Heresy

What changes when a company goes from private to public? Alan Kenny, GM Europe at Mimecast, shares the hard-earned sales lessons that rarely get talked about. We dig into: What salespeople and managers really need to know during hypergrowth The leadership mistakes Alan would go back and fix How to stay effective as the org scales and complexity kicks in Practical advice for navigating growth from...

Just days before Atlassian’s $425M acquisition of Trello, we sat down with Kristen Habacht, VP of Sales, to unpack what it really takes to build and scale a freemium SaaS sales org. We cover: How Trello’s sales team evolved from full-stack to role specialization Why they simplified their commission structure The realities of selling a freemium product—and why BANT doesn’t work Managing remote sale...

What does it take to build a “full-stack” sales team from scratch? Jeff Szczepanski, COO of Stack Overflow, shares the company’s 3-phase GTM model and how it stacks up against Aaron Ross’s Predictable Revenue approach. We also dig into: Designing effective sales comp plans Scaling from founder-led selling to a full GTM org Why Stack Overflow did things differently A must-listen for sales leaders,...