Podcast
The Modern SaaS Podcast
Hosted by Aditya Kothadiya · EN
The podcast for SaaS founders and operators, where we discuss how to build and grow B2B SaaS in a modern way. Real conversations, straight from the heart.
11episodes
Episodes
Newest firstAll episodes
How simple changes to coaching can elevate performance: Aditya Kothadiya
Feb 23, 202400:34:02Tap to summarizeThe Importance of Coaching (00:45)Role of Coaching Across Teams (03:10)Where to Start with Coaching (4:34)Implementing Best Coaching Practices (07:25)Personalization in Coaching (10:39)Building a Coaching Culture and Hiring (19:55)Continuous Coaching (26:10)Keeping Accountable with Coaching (27:44)Top Coaching Advice from Aditya (31:23)
Transcribe →How to win in a competitive market: Sujan Patel
Jan 11, 202400:34:56Tap to summarizeGet ready for a power-packed episode as we sit down with the incredible Sujan Patel, Founder and CEO of Mailshake, to unravel the secrets to standing out and winning in a competitive market. Today, competition is popping up all around us, vying for the attention of the very few buyers ready to buy. Sellers need to up their game. Join us for a casual chat where Sujan shares insights on standing out to modern buyers, crafting a killer pitch and what Sales leaders must know and do in order to win. Whether you're a seasoned SaaS leader or just starting out, this episode is your fast track to success in the hustle of the competitive market. Let's dive in and start winning together!
Transcribe →Creating modern buyer experiences that convert: Natalie Marcotullio
Jan 4, 202400:29:13Tap to summarizeAre you delighting or frustrating buyers? Are you keeping pace with the latest trends buyers expect when they land on your website? Are you staying top of mind? 🤔 Aditya and Natalie Marcotullio, Head of Growth and Operations at Navattic, kick back to chat about the best practices for creating modern buying experiences that actually convert. Discover strategies to turn visitors into customers, beginning with your website's explainer video and how you present (or hide) pricing. Make sure you're effectively showcasing the true value of your product, making it a no-brainer for potential buyers. Aditya and Natalie also dive into some additional tips for PLG companies when choosing the right channels for your audience, how to build nurture campaigns and starting your own influencer program to keep your brand top of mind.
Transcribe →How to build your community from the scratch: Lloyed Lobo
Sep 14, 202301:13:26Tap to summarizeIn this episode of The Modern SaaS Podcast, Lloyed Lobo, the founder of Boast.ai and Traction, joins us to discuss how to go about building a community. Lloyed is also the author of the book "From Grassroots to Greatness" which gives you 13 rules to build an iconic brand with the help of comunity. Through this episode, he shares with us the insights he's gathered from years of experience in building startups, communities, events, and conferences, and distills community building into a framework called CAMPER. 𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦00:00 - Intro 01:53 - The problem discovery for Boast.ai 04:42 - Startups are built in phases 07:11 - The two major gaps that startup community solves 08:25 - How to identify which problem to tackle 12:40 - How the Traction conference came into being 16:13 - Building social proof 25:15 - Budgeting and ROI planning when building a community 28:00 - Overcoming setbacks 30:25 - Need to communicate value regularly 32:10 - Lloyed's inspiring story 39:00 - The CAMPER framework for community building 39:48 - How concepts become a cult 41:21 - 6 core values 53:30 - Where should you start? 