Scaling - The Heresy Blog - The home of agile sales

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 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 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,

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.

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

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

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

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

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

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