19 episodes

The podcast about building, scaling and managing high-performing sales teams.

For more great sales content, check out www.heresy.io

Heresy Heresy

    • Business
    • 3.7, 3 Ratings

The podcast about building, scaling and managing high-performing sales teams.

For more great sales content, check out www.heresy.io

    E19 - The Final Countdown

    E19 - The Final Countdown

    This is the final episode of the Heresy podcast.

    After a failed acquisition (company pulled out in the very last minute), we were left with no choice but to start winding down Heresy. In this episode, Dimitar sits down with his co-founder Svilen and senior frontend engineer and first employee Jack Otis Barker to talk about the journey they'd been on - the ups, the downs, the lessons learned as well as the things they would do differently.

    • 1 hr 29 min
    Heresy E18 - Farlan Dowell, VP Sales @ CleanShelf on $0 to $10M in ARR 🚀

    Heresy E18 - Farlan Dowell, VP Sales @ CleanShelf on $0 to $10M in ARR 🚀

    In this episode of the Heresy podcast, Dimitar speaks to Farlan Dowell. Farlan is a sales pro & leader, but in reality what he brings is much more comprehensive approach to repeatable revenue.

    He has 15 years of startup experience in early stage B2B Saas companies. He currently serves as VP Sales at CleanShelf. Previously he was the VP of Sales at RainforestQA, where he increased ARR from $300k in founder-led sales to $10M ARR, increased ACV from 10k to ~100k, and built a 25-person sales team that continues to grow.

    In the past he’s held positions as the VP of Sales at Upsight and most recently has consulted for a number of companies including Replicated, Test.ai, and Kloudless. He’s interested in helping early teams find product market fit and scale rapidly while avoiding common mistakes developer companies make.

    • 37 min
    Heresy E17: Andrus Purde [Founder @ Outfunnel | Former CMO @ Pipedrive]

    Heresy E17: Andrus Purde [Founder @ Outfunnel | Former CMO @ Pipedrive]

    Andrus Purde is the founder of Outfunnel - a marketing automation tool that's friendly to your CRM.

    Andrus is a seasoned digital growth marketer, with over 20 years of experience. Before starting Outfunnel, Andrus served as the CMO at Pipedrive, the leading CRM for small businesses. He was one of the very early employees and was responsible for the company's rapid user acquisition. Andrus joined Pipedrive from Skype where he held various digital marketing roles both in Tallinn and London.

    In this episode of the Heresy podcast, Andrus talks to Dimitar about his increasing discontent for cold email and why he thinks we are all, slowly but surely, killing email as a channel.

    Andrus also shares his very own framework for determining which marketing channel would be best suited for your business - an absolute MUST-listen to any founder and/or marketer at early stage companies trying to decided what might work best for their business.

    • 20 min
    Heresy E16: Josh Allen, CRO @Drift, talks about Hyper-growth

    Heresy E16: Josh Allen, CRO @Drift, talks about Hyper-growth

    On this episode of the Heresy podcast, Dimitar is joined by Josh Allen - Drift's Chief Revenue Officer.

    Josh talks about his journey in tech, from LogMeIn and CarGurus to his current role at Drift, and shares lots of practical advice on managing hyper-growth.

    If you want to know what going from $40M to $400M feels like and why it's absolutely normal to wake up in the middle of the night "feeling like your hair is on fire", this is the episode for you!

    Last but certainly not least, if you are planning on attending Drift's Hypergrowth conference in London, be sure to use promo code HERESY for 50% off tickets for the London event in June!

    You can buy your ticket here: https://hypergrowth.drift.com/register/london

    • 43 min
    Heresy E15: Jeremey Donovan, SVP Sales Strategy @ SalesLoft

    Heresy E15: Jeremey Donovan, SVP Sales Strategy @ SalesLoft

    In this episode of the Heresy podcast Dimitar speaks to Jeremey Donovan, SVP Sales Strategy at SalesLoft - the world's leading sales enablement platform.

    Jeremey shares lots of tactical advice and best practice around engaging prospects, including:

    - How long your emails should be;
    - What are the most engaging subject lines;
    - How to achieve a 5x increase in your reply rates;
    - How to use video in your outreach and much more

    The episode is an absolute must-listen to anyone on Sales Enablement/Development!

    • 38 min
    Heresy E14: Jason Lemkin's guide to building a SaaS sales machine

    Heresy E14: Jason Lemkin's guide to building a SaaS sales machine

    In this episode of the Heresy podcast, Dimitar speaks to Jason Lemkin - CEO & Founder at SaaStr, serial entrepreneur and investor.

    In the first part of the show Jason talks about his early career, how he ended up in SaaS, his first two exits and the lessons he learned from them.

    In the second part of the show, Jason gives a no-BS, practical advice on building and scaling a high-performing sales machine. Topic covered include:
    - The importance of founder-led sales
    - Why in SaaS the founder should close at least 10 deals before hiring any salespeople
    - What should you look for in your first Account Executives (and what to avoid)
    - When is the right time to hire a VP Sales
    - The different "flavours" of VP Sales - which one to hire when
    - Should you hire a VP Sales or VP Marketing first
    - When should you start building your Customer Success team
    - Jason's best sales advice

    • 55 min

Customer Reviews

3.7 out of 5
3 Ratings

3 Ratings

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