Shows
AdoptedAI Inspiration to build | Gabriel Lim: Founder Blue Whale Energy, Sales WhaleIn this dynamic episode, Deepak Anchala sits down with Gabriel Lim, founder of Blue Whale Energy and Saleswhale (acquired by 6sense), to explore the entrepreneurial mindset, building AI-driven products, and the transition from software to hardware in tackling energy challenges.Gabriel dives into:✅ Lessons from Y Combinator that shaped his approach to innovation✅ Navigating the delicate balance between customer demands and product vision✅ The role of AI in driving product adoption and transforming industries✅ Why pursuing mission-driven goals, like combating climate change, is the futurePlus, they compare startup life in Singapore vs. Silicon Valley, share advice for aspiring entrepreneurs, and wrap...2024-12-1841 min
Marketing-Led GrowthSales Development Can Run From Marketing But Can't Hide (how to expose and sunset them)Most companies have a mixture of Sales Development and Marketing. Of bad marketing and good marketing. Marketing is wooing buyers only for Sales Development to annoy them with spam--turning buyers off and pushing premature buyers to Sales.
Luckily for Sales Development, most companies haven’t yet compared them to Marketing. Instead, when companies analyze the performance of their marketing, they blend Sales Development with Marketing. They blend the bad with the good. This allows Sales Development to hide behind Marketing and ride off of Marketing’s coattails.
Smart companies are comparing Sales Development's leads to Marke...2022-06-1314 minMarketing-Led GrowthChris Walker on The Harm of Sales DevelopmentSales Development/Prospecting is spam: unconsented marketing solicitations to a buyers private inbox: phone, email, LinkedIn, physical home or work address. How? Via telemarketing, email spam, LinkedIn spam, physical mail spam, and bribery via gift cards.
Sales Development is goaled, measured, and compensated to spam via “monthly meetings booked” and nothing else, regardless of lead quality, costs, profitability, efficiency, or effectiveness. Regardless of turning buyers off and pushing some premature buyers to Sales. Regardless of lower win rates, longer sales cycles, and higher CAC. Regardless of damaging your company reputation and word of mouth. Regardless of handcuffing, preem...2022-06-1214 minMarketing-Led GrowthWhy Companies Should Be Marketing-Led And Marketing Is The Vanguard Of ProgressThe rise and maturity of the internet, social media, mobile phones, and advances in marketing technology and know-how have changed how buyers want to be marketed and sold to.
Beforehand, buyers had limited access to information from Marketing, or from their peers to become aware of and to evaluate vendors. Most of the information a buyer needed was “gated” behind Sales. Back then, Sales was responsible for influencing most of the buyer’s decision to purchase.
Now, buyers have an abundance of information from Marketing that drives them to the website, to speak to Sales, and to...2022-06-1009 minMarketing-Led GrowthUserGems Unlocked Growth and Profit With Marketing NOT Sales Development | Case StudyI worked at UserGems, a 5-person early seed stage startup from March 2020-2021, during the height of COVID. UserGems was a brand new category of Marketing software, with barely any awareness or demand. It automates generating warm leads from job changes, the first software of its kind. It competes indirectly against the giants of LinkedIn and ZoomInfo. Throughout my tenure, UserGems had 6 people, including myself. The CEO, the Head of Product, two engineers, the Head of Marketing, and myself as an AE-CSM combined plus a marketing hat. UserGems did not have Sales Development.
UserGems’ Marketing consisted of ne...2022-06-1010 minMarketing-Led GrowthSaleswhale Repurposed Sales Development into Marketing to Unlock Growth and Profit | Case StudyThe story of why and how Saleswhale repurposed Sales Development into Marketing to unlock growth and profit.
Saleswhale launched in 2015 and raised their $5.3M Series A in 2019 primarily because of Founder marketing despite the existence of Sales Development. In 2019 they hired Timothy Kua as the VP of Marketing. The challenge that Saleswhale had in 2019 was that they needed proper marketing to support their Sales team, especially to win higher value, mid-market companies. They needed to improve their win rate, sales cycle, and generate revenue. So they analyzed their Sales Development efforts, realized that it was unnecessary and...2022-06-1017 minMarketing-Led GrowthMarketing Is Harmed By Sales DevelopmentMarketing is harmed by Sales Development: handcuffed, preempted, counteracted, and crowded out.
