Navattic

Ben Pearson and I chat about how we built a sales process focused on buyer experience at Navattic. I interview Ben on how he developed his sales philosophy when he joined the company and the balance between creating a winning culture and doing what is best for prospects. We also go into why we don't use traditional sales methodologies, how we hire for autonomy and high standards, and why Ben is obsessed with discovery. Ben drinks red wine 🍷I drink rosé 🍷

How we built a SaaS sales team focused on buyer experience

Ben Pearson and I kick off 2025 by chatting about our predictions and observations for B2B buying, marketing, and sales this year. We discuss topics like LinkedIn's evolution, the future of PLG motions (expanding beyond just free trials), how marketing may change with the rise of specialized freelancers, customers getting involved earlier in the buyer journey, and if competitors will ever join together to help educate the market. Ben drinks an On The Rocks premixed cocktail (Old Fashioned) 🥃I drink tea 🫖

Our predictions on how B2B buying will change in 2025

Ben and I reflect on our first customer event in New York City (if you didn't listen to our last episode we talked about planning the event in that one). We discuss what made it different from typical B2B conferences like an intimate venue, not too packed agenda, and customer-only attendees.We share the event's impact, like positive feedback from attendees and how that helped inform our 2025 events strategy. I drink honey Jack whiskey on the rocks 🥃Ben drinks Coors Banquet beer 🍺

Takeaways from our first ever user conference

Ben and I discuss planning and hosting our upcoming first-ever customer event for Navattic in New York City. We chat about how we got early customer feedback to help set the event agenda and how we made it different than most user conferences. I talk about practicing throwing smaller events leading up to it and lessons learned during previous events. And Ben asks how marketers show ROI for customer events like this. I drink tea 🍵Ben drinks red wine 🍷

Planning our first ever user conference

Ben Pearson and I discuss our experience hiring at startups and our stories of how we got hired at Navattic. We cover why you want to love the product/problem at a startup, approaching startups proactively, and how to show passion and adaptability in the hiring process.We also get into the differences between hiring for sales and marketing roles. And try to offer advice for both job seekers and hiring managers. I drink orange wine 🍊🍷 Ben drinks Guinness 🍺

Ben Pearson and I discuss our experience hiring at startups and our stories of how we got hired at Navattic. We cover why you want to love the product/problem at a startup, approaching startups proactively, and how to show passion and adaptability in the hiring process.

Tips for getting hired/ hiring at a startup

Tips from two early startup leads on how to get hired at a startup

One month after our freemium launch, Ben Pearson and I deep dive into the highs and lows of the launch. We discuss everything from celebrating the small wins, challenges when managing a team transitioning to PLG, selling experimentation, and adapting to a new unknown GTM motion. Plus how we both felt emotionally pre and post-launch week and how we handled the excitement and stress. I drink tea 🫖 &amp; Ben drinks water 💧

Reflections from our freemium launch

In our season three premiere we announce that we launched a Product-Led Growth (PLG) motion at Navattic.We discuss our initial reservations, what we've learned, and the freakouts we both had while introducing a freemium plan. We also talk about how to align the sales team and leadership to adapt to selling to PQLs (product-qualified leads). Plus why we adopted PLG (even though we had a successful sales motion), potential long-term growth from PLG, and anxiety during the adjustment period. I drink Catch &amp; Release wine 🍷 &amp; Ben drinks Coors Light 🍻

Why we introduced Freemium at Navattic

How to get sales and marketing alignment for freemium

Revenue on the Rocks

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We created this podcast because I constantly heard marketing leaders complain about their sales counterparts.

One thing that has been really unique about working at Navattic is my relationship with my GTM partner and our Head of Sales, Ben Pearson.

Instead of formal questions and answers, this podcast will be free-flowing and in-depth conversations about sales + marketing and genuine stories from our career (all over a drink).

It’s not all just us drinking and chatting - we also include actionable takeaways that you can apply to your company.

If you’re a new sales or marketing startup leader or just curious how GTM strategy works at a growing startup - grab a glass and join us!

Natalie Marcotullio - Head of Growth at <a href="https://www.navattic.com/" target="_blank">Navattic</a>

How we built a SaaS sales team focused on buyer experience

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