sales team

“You're really looking to find a repeatable and ideally predictable sales model before you go out and hire, ah, the sales team.”

“Across all of customer success, we have management executives, and they, again, they work hand in hand with the customer success team to deliver value, and what that's meant for us is sales is no longer doing the renewals, but rather this customer management t…”

“That type of mentality kind of creates the wrong culture and environment in the sales team and leads to a very poisonous environment. If I was to ask you guys, what are the first things that you associate with the word sales team? It wouldn't be collaboration…”

“My sales guys are bringing back information to HQ. You, but they're not really listening. They're selling. And they're listening for the name of the competitor, for the problem that matches the use case, because they have that great line about this feature, wh…”

“You've got your CRM. It really, that's just a data collection for executives to do analysis. It doesn't help the sales team, right? It doesn't help a seller at all.”

“Most of the time in sales, there are three, you know, options where it doesn't work. So the first option is that the wrong person is selling your product, people problem. Second option is that you're not selling your product in the right way. So it's basically…”

“A sales team that sits together in the same room, open style, performs better.”

“During all of those phases, you know, if you don't have the right people who can transition from that, you know, 90% hustle to 90% machine, then you may have to change people as well, right?”

“I think the next big shift is now to the how, right? The what is out there. The why the buyer is, in a lot of ways, convincing themselves of. Yep. Here's how it will actually work for you. Yep. That's the next step. And sales teams and people are still too foc…”

“You get to 10 to a hundred, With almost no sales team, not quickly.”

“The one thing that I would, that I try to avoid personally and has worked out well is this idea that we have different strategies for different channels or different teams deal with specifically different deal types and sizes. I found that that actually inadve…”

“Sales teams will want to sell the thing that is easy, that is, is, is easy for them, that is familiar, that's proven. And, you know, especially early on, it's harder to get sales mindshare in a brand new product where maybe the revenue impact or the ease of sa…”

“Every company has five to 10% or maybe even more of people on their team who are just not performing as well as the rest. There is just no company where everybody is at the same level. So just consider letting go, like, the bottom five to 10%. In the sales tea…”

“The celebration that is happening at the end of the quarter for sales team is, like, almost as important, if not more important than the bonus a sales team will get.”

“The CEO, you know, can commit himself to things that your sales team will never be able to commit to.”

“So I think the magic number is 80% of the team get to 80% to quota or higher, which is hard to do. There are many, many teams that are fully scaled And not hitting 50% quota. So it's very hard to do that magic number, and if you hit that magic number, then, yo…”

“It doesn't cannibalize, ah, the sales. It actually frees up the sales team to go after those larger and more complicated deals. And frankly speaking, if you think of an OTE, To ACV or ARR ratio, you're using your sales capacity, your CAC, your cost of acquisit…”

“What I found is that the most amazing product for enterprise companies is to have a person talking with them. You know, it's like they wanna talk with somebody. They have security issues, they have governance, they need help. And this is just a better product.”

“If a sales team doesn't want to efficiently make use of the resources that are given to them, you might want to limit or remove any marketing budget or attention that's being given to that particular sales team.”

“I think so many companies focus on generating new customers by focusing directly on those customers, but you already have an army of potential quote unquote salespeople in your happy customer base. And again, like the status quo here is to Thank you, email, no…”

“It means marketing has won! That's what it means, right? It means, like, Outbound is now owned by growth and marketing teams, ok? Just embrace it. Like, that war is over, ok?”

“If you have 15 products, where you charge five to 10 dollars PEPM for all of them, and you launch a 16th product, where you also charge 10 dollars PEPM, like you can't build the whole sales team around a single SKU, where like the unit economics, you can't set…”

“The tactical answer for more kumbaya people is probably cut half your sales team. This always works. Concentrate your leads in tougher times. It may not work at Matt. Maybe it doesn't work at zoom info scale, but even at fifty million, it's going to work.”

“So a med spa that could do 10 x the volume as a hair salon, In, in terms of their own processings, a med spa that does three million a year, a hair salon that does 400,000 a year, those can close at the same time if you train your sales team to be specialists …”

“Make sure your sales teams are not trading away logo rights. You have to get those logos to be able to have them as referenceable customers, and often it takes one big lighthouse logo in an industry, and then the dominoes start to fall, and you start to be abl…”

“Because this number has been 25% to 35% for more than a couple of decades. We've not been able to move the time we spend in front of customers because we are trying to do all these administrative tasks.”

“At the end of the day, I work for the sales team. That's how I see it in MeToBe, right? I do. I work for the sales team. Either I'm helping them close deals and get customers, or I'm not helping them close deals and get customers.”

“Seems like there's so much demand for AI that people don't need these massive sales teams and they can get things done with much leaner, leaner teams.”

“Our sales folks touch probably less than one percent of our total customers. And it's not meaningfully infringing on their job. It's just helping them like touch more accounts that otherwise we never could have touched.”

“And I think a lot of folks I talked to, too, more common, you probably do too, Jason, just say they're not going to add headcount so that they can empower their teams, either Q four, 25 or Q one, 26 with these tools. Like they're just, again, reallocating budg…”

“I personally think net net, it means we'll have sales teams about half the size we used to.”

“You want to know when you have the right sales team in your company, when the customers hound them for months and years after, when they added so much value in the sales process that even when they're handed off to someone else in the org, they don't do it. Th…”