Sound Bites with Bill Binch

Michelle Benfer, former senior vice president of sales at HubSpot, joins Bill and special co-host Neeraj Agrawal, Battery Ventures general partner, to explore how to drive effective sales strategies in B2B SaaS companies, unpacking HubSpot’s innovative “upside-down” quota model, the importance of understanding buyer behavior in the sales process and how AI and machine learning will change go-to-market strategy. 03:09 The Future of Sales06:10 Analyzing Buyer Engagement10:25 Upside-Down Quota Model24:52 Catering to Multiple Personas28:13 Create, Process, Close: Breaking Down the Sales ProcessThis material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted.Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/ 

Abe Smith, head of international at Zoom, joins Bill and special co-host Neeraj Agrawal, Battery Ventures general partner, to delve into the intricacies of global expansion, strategies for entering new markets and the benefits of incorporating advanced features of digital tools like Zoom into global sales strategies. 08:35 Strategies for International Expansion19:28 The Importance of Localizing Business Operations25:45 Different Approaches to International Expansion35:09 Timing and Considerations for Entering a New Market44:19 The Role of Leadership in Global ExpansionThis material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted.Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/