Building the Sales Machine Event: Bryan Rutcofsky from Yext

by Eric Friedman

We recently hosted another Building the Sales Machine event at Foursquare HQ and it was great to see so many people working on building sales and revenue from NYC and other great places.

A big thanks to Bryan Rutcofsky from Yext for coming out for a great Q&A session about the early days, and getting tactical for the audience about how to build and retain a sales team.

We covered a broad range of topics including;

Validating a sales model
Going from 1 salesperson to 2 and scaling up
When the right time to outsource a sales team
Where to spend time
Deciding who to sell to
What sets top performers apart

Any many more!

We are trying something new this time and editing the videos breaking apart each question into its own piece of content.  Taking the nod from Gary Vaynerchuk we are putting out a TON of short form videos from the events with each question and answer being the content.  Instead of having to sit through the entire thing we can go deeper on each question and share short form Q&A (usually a minute or so) which is better for everyone.

Starting with; How do you determine KPIs set milestones for your sales team?

Here is another one about how to develop a comp. plan for sellers

Here is the full playlist

As always this is an experiment and we hope to learn a lot from this strategy and feedback is most welcomed!

Big thanks to Dave Greenberger and Evan Bartlett for their help