Mark Kosoglow

Mark Kosoglow, who scaled Outreach from $0 to $250M ARR, discusses his proven sales management operating system. He highlights that many new sales managers lack essential training and need a structured approach. Mark breaks down his system into three parts: the operating system for processes, the operating rhythm for enforcing practices, and a talent system for effective hiring. He also critiques flawed sales processes and introduces a buyer-centric framework. This episode is packed with insights for sales leaders striving for success!

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, an accomplished sales leader known for scaling Outreach to $250M ARR, shares his wisdom on effective sales management. He outlines a tripartite Sales Management Operating System, emphasizing operating systems, rhythms, and talent. Highlights include a five-stage sales process that redefines deal-making and risk categorization for better forecasting. Mark also dives into hiring for traits over experience, offering insights on creating a supportive environment for team growth, all while delivering actionable strategies to elevate sales leadership.

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, 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.