55:00 - Types of communities you can build 1:00:00 - Enabling customers to run your community 1:07:37 - Why host the cool parties 1:12:57 - Closing notes 💌 Connect with Lloyed Lobo💌 ➟ Linkedin 🔗 https://www.linkedin.com/in/lloyedlobo/ Also, please listen to the episode on: ➟ Apple 🔗 ➟ Spotify 🔗 ✨ Subscribe to Avoma's Channel✨ 🔗https://www.youtube.com/channel/UCpSiDrsEUx2Qywfb1V3CII ✨About Avoma✨ Avoma is an end-to-end AI meeting assistant for customer-facing teams. Its AI-powered technology helps customer-facing teams capture important customer information, before, during, and after important meetings. 🔗 https://www.avoma.com/ 🎥𝗖𝗵𝗲𝗰𝗸𝗼𝘂𝘁 𝗠𝘆 𝗢𝘁𝗵𝗲𝗿 𝗩𝗶𝗱𝗲𝗼𝘀 ➟ The game-changing shift in SaaS sales | Mona Akmal | The Modern SaaS Podcast | Ep #23 🔗 https://youtu.be/hYRTP5eVlow ➟ How to close deals faster in the current economy | Mor Assouline | The Modern SaaS Podcast | Ep #24 🔗https://youtu.be/l5JISfmFUFk 𝗙𝗼𝗹𝗹𝗼𝘄 𝗢𝗻 𝗦𝗼𝗰𝗶𝗮𝗹 ➟ Linkedin 🔗https://www.linkedin.com/company/avoma ➟ Twitter 🔗https://twitter.com/AvomaInc #saas #community #communityconnection 𝗥𝗲𝗹𝗮𝘁𝗲𝗱 𝗦𝗲𝗮𝗿𝗰𝗵𝗲𝘀: community building community lloyed lobo grassroots to greatness
Transcribe →How problem defining helps you close deals faster: Aman Singh
Sep 5, 202300:53:17Tap to summarizeIn this episode of The Modern SaaS Podcast, Aman Singh, founder of The Curious Consultant explains how problem defining and problem solving are two different facets of sales and customer success. 𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦 00:00 - Intro 01:16 - The story behind 'The Curious Consultant' 04:10 - The taboo behind talking about failures 07:27 - The hypothesis of inefficient meetings 08:40 - Failing your way to success 11:33 - The need to be vulnerable 16:10 - 80% of your sales is won and lost in discovery calls 16:26 - Lead with fear 18:42 - Why extreme ownership is important for sales 19:17 - Problem defining 25:23 - Problem defining vs problem solving 29:34 - How to know you've moved from symptoms to disease 32:04 - Understanding introversion vs extroversion 38:58 - Gender biases in sales 44:30 - Selling to different geos49:04 - Do not use presentations, have conversations 52:35 - Closing notes 💌 Connect with Aman Singh💌 ➟ Linkedin 🔗 https://www.linkedin.com/in/thecuriousconsultant/ Also, please listen to the episode on: ➟ Apple 🔗 ➟ Spotify 🔗 ✨ Subscribe to Avoma's Channel✨ 🔗https://www.youtube.com/channel/UCpSiDrsEUx2Qywfb1V3CII ✨About Avoma✨ Avoma is an end-to-end AI meeting assistant for customer-facing teams. Its AI-powered technology helps customer-facing teams capture important customer information, before, during, and after important meetings. 🔗 https://www.avoma.com/ 🎥𝗖𝗵𝗲𝗰𝗸𝗼𝘂𝘁 𝗠𝘆 𝗢𝘁𝗵𝗲𝗿 𝗩𝗶𝗱𝗲𝗼𝘀 ➟ The game-changing shift in SaaS sales | Mona Akmal | The Modern SaaS Podcast | Ep #23 🔗 https://youtu.be/hYRTP5eVlow ➟ How to close deals faster in the current economy | Mor Assouline | The Modern SaaS Podcast | Ep #24 🔗https://youtu.be/l5JISfmFUFk ➟ How Onboarding Shapes Churn & Expansions | Srikrishnan Ganesan | The Modern SaaS Podcast | Ep #25 🔗https://youtu.be/V4Ug50Z9SVg 𝗙𝗼𝗹𝗹𝗼𝘄 𝗢𝗻 𝗦𝗼𝗰𝗶𝗮𝗹 ➟ Linkedin 🔗https://www.linkedin.com/company/avoma ➟ Twitter 🔗https://twitter.com/AvomaInc #saas #sales #problemsolving 𝗥𝗲𝗹𝗮𝘁𝗲𝗱 𝗦𝗲𝗮𝗿𝗰𝗵𝗲𝘀: problem defining modern saas podcast problem solving customer churn sales discovery
Transcribe →How onboarding shapes customer churn & expansions: Srikrishnan Ganesan
Aug 24, 202300:46:10Tap to summarizeIn this episode of The Modern SaaS Podcast, Srikrishnan Ganesan, the CEO of Rocketlane, joins us to discuss how customer onboarding shapes churn and expansions. He shares with us the insights he's gathered from years of experience, and explains how onboarding can help your company avoid costly churn and help you build the base for account expansions. 𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦 00:00 - Intro 00:56 -True churn happens in onboarding 03:22 - The story behind Rocketlane 06:32 - The customer shareability gap 09:48 - Purpose built software vs. all-in-one solutions 15:19 - Need for customer status update 18:13 - Common mistake: Not sharing implementation timelines with customer 22:42 - Have a pre-kick off call 27:43 - Shifting responsibilities in