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Transcription Vlog: Discussing Top Sales and Marketing Mistakes with Michael Scholl

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Exploring Key Sales and Marketing Mistakes

Hello everyone! It’s Michael Scholl here, Managing Director at Your Sales Manager, coming to you from our base in Seattle, WA. Although it’s not sunny today, I’ve got some illuminating insights to share.

I recently came across a piece on sales and marketing mistakes, authored by SaaStr’s Jason Lemkin. He’s covered 15 of the most common errors in the field, but today, I’m going to focus on the ones that resonate most with our ethos at Your Sales Manager.

1. First off, I completely align with the idea that you shouldn’t hire anyone in sales who isn’t motivated by money. This is especially true for seasoned professionals who’ve reached a certain level of financial comfort.

2. A central theme in Jason’s article is identifying genuine sales talent. From my experience, there are many incredible salespeople who don’t fit the traditional corporate mold but are absolute gems in the field.

3. Jason mentions not hiring sales reps you wouldn’t buy from yourself. It seems evident, but you’d be surprised how often this principle is overlooked.

4. On the topic of premature hires, he speaks against bringing on a VP of Sales before scaling to two reps. I’ve seen the pitfalls of this firsthand.

5. The debate on sales quotas deserves a platform of its own, but for now, suffice it to say that unrealistic quotas can do more harm than good.

6. Another crucial point: different sales roles have unique requirements. For instance, inbound reps shouldn’t be expected to do outbound, and SDRs shouldn’t be burdened with closing deals.

7. Jason emphasizes the importance of hiring in pairs, or at least more than one rep at a time. This strategy can be a game-changer for startups.

8. A cardinal rule for founders: close at least 10 deals yourself before bringing in external sales reps. It’s invaluable for understanding your product and market.

9. Lastly, hiring based on brand names or ‘logos’ on resumes can be misleading. Big brand experience doesn’t automatically translate into success in different environments.

In wrapping up, these insights just scratch the surface of Jason’s comprehensive article. Each point he makes is a goldmine of information, and I highly recommend checking out the full piece.

If you’re interested in more insights or what we do, check out our Fractional Sales Leadership Services. Keep an eye out for my upcoming segment on sales quotas. Until then, take care and see you soon!