Presales Podcast by Presales Collective

Scaling Presales Teams without Burning Out Your Best People with Ben Hills

16 snips
Aug 11, 2025
Guest
Ben Hills
Ben Hills, Founder and CEO of Iris, shares insights on effectively scaling presales teams while prioritizing employee well-being. He discusses the fine line between sustainable high performance and burnout, emphasizing the need for clear leadership and alignment with larger goals. Hills highlights the transformative role of AI in automating tasks like RFPs, allowing teams to enhance productivity without sacrificing quality. He also explores common scaling mistakes and emphasizes creating a motivated, purpose-driven work environment.
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ANECDOTE

Becoming The Bottleneck

  • Ben became the single expert running concurrent demos and bottlenecked the company's growth.
  • That pressure inspired him to build Iris to scale institutional knowledge using AI.
INSIGHT

RFPs Signal Higher Buyer Standards

  • Ben sees more RFPs as buyers demanding proven fit rather than relying on relationships.
  • This trend raises vendor standards and helps buyers make clearer, evidence-driven decisions.
INSIGHT

Burnout Is About Purpose, Not Hours

  • Ben argues leaders often mislabel burnout as hours rather than lack of meaningful outcomes.
  • People can thrive with long hours if their work ties clearly to mission and measurable impact.
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