hopium Why salespeople are addicted to "hopium"? It is difficult to admit, but we, salespeople, are all addicts. It’s not a substance abuse problem that we suffer from. It is instead “hopium” that has a hold on our industry.
Podcast Heresy E16: Josh Allen, CRO @Drift, talks about Hyper-growth If you want to know what going from $40M to $400M feels like and why it's absolutely normal to wake up in the middle of the night "feeling like your hair is on fire", this is the episode for you!
Podcast Heresy E15: Jeremey Donovan, SVP Sales Strategy @ SalesLoft In this episode of the Heresy podcast Dimitar speaks to Jeremey Donovan, SVP Sales Strategy at SalesLoft. Topics include: How long your emails should be; - What are the most engaging subject lines; - How to achieve a 5x increase in your reply rates; etc.
Podcast Heresy E14: Jason Lemkin's guide to building a SaaS sales machine In this episode of the Heresy podcast, Dimitar speaks to Jason Lemkin - CEO & Founder at SaaStr, serial entrepreneur and investor. Topics include: - The importance of founder-led sales - When is the right time to hire a VP Sales, etc.
Podcast Heresy E13: Munyaradiz Hoto on Operationalising Your Messaging Topics covered include: - Why the way you've been taught how to qualify prospects is totally wrong - Why you almost never lose deals in a competitive bake-off - How to help your prospects discover their "undiscovered needs"
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.
Podcast Heresy E12 - Aaron Ross on Building a World Class Outbound Team On this episode Dimitar speaks to best-selling author and internationally-recognised sales leader, Aaron Ross. Tune in to find out how to cut through the noise and ensure your outbound strategy stays highly-effective in a day and age where everyone is singing from the same hymn sheet.
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.
Podcast Heresy E11 - Jacqueline De Gernier, VP Commercial Sales EMEA @DocuSign DocuSign’s approach to hiring great salespeople; - Why and how they use aptitude tests in the recruitment process; - How they train and onboard new team members; etc
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.
Podcast Heresy E10 - Patrick Traynor [Former Head of EMEA Enterprise Sales @LinkedIn] How Patrick did pipeline review meeting with his team at LinkedIn using his own framework - How to use BANT [Budget, Authority, Need, Timeline] for qualification and to spot problems early on in the sales process
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.
Podcast 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
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.
Podcast Heresy E8: Daniel Farkas, VP Global Renewals & EMEA Customer Success @Box on Building a World-class CS Team On this month's episode of the Heresy Podcast, Dimitar is joined by Daniel Farkas, Global Vice President for Renewals and Customer Success at Box. Daniel lays down the blueprint for building a world-class Customer Success team.
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
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.
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
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.
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
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.
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.
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.
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.