Episode Overview:

In this episode of Quiet Impact, Nathan sits down with Mandeep Soor, the CEO and co-founder of Bendy, a groundbreaking tech startup helping retailers and manufacturers navigate environmental, social, and governance (ESG) risks in their supply chains. Mandeep shares her journey from corporate finance and strategy consulting to the startup world, revealing how Bendi was born out of a need to make supply chain data more accessible and actionable.

Key Topics Covered:

• Mandeep’s Background & Journey to Bendi
• From corporate finance to strategy consulting and eventually to the startup world, Mandeep explains how her experience shaped Bendy's mission and direction.
• The Evolution of Bendi
• How Bendy started as a consumer-facing tool for supply chain transparency and pivoted into an enterprise solution serving large brands and retailers.
• The Challenge of Supply Chain Data
• Why managing supply chain data is so complex, and how Bendy is helping companies map out their suppliers to identify ESG risks.
• The Role of AI in Supply Chain Transparency
• How AI and data science are being leveraged to track, analyze, and mitigate ESG risks at scale.
• Challenges & Lessons in Building a Tech Startup
• The key lessons Mandeep and her co-founders learned, including the importance of product-market fit and the struggles of monetization.
• Co-founder Dynamics
• The different strengths of Bendy's three co-founders and how they complement each other in building a scalable business.

Why This Matters:

With increasing global scrutiny on ESG compliance, businesses must have a clear view of their supply chains to avoid reputational and operational risks. Bendy’s approach is helping companies gain deeper insights into their suppliers and take proactive steps to mitigate risks.

Notable Quotes:

• "The challenge has always been around data. How do you manage it better? How do you get more of it? And how do you use it effectively?" – Mandeep Soor
• "We built something that looked great, was easy to use, but no one wanted to pay for it. That was a big lesson for us." – Mandeep Soor
• "Supply chains are incredibly interconnected. Understanding where your products come from is more important than ever." – Nathan

Resources & Links:

• Learn more about Bendy
• Follow Mandeep Soor on LinkedIn
• Connect with Nathan on LinkedIn

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Summary

In this conversation, Nathan Anibaba interviews Jonathan Leafe, an agency founder who has successfully grown and sold his agency. Jonathan shares his journey from being a musician to a business owner, emphasizing the transferable skills between the two fields. He discusses the importance of confidence, overcoming imposter syndrome, and the role of introverts in business. The conversation also covers effective sales strategies, the significance of networking, and tips for expanding into the US market.

Takeaways

• Jonathan Leafe transitioned from a musician to a successful agency founder.
• Introverts can excel in sales and entrepreneurship due to their listening skills.
• Confidence can be built through preparation and practice.
• Imposter syndrome affects both introverts and extroverts, but can be managed.
• Networking is essential for business growth and filling the sales pipeline.
• Sales strategies should include offering multiple solutions to clients.
• Clients often perceive creative services as professional services, allowing for higher pricing.
• Building relationships is key to long-term business success.
• Preparation is crucial for overcoming fear in sales situations.
• Expanding into new markets requires a strategic and patient approach.

Chapters00:00

Introduction to Jonathan Leaf and His Journey

02:27

Transition from Musician to Business Owner

05:29

The Role of Introverts in Business

08:22

Overcoming Imposter Syndrome

11:17

Building Confidence Through Preparation

14:22

Sales Strategies and Pricing Techniques

18:13

Filling the Sales Pipeline

21:04

The Importance of Networking

24:04

Expanding into the US Market

In this episode, Nathan chats with Mike Boogaard, a seasoned Chief Revenue Officer and sales expert with over 20 years of experience in agency growth and SaaS business scaling.

Mike has successfully founded and sold agencies, transitioned into SaaS sales, and now helps organisations understand how to win new business. His unique perspective bridges the worlds of agencies and technology businesses, shedding light on what these industries can learn from each other.

Key insights include:

• The Difference in Sales Strategies: Why SaaS businesses thrive with intentional, systematic processes, and how agencies can adopt these strategies without sacrificing creativity.
• The Importance of Discovery: How to use the "Three Whys" (Why Anything, Why Now, Why Us) to identify and solve client pain points effectively.
• Tailored Sales Processes: The nuances between shorter agency sales cycles and longer, more complex SaaS sales cycles.
• Scoping and Proposals: Co-creating solutions with clients and the critical role of quantifying value during the proposal stage.
• Closing Deals with Confidence: Why effective discovery and consistent processes throughout the sales cycle ensure natural deal closure.

Mike and Nathan also dive into the strengths of introverted salespeople, emphasizing listening, curiosity, and empathy as essential traits for sales success.

Whether you're a founder, sales professional, or marketer, this conversation is packed with actionable insights to elevate your B2B sales game.

• [00:00] Introduction and Mike's journey from agencies to SaaS.
• [02:21] How agencies and SaaS businesses approach sales differently.
• [07:06] The anatomy of an effective B2B sales process.
• [11:43] Mastering discovery with the "Three Whys."
• [28:10] Scoping and co-creating solutions with clients.
• [30:30] The importance of discussing budget early.
• [35:21] Why the close is a natural outcome of earlier stages.
• [39:59] The hidden strengths of introverted salespeople.
• [49:34] Mike's favorite books and advice for aspiring sales professionals.

• Connect with Mike Boogaard on LinkedIn
• Recommended Reading:
• Barbarians at the Gate by Bryan Burrough
• Start with Why by Simon Sinek
• From Strength to Strength by Arthur C. Brooks
• Learn more about Nathan and his work here.