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Terry Husayn (Talha), VP of Technical engagement and a member of the founding team at Orum. In this part Terry spoke about the process of building an early stage sales team - from the ground up. Specifically we focused on hiring, training and creating compensation plans for BDRs and SDRs.
Some mentions from the episode:
Winning an SDR interview, Terry's blog Betts recruiting - recruiting AlwaysHired - SDR school Shift Group - shiftgroup.io - recruitingTerry's LinkedIn: https://www.linkedin.com/in/talhahusayn/
Link to Orum: https://www.orum.com/
And of course, keep an eye out on our articles through SubStack that you can check out here.
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Terry Husayn (Talha), VP of Technical engagement and a member of the founding team at Orum in this episode talks about the following:
- intro to cold-calling, who needs to do it and why
- testing of the outreach strategy
- specifics of outreach
Databases of emails/phone numbers:
Zoominfo
Apollo
LeadIQ
Lusha
Intent based signals tracking can be done here: Sixth Sense
Tool to capture your website visitors: Warmly
Terry's LinkedIn: https://www.linkedin.com/in/talhahusayn/
Link to Orum: https://www.orum.com/
And of course, keep an eye out on our articles through SubStack that you can check out here.
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Fehlende Folgen?
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Amjed Aboukhadijeh - head of sales at Socket. In this part he takes a deeper dive into the specific strategies included in the territory planning, more specifically - creating drip campaigns and running a POC (Proof Of Concept) that has a much greater success rate.
Here is the link to a spreadsheet template that you can use to run your Proof Of Concept: https://docs.google.com/spreadsheets/d/16RFCe-VnSILzZerdbdPsajKSsfNQHzbKxcVIG48ngYk/edit?usp=sharing
This is the second episode of two that we've had with Amjed, you can listen to part 1 here.
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Amjed Aboukhadijeh - head of sales at Socket, talks about the importance of territory planning in the sales process. He explains what steps does territory planning consist of and how you should work on each step.
This is the first episode of two that we'll have with Amjed - part 2 will be focused on very specific strategies that were mentioned in Pt 1 (this episode) so stay tuned!
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Lucas Price, Founder and CEO at Yardstick in this episode talks about asking the right questions, using structured interviews and scorecards to identify sales talent.
Who by Geoff Smart and Randy Street https://a.co/d/fBJf66l
A VP of Sales Hiring Scorecard For Startups…Get it Right the First Time https://avenuetalentpartners.com/2021/06/27/vp-sales-hiring-scorecard-startups/
What to Know Before You Interview Your Next Sales Candidate https://www.yardstick.team/post/what-to-know-before-you-interview-your-next-sales-candidate
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For our long-standing followers asking if we haven't released any new episodes in the past 8 months because we died - no we haven't, still kicking it! This new season of Fundraising Radio will be still catered to our old listeners but this time the focus will be on sales for early stage startups that have nothing to their name. Why? Because with the ongoing recession and great fears for the future of the US economy, more and more investors become conservative and want to see sales before they invest in you.
Let us know how you like the slightly updated format and most importantly - the subject!
Links that I've promised to include in the episode description:
Lisa Falzone - Co-Founder and President Athena Security. Athena Secruity's website Book recommended by Lisa: The Four Steps to the Epiphany Chat GPT for google sheets Fundraising Radio's Substack: we cover A TON of very-very specific strategies there -
Jonny Price, VP of Fundraising at Community Round Fundraising (WeFunder) in this episode talks about equity crowdfunding, process that founders need to undergo to have a successful crowd-funded round and more. We've also talked about the major pitfalls in said process and how to prepare for those.
Jonny's LinkedIn: https://www.linkedin.com/in/jonnyprice/
Community Round Fundraising's site: https://wefunder.com/
SPVs (Special Purpose Vehicles) explained by the CEO of Assure: https://www.fundraisingradio.com/Jeremy-Neilson/
Extra resources that Jonny shared with me:
Blog on how to raise $1M on Wefunder: https://twitter.com/JonnyCPrice/status/1503515916285493255Podcast episode on fundraising strategy: https://www.spreaker.com/user/wefunder/justin-renfro
Community Round website: communityround.com
Wefunder Raise page: wefunder.com/raise
Wefunder PBC charter: wefunder.com/charter
Twitter: @jonnycprice; @wefunder
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Hall Martin, Founder and CEO at TEN Capital Network that raised over $900 million for its clients, in this episode talks about hiring fundraising advisors who can connect you to the right capital. We spoke about different regulations around fundraising and of course, about hiring experts for your fundraising round and whether it's worth it or not.
Hall's LinkedIn: https://www.linkedin.com/in/halltmartin/
TEN Capital Network - connecting investors with startups: https://tencapital.group/
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Alyona Mysko, CEO & Founder at Fuelfinance in this episode talks about the story of her company and the effects that the war has on it and its future plans. Hint: no giving up in sight and Fuelfinance is preparing to raise soon while expanding!
