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The Science of Scaling
How to Build a Billion Dollar Outbound Sales Team w/ Carrie Bosworth (SVP Sales, Checkr)
Aug 1, 2024
Carrie Bosworth is the SVP of Sales at Checkr, where she transformed their sales strategy by integrating outbound techniques after a successful inbound-only phase. She discusses the challenges of adapting hiring practices and developing effective playbooks. Carrie emphasizes the importance of personalization in messaging and constructing a solid Business Development Representative team. Additionally, she dives into defining Ideal Customer Profiles, territory management, and the operational discipline needed for balancing inbound and outbound sales approaches.
32:36
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Quick takeaways
- A startup's potential to become a unicorn is often indicated by its reliance on scaling massive revenues through inbound leads alone.
- Transitioning to an outbound sales strategy requires extensive training, reevaluating hiring practices, and establishing a structured sales playbook for success.
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Indicators of Startup Success
The potential for a startup to become a unicorn can often be gauged by its ability to scale massive revenues primarily through inbound leads. This phenomenon is relatively rare, making it a noteworthy indicator for prospective employees. For instance, Checkr, where Carrie Bosworth served as head of sales, successfully leveraged this model to achieve substantial revenue growth. However, they recognized that relying solely on inbound leads was unsustainable, prompting the need for diversification in their sales strategy.
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Discover
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Listen to the best highlights from the podcasts you love and dive into the full episode