Here is a list of Content & Timings:
- 0:54–4:20 — Kristen talks about her sales career, how she met Joel Spolsky & Michael Pryor, the FogCreek days and how she eventually ended up as VP Sales at Trello
- 5:00–6:50 — Selling Trello in the early days and how the pitch has changed
- 7:20–12:10 — Kristen talks about Trello’s sales team, their culture, the importance of team cohesion, how they are structured and why
- 12:10–18: 50 — The evolution of Trello’s sales team — how and why the team transitioned from a “full-stack” sales model to role specialisation, and how that helped with scaling
- 18:53–21:00 — Kristen talks about “experiments” that did not work and lessons learned
- 21:00–22:45 — The importance of Sales Ops
- 23:00–24:15 — Kristen talks about recent growth and projections for the future
- 24:25–27:35 — Trello’s commission structure — from, simple to simpler — and why Kristen changed their initial commission structure
- 27:40–34:40 — The challenges of selling freemium products — why traditional qualification models such as BANT don’t work, what can reps do to create urgency and why there’s no sales “playbook” at Trello
- 34:50–38:45 — SMB vs Enterprise sales at Trello — sales cycle duration and how the process differs
- 39:00–42:15 — The challenges of managing a remote sales team and tips, and tools to make it work
- 42:15–45:00 — Lessons learned at Trello & Kristen’s best sales advice — the importance of being able to walk away
Heresy Beta