In this episode of the Heresy podcast we talk to Jeff Szczepanski, COO Stack Overflow. We discuss Stack Overflow's 3 phase model of building a "full-stack" sales team and how it compares to Aaron Ross's "predictable revenue" sales model. We also look at the key elements of what makes a good sales compensation plan and much more. 

Music Credits: Qvkata DLG

Heresy E1 - Jeff Szczepanski, COO Stack Overflow on building a full-stack sales team

In this month's episode of the Heresy podcast we talk to Alan Kenny, GM Europe at Mimecast. Mimecast is a cyber security company listed on the NASDAQ, that employs over 900 people. 

Tune in to find out Alan's top tips for sales people and sales managers,  the things Alan wishes he'd known and what he'd do differently if he could turn back time.

=================================

Special thanks to Red One for intro music!

Heresy E3 - "Private to Public - The sales lessons no one told you about" with Alan Kenny

In this month's episode, Dimitar is joined by Terry Russell - a sales coach who's worked with some of Europe's best startups to help them build and scale their sales organisations. 

Listen to Terry share insights on sales compensation and motivation, growing and development sales talent, as well as lessons learned from working with companies such as JustEat, Funding Circle, GoCardless and Property Partner.

Heresy E4 - Terry Russell on working with JustEat & Funding Circle to Scale Sales

On this month's episode of the Heresy Podcast, Dimitar is joined by Daniel Farkas, Global Vice President for Renewals and Customer Success at Box. 
Daniel lays down the blueprint for building a world-class Customer Success team. Tune in to hear why every company should have a CS team, when is the right time to start building one, what you should look for when hiring for CS reps, what are the key metrics you should track and much, much more.

Daniel Farkas, VP Global Renewals & EMEA Customer Success @Box on Building a World-class CS Team

On this month's episode of the Heresy podcast, Dimitar is joined by Patrick Traynor - VP Sales at The Dots and Former Head of European Enterprise Sales at LinkedIn. 

Topics discussed include:

- How Patrick did pipeline review meeting with his team at LinkedIn using his own framework 
- How to use BANT [Budget, Authority, Need, Timeline] for qualification and to spot problems early on in the sales process 
- Why you should always leave your ego out of Sales and should never be the smartest person in the room

Check it out!

Heresy E10 - Patrick Traynor, VP Sales @The Dots [Former Head of Enterprise Sales @LinkedIn, EMEA]

In this episode of the Heresy podcast Dimitar speaks to Jacqui about  how she built the UK sales team at DocuSign. Jacqui shares tones of sales advice and best practice including: 

- DocuSign’s approach to hiring great salespeople; 
- Why and how they use aptitude tests  in the recruitment process;
- How they train and onboard new team members; 
- What separates the top performers from the rest; 
- How to approach territory planning so you avoid conflict and increase collaboration between regional offices and much, much more.

Check it out & happy scaling!

Heresy E11 - Jacqueline De Gernier, VP Commercial Sales EMEA @DocuSign

On this episode Dimitar speaks to  best-selling author and internationally-recognised sales leader, Aaron Ross . 

Stay tuned to find out: 

- What motivated Aaron to write his first book, Predictable Revenue;

- How he manages to run two businesses, look after his 9 children and still find time to work on new projects; 

- Plus lots of tactical advice on how to cut through the noise and ensure your outbound strategy stays highly-effective in a day and age where everyone is singing from the same hymn sheet.

For more Outbound Sales advice from Aaron, be sure to check out www.predictablerevenue.com

Heresy E12 - Aaron Ross on Building a World Class Outbound Team

On this episode, Dimitar is joined by fellow London Revenue Collective teammate, Munyaradiz Hoto (Director of Digital Marketing at Foundry).

Tune in to hear Munya's  crash course on how to operationalise your message. Topics covered include:

- Why the way you've been taught to qualify prospects is totally wrong 
- Why you almost never lose deals in a competitive bake-off 
- How to help your prospects discover their "undiscovered needs"
- How to destabilise "preference stability" and displace existing solutions
- How to address prospects concerns and handle objections around "anticipated regret"

This is an absolute MUST-listen for all individual contributors, managers and execs!

Heresy E13: Munyaradiz Hoto on Operationalising Your Messaging

In this episode of the Heresy podcast, Dimitar speaks to Jason Lemkin - CEO & Founder at SaaStr, serial entrepreneur and investor. 

