Adaptation Is At The Heart of Technology Scaleup Success

"Things are slow to change, especially in sales" - Max Altschuler #MaxAltschuler discusses his journey though several start ups and #scaleups that have achieved #hypergrowth - Udemy, SaaStr, CMX Media, SUTRA, #SalesHacker, #Outreach - he's a serial investor, podcaster, author of #CareerHacking and #SalesEngagement and a member of the #RevenueCollective We discuss what it's like going through every sated of the #ScaleupLifecycle, from start up, through series A, B, C, hypergrowth, trade sale and IPO Max explains the importance of clarity, visibility and accountability, why automation especially in the sales process is vital to make sure you are not wasting leads, taking too long to respond and you are maximising your revenue potential. He emphasises the importance of a clear plan that delivers sales and marketing integration so the customer experiences a high degree of responsiveness. He discusses the pressure to hire well and hire fast which can feel like contradictory pressures which is why recruitment is a full time responsibility for managers. You need systems for attraction, qualification, interviewing, assessment, pre-onboarding, onboarding, training and coaching. And you need to hire people who accept that change is a constant in fast growth tech scale ups. The pressure this places on management is massive. Adaptation must be supported by the right technology, the right systems and the right culture. Coaching is a constant thread for all salespeople at every level. No one has an excuse for coming out of Covid with a more efficient, better trained organisation. Max makes the point that even if your sales are down you should be using this time to make sure that your close rates are better when you come out of it. This is a great time for improving your communication channels with prospects and customers, doing your research, building trust channels. Contact Max: linkedin.com/in/maxaltschuler Websites saleshacker.com  (Company Website) maxalts.com/  (Personal Website) TwitterMaxAlts SalesHackerConf  -- Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1   #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086   The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065