In this podcast episode, B2B sales coach Paul Gassée shares lessons from scaling a SaaS company to $1 million in revenue in 13 months. Key takeaways include testing various go-to-market strategies, focusing on top-of-funnel prospecting, investing in outbound marketing, and seeking guidance from sales coaches. To work with Paul, it starts with a one-hour, no-charge consultation to determine compatibility. Paul focuses on establishing processes that enable data-driven decisions to improve sales and prospecting outcomes.

Who’s the Guest?
Paul Gassée is a B2B sales coach and consultant specializing in go-to-market strategy and sales model build-outs for early stage companies. Paul has helped dozens of startups unlock their revenue potential and scale. Before providing sales coaching to start-ups, Paul was Head of Sales at Whitetruffle where he successfully launched the recruiting platform's SaaS offering and grew the business from $0 to 1MM in ARR in less than 13 months.

Highlights

• Importance of prospecting and determining the top of the sales funnel
• Paul's experience at Whitetruffle, where he helped launch the recruiting platform SaaS offering and grew the business from zero to $1 million in annual recurring revenue in less than 13 months
• Working with Y Combinator clients and the benefits of having a trusted resource in sales coaching and consulting
• The case study of Whitetruffle, discussing the importance of testing and knowing when to put a bullet in a particular go-to-market tactic or sales tactic
• The value of recognizing when a tactic isn't working and saving time, energy, and resources by avoiding dead-end paths
• Emphasizing the importance of focusing on the top of the sales funnel at an early stage
• Focusing on finding ways to control the sale for better conversion rates and less leakage in the sales funnel
• Testing and learning from the market for better go-to-market strategies and tactics
• Scaling automated email outbound campaigns based on interest rates at various lead sizes, from 100 to 400 leads
• Selling the next step and providing value to prospects by understanding their perspective and offering industry trends, best practices, or tangible insights
• Reflection on balancing between annual deals and keeping hand on the pulse, weighing product-market fit and churn
• Offering one-hour sales consultations as an opportunity to pay it forward and gauge compatibility between potential clients and Paul's coaching style
  
  
  Episode Resources
• Connect with Jimmy Coleman
• https://www.facebook.com/LeadBallers
• https://www.leadballer.com/?fbclid=IwAR3hYoOKjHaJNYsTbPU-1bE61Qtgpv7yudV1R1FKKi7-RUwdbiyYXf4OVNE
• https://www.linkedin.com/in/jimmy-grow-give/
• Connect with Paul Gassée
• Blog/Website: www.paulgasee.com
• Testimonials: https://paulgassee.com/testimonial/
• LinkedIn Profile: https://www.linkedin.com/in/paulgassee/
• Twitter: https://twitter.com/Paul_Gassee  

In today's rapidly changing business landscape, leveraging cutting-edge solutions like regie.ai is no longer a luxury - it's a necessity for sales and marketing professionals who strive for excellence in prospecting and personalizing their outreach efforts. Embracing AI-powered tools can significantly enhance your performance, empowering you to stand out in a crowded marketplace and capture the undivided attention of your target audience.

With effective integration of AI tools into your sales and marketing processes, you can unlock unprecedented potential for growth, drive innovation, and cultivate a competitive edge. This powerful synergy of AI and human touch not only fosters authenticity and accuracy in your strategies but also elevates your outreach to new heights.

Who’s the Guest?
Amelia Taylor is the GTM Strategist of regie.ai. She specializes in AI content creation for modern GTM teams, meeting buyers where they "live testing” GTM strategies and techniques, backed by EQ + IQ, knowing both are wildly important for success.

Highlights

• AI is not the enemy; it's a tool to enhance efficiency and productivity
• Early adoption of AI can provide a significant advantage in the business world
• Utilizing AI for targeted prospecting can generate valuable results and insights
• With AI tools like regie.ai, you can personalize your outreach at scale by incorporating aspects like the company's mission statement
• Never underestimate the importance of doing your homework, knowing your target's interests or recent company updates can improve the efficiency of AI-powered outreach campaigns
• Balancing AI-generated content with a human touch can create highly effective outreach campaigns that resonate with the target audience
• Trust in the power of AI and providing honest feedback can lead to a more refined and impactful user experience
• Collaborating with others and sharing knowledge about AI can lead to collective growth and innovation
• AI can enhance your communication and help build stronger connections with prospects through personalized messaging
  
  
  Episode Resources
• Connect with Jimmy Coleman
• https://www.facebook.com/LeadBallers
• https://www.leadballer.com/?fbclid=IwAR3hYoOKjHaJNYsTbPU-1bE61Qtgpv7yudV1R1FKKi7-RUwdbiyYXf4OVNE
• https://www.linkedin.com/in/jimmy-grow-give/
• Connect with Amelia Taylor
• https://www.regie.ai/
• https://www.linkedin.com/in/amelia-taylor1/  

Matt, the founder of Coldlytics, explains how having the correct data is crucial for campaigns and how Coldlytics sets itself apart from other data companies by having human researchers find specific email contacts instead of just relying on database scraping. He also shares unique ways to curate lists, such as using Google Maps and LinkedIn Learning. Matt recommends that businesses split test prospecting methods and compare their client acquisition costs to determine what works best for them. He also discusses how businesses can test out Coldlytics' product with a paid trial option of $15 for 25 leads and emphasizes the importance of taking action and not getting stuck in analysis paralysis.

Highlights

• How Matt McQuinn got started with prospecting and growing Coldlytics
• 98% of learning comes from making mistakes, so just take action and learn from it
• Data is the most important thing at the top of the funnel in prospecting
• Matt's experience in dealing with people at the top of the funnel comes from working in outbound deal origination for mergers and acquisitions for business brokers and investment banks
• Coldlytics is a platform that provides high-quality prospecting lists by having human researchers go out and find direct contact information for small businesses that are overlooked by big data companies
• Coldlytics is a premium provider that saves time and creates efficiency for scaling, but for startups with limited budgets, they should focus on taking action even with cheap lists from other providers to learn from mistakes
• The most important thing is taking action and getting started, as experience is invaluable
  
  
  Episode Resources
• Connect with Jimmy Coleman
• https://www.facebook.com/LeadBallers
• https://www.leadballer.com/?fbclid=IwAR3hYoOKjHaJNYsTbPU-1bE61Qtgpv7yudV1R1FKKi7-RUwdbiyYXf4OVNE
• https://www.linkedin.com/in/jimmy-grow-give/
• Connect with Matt McQuinn
• https://www.coldlytics.com/
• https://www.linkedin.com/in/matt-mcquinn/?originalSubdomain=ca