Scaling Sales: How this Function Changes as a Startup Grows

Startup Bostonis strengthening Boston innovation by educating, connecting, and celebrating entrepreneurs. Created by the community, for the community, we create events rooted in the development and celebration of people who are pushing boundaries, solving tough problems, and asking everyday - how might we do this better? Our events are designed to be a platform through which Boston's innovators can learn from and challenge one another, build new partnerships, strengthen ties, and celebrate both failure and growth.

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As your startup grows, so do the challenges of your sales organization. For bootstrapped or early-stage business, customer acquisition relies on unstructured, ad hoc process development and a few goal-driven hunters. As business scales, your customer value proposition and pitch are in constant flux with new features, hiring and onboarding increasingly become even more challenging (especially as you start hiring in new geographies), and customer retention takes center-stage. Sales reps need different supports at each stage of your business’ evolution.
This panel of serial startup sales leaders will discuss how sales readiness develops and improves as startups scale. They'll unpack and debate different approaches to incentive structures, processes, and the right balance between hunting & farming at each stage.
This event is part of the Marketing & Sales track at <A HREF="http://startupbos.org/" TARGET="_blank" DATA-MSYS-CLICKTRACK="0" REL="nofollow noopener noreferrer">Startup Boston 2018</A>.
<H2>Our Speakers:</H2>
<H3><A HREF="https://www.linkedin.com/in/adammavrikos/" TARGET="_blank" DATA-MSYS-CLICKTRACK="0" REL="nofollow noopener noreferrer">Adam Mavrikos</A>, VP of Sales at Toast</H3>
Adam was one of the first salespeople hired at HubSpot in 2008, and for 6 years helped grow the team's SMB division from a few hundred customers to 10,000+. Since then, Adam has joined Toast, one of the hottest Boston-based startups, to help launch the sales team. He is currently serving as VP of Inside Sales at Toast.
<H3><A HREF="https://www.linkedin.com/in/warnersalespro/" TARGET="_blank" DATA-MSYS-CLICKTRACK="0" REL="nofollow noopener noreferrer">Marie Warner</A>, President at Warner Professional Sales</H3>
Marie is founder and principal of Warner Professional Sales and the StartupSales.Coach, and helps companies achieve revenue success through sales enablement; executive and sales team coaching; and sales team building, onboarding, and training. 
<H3><A HREF="https://www.linkedin.com/in/robertgstevens/" TARGET="_blank" DATA-MSYS-CLICKTRACK="0" REL="nofollow noopener noreferrer">Rob Stevens</A>, Co-Founder & CRO at Tive</H3>
Rob has spent almost twenty years working in sales, marketing and business development for high-tech startups including FreeMarkets, Kiva Systems, Backupify, and GrabCAD. Most recently, he was the CRO & Co-Founder of Tive.
<H2>Our Moderator: </H2>
<H3><A HREF="https://www.linkedin.com/in/henrydubin/" TARGET="_blank" DATA-MSYS-CLICKTRACK="0" REL="nofollow noopener noreferrer">Henry Dubin</A>, Regional Manager of Commercial Sales at Salesforce</H3>
With over six years of helping Salesforce scale their outreach efforts, Henry is no stranger on what it takes to help businesses scale their sales' efforts. Henry has held roles in a variety of sales organizations, including several across Salesforce and as a Director of sales for New York tech scale-up VTS.
 
Note: by signing up for this event, you're providing us with permission to give your email address to our sponsor, Salesforce.
 
<H2>This is a Startup Boston event.</H2>
<A HREF="http://startupbos.org/" TARGET="_blank" DATA-MSYS-CLICKTRACK="0" REL="nofollow noopener noreferrer">Startup Boston</A> is a free, five-day series of events celebrating, educating, and connecting entrepreneurs in Boston. Taking place from September 10-14th, 2018, Startup Boston brings entrepreneurs, company leaders, innovators, and industry experts together to foster collaboration and fuel growth in Boston's startup ecosystem.
Thank you to our event partners.
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About CIC Boston:
One of Boston's largest innovation communities, <A HREF="https://cic.com/" TARGET="_blank" DATA-MSYS-CLICKTRACK="0" REL="nofollow noopener noreferrer">CIC</A> provides office and coworking space, and supports a variety of important programs in Boston's startup scene including Venture Cafe, District Hall, and MassRobotics. 
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About Salesforce:
<A HREF="https://app.salesforceiq.com/r?target=5b888cfac9e77c0076a7d16e&t=AFwhZf3jIMhMlTfcTAC9EGgQWLRfxPrZzbeG1bThuUuvAjPaHdGmyjhcmzscqn0530Ps6KdVa95j3HTVqfkkpDrfJO8NXjH8uSPD1-XfNzrCrcGw1xdQWK66Rb42W8Zbjz2mlRafqYpZ&url=https%3A%2F%2Fwww.salesforce.com%2Fsolutions%2Fessentials-enter-email%2F%3F%26d%3D7010M000000uY55" TARGET="_blank" DATA-MSYS-CLICKTRACK="0" REL="nofollow noopener noreferrer">Salesforce</A> is a Customer Success Platform. Their social and mobile cloud technologies - including their flagship sales and CRM applications - help companies connect with customers, partners, and employees in entirelly new ways.
 
 
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About fama PR:
<A HREF="http://www.famapr.com/" TARGET="_blank" DATA-MSYS-CLICKTRACK="0" REL="nofollow noopener noreferrer">fama PR</A> is North America’s premier boutique PR firm for technology companies. They deliver superior results and unmatched client service by using experienced PR professionals who apply a common sense, hands-on approach to both strategy and tactics. Working closely with clients, fama PR creates customized communications plans that are directly aligned with business objectives to help increase brand awareness and drive revenue.

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Scaling Sales: How this Function Changes as a Startup Grows

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