Today, we welcome Leslie Venetz, Founder of Sales Team Builder. She is a 3x Head of Sales and the founder of Sales Team Builder. As a top-performing B2B sales professional and people leader, Leslie has built elite sales organizations with buyer-centric sales teams.

Leslie digs into the training and coaching needed in a renewal-based business, as well as the KPIs they look at in their sales team. She provides actionable advice on improving emails and shares how she grew her SDR team using frameworks rather than scripts. Leslie also talks about how critical the first hire is to the success of the business and fine-tuning the ICP.

Takeaways

• Emails must be short and hyper-personalized with advantages, not features.
• Take advantage of free resources that connect you with folks who have been in the sales game longer than you for external perspective and community.
• Books to read: The Name of the Wind by Patrick Rothfuss, The Transparent Sales Leader by Todd Caponi, The Challenger Customer by Brent Adamson
• KPIs for a renewal-based business are based on clients who are most likely to renew, so look at which industries and revenue bands are most likely to continue, and if they are renewing flat or with an increase.

Quote of the Show

"If I could pick one [KPI], it would be the number of qualified meetings kept. I think that's a pretty solid one, it sits in the middle of the funnel. It's pretty quickly after some of that marketing, and sales dev activity, but it's right at the beginning of your AE picking it up before that handover. I think that's an incredibly important one assuming that we're in a renewal-based business." - Leslie Venetz

Connect with Leslie in the links below:

• LinkedIn: https://www.linkedin.com/in/leslievenetz/
• Website: https://insidesalesteambuilder.com/

Ways to tune in:

• Amazon Music
• Apple Podcast
• Spotify
• Google Podcast
• YouTube: https://youtu.be/6KEho9RSaHs