Sales - The Heresy Blog - The home of agile sales

Heresy E18: Farlan Dowell, VP Sales @ CleanShelf on $0 to $10M in ARR 🚀

In this episode of the podcast Farlan shares his tips on how to get from $0 to $10M in ARR in the shortest period of time; what are the most common mistakes you should watch out for....

Podcast

Heresy E17: Andrus Purde [Founder @ Outfunnel | Former CMO @ Pipedrive]

In this episode of the Heresy podcast, Andrus talks to Dimitar about his increasing discontent for cold email and why he thinks we are all, slowly but surely, killing email as a channel.

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 currently the most valuable startup in the world, UBER needs no introduction. Elaine joined UBER from LinkedIn,

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!

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

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 full of tactical advice illustrated by some awesome war stories from Tom’s 20+ years SaaS sales

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.

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 where she has risen through the ranks from Account Executive to Enterprise Advocate Manager. Alexa is one

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.

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.

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.

Closing Words

Closing Words: Aidan Kessell from ExpoCart

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 who have been smashing their targets to try and pass some of their

Podcast

Heresy podcast 5: James Parton, Former Head of Europe @ Twilio on developer-led sales

In this episode of the Heresy podcast I talk to James Parton, the former Director of Europe for Twilio. James and I compare notes on our experience being the first European employee for a fast-growing, venture-backed US business and what “building and scaling Europe meant” for Twilio (and Stack Overflow)

Podcast

Heresy podcast 4: Terry Russell, Sales Coach @ JustEat & Funding Circle on scaling sales

A couple of months ago I sat down with Terry Russell to talk about all things sales. Terry is an executive coach who’s worked with some of Europe’s best startups to help them build and scale their sales organisations. Listen to Terry share insights on sales compensation and

Heresy

Announcing Badges: Game On!

A couple of weeks ago we announced that we had raised a Seed round. We were featured on TechCrunch, which put Heresy on the radar for a lot of people. In fact, we had to create an impromptu waiting list to deal with the extremely high demand the TC article

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.

Podcast

Heresy podcast 3: Alan Kenny, GM Europe @ Mimecast on the sales lessons no one told you about

Last month, on the Heresy podcast, I caught up with Alan Kenny, GM Europe at Mimecast. Mimecast is a cyber security company listed on the NASDAQ, that employs over 900 people. Tune in to find out Alan’s top tips for sales people and sales managers, the things Alan wishes

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.

Podcast

Heresy podcast 2: Kristen Habacht, VP Sales @ Trello on growing a sales team

Behind every great company, there’s a great sales team and behind every sales team, there’s a great sales leader. Last month I had the opportunity to talk to Kristen Habacht, VP Sales at Trello. The interview was recorded in the last week of December 2016, just days before

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.

Startup

Do you really need a sales team?

I joined Stack Overflow (SO) back in 2011 when the company employed only 2 sales people in New York City. SO now runs a sales machine of over 120 people spread across 3 offices — New York, Denver and London. Direct sales has been the main lever of (revenue) growth for