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Ep 9 - Tamara McMillen - Being the CRO of Virgin Media With Over £750m ARR, How to Build Sales Teams, and Why Most Start-ups Can't Make the Jump to £10m ARR
Tamara McMillen shares her journey into sales roles and discusses whether salespeople are born or trained. She highlights the importance of continuous learning, curiosity, collaboration, and a growth mindset in successful salespeople. Tamara also discusses the challenges and strategies for building a go-to-market strategy, aligning sales teams, and scaling from 10 to 100 million in revenue. She emphasizes the need for clear customer-focused language, unified data sets, and strategic account planning. Tamara also advises early-stage founders on when to start building a sales team and the importance of resourcing different roles.
Keywords
sales, salespeople, training, go-to-market strategy, alignment, scaling, founders, early-stage, resourcing
Takeaways
- Successful salespeople possess traits such as curiosity, continuous learning, collaboration, and a growth mindset.
- Building a go-to-market strategy requires aligning sales teams, using customer-focused language, and creating a unified data set.
- Early-stage founders should consider starting with partners and channels before hiring a sales team.
- When scaling from 10 to 100 million in revenue, companies should avoid underfunding integration, focus on upselling and cross-selling, and prioritize strategic account planning.
- Clear customer-focused language, unified data sets, and strategic account planning are essential for maintaining alignment and scaling sales teams.
Titles
- Are Salespeople Born or Trained?
- The Importance of Clear Customer-Focused Language
Sound Bites
- "I was a born salesperson and I certainly did all the bookie sales."
- "People buy from people. It is a relationship."
- "Start with partners and channels before hiring a sales team."
Chapters
00:00 Introduction and Background
02:41 Are Salespeople Born or Trained?
09:24 Building a Go-to-Market Strategy
19:08 Strategies for Scaling from 10 to 100 Million in Revenue
28:32 Supporting Portfolio Companies with CRO Function
34:39 Maintaining Alignment and Scaling Sales Teams
36:46 Conclusion
Hosted on Acast. See acast.com/privacy for more information.
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By Sam MarchantTamara McMillen shares her journey into sales roles and discusses whether salespeople are born or trained. She highlights the importance of continuous learning, curiosity, collaboration, and a growth mindset in successful salespeople. Tamara also discusses the challenges and strategies for building a go-to-market strategy, aligning sales teams, and scaling from 10 to 100 million in revenue. She emphasizes the need for clear customer-focused language, unified data sets, and strategic account planning. Tamara also advises early-stage founders on when to start building a sales team and the importance of resourcing different roles.
Keywords
sales, salespeople, training, go-to-market strategy, alignment, scaling, founders, early-stage, resourcing
Takeaways
- Successful salespeople possess traits such as curiosity, continuous learning, collaboration, and a growth mindset.
- Building a go-to-market strategy requires aligning sales teams, using customer-focused language, and creating a unified data set.
- Early-stage founders should consider starting with partners and channels before hiring a sales team.
- When scaling from 10 to 100 million in revenue, companies should avoid underfunding integration, focus on upselling and cross-selling, and prioritize strategic account planning.
- Clear customer-focused language, unified data sets, and strategic account planning are essential for maintaining alignment and scaling sales teams.
Titles
- Are Salespeople Born or Trained?
- The Importance of Clear Customer-Focused Language
Sound Bites
- "I was a born salesperson and I certainly did all the bookie sales."
- "People buy from people. It is a relationship."
- "Start with partners and channels before hiring a sales team."
Chapters
00:00 Introduction and Background
02:41 Are Salespeople Born or Trained?
09:24 Building a Go-to-Market Strategy
19:08 Strategies for Scaling from 10 to 100 Million in Revenue
28:32 Supporting Portfolio Companies with CRO Function
34:39 Maintaining Alignment and Scaling Sales Teams
36:46 Conclusion
Hosted on Acast. See acast.com/privacy for more information.