From $0 to $10M in 2 Years with Sales Development with Manny Medina of Outreach
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From $0 to $10M in 2 Years with Sales Development with Manny Medina of Outreach at The Sales Development Conference September 21st, 2017 in San Francisco. tenbound.com/conference
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From $0 to $10M in 2 Years with Sales Development with Manny Medina of Outreach
- 1. From $0 to $10M in 2 Years with Sales Development Manny Medina Co-founder and CEO
- 2. 2 $0 to $1M THE HAIL MARY
- 4. 4 Learnings 1 Get Scrappy Prospect, sell . . .whatever it takes to get meetings 2 Learn quickly, Optimize daily Get good at Sales Development. Hire AEs. 3 Forget These Things Enterprise, finding large markets, new business models 4 Focus on Sales Velocity Product Feedback -> Market Validation-> Sales Ready Product
- 5. What Mattered To Us: $0 - $1M 5 Meetings Held Connect and Reply Rates Revenue Run Rate
- 6. 6 $1 to $5M A MOMENT IN THE SUN
- 7. A New Set of Problems 7
- 9. 9 Learnings 1 Nail Your ICP Account types, personas to go after, discovery questions, and pitch. 2 Build your sales stack You will need tech to drive activities. Now is the time! 3 Measure everything Even if you don’t act on it now, you will. 4 Activities personal emails, calls, linkedin activities, etc. per SDR.
- 10. What Mattered To Us: $1 - $5M 10 Activities Over Conversion s Establish Efficiency Benchmark s Revenue = Activity x Competenc e
- 11. 11 $5 to $10M WE’RE GOING TO NEED BIGGER GUNS
- 14. “You’re hosed.”
- 15. Time for a Seasoned Leader
- 16. 16 Learnings 1 Plan for Misses Run your team with a healthy margin of error. 2 Hire Seasoned Sales Leadership They can see around corners and attract great talent 3 It’s OK to Turn Customers Away SWADAM = S**t we don’t do anymore 4 No More Religion You are a big girl now. Use numbers to make decisions.
- 17. What Mattered To Us: $5 - $10M 17 SALs Conversion Gross Pipeline
- 18. Lessons From the Journey 18 $0-$1M: Sell Fast or Die $1M-$5M:Hire Strategically and Creatively $5-$10M: Process and Rigo
- 19. 19 Things you worry about $10+M 1 Rep Participation Can you add reps and drive revenue 2 Span Break Get ready for middle management 3 Churn Employee churn and real customer churn 4 Rep Onboarding In B2B, sales reps if your largest cost. It’s all about Capital Efficiency
- 20. Thank You