The Yaag Project

David (Ledge) Ledgerwood joins the show to share some amazing insights on the mistakes and reasons why transitioning from founder-led growth to sales-led often fails. Further, he throws light on: --> The difference between how a founder sells and how a VP of Sales goes about it --> Why sales is not among the functions that's easy to scale --> The right time to get a sales leader on-board --> Things to be mindful about while transitioning from founder-led to sales-led --> Using podcast as a content-based networking tool for sales and lot more...

In this episode, Akeel Jabber, the technology investor at HoriZen Capital who specializes in acquiring and growing SaaS companies joins us to share his expertise on: --> What kind of companies should actively look out for raising investments or getting acquired? --> Is revenue the only yardstick? --> The impact of funding rounds on the acquisition discussions --> Getting your investment pitch right --> What happens in cases where you invest into a company and it fails to deliver on the agreed goals and a lot more...

Cristi Movila, Growth Leader for Eastern Europe, for VTEX (the category leader in collaborative commerce) joins Yaag and Manish to share deep insights into: --->How collaborative commerce really works ---> What is headless commerce and how does composable commerce work? ---> How VTEX applies these three concepts within their organization and how they collaborate with their ecosystem ---> Selling in your own ecommerce platform vs. selling on a marketplace, and more.

In this episode, Casey Graham, the CEO of Gravy, joins Yaag and Manish to discuss how culture building can be a strong pillar to building an amazing marketing organization. He shares his insights on: -->What he looks for in people while recruiting and how people quickly fit into the culture --> Revenue Flywheel partnership --> The kind of leadership he is building within Gravy and why people are successful even when they are swapped to completely different roles every few months --> The 55 cent leadership principle and lot more...

Have you ever thought of combining CRO and evolutionary psychology to improve the conversion on your website and landing pages? Tim Ash, the author of Unleash your Primal Brain joined Yaag and Manish to share: ---> How many of our decisions are easily predictable and how we are not the rational geniuses with free-will that we like to imagine. ---> The reason free trials always work (beyond the rational understanding of 'we get to experience the product') ---> How storytelling impacts trust and attention even when people know that the story is fictional and much more...

It's very rare in the world of B2B marketing and sales, to think of graphic design as a key contributor to business. Johnathan Gryzbowksi, the co-founder of Penji, the guy who created the concept of unlimited graphic design, joins Yaag and Manish to share: ---> how graphic design is not limited to being the aesthetic face of businesses— the deeper, business-critical importance does it carries ---> learnings from their bootstrapping of the business model ---> recognizing the racial discrimination around him and making sure that people at Penji get opportunities based on their skills, and business acumen (which helped him build an amazing talent ppl around the world) ---> what he looks for in a designer, and much more...

Jon Miller, the founder of Marketo, who later founded Engagio (which is now part of Demandbase) joined Yaag and Manish to share his insights on the different approaches to ABM ranging from hyper-targeting to marketing automation and engagement building. He even shares 5 levels of account orchestration and how something as simple as a standup between the AE, SDR and the marketing team can go a long way in optimizing your ABM for desired results.

Some interesting tidbits of Christopher Lochhead shared with Yaag and Manish about marketing podcasts: If you are a B2B business and you don't have a podcast - you are insane :) Missionaries and mercenaries - you need to know which one are you! Brands don't define a category, category design makes a brand Is category creation a go-to-market strategy which gets redefined later by analysts and other players in the industry down the lane? And if you love this episode, we recommend you to also check out his brilliant podcast 'Lochhead on Marketing ' and his best-selling books 'Play bigger' and 'Niche down'

In this episode, Justin Gray, the CEO of LeadMD joins Yaag and Manish to discuss RevOps. Justin dives deep into sharing how to go about building your revenue operations, the responsibilities of a RevOps, and he even goes to share a framework. If you want to connect with Justin after listening to this episode, his twitter handle - @jgraymatter

There are several growth strategies such as sales-led growth, product-led growth, founder-led, marketing-led, etc. Which one makes more sense? What do each of those strategies even mean? And what's the best option for your business? In this episode, Yaag and Manish analyze and give their perspectives on all four of them.