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?

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.

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Q&A from the event

We asked our speakers and other professionals from monday.com to answer the
questions you sent us throughout the event.
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.

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.

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.

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.
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.

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, Enterprise
at   

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 Sales
at  

Agenda

6:15pm IL
8:15am PST
11:15am EST
15min

Online gathering

6:30pm IL
8:30am PST
11:30am EST
45min

Keys for building a hypergrowth Sales organization
With Jamison Powell and Nir Goldstein.

7:15pm IL
9:15am PST
12:15pm EST
60min

Sales team challenges throughout the startup journey
With Emanuel Kanievsky, Yair Areli, Zvi Piritz and Nir Goldstein.

8:15pm IL
10:15am PST
1:15pm EST
15min

Short break

8:30pm IL
10:30am PST
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
8:15am PST
11:15am EST
15min

Online gathering

6:30pm IL
8:30am PST
11:30am EST
45min

With Jamison Powell and Nir Goldstein.

7:15pm IL
9:15am PST
12:15pm EST
60min

With Emanuel Kanievsky, Yair Areli, Zvi Piritz and Nir Goldstein.

8:15pm IL
10:15am PST
1:15pm EST
15min

Short break

8:30pm IL
10:30am PST
1:30pm EST
45min


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