This Week in Startups Sales | Scaling Your Startup S2 E3 with GRIN’s Brandon Brown and LeadIQ’s Mei Siauw | E1206
Apr 29, 2021
Brandon Brown and Mei Siauw, CEOs of Grin and LeadIQ respectively, share their insights on scaling sales in the B2B SaaS world. They discuss creating effective sales motions and structuring sales pods for maximum efficiency. Brandon emphasizes the importance of hiring a great VP of sales and training SDRs into AEs. Mei dives into building a robust outbound sales team, highlighting the need for personalization in outreach. Together, they tackle challenges in hiring top talent and improving team dynamics, especially in a remote work environment.
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Defining Your Ideal Customer Profile (ICP)
- Define your ideal customer profile (ICP) based on data-driven attributes like location, headcount, and revenue.
- Map your entire addressable ICP market and store it in your CRM.
Structuring Sales Pods
- Structure your sales team into pods, which are units of production with predictable inputs (costs) and outputs (revenue).
- Figure out one sales pod's optimal headcount and pipeline generation before scaling.
Developing Sales Playbooks
- Create sales playbooks, a source of truth for best practices and rules of engagement.
- Give these to every sales pod member on day one to ensure consistent execution.