About the speaker

Kent Holland

VP Sales, Copper

Kent leads Copper's Global Sales Organization. Prior to Copper, Kent was a business development leader at Box, helped drive new product launches and sales strategy at LinkedIn, and started his career in the strategy and operations consulting practice at Deloitte.

Podcast description

In this podcast, Kent has poured his insights on the following:

Designing a sales organization (and GTM motion) to optimize for efficiency and customer experience

Personalization at scale vs. volume outreach

Identifying and focusing on the right (consolidated) set of KPIs

Driving improvements in MQL: Win rate

Building an engaged and effective startup sales team

Listener Notes

• 03:00 - Sales process at Copper
• 09:15 - Differences and similarities between SMBs and Enterprise sales motion
• 14:30 - Outbound for Enterprise and Inbound for SMBs. Fair to say this?
• 18:20 - How to stand out from email clutter?
• 22:10 - Personalization at scale vs volume
• 25:10 - How do we know if our messaging is resonating with our audience?
• 27:50 - What KPIs inform your success?
• 29:30 - Breaking down the KPIs
• 31:40 - SQL to SLA drop: What’s causing this?
• 33:20 - How to build a successful startup sales team?
• 42:50 - With GDPR kicking in. What are the ways you are getting in your leads?
• 44:20 - Playbook for sales success
• 47:20 - How Copper CRM is different from Salesforce CRM