Are you money gun material? 💰 Qualified is on the hunt for Account Executives to join our incredible team! We’re looking for solution-oriented sellers ready to bring B2B marketing and sales leaders into the future of pipeline generation. Got what it takes? Learn more at qualified.com/moneygun - hiring for Mid Market, Commercial and Enterprise (remote first!)
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Experienced CRO, Advisor, Board Member, and Investor. Advising companies on Growth: Product and Marketing Strategy, Strategic Partnerships and Retail Media Networks.
Right on! And AI tools make this more efficient than ever. Absolute first mover advantage.
CEO @ Pavilion | Co-Host of Topline Podcast | WSJ Best Selling Author of "Kind Folks Finish First"
I'm sick of VPs of Sales that don't understand how to read financial statements. I'm sick of Heads of Sales that don't understand that hiring more salespeople does not make more money. You know what makes more money? More meetings. You have to invest in the creation of meetings. Meetings create opportunities. Opportunities create money. Salespeople turn opportunities into money. But they don't create opportunity. A salesperson with the best process in the world and no meetings, gets fired. A salesperson with no process at all, but with tons of meetings, can make you money. So the way that we make money, is to invest in demand generation. Of course, this is easier said than done. But that's what you've got to do. So the VP of sales that says the way that we're going to hit our target is hiring 10 more reps... That's not the right person for the job. P.S. We cover topics like this in Pavilion's CRO School (starts January 9th). Members get in free. Not a member? Use my code CRO15 to get 15% off your annual membership. Join Pavilion: https://lnkd.in/ewU-v39n Enroll in CRO School: https://lnkd.in/e7M4aArd
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Love this conversation. What matters the most when hiring a head of sales or CRO? The ability to build an ecosystem for a company to meet and beat sales targets. The ecosystem: Strategy, winning products, financial rigor and discipline, forecasting principles, demand generating marketing, appropriate compensation. Oh, and LEADERSHIP. The capability to build, cultivate, empower, motivate, focus, train and manage a highly capable, engaged and agile sales force and sales leaders. Don’t focus on the wrong indicators! Number of years in a specific industry or business model shouldn’t be the decision maker - leadership should. LEVEL UP! Edit: I should also say that I don't agree that "more meetings" is a silver bullet answer. It is an answer - but leadership also takes the interest and ability to truly solve a problem at the root and not rely on the simple answer.
CEO @ Pavilion | Co-Host of Topline Podcast | WSJ Best Selling Author of "Kind Folks Finish First"
I'm sick of VPs of Sales that don't understand how to read financial statements. I'm sick of Heads of Sales that don't understand that hiring more salespeople does not make more money. You know what makes more money? More meetings. You have to invest in the creation of meetings. Meetings create opportunities. Opportunities create money. Salespeople turn opportunities into money. But they don't create opportunity. A salesperson with the best process in the world and no meetings, gets fired. A salesperson with no process at all, but with tons of meetings, can make you money. So the way that we make money, is to invest in demand generation. Of course, this is easier said than done. But that's what you've got to do. So the VP of sales that says the way that we're going to hit our target is hiring 10 more reps... That's not the right person for the job. P.S. We cover topics like this in Pavilion's CRO School (starts January 9th). Members get in free. Not a member? Use my code CRO15 to get 15% off your annual membership. Join Pavilion: https://lnkd.in/ewU-v39n Enroll in CRO School: https://lnkd.in/e7M4aArd
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Rockstars & Customers come to us because of our excellence in communication, cost efficiency, and delivering professional outcomes. We specialize in timely bookkeeping, payroll, accounting, and senior tax work. (AI)
In my experience working with startups (or startup turnarounds) I have consistently found the biggest challenge to be twofold. Firstly, there are individuals who fail to perform their assigned tasks and prove to be incompetent. (but somehow they have kept their jobs) Usually, they are very good at using buzzwords or likeable people who just cannot handle the job requirements. Secondly, there are several layers of dishonesty and deceit to unravel, such as dealing with unorganized and inaccurate data in the CRM, acquiring leads from unreliable sources which creates garbage in garbage out, nothing is working the copy, content and processes are all broken. (this goes for any role)
SaaStr Annual 2025 is May 13-15 in SF Bay!! See You There!!
"At least 9 times out of 10, if everyone on the team loves a VP of Sales, it’s the wrong hire." https://lnkd.in/gVbyCcHr
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This is so true. It is math. If your average conversion rate of meetings to closed wins is 10%, the way you make growth happen is first increasing your pipeline before you hire more reps.
CEO @ Pavilion | Co-Host of Topline Podcast | WSJ Best Selling Author of "Kind Folks Finish First"
I'm sick of VPs of Sales that don't understand how to read financial statements. I'm sick of Heads of Sales that don't understand that hiring more salespeople does not make more money. You know what makes more money? More meetings. You have to invest in the creation of meetings. Meetings create opportunities. Opportunities create money. Salespeople turn opportunities into money. But they don't create opportunity. A salesperson with the best process in the world and no meetings, gets fired. A salesperson with no process at all, but with tons of meetings, can make you money. So the way that we make money, is to invest in demand generation. Of course, this is easier said than done. But that's what you've got to do. So the VP of sales that says the way that we're going to hit our target is hiring 10 more reps... That's not the right person for the job. P.S. We cover topics like this in Pavilion's CRO School (starts January 9th). Members get in free. Not a member? Use my code CRO15 to get 15% off your annual membership. Join Pavilion: https://lnkd.in/ewU-v39n Enroll in CRO School: https://lnkd.in/e7M4aArd
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Fractional CRO | Personally closed $100M+ in revenue | SaaS | Complex Enterprise Sales | AI | ML | Computer Vision | Analytics | Cloud | Edge | IoT | Security | People Builder
How often do we witness sales leaders hiring more salespeople without enough meetings to keep their current team busy? A year later, they often end up letting these same hires go! As Sam Jacobs emphasizes in this video, effective demand generation equals high-quality meetings. Let's stop this cycle of chaos. Prioritize building a robust demand generation motion first. Once you have enough meetings to support additional salespeople, then that's the right time to hire them!
