The Modern SaaS Podcast

The Importance of Coaching (00:45) Role of Coaching Across Teams (03:10) Where to Start with Coaching (4:34) Implementing Best Coaching Practices (07:25) Personalization in Coaching (10:39) Building a Coaching Culture and Hiring (19:55) Continuous Coaching (26:10) Keeping Accountable with Coaching (27:44) Top Coaching Advice from Aditya (31:23)

Get ready for a power-packed episode as we sit down with the incredible Sujan Patel, Founder and CEO of Mailshake, to unravel the secrets to standing out and winning in a competitive market. Today, competition is popping up all around us, vying for the attention of the very few buyers ready to buy. Sellers need to up their game. Join us for a casual chat where Sujan shares insights on standing out...

Are you delighting or frustrating buyers? Are you keeping pace with the latest trends buyers expect when they land on your website? Are you staying top of mind? 🤔 Aditya and Natalie Marcotullio, Head of Growth and Operations at Navattic, kick back to chat about the best practices for creating modern buying experiences that actually convert. Discover strategies to turn visitors into customers, beg...

In this episode of The Modern SaaS Podcast, Lloyed Lobo, the founder of Boast.ai and Traction, joins us to discuss how to go about building a community. Lloyed is also the author of the book "From Grassroots to Greatness" which gives you 13 rules to build an iconic brand with the help of comunity.  Through this episode, he shares with us the insights he's gathered from years of experience in build...

In this episode of The Modern SaaS Podcast, Aman Singh, founder of The Curious Consultant explains how problem defining and problem solving are two different facets of sales and customer success.  𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦   00:00 - Intro  01:16 - The story behind 'The Curious Consultant'  04:10 - The taboo behind talking about failures  07:27 - The hypothesis of inefficient meetings  08:40 - Failing your way to s...

In this episode of The Modern SaaS Podcast, Srikrishnan Ganesan, the CEO of Rocketlane, joins us to discuss how customer onboarding shapes churn and expansions.  He shares with us the insights he's gathered from years of experience, and explains how onboarding can help your company avoid costly churn and help you build the base for account expansions.  𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦    00:00 - Intro  00:56 -True churn...

In this episode of The Modern SaaS Podcast, Mor Assouline, the founder of FDTC, shares with us some his insights on what it takes in the current economic conditions to have a better deal close rate and how to create successful customer journeys. He shares actionable tips on how to do forecasting better, set the right expectations, and what high quality sales discovery and demo looks like.  𝗖𝗛𝗔𝗣𝗧𝗘𝗥...

Mona Akmal, CEO of Falkon AI, joins Aditya Kothadiya on the Modern SaaS Podcast to talk about the game-changing shift in SaaS sales. In this episode, Mona discusses the shocking truth about how SaaS sales works in today's world.  If you're looking to improve the buyer experience and sales conversion, then this episode is for you.  𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦 00:00 - Intro  01:17 - The Falkon journey  03:36 - Sales a...

In this episode, Kris Rudeegraap (Co-founder & CEO, Sendoso) and Aditya Kothadiya (Co-founder & CEO, Avoma) discuss modern prospecting with creative gifting strategies -- i.e., how you can prospect creatively where your creativity can supersede the budget constraints. ➡️ Key Points⁣ covered 00:00 - Intro 03:20 - Prospecting approach during the economic downturn 05:10 - Good and bad cold outreach e...

In this episode, Collin Cadmus (Revenue Growth Coach, Collin Cadmus, LLC) and Aditya Kothadiya (Co-founder & CEO, Avoma) discuss modern prospecting -- i.e., how to prospect in the modern SaaS era. ➡️ Key Points⁣ covered 00:00 - Intro 01:31 - What Collin Cadmus is upto, these days 04:05 - Make human sales more valuable than AI 07:52 - Recent bad experience when prospecting wasn't done well 15:58 -...

In this episode, Mark Stagi (VP of Customer Success, Avoma) and Yaag discuss how to drive the right curiosity behavior with data for CSMs. Mark shares his experience on the do's and don'ts in QBRs and check-in meetings, how to make it valuable and relevant to the customer, and a lot more. ➡️ Key Points⁣ covered 00:00 - Intro 01:31 - Curiosity - a super power in tech 03:05 - Assessing curiosity of...

In this episode, Stephen Cann (Director of Enterprise Sales, Avoma) and Yaag discuss how and when to challenge your prospect during a deal? Stephen shares his experience on how to challenge the prospect across stages such as prospecting, discovery, indecisive moments, and more. ➡️ Key Points⁣ covered 00:00 - Intro 01:37 - Challenging the prospects all the time 03:05 - Challenging at the prospect s...

