The Science of Scaling
How to Move from Founder Selling to Scaling a Sales Team w/ Jonathan Anguelov (Co-Founder, Aircall)
Aug 30, 2023
Jonathan Anguelov, co-founder of Aircall, discusses the transition from founder selling to scaling a sales team. Topics include early sales responsibilities, adaptive learning in outreach, selling on value vs product, and the importance of reviewing sales calls as a company.
36:47
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Quick takeaways
- The importance of personalization in sales and understanding customer pain points to tailor the approach accordingly.
- The value of trust, transparency, and creating opportunities for employee growth within a scaling sales team.
Deep dives
Early Days and the Value Proposition
Jonathan Angloff, co-founder of Air Call, discusses the early days of the company in 2014 when they aimed to revolutionize phone systems. They introduced a cloud-based business phone system and call center software that integrated with other sales and customer support tools. Despite initial challenges in explaining the concept, they gradually gained traction in the market.
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