In this episode of the Selling SaaS Podcast, host Duane Dufault welcomes Jakub Hon, the founder of SalesDock. Jakub shares his journey in sales, starting with his first position in a small company and eventually transitioning into the tech industry. He and a friend decided to start a sales outsourcing company for tech companies, which later evolved into a consulting business. Jakub provides insights on the challenges and growth opportunities for B2B SaaS companies, from launching and securing funding to scaling their businesses beyond founder-led sales. They emphasize the significance of formalizing and documenting the criteria and responsibilities for salespeople in a company. They stress the importance of clearly defining what the company offers and what the salesperson's responsibilities will be when hiring salespeople. This can be achieved by putting the criteria and expectations in writing. By formalizing the criteria, the company can ensure that all team members are on the same page and have a clear understanding of their expectations. This is particularly important when there are multiple founders or decision-makers in the company who may have different ideas. Putting the criteria on paper helps align everyone's expectations and avoids confusion or misunderstandings. Tune in for valuable perspectives and advice from Jakub's experience in the industry.
Duane Dufault and Jakub Hon discuss the importance of hiring individuals with a proven track record and experience in the industry. They emphasize that hiring someone who has already been successful in a similar role increases the probability of success for the company.
Jakub emphasizes the importance of establishing a solid foundation and process early in a business. They mention that many businesses struggle because they lack a clear process. Without a solid foundation, businesses may find themselves using multiple overlapping tools, leading to confusion. They may also struggle to keep track of important information, such as past interactions with prospects.
The process allows sales reps to focus on understanding the needs of the prospect rather than simply selling to them. This approach reduces haggling and negotiation and increases the likelihood of closing deals. Additionally, having a well-defined process in place can result in better business practices, leading to scalability and ultimately higher profits for the founder.
[00:01:15] Starting an outsourcing sales company.
[00:03:48] Different sales team skillsets.
[00:05:40] Type of salesperson for formalizing sales process.
[00:08:15] Finding the right sales stage.
[00:13:33] Scaling too quickly is a mistake.
[00:15:22] Scaling sales team effectively.
[00:17:04] Scaling company processes iteratively.
[00:20:32] Hiring for outbound sales experience.
[00:22:11] Technology and sales reps.
[00:26:10] Training vs. Tools for Sales.
[00:29:27] Pipeline cures all.
[00:31:49] Buyer intent and customer knowledge.
[00:33:25] Focusing on the prospect.
[00:36:13] Sales process and saving millions.
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