startup

Building the Startup Sales Team with Anna Talerico, Beacon9

For the founder, or early employee, who ends up at the helm of the sales function, what do you do when you are tasked with building, scaling and managing a team when you haven’t done it before? That is the big question and the focus of my conversation with Anna Talerico, Co-Founder at Beacon9.

It can be intimating and downright scary to find ourselves challenged with something new that we haven’t done before, and that is exactly how we grow in our careers.

Anna and I started off by talking about the first thing someone should do when they find themselves tasked with building a team and they haven’t done it before.

We discussed sales leadership and what’s the most important element of being the best at leading teams.

As companies grow there are challenges and obstacles to overcome. Anna shared her perspective on handling those possible barriers to growing your team.

We discussed the most common mistake an inexperienced sales leader makes and what to do about it.

Finally, we talked about how to set quotas and determine commission if you are starting from scratch.

Enjoy the interview!

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About Anna:

Anna Talerico an experienced SaaS operator focused on management, company culture and sales. At her former company she led her customer-facing teams which included sales, customer success and product support. When that company was acquired in 2017, she co-founded Beacon9 to help other tech companies chart their successful path forward in these same areas.

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Thanks to our Sponsors!

This podcast is presented by our Elite Sponsor, Microsoft. Corporate Vice President and Channel Chief Gavriella Schuster, along with other female leaders in the company, are driving for change, trying to bring more women into the technology industry. Gavriella and Microsoft are committed to giving “young women better role models and a stronger voice to all women.” You can hear more from Gavriella and other Microsoft leaders, on the Microsoft Partner Network podcast. Or visit partner.microsoft.com

Thanks to our Media Sponsor. Women Sales Pros has a vision for more women in B2B sales and sales leadership roles where there are currently male-majority sales teams. We help educate companies on how to do this, and we champion women on what a professional sales career can be. We also showcase the very top women sales experts who are speakers, authors, consultants, trainers and coaches. People can sign up to get updates HERE and follow us on Twitter and Instagram at @WomenSalesPros

Scaling an Organization Globally: the Marketo story with Amy Guarino

By Barbara Giamanco Leave a Comment

In this episode, I talked with Amy Amy Guarino, COO at Kyndi. Prior to joining Kyndi as Chief Operating Officer, Amy spent eight years at Marketo, which she joined in early 2009 as the Vice President of Business Development. It is there that she learned all about scaling an organization globally from less than $1M to over $250M: the Marketo story. Scaling an organization is no easy task. Learn the growth strategies used to access such great success at Marketo.

How to properly prepare to scale your business for high performance and growth is top of mind for most companies I talk too, especially in the fast-paced and ever-changing technology world. I asked Amy to tell me how she utilized indirect sales channels to support Marketo’s sales growth.

Amy is a former IBM’er, and I asked her what she learned about IBM about sales leadership that translated to building successful sales organizations in Silicon Valley startups.

One key to driving sustainable and consistent revenue growth is in the tight alignment of sales and marketing. I asked Amy what the secret sauce was for making this happen successfully.

Amy started and led Marketo’s business in Japan. Here about her experience in the interview.

Finally, Amy offered her advice to all young salespeople on what it takes to build a successful career.

Enjoy the interview!

Apple Podcasts – Please subscribe so that you never miss an episode! Write a review for the podcast if you like the interviews.

Spotify Stitcher Google Play

About Amy:

Amy Guarino, COO at Kyndi. Prior to joining Kyndi as Chief Operating Officer, Amy spent eight years at Marketo, which she joined in early 2009 as the Vice President of Business Development (employee #25.) In 2014, Amy moved to Tokyo to start Marketo KK, a joint venture with Dentsu and Sunbridge. That organization is now the fastest international region for Marketo and was recognized as the #1 Best Place to Work in Japan. During Amy’s career at Marketo Inc, Marketo grew from less than $1M in revenue to over $250M, went public in 2013 and was acquired by Vista Private Equity for $1.8B in 2016. Amy has a B.A. from the University of Notre Dame. She has been recognized as one of the Top 100 Women of Influence in the Silicon Valley and as CRN’s Top Women in the Channel.

Connect with Amy – LinkedIn Twitter
Website: www.kyndi.com

Thanks to our Sponsors!

We thank our Elite Sponsor, Microsoft. I thank Gavriella Schuster, Corporate Vice President and Channel Chief at Microsoft, for her dedication to supporting women in technology, and making this podcast possible. Gavriella and Microsoft are committed to giving “young women better role models and a stronger voice to all women. You can hear more from Gavriella and other Microsoft leaders, on the Microsoft Partner Network podcast

Thanks to our Media Sponsor. Women Sales Pros has a vision for more women in B2B sales and sales leadership roles where there are currently male-majority sales teams. We help educate companies on how to do this, and we champion women on what a professional sales career can be. We also showcase the very top women sales experts who are speakers, authors, consultants, trainers, and coaches. People can sign up to get updates HERE and follow us on Twitter and Instagram at @WomenSalesPros

How Working for an Israeli Start-Up Has Made Her a Better Leader with Bridget Gleason, Logz.io

By Barbara Giamanco Leave a Comment

In this Women in Sales Leadership segment, I talked with Bridget about her leadership experience working in Israeli start-up Logz.io. During this episode, you’ll first hear how Bridget got her start in sales. Then we talked about her experience working for an Iraeli company.

How her experience working with an Israeli company is different from other start-ups she has worked with.

You’ll gain some perspective on Bridget handles the time difference and what that means for communication among the leadership team.

Bridget shared a few of her biggest surprises.

Finally, Bridget shares her advice would to women in sales roles who want to move into leadership positions.

Enjoy!

This episode is sponsored by Hubspot.

Don’t miss out HubSpot’s annual sales event – Inbound Sales Day – on June 6th! 30 leading sales experts will be sharing their knowledge and expertise. Register now for FREE at hubspot.com/inbound-sales-day

About Bridget:

Bridget Gleason is VP of Sales at Logz.io and manages the company’s worldwide sales organization. She was most recently VP of Corporate Sales as well as Executive Advisor at Sumo Logic. Prior to Sumo Logic, she was VP of Worldwide Sales at Yesware and Senior VP of Worldwide Sales at Engine Yard.

Connect with Bridget on LinkedIn and Twitter

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