20 Sales: How To Build Sales Teams with a Product-Led-Growth GTM, What is a Sales Hiring Scorecard and How To Construct Yours & How To Structure the Onboarding Process for all New Sales Hires with Dannie Herzberg, Partner @ Sequoia Capital
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
The Twenty Minute VC
4.4 • 637 Ratings
🗓️ 2 February 2022
⏱️ 47 minutes
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Summary
Dannie Herzberg is a Partner @ Sequoia Capital and one of the great sales leaders of the last decade. Prior to entering the world of venture, Dannie spent 4 years at Slack as their Head of Enterprise Sales, there Dannie built & scaled the self-serve / SMB, mid-market, and enterprise sales orgs across the Americas as Slack grew from $100M - $1B in revenue. Before Slack, Dannie spent over 5 years at Hubspot building sales, opening an SF office, and then joining product to launch CRM & platform.
In Today’s Episode with Dannie Herzberg You Will Learn:
1.) How Dannie got her first job in sales at Hubspot through being a waitress in a Boston Diner? What were her biggest lessons from her 5 years scaling sales at Hubspot? How did Dannie's 4 years at Slack impact her operating and sales mindset today?
2.) The Playbook:
- Does the founder need to be the one to create the sales playbook?
- When is the right time to bring in the first sales hire? Should they be a sales leader or rep?
- When is the right time to bring in a CRO, sales enablement and revenue ops?
- What are the single biggest mistakes founders make when hiring their first in sales?
3.) The Hiring Process:
- How should founders structure the hiring process for their first sales hires?
- What should be achieved or learned in each consecutive interview?
- How can founders use sales case studies most effectively?
- What are early signs of a 10x sales hire? What are red flags to look out for in the process?
4.) Sales Onboarding:
- What does the ideal onboarding process look like for new sales hires?
- What tasks and duties should all sales hires perform in the first 60 days?
- What are early signs that a new hire is not performing to the right standard?
- How does the first few months differ for sales reps when comparing a product-led-growth company to an enterprise company?
- How can new sales hires really engage with broader functions within the team in the first 30 days?
Item’s Mentioned In Today’s Episode with Dannie Herzberg
Inbound Marketing, Revised and Updated: Attract, Engage, and Delight Customers Online
Transcript
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| 0:00.0 | This is 20 Sales with me, Harry Stebbings. Now, 20 Sales is the monthly show where we interview |
| 0:04.3 | 10 of the best sales leaders to reveal their tips, tactics and strategies when it comes to scaling |
| 0:09.3 | some of the best sales walks in the world. Also, for these very special episodes, we have transcripts of |
| 0:14.1 | the discussion and you can get them by heading over to the 20 minute VC.com and signing up for the |
| 0:18.5 | newsletter. However, to our amazing guest today, and I'm thrilled |
| 0:21.1 | to welcome a friend and phenomenal sales leader, Danny Herzberg. Danny is a partner at Sequoia |
| 0:25.8 | Capital, and prior to entering the world of venture, Danny spent four years at Slack as their |
| 0:30.1 | head of enterprise sales. At Slack, Danny built and scaled the self-serve, mid-market and |
| 0:35.0 | enterprise sales orgs across the Americas, as Slack grew from |
| 0:38.1 | 100 million to a billion in revenue. And before Slack, Danny spent over five years at HubSpot, |
| 0:43.1 | building sales, opening an SF office, and then joining product to launch CRM and platform. |
| 0:48.0 | I'd also want to say a huge thank you both to Pat Grady and Carl Ashtonback. Some fantastic |
| 0:52.2 | questions suggestions before the show really did make such a |
| 0:55.1 | difference. But before we dive into the show today, SalesLoft is the leading sales engagement platform |
| 0:59.6 | helping sales teams drive more revenue with the modern revenue workspace. It's the one place sales |
| 1:04.5 | teams can go to prospect, manage active deals and get the insights they need to coach seller performance, |
| 1:09.9 | forecast with accuracy, and find out |
| 1:11.7 | what steps to take to close more deals. Some of the world's leading companies like IBM, Shopify, |
| 1:17.1 | and Stripe, all love a new salesloft, and so can you. It's the new way to sell and find out more |
| 1:22.0 | today at salesloft.com. And founders, if you've got recurring revenue like so many of you have, |
| 1:26.9 | there is a smarter |
| 1:27.6 | way to grow your business. |
... |
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