Sales and Marketing 🐠

anyone ever build their team's sales operations from scratch? how to sell internal leadership? or above my pay grade? I joined a team that needs the works. marketing,content,pipeline,metrics,CRM

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Yes I’ve built a sales team from scratch. In consulting sales it was 3 people locally in NYC and 12 people in Pune, India. They were performing outbound calls to build demand, cold hard grit and persistence. We were up and running with 4 callers at first and scaled from there. Over 47,000 calls over two years, but last year we cut the team in India as we pivoted our marketplace positioning. I’m in an independent 400 person boutique. Sales Stack HubSpot + Integrations DiscoverOrg (list building) People Stack 1 Sales Manager to manage Pune 1 Manager in Pune 11 SDRs in Pune 2 local Account Executives and Strategists Data 47,235 Calls 2.3% conversion rate to book 20 min capabilities call (940 or so meetings) 60% no show / cancelled 10% conversion to Proposal stage (34) 10-15% closure (5 deals won) Average ticket size $600,000 Conclusion We did see a return on investment monetarily but the amount of time and energy and churn we had in sales people was exhausting. Senior leadership time was be used on non-qualified opportunities and low closure rates were also a hit on morale. The type of clients we acquired also were more project based when our business works best when it is retainer based. We pivoted investments to more local resources and investing in long term positioning and content syndication to drive inbound qualified leads

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This might be of interest https://mck.co/39d4iN6

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You need an executive sponsor if your team want a real impact, but that's probably above your paygrade. A sponsor can help you push through the changes you want. Other wise, it's wasted effort.

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