HIGHLIGHTS
01:46 Starting RFPIO and helping companies respond to RFPs more efficiently
10:07 Ganesh's sales experience was a natural progression to CEO
14:01 Trial and error: Changing company goals to figure out behavior
19:21 Celebrate sales milestones and recognize the efforts of every team member
23:15 Filling the organization structure with the right people at the stages
31:45 Future forecast for RFPIO and success with an onboarding specialist
38:46 Sales tips for fellow CEOs
QUOTES
08:27 "We realized salespeople never logged into those system. They have accounts already working on. They don't want to log in. So go with cheaper solution."
14:26 "Compensation drives behavior. The second one is, time kills deals. Two things it is always in my mind. When we started scaling, we as an organization were looking at what is that year 1, what is the behavior that we want?"
19:34 "We as a company celebrated every small milestone the sales team brought in. Everybody from top to bottom, even an intern who's on the engineering team was made part of the sales team."
25:21 "My entire sales team knows it will change. Either the quotas will change, the territories will change, the industries will change, but not in between."
39:07 "Make sure you're not creating a conflicting competition plan. Make it clean and simple, easy for sales team to understand, and go after it. It'll make your life so much easier."
Connect with Ganesh Shankar in the link below.
LinkedIn: https://www.linkedin.com/in/ganeshshankarcr/
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/
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
What every CEO can learn from 2022
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
Organic Marketing Simplified: Master podcast marketing, fuel podcast growth, and make money podcasting!
THE GO BIZ GUY
The Sigma Femme Podcast
The Prof G Pod with Scott Galloway
The Tim Ferriss Show