Fuelfinance website - https://fuelfinance.me
Support Ukrainian Busines - here
Here - how to open in Delaware a company, but it is in Ukrainian. If you want to read another way of opening a company (with Firstbase of course), you can check out our website: https://www.firstbase.io/
Here is the video Spend with Ukraine.
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Sharmin Ali, Founder and CEO of Instoried tells her story of helping others write good stories. In this episode we go in-depth into the reasons why Instoried build all their tech in-house from scratch and how they use it as their competitive advantage to secure funding for the expansion.
Sharmin's LinkedIn: https://www.linkedin.com/in/sharmin-ali-5b6b4237/
Instoried website: https://www.linkedin.com/company/instoried/
I forgot what else I wanted to include in the description so here is the link to our course about fundraising for early stage startups: https://fundraising-courses.com/
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Russ Wilcox, Partner at PillarVC talks about his experience running startups himself. Throughout his career he raised 10 times and 3 times these were down-rounds. In this episode Russ explains what down-rounds are bad, how they happened to him and how he managed to survive and thrive!
Russ' LinkedIn: https://www.linkedin.com/in/russ-wilcox-2005/
Pillar VC's website: https://www.pillar.vc/
For people who want to understand how to get in touch with the right investor, a course developed by Fundraising Radio's team and myself: https://fundraising-courses.com/
Some topics we have covered in this episode:
- your fund invests in three fields, which one of those do you specialize in?
- you've raised 10 rounds of funding and 3 of those were down-rounds with an eventual happy ending, can you tell us a bit more about that experience?
- the unique trait of your fund is that most of your managers have experience building their own companies, how transferrable is that experience?
- you're an investor who likes patents, why is that and when o you think it makes sense to patent an idea/technology?
- you've recently closed your own raise for your 3rd fund - how did that go? How does that experience compare to fundraising for your own company?
- are there any deep tech investments that you've recently made that excite you the most? -
Tae Hea Nahm, Managing Director and Co-Founder at Storm Ventures in this episode talks about his experience working as an attorney and helping startup founders raise money for their companies, and eventually starting a VC fund of his own. We also spoke about his book "Survival To Thrival", why he wrote it and what was the affect on his fund.
Tae's LinkedIn: https://www.linkedin.com/in/tnahm/
Storm ventures: https://www.stormventures.com/
Here is the list of podcasts about fundraising (some of them are non-profit fundraisings but still) - https://blog.feedspot.com/fundraising_podcasts/
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Koby Conrad, Head of Growth at Rupa Health and Founder of Channels of Growth talks about his experience building a company and pivoting 3 times. He also explains what growth management looks like and who should be dealing with that field.
Koby's LinkedIn: https://www.linkedin.com/in/kobyconrad/
Subscribe to Channels of Growth here: https://channelsofgrowth.substack.com/
Course on fundraising by Fundraising Radio team: https://fundraising-courses.com/
Rupa Health's site: https://www.rupahealth.com/Some topics we have covered in this episode:
- what does your day-to-day as a growth manager look like?
- what do you think are the essential skills for a good growth manager to make growth really happen and to run a successful growth team?
- you were previously a founder, your company got into YC and then you've raised $2 million for a completely different company, why did you decide to pivot?
- how much of the current knowledge of the growth management field did you have back then? -
Jeremy Neilson, CEO and Co-Founder of Assure in this episode explains how SPVs work and what they are, how founders can use them to make their rounds easier and what are the expected costs of creating an SPV and syndicating your own round.
Assure's site: https://hubs.li/Q015d7j-0
Jeremy's LinkedIn: https://www.linkedin.com/in/jeremyneilson/
Assure's bootcamp: https://boomstartup.com/
Assure's Youtube: https://www.youtube.com/channel/UC_4LhtX361MEw5l6nenLkWQ
Some topics covered in this episode:
- you've been the co-CEO of Assure for over 10 years until 2020, why did you decide to co-CEO a company and how did that play out?
- Assure is best known for serving investors, but your head of partnership reached out to me to talk about founder-led SPV, how do those work?
- why does such an SPV makes sense and what are the major benefits of it? Any downsides? Pricing?
- does it work post-friends and family?
- a lot of founders who have sold their previous companies frequently start investing in companies that align with the goals of their newly created startups, how would you recommend those founders structure such investments?P.S. Fundraising Radio is a non-profit organization, this episode is not sponsored by Assure. We are running ads for this particular episode as a part of the testing campaign to discover their effectiveness of increasing the number of active listeners of FR and that campaign is indeed sponsored by Assure.
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Nick Desai - Founder and CEO at HeyRenee in this episode talks about how he started 5 companies and how many of them actually made it. He also explains why he chose to raise money from VCs for all his companies and how that decision affected the business.
