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Will Dinkel. He\u2019s the CEO and co-founder of Nova. Prior to founding Nova, Will developed his passion for enterprise sales while working in various technology and sales roles at CloudFlare and HP. Will studied engineering in Harvard Business School.

Famous Five:

• Favorite Book? \u2013 Presenting to Win
• What CEO do you follow? \u2013\xa0 Travis Kimmel
• Favorite online tool? \u2013\xa0 Apple Notes
• Do you get 8 hours of sleep?\u2014 \u201cI try\u201d
• If you could let your 20-year old self, know one thing, what would it be? \u2013 \u201cI wish my 20-year old self was more ambitious\u201d

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Time Stamped Show Notes:

• 01:42 \u2013 Nathan introduces Will to the show
• 02:08 \u2013 Nova AI is a sales product that uses AI to help set appointments more effectively
• 02:25 \u2013 Nova helps sales reps, they don\u2019t necessarily get leads
• 02:52 \u2013 Nova creates personalized emails and merged templates
• 03:08 \u2013 Nova charges per seat
• 03:30 \u2013 \u201cWhat we do is very unique\u201d
• 03:39 \u2013 Nova is a smart, workflow product
• 04:08 \u2013 Average pay per seat is $150
• 04:28 \u2013 Nova started in 2015
• 05:01 \u2013 Nova\u2019s co-founder is from MIT
• 05:15 \u2013 Team size
• 05:40 \u2013 Will shares how it\u2019s like in San Francisco
• 06:00 \u2013 Nova has raised $2.2M
• 06:20 \u2013 Salesforce Ventures is one of Nova\u2019s investors
• 06:54 \u2013 The space is getting bigger and bigger
• 07:15 \u2013 Will shares why he raised and went to YC
• 07:50 \u2013 Nova just crossed 100 customers
• 08:10 \u2013 Average seat number per customer
• 08:40 \u2013 Nova is now looking into a bigger number of seats per customer
• 08:55 \u2013 Nova has around a thousand sales reps using them
• 09:15 \u2013 Will\u2019s focus is to make sure the team is functioning well
• 10:20 \u2013 Average MRR
• 10:45 \u2013 Growth rate target in 2017
• 10:51 \u2013 Will is looking into adding additional people to the team, 3 per class
• 11:51 \u2013 Nova uses their own wrinkle for SDR
• 12:10 \u2013 Gross customer churn
• • 12:35 \u2013 People are mostly happy with Nova
• 12:55 \u2013 Nova\u2019s paid marketing
• 13:47 \u2013 How do you beat a company like Yesware?\xa0
• • 14:05 \u2013 Focus on what you do best and don\u2019t get dragged into trying to do everything that everyone else does
• 16:10 \u2013 The Famous Five

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3 Key Points:

• Focus on what YOU do best\u2014you will lose when you focus on what others are doing.
• Offer something unique and it will make you stand out amongst the crowd.
• Be ambitious, act sooner than later.

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Resources Mentioned:

• Acuity Scheduling \u2013 Nathan uses Acuity to schedule his podcast interviews and appointments
• Drip \u2013 Nathan uses Drip\u2019s email automation platform and visual campaign builder to build his sales funnel
• Toptal\xa0\u2013 Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn\u2019t have to hire a co-founder due to the quality of Toptal
• Host Gator\xa0\u2013 The site Nathan uses to buy his domain names and hosting for the cheapest price possible.
• Audible\xa0\u2013 Nathan uses Audible when he\u2019s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books.
• The Top Inbox\xa0 \u2013 The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences
• Jamf \u2013 Jamf helped Nathan keep his Macbook Air 11\u201d secure even when he left it in the airplane\u2019s back seat pocket
• Freshbooks \u2013 Nathan doesn\u2019t waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW
• Show Notes provided by Mallard Creatives