The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 2 weeks ago

Friday Fundamentals 151: Veronika Reiderle

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Friday Fundamentals 151: Veronika Reiderle

Everybody at Sam Jacobs welcome to theSales Hacker podcast happy Friday, we're here for Friday fundamentals. Youknow Friday fundamentals, it's the short format where we bring youactionable insights to help make a difference in what you do today withone question as to this week's guest, this week's guess is Veronica Italy,she's the CO founder and CEO of Demo Desk and exciting new sales meetingplatform and she's going to be talking to you about. How do you get started?Making sales when you don't have any customers, because she's been workingon this company for just about four years? And she was the original pioneerand the person that brought in all their early customers- and there aremany companies out there that are in their early stages, are breaking into anew market. So we're excited to ask you that question before we get there. Wewant to thank our sponsors. We've got two sponsors for Friday. Fundamentalsfirst is up, is outreach, outreach triples the productivity of sales teamsand empowers them to dry, predictable and measurable of new growth byprioritizing the right activities and scaling. CUSTOMER ENGAGEMENT WITHINTELLIGENT AUTOMATION OUT RICH, makes customer facing chames more effectiveand improves his ability to it really...

...drives. Results were also sponsored bypavilion. The VILLIAN is the kity getting more out of your career. Ourprivate membership connects you with a network of thousands of like mindedpeers and resources where you can tap into leaders of opportunities,professional development, mentorship and other services made just for highgrowth. Bleeders, like you get started today at join Pavilion Com. Veronicawelcome back to the show. Thank you so much very excited to be here. We'reexcited to have you so our question for you today is: what's your piece ofadvice or pieces of advice, you're an early stage company, you don't have anycustomers, you don't have any arr annual recurring revenue. How do youget started? What should you do? What did you do to get demo desk above thatmythical seven figure threshold above a million an Rr when you are startingfrom absolutely zero yeah, so that was quite an exciting done, and so, as youjust mentioned, we started a company, but three and a half years ago, and Imean there's one additional complexity that comes on top o. When you sat acompany because tipical you don't have...

...a proper product to say yet, so youhave to say something that you don't even have, which makes it incredibly difficult by.So I think in the very early days, this type of FONDER NAV is super important.So I would know now how hard it was to be demones, I'm not so sure if I wouldhave ever started. So I think just going out there and doing it andfiguring it out. A way on the fly is probably the most important thing. Soin the beginning we were first trying to, of course, speak to our net work,so troneg work. So, even though we I mean we had a product, and so we hadlike a very basic minimum version of fire or screening platform, which waslike back then just screen shine. YEA is creasing solution that didn't evenhave a video conferencing, so we were asking customers to use our softwarefor the product Amos, but just for the spearing part, which was of courseincredibly difficile, and now it's it...

...sounds super funny back. Then it wasnot that common, though, to have a video. Quite I think it's like how toplease now after college and but luckily was not as common back then soit was possible that we needed to say something that again was super funny.You was super basic and the only way is to be tried as hard as you can. So wefirst used our network. We try to think about any potential customer that weknew, and so we went through our linton a con. We went through our networks,especially when it comes to networks from university or network, an from ysee a bit later on and betsy just think. Anyone if we could videos mass email,massy milling towards them in the beginning, we use top spot to sendemails to basically everyone that we think could be a fit. So that is how weactually got started, so we then had initiate customers from on Etwa. So oneof our our first customers actually offers customer was personal, whichjust rates just raised a serious eve...

...around, so they now Beladen over sixbillion, and that is amazing to see, but they were basically of worstcustomer because the former is in a best and a company, and also like afriend of ours and also stended with us and the same at the same unversed. Sowe use that connection, and then we just worked along the way. So firstthing is really like trying to make as much as you can out of on your network.Then the second thing that we did once we once he sold something to an ato. Wealso just went to any conference that we could find that was related toSayers and SARS and software. So we went to satake, went to saster and sobasically trying to say to anyone and back then we were so or if that we likethought, we could just speak to someone on the conference and sell them thesoftware on the spot and they could get a yes and buying this at the conference,which, of course, they also didn't be remarked, but you learned so much aboutthe pitch. We learned what worked? We learned, what didn't work? We learnedwhat resonate with coon customers and once we found that out, we were able tonail down n our other customer profiles...

...to be built. A list. So was the thirdstep of customers through target and re just row down a list of companies andidentified the right persones in these companies and then just try to use anyway that we could to get either an introduction them which workparticularly work. Or, of course I mean trug et them by email, calling mallinked and let us say the third major stuff that we had and yeah I mean Ithink, that's still what we doing and to now I mean then diterpene step ishiring people who would do the same and to an even more, but that's how myjourney of foundress that looks like and so recapping I mean the shortanswer is anything you can any way that you can, but really it's start withyour network. Go out to industry events and become more present begin making alist of who your ideal customer is and what companies and then just startgoing for it exactly so. First Network second speech to as much people as youcan a Tibbin conferences. Right, I mean not were different, but before theBenaras easier, then third just make a...

...charge a list of companies that youthink you can sell to and then just take a go for and don't give up andjust citrate and in the end you will find your way. I Love IT Veronicaremind us if folks want to get in touch with you. What's the best way, the bestway is by emails. You can reach man de Veronica at demode com, Veronica, witha K, for course, authority. Intercom chat on our website. Wonderful andfolks want to reach me. You can Linton for lash the word n Ford, Slash Sam fJacobs, thanks again to our sponsors, outreach, transforming the productivityof sales teams the world over and, of course, pavilion unlock. Yourprofessional potential today get started at Joint Pavilion Com, Ronicathanks, so much for being our guest on the show. This week we loved having you.Thank you so much. It was great to.

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