How Fast Growth Tech Companies Can Hire and Keep the Right Sales Talent

Posted by ZS Editors on Mon, Jun 03, 2019

For quickly expanding tech companies, hiring and retaining the right sales talent, and scaling teams to accommodate growth, can be a challenge. Germain Brion, vice president of sales at Chargebee, helped the company’s sales team, which is based in San Francisco and Chennai, India, grow from three to 55 people over his three years at its helm. Kyle Heller, ZS’s high-tech industry lead, caught up with Brion to discuss how Chargebee built a high performing sales team, his plans for continued growth as the company expands and his advice for other tech companies on hiring and retaining the right salespeople and motivating them to be successful.


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Teaching New Dogs Old Tricks: How to Enable Outcome-Based Selling

Posted by John DeSarbo on Thu, Oct 06, 2016


Leon Wei and Samuel Yeung co-wrote this blog post with John DeSarbo.

This post is the fifth in a seven-part series examining top trends that are reshaping the high-tech industry.

The concept of selling outcomes is anything but new. Some of the first recognized “salesmen” in the U.S. were peddlers who traveled from town to town offering a variety of goods to frontier families. Many of these early traveling sales reps offered cure-all elixirs that promised to remove the aches and pains of rural life. The most successful hucksters focused on selling the benefits of their potions and spent little time discussing the unnamed ingredients in their products, which, unfortunately, were often harmful substances such as lead and mercury.


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