Mark Kosoglow

Mark Kosoglow, a seasoned sales leader who helped scale Outreach from zero to $250 million ARR, shares insights on creating engaging and effective sales training. He elaborates on the difference between training and coaching, discussing how to build a structured program that fosters mastery over time. Mark introduces the Enablement Matrix to prioritize initiatives and emphasizes using existing rhythms for reinforcement. His four-step structure makes training memorable by encouraging role play and live demonstrations, ensuring that sales teams are both competent and engaged.

Mark Kosoglow, a sales leader who propelled Outreach from $0 to $250M ARR, shares invaluable insights on directing the sales process like a movie. He discusses the importance of structured demos and effective discovery techniques, emphasizing a four-stage approach to unearth real pain points. Mark critiques common mistakes in sales meetings, advocating for personalized interactions over large group demos. He also explains how to engage executives using compelling narratives and targeted product points, transforming sales practices into a cinematic experience.

Join Mark Kosoglow, an experienced sales leader and former VP of Sales at Outreach, as he unveils the secrets to effective sales hiring. He discusses why traditional hiring often fails, emphasizing the importance of traits over experience. Mark identifies nine core traits essential for success, like coachability and grit, and offers innovative interview techniques to test candidates' true potential. With a structured four-step interview process, he shares how to make informed hiring decisions and cultivate a winning sales team.

In this engaging discussion, Mark Kosoglow, a seasoned sales leader and former CRO who scaled Outreach from $0 to $250M ARR, shares invaluable insights on crafting irresistible deal structures. He introduces innovative tactics like meeting swaps to build trust quickly, and emphasizes the importance of flexible deal terms to win over clients. Mark also explores how to apply B2C strategies to B2B, offering creative solutions for procurement challenges. His actionable advice on turning metrics into measurable outcomes will revolutionize any sales approach!

Mark Kosoglow, VP of Sales at Outreach, shares actionable strategies for boosting sales effectiveness. He emphasizes the importance of personalizing follow-ups and suggests sending quick videos post-demos instead of lengthy documents. The conversation dives into optimizing sales discussions, advocating for concise communication to engage multiple stakeholders. Mark also stresses the value of storytelling in demos and warns against lazy questioning. This insightful chat is packed with innovative approaches to elevate your sales game!