Think Like an Owner

High Performing Sales Highlights from Ambitious CEOs and CROs - EP.258

Feb 11, 2025

Join former ZoomInfo CRO Tim Strickland, Clio CEO Mahesh Rajasekharan, Muse President Michael Coscetta, and CRO Dennis Dresser as they unpack the art of high-performing sales teams. They dive into structuring sales organizations for success and adapting strategies as companies grow. Discover effective pricing models, the significance of cross-team collaboration, and the crucial role CEOs can play in sales. These insights are invaluable for anyone looking to elevate their sales strategies and drive meaningful growth.

55:16

Episode guests

AI Summary

AI Chapters

Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Scaling a business requires the specialization of sales team roles to enhance efficiency and effectiveness as it grows.

Implementing structured sales processes and methodologies is vital for accelerating sales cycles and addressing customer needs effectively.

Active cross-functional communication among teams ensures alignment on sales strategies, enhances understanding of market dynamics, and drives revenue growth.

Deep dives

Overview of the SM Bash Event

An upcoming event called SM Bash is highlighted, scheduled for April 2nd to 4th in Dallas. This event is designed for both searchers and CEOs, featuring 30 speakers across two tracks specific to their audiences. Notable speakers include Brent B. Shore and Moses Kagan, who have previously appeared on the podcast. The speaker emphasizes the potential for learning and networking at this event, making it a beneficial experience for those involved in business operations.

Intro

5min

Evolving Sales Strategies for Growth

14min

Structuring Contracts and Pricing for Success

7min

Enhancing Collaboration Between Sales and Other Teams

2min

Understanding the Chief Revenue Officer Role and Its Responsibilities

4min

Mastering Sales Hiring and Management

20min

The Importance of Shadowing and Strategic Alignment in Sales

3min

In this episode of Think Like an Owner, I’m diving into one of the most crucial aspects of scaling a business—building and optimizing high-performing sales teams. To bring you the best insights, I’ve pulled together wisdom from past conversations with some of the sharpest minds in the game, including Tim Strickland, Mahesh Rajasekharan, Michael Coscetta, Dennis Dresser, and Ben Tagoe.

We’re breaking down the strategies behind structuring and growing a powerhouse sales organization, hiring and coaching top-tier sales talent, crafting valuable sales contracts, and exploring how CEOs can play a hands-on role in driving revenue.

Whether you're leading a fast-growing company or fine-tuning your sales approach, this episode is packed with actionable tactics and expert advice to help you take your team’s performance to the next level.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn.

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Ep.155: Michael Coscetta

Ep.181: Ben Tagoe

Ep.195: Mahesh Rajasekharan

Ep.206: Tim Strickland

Ep. 214: Dennis Dresser

Topics:

(00:00:00) - Intro

(00:04:22) - Tim Strickland on Sales Team Structure

(00:07:42) - Mahesh Rajasekharan on Scaling Sales Teams