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Employee churn is a serious problem that is seldom discussed, especially given how much of a detrimental impact it has on even the best companies.
To help illuminate this problem and how to fix it at your organization, Katherine Andruha joins co-hosts Craig Rosenberg and Matt Amundson for a much-needed conversation filled with tips, tricks, and a few flamingos.
Katherine Andruha is the Vice President of Business Development at Fivetran and has led top-performing sales teams for decades at cutting-edge SaaS companies such as Simpplr, Cloudflare, Coursera, Eightfold.ai, Anaplan, Apttus, and Aruba Networks.
Katherine sheds light on where current onboarding programs fall short and shares what can be done so that employees are actually put in the best position to succeed. Additionally, Katherine dives into the importance of properly managing pipeline progression.
Also, Craig recounts getting “flocked”, Matt compliments Craig’s athletic abilities, and Sam the Producer grossly mispronounces someone’s name.
Critical Takeaways
Sponsored Segment
Ringmaster Conversational Marketing - The Transaction is sponsored by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/
Interested in becoming a sponsor of The Transaction? Contact thetransaction@samguertin.com
Chapters
00:00 Intro
06:30 Introducing Katherine Andruha
11:23 Onboarding and Training Challenges
19:25 Effective Onboarding Practices for B2B SaaS Companies
29:05 The Importance of Confidence in BDRs
30:37 The Sales Manager's Role in Onboarding
33:26 Territory Ownership and AE Handover
35:15 Creating a Fun and Productive Environment as a B2B Seller
37:45 Pipeline Progression and Accountability
42:48 The Role of CMOs in Pipeline Progression
44:57 Closed Lost Analysis and Product Feedback
48:01 The Importance of Phone Calls
48:41 Using Swag to Engage Prospects
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Epic Quotes
Connect with Katherine Andruha
Shoutouts
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