091: Whitney Sales on Growing and Selling in New Markets

SaaS Insider

How do you identify your target market? What tools should you be using to attract them? How to introduce a novel product in an established market? What relationships should you be making and questions should you be asking to effectively land and expand your customer base? About Whitney Sales Whitney Sales is a business leader, venture capitalist, and the founder of Sales Method, a consultancy that helps startups grow by identifying their target markets, establishing strong sales teams, and launching their product quickly and successfully. Sales is a fitting surname for Whitney, who has over 10 years of start up sales experience and is an expert in early stage sales and efficiently getting company’s products to the market. She specializes in building successful sales teams and has lead four companies to Inc. 500 Fastest Growing Companies list, including LoopNet, Joby, Meltwater, and SpringAhead. Whitney graduated University of California San Diego with honors and a Bbachelor’s degree in Ssociology, and continues to study sociology and neuroscience. Key Takeaways: When identifying your target buyers, always be informed of whether they are dealing with a pain, if they are allocating a portion of their budget to this pain, and if the people dealing with the pain and the budget are accessible. When making connections in companies, learn to differentiate between champions, who get things done, and talkers, who waste your time. Domain expertise is essential for establishing credibility with clients. Please rate this podcast. About Shira Abel Shira Abel is the CEO and Lead Strategist at Hunter & Bard (http://www.hunterandbard.com), a public relations and design agency. Clients include: Folloze, Totango, Cyara, Pushbullet, AXA Tech, CloudEndure, Pitango VC, Allianz, and more. Creator and host of the SaaS Insider podcast. Mentor at 500 Startups. Former professor of Marketing for Startups at Tel Aviv-Jaffa Academic College. MBA from Kellogg School of Management. Loves family time, cooking, and traveling. Hates writing about herself in the third person. She lives with her husband, teen and tween sons and a very large Great Pyrenees. If you would like to be interviewed on SaaS Insider - please contact Shira at https://www.hunterandbard.com. The SaaS Insider podcast is brought to you by Hunter & Bard, an agency specializing in Public Relations and design – helping SaaS companies develop mindshare. It’s also a member of the C-Suite Radio Network. Check out Hunter & Bard today at http://hunterandbard.com