Dec 26, 2017
Guest - Andrew Savikas - Founder,
This week on the podcast another friend of Catalyst Sale joins
us. Andrew Savikas is the founder of YieldTalk. He is
the former CEO of Safari Books Online, and he is a startup advisor
who helps CEOs and Founders with strategy.
This week we discuss the importance of understanding history,
similarities between those in sales roles and those in technical
roles, and how b2c and b2b strategies can thrive in the same
- How are Sales and
Marketing folks similar to those in Engineering, Product, and
- As Sales professionals, what are the gaps we should
be mindful of when communicating requirements back to the
- What roles would benefit from learning to code?
- How does accounting apply to software
- What happens in organizations as they navigate the
transition from b2c to b2b?
- What are some of the common challenges Andrew has
seen in early-stage organizations?
- Why is it so important to understand history?
etiquette, culture, and vocabulary when communicating across
functions in an organization is important.
- Empathy is critical
(this continues to be a theme)
- It's not as simple as
- let's just add more resources - the sales team can’t just sell
more in the short term
- Nine women can’t
(accelerate the process and) have a baby in a month - metaphor from
the Mythical Man Month
- Recognize that there
are distinctions within organizations across technical roles.
- Leverage your
internal resources - bring them into the discussion
- The buyer has already
formed an opinion on the product before you engage with
- General Observations working with early-stage
- The value of looking at B2C as a leading indicator & as a
source of growth (evangelists, insight, access)
- The impact of churn
at various stages of the organization
- Understanding the
importance of how probabilities and percentages play into sales
- Many early-stage organizations make the mistake of
hiring the wrong sales rep, and many do this too soon.
- General observations - about technology and innovation
- Think about technology through a historical lens -
what have we learned through other transformations.
- The Telegraph as an innovation - it had a
transformative impact on our country
- The hyphen was a technological innovation
- "Technology is anything that was not around before
you were born" - Alan Kay
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