the product-led sales world 31:06 - Role of community in shaping the product 34:30 - How building a community helps 38:06 - Where does community fit in the org chart 40:04 - What's a great buyer journey 43:53 - Focus on brand from early 44:46 - Closing notes 💌 Connect with Srikrishnan Ganesan💌 ➟ Linkedin 🔗 https://www.linkedin.com/in/srikrishnang Also, please listen to the episode on: ➟ Apple 🔗 ➟ Spotify 🔗 ✨ Subscribe to Avoma's Channel✨ 🔗https://www.youtube.com/channel/UCpSiDrsEUx2Qywfb1V3CII ✨About Avoma✨ Avoma is an end-to-end AI meeting assistant for customer-facing teams. Its AI-powered technology helps customer-facing teams capture important customer information, before, during, and after important meetings. 🔗 https://www.avoma.com/ 🎥𝗖𝗵𝗲𝗰𝗸𝗼𝘂𝘁 𝗠𝘆 𝗢𝘁𝗵𝗲𝗿 𝗩𝗶𝗱𝗲𝗼𝘀 ➟ The game-changing shift in SaaS sales | Mona Akmal | The Modern SaaS Podcast | Ep #23 🔗 https://youtu.be/hYRTP5eVlow ➟ How to close deals faster in the current economy | Mor Assouline | The Modern SaaS Podcast | Ep #24 🔗https://youtu.be/l5JISfmFUFk 𝗙𝗼𝗹𝗹𝗼𝘄 𝗢𝗻 𝗦𝗼𝗰𝗶𝗮𝗹 ➟ Linkedin 🔗https://www.linkedin.com/company/avoma ➟ Twitter 🔗https://twitter.com/AvomaInc #saas #customerexperience #onboarding 𝗥𝗲𝗹𝗮𝘁𝗲𝗱 𝗦𝗲𝗮𝗿𝗰𝗵𝗲𝘀: customer onboarding modern saas podcast modern onboarding customer churn account expansions
Transcribe →How to close deals faster in the current economy: Mor Assouline
Jul 14, 202300:53:24Tap to summarizeIn this episode of The Modern SaaS Podcast, Mor Assouline, the founder of FDTC, shares with us some his insights on what it takes in the current economic conditions to have a better deal close rate and how to create successful customer journeys.He shares actionable tips on how to do forecasting better, set the right expectations, and what high quality sales discovery and demo looks like. 𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦 00:00 - Intro 01:40 - Is it a market issue or sales issue? 06:42 - How to arrive at sales quota 10:27 - Setting expectations upfront 11:29 - The need for sales coaching for the current environment 11:14 - Why sales needs so much coaching? 15:16 - Building a buyer scenario matrix 18:10 - How much should reps know about their product 24:30 - The frustrations in buying experience 29:30 - Qualifying the demos booked 32:16 - Optimizing the demo to close experience 33:31 - Things not to miss when you give a demo 36:48 - Case example: How to do a disco+demo 39:45 - The narrative is more important than the feature 41:28 - Building a culture of learning 46:52 - Habits to get the most value of meeting insights 52:00 - Build familiarity before your do your outreach 52:34 - Closing notes 💌 Connect with Mor Assouline💌 ➟ Linkedin 🔗https://www.linkedin.com/in/morassouline/ Also, please listen to the episode on: ➟ Apple 🔗 ➟ Spotify 🔗 ✨ Subscribe to Avoma's Channel✨ 🔗https://www.youtube.com/channel/UCpSiDrsEUx2Qywfb1V3CII ✨About Avoma✨ Avoma is an end-to-end AI meeting assistant for customer-facing teams. Its AI-powered technology helps customer-facing teams capture important customer information, before, during, and after important meetings. 🔗 https://www.avoma.com/ 🎥𝗖𝗵𝗲𝗰𝗸𝗼𝘂𝘁 𝗠𝘆 𝗢𝘁𝗵𝗲𝗿 𝗩𝗶𝗱𝗲𝗼𝘀 ➟ The game-changing shift in SaaS sales | Mona Akmal | The Modern SaaS Podcast | Ep #23 🔗 https://youtu.be/hYRTP5eVlow ➟ 7 creative prospecting tips to stand out in tough financial times | Ep 22 | The Modern SaaS Podcast 🔗 https://youtu.be/8VAE892WQCw 𝗙𝗼𝗹𝗹𝗼𝘄 𝗢𝗻 𝗦𝗼𝗰𝗶𝗮𝗹 ➟ Linkedin 🔗https://www.linkedin.com/company/avoma ➟ Twitter 🔗https://twitter.com/AvomaInc #saas #sales #selling 𝗥𝗲𝗹𝗮𝘁𝗲𝗱 𝗦𝗲𝗮𝗿𝗰𝗵𝗲𝘀: sales quota modern saas modern sales forecasting
Transcribe →The shocking truth about selling SaaS in today's market
