AMA: UserTesting VP of Sales, Katie Harkins on Scaling a Sales Team

For complex features, I recommend flash carding like you're in high school and listening to successful recorded call. This can be on an individual basis or in a group zoo...

Sales updates can be done via slack or teams. We also have done weekly sales huddles every Monday at 9am PST to start the week strong. I've also done bi-monthly email upd...

I personally think verticalizing a sales org died when COVID hit. If you had a hospitality and tourism vertical - they were bleeding big time when the world was shut down...

#1 Need = REVENUE. Never forget that. Do everything in your power to exceed your number, everything comes after that. When you're the first sales leader at a company you'...

My old CRO use to say, "If your territory isn't shrinking or the company isn't hiring - you're at the wrong company." I love this mindset. As your company grows and scale...

Email Templates based on vertical & title you're selling to (Outreach or Sales Loft) SFDC Dashboards to track accountability metrics Closed Won Recorded Call Librar...

I love shared KPIs with Demand Generation. We're all on the same team. If marketing doesn't bring in the leads, sales teams are turning to outbounding which elongates sal...

I highly recommend doing a deep dive on understanding the landscape of the product or service you're about to sell. Take the time to thoroughly understand the products or...

#1 - Hire strategically SDRs? BDRs? Solutions Consultants? AEs? Sales Managers? RevOps? All these roles internally should have a specific focus and set of responsibilitie...