Building Disciplined Sales Organizations with Dustin Markowski (Chartbeat)

Dustin Markowski from Chartbeat joined us this week for the seventh edition of the Bowery Capital Startup Sales Podcast. Dustin is currently the VP of Sales & Customer Success at Chartbeat and formerly was the Head of the Enterprise Sales at Hightail and prior to that held the same role at ShareVault.  He's been twice hired into organizations as the first sales leader over the top of several SDRs and AMs and came to the studio this week to speak with us about "Building Disciplined Sales Organizations."In our podcast Dustin and I cover the scenario that he faced when joining Chartbeat and how he built the individual sales contributors and the customer success team into a well oiled machine.  We speak a fair amount about the nuances involved in building discipline and how he has dealt with issues like building discipline with individual sellers, forcing new or "the right" elements of pipeline contribution and lead generation, what to do when people start getting angry at the disciplined approach you are taking (!), and finally what impact this sort of discipline can ultimately have on your organization.  Most SaaS companies go through these issues at some point between $1M and $5M in ARR and it is helpful to hear Dustin distill his experiences.