HeyRenee site: https://www.heyrenee.co/
Nick's LinkedIn: https://www.linkedin.com/in/nickdesaiheal/
Can your investors fire me? Here is an episode of Fundraising Radio explaining this question: https://www.fundraisingradio.com/Jeb-Banner/
If you choose to go the other route, check out our course about reaching out to investors! https://www.fundraising-courses.com/
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Dylan Kendall - candidate for Los Angeles City Council District in 2022 and a Founder of a for-profit and non-profit in this episode shares her experience of being a founder in Los Angeles. She explains how did it happen that fundraising for a non-profit turned out to be easier than for a for-profit company and how she got into politics.
Learn more about Dylan as a candidate here: https://dylankendall2022.com/
Relevan episode where Claudine Emeott explains how impact funds work: https://www.fundraisingradio.com/Claudine-Emeott/
Some of the questions covered in this episode:
- you said that fundraising for your non-profit turned out to be easier than for a for-profit, how did that happen?
- can you briefly tell us about your experience while raising for your for-profit? If you could go back in time and change that raise, what would you do?
- you are the candidate for Los Angeles City Council District in 2022, how did you get into politics?
- what do you think is the major strength of LA as a tech hub? Are there any particular government programs in LA specifically that can help startup founders at the early stages?
- you've mentioned that one of your frustration with city of LA is that it's government is very slow and falling behind the development curve, how do you plan to fix this?
- do you think there are any particular cities that have done a better job at this? (not necessarily in the US) -
Jeb Banner, CEO and Co-Founder of Boardable explains how the governing boards really work and how founders can make sure that they don't get fired from the companies that they have started. He also spoke about the first steps that early stage founders should take to establish the board and explained the legal requirements around the board management.
Jeb's LinkedIn: https://www.linkedin.com/in/jebbanner/
Boardable: https://boardable.com/
Course by Fundraising Radio's team: https://www.fundraising-courses.com/
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Anthony Zhang, Co-founder and CEO at Vinovest talks about how his company helps "regular" people invest in wine - an asset class that was previously only accessible to the wealthy people with free time on their hands. He also spoke about their most recent Series A and how they had to change their business model to close the round successfully.
Anthony's LinkedIn: https://www.linkedin.com/in/anthony-zhang-988a2375/
Link to Vinovest that will get you 3 months of no management fees: https://vinovest.co/signup?grsf=lr4ndv&utm_campaign=Dec_2021_LTO_Referral (this episode is not sponsored by Vinovest and the referral link yields no commissions for Fundraising Radio)
Get our course at a huge discount here: https://www.fundraising-courses.com/
Some of the questions covered in this episode:
- tell us a little bit more about how vinovest operate
- you said that your series A was much easier than seed, why is that?
- when you "removed yourself from the day to day operations" in order to raise series A, who replaced you?
- on our pre-interview you've mentioned that you got a few counter-offers on your initial round in series A, how did you manage to do that?
- why didn't you follow the same strategy for your Seed?
- how did your pre-seed round go compared to the two following?
- you said that on your series A you had to switch your customer acquisition model and switch from the organic to paid, why is that?
- when did this transition happen and how do you feel about it -
Jordi Hays, Co-Founder & CEO at Party Round in this episode talks about the legal side of fundraising and how it looks like now VS what it actually should be. We've also discussed the need for actual lawyers in some fundraising rounds and the importance of friends and family round in a life of a startup.
Jordi's email for those who want to skip the line of over 30k users and use Party Round now: [email protected]
Jordi's LinekedIn: https://www.linkedin.com/in/jordi-hays-559199113/
And of course, Party Round's website: https://partyround.com/
Our course on fundraising for early stage startups can be found here for only $19.99: https://www.fundraising-courses.com/
Here are some of the questions asked in this episode:
- you've mentioned the importance of social capital in fundraising - how does partyround help with that?
- many founders try to avoid raising from friends of family out of fear of ruining relationships, do you think it's worth the risk?
- many of our listeners are already over the friends and family round, is partyround applicable to later stages or do you recommend founders to reach out to lawyers to draft more custom documentation?
- you've mentioned that you've gone viral numerous times on twitter, how did you do this? Was it worth it?
- pricing of partyround. It seems like you've taken the non-traditional approach to your go-to-market strategy, how did it help you with your fundraising?
- you've raised from a16z, how long did it take you to close the round and how did this process look like? -
Duy Vo, Founder and CEO at Productfy talks about being a sole founder and yet having great Co-Founders (in a way) who have helped him lead the company to the success instead of selling early on. He also explains how Productfy works and how it can transform any organization into a complex financial organization in a span of a few weeks.
Duy Vo's LinkedIn: https://www.linkedin.com/in/duybvo/
Productfy's site: https://www.productfy.io/
Course on fundraising for early stage startups: https://www.fundraising-courses.com/
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