CEO @ Pavilion | Co-Host of Topline Podcast | WSJ Best Selling Author of "Kind Folks Finish First"
I'm sick of VPs of Sales that don't understand how to read financial statements. I'm sick of Heads of Sales that don't understand that hiring more salespeople does not make more money. You know what makes more money? More meetings. You have to invest in the creation of meetings. Meetings create opportunities. Opportunities create money. Salespeople turn opportunities into money. But they don't create opportunity. A salesperson with the best process in the world and no meetings, gets fired. A salesperson with no process at all, but with tons of meetings, can make you money. So the way that we make money, is to invest in demand generation. Of course, this is easier said than done. But that's what you've got to do. So the VP of sales that says the way that we're going to hit our target is hiring 10 more reps... That's not the right person for the job. P.S. We cover topics like this in Pavilion's CRO School (starts January 9th). Members get in free. Not a member? Use my code CRO15 to get 15% off your annual membership. Join Pavilion: https://lnkd.in/ewU-v39n Enroll in CRO School: https://lnkd.in/e7M4aArd
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Completely agree with this! My new favorite behavior is when companies state that they need to exit from a growth-at-all-cost model into an efficient-growth model BUT, continue to put more quota in the field by hiring additional sellers. Additional headcount is only beneficial if you can prove that those new heads can generate more pipeline OR that you have a surplus of demand and would benefit from having more sellers to consume that demand. In this economy, the best sales leaders scale demand FIRST, and then match headcount to demand. You can't "more people" your way to success.
CEO @ Pavilion | Co-Host of Topline Podcast | WSJ Best Selling Author of "Kind Folks Finish First"
I'm sick of VPs of Sales that don't understand how to read financial statements. I'm sick of Heads of Sales that don't understand that hiring more salespeople does not make more money. You know what makes more money? More meetings. You have to invest in the creation of meetings. Meetings create opportunities. Opportunities create money. Salespeople turn opportunities into money. But they don't create opportunity. A salesperson with the best process in the world and no meetings, gets fired. A salesperson with no process at all, but with tons of meetings, can make you money. So the way that we make money, is to invest in demand generation. Of course, this is easier said than done. But that's what you've got to do. So the VP of sales that says the way that we're going to hit our target is hiring 10 more reps... That's not the right person for the job. P.S. We cover topics like this in Pavilion's CRO School (starts January 9th). Members get in free. Not a member? Use my code CRO15 to get 15% off your annual membership. Join Pavilion: https://lnkd.in/ewU-v39n Enroll in CRO School: https://lnkd.in/e7M4aArd
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When to Hire Your First Sales Rep: The Cheat Code Learn the critical moment to start hiring sales reps and the essential strategies for success. Discover how leveraging your time effectively can lead to growth and avoid hiring pitfalls as a founder. Don’t miss the key to your first successful sales hires! #SalesStrategy #HiringTips #EntrepreneurAdvice #FounderJourney #SalesSuccess #StartupGrowth #TeamBuilding #BusinessLeverage #SalesReps #ABTesting
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The SDR Model Isn’t Dead, It’s Broken. | SDR Transformation Firm For Growing Software Companies | 100s of SDR Trained, Creating Over $100M in ARR
3 things to consider before hiring your next SDR. 1️⃣ Sales Channel Think about the channels where your SDR will spend the most of their time. For example, in freight tech the phone reigns supreme and will be the main channel used. If that’s you, de-risk your hiring decision by looking for someone with heavy cold calling experience in a past role. 2️⃣ Background and Personality Consider your target customer and the personas within them: what background and personality types would best resonate? For ex: if you target law enforcement, hiring someone with an understanding of government and/or law enforcement culture would go a long way from a trust building standpoint. 3️⃣ Segment Are you prospecting primarily into SMB, Mid-Market or Enterprise? SMB prospects are going to book and close much faster than the other two, and will require a more transactional approach. If that’s you, look for candidates who have experience with the quick nature of SMB sales vs the strategic and methodical candidate needed to succeed in enterprise. Revenue leaders: what’s your go-to criteria for SDR hiring? #sales #sdr #salesmanagement
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Got 1 question today that I would love your insights on... Why would it be okay for Sales Leaders to make posts like "Hiring for a BDR/SDR/BDManager, only way to get invited to apply is to send me a Loom, cold email me like you were trying to sell my product, cold call me, leave me 2 voicemails, send my dog a personalized treat to this PO box, etc." AND NOT EVEN MENTION AN OTE FOR THE POSITION?? I can fully understand wanting someone to prove they can do the job you are hiring for, but if you are going to be requesting possible HOURS of their time, shouldn't they know how you are going to value that time? Please, someone make it make sense.
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💪 No pain, no gain? 💪 🐻 While it may seem daunting to manage a larger team, we know that the benefits far outweigh the challenges. 🐻 🐂 We don't shy away from these challenges; we face them head-on and grab the bull by the horns. 🐂 📈For that reason, the cost per rep decreases significantly as you hire more representatives through our SaleStrategy partnership. 📈 Our expertise in managing larger teams ensures that you have the support needed to maximize efficiency and drive success. Let us build the team that will continue to scale with your growth and ambitions. Let us build your future SDRs, AEs Sales Managers and VPs of Sales.
The problem with only hiring 1 rep when you're building your sales team: They do well → you don't know why they did well They do badly → you don't know why they did badly They do 'ok' → no friendly competition at play
