Live and Upcoming

Sales Workshop Series by Scale Up – Part 1

PREDICTABLE PIPELINE: How to Effectively Build your Sales Stack, Processes, and Prospecting Strategy

 

Speaker: Douglas T. Johnson

Title: CoPilot.Team | ScaleUpOnDemand.com

 

Description

Having discussed the positive and negative impacts of failing to track your key metrics, you will learn how to create an infrastructure (process, tools, messaging) that will allow your sales team to be most effective. Each of your product features will be quantified by its direct (or indirect) impact to the customer and we will discuss how your messaging needs to be adjusted to align with the most impactful features.

We will discuss the actionable steps you need to take to support each of these goals in the context of a project timeline.

Takeaways
1. Defined qualification and sales process
2. Clarity on what your sales stack should be
3. A plan to scientifically prove the strength of your dependent variables (e.g., market segments)
Who Is This For
Those between 12 and 18-months away from raising your A-round and not yet in the process of hiring the sales team.

Date: Tuesday, April 20, 2021
Time: 3pm – 4pm

Sales Workshop Series by Scale Up – Part 2

REPEATABLE CLOSING: How to effectively build and manage the sales team

 

Speaker: Douglas T. Johnson

Title: CoPilot.Team | ScaleUpOnDemand.com

 

Description

We will dive deep into how to effectively build and manage the sales team. Specifically, we will build a model to ensure you have proper pipeline coverage and are assigning a realistic AE and SDR quota. We will build an interview criteria list that your company can consistently use when evaluating SDRs and AEs that are interested in joining your company so that you reduce the chance of mis-hires by eliminating “gut” from the hiring decision. We will discuss the components of the onboarding program that will ensure you are
compressing the time it takes to go from Day 1 to Full Value for each of your sales team members. Importantly, we will discuss how to
manage the pipeline, deliver accurate forecasts, and coach/lead your sales team.

We will discuss the actionable steps you need to take to support each of these goals in the context of a project timeline.

Takeaways
1. Confidence the staffing model is aligned with the revenue model
2. A process for evaluating talent, and one that eliminates “gut” from the equation
3. A plan to compress “Day 1 to Full Value” (i.e., your onboarding plan, and pipeline management processes)

Who Is This For
Those preparing to build their sales team.

 

Date: Tuesday, April 27, 2021
Time: 3pm – 4pm

On Demand