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Dionne Mischler is a sales expert. She is the CEO and Founder of Inside Sales by Design, which helps companies to be “deliberate, intentional, and successful”. Aside from that, she is also the Founder of Sales Enablement Society.

In this podcast episode, the main focus is on how you can hire the best people for your sales team and when you should scale it up as a startup selling company. Scott and Dionne tackled a wide range of topics:

• How to hire and when to hire;
• How and when to scale up your sales team;
• All kinds of really specific practical tips and frameworks that you can use;
• Understanding and being clear about your view of time versus your customer’s view of time;
• How to map out a customer’s organization;
• The signals you can use to identify when you should be ramping up your sales team; and so many more

Podcast Notes:

5:37 – Why Dionne chose the appendage “…by Design”, why “Inside Sales by Design”

9:00 – Scalability of Inside Sales by Design

12:00 – The importance, process, and options in conducting market validation

18:45 – Why I do what I do at SalesQualia

20:53 – Dionne’s presentation “Plan Your Work, Work Your Plan”; Different views of and approaches to time

31:05 – Sales process; the importance of good customer experience; how we can keep our current customers

35:17 – How we can influence people’s perspective on time; our ideal customer

41:57 – Account-based Sales Development; what you should do in using the account-based approach; who’s who in the zoo

53:54 – Mistakes people commit in hiring more people for their sales team; Realistic revenue expectations, underestimating how hard it is to find good talent

58:50 – Signals that tell whether or not you are ready to ramp on your sales team

Websites mentioned:

Dionne Mischler’s LinkedIn profile: www.linkedin.com/in/dionnemischler

Inside Sales by Design: http://www.insidesalesbydesign.com/

Sales Enablement Society on LinkedIn: www.linkedin.com/company/15155218