Sales Brief: Choosing sales over college, $1m ARR in two years, org charts, & more

Sales Brief: Choosing sales over college, $1m ARR in two years, org charts, & more

New week, new Sales Brief! This week we feature several pieces on the topic of startups, including some killer advice on selling your company from Steli Efti and Hiten Shah.

Also to do with startups is a follow-up piece from Lemlist CEO Guillaume Moubeche, sharing his journey from 0 to $1m ARR in only two years: what went right, what went wrong, and what he learned along the way.

If you're looking to sharpen your sales knowledge this week, definitely check out our latest in-depth guides on Sales Org Charts and Sales Analysis. Ready to dive into your brief? Let's look at this week's best sales posts.

Ultimate sales org chart guide (with awesome tools and templates)

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When you're part of a rapid-growing team or startup, scaling your team properly can be tricky. What if you onboard too few salespeople? You're not going to hit your targets. Too many? There goes your margins.

That's where a sales organizational chart can help. A sales org chart can provide a clear view of your sales structure and hierarchy. This comprehensive article covers everything you need to know about it: why it's useful, how it works, and the best tools and templates to use to create your own.


Improve your pipeline: Let sales control the flow of MQLs (why it matters and how to do it)

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The tried-and-true lead flow model is heavily reliant on Marketing: They generate new leads, score them, and the leads above a certain threshold become MQL (Marketing Qualified-Lead).

So what happens when your lead flow is disrupted? Without proper action, there's risk for fallout: Sales starts selling to unqualified leads, Marketing blames Sales for ruining their nurturing campaigns, and quarterly sales targets are in the dumps.

In this article, Saleshacker makes the case for putting Sales in control of the MQL threshold. When implemented carefully (and without nullifying Marketing's efforts), it can create a game-changing environment that'll improve your lead flow process and increase revenue.


From 0 to $1m ARR in less than 2 years and without any fundings


The CEO and founder of Lemlist, a company that offers tools for streamlining cold email campaigns, shares his journey from 0 to $1m ARR. No venture capital...and in less than two years.

This piece outlines Lemlist's approach for heading multiple big projects at the same time, and the pros and cons that come with it. Also covered are tips and advice for building a business without raising funds, reaching profitability quickly, and scaling a team without losing agility.


How to perform a sales analysis (step-by-step with methods & metrics)

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If you want to take a systematic approach to sales with little-to-no guesswork and optimal efficiency, you need to conduct sales analysis on the regular.

This article covers everything you need to know on sales analysis: Learn 9 different sales analysis methods, a 3-step process for performing analysis, and the top 10 KPIs you should be tracking. By the end of this article, you'll be ready to leverage the telepathic-like superpower that is sales analysis, and use it to optimize your sales process.


Want to sell your startup? Avoid these mistakes!


In the latest episode from The Startup Chat podcast, Steli Efti and Hiten Shah discuss how founders should go about selling their startup. This episode is particularly useful if you want an insider's perspective on startup acquisition — detailing the mindset you should have, what mistakes you should avoid, and how to approach negotiations. A lot of valuable advice in this one!


Why I chose sales over college


If you're struggling finding clarity or direction with your career as a salesperson, this is a good read. Some people are just wired for sales: the fast pace, the challenge, the journey...

The writer in this article explores his acceptance with choosing a career in sales over following the more routine route of going to college and getting a degree. Was it the right choice for him? Could it be the right choice for you?


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