Assertion certainty 4/5 debate potential 1/5

Stanimiroff: Stack Overflow's European Sales Grew Bookings 130% Year-on-Year

Dimitri Stanimiroff · Sales Rep 2.0: How to Make Sales Agile with Heresy · Aug 14, 2018 · at 1:50

This episode carries Dimitri Stanimiroff's own address, with nobody on the show putting questions to them. It still counts as said, and it is kept out of every score on their page.

Dimitri Stanimiroff, co-founder of Heresy and former Stack Overflow executive, reflects on scaling Stack Overflow's European sales operations.

0:00 / 0:10exact quote · 10.6s
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“After five years of Stack Overflow, we basically built a team that was growing a hundred percent, a 130% on average in bookings year on year, which for SaaS companies is pretty substantial.”

quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →

More from Dimitri Stanimiroff

Assertion Not checkable as stated
Stack Overflow EMEA Maintained a 1% Sales Attrition Rate Over 5 Years
“And at Stack Overflow, our attrition rate for EMEA for the five years I was managing the team was just one percent.”
Dimitri Stanimiroff Aug 14, 2018 ▶ 9:18 Sales Rep 2.0: How to Make Sales Agile with Heresy
Insight
Stanimiroff: Traditional sales management models breed internal backstabbing over collaboration
“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…”
Dimitri Stanimiroff Aug 14, 2018 ▶ 3:33 Sales Rep 2.0: How to Make Sales Agile with Heresy
Assertion Supported
Stanimiroff: One in ten SaaS sales teams suffers 50% attrition
“One in 10 teams would actually experience attrition as high as 50%.”
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Insight
Stanimiroff: Scaling sales is bottlenecked by finding management, not reps
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Dimitri Stanimiroff Aug 14, 2018 ▶ 10:07 Sales Rep 2.0: How to Make Sales Agile with Heresy
Insight
Stanimiroff: Burndown charts reveal how sales happened, not just totals
“The conventional bar chart only shows you what happened, how much we closed, and the burnout actually shows you not only that, what happened, but more importantly, how it happened. So you're not only able to see the results, but you're actually able to see wha…”
Dimitri Stanimiroff Aug 14, 2018 ▶ 14:33 Sales Rep 2.0: How to Make Sales Agile with Heresy
Insight
Stanimiroff: Sales reps often do not realize goal deficits until mid-month
“If a salesperson or the team in the example I gave you before, start slipping behind goal, and they start losing their track a little bit, it's very often the case that they don't really appreciate the gravity of their situation up until it's too late. So in m…”
Dimitri Stanimiroff Aug 14, 2018 ▶ 15:35 Sales Rep 2.0: How to Make Sales Agile with Heresy
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