In this episode, Nathan Hymas (VP Sales, Avoma) and Yaag discuss how to win competitive deals by truly understanding the rules of the game. Nate shares some brilliant perspectives on how the discovery works differently in a competitive deal, the evaluation process and roles, success metrics and a lot more. ➡️ Key Points⁣ covered 00:00 - Intro 01:06 - How is discovery done differently in a competit...

In this episode, Naquiyah Cash (Gainsight Admin and CS Ops Consultant, Zywave) and Mark Stagi (VP of Customer Success, Avoma) discuss who is best positioned to own CS Ops. ➡️ Key Points⁣ covered 00:52 - It's not just about implementation, but about the process, enablement and strategy 02:16 - Should CS Ops sit within CS or RevOps or overall Ops? 05:10 - The key takeaway from Gainsight Pulse ➡️ The...

In this episode, Shrenik Mhatre (Senior Manager, Customer Success Architects, VMware) and Mark Stagi (VP of Customer Success, Avoma) discuss the shift in the customer success approach to drive customer outcomes. ➡️ Key Points⁣ covered 00:00 - Intro 00:48 - The change in Customer Success focus in the last couple of years 01:05 - The shift from reactive and feature focused CS to customer's outcomes...

In this episode, Aditya and Yaag discuss how despite the plethora of SaaS tools available today, customers still end up having broken experiences. They discuss what it means to really solve for the customer, with an all-in-one approach. ➡️ Key Points⁣ covered 01:14 - The philosophy behind 'why we take an all-in-one approach" 02:20 - The unconventional wisdom that truly helps startups in their earl...

In this episode, Carl Ferreira (VP Sales, Refine Labs) and Yaag discuss how businesses buy software, how sales reps and the entire buying experience needs to adapt according to buyers in different maturity stages, and a lot more. ➡️ Key Points⁣ covered 00:00 - Intro 01:35 - Questions to ask yourself before you are ready to invest on a SaaS tool 03:57 - What makes or breaks the buying experience 06...

In this episode, Nathan Hymas (VP Sales, Avoma) and Yaag discuss how to run pipeline reviews effectively by truly understanding what matters. Nate shares some brilliant perspectives on how pipeline reviews aren't just about metrics, how inputs matter more than outcomes, and a lot more. ➡️ Key Points⁣ covered 00:00 - Intro 01:30 - The modern way of running a pipeline review 03:10 - Pipeline reviews...

In this episode, Aditya and Yaag discuss how to improve the sales discovery and demo experience for your prospects by truly understanding their buyer journey and pain points. Aditya throws light into 4 key aspects of a sales discovery and demo conversation including: small talk, questions to ask during discovery, how to personalize and make the demo valuable to the prospect, agreeing upon the next...

In this episode, Aditya (CEO, Avoma) and Mark Stagi (VP Customer Success, Avoma) discuss whether or not should you charge for customer success, the factors that go into deciding 'when to charge for customer success' and more. ➡️ Key Points⁣ covered 00:00 - Intro 00:50 - What goes into deciding whether or not should you charge for customer success 06:23 - Isn't offering customer success in the inte...

In this episode of The Modern SaaS Podcast, Aditya and Yaag discuss the thoughtful meeting scheduling habits modern SaaS companies can build to improve the buyer experience. They discuss the balance between optimizing for efficiency and customer experience. Some of the key points discussed in the episode include 1. How to use meeting scheduling links more thoughtfully 2. Sharing a clear meeting ag...

In this episode of The Modern SaaS Podcast, Aditya and Yaag discuss Collaborative Selling -- how to win with a system of collaboration. They discuss how the old world view of collaborative selling focused only on collaboration with prospects and how 'team selling' focused only on the collaboration amongst internal teams. The key points discussed in the episode include: 1. Talking to a prospect alo...

In this episode of The Modern SaaS Podcast, Aditya and Yaag discuss the myths around product-led growth in the SaaS world. The myths discussed include: 1. PLG is the most popular go-to-market motion 2. PLG products grow on their own without Marketing 3. PLG doesn't need a sales team 4. Buyers are entirely self-sufficient and want self-serve product experiences 5. The product team alone is responsi...

In this episode of The Modern SaaS Podcast, Aditya and Yaag discuss whether we in SaaS can call ourselves purely product-led or sales-led? All growth motions primarily have 2 parts -- acquisition and conversion. They highlight how different growth motions help you in various stages of the growth lifecycle across acquisition, conversion, and retention.