In this podcast episode, Shankar Ganapathy, founder of Boomerang, shares his professional journey from marketing to sales and his experiences at MindTickle and Boomerang. He discusses the nuances of sales playbooks and advises on the optimal timing for startup founders to hire sales personnel. Shankar emphasizes the importance of adapting sales strategies to meet individual customer needs and the transition from a broad marketing approach to personalized sales interactions and much more!

Timestamps

Transition from marketing to sales (00:02:39)

Moving from India to the US (00:06:06)

Starting Boomerang (00:09:07)

Acquiring first customers (00:12:14)

Defining a sales playbook (00:14:32)

Making the first sales hires (00:18:27)

Sales Hiring (00:20:03)

Curiosity Assessment (00:24:18)

Compensation Negotiation (00:26:48)

Title Negotiation (00:29:18)

Timing of Sales Hiring (00:30:54)

Deal Structuring (00:33:08)

Deal Reviews (00:35:07)

Multiyear Deals (00:37:12)

Experience with Sequoia Surge (00:39:08)

Building a Startup Program (00:39:58)

Pivoting Decision (00:40:59)

Shankar’s Links

Boomerang - Getboomerang.ai

LinkedIn – https://www.linkedin.com/in/shanksgan/

My Links 

 Podcast: https://lifeselfmastery.com/itunes

YouTube:  youtube.com/lifeselfmastery

Twitter: https://twitter.com/rohitmal