‘From Pre-Sales to President’s Club: Transforming Solutions Teams into Revenue Engines’ with Laura Garvey

Episode 1

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀

I am your host, Adam Richardson and on today’s episode, I am excited to welcome Laura Garvey, who was most recently VP of Solutions Consulting at Sprinklr!

Beginning her role as an IC, she worked at Sprinklr for over 8 years, with some of her Key Achievements being:

Scaling the EMEA solutions team while improving win rates.
Leading organisational restructure driving 53% YoY growth in product revenue.
Developing globally adopted sales methodologies and training programs

Some of my key takeaways from our conversation were:

💡 The what, why and how of Forecasting - and its importance for identifying sales opportunities that might otherwise have been missed.

💡 How to use Solutions Consultants effectively as your 'ARR weapons' by linking their technical expertise to business outcomes effectively.

💡 How to structure your SC team as the business grows to ensure optimal ratios - and how to onboard and train these team members efficiently and effectively.

Let’s Dive in!

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Watch the episode on YouTube 🎥 – https://youtu.be/H0hoYhh-SWw

Connect with Laura here - https://www.linkedin.com/in/lauraannegarvey/

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here - https://scalewithstrive.com/

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00:00 Introduction to Laura Garvey and Her Journey

03:00 Transforming Solutions Teams into Revenue Engines

07:56 The Importance of Forecasting in Sales

14:00 Data Quality and CRM Usage in Forecasting

18:49 Building a Culture of Accountability in Data Management

20:14 Empowering Sales Teams with Data

22:00 Linking Technical Expertise to Business Outcomes

30:12 Identifying Red Flags in Sales Processes

34:01 Driving Organizational Change for Revenue Growth