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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

Published in: Business
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From $0 to $10M in 2 Years with Sales Development with Manny Medina of Outreach

  1. 1. From $0 to $10M in 2 Years with Sales Development Manny Medina Co-founder and CEO
  2. 2. 2 $0 to $1M THE HAIL MARY
  3. 3. 3 BORN OF NECESSITY
  4. 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. 5. What Mattered To Us: $0 - $1M 5 Meetings Held Connect and Reply Rates Revenue Run Rate
  6. 6. 6 $1 to $5M A MOMENT IN THE SUN
  7. 7. A New Set of Problems 7
  8. 8. Jacco to the Rescue 8
  9. 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. 10. What Mattered To Us: $1 - $5M 10 Activities Over Conversion s Establish Efficiency Benchmark s Revenue = Activity x Competenc e
  11. 11. 11 $5 to $10M WE’RE GOING TO NEED BIGGER GUNS
  12. 12. Outbound Factory 12
  13. 13. AN EVEN BETTER MOUSETRAP
  14. 14. “You’re hosed.”
  15. 15. Time for a Seasoned Leader
  16. 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. 17. What Mattered To Us: $5 - $10M 17 SALs Conversion Gross Pipeline
  18. 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. 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. 20. Thank You
  21. 21. AN EVEN BETTER MOUSETRAP
  22. 22. 23 AN EVEN BETTER MOUSETRAP

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