AMA: Zip Sr. Director of Sales , Michael Buscemi on Establishing the Sales Function

Assuming you are maturing from founder led growth, once the founder has more than 6 direct reports. AND, you think you don’t need founder involved in each deal.

Join as many calls as possible in as little time as possible. Learn and map to whatever process you subscribe to. In my experience, it’s best to co-build this process wit...

It’s not necessarily a surprise but it’s always eye opening how much there is to build when you get into the weeds. You tend to think there is more built than actually ex...

LOVE this question. Map the customer journey. I’ll say it again. Map the customer journey. When do they go live, when do they see value & how, when can they upsell, e...

This is a good one! Many ways to answer this one. You have to ask yourself:How important is this to the business, my team or myself? Who will benefit the most - business ...

Great question. This is becoming increasingly hard in tech. The “next best thing” is always around the corner! I think there are a few fundamental things that retain top ...

Great question and I believe this depends on the maturity of your business. If you’ve already established and perfected pre and post sales you have a single owner over pr...

This is so hard. The best way to do so is to make sure your sales team understands what a good customer looks like. What a good customer looks like.What are the typical p...

I’ve only worked at “small companies” or what would be considered small vs a large enterprise. Based on that experience, small orgs move fast, iterate and are nimble. The...