Heresy
Features Pricing Customers About Blog
Demo Log In

The Heresy Blog - The home of agile sales

A collection of guides, articles and podcasts about Agile Sales.

The Endowment Multiplier: The North Star Metric of Sales

Not all salespeople may be familiar with the North Star Metric (NSM). If however you’ve worked closely with a Growth and/or Product team, chances are you’re well aware of this

Dimitar Stanimiroff Dimitar Stanimiroff
Sales Management

A Practical Guide to Renewals, Upsells and Customer Success

For many SaaS businesses, the renewal event is an opportunity that allows them to re-engage with their customers in a full review of the success of their relationship to-date and define the objectives for next contractual year.

Guest
Agile Sales

From Cutting Diamonds, To Closing Sales: How Taylor & Hart Run Their Sales Team

As CEO at Taylor & Hart, I've always been selling. I was our very first salesperson and have hired every single salesperson since. While I think of myself as a reasonably good salesperson, I was not entirely sure how I should manage and run our growing sales team.

Guest
Agile Sales

Sales Team 2.0: How to Make Sales Agile (SaaStr Europa Video + Transcript)

Back in June I spoke at the first European SaaStr event in Paris. My presentation explored the effects of the super high attrition rates and lack of knowledge sharing, and collaboration defining most SaaS inside sales teams.

Dimitar Stanimiroff Dimitar Stanimiroff
Product Updates

Messing With Perfection

It’s been a while since we’ve made changes to Heresy’s design. After all; why mess with perfection? But over the course of that time, many lively debates about UI and

Jack Barker Jack Barker
Guest Post

What’s The Point Of Sales Targets?

Guest post by Terry Russell from Terry-Russell Ltd. Terry talks about the importance of understanding salespeople personal motivation (their professional WHY) and how to leverage it in order to build a strong plan that helps achieve their purpose.

Guest
sales Ops

Heresy E9 - Elaine Mao, Global Head of Sales Ops & Strategy @UBER

In this episode of the Heresy podcast, we are joined by Elaine Mao - Head of Global Sales Ops & Strategy at UBER for Business. As one of the fastest growing companies and

Dimitar Stanimiroff Dimitar Stanimiroff
Agile Sales

The Cold Call is Dead

“Why aren't you calling more?!” A shout heard in sales rooms up and down the land. Why aren't you calling more people? Why aren't you emailing more people? Why aren't you setting up more meetings? But more does not equal better.

Dimitar Stanimiroff Dimitar Stanimiroff
Agile Sales

Churn Is The Silent Killer Of Your Sales Team

Every bad sales room has the same vibe—one of constant tension and animosity. Everyone is in competition, and everyone is at unease with their “team” mates. This is a function of the

Dimitar Stanimiroff Dimitar Stanimiroff
Sales

4 Psychological Techniques to Make Cold Email A Little Bit Warmer

Here are a few ways you can use psychology and knowledge together for much more effective cold emails. Not only will these ideas make your emails better today, but after May 25, they might be your only hope!

Dimitar Stanimiroff Dimitar Stanimiroff
Closing Words

Closing Words: Luke Jermyn from Pact Coffee

Our aim at Heresy is to fix sales. Part of our vision is being more transparent and sharing knowledge with teammates and the wider sales community. Closing Words is a series of short interviews with top-performing salespeople

Elliott Cunningham Elliott Cunningham
Agile Sales

Anatomy of an Agile Sales Team: The Three Must-have Roles

If you want *people to buy from your people*, your people have to be the best people. You can only become the best in any sphere of life from learning from your peers and those better than you. This is what the Agile sales structure and roles provide—a superior learning experience.

