E933 Scaling Your Startup E5 "Sales" Hiring, compensation, prospecting, upselling, process, tools
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Episode Five: Scaling Your Startup, "Sales": Jason Calacanis, LAUNCH Managing Director Jacqui Deegan & LAUNCH President Samantha August go through hiring salespeople, ideal compensation, prospecting, nurturing & closing leads, upselling & utilizing sales tools
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Show notes:
Show notes:
0:33 - Jason introduces LAUNCH Managing Director, Jacqui Deegan, and LAUNCH President, Samantha August.
3:12 - Hire: first Evangelist, VP or Head of Sales, SDRs and Associates.
9:18 - Jason thanks sponsor Eight Sleep. Get the sleep you deserve and supercharge your health & productivity at eightsleep.com/twist.
10:58 - Compensation: mission alignment, and pros and cons of different methods.
20:01 - Jason thanks sponsor Zendesk. To see if you qualify for a year of Zendesk’s products for free, visit zendesk.com/twist.
22:05 - Sales process - Prospecting: identifying targets, outsourcing SDR work, and autonomous sales machine.
40:25 - Sales process - Nurturing: emailing, calling, experimenting, tracking and measuring.
55:25 - Sales process - Closing: budget, authority, need, timeframe, and personal motivation.
1:00:47 - Upselling: separate sales and client success, identify gaps in the product, double-down on whales, and create recurring revenue.
1:05:52 - Sales tools: identifying needs and goals.