On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Laurabeth Harvey, Senior Vice President of Sales, Success, Support at Intercom.
Laurabeth has held nearly every leadership position there is to have in sales: manager, director, VP, SVP...Laurabeth has seen a thing or two. And she’s on the show to discuss her journey, and impart some wisdom she’s learned along the way.
Throughout the pod, Collin and Laurabeth discuss how to stand out as an early frontline sales manager, and how to make the jump to more senior (and strategic) leadership positions. Highlights include: Laurabeth’s sales journey (36:13), how to stand out and get tapped for the big jobs (39:55), the importance of prioritization (42:00), getting the right people on the bus (55:27), improve the organization (1:00:13), making the right decisions...quickly (1:05:47), and decision making frameworks (1:14:15).
Links from the podcast
LB’s LinkedIn - https://www.linkedin.com/in/laharvey/
DACI Framework - https://www.atlassian.com/team-playbook/plays/daci
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes troy Conquer, Chief Revenue Officer at fast growing revenue operations consultancy Go Nimbly.
Troy has a somewhat different background from the dyed-in-the-wool sales professionals we typically have on the show. Trained as an engineer, Troy has extensive experience as a consultant and a developer, before taking on the task of leading sales at Go Nimbly.
Throughout the pod, Collin and Troy discuss the fluid, and tricky, art of selling services. Highlights include: honing in when you sell services (18:54), crafting bespoke plans and roadmaps (22:05), the evolution of Go Nimbly’s sales process (27:17), the Go Nimbly discovery call (49:44), sharing the right amount of detail (54:11), submitting proposals (1:07:29), the sales lightning round (1:12:18), and cold call Collin (1:16:31).
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At Predictable Revenue, we live and breathe outbound sales. We’ve found that too often, outbound sales initiatives are driven by instincts and gut feeling. We decided to use the scientific method to test the latest trends in outbound sales. We’ve run over 50 outbound experiments, and plan to continue running 10 to 20 experiments a month. We’ll be sharing the results of our experiments and the conclusions through our Outbound Labs video series. Throughout the series, we’ll highlight what’s working and what isn’t in Outbound Sales, keep you up-to-date on the latest trends and help you increase your sales.
We just wrapped with Robbie Allen, Founder at Buena Vista Ventures. You might also recognize him from his time at MixMax, Flexport, or that time he helped hire 250 sales reps at Zenefits. We dug deep into scaling sales teams and discussed the three stages that every startup sales team goes through: Product Market Fit (finding a mismatch), Repeatability and Scale (how to run a play repeatedly and see consistent results); and Hypergrowth (where you have a full playbook).We also talked about what sales ops, enablement, recruitment & hiring look like in each stage, and what are some of the biggest missteps you can make.Some of the highlights include:
Defining the 3 stages and what needs to be done differently in each one.
The goals behind each stage.
How to get ready for the next stage.
Learning to be a strong sales ops leader