Handcuffed:
→constantly generating a high quantity of contact information of uninterested buyers (MQLs, MQL Hamster Wheel) via gated content or list purchases–so SDRs can burn through it by spamming buyers with telemarketing, email spam, LinkedIn spam, physical mail spam, and bribery via gift cards. “Lead Generation” refers to Marketing having to generate MQLs for SDRs rather than website demo requests or Sales-ready leads–which are real leads.
→creating lousy content because the purpose is to capture contact information–not generate real website de...2022-06-0919 minMarketing-Led GrowthThe State of Sales Development | Part I (spoiler: it's bad)Data across 30 SaaS companies comparing prospecting leads to Marketing's website demo requests shows that prospecting has a 5X higher cost-per-acquisition (CAC), a 3-5 year CAC payback period compared to 9-12 months for Marketing, and a lower Sales win rate of 2%-10% versus Marketing’s 20%-30%. Sales would need 10-50 demos from prospecting to win 1 deal, versus 3-5 demos from Marketing.
Another dataset across 15 SaaS companies shows that prospecting leads have a 0.1% conversion rate to revenue versus 4%-12% for Marketing’s website demo requests. Companies like Cognism and Saleswhale have compared Sales Development to Marketing and have exposed how...2022-06-0913 min
The Masters Of Cashflow#35: Kuo-Yi Lim, Monk's Hill Ventures - How To Stick With First Principle Investing In Today's World and The Role of Karma as a VCKuo-Yi is the Co-founder and Managing Partner at Monk’s Hill Ventures, a leading early-stage venture capital firm in Southeast Asia. He is based in Singapore and is a board member of Ninja Van, Padlet, KKday, Jio Health, Horangi, Saleswhale, Finaxar, and Zipmatch.In the early 2000s, Kuo-Yi was an early employee of Encentuate, an identity and access management software startup (acquired by IBM), and Reputation Technologies, a supplier relationship management software startup (acquired by Security Sources). In 2008, he co-Founded SportsHook, a social networking and event management SaaS startup for the sports community. Prior to Monk’s Hill Ventures, Kuo...2022-01-1439 min
The Marketing PodHow I ran a marketing experiment that closed $1.3M in revenueGabriel sits down with Jason Widup, VP of Marketing at Metadata to dissect and uncover learnings from Jason's most ambitious experiment yet.
www.saleswhale.com/masterclass/15-jason-widup2021-06-2844 min
Smart Chickens A B2B SaaS Demand Gen Drives Innovation & Growth PodcastGabriel Lim Co-founder & CEO Saleswhale.com How He's Created a Content Flywheel with His MasterClass SeriesGabriel Lim really shares his 5-year journey from being accepted to the Y Combinator (YC-S16) class in San Francisco for his launch of Saleswhale.com from Singapore to the U.S. market. Fast forward to 2021 and Saleswhale.com has had incredible growth and being named by G2Crowds top High User Adoption Best of Spring 2021, High Performer Spring 2021, and Best Support Spring 2021. If you've been following Gabriel, as I have had the pleasure to do so over the last year or so, you'll notice an interesting pattern of high-quality, engaging, and well thoroughly planned out cont...2021-05-0845 min
Digital Marketing RadioThe Future of Events… Post-COVID - with Kathryn Frankson from InformaHow is the event industry going to change post-COVID? As a marketer should you plan to get back in the events game soon? Or are we more likely to see hybrid events in the future - a combination between virtual and physical events? If so, what does that mean for marketers?Those are just some of the questions that I’m going to be asking my guest on Digital Marketing Radio episode 243. She’s a lady who’s as passionate about storytelling as she is about marketing and sales - and those two masterminds speak her language.S...2021-04-3032 minDigital Marketing RadioThe Future of Events… Post-COVID - with Kathryn Frankson from InformaHow is the event industry going to change post-COVID? As a marketer should you plan to get back in the events game soon? Or are we more likely to see hybrid events in the future - a combination between virtual and physical events? If so, what does that mean for marketers?Those are just some of the questions that I’m going to be asking my guest on Digital Marketing Radio episode 243. She’s a lady who’s as passionate about storytelling as she is about marketing and sales - and those two masterminds speak her language.S...2021-04-3032 min
The Marketing PodHow to write marketing emails that don't look like marketing emailsIn this Masterclass, we cover how to take your ego out of it, yes I said it, how to develop a meaningful follow-up sequence not to let your marketing campaigns go to waste, and concrete examples of how to formulate your emails so no prospect or AE will roll their eyes at you.
