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20 AUG, 2020
20AUG 2020
Unplugged Sales - Building a hypergrowth Sales organization
אירוע פיזי
English
פרטי האירוע
תאריך
יום חמישי, 20 באוג׳ 2020
שעות
03:00
רשומים
אף אחד עדיין
מארח/ת
אודות
Startup for Startup
Unplugged: Sales
Building a hypergrowth Sales organization
Online
26/8/2020
Unplugged: Sales | Our live online event
This Unplugged focused all about keys for building a hypergrowth sales organization. Sales professionals from monday.com as well as from Sisense, Oribi and Incredibuild joined us to discuss the different challenges in sales throughout the startup journey.
How does the compensation model affect the sales team? How do you recruit and onboard a sales team remotely? How do you build and encourage cooperation between salespeople? And how do you ensure your sales department adapts quickly to the company’s growth?
ההרשמה סגורה
האירוע הזה כבר התקיים.
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Scroll down to see the videos and presentations from the event.
On the day of the event attendees received an audio book of their choice from our “Top Professional Book” list.
We asked our speakers and other professionals from monday.com to answer the questions you sent us throughout the event. I understand you split between direct sales and channels/partners. What are the relations between direct sales and channels on terms? Where are the challenges and how do you tackle them in monday.com? We work closely together, and because we don’t have a commission model for our direct sales team, it makes it a lot easier to contribute the win on both sides towards their individual targets (as long as both the partner and sales executive really contributed value).
Time & communication is always challenging when more parties are involved. We work with our internal Partner Channel Managers to make sure we keep this process of communication and timely responses as optimized as possible. We also invite partners to some of the team-meetings to discuss best ways of collaboration on three fronts: (1) a partner as a payment processor, (2) integration partner, and (3) professional service partner, so the team knows how they can leverage each type of partner. Tips for cold reach, emails / phone calls or anything else? What would be the best way to automate the tracking of this process?
The biggest tip we can give is get to know your customers and understand their pains & needs (or the industry’s pains & needs). This allows you to reach out with a value based approach. Focus on the value they can gain from your solution. Keep your first email short! Nobody likes to read long emails. Especially for executives it needs to be short, to the point and clearly show them the value and ROI your product will bring to the table.
Same for a cold call. Make sure you can make your pitch within 20 seconds. When we say pitch we mean get their interest by focusing on the value it can offer them in 20 seconds. You’re selling the next call for now, not the product yet.
We track all our outreach in Salesforce for the Sales team and in SalesLoft for our SDR team. All tools are integrated to make this easy and not a manual process.
Do you plan to invest in referral partners that make great effort to onboard clients in their country? In our case, many trials don’t subscribe because of lack of human touch in the country and we need info about these leads.
Absolutely. We already work closely with referral partners, and especially in countries that we are lacking physical presence or deep cultural knowledge. Our goal has been and always will be giving the customer the best experience and in this includes having local partners.
Does No commission based compensation model mean that you plan to kill the referral program or something else? No commission based compensation model means we currently don’t use commissions as a compensation model for our internal sales team. Our internal team is of course incentivized by their option package, ability to get raises on a yearly basis and the investments we put in our team on professional development and learning.
There are no plans to end the referral program. Do SDRs also give a demo or just handle discovery calls? What is the workflow from SDR to Sales Manager? They handle the discovery calls (no demos) and make sure the client is sales qualified before moving it to the sales executives. The handover happens in Salesforce and all notes from the qualification call are included in the SF page. The first call with the Sales Executive is directly set up for the sales executives into their calendar.
Right after the call the Sales Executive will either convert the client (meaning it was considered as a strong SQL) or they move it back and decline if the lead was qualified wrong. Can you share more details about your SDR platform?
The SDR Team is focused in two main channels: Signups and Contact Sales forms. We conduct dedicated conversations with every visitor sharing with us interest and a legit communication channel, this way we can build together the most suitable next steps to help in their decision making process.
Speakers and Host
Lior Krengel
Head of "Startup for Startup" initiative at
Yair Areli
VP Corporate Sales at
Mitchell Blickman
Sales Manager at
Ruchita De
Senior Customer Success Manager, Enterpriseat
Paola Galeano
Enterprise Account Executive at
Nir Goldstein
Head of Sales EMEA & APAC at
Emanuel Kanievsky
VP Sales at
Michelle Lam
Senior Enterprise Consultant at
Zvi Piritz
VP Global Sales at
Jamison Powell
VP Sales at
Lauren Spera
Senior Enterprise Account Manager at
Mansi Suresh
Manager, Enterprise Account Management at
Aron Vuijsje
Director of Enterprise Salesat
Agenda
6:15pm IL 8:15amPST 11:15am EST 15min
Online gathering
6:30pm IL 8:30amPST 11:30am EST 45min
Keys for building a hypergrowth Sales organization With Jamison Powell and Nir Goldstein.
7:15pm IL 9:15amPST 12:15pm EST 60min
Sales team challenges throughout the startup journey With Emanuel Kanievsky, Yair Areli, Zvi Piritz and Nir Goldstein.
8:15pm IL 10:15amPST 1:15pm EST 15min
Short break
8:30pm IL 10:30amPST 1:30pm EST 45min
Breakout sessions - please choose one of the following:
Session 1: Hiring, Onboarding, and Running a Remote Sales Team -Lessons learned along the way when building out our first West Coast team with Mitchell Blickman
Session 2: Land & expand -How to grow from one team into an organizational-wide partnership quickly with Aron Vuijsje and Mansi Suresh
Session 3: From new customer to happy customer - How successful collaboration between sales and customer success improves customer relationships with Lauren Spera and Ruchita De
Session 4: The Sales buddy program - How prospects and clients benefit from a culture of internal collaboration with Paole Galeano and Michelle Lam
Agenda
6:15pm IL 8:15amPST 11:15am EST 15min
Online gathering
6:30pm IL 8:30amPST 11:30am EST 45min
Keys for building a hypergrowth sales organization
With Jamison Powell and Nir Goldstein.
7:15pm IL 9:15amPST 12:15pm EST 60min
Sales team challenges throughout the startup journey
With Emanuel Kanievsky, Yair Areli, Zvi Piritz and Nir Goldstein.
8:15pm IL 10:15amPST 1:15pm EST 15min
Short break
8:30pm IL 10:30amPST 1:30pm EST 45min
Breakout sessions - please choose one of the following:
Session 1: Training & onboarding teams remotely – Lessons learned along the way when building out our first West Coast team with Mitchell Blickman
Session 2: Land & expand – How to grow from one team into an organizational-wide partnership quickly with Aron Vuijsje and Mansi Suresh
Session 3: From new customer to happy customer – How successful collaboration between sales and customer success improves customer relationships with Lauren Spera and Ruchita De
Session 4: The sales buddy program – How to get your new sales prospects/new customers all the support needed during extreme employees growth with Paole Galeano and Michelle Lam
