Training Sales and SDR with Shaan Hathiramani
Startup Sales is helping early stage B2B startups get to $1 million ARR.
With this podcast we help founders and early sales leaders with building a repeatable and scalable sales process.
We also offer a bootcamp for early stage startups with a sales price over $500 MRR. In the bootcamp we build the sales process with you, working with you on building out your sales strategies and building your team, everything you need to get up to and beyond $1 million in annual revenue.
Learn more at StartupSales.io
This weeks guest is Shaan Hathiramani
Transcript
[0:00] Everybody welcome to another episode of startup sales today we're gonna be speaking with shawn and shawn is from anit's really amazing i have so today we're gonna be speaking about hiring account executive in the training and how should you train them and even before that no inwho did hire do you hire thi is the hiring account executive VP sales so we're gonna discuss all this in it,really insightful really know sister because action that's when is complete dallas is train train celsius,startup sales is a podcast about what it's really like to get a business off the ground.We talk with the founder is the CEO and sales VP from the tech market you learn how to build and scale the sales to you also hear about the challenges kentucky stations from other bots and failuresi am now you're who's the best startup sales podcast.
[1:01] Music.
[1:10] Hey everybody i want to speak to olivia a real estate startups are out there that you listening to tests and i know i,in the early stages it's very hard to understand how to get your pricing right light to price it out what kind of model to use or even how to run phone calls and emotional to that you're getting that momentum forward in the process,who riding sales e-mails automation and even higher now to team that's kinda why we put this whole podcast together if you,handsome help you help you through this process what we've also development bootcamp at test startup sales that's for b to b startups between the seeded to series a round,with the transactions over five hundred dollars monthly.Hi in-depth building of your sales process as from how to run a phone call stating the right pricingput in the automation together riding the sales emails in hiring right team for your business so if you're interested in that head on over to startup sales data ohadd we look forward to talking to you let's get today's episode.
[2:23] Hey sean thanks for joining us adam thanks for having me.I'm really excited to have you hear from you know i'm retired before and no little bit about your history and background but can you give everybody a little background about you and why did she hear what you have to say.Absolutely first and foremost is a mansion thanks for having me on your podcasts i think it's a great resource for startups,looking to scale and figure out this whole sales thing so i feel about the lion,as far as me and i said and why are in in the space first and foremost with built-in scales teams ourselves so we were the first ladies and intercom and built in scale,the tire in advance sales team from zero one hundred work that companies like dropbox and box and google.The second we actually support companies like a table and gusto and i help them find the best sales reps.And the third presented to listen to this house looking at the top performing episodes in startup sales that it's a bunch of really smart white guys with various degrees of receiving hairline seven,good to have a different perspective what kind of an identity diversity in,i'm here to share more about how that diversity actually leads to more productive sales sales companies like to hear table.
[3:42] Great i'm looking forward to but in our defense we do have another indian and i can think it's never really smart guynewest stuff as well i have to join us if you take a listen to his accent is well incorrect because good um.So i have a question about your experience is it sounds like although it was more based on the transaction all other cycles that true,when we seen a better person i think in working with companies,add we support them in scaling a sales teams we've seen a whole range of different kinds of sales psychosis of example.Launch takeaway selling devops feature fighting software very different than selling high velocity cloud storage for box right then,what that commented different approach to hire a different approach to training in a different approach to what you're looking for talent why isn't.We've been able to collect a lot of data from those companies to see what are the kinds of trades to help people succeed.
[4:42] Okay so and when you say you were hiring for your scottsdale like anybody in the process or on the STR hey.For now we're focusing on st pick is a become the future leaders of these organizations and of course you want to find people who can go for missing beat am in market market and surprise,it's we spend a lot of time thinking about how those transitions happening.Ok so you said and yeah alot of transaction lot of more like long sales process if you take one extreme to the other.
[5:15] What's one thing you should be looking at for ere is dri want to use to be looking for at friend sides sure select start on the transactional side of things hi velocity you're able to connect with other a pretty robot shop a find all,any one st of what you might suspect are able to be extremely extremely conscious and organized without instructions dan.I huge amount of discipline in terms of what that process looks like and some not sure if it's exactly transaction but a great example of sales often,i wanted this thing sales like that is an addition to our outrage is either able to not only get in front of their target is the best dr but they're also able to be about balancinghow much time it is pending prospect think i have much spending on calls at how much i spend later creating content,i am using candles like linkedin to actually talk about the pain points that your customers are experiencing and one set your selling is well with your company.
[6:16] Interested so i want to get back into that way because you saying that there is the army coming from leaders and i think it's a really important that i want to go to what's on the other side what you find,yeah so the moral visionary longer psycho enterprise sales i think a lot of that piece of the equation fees instead of actors really having a really good english stream mapping and fire persona mapping of,how can i get really good at disqualify him in addition to qualify thanks so much sales there's an emphasis on the qualifying to make the sale but especially on longest cycle sales,your opportunity cost of wasting time on deals that won't go anywhere is far greater because you can't keep turning the final,i am getting more leads me to look for a cure really a chance to asking really hot questions lol research questions and moving on to the next ones because you want to spend time on the five deals and a quarter there gonna help you pick your number.
[7:18] Why you so happy you said that you can do is something that i struggle so much with what i'm working with sanders is too.
[7:27] Show matt you have to be able to disqualify quickly on this longer sales processed on the transactional side,you have to be able to say i quickly being that l like they're not relevant they have maybe less than five percent chance close by.
[7:41] Exactly it takes a certain degree of conviction and confidence and discomfort to say that because you re wired as a human to keep pursuing and pulling of credit and so walking away is the most powerful thing you can do.So you know but it's so hard because i feel itno i no love another feeling not what's the status again because it's like well i don't care i don't have anything else right now i need to be work getting any deals like candy what would you say to,yeah yeah what's a good way to reconcile my feelings to think about something that you can understand better why he might be even hiring for your company,the best employees who come eventually work for you.Necessarily applying the inbound direction to once you find out that,the quality of inbound leads is what you have today and it's what you have been selected in to see if you no prospective on the call human other then they're probably the lowest hanging fruit but may not be the best think your business,the outbound candidates are looking to recruit on your team to join to build your enterprise sales organization.They are the ones you haven't seen you engage with your actually a target to do the thing that you want them to do and sales is very similar,they have to be super thoughtful about the ones that are coming to you that seem like the siren songs actually may not be the best for your business and that's a men's online chat.
[9:02] Yeah let's add another thing that maybe not bb set my call of i don't like the coming wave money in funny you still may not want them because they.More resources be less profitable.Add.Can i mail them to see fred and so your ability to land expanded just limit your always thinking about two three or five steps ahead and working out in circulation the pipeline.Yeah how city alright so let's talk bout time management.How far fresh than plastic this is good foster founder's when taking the sales role for any roll that in specifically the sales for all you said that,you know any prospects on outbound actually working on the cells in the pipeline and also becoming a bit later.
[9:55] Why become a flight later it's one of the best investments you can make it because it still oh acquisition cost selling you can do.But it takes a while to build up you have a unique expertise as a founder because you leave and presumably what you're building and what your selling for your continuousl
