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AMA: InVision VP, Global Sales, Brian Tino on Scaling a Sales Team
January 25 @ 11:00AM PST
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InVision VP, Global Sales, Brian Tino on Scaling a Sales Team
Top Questions
Brian Tino
AlphaSense Director of Strategic Sales, EMEA • January 26
Good question! I evaluate every sales candidate who is interviewing to join my team on the same 3 criteria: 1. Sales Skills & Knowledge - key expertise & skills required to be an effective salesperson (ex. conversation generation, discovery, relationship building, business case construction, m......Read More
1263 Views
4 requests
Brian Tino
AlphaSense Director of Strategic Sales, EMEA • January 26
When you are the first sales leader at a company establishing the function, you're going to constantly battle the demands on your time. Personally, I tend to use a mixure of the Eisenhower Matrix combined with ruthless diligence of writing down my Top 3 priorities for the quarter, the week, and t......Read More
1809 Views
1 request
Brian Tino
AlphaSense Director of Strategic Sales, EMEA • January 26
Good question! When it comes to motivation, at any stage & maturity of a sales organization, you need to make sure: 1. Purpose - your sales team understands the mission & objectives of the organizations, feels connected to the purpose of what you are trying to acheive, and most importantly, ca......Read More
1327 Views
1 request
Brian Tino
AlphaSense Director of Strategic Sales, EMEA • January 26
In my experience, communicating the performance & progress of your sales team to the company helps to connect all employees to the mission. It can create transparency into the health of the business, aligns individuals within the company more closely to the voice of the customer, and enables you ......Read More
983 Views
1 request
Brian Tino
AlphaSense Director of Strategic Sales, EMEA • January 26
In my experience, two of important KPIs that most sales teams miss are: * Number of purposeful conversations * Number of experiments And it makes sense because both of these metrics harder to 1) define and 2) measure over time. However, if done well they can be can be two of the biggest unloc......Read More
1932 Views
1 request
Brian Tino
AlphaSense Director of Strategic Sales, EMEA • January 26
Good question! Taking a sales function up market in an existing business can be one of the most challenging but lucrative transformations of an organization. Often in the early days of your business and go-to-market motion you'll tend to focus on smaller, more nimble customers to validate your pr......Read More
1477 Views
1 request