www.saleswhale.com/masterclass/13-Becc-Holland2021-04-301h 30
The Marketing PodMake your outbound campaigns with BDRs successfulFind out the secret to running successful outbound marketing campaigns for your BDR & sales teams with real-life examples from Martin Gontovnikas, Co-founder of HyperGrowth Partners.
https://www.saleswhale.com/masterclass/14-Martin-Gontovnikas2021-03-2239 min
The Marketing PodStart listening to your creativesJacob Drumheller is a creative that lives on the edge. He has led many teams and worn many hats in corporate marketing, freelance, and even Hollywood creative scenes. If anyone can help marketers work with creatives, it's Jacob.
https://www.saleswhale.com/the-marketing-pod/06-Jacob-Drumheller2021-03-1044 min
The Marketing PodWhy does everyone hate marketing?Too often, marketers are stuck between a rock and a hard place. Also known as between CXOs and Sales. Between conflicting goals, metrics, and expectations, marketing departments everywhere have difficulty doing their job.
That's why we sat down with Dave Gerhardt, CMO at Privy and founder of DGMG, to discuss how marketers can overcome these obstacles. Dave will debunk why sales and executives tend to not "get" marketing and what you can do to prove your worth and come out on top.
https://www.saleswhale.com/masterclass/12-Dave-Gerhardt2021-03-0946 min
Leveling Up with Eric SiuHow Saleswhale Can Help You Reach Out To Leads On AutopilotHow Saleswhale Can Help You Reach Out To Leads On Autopilot with Gabriel Lim A large portion of the leads in a sales funnel never get touched by SDRs, and thus don’t end up converting. Saleswhale changes this by leveraging AI to convert middle of the funnel leads into sales-ready opportunities! Our guest for today is their Co-Founder and CEO, Gabriel Lim. Our conversation begins with an overview of the Saleswhale offering where Gabriel shares a story about how they helped a client generate 144 new sales meetings from 2000 stale leads. From there, we get into the fu...2021-02-1518 min
Leveling Up with Eric SiuHow Saleswhale Can Help You Reach Out To Leads On AutopilotHow Saleswhale Can Help You Reach Out To Leads On Autopilot with Gabriel Lim A large portion of the leads in a sales funnel never get touched by SDRs, and thus don’t end up converting. Saleswhale changes this by leveraging AI to convert middle of the funnel leads into sales-ready opportunities! Our guest for today is their Co-Founder and CEO, Gabriel Lim. Our conversation begins with an overview of the Saleswhale offering where Gabriel shares a story about how they helped a client generate 144 new sales meetings from 2000 stale leads. From there, we get into the fu...2021-02-1516 min
The Marketing PodTake a stand with artWhere were you on June 5 when you first saw the BLM mural in front of the White House? Nancee Lyons is no stranger to collaborating with the DC government and local artists to make magic happen. That's the only way to describe how she pulled off this historic moment–all under 24 hours. Listen in to hear how the BLM mural came to be. If you want to learn more about Murals DC, check them out at the links below: http://muralsdcproject.com/ or Instagram: @MuralsDC
https://www.saleswhale.co...2021-01-0736 min
SaaS & ScotchIs Creating Your Own SaaS Category Completely Overrated?My guest today is Gabriel Lim, CEO at Saleswhale. Our conversation focuses on: Is Creating Your Own SaaS Category Completely Overrated?
You can learn more about Saleswhale at: https://saleswhale.com.
You can connect with Gabriel at: https://www.linkedin.com/in/penguingab/.
