. Necessity sparked innovation and customers are enjoying more flexibility and conveni ...
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continue reading
Welcome to the What’s Next! Podcast. I’ve met so many brilliant people as I traveled the globe and have had some fascinating conversations that I’ve wished had been recorded so I could share them with you - this podcast was a way for me to recreate those moments and let you in on some fantastic insights. My current conversations center around one objective: what's next for companies and individuals as they look to innovate and grow. I hope these conversations inspire you as much as they have ...
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continue reading
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