Do you really understand sales? Learn how great startups grow from founder led origins to dynamic regional teams while maintaining a shared company DNA.
In this episode, sales team hyper-scalers Matt Loop (Rippling, Slack, LinkedIn, Salesforce) and Matt Plank (Rippling, Zenefits) explain how to build a sales team that doesn't suck.
Matt, Matt, and Yaniv discuss:
- Culture Club: Why early stage founder-led sales should give way to a scalable sales team aligned around your company culture.
- Going Global: The importance of understanding local markets and maintaining effective communication and trust within the team as your startup expands internationally.
- Ripple Effects: How sales and product teams collaborate at Rippling to deliver on their goal – automating back-office work so that other companies can focus on their core missions.
00:00 Intro
01:24 On Today's Show
01:57 Guest Introductions
03:09 Defining Sales and Revenue
05:12 Transitioning from Founder-Led Sales
08:11 Building the Foundational Sales Team
11:04 Homegrown Talent and Sales Culture
12:26 Hiring the Right Sales Leader
14:59 Challenges in Scaling Sales Teams
30:27 Global Expansion Strategies
31:51 Navigating Cultural Norms in International Markets
32:37 Challenges in Product Localization
33:41 Importance of Local Networks
34:51 Common Mistakes in Market Expansion
37:58 Leadership and Team Dynamics
39:13 Ensuring Global Teams Are Heard
40:35 Building Trust and Communication
45:39 Product vs. Sales Tension and Collaboration
53:22 Rippling's Mission and Vision
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Key links
The Startup Podcast is sponsored by Rippling. Rippling is a single all-in-one platform for your global workforce, covering HR, IT, payroll, expenses, and more. For a TSP listener offer of 3 months free, go to www.rippling.com/tsp.
Get your question in for our next Q&A episode: https://forms.gle/NZzgNWVLiFmwvFA2A
The Startup Podcast website: https://tsp.show
Learn more about Chris and Yaniv
Work 1:1 with Chris: http://chrissaad.com/advisory/
Follow Chris on Linkedin: https://www.linkedin.com/in/chrissaad/
Follow Yaniv on Linkedin: https://www.linkedin.com/in/ybernstein/
Editor: Justin McArthur https://www.linkedin.com/in/justin-mcarthur
Intro Voice: Jeremiah Owyang https://web-strategist.com/
#startup #founder #hiring #culture #sales #rippling
