SalesFounders - Startup Sales Growth | Venture Capital | Crowdfunding | Sales Strategy |

SalesFounders is a weekly podcast that focuses on sales growth and strategy for startups. We interview VC’s, entrepreneurs, and industry experts to discuss the strategies that will help founders bridge the sales gap and accelerate their most profitable channels of growth.
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SalesFounders - Startup Sales Growth | Venture Capital | Crowdfunding | Sales Strategy |


All Episodes
Now displaying: August, 2017
Aug 29, 2017

On the heels of a failed startup in 2002, Aaron Ross stumbled into a call-center position at Looking for sales perspective, Aaron discovered something much bigger. The discovery, covered in his best-selling book Predictable Revenue, was a revolutionary approach to outbound selling that led SalesForce from $5M to $100M in sales. Since then, Aaron has helped companies like Uber, SAP, and Oracle figure out how to build scalable, predictable revenue. These strategies, as well as the concepts of "hypergrowth" covered in his recent book with co-author Jason Lemkin, are a just few of the topics we cover as we explore the secrets of predictable sales growth.

“The things that will change your growth rate are often the things you don’t feel comfortable doing.”

On this episode, you'll learn:

  • How Aaron went from a failed startup to helping grow from $5m to $100M in revenue
  • The sales challenges at Salesforce that led to "Predictable Revenue" and Cold Calling 2.0
  • 3 factors to determine whether an outbound strategy is right for your organization
  • How to get your SDR's to think for themselves and away from email template fixation
  • A compensation model for Outbound SDR's
  • The sales mindset or SDRs - how to promote consultative selling and adaptability
  • "Nailing A Niche" and knowing when you’re not ready to grow
  • How to cross the trust gap and reach customers who don’t know you
  • How to go upmarket and increase your average deal size
  • From 0-9 kids in 6 years - how to promote an entrepreneur work-life balance
Aug 22, 2017

Surviving the early stages of a startup to reach growth is a significant milestone for any founder. It is also the beginning of new chapter of challenges and opportunities. There is a science to accelerating growth, and few who know it better than Greg Warnock, managing director and co-founder of Mercato Partners. 

Greg is a technologist, innovator, and PhD-equipped entrepreneur who is well versed in every stage of entrepreneurship. On this episode, Greg walks us through his formula for success, the benchmarks he uses to qualify opportunities, the 3 pillars of growth that define the Mercato performance team, and some of the most common pitfalls that challenge and stifle growth. Drawing on a portfolio that includes companies like SkullCandy, Domo, Stance, and Observepoint, this episode is guaranteed to change the way you look at growth. 


  • The qualities of top performing entrepreneurs and how to spot them
  • Differentiating between Venture and Growth: The origin story of Mercato
  • 4 benchmarks Mercato uses to to evaluate their investments
  • 3 "red flags" of unsustainable growth
  • The 3 biggest growth challenges and how to avoid them
  • Why pricing and process are the most costly sales mistakes entrepreneurs are making
  • How Skull Candy turned Brand Equity into "Irrational Brand Loyalty"
  • An innovative approach to gain sales confidence and process


Aug 15, 2017

Efficient and scalable sales growth is the common goal of every startup. My guest, Trish Bertuzzi, is the best-selling author of the Sales Development Playbook and President of The Bridge Group. Trish joins us this week to discuss account-based marketing, outbound strategy, and how to survive the early stages of sales development. 

Visit for show notes and additional information. 

Aug 8, 2017

There is more to a viral marketing strategy than a great product or a clever tag line. With so much noise in market, it has become increasingly difficult to connect your message with your target audience. My guest, Jace Vernon has the solution to this problem. Jace is the founder of both YDraw and MarketingHy.  YDraw is a white board video and animation company helps companies find a better way to tell the story behind their product or service. MarketingHy is a full-service digital marketing agency which helps companies deliver that story to their target audience.

On this episode, we explore the challenges that most startups face when it comes to telling their story and engaging their customers. We’ll talk about the 5 steps of a viral marketing strategy, effective content and email copy, a system for finding your customers, and a simpler way for startups to approach the daunting task of marketing. Your story is the bridge across the sales gap so buckle up as we take a dive into the the world of story-telling with Jace Vernon. Jace, welcome to SalesFounders. 

Aug 1, 2017

LinkedIn has become a powerful platform for entrepreneurship. Whether your objective is exposure or lead generation, LinkedIn should be a key ingredient of your sales growth strategy. My guest this week is nationally recognized linked in expert Yakov Savitskiy. Yakov is the founder of Linked Lead enteprises and joins me to explore 10 ways you can leverage linkedin to develop or accelerate sales growth. We talk about things like the 3 P’s of a great profile, 8 Publisher best practices, how to be more visible to your target audience, and how to use Linkedin in your sales funnel.