Sell Like A Leader – Episode 14

In this episode, we dive into:

– Measuring enterprise sales performance: Managing different levels of performance, understanding the plan and filling gaps, weekly activity sharing for reflection and self-assessment, and monitoring through the right metrics.

– Scaling enterprise sales teams: Focusing on relationship mapping and structuring territory, standardizing decisions to streamline the process, identifying parallels with competitors, and maintaining a good culture while keeping an eye on the sales metrics that matter.

– Rapid Fire Q&A

About David Rubinstein

David Kreiger chats with David Rubinstein, a seasoned sales leader with 15+ years of experience. He started building sales teams at Gen Video before scaling operations at Salesforce for 6 years. He grew the team from 5 to 50 while boosting revenue from $75M to $250M at Outreach and oversaw a team of 50+ driving sales, solutions, operations, and enablement at Kustomer. Now, he is the SVP of Sales at Spark.

Podcast Key Takeaways

  • Identify and target specific personas: Rubinstein emphasizes the importance of creating catchy acronyms to help sellers remember and focus on key Personas. This approach fosters accountability and streamlines the sales process.
  • Manage performance through sales metrics that matter: Understand your sales plan, fill gaps in strategies, and focus on helping struggling sellers develop their own approaches rather than mandating activities. Encourage sellers to share their weekly activities to drive pipeline, promoting reflection and self-assessment.
  • Adapt to changing dynamics in enterprise sales: With the shift away from in-person meetings and the increasing infusion of AI, differentiation through face-to-face interactions becomes crucial.
  • Maintain culture while scaling sales teams: Rubinstein shares his structured approach, focusing on ensuring sellers make money, learn and develop skills, and feel good about their impact and respect within the team.
  • Master the skill of creating structure: Rubinstein advises everyone in sales to develop an operating rhythm for success, leveraging relationship mapping, understanding company performance, and creating hypotheses to guide prospect interactions.

Connects

Connect with David Rubinstein: https://www.linkedin.com/in/daverubinstein

Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger

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