Posted on twenty second June 2022 by hstebbings1
Zhenya Loginov is the CRO @ Miro, the main visible collaboration platform that helps convey groups collectively and meaningfully improves the way in which folks work. At Miro, I run the go-to-market group of 700+ folks throughout 11 world workplaces. Previous to Miro, Zhenya was the COO @ Section the place he constructed and ran the worldwide go-to-market group of 200+ folks, expanded the product-market match into the Enterprise and grew income 6x, resulting in their acquisition by Twilio for $3.2Bn. Lastly, earlier than Section, Zhenya led a 100-person group at Dropbox throughout quite a few completely different practical areas.
In Right this moment’s Episode with Zhenya Loginov You Will Be taught:
1.) Entry into Gross sales as an Outsider:
- How Zhenya made his means into gross sales as an outsider and got here to be one of the highly effective income leaders in the present day with Miro?
- What are 1-2 of the largest takeaways for Zhenya from his time at Section and Dropbox? How did they influence his mindset in the present day?
- Why did Dropbox not win the enterprise once they had the prospect? What errors did they make?
2.) The Gross sales Playbook: What, Why and How:
- What does “the gross sales playbook imply to Zhenya?
- Does the founder should be the one to create the gross sales playbook?
- What are the indicators that the founders wants to usher in their first gross sales rent?
- Ought to this gross sales rent be a gross sales chief or extra junior gross sales rep?
- Is is feasible to run a PLG and enterprise gross sales movement on the identical time within the early days of the corporate?
- What do many founders misunderstand when considering adopting an enterprise gross sales technique?
3.) Hiring the Staff:
- How does Zhenya construction the interview course of for brand new gross sales hires?
- Zhenya spends 5 hours with every candidate, what does he look to get out of every assembly?
- How does Zhenya break down the standards for what he needs to see? What are some examples of this?
- How does Zhenya check to find out if the candidate has these standards? What questions does he discover to be most revealing? Why does Zhenya discover case research to not be helpful?
- How does Zhenya use interview panels to make sure he makes the suitable hiring choice? Who’s on the panel? At what stage do they meet the candidate? How does Zhenya like to make use of the panel?
4.) Laying the Groundwork: The Onboarding Course of:
- What’s the proper option to construction the onboarding course of for all new gross sales hires?
- What are some early indicators {that a} new gross sales rent shouldn’t be working?
- What can gross sales leaders do to make sure new reps get “early wins” on the board?
- What can management do to make sure the gross sales group has good cross-functional communication throughout the org? What works? What doesn’t work?
- What are a few of the greatest challenges of working a distant gross sales group?