In the first part of the show Jason talks about his early career, how he ended up in SaaS, his first two exits and the lessons he learned from them. 

In the second part of the show, Jason gives a no-BS, practical advice on building and scaling a high-performing sales machine. Topic covered include: 
- The importance of founder-led sales 
- Why in SaaS the founder should close at least 10 deals before hiring any salespeople 
- What should you look for in your first Account Executives (and what to avoid) 
- When is the right time to hire a VP Sales 
- The different "flavours" of VP Sales - which one to hire when
- Should you hire a VP Sales or VP Marketing first 
- When should you start building your Customer Success team 
- Jason's best sales advice

Heresy E14: Jason Lemkin's guide to building a SaaS sales machine

In this episode of the Heresy podcast Dimitar speaks to Jeremey Donovan, SVP Sales Strategy at SalesLoft - the world's leading sales enablement platform. 

Jeremey shares lots of tactical advice and best practice around engaging prospects, including:

- How long your emails should be;
- What are the most engaging subject lines;
- How to achieve a 5x increase in your reply rates;
- How to use video in your outreach and much more
 
The episode is an absolute must-listen to anyone on Sales Enablement/Development!

Heresy E15: Jeremey Donovan, SVP Sales Strategy @ SalesLoft

On this episode of the Heresy podcast, Dimitar is joined by Josh Allen - Drift's Chief Revenue Officer. 

Josh talks about his journey in tech, from LogMeIn and CarGurus to his current role at Drift, and shares lots of practical advice on managing hyper-growth. 

If you want to know what going from $40M to $400M feels like and why it's absolutely normal to wake up in the middle of the night "feeling like your hair is on fire", this is the episode for you!

Last but certainly not least, if you are planning on attending Drift's Hypergrowth conference in London, be sure to use promo code HERESY for 50% off tickets for the London event in June! 

You can buy your ticket here: https://hypergrowth.drift.com/register/london

Heresy E16: Josh Allen, CRO @Drift, talks about Hyper-growth

Andrus Purde is the founder of Outfunnel - a marketing automation tool that's friendly to your CRM.

Andrus is a seasoned digital growth marketer, with over 20 years of experience. Before starting Outfunnel, Andrus served as the CMO at Pipedrive, the leading CRM for small businesses. He was one of the very early employees and was responsible for the company's rapid user acquisition. Andrus joined Pipedrive from Skype where he held various digital marketing roles both in Tallinn and London. 

In this episode of the Heresy podcast, Andrus talks to Dimitar about his increasing discontent for cold email and why he thinks we are all, slowly but surely, killing email as a channel. 

Andrus also shares his very own framework for determining which marketing channel would be best suited for your business - an absolute MUST-listen to any founder and/or marketer at early stage companies trying to decided what might work best for their business.

Heresy E17: Andrus Purde [Founder @ Outfunnel | Former CMO @ Pipedrive]

In this episode of the Heresy podcast, Dimitar speaks to Farlan Dowell. Farlan is a sales pro & leader, but in reality what he brings is much more comprehensive approach to repeatable revenue. 

He has 15 years of startup experience in early stage B2B Saas companies.  He currently serves as VP Sales at CleanShelf. Previously he was the VP of Sales at RainforestQA, where he increased ARR from $300k in founder-led sales to $10M ARR, increased ACV from 10k to ~100k, and built a 25-person sales team that continues to grow. 

In the past he’s held positions as the VP of Sales at Upsight and most recently has consulted for a number of companies including Replicated, Test.ai, and Kloudless. He’s interested in helping early teams find product market fit and scale rapidly while avoiding common mistakes developer companies make.

Heresy E18 - Farlan Dowell, VP Sales @ CleanShelf on $0 to $10M in ARR 🚀

This is the final episode of the Heresy podcast.

After a failed acquisition (company pulled out in the very last minute), we were left with no choice but to start winding down Heresy. In this episode, Dimitar sits down with his co-founder Svilen and senior frontend engineer and first employee Jack Otis Barker to talk about the journey they'd been on - the ups, the downs, the lessons learned as well as the things they would do differently.

E19 - The Final Countdown

Conversations with thinkers, builders and rebels. Hosted by Dimitar Stanimiroff.

For more great content, check out https://www.youtube.com/@heresypodcast

Heresy

Pinned to spotlight

Popular tracks