Scaling B2B Sales: how to build a revenue rocket ship

Foreword

Scaling B2B Sales

You learn a lot going from $0 to $50mm ARR in five years. Justin D. Welsh introduces this guide and explains how a strong support network can make all the difference.

Justin Welsh is the former SVP Sales at PatientPop where he led the company to $50m in recurring revenue and scaled the number of sales employees to 150. After finishing his role as the SVP of Sales, Justin Welsh acted as the interim Chief Revenue Officer, and he later phased out as a Strategic Advisor.

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Chapter 1

Pipeline management: getting real about deals

Building a pipeline from scratch is no mean feat - but how do you make it robust enough to scale? Get the inside story from Cognism's target-destroying CRO.

Nazma Qurban is a Co-founder at Flooencer, an end-to-end solution for B2B influencer marketing. Nazma is also an advisor at Screenloop, and the ex-CRO at Cognism, where she joined as the first employee and toom the business to $10m in revenue growth. Nazma regularly contributes as a thought leader, appearing as a speaker at Sales Confidence events, SaaStr Europa, SaaStock, and on various podcasts.

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Chapter 2

The playbook: the blueprint to your money machine

Trying to scale sales teams is still a massive challenge when growing a business. Learn how a playbook can make all the difference.

Ben Wright is a strategic business leader with more than 25 years of experience within the B2B tech industry, most recently as GTM Partner at Crane Venture Partners, and as the Director of Ben Wright Consulting. Throughout his career, Ben has been credited with helping over 100 early stage VC-backed companies to increase their revenue and market share.

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Chapter 3

Scaling outbound: from nowhere to somewhere

Succeeding in outbound is the fastest way for a startup to gain the market visibility it needs to scale up successfully. Achieving traction in outbound is difficult - but not impossible.

Ananda Mele is Head of Sales at i-surance AG

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Chapter 4

Reporting, analytics & KPIS: how to design for scale

Explore how to design for scale and create a sales powerhouse using reporting, analytics and KPIs to drive smarter business decisions that take growth to the next level.

Dean Eggleton is the SVP Revenue Operations at Pleo, and was previously the VP of Global Revenue Operations at Cybereason. Dean is an experienced startup executive and has a wealth of experience helping international businesses scale rapidly. Day-to-day, Dean delivers the sales strategy for businesses and works closely with cross-departmental leaders to drive more efficient processes.

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Chapter 5

Scaling contract process: how to close 1000 contracts a month

Learn how to optimise one of the most fundamental sales processes, in order to drive business growth, scale quickly, and delight your customers in the process.

Richard Mabey is the CEO and co-founder of Juro, the intelligent contract automation platform. Under his leadership, Juro has scaled rapidly, backed by $38 million in venture funding from prominent investors including Eight Roads, USV, Point Nine Capital and Seedcamp, and the founders of companies like Indeed, Gumtree and Wise.

Richard trained and qualified at Freshfields Bruckhaus Deringer, working as an M&A associate in London and New York. He gained an MBA from INSEAD, and then spent time at LegalZoom, learning to build legal tech products.

Frustrated by the manual legal processes that slow down businesses, Richard co-founded Juro in 2016, with a mission to help the world agree contracts faster. Beyond Juro, he hosts the "Brief Encounters" podcast, makes angel investments, and supports other ambitious ventures from the boardroom. Richard is a Fellow of the RSA, an adviser to The Entrepreneurs Network and sits as a Non-executive Director of Bright Blue.

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Chapter 6

Performance management: finding and managing tomorrow’s sales leaders

How do you make the best judgement calls in a field that's so unpredictable, and how do you master performance management in a fast-paced environment?

James Ski is the CEO and Founder of Sales Confidence, an organisation set up to help individuals enter and prepare for the sales profession. In his role, James has supported businesses like Salesloft, Zoominfo, 6sense and Demandbase to hire into a variety of sales roles.

James was previously a director at LinkedIn. He advises companies on hiring, upskilling and scaling sales teams, specifically in SaaS.

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