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Agile Sales
Stanimiroff’s Guide To Building & Scaling Sales Teams
@Stanimiroff
The Startup Pyramid
Source: Sean Ellis
One Destination…
Many Different Ways To Get There
Image Source: http://www.richardalois.com/wp-content/uploads/2008/11/rev...
Image Source: http://www.richardalois.com/wp-content/uploads/2008/11/revolutions-clapham-junction.jpg
5 Ways To Scale
1)Pa...
Image Source: http://www.richardalois.com/wp-content/uploads/2008/11/revolutions-clapham-junction.jpg
5 Ways To Scale
1)Pa...
Sept 2011 – EMEA Office opens [1
sales person]
March 2015 – 32 sales people; 2
sales managers; 1 sales support
The Story…
...
Talking Of Growth…
Above: Monthly Revenue Growth (EMEA only)
Building Sales Orgs in 3 Phases
Proving Product Value
Understanding your Pitch
Scaling the organisation
Source: Jeff Szcze...
Phase 1: Proving Product Value
Phase 2: Understanding Your Pitch
Phase 3: Scaling
Q: How do you successfully build a
large sales force?
Q: How do you successfully build a
large sales force?
A: Think like a programmer!
What Is Scrum?
Scrum originates as an iterative and
incremental agile software development
framework for managing software...
TH
E
Problem
Image Source: http://www.empireonline.com/features/how-to-win-at-poker/
Image Source: http://www.renotechs.com/tag/marketing/
The Problem With Sales Management
ScrumBenefits
Putting It All Together: How It Works
Scrum In Sales: How It Works
• Teams of 5/6 people.
• Team Structure: Scrum Master (Sales Team
Lead); Team Members (Sales ...
Image Source: http://www.f1fanatic.co.uk/wp-content/uploads/2010/07/hami_mcla_hung_20102.jpg
Running Lean
The Evolution Of Scrum
Image Source: http://welovecovers.blogspot.co.uk/2013_03_01_archive.html
Dimitar Stanimiroff
dimitar@stackoverflow.com
@Stanimiroff
Blog:
https://medium.com/@stani
miroff
Agile Sales: Stanimiroff's Guide to Building & Scaling Sales Teams 1.0
Agile Sales: Stanimiroff's Guide to Building & Scaling Sales Teams 1.0
Agile Sales: Stanimiroff's Guide to Building & Scaling Sales Teams 1.0
Agile Sales: Stanimiroff's Guide to Building & Scaling Sales Teams 1.0
Agile Sales: Stanimiroff's Guide to Building & Scaling Sales Teams 1.0
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My slides from a talk I gave at Startup Wise Guys in Tallinn on April 10 2015.

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Agile Sales: Stanimiroff's Guide to Building & Scaling Sales Teams 1.0

  1. 1. Agile Sales Stanimiroff’s Guide To Building & Scaling Sales Teams
  2. 2. @Stanimiroff
  3. 3. The Startup Pyramid Source: Sean Ellis
  4. 4. One Destination… Many Different Ways To Get There Image Source: http://www.richardalois.com/wp-content/uploads/2008/11/revolutions-clapham-junction.jpg
  5. 5. Image Source: http://www.richardalois.com/wp-content/uploads/2008/11/revolutions-clapham-junction.jpg 5 Ways To Scale 1)Paid Acquisition 2)Virality 3)SEO (Content/Social) 4)Sales 5)Partnerships/Business Development
  6. 6. Image Source: http://www.richardalois.com/wp-content/uploads/2008/11/revolutions-clapham-junction.jpg 5 Ways To Scale 1)Paid Acquisition 2)Virality 3)SEO (Content/Social) 4)Sales 5)Partnerships/Business Development Source: Zack Onisko
  7. 7. Sept 2011 – EMEA Office opens [1 sales person] March 2015 – 32 sales people; 2 sales managers; 1 sales support The Story… So Far
  8. 8. Talking Of Growth… Above: Monthly Revenue Growth (EMEA only)
  9. 9. Building Sales Orgs in 3 Phases Proving Product Value Understanding your Pitch Scaling the organisation Source: Jeff Szczepanski
  10. 10. Phase 1: Proving Product Value
  11. 11. Phase 2: Understanding Your Pitch
  12. 12. Phase 3: Scaling
  13. 13. Q: How do you successfully build a large sales force?
  14. 14. Q: How do you successfully build a large sales force? A: Think like a programmer!
  15. 15. What Is Scrum? Scrum originates as an iterative and incremental agile software development framework for managing software projects. Its focus is on "a flexible, holistic product development strategy where a development team works as a unit to reach a common goal".
  16. 16. TH E Problem Image Source: http://www.empireonline.com/features/how-to-win-at-poker/
  17. 17. Image Source: http://www.renotechs.com/tag/marketing/ The Problem With Sales Management
  18. 18. ScrumBenefits
  19. 19. Putting It All Together: How It Works
  20. 20. Scrum In Sales: How It Works • Teams of 5/6 people. • Team Structure: Scrum Master (Sales Team Lead); Team Members (Sales people) & Product Owner (Sales Manager) • Months are broken down into 4 sprints • Standups at the beginning of each sprint and sprint reviews at the end • Monthly Retrospective
  21. 21. Image Source: http://www.f1fanatic.co.uk/wp-content/uploads/2010/07/hami_mcla_hung_20102.jpg Running Lean
  22. 22. The Evolution Of Scrum
  23. 23. Image Source: http://welovecovers.blogspot.co.uk/2013_03_01_archive.html
  24. 24. Dimitar Stanimiroff dimitar@stackoverflow.com @Stanimiroff Blog: https://medium.com/@stani miroff
  • ThiloHartung1

    Aug. 19, 2019
  • PaulCarter6

    Jul. 20, 2015
  • snflgus

    Jul. 18, 2015
  • npacemo

    Jun. 30, 2015

My slides from a talk I gave at Startup Wise Guys in Tallinn on April 10 2015. The presentation is on applying

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