{"id":5272,"date":"2020-08-31T11:47:11","date_gmt":"2020-08-31T11:47:11","guid":{"rendered":"https:\/\/www.startupforstartup.com\/events\/unplugged-sales\/"},"modified":"2021-01-04T09:58:31","modified_gmt":"2021-01-04T09:58:31","slug":"unplugged-sales","status":"publish","type":"events","link":"https:\/\/www.startupforstartup.com\/ww\/events\/unplugged-sales\/","title":{"rendered":"Unplugged Sales – Building a hypergrowth Sales organization"},"content":{"rendered":"\t\t
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Startup for Startup<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Unplugged: Sales<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Building a hypergrowth
\u2028Sales organization<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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Online<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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26\/8\/2020<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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Unplugged: Sales | Our live online event <\/span><\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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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.<\/p>\n

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\u2019s growth?<\/p>\n

Scroll down to see the videos and presentations from the event.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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On the day of the event attendees received an audio book of their choice from our \u201cTop Professional Book\u201d list.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Related episodes<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Q&A from the event<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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\n\t\t\t\t\t\t\t\t\tWe asked our speakers and other professionals from monday.com to answer the
questions you sent us throughout the event.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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\n\t\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/path><\/svg><\/span>\n\t\t\t\t\t\t\t\t<\/path><\/svg><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\tI 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?<\/a>\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t
We work closely together, and because we don\u2019t 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\u00a0 (as long as both the partner and sales executive really contributed value).\n\n

\n\nTime & 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.<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t
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The biggest tip we can give is get to know your customers and understand their pains & needs (or the industry\u2019s 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.<\/p>

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.<\/p>

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.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t

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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.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t

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No commission based compensation model means we currently don\u2019t 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.

\nThere are no plans to end the referral program.<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t
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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.

\nRight 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.<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t
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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.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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Speakers and Host<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Lior Krengel\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Head of “Startup for Startup”
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Yair Areli\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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VP Corporate Sales
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Sales Manager
at \"\"\u00a0 \u00a0\"\"<\/a><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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Senior Customer Success Manager, Enterprise<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>
at\u00a0 \"\"\"\" \u00a0 \"\"<\/a><\/div><\/div>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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Enterprise Account Executive
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Nir Goldstein<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Head of Sales EMEA & APAC
at \"\"\"\"\u00a0\u00a0 \"\"<\/a><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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Emanuel Kanievsky\n\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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VP Sales at \"\"<\/a>\u00a0 \"\"<\/a><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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Michelle Lam\n\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Senior Enterprise Consultant
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VP Global Sales
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Jamison Powell<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Lauren Spera<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Senior Enterprise Account
Manager at \"\"\"\" \u00a0 \"\"<\/a><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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Mansi Suresh<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Manager, Enterprise Account Management
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Aron Vuijsje\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Director of Enterprise Sales<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>
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6:15pm<\/b> IL
8:15am <\/b>PST
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Online gathering<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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6:30pm<\/b> IL
8:30am <\/b>PST
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Keys for building a hypergrowth Sales organization<\/b>
With Jamison Powell and Nir Goldstein.\n\n\n\n\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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7:15pm<\/b> IL
9:15am <\/b>PST
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Sales team challenges throughout the startup journey<\/b>
With Emanuel Kanievsky, Yair Areli, Zvi Piritz and Nir Goldstein.\n\n\n\n\n\n\n\n\n\n\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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8:15pm<\/b> IL
10:15am <\/b>PST
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8:30pm<\/b> IL
10:30am <\/b>PST
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Breakout sessions<\/b> - please choose one of the following:<\/font><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Session 1:<\/span> Hiring, Onboarding, and Running a Remote Sales Team – <\/b>Lessons learned along the way when building out our first West Coast team with Mitchell Blickman<\/p>\n

Session 2:<\/span> Land & expand – <\/b>How to grow from one team into an organizational-wide partnership quickly with Aron Vuijsje and Mansi Suresh<\/p>\n

Session 3:<\/span> From new customer to happy customer<\/b> – How successful collaboration between sales and customer success improves customer relationships with Lauren Spera and Ruchita De<\/p>\n

Session 4:<\/span> The Sales buddy program<\/b> – How prospects and clients benefit from a culture of internal collaboration with Paole Galeano and Michelle Lam<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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6:15pm<\/b> IL
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6:30pm<\/b> IL
8:30am <\/b>PST
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\n\t\t\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/path><\/svg><\/span>\n\t\t\t\t\t\t\t\t<\/path><\/svg><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\tKeys for building a hypergrowth sales organization<\/a>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t

With Jamison Powell and Nir Goldstein.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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7:15pm<\/b> IL
9:15am <\/b>PST
\n12:15pm<\/b> EST
\n60min<\/font>\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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With Emanuel Kanievsky, Yair Areli, Zvi Piritz and Nir Goldstein.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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8:15pm<\/b> IL
10:15am <\/b>PST
\n1:15pm<\/b> EST
\n15min<\/font><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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Short break<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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8:30pm<\/b> IL
10:30am <\/b>PST
\n1:30pm<\/b> EST
\n45min<\/font><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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\n\t\t\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/path><\/svg><\/span>\n\t\t\t\t\t\t\t\t<\/path><\/svg><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\tBreakout sessions<\/b> - please choose one of the following:<\/font><\/a>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t


Session 1:<\/span> Training & onboarding
teams remotely<\/b> – Lessons learned along the way when building out our first West Coast team with Mitchell Blickman<\/p>

Session 2:<\/span> Land & expand<\/b> – How to grow from one team into an organizational-wide partnership quickly with Aron Vuijsje and Mansi Suresh<\/p>

Session 3:<\/span> From new customer to happy customer<\/b> –
How successful\u00a0
collaboration between sales and customer success improves customer
relationships with Lauren Spera and Ruchita De<\/p>

Session 4:<\/span> The sales buddy program<\/b> – How to get your new sales prospects\/new customers all the support needed during extreme
employees growth with Paole Galeano and Michelle Lam<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

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 […]<\/p>\n","protected":false},"author":1,"featured_media":4491,"menu_order":71,"template":"","format":"standard","meta":{"_acf_changed":false,"_yoast_wpseo_title":"%%title%% %%sep%% %%sitename%%","_yoast_wpseo_metadesc":"This Unplugged focused all about keys for building a hypergrowth sales organization. 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