Jul 6, 202300:54:48Tap to summarizeMona Akmal, CEO of Falkon AI, joins Aditya Kothadiya on the Modern SaaS Podcast to talk about the game-changing shift in SaaS sales. In this episode, Mona discusses the shocking truth about how SaaS sales works in today's world. If you're looking to improve the buyer experience and sales conversion, then this episode is for you. 𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦00:00 - Intro 01:17 - The Falkon journey 03:36 - Sales and pivots based on feedback 05:44 - Why sales win rates go down upon transition from founder-led? 07:10 - Founders should never hire sales until... 11:14 - Why sales needs so much coaching? 16:20 - Sales acumen is key 18:24 - The sales decision tree 19:45 - Executing the sales decision tree 22:22 - Bad sales advice vs good advice 27:54 - Sales now is different from last 5 years 33:00 - Improve sales efficiency 34:28 - Don't bring your sales engineer on your first demo 39:50 - Don't offer this kind of experience 40:46 - The mistake while we sell 47:06 - How is Falkon different 52:17 - Stop chasing product market fit 💌 Connect with Mona Akmal💌 ➟ Linkedin 🔗 https://www.linkedin.com/in/mona-akmal/ Also, please listen to the episode on: ➟ Apple 🔗 ➟ Spotify 🔗 ➟ Google Podcast 🔗 ✨ Subscribe to Avoma's Channel✨ 🔗https://www.youtube.com/channel/UCpSiDrsEUx2Qywfb1V3CII ✨About Avoma✨ Avoma is an end-to-end AI meeting assistant for customer-facing teams. Its AI-powered technology helps customer-facing teams capture important customer information, before, during, and after important meetings. 🔗 https://www.avoma.com/ 🎥𝗖𝗵𝗲𝗰𝗸𝗼𝘂𝘁 𝗠𝘆 𝗢𝘁𝗵𝗲𝗿 𝗩𝗶𝗱𝗲𝗼𝘀 ➟ 7 creative prospecting tips to stand out in tough financial times | Ep 22 | The Modern SaaS Podcast 🔗 https://youtu.be/8VAE892WQCw ➟ Modern Prospecting with LinkedIn Social Selling | Episode 21 | The Modern SaaS Podcast 🔗 https://youtu.be/YT73xDcWOHY 𝗙𝗼𝗹𝗹𝗼𝘄 𝗢𝗻 𝗦𝗼𝗰𝗶𝗮𝗹 ➟ Linkedin 🔗https://www.linkedin.com/company/avoma ➟ Twitter 🔗https://twitter.com/AvomaInc #saas #sales #selling 𝗥𝗲𝗹𝗮𝘁𝗲𝗱 𝗦𝗲𝗮𝗿𝗰𝗵𝗲𝘀: sales modern saas modern sales growthmindset
Transcribe →7 creative prospecting tips to stand out in tough financial times
Feb 13, 202300:41:28Tap to summarizeIn this episode, Kris Rudeegraap (Co-founder & CEO, Sendoso) and Aditya Kothadiya (Co-founder & CEO, Avoma) discuss modern prospecting with creative gifting strategies -- i.e., how you can prospect creatively where your creativity can supersede the budget constraints. ➡️ Key Points covered 00:00 - Intro 03:20 - Prospecting approach during the economic downturn 05:10 - Good and bad cold outreach experiences 09:30 - The need to be informative than being overly salesy 12:15 - Use sales engagement tools sensibly else it becomes spammy 15:22 - The modern trends in prospecting 20:00 - It's about getting the tools & strategy combination right 24:05 - The role of gifting while prospecting 26:07 - Personalize your gifting with meaningful notes 31:49 - Gifting is about impact, not the $$ spent 35:40 - Humanize the outreach and relationship 39:25 - How to think about gifting based on ROI 41:08 - Key takeaway ➡️ The Modern SaaS Podcast Take a look at our other podcast episodes - https://www.avoma.com/podcast
Transcribe →Modern Prospecting with LinkedIn Social Selling
Feb 7, 202301:03:38Tap to summarizeIn this episode, Collin Cadmus (Revenue Growth Coach, Collin Cadmus, LLC) and Aditya Kothadiya (Co-founder & CEO, Avoma) discuss modern prospecting -- i.e., how to prospect in the modern SaaS era. ➡️ Key Points covered 00:00 - Intro 01:31 - What Collin Cadmus is upto, these days 04:05 - Make human sales more valuable than AI 07:52 - Recent bad experience when prospecting wasn't done well 15:58 - Why you don't recall great outreach experiences 18:56 - The mindset due to which prospecting fails 24:13 - How to get started with social selling on LinkedIn 27:07 - Start doing before selling it 32:00 - How building authority with authenticity works 39:33 - Converting the thought leadership into booking meetings 43:00 - Why it takes long for best practices to change 46:05 - Transition from dollars to value 54:02 - What does a forward looking SDR compensation model look like? 1:01:02 - Key highlights & takeaways
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