The Sales Algorithm

Rengan Jayakrishnan (JK)

After 30+ years in global software solutions sales, I'm sharing what actually works. Each episode features tech veterans revealing their unfiltered experiences, plus my proven strategies that have generated millions across markets. From first pitch to enterprise scale, I cover the entire startup journey with immediately actionable advice. My goal? Give you the insights I wish I had starting out. Whether you're finding product-market fit or preparing for acquisition, this is your guide to mastering software sales. Join me as we decode success in today's competitive landscape.

  1. 2d ago

    What Separates President’s Club Salespeople From Everyone Else — MEDDIC Sales Methodology Explained

    What does it take to make the President’s Club, quarter after quarter? In this episode of The Sales Algorithm Podcast, I’m joined by Bob Kocis, author of thebestseller The President’s Club Mindset, and our very first international guest, joining us from the United States. Bob’s career is a masterclass in enterprise selling: from his first sales role at Nalco Chemicals, to eight years at PTC leading Global Channel and Emerging Markets and running Asia Pacific from Shanghai, to Worldwide Sales at ANSYS, CRO at Continuum, and President & COO of Aptean. Through it all, he was a President’s Club member. Our journeys share the same roots: PTC trained both of us in the MEDDIC sales methodology in the late ’90s, and it still shapes how we sell today. In this episode:✅ Why empathy is where great sellingbegins✅ How top performers approach customerdiscovery✅ What turns a salesperson into a trustedadvisor✅ How super achievers keep deals movingwhen they stall✅ MEDDIC: the discipline behindconsistent sales success✅ How AI is changing B2B and B2C selling,and why the human element still matters✅ Bob’s one message for today’s salesmanagers and leaders Chapters[00:00] Introduction[02:10] From Nalco to sales: how Bob’s journey began[05:30] Empathy and the first customer visit[09:00] Discovery: understanding the customer’s journey[15:30] Becoming a trusted advisor[17:15] PTC in the late ’90s and the President’s Club[21:00] MEDDIC and the sales playbook[26:14] When deals stall: thinking creatively[30:30] AI and the future of sales[37:35] One message for sales leaders [43:00]Two books, one foundation: where The President’s Club Mindset meets TheSales Algorithm About the guestBob Kocis, author of The President’s Club Mindset: Inside the Winning Strategies ofTech’s Most Successful SalespeopleLinkedIn About the hostRengan Jayakrishnan, author of TheSales Algorithm, sales coach and CBO of AXIOVIA, with 30+ years inglobal B2B sales.TheSales Algorithm LinkedIn Subscribefor more conversations with sales leaders, startup founders, entrepreneurs andGTM experts who share not just their wins, but the setbacks that shaped them. YouTube Instagram #SalesPodcast #MEDDIC #PresidentsClub

  2. Oct 2

    Aditi's Startup Journey from solving customer problems to Product - Market Fit

    Aditi's startup journey from solving customer problems toProduct market fit Every startup pivots. Very few find their true space. Inthis episode I talk to Aditi, co-founder of Mithi, about her 35+ year startupjourney from engineering services to building India's first Indian-languageword processor, to cloud email, to SaaS. If you are a founder stuck between product development and salesstrategy watch this to understand how to reach product – market fit In this episode: ·      Howit started with Men at Work solving shop-floor documentation with DesignersNote ·      Pivot1: Customer asked for Marathi docs - led to LEAP with CDAC, the first Indianlanguage word processor for Windows ·      Pivot2: From packaged software to Mailjol, cloud email in Indian languages ·      Pivot3: Dot-com bust shelved Mailjol - repackaged the tech into Connect Server forenterprises ·      Today:Vaultastic as cloud SaaS where renewals drive profit ·      WhyAditi says: "As a founder, you cannot just be the builder; you must be thesalesperson" ·      Why"rejection is not failure, it is data" in sales ·      Productlesson: "The discipline of how you build ultimately dictates itsquality" ·      Scalelesson: Move from firefighter mindset to systems-builder mindset This is a must-watch for startup founders, and anyonebuilding in SaaS, enterprise software and India startups. Comment: Which pivot hit you hardest - finding the problemor aligning product + sales? #ProductMarketFit#StartupJourney #WomenEntrepreneurs #ProductDevelopment #SalesStrategy

  3. Aug 20

    Bootstrap | Compete | Pivot. — Inside Tarun's Live Blueprint to Deploy The Sales Algorithm

    "We were up against Microsoft. And we didn't back down." That line from my latest conversation with Tarun Malaviya, founder of Mithi Software Technologies, stuck with me — and it was just the opening act of one of the most honest, nuts-and-bolts startup stories I've had on the podcast. In this episode, Tarun doesn't give the polished version. He lays it all bare: Building from scratch — no shortcuts, no playbook, just relentless iteration in the early days of building a startup. Going head-to-head with Microsoft— most founders would have buckled. Tarun stayed in the fight, refused to accept the market's first answer, and kept pushing until he found the openingno one else saw. The pivot that changed everything— not a lucky break, but the result of persistence meeting pattern recognition.A startup pivot you only find by staying in the game long enough to see it. Reinventing the product, again and again— and here's the part every founder needs to hear: as the product evolved, so did the ICP and the TAM. Vaultastic didn't just get better — it moved up the value chain, into a bigger, more valuable market than the one it started in. Finding his Scaling Blue Print— Tarun shared how reading TheSales Algorithm helped him crystallize the roadmap for scaling whathe'd built — turning hard-won instinct into a repeatable system. What I love about this conversation is that it's not a highlight reel. It's a real business story — the mechanics of how a company survives its toughest years and comes out sharper on the other side, told by someone who lived every bit of it. What's the toughest pivot you've had to make in your business? #TheSalesAlgorithm#StartupJourney #FounderStory #Vaultastic #Entrepreneurship #ProductStrategy#B2BSales #Pivot #SaaS #BuildInPublic