Check out my Youtube channel where I post 3 episodes every week with actionable strategies on growing your SaaS business: https://tkkader.com/youtube
Learn more about my SaaS GTM Coaching Program: https://tkkader.com/gtm
Click to tweet link: https://ctt.ac/1r9tP2021-01-0431 min
SuccessAFSuccessAF Series 1 Episode #5 - A CEO's Take On Customer SuccessGabriel Lim, CEO of Saleswhale, joins JD and Alaina to discuss a CEO’s perspective on why and when companies need a Customer Success function.What do you think? When should a business establish the Customer Success function? Do startups really need Customer Success?2021-01-0415 min
The Marketing PodPaint the rainbow with your marketingPresident of Team ODEA, Patricia Rioux, joins our masterclass to discuss why we (all marketers) need to stop beige marketing and start thinking outside the box.
https://www.saleswhale.com/masterclass/11-Patricia-Rioux2020-12-0311 min
The Marketing PodElevate your marketing with inclusivityJoin Keionna Baker and Cherena Fox from the elephant in the room for an in-depth discussion on race, bias, and how it hurts society and your business.
https://www.saleswhale.com/the-marketing-pod/04-the-elephant-in-the-room2020-12-0241 min
The Marketing PodBack to the beginning - a Marketer's purposeEvynn McFalls, Director of Insights and Strategy, at The Abbi Agency discusses a Marketer's purpose on this episode of the Masterclass.
https://www.saleswhale.com/masterclass/10-Evynn-McFalls2020-11-1823 min
The Marketing PodHow to build a lifestyle brandKristen Lorenz, RD, and Owner of Kristen Lorenz Nutrition shares how she built a company and brand from the ground up full of authenticity, creativity, and, most importantly - FREE content. You can learn more about Kristen on Instagram @thelastdietitian.
https://www.saleswhale.com/the-marketing-pod/03-kristen-lorenz2020-11-1138 min
The Marketing PodDon't break the wheel - build a flywheelMike Tatum, Growth Marketing and Lead Generation mastermind from Kinsta, shares how marketing needs to build a marketing flywheel to increase the volume and quality of leads.
https://www.saleswhale.com/masterclass/09-Mike-Tatum2020-11-0511 min
The Marketing PodMake marketing great againJeff Perkins, CMO and Head of Product at ParkMobile, shares his wisdom on why sales and marketing don't get along, what marketing can do to fix it, how any marketer can grow into their role, and how to avoid becoming a Milton.
https://www.saleswhale.com/the-marketing-pod/02-jeff-perkins2020-10-2726 min
The Marketing PodHow to challenge an industry on a shoestring budgetJay Hauck, VP at Rational 360 and former CMO of CSRA, shares how and why he produced not one but TWO super bowl commercials for a government contractor, wrapped bus stops and converted his team into a corporate newsroom. Listen in to find out what he considers criminal in marketing and how he thinks your marketing team can make a meaningful impact during the pandemic.
https://www.saleswhale.com/masterclass/08-jay-hauck2020-10-2132 min
The Marketing PodIf it's not broken–break itJonathan Ronzio, the CMO of Trainual, tells us why we need to "do it now" and start being more culturally relevant.
https://www.saleswhale.com/the-marketing-pod/01-jonathan-ronzio2020-10-1349 min
The Marketing PodThe secret to driving 8,672 webinar registrations with almost no advertisingJoining us is Andy Culligan, CMO at Leadfeeder, who will tell us his secret to driving 8,672 webinar registrations with almost no advertising.
https://www.saleswhale.com/masterclass/07-Andy-Culligan2020-08-1335 min
The Marketing PodWhy Marketing Operations is more important than everJoining us is Daniel Murray, Head of Marketing Operations at ServiceTitan to talk about why marketing operations is more important than ever in today's climate.
https://www.saleswhale.com/masterclass/06-Daniel-Murray2020-08-1225 min
The Neon ShowNikhil Kapur, STRIVE Ventures on different SaaS models in AsiaNikhil is one of the most Tech & Product-centric VCs in Asia. This probably comes from his early career with Microsoft, and later with Pie (acquired by Google).He also founded a company called TommyJams, a tech-enabled Artist management platform.He has been with STRIVE Ventures for over 5 years. STRIVE’s portfolio includes HASURA, Classplus, and Saleswhale among others.In this podcast, Nikhil shares his experience of investing in SaaS startups in Asia and helping them achieve Product-Market Fit.Notes - 01:03 - Two major SaaS buckets for STRIVE - (1) Global SaaS (US, European, & Asian markets) and (2) Local SaaS (India SaaS / Indonesian Sa...2020-08-0956 min
The Marketing PodHow Inbound Marketing has changed in the last 13 years... and 13 WeeksIn this session, we discuss what should be prioritized in your inbound marketing strategy today, and how you still can drive leads for your brand.
