In this episode of RepOps Corner, host Eddie Reynolds discusses the intricacies of building a repeatable sales motion with Liam Mulcahy from Kleiner Perkins. They cover various aspects of establishing a sales process, including the importance of your first sales hires, team building in mature companies, tracking metrics early, and the significance of outbound sales. They also touch on the potential pitfalls of over-automating the sales process.
Liam offers insight into hiring decisions, emphasizing the need for data-driven approaches and the value of experience in sales leadership. The episode provides valuable takeaways for both early-stage companies and scale-ups aiming to refine their sales strategies and processes.
00:00 Introduction
00:27 Meet Liam Mulcahy: From SDR to VC
01:18 Early Stage Sales: Who to Hire First?
01:53 Hiring Sales Reps vs. SDRs vs. Sales Leaders
04:08 The Role of Head of Sales
06:56 Managing Sales Reps and Building Processes
14:17 VPs Becoming SEs
14:51 Importance of Sales Process in Early Stage
19:31 Optimizing Sales Efficiency and Time Management
25:26 Positive Pessimism in Sales Management
27:17 The Importance of a Sales Process
27:48 Polite Indifference in Sales
30:07 Understanding the Customer's Pain Points
33:23 The Role of Sales Engineers (SEs)
34:25 Implementing a Sales Process in Early-Stage Companies
37:33 Leveraging Data and Technology in Sales
39:21 The Easiest Way to Go Handoffs
43:17 Challenges in Scaling Sales Teams
47:38 Optimizing Sales Territories with Data
50:25 Conclusion and Contact Information
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