  4. Jun 2

    Episode #7 : Prof. Krishnan | From Lab to Launch | The Startup Blueprint

    00:00 Introduction 00:03:33 Initial Journey 00:06:50 Non- Destructive testing inlayman language 00:11:16 What kind of Industry problemsare being solved at the NDT Lab IIT Madras 00:16:00 Lab to Launch – The path from Researchto Startup 00:28:20 Prof Krishnan’s role as the startupsare at different stages in their journey 00:34:00 Mentoring founders having differentpersonalities , how is that manages 00:37:45 How prepared are Deep tech foundersfor the Reality of sales 00:42:25 ROI 00:43:43 How prepared are these IITMadras engineers prepared for Sales 00:47:25 How is AI reshaping thetechnology and the deep tech landscape? 00:52:00 What is the mantra for makingstartups last? 00:55:55 Failures and lessons 01:00:40 What still excites andmotivates Prof Krishnan 01:02:43 Message to aspiring startupfounders with big dreams 01:07:21 How is academia in India positionedtoday 01:13:55 ConcludingRemarks

  5. 11/26/2025

    #6A:Sandip Chintawar, Udit Agarwal and Rengan Jayakrishnan|Panel Discussions on "Is AI a disruptor or a game changer for Sales and Marketing?"

    AI s redefining the future of sales and marketing. From automating routine tasks to eliminating mis-selling, AI empowers teams to focus on strategic decisions and genuine customer relationships. Automation handles what humans can't,propelling both B2B and B2C into an era where efficiency meets value. In high-ticket, relationship-based B2B sales, human connection remains essential, but AI is the perfect partner—enhancing outcomes and streamlining processes. The best interests of sellers and buyers are served: mediocrity fades, impact escalates.   #SalesTransformation#AIDrivenSales #SalesAutomation #B2Bsales #B2Csales #FutureOfSales #AIMarketing#SalesInnovation

  6. 10/13/2025

    #5A: Unfiltered with Sunil Jalihal| Insights from Successes and Failures

    00:00:00Introduction 00:02:45Background, early inspirations and roots of Entrepreneurial journey 00:09:35First Startup Journey 00:11:00Social projects in the interim period after the first startup exit 00:15:00Second Startup on Mobile Wallet 00:16:00Challenges and low points, eventually gave up the Second startup – An ideawhose time had not yet arrived 00:18:15Social Startup - Heart for Art and genesis of Indic Inspirations 00:21:45Indic Inspiration Challenges 00:23:50Indic Inspirations - Selling and Outreach 00:24:50Seeking investments for Indic Inspirations 00:26:45Mantras on how to rise from Failures 00:31:00Customers - ISRO 00:32:48Short term goals – Indic Inspirations 00:34:00Overseas expansions 00:34:40Swarajya Conclave 2047 00:37:30Longer term goals of Indic Inspirations 00:39:25Advisors in Sunil’s network 00:40:37Message to budding founders and entrepreneurs 00:43:00Concluding remarks 01:09:30Concluding remarks

  7. 09/27/2025

    #6:Dr Ashok Korwar, Ram P and Rengan Jayakrishnan|Panel Discussions on my book "The Sales Algorithm"

    00:00:00Introduction 00:04:45 Sales Play book 00:17:30 Top Down Selling 00:44:50 Customer Relations and Account Management 01:01:20 Founder Traits 01:10:30Closing Statements

  8. 09/09/2025

    #5: Sunil Jalihal| | Rise and Reset Lessons from every outcome in a candid conversation with Sunil

    00:00;00Introduction 00:03:10Background and early inspirations 00:07:27First Startup Journey 00:24:00Low points and challenges in the first startup 00:28:52Second Startup analysing what went wrong 00:34:34Social projects, the next pivot, Heart for Art 00:37:00Authoring the Book Romancing the Chilli 00:42:373rd Startup Indic Creations 00:49:34Pitching to investors 00:54:23Partners - Design Schools and accomplished Designers and Institutions 00:58:13Sales 01:01:40Short Term Goals of Indic Solutions 01:03:06Swarajya Conclave 2047 01:07:48Sunil's message for Budding founders and entrepreneurs 01:09:30Concluding remarks

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About

After 30+ years in global software solutions sales, I'm sharing what actually works. Each episode features tech veterans revealing their unfiltered experiences, plus my proven strategies that have generated millions across markets. From first pitch to enterprise scale, I cover the entire startup journey with immediately actionable advice. My goal? Give you the insights I wish I had starting out. Whether you're finding product-market fit or preparing for acquisition, this is your guide to mastering software sales. Join me as we decode success in today's competitive landscape.

Information

  • Creator
    Rengan Jayakrishnan (JK)
  • Years Active
    2025 - 2026
  • Episodes
    13
  • Rating
    Clean
  • Copyright
    © Rengan Jayakrishnan (JK)
  • Show Website
    The Sales Algorithm