Joining us is Mike Volpe, CEO of lola.com and former CMO of Hubspot.
https://www.saleswhale.com/masterclass/04-Mike-Volpe2020-08-0636 min
The Marketing PodRe-calibrating webinar marketing for a post-normal worldJoining us will be Tim Johnston, Director of Demand Generation at ON24 APJ to discuss:
Re-calibrating Webinar Marketing for a Post-Normal World
Everyone is doing webinars right now, how do you stand out?
How do you drive more pipeline and sales for your sales team with webinars?
What makes the best webinars stand out? ON24 shares statistics from their platform
https://www.saleswhale.com/masterclass/05-Tim-Johnston2020-08-0549 min
The Marketing PodMarketing career advice for my younger selfMeagen Eisenberg, Chief Marketing Officer, TripActions joins us as we discuss her rise to become a CMO. During her journey, she'll provide advice through each stage of her career to all future marketers.
https://www.saleswhale.com/masterclass/03-Meagen-Eisenberg2020-08-0328 min
The Marketing PodHow to make mouth-watering B2B contentToday we discuss with Devin Reed, Head of Content Strategy at Gong.io, how B2B marketers can create memorable and effective content that ultimately drives revenue.
https://www.saleswhale.com/masterclass/02-devin-reed2020-08-0321 min
The Marketing PodHow ABM and B2B marketing has evolved over the last 3 monthsSangram Vajre, co-founder of Terminus and author of ABM is B2B, talks about what’s changed, what hasn’t changed, and strategies to adapt to this new state.
https://www.saleswhale.com/masterclass/01-sangram-vajre2020-08-0344 min
The Marketing PodWhat is the most innovative campaign marketing has run for your sales team?Three sales leaders from some of the fastest-growing B2B SaaS companies answer one simple question -
"What is the most innovative campaign that marketing has run for your sales team?"
Danny Read, Sales Director at Metadata.io
Michael Tuso, Director of Revenue Performance at Chili Piper
Mike Goldenberg, Head of Sales at Alyce
Saleswhale's Director of Sales, Brandon Gargan, moderated this candid and straight-to-the-point podcast2020-08-0327 min
RootsAndrew Abogado (The Neo-Generalist)
The Neo-Generalist
Andrew Abogado
Andrew Abogado is the Design Lead at Saleswhale, a Singapore-based Y-Combinator startup. It’s a B2B SaaS product that deploys an AI sales assistant, helping engage and qualify leads at scale. Previously, he was a Frontend Engineer at Viki (exited, Series B) which was acquired by Rakuten. Andrew is drawn to venture-backed tech startups where he can solve big problems as well as bring big impact during the company’s early stage. Outside of work, Andrew likes cycling and travels with his wife in different countries. In t...2019-12-1500 min
Roots056: Andrew Abogado (The Neo-Generalist)Andrew Abogado is the Design Lead at Saleswhale, a Singapore-based Y-Combinator startup. It’s a B2B SaaS product that deploys an AI sales assistant, helping engage and qualify leads at scale. Previously, he was a Frontend Engineer at Viki (exited, Series B) which was acquired by Rakuten. Andrew is drawn to venture-backed tech startups where he can solve big problems as well as bring big impact during the company’s early stage. Outside of work, Andrew likes cycling and travels with his wife in different countries. In this episode, we talk about Andrew’s roots in open s...2019-12-151h 17
Asia VC CastSamir Chaibi from STRIVE | SKALA This week’s special guest is Samir Chaibi from STRIVE. Samir is an early-stage investor at STRIVE, a pan-Asia venture capital fund headquartered in Tokyo and investing across Japan, India, and Southeast Asia. Samir heads the fund's investments in Indonesia while also managing investments across Southeast Asian countries. Samir serves on the board of Healint, Ayopop, Pintek, and Crowde and work closely with Berrybenka, Saleswhale, and Vouch. 2019-10-0100 min