Developing a Corporate Strategy to Support Massive Growth

This week on the SBI Sales and Marketing podcast, we spoke with Paul Rosen, who is the senior vice president of sales for OnDeck Capital. Paul joined OnDeck Capital in 2012 when the company was doing $13 million in sales. Today, only three years later, the company is doing $160 million in sales and recently had a successful IPO with a market cap of $1.5 billion. On today’s podcast we will discuss how Paul was able to build a corporate strategy that helped scale business sales growth from $13 million to $160 million in three years.

In our first segment, Paul talks about the sales strategy a sales leader follows to invest in capital both short-term and long-term, and how brokers helped the company’s corporate strategy in a big way when making these moves.

Next, Paul shares with us how to incorporate a direct sales channel to compliment an indirect sales channel to your sales strategy, how to gain mindshare with channel partners without surpassing your corporate strategy budget, all while expanding into new geographic markets and successfully launching new products.

In our last segment, Paul wraps up our conversation by sharing advice he would have given himself at the beginning of his journey of being a sales leader in a fast-growth company.