Webinar: Building the Sales Machine

Presented by Russ Hearl, VP Sales at Datahug

Many sales leaders are able to apply their knowledge towards improving and scaling an existing sales organization. But only a few sales leaders possess the valuable ability to build a high-velocity sales machine from the group up. After all, optimizing each stage of the sales funnel is no simple task.

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The Importance of CEOs Talking to Customers

While many of us claim to regularly talk to customers and prospects, sometimes that is easier said than done. There are so many internal problems to solve when building a company: hiring people, retaining people, resolving disputes, building culture and managing your managers. It’s very easy to bury your head in the sand and not worry about the latest challenges your customers are facing, or the experience they are having with your product. If you fall into this trap, you will lose touch, fall behind your competitors and no matter how fast you can innovate, you may not be able to catch up.

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Cultivating a Sales Culture of Transparency

Building a sales culture of transparency and accountability is a new concept for most sales teams. In an environment filled with strong personalities, this can be a difficult thing to accomplish. You may have hired a group of sales managers and salespeople who hold their cards firmly close to the chest. They bring home the big deals at the end of the quarter and don’t expect to account for their activities in the interim.

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How I Sold My Sales Team On These 7 Steps For Scale

Getting your sales team into scaling mode is an exciting time with many new challenges. As a CEO, your leadership style needs to change to reflect this new phase. You can no longer make decisions on every aspect of the business and expect people to fall into line. You end up relying on setting the best example in your day-to-day activities so that each department follows that example in theirs. As teams form and leaders emerge, core values and culture make more of an impact than directives and mandates.

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Shifting Your Startup from Product Mode to Sales Mode

For companies building B2B software, there comes a time when the focus must shift from product mode to sales mode. Products don’t sell themselves, and you always anticipate the day you’ll have to hire top salespeople, sales engineers and sales management to push growth to the next level. When the time came for Datahug to make that shift, we had such an awesome product and strong initial traction that I assumed the transition would be seamless.

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