Session 1: Going from Startup to Scaleup : Five Mistakes every founder/sales leader makes and how to fix them

Time: 120 mins including workshop – 8:30 to 10:30am

Speaker: John “JD” Dean, Founder, Sales Director Central, Speaker on Sales Acceleration and Startup growth

Going from founder led sales to a repeatable, reliable, and scalable sales model requires you to know what you’re doing wrong and what you need to change. In this hands-on two hour session, we’ll dive into:

• Based on an analysis of 50 startup/scale up sales motions, what are the most common mistakes startups make?
• The 6 pillars to create a peak performing team.
• Why your proposals and presentations are killing your business and how to reframe them to make it easy for prospects to buy.
• The one thing we should be measuring in sales, rather than what most people measure.
• Identify why infrequent buyers ghost salespeople and share how to avoid it.
• Finally, we discuss the last mile, the internal process for prospects to get a business case approved.

Outcomes: Understand and be able to correct the common mistakes for founders and sales leaders. Redo proposals and presentations so they help the buyer buy. Understand the framework to create a peak performing teams.

Session 2: Scaling Startups and How Sales Teams Evolve with Mark Birch

Time: 60 mins – 11am to Noon

Speaker: Mark Birch, Global Startup Advocate at AWS, Founder Enterprise Sales Forum

The assumption about scaling sales is that you hire a bunch of reps, set some targets, and press go. The reality could not be further from the truth. In fact, there are multiple consideration to take into account when building a sales team. In this session, we will unpack the following:

• Defining the three key stages of scaling sales teams
• Hiring the right profile of sales talent per scale stage
• Operationalizing the end-to-end sales process
• Building and embedding the enablement function
• Setting up the sales capacity hiring plan
• Fostering the sales team culture for team cohesion

Outcomes: Use the framework and concepts from this talk to establish a path towards scaling your own sales team and set them up for success while avoiding many of the pitfalls of startups that scale too quickly or too slowly.

Venue: Tower Two, 201 Sussex St, Level 1, Sydney, NSW 2000

Please note all attendees who enter IAG need to show proof that they are double vaccinated.

https://aws-startup-lofts.com/apj/e/8365a/sydney-saas-startup-sales-workshop