Agile Sales - The Heresy Blog - The home of 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.

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.

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.

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 perverse incentives that these rooms breed. If you are actively competing for money, promotions, bonuses, and sometimes

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.

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.

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 competition: A fat ox had been selected and placed on display, and members of a gathering crowd

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 want Heresy to help salespeople perform better. We want the data to help them. We want the

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.

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.

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.

Agile Sales

Team of Teams: What an Agile Sales Team Looks Like

In most sales teams, team dynamic is badly damaged. Learn how to make your sales team happier and more successful the agile way.

Sales Management

Full-Stack vs Specialised Sales Team

What is the difference between full-stack and specialised sales teams and why should you care? Read this article to find out.

Sales

Sales as a Complex System — The importance of Micro vs Macro Sales

Almost every organisation thinks of sales the wrong way. If you think of sales as a complex system, it will help you to improve performance and scaling will be a doddle. Learn more now.

Heresy

Why we are building Heresy

It’s time to stop treating the symptoms and focus on the cause of the problem instead. I wrote a blogpost not too long ago, explaining where the name Heresy came from. In this post I’d like to focus on what’s behind that name and more specifically, why

Podcast

Heresy podcast 1: Jeff Szczepanski, COO @ Stack Overflow on building a full-stack sales team

A few months ago, I had the opportunity to catch up with Stack Overflow’s COO, Jeff Sczcepanksi. We discussed Stack Overflow’s “full-stack” sales model and gave listeners a 3-phase blueprint on how to build such a sales organisation from scratch. We also talked about best practice in hiring

Sales

The best kept secret in sales management — the burndown chart

The burndown is the most powerful chart in sales. With a glance sales reps and managers can understand what they need to do to hit target. Learn more now!

Sales

What I learned about sales from software engineering

We’ve been working on Heresy full time only for a few months, but the idea of making sales more open and collaborative is something I have been obsessed with for quite a while. The saga begins (Mexico, 2009) That journey began in the summer of 2009 in Guadalajara, Mexico.

Sales

Using Agile to build & scale Sales — an interview for Notion Capital’s Podcast series

Below is an interview I did with Paul Papadimitriou as part of Notion Capital’s Podcast series. It was a fun conversation, in which we talk about startups, my early steps in entrepreneurship, working at Stack Overflow and of course Heresy and using Agile to build, scale and manage Sales.