03:33

Advice for people getting into startups - Sam Jacobs

02:46

Building a sales community in New York - Sam Jacobs

02:39

Defining successful competition in a sales organization - Marc Jacobs

01:36

How did Greenhouse get such a large market share? - Marc Jacobs

01:35

Going upmarket: re-train or re-hire? - Marc Jacobs

01:48

How to find and interview managers - Marc Jacobs

01:24

How do you interview AE's? - Marc Jacobs

02:26

Moving from automation to personalization in sales - Marc Jacobs

02:13

What are the biggest challenges you have faced? - Marc Jacobs

01:45

Best practices for a cold email campaign - Marc jacobs

03:06

Staging and pricing - Marc Jacobs

01:34

How to build a scalable sales machine - Marc Jacobs

01:14

How do you interview SDR's - Marc Jacobs

01:45

Sales methodologies and how to get sales team to use them - Marc Jacobs

02:47

How to approach promotions - Marc Jacobs

01:58

How to evaluate a previously successful seller - Marc Jacobs

01:38

How to structure comp to drive revenue - Marc Jacobs

04:49

Intro and the process of growing a team from 7 to 70 - Marc Jacobs

02:49

How does marketing help the sales organization? - Marc Jacobs

01:29

What does the lifespan look like for SDR's and setting expectations - Marc Jacobs

01:51

Dealing with competition in the industry - Marc Jacobs

02:31

Balancing the amount of personalization - Marc Jacobs

03:15

Evaluating a market before selling - Emmanuelle Skala

04:19

Additional skills a salesperson should have - Emmanuelle Skala

04:31

Figuring out what channels to go after - Emmanuelle Skala

02:59

Choosing the right startup to join - Emmanuelle Skala

03:46

Building culture - Emmanuelle Skala

04:12

Building trust through peers and experience - Emmanuelle Skala

02:43

Using existing customers for referrals - Emmanuelle Skala

05:39

Intro and how did you get into sales - Emmanuelle Skala

05:58

Effective structure for capturing referrals - Emmanuelle Skala

05:34

Product-led and Freemium models - Emmanuelle Skala

03:15

Why are the days of top-down over? - Emmanuelle Skala

01:47

Balancing training, meetings and selling - Emmanuelle Skala

04:16

What is the future of the predictable revenue model? - Emmanuelle Skala

06:39

Mid-market vs. Enterprise sales teams - Emmanuelle Skala

03:02

Ativating channel sales - Emmanuelle Skala

04:59

Tips for developing sales talent - Emmanuelle Skala

02:37

How to approach procurement - Emmanuelle Skala

01:14

Marc Jacobs - VP Sales, Greenhouse; How do you interview SDRs?

01:58

Marc Jacobs - VP Sales, Greenhouse; How do you interview sellers with previous success?

01:34

Marc Jacobs - VP Sales, Greenhouse; How did you go about building a sales machine?

04:49

Marc Jacobs - VP Sales, Greenhouse; Growth from 7 to 70 team members

41:00

Marc Jacobs, VP of Sales - Greenhouse, Building the Sales Machine

04:51

Kiva Kolstein - CRO, Handshake; How do you get your teams to practice selling?

05:43

Kiva Kolstein - CRO, Handshake; How does selling change when you have a lot of marketing?

05:22

Kiva Kolstein - CRO, Handshake; How do you motivate middle of the pack sellers?

01:13

Kiva Kolstein - CRO, Handshake; Organizing prospects for a sales team

02:00

Kiva Kolstein - CRO, Handshake; How to train enterprise sellers to manage pipeline

03:18

Kiva Kolstein - CRO, Handshake; What KPIs should you focus on?

01:51

Kiva Kolstein - CRO, Handshake; Targeting low hanging fruit or longer sales cycles?

02:48

Kiva Kolstein - CRO, Handshake; Navigating a sale to a large, complex organization

04:51

Kiva Kolstein - CRO, Handshake; How to think about specialization and territories

00:52

Kiva Kolstein - CRO, Handshake; How important is the sales software used in an enterprise sale?

03:29

Kiva Kolstein - CRO, Handshake; Sales Choreography , how do you orchestrate the perfect sale?

01:51

Kiva Kolstein - CRO, Handshake; How do you accelerate sales training in the first 6 months?

05:49

Kiva Kolstein - CRO, Handshake; How do you build an enterprise sales team?

01:10

Kiva Kolstein - CRO, Handshake; What's important in the first two weeks of sales training?

02:51

Kiva Kolstein - CRO, Handshake; What traits do you look for when hiring sellers?

01:07

Kiva Kolstein - CRO, Handshake; What type of enterprise sellers should you hire and when?