1. The Next Web 2012: Hiring Your First Salesperson... And How To Not Mess It Up When You Do Kyle York Chief Revenue Officer @kyork20 | @dyninc #tnw2012| #GetSomeIaaS

2. What Im Selling You Today How I became a first salesperson 12 Steps to Building The Sales Machine How three companies are working with this and are still improving the process Five things you need to do before you hire that first salesperson 3. Who is @kyork20? Chief Revenue Officer at Dyn, started in 2008 Today: nearly 150 employees, 60+ in sales, marketing, client services, 3 worldwide offices, revenue bookings of $35+ million in 2012 Advisor, Investor, Entrepreneur in Manchester, NH: Incutio, 1band 1brand, trendslide, Carrier Pigeon, Catchpoint, GY&K Marketing and more Im still learning and figuring it all out 4. My sales career began at WhippleHill, but it took a while to get the gig. Youre not worth $1/hr. Ladder Climbing: Intern Marketing Assistant Biz Dev Rep Inside Sales Outside Sales Regional Director of Sales 5. 12 Parts To Build The Modern Well-Oiled Sales Machine Executive buy-In Sales leadership Go-to market strategy The pitch Bag of tricks Sales process Forecasting & pipeline Pricing strategy Compensation plans Quota models Sales team structure Hiring road map TAKE AN INSTAGRAM WE DONT HAVE TIME!!!!!! - @kyork20 6. Dyn The Pitch Create foot soldiers Tell the story consistently Ensure your audience buys in, relates and become advocates for your brand We put a sign-up link on our website, but no one is buying our enterprise product. We hired two experienced sales guys, but they cant sell. 7. What do you do when the CEO/founder is the best at everything? You dont always get it right the first time Consultative premium enterprise approach Hard to advise when no sales leader in place They are trying to find the right sales leader careers@catchpoint.com No one can sell our services better than our founding team. We are so experienced and passionate. 8. Established passionate micro/SMB customer base Sales activity historically inbound only. Users want human interaction during the process, creating product comfort, deeper engagement, loyalty Heavy focus on account development, consultative sales and coaching to use the product better Do we say we have a sales force vs. we dont have a sales force? 9. Before You Hire, Take Care Of These 5 Things 1. Executive buy in and sales leadership 2. Sales people need comp plans and quota models 3. The bag of tricks: case studies, references, pricing plans, contracts 4. Well-rounded: not just a sales guy/gal. Account management, project management, brand advocacy 5. Honesty, Passion & Persistence. Ensure hires fit into the company culture and work hard for the brand 10. Final Takeaways Everyone must be in sync Hire someone who can grow with you Get The Pitch down Know what you dont know Use your resources Your founder isnt (and is!) your best sales guy Keep trying. Were all still figuring it out #GetSomeIaaS #TNW2012 11. The Growth Engine Formula Launched in late 2011 at our yearly sales retreat, this is a collection of sales and culture blogs. For a copy of Dyns Growth Engine Formula book, email kyork@dyn.com or follow/request on Twitter @kyork20. QUESTIONS? COMMENTS? Lets sell.