Slides from a sales master class delivered at Local Globe in London. I spoke about how we built Stack Overflow's Sales team (from 0 to 120+ reps) using a the 3 phase "Full-stack sales" model. I covered common pitfalls and what to look out for in each step. This was a "No BS" session on what works and what doesn't in (startups) sales - on a strategic level (team structures, comp plans, etc.) and tactical level (workflow management, team management, sales cadence, choosing the right tools, etc.) I put everything into context with real life examples from Stack Overflow (talking about the things we got right, as well as the things we got wrong), as well as what we are seeing working for other sales teams using Heresy (who's crushing it and why...who's not and why).

1. Guide To
Building & Scaling Sales
- Dimitar Stanimiroff, Co-founder & CEO Heresy -
THE

2. MD EMEA, Stack Overflow
2011 - 2016
Previously:

3. The Three Phases
Of Building A ”Full-Stack”
Sales Team
Listen to the full episode on Building Full-stack Sales Teams HERE

4. Proving Product Value
Understanding Your Pitch
Scaling The Organization

5. - Phase 1-
Proving Product Value
DOs & DON’Ts

6. Proving Product Value
- Always Have A Target -

7. Proving Product Value
Steer, Don’t Drift

8. To be in hell is to drift;
To be in heaven is to steer
- George Bernard Shaw -

10. Proving Product Value
Clear Pipeline Stages that follow the
buying process

13. - Phase 2 -
Understanding Your Pitch
DOs & DON’Ts

14. Understanding Your Pitch
- Moving to Phase 2 Too Quickly -

15. Understanding Your Pitch
- Hiring Too Soon -

16. Understanding Your Pitch
- Hiring Only 1 Rep -

17. Talking Of Hiring…

18. - Phase 3 -
Scaling The Organisation
DOs & DON’Ts

19. Scaling The Organisation
- Team Of Teams -

20. Scaling The Organisation
- Sales Cadence -

22. Scaling The Organisation
- Culture Eats Strategy For Breakfast -

23. Scaling The Organisation
- Staff Turnover: The Silent Sales Killer -

24. Scaling The Organisation
- Getting Hiring Right Is Half The Battle Won

25. THANKS
&
HAPPY SELLING!
SCALING
team@heresy.io
https://blog.heresy.io