The Demand Efficiency Podcast

Podcast

Audio

Demand Generation

Growth

RiSE Accelerator Founder, Mandy Cole on Hiring 400+ sales reps in one year, and the value of continually seeking feedback.

Episode Outline

[04:39] Mandy’s background

[07:16] Discovering that running a company, it's evident it's an emotional business.

[10:13] Take time to really take a step back and use data as your foundation.

[11:18] While that looks great in a spreadsheet, it doesn't work in real life because until you have a process that's documented and that you can measure, and that is getting consistent results.

[12:04] Think deeply what needs to happen to hit your goal and direction you’re going to, based on what you have so far, make some assumptions on conversion, what type of pipeline you need, how many new opportunities

[14:34] Consider how many demos there, do they need to have a week or how many discovery calls depending on what type of sales cycle they are, how many discovery calls?

[16:35] Where is our product actually fit right now? And how are we going to attack that?

[17:04] Figuring out how to hold people accountable and then the second part was how to implement that correctly with the team

[19:22] The way to break the sales process into the four main categories

[20:19] Why Mandy really loves mentoring people and leading a team in house


Mandy's inspirations

Mark Roberge

Jeremy Liew

Connect with Mandy

Mandy Cole

Twitter

The Demand Efficiency Podcast

Podcast

Audio

Demand Generation

Growth

Episode Outline

[04:39] Carol’s background

[07:16] Why people have to make trade offs with what they have available and also what's available in their neighborhoods

[10:13] How to wrap up with analytics as broad topics that might be the most productive

[11:18] The hardest lesson learned in your career thus far

[12:04] When you're small, usually marketing just kind of does whatever it wants

[14:34] Discount marketing and getting disillusioned

[16:35] Who's building their career and perhaps about to enter a big growth stage with the company

[19:22] It’s little easier to go from, serving smaller companies up to larger, as long as you do it with your eyes wide open about what that means

[20:19] Taking a product that's built for really large companies and trying to retrofit it to smaller companies is not easy.

[21:30] How you can assemble a team that has the right qualities



Carol's Inspirations:

Woody Benson


Connect with Carol:

LinkedIn

Twitter

Ready to drive efficient demand?

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