Dimitar Stanimiroff Dimitar Stanimiroff
Podcast

Heresy E7 - Tom Castley, VP Account Management EMEA @Apptio on selling disruptive technology

In this episode of the Heresy podcast, Dimitar speaks to Tom Castley, Regional VP Account Management at Apptio. This is a MUST-listen to episode for any startup founder or individual sales contributor. It's

Dimitar Stanimiroff Dimitar Stanimiroff
Sales Leadership

Prove, Understand, Scale: Stack Overflow's 3 Phases of Building a Sales Team

Sales should be all about the team working together towards a common goal. We've talked about how Agile teams work together, but what is your common goal? The simplistic answer is selling more, but that answer doesn't help your team.

Dimitar Stanimiroff Dimitar Stanimiroff
Podcast

Heresy E6: Peter Crosby, CCO @Triptease on scaling sales & going from $2M to $10M in ARR

In this episode of the Heresy podcast Dimitar talks to Pete Crosby, Chief Commercial Officer at Triptease. Pete joined Triptease less than two years ago and in that time he has scaled the sales team from 15 to about 40 people, building the company's ARR from $2m to $10M.

Dimitar Stanimiroff Dimitar Stanimiroff
Agile Sales

Sex, Drugs and Burndown charts

If you have ever run a distance race—whether it's a 5k or an ultramarathon—you will know the feeling of seeing the finish line come into sight. No matter how tired you were feeling, you suddenly get that burst of adrenaline and energy, enough to carry you over the finish line.

Dimitar Stanimiroff Dimitar Stanimiroff
Agile Sales

Leveraging the Wisdom of Your Crowds In Sales

In 1906, the great scientist Francis Galton, father of meteorology, forensics, and, unfortunately, eugenics, decided to take in his local county fair. Among the refreshment tents and prize marrows, he came across a

Dimitar Stanimiroff Dimitar Stanimiroff
Sales Metrics

Poker, Coffee Mugs and Overvalued Opportunities: How the Endowment Effect Gets in the Way of Hitting Your Sales Quota

If you play poker, you would have most likely heard this saying: In poker, the person who wins is the one who wins the hand. The runner-up is the one who folds first.

Dimitar Stanimiroff Dimitar Stanimiroff
Agile Sales

Why Heresy is Designed Like the Space Shuttle

When you first open up Heresy, we hope that you notice one thing. It looks really bloody good. It has to. People work better when the products they use are designed well. We

Dimitar Stanimiroff Dimitar Stanimiroff
Guest Post

Make Life Easier For Your Sales Team

Guest post by Matt Sornson from Clearbit. Matt talks about how sales teams can use data to work smarter and be more successful.

Guest
Closing Words

Closing Words: Alexa Battista from Trello at Atlassian

It's Alexa Battista from Trello's turn in the Closing Words hot seat. Alexa has worked in sales and marketing since graduating from NYU in 2008. She's spent the last three years at Trello

Elliott Cunningham Elliott Cunningham
Agile Sales

Taking Back Control of Sales

A great salesperson is the most knowledgeable member of your team. They know everything about your customers, everything about your product, everything about your company. Learn how to help them thrive.

Dimitar Stanimiroff Dimitar Stanimiroff
Case Study

Case Study: How Trello use Heresy to make the most of their Salesforce.com data

Trello increased their average deal size by 48 percent while using Heresy, check out this case study to find out how.

Elliott Cunningham Elliott Cunningham
Agile Sales

The Meaningful Sales Standup

Sales meetings suck. Learn how to run morale-boosting, knowledge-sharing sales standups that your reps will look forward to.

Dimitar Stanimiroff Dimitar Stanimiroff
Sales Management

Are you tracking the 5 critical metrics for high performing sales teams?

No two sales teams are the same and they all need managing differently. However, keeping an eye on these metrics should put you in good stead to help your team perform at their best.

Dimitar Stanimiroff Dimitar Stanimiroff

58 City Rd
London
EC1Y 2AL

Product

Features
Pricing
Endowment Effect
Privacy
Security
Terms of Service

Company

About
Blog
Jobs
Soundcloud

Developers

Join Us
Dev Blog
Open Source

© 2019 Heresy Software Ltd.

Subscribe to The Heresy Blog - The home of agile sales

Stay up to date! Get all the latest & greatest posts delivered straight to your inbox