In this podcast, the Alex & Philip discuss the transition from founder-led sales to sales-led growth in startups. They talk about the challenges involved in this phase and the importance of resource planning. The guest, Philip Olesch, shares his experience in B2B sales and discusses the difference between founder-led sales and sales-led growth. He emphasizes the need to factor in time and the common mistakes in resource planning. They also touch on aligning the ideal customer profile (ICP) and messaging, creating an activity plan, and testing different channels and approaches. Philip shares some success stories and best practices, such as the involvement of founders and sales leaders, building a structured approach, and seeking advice and mentorship.
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Questions?
Alex:
alexander@sellabl.co
Alex's LinkedIn
Philip:
Philip's LinkedIn
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00:00 - 04:43 Introduction
04:43 - 08:03 Transition from founder-led sales to sales-led growth
08:03 - 10:34 Philip's introduction and background
10:34 - 13:05 Factors determining the need to hire sales reps
13:05 - 17:27 Importance of resource planning and common mistakes
17:27 - 20:25 Importance of ICP and messaging alignment
20:25 - 23:18 Crucial aspects and common mistakes in resource planning
23:18 - 28:32 Importance of time management in resource planning
28:32 - 31:30 Importance of message-market fit and aligning company-wide messaging
31:30 - 35:10 Creating an activity plan and finding the right channels
35:10 - 37:17 Characteristics of successful transitions
37:17 - 40:02 High involvement of founders and sales leaders
40:02 - 40:52 Closing remarks