Scaling Your Startup E5 "Sales" Hiring, compensation, prospecting, upselling, process, tools | E933

Jason Calacanis chats with LAUNCH's Jacqui Deegan and Samantha August about hiring strategies for startups, discussing roles like Evangelist, VP, and Head of Sales. They delve into compensation methods, sales processes, including prospecting, nurturing, and closing, as well as the importance of upselling. The conversation wraps up with a discussion on identifying the right sales tools.

Speakers

AI Chat

Unidentified

Jason Calacanis

Host • 62%

Samantha August

Guest • 27%

Jacqui Deegan

Guest • 10%

Chapters

0:00	Opening
0:33	Jason introduces LAUNCH Managing Director, Jacqui Deegan, and LAUNCH President, Samantha August.
3:12	Hire: first Evangelist, VP or Head of Sales, SDRs and Associates.
9:18	Jason thanks sponsor Eight Sleep. Get the sleep you deserve and supercharge your health & productivity at eightsleep.com/twist.
10:58	Compensation: mission alignment, and pros and cons of different methods.
20:01	Jason thanks sponsor Zendesk. To see if you qualify for a year of Zendesk’s products for free, visit zendesk.com/twist.
22:05	Sales process - Prospecting: identifying targets, outsourcing SDR work, and autonomous sales machine.
40:25	Sales process - Nurturing: emailing, calling, experimenting, tracking and measuring.
55:25	Sales process - Closing: budget, authority, need, timeframe, and personal motivation.
1:00:47	Upselling: separate sales and client success, identify gaps in the product, double-down on whales, and create recurring revenue.
1:05:52	Sales tools: identifying needs and goals.

Transcript

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