HIGHLIGHTS
01:47 Innovating the training process with Spekit
10:44 Melanie's background in supporting sales and overcoming self-limiting beliefs
18:39 Learning how to sell a product and being deliberate with hiring a sales team
26:55 Having a clear company vision and hiring the first head of sales
37:30 Creating an online presence to evangelize and attract clients
40:34 Building up the sales team and adapting to changing buyer behaviors
48:32 Sales advice for fellow CEOs
QUOTES
09:16 "How do we reimagine the way that employees learn at work? And how we make that easier, more personalized, more data-driven experience for them."
21:52 "I deeply, deeply, deeply believe that if you want to solve the problem better than anyone else, you need to understand the problem better than anyone else."
25:28 "I'd just be intentional about hiring your first head of sales because they're going to shape your culture, your sales culture, but at the end of the day your sales team shapes the culture of your company."
32:05 "For me to excel at my role, I need to grow personally to a level that's faster than the growth of the company and that's hard when you're on hyper growth mode. But learning how to be an effective sales manager is probably not the best use of my time."
50:06 "I think it's really important to get super, super clear on the psychology and characteristics or whatever you want to call it of your buyer so that you can map out the kinds of sellers that I think are going to be the most successful."
Connect with Melanie Fellay in the link below.
Website: https://spekit.com/
LinkedIn: https://www.linkedin.com/in/melaniefellay/
You can learn more about and connect with Alice Heiman in the links below.
Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/
Going from the Wild Wild West to Sales Structure with Michael Katz
The CEO's Role in Sales: 2nd Anniversary Edition with Alice Heiman
The Danger of CEOs Undermining Sales with Larry Mandelberg
Companies are bought, they are not sold with Tracy Young
Case Studies Close Deals with Julian Lumpkin
Navigating the Future of Partner Selling with Cassandra Gholston
Scaling Your Sales Through Customer Retention
Usings AI To Gain A Competitive Edge In B2B Sales
What Titans of Tech Teach Us About Growing Sales Teams
How to maximize revenue growth with SalesOps
How Mission-Driven Companies Benefit From Founder-Led Sales
A Customer-Success Driven Sales Strategy
Better Prospecting Leads To More Sales Conversations
The Art Of Scaling A Sales Team
Building and Implementing Scalable Processes
How To Hire The Right Sellers In An Early Stage Company
The Secret to Predictable Growth through Building a Personal Brand
Move Deals Through Your Pipeline With The Centricity Model
Strategies To Gain An Unfair Advantage
How This CEO Bootstrapped A Sales Team
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